Book TP 3

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,. IV. No. I.

SEVENTY-SIX PAGES

SINGLE COPIICS, 10 C£NT19
PER YEAR. ONE DOLLAR

=*ublished Each Month by Edward Lyman Bill at I Madison Avenue, New York, January 15, 1908

StsLf Records

are the live line of disk records.

Not a selection is listed until the demand for it
is assured.

This means no "dead ones," a constantly mov=
ing stock, a quick tum=over — more business with
less capital in the Star line than with any other.

Bulletins of new selections are. issued monthly
— popular things while they are popular.

Star Records are unexcelled in pure brilliancy
of tone, in freedom from scratch, and in dur=
ability.

Made in 10-inch and 12=inch sizes.

Are youta Star dealer ? You ought. to be.

HAWTHOHNE SHEBLE MFG. CO.

PHILADELPHIA

Entered u seeoad-clMB mattar May 2, 1905, at the post office •* New Tort. N. T. . under tbe Mt ef Cmgftm ef Itorob ».

THE TAUm^G MACHINE WORLD.

100,000 RECORDS ALWAYS IN STOCK

JOBBERS

EDISON

D i STRieuTORS

VICTOR

PHONOGRAPHS

M ANUPACTURERS * * P E R F ECT 1 O N " SUPPUES, ETC

TALKING MACHINES

RECORDS, ETC.

ReTAii WMOUESAi^e — e:xi=»ORT

RECORDS, ETC.

GENERAL SUPPi-IES

;- FOR- ■ ■

Salesroom, 89 Chambers Street xt \t ^ i

fable Address, Doughphone. N. Y. ' INvW X OiK

GENERAL SUPPilES

CYLINDER MACHINES

Largest Exclusive Talking Machine Jobbers tn the World.

PISC MACH1 NES

Mr. Dealer: —

A Happy and Prosperous New Year

YOU'LL BE HAPPY if you send your orders to us.

We fill and ship them the day received. All fresh
goods and just what you order — no substitutes.

YOU'LL BE PROSPEROUS if you carry a line, of
our specialties.

"You can't sell what you do not have."

WE SOLD most of the Bargains we offered last month.
The Dealers who know us don't have to be told twice.
We have left an incomplete assortment of

Peg Cylinder Record Cabinets, Oak and Mahogany;

Disc Record Cabinets, Mahogany only;

Metal Horns, all styles, for Disc and Cylinder Machines.

The prices we ask will surprise you.

The Truetone Amplifying Horn, made entirely of wood.
The Eureka Carton Cabinet for Cylinder Records.
The Eureka Library Cabinet for Disc Records.

You don't have to talk for them,
they talk for themselves.

The Eureka Alphabetical Index for Cataloging Records
will increase your Record sales.

The Talking Machine World

Vol. 4. No. I.

THE VERSATILE "TALKER."

An American Idea Now Being Adopted by a
Dentist in Paris — Uses the Talking Machine
to Entertain Patients — Steadily Enlarging
Its Entertainment Sphere.

From time to time in tliese columns we liave
recorded the many novel uses to which the talk-
ing machine has heen adapted. It has taken the
■place of the "talking" barber, much to the joy
of the man who desires to get shaved; it is used
in wedding ceremonies in various capacities; it
has taken the place of the minister in the pulpit
and the choir in the chancel; it has simulated
birds and has been used as a pain eradicator, or
at least a pain assuager by dentists. •

Some time ago we recorded in these columns
how a dentist entertained bis clients with the
talking machine. We notice that an American
dentist in Paris has now fallen in line toy tne
adoption of a similar method, although our con-
temporaries in the daily press credit him with,
inventing this novel method by which the hor-
rors of the chair are somewhat lessened. In
speaking of the accomplishments of this dentist
we read: "His office is in a busy street, and his
patients complained that while under the in-
fluence of an anaesthetic the street noises seemed
to multiply a thousandfold. He explained that
the vibrations were prohably increased by the
contact of his instruments with the teeth and
sought a remedy. Tlie removal of his office to
a rear apartment did not bring about the de-
sired result, although the noise v/as somewhat
lessened. He then purchased a phonograph and
has since been pulling teeth to the strains of
"Faust" and "Lohengrin," which, magnified by
the sensitive molars, give his patients the delu-
sion of a full orchestra in magnificent play. The
patient has the privilege of choosing the music
before occupying the chair."

It is notevi^orthy, however, that the majority of
so-called European inventions find their origin
in the United States. They say that it requires
as much ability to adapt a thing successfully as
to invent it, hut once in a while it is well to let
the American eagle scream.

MUSIC FOR THE INSANE.

Talking Machines Installed in the Insane Asy-
lum at Pekin, III., Have Proven Effective in
Soothing Disordered Brains and Keeping
Four Thousand Hands Out of Mischief.

That in the majority of cases even the most
violently insane are susceptible to the soothing
influence of music is a well known fact among
their attendants, but it remained for Dr. Zeller,
an interne in an insane asylum at Pekin, 111.,
to put the knowledge to practical use toy install-
ing talking machines in the institution. His suc-
cess is described by the "Tribune" of that city
as follows:

"There is a keen delight among the 2,000 in-
mates of the Bartonville asylum, and all on ac-
count of a large battery of graphophones which
has lately been installed in the institution. In-
cidentally there is a keen delight among the
hospital staff, for they have found that music
also has charms to soothe the disordered brain
and keep four thousand hands out of mischief.

"The virtues of the graphophone as an in-
fluence at the hospital were discovered more or
less hy accident. Some time ago a large music
box was sent to the institution, and was set up
in one of the cottages. It hecame instantly popu-
lar. The insane women listened to it with breath-
less interest, and showed such pleasure that the
box was almost worn out during the first week.

"Encouraged hy its success. Dr. Zeller installed
a graphophone and moved it from cottage to cot-
tage. This speedily developed trouble, the in.

New York, January 15, 1908.

mates of each cottage rising up in wrath to pre-
vent its being taken away. As a result each cot-
tage has been equipped with a graphophone with
a good supply of records and a dozen concerts go
on every day.

" 'We haven't discovered any curative power
in graphophones,' said Dr. Zeller, 'buff we have
found that while a cottage full of insane people
are listening to music they are not working up
disturbed periods hy picking their clothes to
pieces. The instruments have given keen
pleasure and have helped in keeping patients
quiet and interested. I am pleased with the ex-
periment.' "

TO KEEP VOICES A CENTURY.

Records of Foremost Singers of the Day Pre-
served at Paris Opera — Some of the Many
Possibilities in This Connection.

A despatch from Paris, dated Dee. 24th, says:
"There was an unique ceremony this afternoon
in the subterranean passages of the Opera House.
In a specially prepared vault a talking machine
and a number of discs bearing the records of
the voices of great singers of the twentieth cen-
tury were deposited. Tamagno, Caruso, Scotti,
Plancon, De Lucia, Patti, Melba, Calve and others
are represented in the selection. The discs
are in double boxes, each separate from the ether.
Neither light nor air can penetrate the coverings,
and it is believed that they can be thus pre-
served for a century. At the end of a hundred
years they will be opened, and the people of that
age will have the opportunity of hearing voices
of this era as well as seeing the talking machine
as manufactured to-day."

Commenting on the foregoing the New York
World editorializes thus: "The preservation in
the vaults of the Paris Opera House of the voices
of Caruso, Scotti, Patti, Melba, Calve and other
contemporary singers will make comparisons in-
teresting in the centuries to come. The voices of
Grisi, Mario, Malibran and Jenny Lind so pre-
served would be rare treasures. Tamagno's notes
are firmly fixed in wax, surviving his death, and
Pope Leo XIII. 's voice still lives. The Kaiser's
is in storage at Harvard College and in the Lih-
rary of Congress. The phonographic preserva-
tion of languages will he valuable to philologists.
Humboldt found a parrot in Brazil which was the
solitary speaker of an otherwise extinct Indian
dialect. A phonograph may do as much for
Welsh a century hence.

"Posterity should feel grateful for this fore-
sight on the part of the present age. But it is
to be questioned whether we are not preparing
for the generations unborn a heritage of printed
and written matter which will overwhelm them
with an embarrassment of riches. The millions
of books, the vast accumulations of the libraries,
the wealth of new discoveries in science, will
make a staggering mass of knowledge for trans-
mission. What mind can muster a hundredth
part of it?

"The 'specialists' ' field will be restricted to
the narrowest of limits, and a Bacon or Newton
of the thirtieth century will be a prodigy "in-
deed. Nullifying the destructive influences of
time on human records may not prove an un-
mixed hlessing for the ages yet to he."

GERMAN HORN MEN RAISE PRICES.

A meeting of German talking machine horn
manufacturers, which took place in Berlin a short
time ago, resulted in the determination Of all
present to raise the prices in that branch of the
industry. This increase will operate at first in
Germany only; but so soon as the manufacturers
who were unable to he present have been com-
municated with it is planned to charge higher
prices for horns exportecl tO ofJier countries,

Price Ten Cents

"KNOCKING" THE TALKING MACHINE.

Editorial Writers on the Daily Press Going Out
.of Their Way to Ridicule the Talker — See All
Its Faults but Not Its Good Points — Time
This Unfair Attitude Was Reversed.

Many of the editorial writers in the daily papers
are anything but partial to the talking machine,
judging from the bitter and ofttimes untruthful
statements they make about this device. It has
been cartooned, ridiculed and buffooned. Tne
writers find pleasure in setting forth its weak
points on every possible occasion without stop-
ping to think for a minute of the tremendous
educational value of this machine, and the help-
ful part it is daily playing in the lives of our
people as a factor in both amusement and educa-
tional fields. Of course this attitude is based
entirely on ignorance. The writers, it is safe to
say, have not examined the machine of recent
days, hence cannot realize what has been ac-
complished.

If these writers were only to go into the thou-
sands of small country towns and interview
those people who have long hungered for the
best in music, which they have never been ahl©
to hear, owing to distance and ofttimes expense,
they would find that the talking machine has
brought joy and keen pleasure to those people.
It has brought the greatest vocal and instru-
mental artists into their homes at a compara-
tively small expense. Surely any machine that is
able to do this is worthy of something more than
ridicule.

It is always a matter of surprise why those
wiseacres — who, by the way, consider themselves
foreordained to lead the thought of the world —
should hold themselves aloof from a thorough
knowledge of developments in the musical and
mechanical worlds. If they were to acquire a
practical knowledge of conditions they would not
write the absurd nonsense we so often read. If
they were to editorialize on politics and display
the same ignorance as they do when writing of
talking machines they would lose their positions
within twenty-four hours.

It is really time that this nonsensical idea of
the talking machine and its especial purpose had
been eradicated. It is not to any humorous com-
ments that we object, for they are very apt and
at times justified, but to those writers occupying
editorial chairs and whose opinions are con-
sidered worthy of consideration, that we address
these remarks. It is time they should see the
light.

ITALIAN DEALERS ORGANIZE.

Talking-machine record dealers of Italy re-
cently held their first annual convention in Milan.
Italy, and perfected the organization of the Con-
gress of Italian Record Dealers. This convention
was given over greatly to the discussion of dis-
counts allowed the public and special discounts
given to music teachers, schools and societies. A
general sentiment favoring the withdrawal of all
discounts was expressed and the matter is now
in the hands of a committee.

HANDSOME HOLIDAY SOUVENIR.

One of the handsomest souvenirs sent out to
the "talker" trade is the calendar of the Syra-
cuse Wire Works, Syracuse, N. Y.. well known
as pioneers in the field of wire record racks.
The calendar is a work of art, being a reproduc-
tion in original colors of the painting by Carle
J. Blenner, entitled, "In Maiden Meditation.
Fancy Free." We hardly think it would he out of
place to remark that perhaps the beautiful young
lady's expression of perfect contentment might
be due to the fact that her father was a talking
machine dealer making money by the tise of the
Syracuse wire record racks,

THE TALKING MACHINE WORLD.

THE EDUCATIONAL ADVANCE

Of the Ambitious Young American Has Been
Materially Aided by the Splendid Work of
the International Correspondence Schools.

The growth of the correspondence system of
education is one of the great marvels of the age.
It is peculiarly American, and the latest develop-
ment of this enterprise, as manifested in the
teaching of languages by means of the talking
machine has become widely recognized by most
eminent professors and teachers throughout the
country. Indeed, this system is fast spreading
to all parts of the world, and shedding further
lustre on the splendid work of the master minds
who direct the International Correspondence
Schools at Scranton, Pa.

As a power in the industrial world education
may he defined as a record of the knowledge ob-,
tained in the centuries of toil, experiment and
research by our forefathers, and it is plainly
evident that to possess such knowledge is of im-
mense advantage to any man who competes with
his fellows in any line of human endeavor. But
to make effective use of the power of education a
man must nowadays have more than a public
school education, because the more responsible
positions in the industrial world require that the
incumbents have a special training for their
work.

To-day practically all the duties of the five
senses of man can ibe performed by mechanical
devices, and in a great many ways machines
perform their work more perfectly than it will
ever be possible for human beings to accomplish.
This condition of affaire has brought it about
that the ordinary worker, whether he be a
mechanic or clerk, must have a special theoretical
training in his chosen line of work if he ever
hopes to advance to higher rungs in the ladder
of success. Otherwise his life will be one long,
monotonous routine in a low-salaried position at
the bench or at the desk.

The procedure of life is worked out on an im-
mense scale. Every year approximately 1,650,000
young men and women reach the age of twenty-
one in the United States. Of these only a few
thousand ever enter scientific colleges and in-
stitutions. The rest, considering those that con-
.=titute the average wage earners, are doomed to
the life of the low-salaried man unless they can
find some means of securing the necessary train-
ing for advancement, and this is the field of the
correspondence school. That there is an enor-
mous demand for the work of this system of
education is shown by the wonderful growth
has had during the last fifteen years, and that
it has been of immense benefit to humanity is
shown by the results it has accomplished.

The development of the idea of instruction by
mail is best exemplified by the growth of the
leading correspondence institution, The Intenia-
tional Correspondence Schools of Scranton, Pa.
These schools were started fifteen years ago with
one course of instruction and about four em-
ployes. The success of the first course encouraged
the production of other courses from time to time
until there are now in the curriculum of these
schools more than 208 courses of instruction bear-
ing on all the leading trades and professions,
including such a wide range of subjects as elec-
trical engineering, advertising, banking, com-
mercial law, languages, chemistry, and electro-
therapeutics.

That correspondence instruction has developed
in proper ratio with the demand for education i.s
shown by the fact that In many ways this single
institution is now the largest educational insti-
tution in the world. It has enrolled over a mil-
lion students in its fifteen years of existence and
has graduated a proper percentage of this num-
ber, while the largest college In 270 years has
graduated 27,144. This particular institution
must be managed as a commercial enterprise and
has no endowment fund whatever, but even so
its training Is very much cheaper than the educa-
tion afforded by resident schools and colleges.
None of its courses cost more than $110 in its
entirety, whether the student takes one year or
five years to complete It, while the best colleges

charge anywhere from $7.5 to $250 each for the
ordinary four-year course.

Perhaps the greatest reason for the success of
the Intel-national Correspondence School lies in
its especially prepared text books. These are
unique in many respects. The schools employ the
best authorities and experts in the country to
prepare manuscript on the different subjects
which these men have made their life work.
These manuscripts are then edited into courses
of instruction by the schools' own staff of ex-
perts after a manner that their wide experience
in correspondence instruction has proved to be
most effective. Simplified methods are used so
that the ordinary artisan may easily under-
stand the higher mathematical processes neces-
sary to the complete theoretical understanding
of his trade or profession, the engineering pro-
fessions being taught without the aid of any
higher branch of mathematics than trigonometry.
To do this has cost an immense amount of money.
Over $1,500,000 was spent in the original prepara-
tion of these text books, and each year a quarter
of a million is expended in revision and bringing
the instruction matter up to date with the best
modern practice.

In the last two and one-half years atbout 2,500
students have voluntarily reported their advance-
ment to their teachers. As these schools enroll
about 9,000 students a month, this, of course, is a
very small percentage of the total number that
have been benefited, but basing calculations upon
this 2,500 alone the amount of money in in-
creased earnings that has been brought to these
students foots up over $1,000,000.

Can any one doubt the magnificent advantage
this system of instruction has been to ambitious
workers?

POULSON'S WONDERFUL INVENTION.

The Inventor of the Telegraphone Successfully
Demonstrates That Wireless Telephony Is
an Accomplished Fact.

The daily papers during the past two weeks
have been devoting considerable space, and with
good purpose, to the remarkable achievements of
Waldemar Poulson, who has successfully demon-
strated that wireless telephony is no longer a
dream, but an accomplished fact. Messages have
been several times exchanged between L>aigby,
near Copenhagen, and Weissensee, a suburb of
Berlin, a distance of 250 miles. The transmis-
sion left nothing to be desired in the way of
clearness and audibility.

Preparatory arrangements had been made be-
tween Weissensee and Lyngby. The recorder and

transmitter were tuned alike, and punctually at
the signal the first long-distance wireless tele-
phonic message was flashed through the air from
Berlin across the north of Germany.

The sound of music played in Berlin was dis-
tinctly heard in Copenhagen. Numbers and a
series of special test words were recorded with
the greatest ease. Operators at Weissensee said
that there was no technical reason why the
radio-telephone should not be established between
Berlin and London. The only obstacle is the
money. The erection of stations in the center of
Berlin sufficiently powerful to reach London
would entail an enormous expense.

This hindrance, however; in the opinion of
'electrical experts, should soon be surmounted,
and before long the radio-telephone replace the
present wire system. The entire apparatus used
in the Berlin to Copenhagen, conversations is
simplicity itself. It consists solely of a transmit-
ter and receiver-mast, antennae of which project
the sound waves, and a power plant.

The mast used at the Weissensee station is a
tall factory chimney near the pDwer-house. The
system differs from the spark telephone in that
the transmitter produces the required wave by
means of noiseless continuous direct current, re-
placing by its continuity the action of the dan-
gerous high tension developed by the spark tele-
phonic systems.

"Over the open sea," said Dr. Hechler. chief of
the station at Weissensee, "radio-telephony with
continuous waves is comparatively an easy mat-
ter up to 300 miles. Several vessels are adding
Poulson apparatus to their telegraphic installa-
tions.

The Copenhagen correspondent of the New
York Times, telegraphing. ,says: "When I saw
Poulson to congratulate him on his success, he
said: 'Yes, I am very glad, and I am the more
satisfied, since the experimental line from
Lyngby to Weissensee covers one of the most
difficult distances for wireless telephoning. It is
necessary to work over Copenhagen from her^;,
and over Berlin to reach Weissensee. What
makes it so important that we had satisfactory
results is. that while the current was very weak,
yet we obtained clearness equal to ordinary wire
telephone. We transmitted verbal messages and
also had excellent talking machine reproductions.
We will still further improve the apparatus.'
Poulson added that he expected this success. The
experiments had moreover given him many hints
as to how the apparatus should be erected and
arranged, so that much better results could be
obtained. He is convinced that wireless tele-
phoning across sea will be superior to messages
by cable."

AT TENT I ON !

NEW ENGLAND DEALERS

If you handle both EDISON and VICTOR,
we can offer you an advantage no other New
England jobbing house can — One Source of
Supply for both

BDISOIN RHOINOGRAPHS
A^JD VICTOR MACHIINES

OINE SHIPMENT -OINE EXPRESSAQE

THERE'S AN ADVANTAGE! Try the
Eastern's Policy of Service.

THE EASTERN TALKING MACHINE CO.

177 TREMOINT ST., BOSTOIV, MASS.

Distributors of EDISON and VICTOR
MACHINKS, Records and all Supplies

Eastern Agents for HERZOG DISK and
CYLINDER RECORD CABINETS

THE TALKING MACHINE WORLD.

5

Cabinet, selected San
Domingo mahogany.
Horn, turntable and
albums for 150 records
completely concealed.
Metal parts gold-plated.

Victor=Victrola

$200

A rich field of profit
for enterprising dealers

Many dealers are making a special feature of the Victrola
— the-Victor-with-concealed-horn — and the Victrola is piling up
big profits for them.

The Victrola satisfies the demands of a large class of people
who recognize the Victor s musical qualities, but who object to
the prominence of the horn. It provides the best musical enter-
tainment in the form of a handsome cabinet instrument, appro-
priate to the most elegant surroundings.

Qet your share of this highly=profitable business

The possibilities for the sale of the Victrola extend in every direction, not only in homes, but among clubs
societies, schools, churches and hotels ; and it only remains for you to develop this business in your territory.
Give the Victrola a conspicuous position in your salesroom ; invite your best customers and prospects to a series
of grand opera concerts —and you will be surprised to- see how easy the selling is.
And every time you sell a Victrola you gain a customer who adds substantially to
your profits by 'liberal and repeated purchases of Red Seal Records.

While the Victrola is piling up these good dollars for you, it is increasing your
prestige, and putting your entire business on a bigger and better-paying basis by
stimulating the sale of higher-priced Victor goods.

Don't let this great opportunity pass

The selling season for the Victrola is now in full swing. Right now is your
opportunity to gather in all these rich profits. Don't delay ;
get the full benefit of this new and highly desirable business
in your territory while the demand is at its height.
Write to-day to your distributor for information.

Victor Talking Machine Company

Camden, N. J., U. S. A.

Berliner Gramophone Co., Montreal, Canadian Distributers

HIS MASTERS VOICE ,

Full information can be obtained from the following Victor dealers :

Albany, N. Y Finch & Hahn.

Altoona. Pa W. H. & L. C. Wolfe.

Atlanta, Ga Alexander-Elyea Co.

Phillips & Crew Co.
Baltimore, Md Cohen & Hughes.

E. F. Droop & Sons Co.

H. R. Eisenbrandt Sons.

Wm. McCallister.

Bangor, Me M, II. Andrews.

Birmingham, Ala E. E. Forbes Piano Co.

Boston, Mass Oliver Ditson Co.

Eastern Talking Machine Co.

M. Steinert & Sons Co.

Brooklyn, N. Y American Talking Machine Co.

Buffalo. N. Y W. D. Andrews.

Neal, Clark & Neal Co.

Burlington, Vt American Phonograph Co.

Butte, Mont Orton Brothers.

Canton, O The Klein & HeflFelman Co.

Charlotte, N. C Stone & Barringer Co.

Chicago, III Lyon & Healy.

The Talking Machine Co.

The Rudolph Wurlitzer Co.

Cincinnati, O The Rudolph Wurlitzer Co.

Cleveland. O W. H. Buescher & Sons.

CoUister & Sayle.

Eclipse Musical Co.

Columbus, O The Perry B. Whitsit Co.

Dallas, Tex Thos. Goggan & Bro.

Dayton, O The Fetterly Piano Mfg. Co.

Dev er, Colo Knight-Campbell Music Co.

Hext Music Co.

Des Moines, Iowa Jones Piano Co.

Detroit, Mich.. Grinnell Bros.

Dubuque, Iowa Harger & Blish.

Duluth, Minn French & Bassett.

El Paso, Tex W. G. Walz Co.

Galveston, Tex Thos. Goggan & Bro.

Grand Rapids; Mich.. J. A. J. Friedrich.

Harrisburg, Pa S. A. Floyd.

Honolulu, T.H Bergstrom Music Co.

Indianapolis, Ind.-.. C. Koehring & Bro.

Jacksonville, Fla Metropolitan Talking Machine Co.

Kansas City, Mo J. W. Jenkins Sons Music Co.

J. F. Schmelzer & Sons Arms Co.

Little Rock. Ark...

Lincoln, Neb

Los Angeles, Cal..
Memphis. Tenn...

Milwaukee. Wis...
Minneapolis, Minn.

Mobile, Ala

Montreal, Canada..
Nashville, Tenn . . ,

Newark, N. J

Newark, O

New Haven, Conn
New Orleans, La, . .

New York. N. Y...,

Omaha. Neb.

Peoria. Ill

Philadelphia, Pa.

Pittsburg, Pa.

Portland, Me.
Portland. Ore.

. .0. K. Houck Piano Co.
. . . Ross P. Curtice Co.
. . . Sherman, Clay & Co.
...O. K. Houck Piano Co.

E. E. Forbes Piano Co.
...Lawrence McGreal.
. . . Minnesota Phonograph Co.
. ..Wm. H. Reynalds.
.. Berliner Gramophone Co., Ltd.
. ..O. K. Houck Piano Co.
...Price Phono. Co.
. ..Ball-Fintze Co.
...Henry Horton.
. . . Nat'l Auto. Fire Alarm Co.

Philip Werlein, Ltd.
. ..Blackman Talking Machine Co.

Sol. Bloom.

C. Bruno & Son.

I. Davega, Jr., Inc.

S. B. Davega.

Chas. H. Ditson & Co.

The Jacot Music Box Co.

Landay Brothers.

The Regina Music Box Co.

Stanley & Pearsall.

Benj. Switkjr.

Victor Distributing & Export Co.
. . . A. Hospe Co.

Nebraska Cycle Co.
Piano Player Co.
• . . Chas. C. Adams & Co.
...J. E. Ditson & Co.
C. J. Heppe & Son.
Musical Echo Company.
Penn Phonograph Co., Inc.
Louis Buehn & Brother.
Western Talking Machine Co.
H. A. Weymann & Son.
...Pittsburg Phonograph Co.
Powers & Henry Co.
C. C. Mellor Co., Ltd.
Standard Talking Machine Co.
, . . . Cressey & Allen.

Portland Talking Machine Co.
.Sherman. Clay & Co.

Richmond. Va The Cable Co.

W. D. Moses & Co.

Rochester, N. Y The Talking Machine Co.

Rock Island, III Totten's Music House. .

Salt Lake City, Utah. .Carstensen & Anson Music Co.

San Antonio, Tex Thos. Goggan & Bro.

San Francisco, Cal.- ..Sherman, Clay & Co.

Savannah, Ga Youmans & Leete.

Seattle, Wash Sherman Clay & Co.

Sioux Falls, S. D Talknig Machine Exchange.

Spokane, Wash Eiler's Piano House.

Sherman-Clay & Co.
St. Louis, Mo Koerber-Brenner Music Co.

St Louis Talking Machine Co.
St. Paul, Minn W. J. Dyer & Bro.

Koehler & Hinrichs.

Syracuse, N. Y W. D. Andrews.

Toledo. O The Hayes Music Co

A. J. Rummel Arms Co.

Whitney & Currier Co^ .
Washington, D. C John F. Ellis & Co.

V

Fill out,
cut off, and
mail this
Coupon
to-day.

4-*

6

THE TALKING MACHINE WORLD.

MUNICIPAL TALKING MACHINES.

Manchester Paper Makes Novel and Interest-
ing Suggestion — Machines for the Public
as a Means of Stimulating the Musical and
Artistic Tastes of the Masses.

TALKER USED AS DECOY

That the talking machine has won a place for
itself in England is evidenced oy the suggestion
that the municipality provide machines and
high-class records in order to develop the refined
tastes of the people. The suggestion, which re-
cently appeared in the Manchester Evening
Chronicle,- read as follows:

"Many and varied as are the schemes for the
solution of the social problems, my self-esteem
prompts me to give mine the premier place. It
has the advantage of being cheap, and not cost-
ing the rate-payers anything like the aniount
they are spending in maintaining the present
system of poor relief, which, were my plan
adopted, would be entirely unnecessary. I have
lately had occasion to observe the influence of
music in developing the taste, and all by means
of a gramophone, ^.iy neighbor, from whistling
Zuyder Zee, has climbed to the heights of
Gounod, and I hope soon to hear Mozart and
Wagner. This has suggested my scheme, which
is as follows: Let the corporation purchase a
large stock of gramophones, and an innumerable
quantity of records of the best music. These
could be supplied to the citizens on the same
lines as books at the public libraries. I have
mentioned that the records should be of- the best
music, but this does not necessarily imply classi-
cal music. Folk songs and some of the very few
good popular songs might well be used for a
start, and the public taste gradually developed,
until Beethoven became as necessary as bread
and Wagner as refreshing as water. "An or-
chestra in every home!' would make a glorious
election cry. Nietzsche said art was the great
stimulus to life, and we can imagine the effect
of familiarity with the best music on people's
lives. There would be a great regeneration of
society through the benign influence of music — •
in fact, the social revolution by gramophones.
Schubert in the slums! Mendelssohn for me-
chanics! Bach for butchers! Chopin for char-
women! 'The world's great age begins anew,'
we could sing — with gramophone obligate. Here,
then, is a great field of municipal reform hith-
erto quite neglected. Even the Fabian Society
have not included in their program the municipal
supply of gramophones. The way to build 'Jeru-
salem in England's green and pleasant land'
has now become quite plain." Is it not plain
from the foregoing that the missionary efforts
of the leading companies, adds the Talking Ma-
chine News toward making the journalist better
acquainted with the talking machine, have borne
good fruit?

Some New York boys have a yell which goes
like this:

Pooh! Pooh! Harvard! Pooh! Pooh! "i'ale!
We learn our lessons through the mail!
We're no dummies! We're no fools!
Rah! Rah! Rah! Correspondence Schools!

Also Some Interesting Data Relative to Its
Rapidly Increasing Popularity.

I make it my business to keep my eyes and
ears open in order that they may drink in all
things of interest which come their way regard-
ing the talking machine, and it is with a great
deal of pleasure that I find myself able at this
time to announce most emphatically the fact that
its popularity is wonderfully in the ascendant.

Glaucing-through the pages of the Philadelphia
North American the other morning on my way to
the office. I chanced upon the following;

mil HUNIfR

m
D[coy

'Honk-Honk,"" Says ^Machine on
Bow of His Boat. — They Can't
Resist It.

Georgetown, Del.. Dec. 14. — Ace Goodhill,
of Millsboro, is liaving wonderful success
gunning for wild geese on the Indian river
with the aid of a modern phonograph. His
method is to set the machine loaded with
"honli-honli'' in the bow of the boat, and
then, when the geese answer the call, to
pick them off. The geese fly to the slaugh-
ter, he says, and he had to shoot so fast that
a rest was necessary to cool his gun. He
says he brought in a boatful, and now fears
the next legislature wili pass a law forbid-
ding the use of phonographs.

Interesting, is it not? I considered it so to the
extent of making a sketch of the event which I
trust will demonstrate to the readers of the
World how- very practical phonographic gunning
reallj- is.

At lunch time I overheard a conversation be-
tween two well dressel gentlemen at the next
table which I thought equally entertaining:

"I suppose you were at the Van Astors last
night?"

"Sure thing, and say, they certainly had us
guessing too, if any one should ask you."

"Guessing, what do yoft mean?" came the
mildly interested query. I heard the sharp
scratch of a match and then as the pungent odor
of a Turkish cigarette filled the air, the first
voice resumed. "We had just reached the salad
course when from a bower of ferns and holly at
the end of the dining hall came the unmistakable
voice of Melba singing Tosti's Goodbye. Conver-
sation ceased on the instant. Glances of wonder
came and went upon the faces of the guests. Miss
Fairfax, who happened to be my partner upon
this joyful occasion, turned to me with a shrug
of her adorable shoulders, 'Is it possible that our
hostess' has engaged Melba to-night?' and then
realizing at once the utter absurdity of the ques-
tion, 'Of course not. forgive me for being so
stupid, but who can it be? We have no soprano
in Philadelphia who can compare with that won-
derful voice.' "

"Well, who was it? What celebrity has dropped

in on us unawares? Tell a fellow, can't you?
Why so deucedly dense?"

"I'm not dense; it was Melba all right" — "Oh
stuff! what are you stringing me for? You don't
expect me to believe that, do you?" drawled the
first voice in disgust.

"My dear innocent friend, you are not being
strung; it was the renowned Melba, or rather
the reproduction of her marvelous voice in all
its original purity — a talking machine, my boy, a
talking machine."

"By Jove! what won't they do next? Wonder-
ful! Wonderful!" The voices ceased, and with
a scraping of chairs and a "Thank you, sir,"
from the obsequious waiter, they were gone.

In the evening while holding down an orches-
tra seat, I heard an exchange of phonographic
witticisms which I trust will prove as edifying
to my readers as it did to me.

The scene of this hilarity was Keith's Theatre
and the act was a vaudeville sketch rendered by

a wonderfully gowned soubrette and a ridicu-
lously dressed comedian. After the echoes of the
opening chorus had died away much to the de-
light of the distinguished audience (You will re-
member my statement relative to being present
myself) the comedian remarked with a solemn
wink at the sea of faces beyond the footlights,
"It speaks for itself."

"What does?" inquired she of the wonderful
go ■mi.

"The phonograph."

(Vociferous applause.)

"Aint he the wise one, though?" the fair maid
simijered in an aside to the audience. Then turn-
ing to her team-mate, she continued her dramatic
discourse, "Say, you think you're so awful smart,
tell me. please, what the first talkin' machine
was made of?"

"Cert', dat's a cinch — a rib."

It is entirely needless to state that this finale
brought down the house.

Summing up the above, which happened all in
one day too, think of it. does it not bear out my
remark that the popularity of the "talker" is
wonderfully in the ascendant? What say you,
Mr. "Talker" Man?

Afterword — The writer has wondered since
penning the above w-hether Mr. Earl Goodwin
does not owe him a good cigar, or can he collect
from the World joke department?

Howard Taylor :\!idd!eton.

NON - METALLIC

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TILH LINEN KIHKL: MA'IT^KIAL OVlvR-

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Vsk voiir \'ii tor Distnlniiois for .Siimplos ami I)i-iil(;r's Prin-s. N ictor Piittorn Only

THE TALKING MACHINE WORLD.

February list of
New Victor Records

All vocal selections have accompaniments by the Victor Orchestra

8-inch 35 cents

Artliiir I'ryor's BujkI

5301 King of Rags (A two-step odtlity ) . Swishci'

Dnet l>y Maciloiiong'li 21114I Belmont

;j3U Kobin Redbreast (from ■'Ifapiiyland" )

DeKoven

Tenor Solo Ijy Byron G. Harlan

3310 Two Blue Eyes Horse

Hymn l>y Frederic C. Freeraantel

5341 The Ninety and Nine Sanlsey

Dnet by Miss Jones and Mi'

5317 Make Believe

Mnx'ray

Moi-se

Yankee Talk 1»y Cal Stewart

5282 Uncle Josh at the Dentist's

10-Inch 60 cents; 12-Inch $1.00

Artlinr Pryor's Band

5321 International March — 10-inch ....Roberts

5326 "Shoulder Arras" March, — 1 0-inch .... Rose
5299 "His Honor the Mayor" Melodies — 10-
inch Aarous

5325 Pilgrims' Chorus (from "Lombardi"; —

10-inch Verdi

31689 Oberon Overture — 12-inch Weber

Victor Orcliestra, Walter B. Rogers, Con-
ductor

5333 Barcarolle (fiom "Contes d'Hoffman —

Tales of Hoffman) — 10-inch. .. Offenbach

5303 Snow Birds Mazurka (with bird war-
bling)— 10-inch Wohanka

Clarinet and Flnte Dnet by Cliristie and
ijyon.s

5327 Dreamy Moments — 10-inch Ehiicii

"Wliistlinsr Solo by Alice J. Sbaw

5306 La Gazelle — 10-inch Bendix

Contralto Solo by Corinne Morg-an

5328 Bliss Forever Past (from "Bohemian

Girl") — 10-anch Balfe

Soprano Solo by Helen IVoldi

31094 Inflammatus (from "Stabat Mater") —

12-inch Rossini

Donald HngU MacBri«Te, Soprano

5329 Angels Ever Bright and Fair (from

"Theodora") — 10-inch Handel

Tenor Soto by Frederic C. Freemantel

31691 Ave Maria (Latin) — 12-inch Abt

Baritone Solo.s by Alan Tnrner

31693 As Long as the World Rolls on — 12-
inch Ball

3342 Rule Britannia (with Male Chorus) —

10-inch Arne

5336 Evening Star (from "Tannhauser") —

10-inch Wagner

Baritone Solo by Percy Hemns

31692 The Song of a Heart — 12-inch . . . .Tunison

Songrs by Billy Mnrray

5335 Much Obliged to You — 10-inch Burt

5339 Under Any Old Flag at All (from

"Talk of New York" — 10-inch .... Cohan

Dnet by Collins and Harlan

5337 I'm Going on the War Path — 10-in. . .Feist
Dnet by Stanley and Macdonongli

5332 The Flowers Outside the Cafe — 10-inch

Solman

Dnet

3340

by Miss

and Mr. Mac-

Stevenson
donong'li

I Love You So (Waltz) (from "Merry
Widow") — 10-inch Lehar

Billy Mnrray and Haydn ftnartet

5330 I'm Happy When the Band Plays,

Dixie — 10-inch Vaudeveer

Male Cluartet by tlie Haydn tlnartet

5331 Down in the Old Cherry Orchard — 10-
inch. Henry

Descriptiye Specialty by Miss Jones and
Mr. Spencer

5334 Y'ou've Got to Love Me a Lot — 10-inch

Descriptive Specialty by Spencer and
Girard

5338 The Stranded Circus— 10-inch Spencer

New Red Seal Records

Mario Ancona, Baritone

10-inch, with Orchestra — .$2 each — In Italian.

87014 Puritana — Ah per sempre (To Me For-

ever Lost) Bellini

87015 'Otello — Era la notte(Cassio's Dream)

Verdi

Carlo Albani, Tenor

10-inch, with Orchestra — $1 each — In Italian.

64081 Trovatore — Deserto sulla terra (Naught

on Earth is Left Me) Verdi

64082 Ballo in Maschera — Barcarola — "Di tu

se fidele" (The Sea Will Bear Me) . .

Verdi

12-inch, with Orchestra — $1.50 each — In Italian.

74099 Otello — Ora e per sempre addio (And

Now Farewell) Verdi

H. 'Evan Williams, Tenor

12-incli, with Orchestra — $1.50 each — In English.

74100 All Through the Night Welsh Air

Pianoforte Solo by Frnnk La Forge

12-inch size — $1.50 each.

74101 Etude de Concert MacDoweli

Fmilio de Gogorza, Baritone

12-ineh. with Orchestra — $1.50 each — In Italian.

74102 Faust — Dio possente (Even the Brav-

est Heart) Gounod

Will the people in your locality be able to get every one of these records at your store?
They're going to know about them all on January 28th — the simultaneous opening day
throughout America for the sale of February Victor Records ; the day we advertise the
complete list in leading daily newspapers all over the country.

You know how sales have increased since we began this newspaper campaign. You
know how it has added to your profits. You know how important it is to have all the
records so that you won't miss a sale. You know that there are no records like Victor
Records — and the people know it, too.

They buy month after month, not simply because the records are new, but because
they are perfect musically as well as mechanically, and have that sweet, clear tone that is
ever a delight.

Victor Talking Machine Company

Camden, N. J., U. S. A.

Berliner Gramophone Company, of Montreal, Canadian Distributors.

8

THE TALKING MACHINE WORLD.

MUSIC IN THE HOMES.

How the Great Artists of the World Are Avail-
able for the Poor as Well as the Rich.

The wonderful artistic ixyssibilities of the
modern talking machine are still far from being
appreciated by the general public altogether too
many of whom regard it as not much more than
a plaything for grown-ups. The fact that
through the medium of the "talker" they may
hear their favorite grand opera stars sing their
best pieces time without number, or that the
classics of music may be heard as they should
be rendered, seems never to occur to them. Whit-
ing Allen, however, under the apt heading of
"Popular Grand Opera ;Made Possible by Intro-
duction of Phonograph" dwells very cleverly
upon the rwssibilities of the talking machine in
the following clev^er way:

"Madame Melba. greatest of contemporaneous
song birds, will sing this evening at the residence
of Mrs. John Jones, on Lancaster avenue. Caruso,
the costliest tenor in the world, will entertain
the guests of Mrs. Horatio Haggerty at her coun-
try place, overlooking the AVissahicken drive. The
great Nordica will sing selections from "Lohen-
grin" at the home of the Jacksons, at 41144 North
Second street, and Madame Emma Eames will be
the guest of the Bidwalders, on Rittenhouse
Square, and will have her exquisite voice with
her.

"Despite the fact that these singers charge any-
where from ?1,000 to |3,000 to sing at any one's
home, these same singers will also be heard this
evening in thousands of other homes, places of
the rich, houses of the poor, in city and country,
in every section of this music-loving land of ours.

"All this may sound like the vaporings of a
music-mad mind. Nevertheless, it is virtually a
fact, save as to the fictitious names and addresses,
and the further fact that none of these singers
will be actually singing in the flesh anywhere in
this country.

"They may be singing in New York, or in Lon-
don, but they have left almost imperishable

records of their voices with us, and with
these records and the perfected machines that
reproduce them, scattered by tens of thousands
throughout the country, all these and all the
other great singers are virtually here, and will
remain, so to speak, for all time.

"American inventive genius has given this
great boon to the world, among the well-nigh
countless other miracles it has performed for the
pleasure and the betterment of mankind. By
these records not only the voices of singers, but
the music of great orchestras and military bands,
and the voice of man uttering his profoundest or
his most trivial thoughts, are all preserved, and
may be reproduced at will cenutries after dgath
has stilled the strings and hushed the voice of
the orator and the artist."

THE ILLUMINATED SOUVENIR.

A New Use for the Moving Picture Machine as
an Accompaniment to the Orchestra and
Voices — Something Entirely Novel and In-
teresting to be Introduced in London.

(Special to The Talking Machine Woiid.)

London, Eng., Jan. 4, 1908.
A new departure in concert work will be wit-
nessed at the Queen's Hall on January 20 and
27. The illuminated symphony is the new art
form which will then be presented to the public.
Herbert Trench, a poet whose work has not yet
received anything like the recognition its very
real merits deserve, will present his "Apollo and
the Seamen" in novel fashion. The aim is to
appeal to the appreciation through the ear and
eye at the same time. The symphony which will
accompany the poem has been composed by
Joseph Holbrooke. Both orchestral and chorai
music will be employed. The hall will be dimly
lighted, the musicians and chorus will be invis-
ible and the stage itself in complete darkness.
On a screen at the back of the stage the words
of the poem will be thrown in illuminated let-
ters and will pass slowly before the eyes of the
audience to the accompaniment of orchestra and
voices.

MUSIC IN THE CARS.

A New Development Which Will Make Travel-
ing in the Street Car System a Thing of Joy
Instead of Torture as It Sometimes Is Now.

According from reports from Meriden, Conn.,
the street car patrons of that city, if the present
plans materialize, are to be treated to musical
feats by Paderewski, selections from Wagner, or
other notables as an eye opener on their way to
work in the mornings and to light fantasies from
the "Merry Widow," the comic opera or coon-
shouters to stir their languid senses while re-
turning home at night, is not among the impossi-
bilities according to facts unearthed by an enter-
prising local newspaper man last week. He says
that "A five-mile ride and a first-class concert
for a nickel isn't so bad, and it is no idle dream,
either."' All this is to be accomplished by means
of the Cahill-Telharmonic system, now offered by
the New York Electric Co. The reporter further
learned that the local street railway management
is also negotiating with the oflicers of the New
York concern with a view of having the system
installed in the cars, and according to him it will
only be a short time before street-car riding will
have other attractions than resting one's legs
after a hard day's work.

A HANDSOME CALENDAR.

The picture of a Victor talking machine em-
bowered in roses and bearing a calendar is the
very appropriate souvenir sent out by L. R.
Porter, the talking machine dealer of Brockton.
Mass., to his friends and patrons. The machine
and horn are most natural in appearance, and
being placed in such a beautiful environment
are worthy to grace the wall of any store or
home.

HOLLIDAY OPENS NEW STORE.

A. J. Holliday has opened a new talking-ma-
chine store in the Geisse building. East Liverpool,
Ohio.

SAVE YOUR BREAKAGE LOSS

THE INDESTRUCTIBLE RECORD WILL DO THIS FOR YOU

A FEW POINTERS

NON-BREAKABLE

NON-WEARABLE

LONGER RECORDS

SINGLE RECORDS CAN BE
SENT BY MAIL

LESS PACKING REQUIRED,
THEREFORE A SAVING IN
FREIGHT AND EXPRESS
CHARGES

PURE TONE QUALITY

ALLTHIS MEANS MORE SALES
AND GREATER PROFITS

FITS ALL CYLINDER
MACHINES

npHE manufacturers of this record have spared no expense
^ to make it equal to and better than any cyhnder record
on the market to-day. It is the result of long and costly
experiments.

The list is small at the present time, consisting of about
75 selections, and tiierefore it is within the power of even
the smallest dealer to carry a stock on hand. New selections
will be added each month and the expense of stocking the
new monthly records will be overcome by the profits you will
make on the sales ot those ahead}' listed.

ORDER A SAMPLE BY MAIL

FOR 35c. PREPAID
SEND STAMPS OR MONEY ORDER

TO THE TRADE

2 I c.

IN DEALERS QUANTITIES

WRITE FOR CIRCULAR AND FULL INFORMATION AND SEND ORDERS TO

AMERICAN TALKING MACHINE CO.

586 FULTON STREET,

BROOKLYN, N. Y. CITY

THE TALKING MACHINE WORLD.

TALKERS FOR TEACHING.

Was the Subject of Discussion at the Recent
Convention of the Cbmmercial Teachers'
Federation Held in Pittsburg.

(Special to The Talking Machiue World.)

Pittsburg, Pa., Dec. 31, 1907.
Discussion of the advisability of having phono-
graphs for dictating lessons to students was the
chief topic of interest before the Commercial
Teachers' Federation yesterday morning. The
general opinion was that those with manual dex-
terity, but with no mentality in stenography are
most benefited by the use of the phonographic
record. R. E. Tuloss, of Springfield, O., advo-
cated the touch system in stenography and ad-
vised a wide departure from the old style by
stating that the use of the two fingers nearest
the thumb should first be taught to the students,
and then the two farthest away would follow
naturally. At 1 o'clock the federation was ad-
dressed by Director Hamerschlag, of the Car-
negie Tech. schools. His speech touched on
the practical side of the federation's work, ad-
vising that the work be done in a concrete man-
ner. A trip was then made to the Carnegie
Steel Works at Homestead. The banquet last
night was held at the Colonial Annex, the speak-
ers being H. L. Andrews, toastmaster; Captain
Daniel Ashworth, John Duncan Evans, Dr. Will-
iam D. King, Horace G. Healy, H. M. Rowe,
Ph.D.; Rabbi J. Leonard Levy.

TO REDUCE RATE OF POSTAGE

On General Merchandise — Postmaster General's
Recommendation to be Considered by Con-
gress— Of Interest to "Talker" Men.

The Postmaster^General makes the semi-official
announcement that immediately after the holi-
day recess he will cause to be introduced in Con-
gress a bill designed to carry out the recommen-
dations of his annual report with respect to the
reduction of the general merchandise rate of

postage from 16 to 12 cents per pound, and the
authorization of a cheap parcel post on rural
routes at 5 cents for the first pound and 2 cents
for each additional pound up to the weight limit
of 11 pounds. The Postmaster-General will not
send his bill to Congress officially, presumably
for two reasons: First, ^because the leaders of
the Senate have recently announced their inten-
tion of refusing to accept drafts of bills for-
warded to Congress by Cabinet officers, except
at the request of the Senate; and second, be-
cause the criticism of the Postmaster-General's
projects have become s"o general throughout the
country that he does not care to have the meas-
ure known as the department's bill. He will,
therefore, arrange to have it quietly introduced
in the House 'by some Representative whose
name has not yet been disclosed. The measure
will, of course, be referred to the House Post
Office Committee and the Postmaster-General and
his assista'nts will probably urge, if there is a
likelihood that the suggestion will be acceded to,
that it be added to tne appropriation bill as a
rider. If the committee refuses to incorporate
the measure in the annual budget bill the Post-
master-General will suggest that his bill be re-
ported as an independent proposition, but with a
favorable recommendation.

PICTURES BY WIRELESS.

Poulsen System May Flash Them Over the
Atlantic This Year — A Demonstration of
Telephotography Given in Paris.

Speaking of the new wireless marvels that the
world will see in 1908, Nevil Maskelyne, the
manager of the Anglo-American Telegraph Co.,
of London, which controls the Poulsen rights,
said: "The new year will not only see the es-
tablishment of the Poulsen wireless telephonic
service across the Atlantic, but also the estab-
lishment of the Poulsen wireless transatlantic
service, whereby photographs and sketches illus-
trating Europe's news for American newspapers

and photographs ol criminals of such fidelity
that they can be readily identified will be flashed
across the Atlantic at the rate of one every five
minutes."

In view of the foregoing dispatch, it is inter-
esting to note that Pascal Berjenneau displayed
a system of telephotography before the Civil
Engineers' Institute of Paris on Dec. 28, numer-
ous scientific men being present. He trans-
mitted a photograph, using the Paris-Marseilles
telegraph wires and return, a distance of 1,100
miles. Then he attached sending and receiving'
instruments to wireless apparatus at each end
of the hall and transmitted a picture success-
fully by Hertzian waves.

SPECIAL RATES FOR DEALERS.

The Merchants' Association of New York An-
nounce Special Railroad Rates Which Go
Into Effect from February 29 to March 18.

The Merchants' Association of New York an-
nounces that its application for merchants' rates
to New York during the spring buying season
has been granted 'by the Trunk Line Association.
The rates will be in effect on February 29 to
March 4, inclusive, March 14 to March 18, in-
clusive, with the customary fifteen-day return
limit. The special rate for the round trip will
be one fare and one-third, effective under the
certificate plan.

Geographically and roughly described, the ter-
ritory of the Trunk Line Association is in New
York, Pennsylvania, New Jersey, Delaware,
Maryland, District of Columbia, and in Virginia,
north and on the line of the Chesapeake & Ohio
Railway. The concession does not apply from
points less than 100 miles from New York city.

A little later the Merchants' Association will
be able to give particulars as to the special fares
to this city from Central Passenger Association
Territory — the Middle West — after which the re-
duced rate circulars will be immediately printed
and be ready for distribution by members.

START THE NEW YEAR RIGHT

BY SELLING

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Sold Only Through Jobbers

Liberal Discount to the Trade

CLOSED.

The Folding Phonographic Horn Co.,

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NEW YORK CITY

10

THE TALKING MACHINE WORLD.

I5he PKoiv-Arm Attachment

(PaLtervt Pending)

Can be Quickly Attached to

Edison Standard, Home and Triumph X di . t

Columbia B.R., B.E., and B.F. \ rhonographs

Without MaLffing the Ca^sc

No Unsightly Horn Stand or Horn Crane
J\lo Weight on lieproducer or Feed Nut

No trouble when changing Records as horn can be turned
to any position (improved construction allows horn to be turned in a
complete circle) Users appreciate this.

Any Disc Horn can be used,
or Edison horn can be cut off to
fit elbow of this attachment.

Phonographs equipped with
the Phon-Arm reproduce every
sound with unusual clearness and
with all the mellow effect of the
long tapering horn.

Readily salable with new out-
fits and the thousands of machines
in use gives an unlimited field to
work in.

Retail Price $7.50

Ask Your Jobber to Send You
a Sample. There is a Good
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for the Jobbing Trade— Let Us Quote You

CHICAGO STAND CO.

R.\if\js T. BroLdy, Manager

86 Kast LaKe Street, Chicago, 111., U. S. A.

THE TALKING MACHINE WORLD.

11

EDWARD LYMAN BILL, - Editor »nd Praprietor

J. B. SPILLANE, Managing Editor.

Trade Representatives: Geo. B. Keller, F. H. Thompson.
W. T. Dykes, L. E. Bowers, B. Brittain Wilson,
A. J. NicKLiN, L. J. Chamberlin.

Boston Office: Ernest L. Waitt, 278a Tremont St.

Chicftjo Office: E. P. Van Harlingen, 195-197 Wabash
Ave.

Telephones: Central, 114; Automatic, 8643.

Phil«.delDhia Office : Minneapolis and St. Paul :

H. F. Thompson. Adolf Edsten.

St. Louis Office : San Francisco Office :

Chas. N. Van Burkn. S. H. Grax. 240 Sacramento St.

Cleveland Office: G. F. « kscott.

London, England, Ot.<ce:
60 Basinghall St., E. C. W. Lionel Sturdy, Manager.

Berlin, Germany, Chas. Robinson, Breitestrasse 6.
Published the 15th of every month at I Madison Ave. N.V

SVBSCRIPTION (including postage). United States,
Mexico, One Dollar per year; all other countries, $1.25.
England and her colonies, five shillings.

ADVERTISEMENTS, $2.00 per inch, single column, pet
insertion. On quarterly or yearly contracts a special dis
count is allowed. Advertising Pages, $60.00; special posi-
tion, $75.00.

REMITTANCES, should be made payable- to Edward
Lyman Bill by check or Post Office Order.

^P~IMPORTANT.— Advertisements or changes should
reach this office by the first of each month. Adver-
tisements arriving too late for insertion in the current
issue will, in the absence of instructions, be inserted
in the succeeding issue.

Long DistOLnce Telephones — Numbers 4677 and 4678 Gram-
ercy. Cable Address: "Elbill." New York.

NEW YOR-K, JANUARY 15. 1908.

Y Q/^O welcomed a couple of weeks ago
^ yyjKJ and according to some of the best
business and trade experts in the country the
year will render an excellent account of itself be-
fore its final ushering off the stage next Decem-
ber. Conditions in the financial world have
grown steadily better since the last appearance
of this publication and there is every belief that
business will continue to improve until we have
reached a normal state. Reports from all over
the country show that large numbers of workmen
have been reemployed and that factories which
closed down have started up again, many of them
on full time. All of this presages well for the
New Year, for the workmen after all are the best
mediums for the distribution of .money. When
the mills and factories are closed down it means
that the great distrilbuting medium has ceased
and until men are employed business stagnates.

PROBABLY talking machine dealers have felt
the closing down of industrial establish-
ments in their various localities more keenly
than almost any other line of men, because it is
known that American workmen are large pur-
chasers of talking machines and records. Of
course the higher priced records are sold to peo-
ple of more extensive means but the workmen,
most of whom draw excellent wages, have been
and will continue to be, when employed, large
users of talking machines and accessories, hence
the statement that factories which were closed
down are opening up in every section of th3 coun-
try is the best kind of news which we could give
to our readers in the first issue of the New Year.
If factories close then the workmen stop pur-
chasing supplies and in a little while more estab-
lishments close. In other words, we are close to
the great producing masses all the time and upon
them we depend largely as great factors in our
industrial progress. When they quit work they
stop consuming and they constitute an army of
consumers when well employed.

A3 we stated in the last World, Christmas
trade was disappointing and still it is sur-
prising what a vast number of talking machines
were sold for holiday presents throughout the
broad land. As yet no exact or definite state-
ment is possible regarding the returns for the
year 1907. We have been collecting some rather
interesting data and it is safe to say with the
majority of talking machine dealers the year's
final results will bear comparison with those of
that remarkably prosperous year 1906. Up to the
end of October when the late financial stringency
first became acute the general opinion was that
1907 would be a record breaker, and despite cer
tain drawbacks such as cold spring and other con-
ditions which militated against business, the first
ten months of the year bore out these predictions.

DURING the greater part of the year condi-
tions were such as to convince retailers
that unless they were prompt with their orders
they would be unable to get talking machines and
accessories as they might require them. As a
result large quantities of machines were or-
dered in the anticipation that the manufacturers'
inability to deliver all that were booked would
prevent the retailers from being surcharged wun
goods at the end of the season. As a result of
heavy orders throughout the early summer many
jobbers had large stocks on hand upon which to
draw for the holiday trade, and a good many of
them have thus far stock suflicient to carry them
through the season and to be in pretty good shape
for the beginning of the year.

THE present situation would seem to indicate
that jobbing trade will be pretty light dur-
ing January. That is to be expected even in
normal times, but it is surprising how good the
retail business was during the past month. Some
of the reports which have reached us from retail
merchants show an unusually large distribution
of talking machines. These conditions show
that the great masses of purchasers throughout
the country had money to spend and they were
willing to spend it for modern creations such as
talking machines. It would seem to us therefore
as we view the trade that the New Year will
render an excellent account of itself and no good
reason can be advanced why men should not go
ahead and conduct their affairs along sound busi-
ness lines.

It is not perhaps the time for splurging, but
it is time to exercise good sound judgment and
plenty of progressive spirit in the conduct of
one's affairs. The country is not going to the
dogs and the more the pessimistic spirit is cul-
tivated the worse it will be for legitimate busi-
ness interests. This country is too rich in every-
thing to remain in a state of uncertainty and in-
activity. The wheels must go forward not back-
ward. The general condition does not form the
correct setting for a long continued depression,
and the quicker 'business men, manufacturers,
jobbers and retailers take this view of the situa-
tion the better it will be for them. Talking ma-
chines will be made and sold in large quantities
during 1908 and it is- pretty safe to predict that
the most progressive men will take advantage of
the situation to forge ahead in their various lo-
calities. Many of the far-sighted men will not
hesitate to prosecute their business with vigor
and determination. They will be liberal in their
advertising appropriations and at the round up
at the close of the year they will find that their
outlay will have brought them excellent returns.

THE announcement made by the Columbia
Phonograph Co; in an advertisement ap-
. pearing in another portion of this paper will
draw forth a good deal of comment in all sec-
tions of the country. The statement is made by
this concern that no more Columbia monthly lists
of new records will be issued. The regular es-'
tablished form of issuing monthly bulletins will
be replaced by a plan, whereby supplements will
be issued quarterly, and it is the intention of the
Columbia organization to bring out only "hits"
between times. Surely such an iconoclastic move
as this by a great creating and distributing con-
cern will at once cause keen comment every-
where and much speculation as to the resultant
effects of such a move upon the general business.
The Columbia plan boiled down is this — to cut
out monthly lists of records; issue a condensed
list every three months and large catalogs twice
a year. Emphasis is place'd upon the fact that
new records will appear at irregular intervals.
Announcements of new records will be made as
soon as successes are scored, perhaps several
times a month. In other words, just as soon
as there are any big "hits" the Columbia people
propose to place them in the hands of their
dealers with the least possible delay. The
Columbia's announcement is arranged in a force-
ful and entertaining manner, and tells the story
of a new policy adopted by one of the great talk-
ing machine concerns.

WE take this opportunity of returning our
thanks to our friends and readers every-
where for the many good wishes for the New Year
which have (been sent to our office. In the con-
duct of an institution such as this it is necessary
in order that a fair degree of success may be
attained, to have the support not merely finan-
cially, but morally of a large number of people.
There must be sympathy between this enterprise
and those whose interests it seeks to serve. When
this paper was launched on the 15th of January
three years ago the statement was made by the
editor that he should endeavor by conscientious
advocacy of trade interests to win the support of
the trade, by producing a publication which
should be a helpful adjunct to the industry. How
we have succeeded is well known to our readers,
to whom we extend hearty thanks. May the New
Year be one of prosperity for all those whose
interests are interlocked with the talking ma-
chine affairs. And may we all be ever mindful
of the fact that each individual can contribute
something towards the restoration of confidence,
while we may be separated tiny human atoms,
yet together we form a gigantic unit of strength
sufficient to demolish every obstacle which olh-
structs the path of prosperity. Let us then stand
shoulder to shoulder.

SOME of the views expressed by leading mem-
bers of the western talking machine trade
anent business conditions appearing in another
portion of this issue will be of interest to read-
ers everywhere. The more optimistic the rays
that can be disseminated in the spots where the
dark shadows still linger the better it will be
for all.

JUDGING from information which reaches us
there will be a number of specialties placed
on the market this year which will greatly in-
terest talking machine dealers. It is stated on
excellent authority that there are several busi-
ness moves to be made on the trade chess board
which will create comment when announced.

12

THE TALKING MACHINE WORLD.

THE HOEFFLER MFG. CO.'S HANDSOME QUARTERS IN MILWAUKEE.

This photograph shows the main floor of the
Hoeffler Manufacturing Co.'s store at Milwaukee,
Wis. The company besides being the Wisconsin
agents for the Wurlitzer automatic instruments
and the Regina music box, has, what is con-
sidered the largest display of Victor and Edison
machines in the state.

Recent improvements just made at the new
store, 306-308 West Water street, make it one of
the finest talking machine and automatic musical
instrument houses in the northwest. Over
$10,000 has been expended in remodeling and
furnishing this spacious building.

The main floor is particularly handsome.

Mammoth ferns together with unique electrical
decorations form an artistic arrangement of
over 200 music producing machines, some of
which sell as high as $4,000.

Although in the talking machine business but
a short time, the company through the untiring
efforts of Mr. Hoefiler have already built up a
large business in this line. The upper floors are
salesrooms for the Wurlitzer automatic instru-
ments and Regina music boxes. During the past
few years the eotmpany have toeen engaged in
wholesaling these instruments they have gained
an enviable position among other dealers Of the
city as well as state.

As can be seen in the picture, the company
have five private salesrooms, soundproof, with
plate-glass windows, thus making it possible to
avoid delays in demonstrating the various ma-
chines to prospective customers. Besides having
a stock of about 200 machines on the main floor,
Mr. HoeflBer also has in stock 3-5,000 Edi!on and
Victor records, said to be the largest collection
in the country. The basement is devoted entirely
to repair work and several men are kept busy
repairing musical instruments of all kinds.

CONCERT OVER THE TELEPHONE.

-The Southern California IVlusic Co. Inaugurated
This Novel Departure Just Before the Holi-
days and Enabled the Subscribers of the
Telephone Co. to Enjoy Opera in Their
Homes — Moving Picture and Song Concert
Given by Ar^'.her Concern.

(Special to The T;i Iking Machine W'jrld.)

Santa Barbara, Cal., Jan. 7, 1908.

This is one pity at least where the talking
machine is being brought to the attention of the
public and as a result much good is said to be
resulting from the publicity, the trade in that
line being very satisfactory. Many unique
schemes are being tried for popularizing the
"talker" and with excellent results.

The Southern Califo.nia ilusi'c Co., who have
a branch store in this city, just before the holi-
days conceived the idea of giving a talking ma-
chine concert over the telephone. The selections
chosen were from Verdi's "Ernani," and through
arrangements made with the Home Telephone
Co., a number of subscribers had the pleasure
of hearing the music of the opera in their homes.

So successful did the telephone scheme work
that N. E. Paulin, manager of the talking ma-
chine department of Guernsey S. Brown, con-
ceived the idea of an illustrated song concert to
counteract it in favor of his own concern. Over
100 slides were used to illustrate the songs, the
music being furnished through the medium of
the Victor Victrola.

We manufacture and sell more

Repe^ir Pa^rts

For all kinds of Talking Machines

than any other house.

This is due to the high quahty
and low price that we make.

Our catalog contains about 200
parts and we are constantly
adding to it.

A trial order will convince you
of the above statement.

The Talking NdLchine Supply Co.

400 FIFTH AVENUE

NEW YORK

A. P. PETIT. General Manager

Nosotros fabricamos y vendemos mas

ACCESOmOS

para toda clase de fonografos

que alguna otra casa.

Esto es debido a la alta calidad
y bajos precios que cotizamos.

Nuestro catalogo contiene cerca
de 200 partes y continuamente
estamos aorreo^ando otras nuevas.

Uno orden de ensayo lo con-
vencera de lo tjue arriba mani-
festamos.

The Talking Machine Supply Co.

400 FIFTH AVENUE

NEW YORK

A. P. PETIT. Gerente

THE TALKING MACHINE WORLD.

13

THE DOWNFALL OF A CZAR.

How a Talking Machine Was Responsible for
the Overthrow of the Despot of 'Possum Hol-
low— The Wily Game of a Slick Record Sales-
man Who Caused the Trouble.

Old Uncle Abel, a venerable darkey with white
hair and a nicety of demeanor, acquired while
"house boy" on the Warren plantation in the
ante-bellum days, was recognized as the leading
spirit in that mysterious black man's settlement
down the "neck," known as "Possum Hollow."
Uncle Abel was conservative to a fault and loved
to cling to the old way of doing things, so when,
therefore, he decided to adopt anything of a
modern nature it was up to the other residents
of the Hollow to follow suit if they were to be
considered among the elite. So strong was Uncle
Abel's position, however, that none dared to
adopt a new and unknown article without his
sanction, and even the "sassy No'thern niggers"
found that their assumption of superior knowledge
carried no weight against Uncle Abel's ruling. But
the reign of the czar of the Hollow was doomed
to end suddenly after a duration of forty years
or more and the talking machine was responsible.

Uncle Abel had driven up to the general store
of Mr. Roberts at Saunders behind his mule
"Pete," and while lashing the beast 'fore and aft'
to prevent his sudden disappearance, had been
regaled with the strains of "It's Always de' Same
in Dixie," issuing from the horn of a talking
machine from the stock purchased the day be-
fore by Mr. Roberts. It may be mentioned here
that the reproduction was far from perfect owing
to the fact that the machine was one of a job
lot of premium machines of o!bscure make ob-
tained at an auction by the storekeeper for a
mere song. However, the idea was new to Uncle
Abel and the music sounded good. Mr. Roberts,
seeing the old man was interested proceeded to
render "Down 'Mobile," "Carry Me Back to Die'
Virginny," and other airs dear to the darkey's
heart. It did not take Uncle Abel long to decide
that Possum Hollow needed a talking machine
and that Aunt Adaline's egg money, saved for a
new gingham dress, was much better invested in
such a pleasure producing instrument. That very
night the machine was installed in Uncle Abel's
parlor and all the Hollow came, saw and were
smitten. The following day the stock of two
dozen machines, and perhaps 200 records, were
sold out to the denizens of the Hollow at prices
that would have made the seller of stencil pianos
at $400 feel like a poor misguided piker. All
sorts of sacrifices were made to raise money to
buy talkers and several white folks living near
by missed articles that possessed a ready cash
value.

The musical education of the Hollow was rapid
for ears that had regarded "Old Kentucky Home"
and "Old Black Joe" as classics soon learned to
■really appreciate the superior (?) qualities of
■\Everybody Happy" and "Lindy by the Water-
melon Vine." The "hlind tigers" lost their trade
to an alarming extent for everyone stayed home
at night to listen to their treasures producing
melody. A trip through the Hollow was like a
trip through old Madrid on fete day, with the
exception that where in the latter city the old
Castilian love songs were accompanied by the

The J K^p^^*^r

SELLS HOME
Machines at sight

Can be attached in five minutes. No drilling.
Returns in less than one second. Noiseless,
speedy and sure. Sold by Jobbers everywhere.

ACME REPEATER COMPANY, - INDIANAPOLIS, IND.

tinkling of the mandolin and guitar in the Hol-
low the music was aided by the rattle of the
horn and the scratching of the record.

All went merrily, however, until one fateful
day when a drummer invaded the Hollow with a
great stock of dead records, i. e. records that were
passe when the talker was young. He sold his
stock out inside of an hour and made his escape
by claiming that a rule of the company was
that no records should be sold until a certain
date and exacting a promise from his customers
that they would not play them for at least a
week. In support of his statement he exhibited
to those who could read an advance list of
records of one of the leading companies, the
latest Iby the way, where a time limit was placed
upon their sale.

But when the records were played then the
trouble began. Instead of rich operatic selec-
tions the purchasers were treated to such songs
as "Coon, Coon, Coon," "Nigger Nigger, Never
Die," "St. Patrick's Day is a Bad Day for Coons,"
and other songs of like nature, the words and
sentiment of which grated harshly upon the deli-
cate "colored" ears of the Hollow. The new
records broke the spell with startling suddenness
and when the residents of Possum Hollow
realized that the adored Uncle Abel had set the
fashion that led them to give up all to possess
machines that could so insult them, their rage
knew no bounds. The "Czar of Possum Hollow"
saw his reign ended instanter and woe is he who
mentions talking machines in the Hollow.

The downthrow of Uncle Abel meant freedom
for the Hollow, but freedom to a sadder and
wiser people on the verge of despondency.

LICHTY DOUBLES CAPACITY.

Can Now Boast of a Talking Machine Depart-
ment That Is Metropolitan in Every Respect.

(Special to The Talking Machine World.)

Reading, Pa., January 7, 1908.
Charles H. Lichty, the music dealer of 641
Penn street, has nearly doubled the capacity of
his quarters and can now boast of one of the
most commodious music houses in this section.
The annex faces on Court street and is a four-
story addition. In merging it with the old por-
tion of the building excellent judgment was
shown in joining the various departments of the
business. Conspicuous among the improvements
is the talking machine salesroom, which is ap-
proached from the main floor hy an easy and
handsome staircase. It is a beautifully finished
department in which are advantageously dis-
played the various makes. The several styles
of horns and accessories, including attractive
cabinets, are exhibited. The other departments
for the sale of pianos, sheet music, etc., are also
arranged in a most convenient and attractive
manner.

NOVEL PLAN OF PUBLICITY.

There are many amusing incidents related re-
garding the various means adopted to attract the
trade in these days of frenzied finance and hustle.
A very slick trick was that reported in a Chi-
cago paper some time ago: One of the partners
of a firm went into court and filed a bill for
injunction to restrain the other partner from
sacrificing the goods in their store at figures far
below cost. The plamtiff set forth in detail that
his partner had with some insane desire marked
all the goods in the store down below cost. Then
he went into details and showed how different
articles were being sacrificed notwithstanding his
protest, and asked the court to issue an injunc-
tion and restrain the fractious partner. It was
a strange fight and the newspapers took it up
and devoted columns to the novel case. The
result was that people on the lookout for bar-
gains flocked to the store and purchased goods.
Day after day the hearing for an Injunction was
delayed, and finally when the free advertisement
had been worked to its end, the whole cost to the
firm for thousands of dollars' worth of advertis-
fng being about ?25.

Now for

1908

Start right in to make 1908 a
better and more prosperous year
than any that have gone before.

Make up your mind, to do a
larger business and make more
money, and then set about doing it.

Show people you appreciate their
trade, by making every effort to
please them. Try to anticipate
their wants so that you can satisfy
them. If you haven't what they
want, get it for them — and do it
promptly.

When you tell a customer you'll
have what he wants on a certain
day, see that it's there when the
time comes. How can you do
that ? By having a wideawake
jobber who knows his business and
attends to it.

If your present jobber isn't that
kind ; if he hands you out promises
and puts you in a hole by not ship-
ping your goods, you have suffi-
cient reason for dropping him.
And we are a candidate for his
position.

We ship all orders the same day
they are received. It takes a large
stock to give this kind of service,
but there isn't anything in Victor
talking machines and records, rec-
ord cabinets, fiber cases, trumpet
horns, English needles or other
accessories that you won't find
here.

Write for our latest catalogue,
and then put us to the test. You'll
quickly see the advantage of hav-
ing a jobber like us.

The Victor Distributing
and Export Company

256 Broadway, NEW YORK

14

THE TALiaNG MACHINE WORLD.

The New Horn of The Edison
Phonograph Meets a Long Felt Want

This new horn is big, shapely
and handsome. It sets the instru-
ment off and gives to the reproduced
sounds a clearness and sweetness not
possible with other horns.

The appeal it makes to the con-
sumer is instantaneous. It looks the
money and it gives the results.

The horn is sold with the Phono-
graph as a part of it — one price for
both. One set of motions and the
whole transaction is completed.

The horn brings the dealer a good
profit. The price is fixed, just as the
price of the Phonograph is fixed. No
competitor can influence a sale by
cutting the price on the horn and as

the Edison horn is made for the pur-
pose of securing the best results from
the Phonograph, no stock of horns is
necessary.

The new equipment of the Edison
puts the Phonograph selling proposi-
tion on the right basis. It means
easier and quicker sales, full profits
every time, no unfair competition
and no accessory stock.

If you are not an Edison dealer,
you are overlooking a big money-
making opportunity.

Write to-day for full information
and the name of a nearby jobber who
can give your order immediate atten-
tion.

NATIONAL PHONOGRAPH COMPANY

59 LaKeside Avenue ORANGE:, N. J.

THE TALKING MACHINE WORLD.

15

TALKER AS A VOTE MAKER.

Much in Use in Political Campaigns in England
as It Was Used Recently in the Gubernatorial
Contest in New York State — Used With
Magic Lantern in the Streets of London by
Conservative Orators.

Talking machines as political spellbinders
became familiar to the people of this country
during a recent campaign for governor of New
York State and other ofHcials throughout the
country. It is interesting therefore to know
how the idea was adopted in England not long
ago when the gramophone was used. A recent
dispatch from London described the matter as
follows:

North and south from Westminster bridge one
day recently streamed one of the most novel po-
litical processions ever seen in England. It was
composed of eighteen specially built single-horse
vans, each manned by three tory campaigners,
equipped with magic lanterns, gramophones,
posters, placards and collapsible platforms. The
sides of the vans were gay with campaign paper
suggesting the bills of a circus.

The principal member ■ of the trio on each
wagon was a workingman orator of tory convic-
tions; the others were respectively the o-perator
of the magic lantern and gramophone and the
driver. These smartly decked horse vans will
travel all about the country until April, holding
meetings at the gates of mills and factories at
the noon hour and in halls in the evening. The
traveling orators will be assisted by local tory
campaigners and the gospel of tariff reform will
be poured into the ears of people of all classes
in all districts.

The van men will eat and sleep in luxurious
hotels when possible, but in the wayside inns of
the remoter rural districts when necessary. The
speakers are cockneys, Lancashire men, York-
shire men, Midlanders, west country men, car-
penters, joiners, painters, miners and railway em-
ployes. The main gramophone records contain

speeches by Balfour, Chamberlain, Bonar, Law
and Chaplin, together with catchy tory sayings
and music. On the backs of the vans will be
thrown lantern views, while the orators and in-
strument operators stand on the fold-up plat-
forms fastened to the sides of the vehicles.

The vehicle meetings began on the outskirts
of London. They attracted immense crowds and
stirred up the "hooligans" who flock to the sub-
urbs of the city for carol singing toward Christ-
mas time. The campaign will be whole-heartedly
protectionist. Balfour has drawn steadily nearer
to Chamberlain for several years, going gradu-
ally in order to carry at least a majority of the
tory party with him. His latest speeches show
that he feels protectionism can be more candidly
avowed now without driving the unionists
asunder. Hence the fight between the protec-
tionists and free traders at once will become
open and fierce.

SURPRISING THE SURPRISERS.

The Talking Machine Fittingly Responds to a
Presentation Address.

The making of set speeches by the talking ma-
chine, which if delivered orally would be de-
scribed as extemporaneous, is one of the latest
of the achievements of this versatile machine.
The Minneapolis Journal relates an incident
which occurred in that city not long ago wherein
the "talker" was the chief spokesman upon the
occasion of a large gathering of the employes of
a large manufacturing firm assembled to present
their employer with a diamond ring.

The gentleman thus honored received intima-
tion of the proposed presentation, which was in-
tended to be a complete surprise. Not to be out-
done in the matter of surprises he formulated a
speech expressing his thanks for the gift, his
good wishes to the donors and his assurance that
the firm was largely indebted for its success to
the loyal support of its employes.

The appointed day came, the workers as-

Recommended as Best
By those Who Know Best

Every dealer who would like to add to his business a feature that will increase it from
10 to 30 per cent, should give his consideration to the following recommendation.

*'The undersigned E. E. and Minister Plenipotentiary of His Majesty, the King of Spain, to the United States,
has much pleasure in stating that the words for the study of the Spanish language as prepared by the International
Correspondence Schools, of Scranton, Pa., which I have carefully listened to, are the most perfect rendering of the
pure Castilian pronunciation. I consider them invaluable to the student of our language, and cannot too much
praise their efficiency and convenience." EMILIO DE OJEDA.

This official endorsement is the highest possible recommendation for the efficiency and
accuracy of the 1. C. S. Spanish Course, and plainly tells the characteristics of

ICS. lANGUAGESYSTEM

PHONOGF^APH

This system of language instruction is in use at the U. S. Government War College at
Washington, and the phonograph system has been lately adopted by tlie University of Chicago,
and everyvirhere it is being recognized as the coming method of language instruction. Phono-
graph dealers all over the country have been very successful in handling the language feature
in connection with their other business. There is no reason why you cannot do the same — •
there is no reason why you should not do it next month, only because of your own indiffer-
ence and negligence to write now asking for further particulars. Don't you think it worth
while to find out more about such a feasible means of increasing your business ?

Write us a postal to-day.

INTERNATIONAL CORRESPONDENCE SCHOOLS,

SCRA.1NTOIV,
PA.

sembled in a large room in the factory, their
spokesman rattled off his presentation speech in
parrot-like fashion, the gift was handed to the
head of the concern and there was a pause, dur-
ing which the proprietor was supposed to he re-
covering from his surprise and maldng heavy
drafts upon his gray matter in the effort to put
together a suitable reply. But he did nothing of
the kind. Instead, he turned to a graphophone
stationad near him and set it in motion. Then
there, was a surprise, but it wasn't on the part of
the owner. From the great horn attached to the
machine issued the well-known tones of the pro-
prietor's voice fluently delivering in well chosen
words, the speech which the employes expected to
hear pronounced in a halting manner and in a
voice trembling with suppressed emotion.

The employes were astonished, and, as the re-
volving cylinder of the machine waxed more elo-
quent, their expressions of amazement gave way
to exclamations of pleasure and appreciation.

SUCCEEDINQ^REET ORGAN.

The Talking Machine Now Has Found a New
Field That of Furnishing Street Music.

The prospects are that the talking machine
will succeed the barrel organ as a means of pro-
ducing street music in Berlin, Germany, one
enterprising music-producer at least having
adopted the former. Tlie man referred to pur-
chased an ordinary talker, mounted it upon a

TAI.KKU I Shli UN STIICET.

small carriage and equipped it with a large
horn that would carry the sound for a good dis-
tance. The scheme proved an instant success and
bids fair to make the originator a wealthy man.

It is said the other owners of barrel organs,
observing how popular the talking machine is,
have decided to sell their organs and invest in
the modern machine. As an aid to record sales
the new innovation should prove of decided value
inasmuch as any one owning a machine and hear-
ing the street "talk" playing a record that ap-
pealed to them would very likely buy the record
to add to their collection.

We illustrate on this page the first of these
talking machines which gives an excellent idea
of the manner in which the scheme is worked.

A PROGRESSIVE SAVANNAH HOUSE.

One of the strongest factors in the talking ma-
chine trade of the South is the department con-
ducted by W. H. Oppenheimer in the store of
Youmans & Leete, Savannah, Ga. Started only
twelve years ago this house, until very recently
found it necessary to conduct five branch stores
in different parts of the city. These stores, how-
ever, have been discontinued, owing to the fact
that the company decided that they could best
serve the interests of the many dealers buying
through them, if they discontinued their retail
ibusiness and devoted themselves exclusively to
the wholesale.

They now, therefore, wholesale direct from
headquarters, where they occupy all the upper
floors of a building at the corner of Barnard ana
State streets. The outside business of this con-
cern has also grown to tremendous proportion
until at the present time they have a well estab-
lished trade in several of the neighboring states,
including Florida, North and South Carolina, and
Alabama.

16

THE TALKING MACHINE WORLD.

START THE NEW YEAR RIGHT

And vou will start it right in a business sense
if you immediately form an alliance with

me REGINAPHONE.

of course you have heard of this attractive creation, but have you
placed it in stock? If not, you haven't the remotest idea of what a
good trade puller it is. It would surprise you to know how some
dealers have captured Christmas trade by means of the Reginaphone.
It will not surprise you however to learn of its salability if you have
examined it. It is a talking machine and Regina music box combined.
The combination is made by the union of the best of two products.

The Regina music box is in a class by itself, approached by no
other. Every music dealer will admit the truth of that statement, and
when you buy the Reginaphone you have the best combination which
it is possible to produce. You have an up-to-date talking machine
supplied with a better motor than can be found in any other talking
machine produced. A strong statement truly, but we stand ready to
demonstrate the truth of the assertion.

Are you ready to take up this subject with us.'^ We have other
things also which will interest you in the Regina family, consisting of
music boxes, Reginaphones, Regina Chime Clocks, Regina Pianos
and Regina Sublima Pianos. Every member of the Regina family is
a good seller in its class.

Facctory a.nd Ma.in Office, RAHWAY, N. J.

BRANCHES:

BroaLdwoLy a.nd 17th St., New York 259 WaLbevsK Ave., Chicago, 111.

THE TALKING MACHINE WORLD.

17

TRADE NOTES FROM SEATTLE.

Johnston Co. Recitals — Walling Co. Expansion
Victor Line With Kohler & Chase — Sherman
Clay's Good Business — Other Items.

( Special to The Talking Machine World. I

Seattle, Wash., Jan. 7, 1908.

The talking machine dealers of this city are
optimists through and through, and well they
might be for whatever business generally has
been their trade has been fully up to the average
and, in fact, is steadily increasing. The holiday
business was most satisfactory and was proof
of the fact that the "talker" was still very popu-
lar in Seattle, at least.

The D. S. Johnston Co. recently commenced
holding weekly talKing machine recitals and find
it an excellent plan for featuring the new
records. Their new hall is ideal for holding the
recitals in and it is always well filled.

The John C. Walling Co., who handle the Edi-
son and Victor lines, have had their business in-
creased to such an extent that it has become
necessary for them to install two new salesrooms,
making seven in all. They find the demand to be
continually on the increase, especially for
records.

Since locating in their new quarters, Kohler
& Chase have taken on the Victor machines and
records, making four in all handled by them.
They report trade in their new quarters to be
excellent find that they have already built up
a strong Victor business.

Sherman, Clay & Co. had their new talking
machine showrooms fitted up in time for the holi-
day trade and believe the fact had much to do
with their fine business in Victor machines and
records which they handle exclusively. The six
new display rooms give them one of the finest
talking machine departments in the city.

DEFERRED TO PRESIDENT ROOSEVELT.

and up to the present time has not been publicly
stamped as the work of nature fakirs.

It seems that a tenderfoot accompanied by
a grizzled guide, as in all stories, was after ducks
and for several days failed to pot a single one,
though coming back to camp each night tired
out from their exertions. Finally, however, the
guide succeeded in wounding a duck and getting
It to the canoe, but just as he was about to hit
it with the paddle and put it out of its misery,
the young hunter requested him to spare it for
a few minutes while he went back to camp. Upon
his return the young man had a "talker" and a
blank record upon which he proceeded to record
th° dying honks and squawks of the duck.

The next day the hunter took the talking ma-
chine with them and when in their "blind" pro-
ceeded to start it. Within a few minutes a few
inquisitive ducks appeared and ibefore long they
arrived in flocks to discover what was the mat-
ter with their squawking brother. Then the
guns were put in action and the canoe loaded with
game. The same performance was repeated the
following day and then the young hunter went
home satisfied.

A VALUABLE LESSON

Is to be Found in an Article Printed in Last
Month's World and Which Comes in for
High Praise from Mr. Jones.

The talking machine is reported to have as-
sumed a new role recently; that of the hunter's
friend. The story comes from the Maine woods

Cleveland, 0., Dec. 7, 1907.
Editor Talking Machine World, No. 1 Madison
Ave., N. Y.

Dear Sir: — ^In the current number of The
Talking Machine World appears an article under
the heading, "Ready to Slide." A salesman him-
self, the writer recognizes the justice and value
of the criticism It carries, and better yet, the
inspiration for improvement which it cannot help
supplying to any fair-minded man. So valuable
does he consider the lesson taught that he has
cut out the article in question and pasted it on
substantial backing to keep it constantly before
him, and thinks that it would be a grand good
thing to be himg up in every office in the coun-

try. He for one would be quite willing to pay
a reasonable price, say one dollar, to get a copy
of this article printed in large type and suitably
decorated to be framed and hung ovet" his desk
as a reminder that the producing causes of fail-
ure come more often from internal than extemal
causes. He 'believes that a great many other
people would also be willing to pay one dollar
for such an article, and would be very glad in-
deed to know that you had found this to be the
case and were going to print and distribute such.
Very truly yours, H. E. Jones.

A BUSY DALLAS HOUSE.

Col. E. H. R. Green, the Texas Millionaire,
Purchases a Symphony Grand Graphophone.

(Special to The Talking Machine World.)

Dallas, Tex., January 4, 1908.

The Dallas office of the Columbia Phonograph
Co. report a very satisfactory business during
the past month. Their retail cash sales were
fully up to those of the corresponding month of
1906, notwithstanding the financial scare. Of
course, there was somewhat of a decrease in the
wholesale business. The demand for the new
Types BQ and BT was such that their stock
was exhausted before Christmas.

Col. E. H. R. Green, the famous Texas mil-
lionaire automobilist, purchased a Symphony
Grand graphophone and records, amounting to
$225. Mr. Green has been a graphophone en-
thusiast for several years and has pifrchased no
less than half dozen of the Columbia make at
different times for his own use. The previous
Christmas he presented to eight of his friends
the $100 style Columibia Disc Graphophone.

The Arcaro Phonograph Co., Pittsburg, Pa.,
which was recently incorporated under the laws
of the State of Pennsylvania, have an exceedingly
attractive store at 904 Wylie avenue. They carry
a large supply of disc and cylinder records, ma-
chines and supplies. We have recently been fav-
ored with a photograph showing the interior of
the estaJblishment which is admirably arranged.

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18

THE TALKING MACHINE WORLD.

What Mr. Hanvmerstein Thinks:

"Oscar Hammerstein scored a tremendous beat upon the Metropolitan when he secured Mme.
Luisa Tetrazzini, the famous prima-donna, who has created such a tremendous sensation at the

Covent Garden Opera House, for fifteen performances at the
Manhattan Opera House this season. Mr. Hammerstein already
had a three years' contract with Mme. Tetrazzini, beginning next
season. She will remain with Mr. Hammerstein until the end of
the season. The report of her probable coming has been followed
by a large demand through the mail for seats at her opening per-
formance. The London musical critics are unanimous in their
enthusiasm over Mme. Tetrazzini, whom they declare to have the
most marvelous colorature soprano since the days of Patti's prime,
Mr. Hammerstein believes that her engagement here will be quite
as sensational as that of her London season." (From Musical Age
12-14-1907.)

What You Should Know:

We have five exceptionally fine Records of Mme. Luisa Tetraz-
zini's voice, which are offered at the surprisingly low price of —

Eleven inch size, list $1.25.
10001. Rigoletto. Caro Nome. Verdi.

^ Nine inch size, list 75 cents.

10002. Barbiere di Siviglia. Una Voce Poco Fa. Rossini.

10003. Romeo e Giulietta. Vals, Gounod.

10004. Sonnambula. Cabaletto. Bellini.

10000. Lucia de Lammermoor. Rondo. Donizetti.

What You Should Do :

Lose no time in placing your order for a quantity of each of these selections, as the publicity
which this singer is now receiving at the hands of the press can easily be converted into a source
of profit to you.

TETRAZZINI RECORDS

are but ONE of the factors worthy of special mention in the Zon-o-phone Hne.
Your interests demand that you learn of OTHERS.

Universal Talking Machine Mig. Co.

Camp and Mulberry Sts., Newark, N. J.

Names of firms where you can purchase the Zon-o-phone product

MINNESOTA
St. Paul ...

ALABAMA

Mobile ...

.W. II. Ri-yn.>l<ls. 107 Dauphin .St

CALIFORNIA

Los Angeles ... So. California Mus. Co., 332 S. B'way.
Sin Francisco. .Peter Bacigalupi & Sons, 1021 Golden
Gate Ave.

ILLINOIS

Chicago A. C. McCIurg & Co., 215 Wabash Ave.

Chicago Benj. Allen & Co., 131-141 Wabash Ave.

IOWA

Davenporl Rohcrt U. SniallficUl, 213-215 W. 2d St.

KANSAS

Topeka Emaheizcr & Spiclman Co., 519 Kansas

Ave.

LOUISIANA
New Orleans

MAINE

Portland

. .^slllon Music Co., 143 Uaronnc St,
.W. TI. Koss & Son, -13 Exchange St.

MARYLAND

Annapoli* Globe House Furn. Co.

Baltimore C. S. Smith & Co., 649 W. Baltimore St.

Baltimore Louis Mazor, 1423 E. Pratt St.

MASSACHUSETTS

Boston I'ike Talking Machine Co., 41 Wash-

ington St.

Boston Read & Read, 13 Essex St.

...W. J. Dyer & Bro., 21-23 W. 5th St.

MICHIGAN

Detroit .T. E. Schmidt, 336 Gratiot Ave.

MISSOURI

Kansas City ...Mrs. J. Dixon, 804 Grand Ave.

Kansas City Wcbb-Frcyschlag Music Co., 7th and

Delaware Sts.

Springfield Nurlcm Lines, 325 Boonvillc St.

St. Louis Knight Mercantile Co., 211 N. 12th St.

St. Louis D. K. Myers, 3839 Finney Ave.

NEW JERSEY

Hoboken Eclipse Phono. Co., 20S Washington St.

Newark Edisonia Co., 57 Halscy St.

Newark Oliver Phono. Co., 16 New St.

Paterson .1. K. O'Dcn, 115 Kllison St.

NEW YORK

Astoria (L, I.). .'.Tohn Kosc, 99 Flushing Ave.

Brooklyn F. W. Rous & Co., 435 Fifth Ave.

Brooklyn B. G. Warner, SfiS Livingston St.

Buffalo Neal. Clark & Neal Co., 643 Main St.

Rochester DufTy Mcltnicrncy Co.. cor. Main,

W.'. and N. I'ilzhugli Sts.

New York City. .J. F. Blackman & Son, 2787 Third Ave.

OHIO

Akron Geo. Dales, 12S S. Main St.

Cincinnati J. C. Groene Mus. Pub. Co., Race and

Arcade.

Cincinnati — . ,T. E. Poornian, Jr., 33G (Vatiot .\ve.

Cleveland Flesheim & Smith, 161 Ontario St.

Columbus Columbus Piano Co., North High St.

PENNSYLVANIA

Alleghany H. A. Becker, 601 Ohio St., E.

Philadelphia ...Disk Talking Machine Co.. 13 N. 9th St.
Pittsburgh C. C. Mellor & Co., 319 Fifth Ave.

SOUTH DAKOTA

Aberdeen Mc.Arthur Piano Co.

NORTH DAKOTA

Fargo Stone Music Co., 611 First A\c., N.

TEXAS

Beaumont K. B. Pierce, 223 Regan St.

Dallas Dallas Talking Machine Co., 218 Com-
mercial St.
Houston Taylor Bros.

VIRGINIA

Richmond. ...Hopkins Furn. Co., 7-9 W. Broad St.
CANADA

Toronto Whaley, Royce & Co., 1S8 Yonge St.

Winnipeg, Man.. Whalcy, Royce & Co.

THE TALKING MACHINE WORLD.

19

A few jokes have been dropped in The World
box this month. The machinery probably will
be in better worlcing order when it is known the
joke box is a regular feature incorporated in each
issue. Put a joke in the box and start the laugh
machinery. If you have any odd experiences, or
even a good hit on the talker, send it along and
let other people enjoy it. The contribution need
not necessarily be a poem; it can be a pun, or a
happy experience, or anything which will create a
good laugh. We should remember that when we
laugh the world laughs with us, and when we
snore it should be alone at all times — yes, always.

DISSATISFACTION.
(Tune Victor No. 721.)
I've readied the land of kick and complain,
And struggled hard this land to gain,
I now sell "talkers" on the spot
And often wish that I had not.

CHOBUS.

0 moneyless land, O grafters' land.
As in my house I sadly stand ;

1 gaze throughout my stock in vain.
And wonder when and how I'll he slain ,
I sometimes wish that J could buy

A half interest in the region, which below us lie.

It rains at morn, it rains at noon.

It rains at night, and I see my ruin ;

Day after day it's just the same.

And I often wonder how I got in the game.

(Chorus as above.)

It does no good to kick and swear.
To show your temper or pull your hair,
You cannot change that sky of gray
To a sky of blue a single day.

You wish to go and see a friend,
In arrears he is — on that depend ;
And if you ever go to town
You'll have to wear a rubber gown.

Sometimes the mud is rather wet.
And so you'll think a car you'll get ;
But when you've rode a mile or two,
You'll wish you'd walked — indeed, you do.

Now if it stops an hour or so.
Some memoirs'? you'll deliver — TJ me 0;
Then the people say — well, I allow.
What is that fool a-meaning now-.

They wouldn't lie or steal, O no,
They simply have forgot you know ;
And when dry weather comes again
They'll say : I think we're needing rain.

They fold their hands upon their knees.
And laugh and talk and take their ease,
To get new records they'll promise and tease,
And say: Pay you. payday, if you please.

The people ride about in hacks.
The majority of them are worthless quacks.
And when you meet them they wink and grin,
And boldly say, to cheat you is no sin.

And on their feet, so I've been taught,

The socks they wear, were never bought.

So machines, records and needles they get,

To get the money for same you'll have to sweat.

I'm tired and sick with several ills,
And I hate the sight of duns and bills.
My credit is sliort. my debts they swell.
For want of cash I know full well.

If for my debts I can get the cash.
For the east I know I'll make a dash,
I'll live where trouble 1 cannot see.
And my bank account will be up in "G."

If you sell for cash all goods you get.

You surely never would go into debt.

So what's the use of all this fuss.

When we have the right tO' kick and cuss.

The leading jobbers an association have formed
And the guilty and the drones will now be stormed.
So reader of this, do business on the level.
For if you don't, you'll catch the devil.

CHORUS.

At last, at last, withont any aid.

To the east I came where "talkers" are made.

Now instead of mud and rain that fell

All I hear is talkers that talk like h 1 ;

So- I wish and wish, and wish in vain.
That again I could be with the mud and rain.

— Contributed by H. C. F.

A few days ago a talking machine and a baby
sister came to Johnny's house about the same
time. About a week after the above happened,
the minister came around to see how things
were progressing at Johnny's. He asked Johnny
which he liked the best, his machine or his new
sister. "Well, I don't know yet; my machine has
a winder on it and a dog and a horn and sings
for me; sister has none of these on her and
cries all the time; my machine papa bought on
the installment plan, but I never heard him say
how he bought sister, and don't care either, but
if you want either a machine or a little sister
just ask papa and he -will tell you how to get
them on an easy paying plan or your money
back." By L. F.

"That's a fine record."
"Yes, sir; I reckin the best I ever heard."
"Do you think her voice as fine as Patti's?"
"Whose voice?"

"Why the voice you heard on the record we
are talking about."

"Oh, I didn't notice it much; I was referring
to the fiddle accompaniment. You see I play
the fiddle in the town orchester."

Ernest Weeninck.

ergizer; more lasting as a stimulant than high
purpose.

It cannot hurt us unless we run from it. We
can make it a blessing instead of a curse. We
can make it help us rather than retard us.

John J. Roberts.

COST OF "GRAND OPERA AT HOME."

VALUE OF COMPETITION.

A Trade Stimulator and a Friend When Needed
Ofttimes — Helps to Force on Us a Realization
of Our Weaknesses and to Inaugurate Re-
forms— Accomplishes Many Results.

Small Fortunes Paid for the Great Singers to
Make Records for the Talking Machine —
Difficulties of Recording — Hammerstein
Judges Voices of European Singers by
Means of Records.

Truly, our competitor is a better guide and
adviser than our friends! He sees our weak-
nesses, to which our friends, in their nearness,
are blind. He sneers openly at our faults when
our friends preserve a well meant but unjust
silence.

Even while the shallow praises of our friends
till our ears, we hear the chortle of competition.

And when headlong impulse threatens to drag
us into entanglements, it is the thought of com-
petition that keeps us careful and saves us from
foolishness.

Does personal vanity tempt us to erect an ex-
travagant and needless plant? Competition cau-
tions us to go slowly — we may need our reserve
capital to meet its onslaught.

Are we stubborn with our trade, are we pig-
headed in pursuing policies that provolce our
customers? Competition brings us to a realiza-
tion of our weakness, and forces us to wreathe
our souring correspondence with good-natured
welcome.

Are we dozing off into the slumberlaud of "let-
ting well enough alone?" Competition will wake
us up and enable us to shake off the sleep of
business death.

Are we losing interest in our daily work? Has
its monotony made us listless? Competition will
add spice and spirit to the task.

Are ■we lagging behind the requirements of an
exacting market? Competition will spur us on
to lead and not to follow — to initiate, not to
imitate.

Are we content in the thought that we are
holding our own? Competition will give us a
spirit of spunk and hustle that will make the
days too short for our purposes.

Competition is greater than greed, as an in-
centive; more powerful than ambition as an en-

A writer in a Philadelphia paper commenting
on the growth of the talking machine industry
says: "It costs a small fortune to get Melba',
Caruso, Eames, Sembrich, Scotti, Schumann-
Heink and all the great songbirds of the world
to sing for Victor records. At the end of last
season Melba postponed her departure from
America for a week to make a new series of
records, for which she was paid an advance roy-
alty rivaling any amount which she ever re-
ceived in opera. Caruso was paid $35,000 for
singing thirty selections.

"But all these artists give value. In the con-
tracts made with them it is fully understood
before they sign that their singing must be per-
fect. The records are merciless and know no
favorites. The singers seem to enter into the
spirit of the thing and know that they are not
singing merely for one audience, which has
come quite as much to see themselves as to hear
the singers. They know that they are singing
for countless millions in the future.

"Oscar Hammerstein hears records in his ofllce
at the Manhattan Opera House of voices of
singers in Europe who want to secure engage-
ments with him. Very many such records are
made, and they are of great value. An expert
judge of voice, such as Mr. Hammerstein, can
tell from the records what singers' voices are
like almost as well as if he heard them sing
themselves."

GETTING ON IN LIFE.

Getting on in life is like climbing a tree —
you must hold fast with your legs what you
have already gained, and keep reaching out with
your hands for a grip higher up. Up you go,
inch by inch — -foot after foot — hand over hand,
till you reach the top. No single pull put you
there. It was the long succession of pulls, one
after another — the continuous chain of efforts.

We Can Help Your Business

How? Well, we carry many things in stock, and
manufacture some, particularly our famous Tray
Outfits, which will delight Talking Machine Dealers.
We carry the largest stock of Talking Machines
and Records to be found in New England. We
make a specialty of quick shipments. We also
carry all kinds of accessories, and have at the
present time some special bargains in horns.
We manufacture some of the best carrying cases
on the market.

If there is anything you need in the talking
machine line, and need it quick, don't fail to
immediately advise us.

BOSTON CYCLE AND SUNDRY CO.

48 Hanover Street, Boston, IVIass.

20

THE TALKING MACHINE WORLD.

ACTS THE RULE OF REFORMER.

The Talking Machine Utilized in This Ca-
pacity, But There Is a Difference Between
Denver and New York Husbands — A Case in
Point That Makes Good Reading.

An interesting story of the talking machine in
the role of reformer for recreant husbands was
recently toid in the New York Sun, the main
facts being given as follows:

A Denver woman was happy in the possession
of a home loving husband, but one evening he
suddenly took a notion to have a taste of the
fun of his bachelor days, 'phoning home and giv-
ing the time-worn excuse of extra business re-
quiring his attention. He arrived home about
midnight , much the worse for wear, and in
answer to the lecture handed to him by his wife,
proceeded to state in no uncertain terms his de-
sire to return to the things of his bachelor days,
his regrets over his being married and certain
other facts that grated very unpleasantly upon
the ears of his better half. Next morning the
man had a dark-brown taste, cn expanded head,
and was thoroughly repentant, but sad to relate,
repeated the experience a short time afterward,
this time being much more abusive than before
upon returning home in the wee sma' hours.

Then the wife had an inspiration and pur-
chased a "talker" and some blank records in
preparing for the next spree. She did not have
to wait long for hubby to decide that he wanted
another evening with the boys. Upon his return
he started on his usual tact in the matter of con-
versation and talked enough to fill two records.
"When, however, he awoke the next morning with
the usual symptoms and was compelled to listen
to his remarks of the previous night he was over-
come with remorse and humbly apologized to his
wife for his conduct, incidentally reserving a
permanent seat upon the water wagon.

The Denver woman related her experiences to a
New York friend, whom she was visiting and
who was in a similar predicament regarding her

husband. She proceeded to purchase a talking
machine and supply of records and awaited the
first outbreak. She had only to wait three nights.
Then she got a 'phone message from her husbana
Jim that he was going to dine downtown with
a Pittsburg customer who'd probably buy a
couple of hundred thousand dollars' worth of
goods from the firm.

Jim got home about 2 in the morning a good
deal to the bad. He wasn't peevish or garrulous
at that, but was willing to hike off to his own
little spare toed and forget things. But that plan
wouldn't serve for Jim's wife.. She wanted Jim
on record. So she picked quite a lot on Jim,
raking in a number of little incidents that he'd
supposed to be quite dead and buried, and she
harped on them and finally Jim exploded and
told her what he thought about that casting up
business and she (surreptitiously starting the
record apparatus of the talking-machine a-going)
let him spiel right ahead, only shooting in a
word here and there to get him a bit warmer
around the collar band and by the time a couple
of phonograph records had been made Mrs. Jim
certainly nad a fine showing to make against Jim
when he should get back to himself.

Jim was back to himself and hitting up a
briar wood pipe with keen enjoyment after din-
ner on the following evening.

Then Mrs. Jim, who'd been waiting the right
moment, started the phonograph to working,
with Jim's own make record No. 1 uncoiling first.

Jim listened with quite a lot of interest.

Mrs. Jim put on roll No. 2, and again James
listened with manifest interest.

Then Mrs. Jim, ready to lapse into tears, at
Jim's first sigTi of heart-broken repentance,
"stood by," as they say at sea.

"Is the little party all over now?" inquired
Jim in a matter of fact tone.

"Well, isn't that enough?" inquired Mrs. Jim,
hardened to note his hardness.

"Plenty," responded Jim. "And plenty's a
heap. It's good stuff, though. I like it. I
didn't know that I had the gizzard left to talk

right out in meetin' that way. However my sen-
timents as thus recorded are approved. They're
indorsed. Not only that, they're great. Didn't
think I had it in me, danged if I did."

Then Jim, tossing those two records of his own
make into the ash can, carried the phonograph
down the elevator and gave it to the janitor
wherewith to amuse the children.

"While I like good stuff," he explained to his
wife in doing this, "there's really no need of our
having a phonograph around here, little one.
You're on the job all the time, you know — eh?"

The western man may have a profound sense
of conjugal responsibility. Perhaps lacking that
'in such a big measure the New York man has
only a sense of humor.

GOETZ & CO. SELLING "TALKERS.

Goetz & Co., of 81-87 Court street, Brooklyn,
N. Y., the well known piano house, have opened
a new department devoted to Edison phonographs
and Victor talking machines, with a large stock
of records in all languages. The new department
has been fitted up with a sound-proof testing
room and is up to date in every particular. They
carried on an active advertising campaign dur-
ing the holidays.

TO MANUFACTURE TALKING MACHINES.

The Gemmill Manufacturing Co., Orrville, O.,
concern, are said to be about to engage in the
manufacture of talking machines of an entirely
new type to play ten, thirty-two, and sixty
records without shifting. It is also stated that
the product of the company will be sold through
a concern about to be organized in Cleveland
under the name of the American Automatic
Recording & Reproducing Co.

ENLARGE THEIR LINE.

The Georgia Phonograph Co., 1203 Broad
street, Columbus, Ga., have added pianos, organs
and sheet music to their general line.

GET READY FOR 1908

RING OUT THn OLD— RING IN THS NEW

Ring Out the O^d Service that has been filling your orders for Machines,
Records, etc , largely with excuses. Ring In the New

LYON & HEALY FACTORY SERVICE

VICTOR and BDISOIN

that fills

all your orders promptly and just as ordered

Why, do you suppose, are twice as many Victor and Edison dealers
depending on us to fill all their orders, as a year ago ?

ANSWER — Lyon £# Healy Factory Service Serves You Right

We want your business (all of it, if you will) but we do something besides merely wanting it — we deserve it.
Wouldn't you like to know more about this Wholesale Service that has won the distinrtion of being the " Model
Jobbing Service of America ? "

Send us a small trial order to-day and give us the chance to show you.

CHICAGO

CHICAGO

THE TALKING MACHINE WORLD.

21

FROM OUR CHICAGO HEADQUARTERS

195-197 WABASH AVENUE, E. P. VAN HARLINGEN, MANAGER.

TALKING MACHINE MEN DISCUSS TRADE CONDITIONS

A Very Important and Valuable Symposium Contributed by Men Who Are Leaders in the Talking
Machine Trade in the Western Metropolis in Which Some Topics of Exceeding Interest Are
Touched Upon in Connection With a Very Careful and Intelligent Analysis of Present Con-
ditions and Future Prospects — The Contributers, Messrs. Geissler, Goodwin, Uhl, Nisbett,
Noyes, Feinberg, Fuhri and: Chandler Know Whereof They Speak, Hence the Value of Their
Utterances — An Optimistic and Cheering Spirit Prevails Throughout.

(Special to The Talking Machine World.)

Chicago, 111., Jan. 6, 1908.

The World representative has left the review-
ing of western trade conditions for the past year,
as well as the forecasting of the future, to those
best equipped for the task — the men in the trade.
The following articles and interviews will be
found decidedly comprehensive. In most in-
stances the writers and the interviewed give
hints and suggestions from the wealth of their
experience which can but prove not only inter-
esting, but helpful to the trade at large:
ARTHUR D. GEISSLER.

A. D. Geissler, general manager Talking Ma-
chine Co., said: "From the viewpoint of the
Talking Machine Co., the trade has reason to
congratulate itself upon the record made in 1907.
The last two months were the only ones that
showed a falling olf with us, and the figures for
the whole year indicate an increase, as compared
with 1906, of upward of 33% per cent. The out-
look for the new year seems bright. Trade is
certainly comiing back rapidly to normal condi-
tions. I have noticed that every time the
Victor Co. has brought out a new and more ex-
pensive machine that it has immediately found
a demand awaiting it without interference with
the sale of the cheaper machines. For instance,
we can sell right now more Victor Victrolas than
the factory can ship us, and if they should go a
notch higher on the price ladder with another

type I know from past experience that we would
have no trouble at all in marketing it.

"You have asked me to go into talking ma-
chine tendencies and to touch on factors affect-
ing the past, present and future progress of the
trade from a distributive viewpoint. Well, when
the contract system of selling talking machines
was first inaugurated a great deal was said
against it, but all opposition has entirely disap-
peared at the present time. Dealers are begin-
ning to realize the most valuable assets of the
Victor business. It is a fact that they are not
forced up against unscrupulous competition.
Every merchant going into business is entitled
to a fair profit. The Victor Co.'s rigid policy in
upholding and maintaining their contract system
has resulted in a very much healthier condition
in the talking machine trade.

"The Victor Co., through their traveling sales-
men and other statistics that they gather, are
able to ascertain if a dealer is maintaining a
sufficient stock for display purposes, and in this
way a small dealer who becomes a parasite on
the growth of the aggressive and healthier dealer
is weeded out, and only those who are willing
to carry a sufficient stock for display purposes
are kept on the discount list. Then, too, what a
relief it must be for a merchant to sell an ar-
ticle, where the price is assured and guaranteed,
knowing that the customer cannot go around to
his comjietitor and through some subterfuge

gain a discount. In the old days, when it was
only necessary to purchase two machines and
50 records in order to get the discounts, a great
number of 40 and 10 accounts was an impossi-
bility. Now we have on our books probably as
many as 40 and 10 accounts, as we have regular
dealers. It is not extraordinary for a dealer to
favor us with an order running into the thou-
sands; in other words, it is an incentive to put
in the stock and push the business.

"Another interesting thing to notice is the
increase in the country's business. There was
a time when the Victor Co.'s stronghold was the
large cities and the populaces of the country.
Now, I dare say, the greater portion of our busi-
ness comes from the smaller towns."

C. E. GOODWIN.

C. E. Goodwin, manager talking machine de-
partment Lyon & Healy, said: "The year has
shown a decided gain with us, both in wholesale
and retail, as compared- with 1908. I wish to in-
cidentally emphasize the fact that our retail
business is practically confined to the city, as our
out-of-town retail business is not 2 per cent, of
our sales. As I predicted to you three weeks
ago, our city business during December scored a
considerable increase over last year, and dur-
ing the month we sold no less than fifty Victor
Victrolas at retail. Our retail charge accounts
increased, while our instalment notes decreased,
as compared with a year ago,. showing that we
got a better class of trade. Our out-of-town
wholesale business was not as good in December
as last year. Why we should more than hold
our own in the city while our dealer friends
have fallen off is a mystery to me, unless they
got scared, quit advertising and laid down.

"One of the most pleasing facts in connection
with our business is found in the familiar faces

During November, 1907, we referred to our dealers
A/^^ inquiries. 64 of these were sent out on the
40l 29th and 30th.

December will exceed the average of Nov. 29th and 30th

GBT IN LINE

Read the page "ad" of letters from Dealers in this number.

''There IS a l^eason'r

BABSON BROTHERS

" THE PBOPLB WITH THB GOODS "

G. M. NISBETT, Mgr. Wholesale

19th St., Marshall Boul. cfr California Ave., Chicago, Ills.

22

THE TALKING MACHINE WORLD.

you will see from day to day in our record rooms
of people who bought machines here years ago.
Dozens of customers who started with the first
machines that came out have stayed with us,
malving three or four changes since finishing up
with the most expensive types.

"It looks to me, granting that the manufac-
turers will listen to the wants and needs of the
best dealers, that the ■ talking machines will
eventually prove to be the best end of the music
business. The new year has started out in a
very encouraging way, both in the wholesale and
retail, and this statement includes both machines
and records."

EDWARD H. UHL.

Edward H. Uhl, western manager Rudolph
Wurlitzer Co., said: "We all know the condi-
tions that have prevailed the past sixty days.
Up to November trade was moving along in a
most satisfactory shape. Notwithstanding the
temporary slowing up in trade, our talking ma-
chine business, both wholesale and retail, has
shown for the year a very satisfactory in-
crease as compared with 1906. While the bulk
of this increase came before Nov. 1, we have been
gratified to learn that November and December
both made a slightly better showing than the cor-
responding months of the preceding year.

"No doubt the increase would have been much
greater had we been more liberal in credits.
Taking into consideration the financial condition
the country was passing through, the last two
months, we only accepted orders from merchants
whose credit was not impaired or who were not
making extensions. Of course, we were simply
in line with other conservative firms in this as
well as other lines of trade. No doubt talking
machine dealers throughout the country would
have done a larger business had they been able
to dispose of their paper to the banks. Not find-
ing a market for their paper they thought it
wise to be more careful in selling machines on
the instalment plan.

"Alfter a very careful scrutiny -of pres-
ent conditions and tendencies, I certainly believe
that business will reach normal volume within
sixty days.

"I think that if jobbers will be careful as to
whom they extend credit that at the end of the
year 190S they will find that in dollars and cents

IT'S ALL IN
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IMPROVES m MACHINE 100 PER CENT.

Send lor Dcicrlptlvc Circulars and Discounts to llie Trade

INTRODUCTORY Ol I ER TO
DEALERS-Writc for it To-Day

SPECIAL

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^ \ I. \ 1 ' il;s AMI

M A \ I i Mil

855 North ■lOlh Avc^ CHICAGO. ILL^ U. S. A.

"B. & H."

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Write for Samples and Information

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the business will have been almost, if not
quite, as satisfactory -as the preceding year. We
find that the demand is increasing for higher-
priced machines, and this means that in order
to reach the same amount in sales it will not be
necessary to -handle as many machines as in the
past.

"As a member of the executive committee of
the Talking Machine Jobbers' National Associa-
tion, I am interested in seeing that every jobber
in the country becomes a member. The associa-
tion is just as much a benefit to the small jobber
as to the large one, and even more. Many things
that the national association is now taking up
it would hardly be wise to speak of, but I am
sure that any one who sends in the initiation
fee with his application now will find the small
investment in money and time more than jus-
tified within the next six months. Furthermore,
the annual meeting in convention is in itself a
benefit, as the friendships there made and the
valuable interchange of ideas and pointers out-
side, as well as in the convention hall, will prove
invaluable.

"I believe that none of the men at the recent
convention at Buffalo, at which the national con-
vention had its birth, joined for any selfish reason,
but for the uplifting and placing of the talking
machine business on a higher level. The talking
machine is not a toy, but a distinctly artistic
and educational medium, and will always be on
the market. Many men when approached with
a view to get their application for member-
sMp are prone to ask, What benefit will I gain?'
Now, while it may be hard to outline in so many
words in advance just what benefit he will de-
rive, I can say, as a member of this association
and of one of its predecessors, that his invest-
ment will pay a greater return than he could get
from any other investment.

"There are always conditions arising all over
the country that can easily be handled by a
well-organized association. For instance, you
will find one jobber saying that another jobber
is doing this thing or that thing to obtain busi-
ness. Now these things come oftentimes, from
dealers who tell them to the representative to
get him to do something the other jobber won't
do. Such things, when brought up to the execu-
tive committee of the association, can be han-
dled without offense to any one, the tangled skein
being all straightened out and everybody kept
good-natured ;md happy. Now, I am convinced
that every one handling talking machines is just
as interested in the work of the association as I
am, and I trust that the next convention will
find every talking machine jobber in the coun-
try a member. I shall certainly do everything
in my power by personal solicitation and by let-
ter to bring this about, and I trust that not only
my confreres on the executive committee, but
every member of the association, will join in
the good work."

GEORGE M. NISBETT.

Geo. M. Nlsbett, wholesale manager of Babsou
Bros., In summing up the results of the business
during the year 1907, said: "There are several
l)eculiar features to be taken Into consideration.

The year opened up with a phenomenal business
for the first five months. The summer months
were dull in comparison. By this I mean that
the drop-off in business was more marked than in
the year 1906, and yet these same months still
showed an increase over the corresponding
months of 1906. The fall business opened up
quite a little later than usual, owing, I think, to
the exceptionally fine weather.

"Just as business was opening up in fine style
we were confronted by the financial stringency,
which caused a temporary slump, lasting about
a week. Since then orders have been steadily
increasing. December broke all records. I will
not give figures, for were I to do so they would
be laughed to scorn by those who do not appre-
ciate what the Edison phonograph business of
to-day is.

"The announcement during the early summer
that the National Phonograph Co. were about to
equip all their machines with a horn and crane
of their own manufacture was received at first
with a great deal of satisfaction by the trade at
large. When the first samples were received,
however, there was quite a good deal of dissatis-
faction expressed; but now there are few, if any,
complaints from the dealers with reference to
the equipment, and this I attribute to the fine
tonal qualities of the horns which more than
offset their somberness.

"Another surprise to the trade, which was most
welcome, was the reduction made by the National
Phonograph Co. on the price of records to the
trade — ^something unprecedented in the annals
of the business, and which will, I believe, result
in the quadrupling of the sales of Edison records.

"The exchange proposition coming along in the
early part of November was a wise move, ena-
bling the entire trade to clean up all dead stock
and to be in position to meet the holiday rush
with a clean stock of new and salable goods. As
to the future, I can see no reason why business
during the year 1908 should not be larger than
ever before. The live dealers everywhere are
pushing the goods — putting in the entire catalog
and using up-to-date methods of caring for their
stock — they no longer consider the phonograph
business as a mere side line, but are glad to be
known as phonograph dealers.

"What is necessary now is to devise some way
of limiting the number of dealers to be estab-
lished in a city or town, thus doing away with
unfair competition and the cutting up of the
business, so that no one makes any money at it.

"In towns where there are too many dealers
the phonograph is always given a black eye by
being treated as a side line, and the dealers lose
their enthusiasm and all incentive to push the
line and make it a leading feature of their busi-
ness. The solution of this problem I leave to
wiser heads than my own.

"The old-established dealer should be encour-
aged in every way and not sacrificed because of
the eagerness of a salesman to establish a new
dealer. You know the Bible says 'there is more
joy in heaven over one sinner who repenteth,' so
there is more joy among the jobbers over an old
dealer who puts in the entire line than over a

THE TALKING MACHINE WORLD.

23

dozen new dealers whose enthusiasm oozes out as
soon as their initial order has been sold.

"Mind, I am not discouraging the signing of
new dealers, but more judgment should be used
in establishing them, and they should be visited
as soon as possible by a representative of the
company, who should spend a day, or even two
days, with him, to see that he gets started on the
right road, and that he keeps in it. Nothing
encourages the dealer so much as to feel that the
company is interested in his success. I hope
that the National Phonograph Co. will instruct
their salesmen during 1908 to get off of the beaten
tracks and make it a point- to call on all the new
' dealers and the little fellows and give them a
helping hand. The big fellows can take care of
themselves for awhile. Many dealers do not ap-
preciate the value Of the Edison Phonograph
Monthly. This little monthly should be watched
for and read religiously each month by all deal-
ers. In closing this I suppose it would be unfair
not to mention The Talking Machine World, and
to say that it ought to be subscribed for by every
dealer in the country."

C. W. NOYES.

C. W. Noyes, secretary and western representa-
tive, Hawthorne-Sheble Manufacturing Co., said:
"The talking machine business is now on a very
solid footing and may be loolted upon as a staple
business, and one that is not dependent upon the
faddist for its support. Many years ago, to be
explicit — ^about the year 1903 — the business was
looked upon as one that belonged to the class of
business men known as 'fakirs'; in fact, at that
time it was worth a man's reputation to say: 'I
am in the talking machine business.' If he
was bold enough to say so he was at once looked
upon as some sort of a 'faker' or catch^penny
man.

"This was during the days when the talking
machine was only used as a means of picking up
the nickels in some public place. I well remem-
ber the first machine that was built, which was
supposed to be particularly adapted to home en-
tertainment. At this time I was connected with
a concern having phonograpli parlors in several
large cities, and when this particular Instrument
of which I speak was announced the president of
this company visited me in Chicago, and I will
never forget his criticisms of the machine and
his dire prophesies as to the future of the busi-
ness. According to his ideas the business was
ruined, for 'who would drop a nickel in the slot
to hear a talking machine when he could have

THE ORIGINAL WESTERN
EXCLUSIVE
TALKING MACHINE JOBBER

Edison
Phonographs

Zonophones

Records

Cabinets

PHONOGRAPH OIL
WIRE RACKS

FOR DISC AND CYLINDER RECORDS

«« Tl 7 IX " All-Metal Horn Connec-

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SPRINGS. HORNS. SUPPLIES

192-194 Van Buren Street, CHICAGO

one of these cheap machines in his home.' While

this party was exceptionally shrewd and as smart
a business man as one would care to meet, at the
same time he could not see that the cheap ma-
chine would possibly develop a business for many
thousands of dealers and jobbers all over the
world. This proved to be the case, and although
there was never a mechanical instrument placed
on the market that cost so much to popularize
it, at the same time there was never so popular
an instrument after it became popularized. The
very people who were the greatest enemies of the
talking machine, notably 'the music dealers,' are
now its best friends and making money from its
constantly increasing sale.

"The development of the business during the
past few years has been unprecedented in the
history of commerce. This is largely due to the
wise heads who have been in control of the
manufacture of the machine and records, and to
them must be given all the credit. An absolute
price maintenance and good business methods
have tended to place the business in a position
where it is looked up to and admired by all.

"During the past year the writer has visited
all of the important jobbers of talking machines
from Pittsburg to San Francisco, and from the
Great Lakes to the Gulf of Mexico, and he can
truthfully say not a single one has complained
of the line in a business way. Many of these
jobbers were exclusively talking machine job-
bers, with no side lines to depend upon and were
absolutely dependent upon the sale of machines
and records and accessories for their support,
and as I say not one has complained of a losing
' business.

"Take any other article of manufacture, and
where can you find such a record. The furniture
man is handling a necessity rather than a luxury,
and how often do we find one selling out to get
out of the business. Now, such is not the case
with talking machine dealers or jobbers. "We
never hear of a forced sale of talking machines,
nor do we ever see the front of the building
placarded with huge signs announcing the fact
that the concern is forced to sell below manu-
facturer's cost to close out the stock. This must
mean that the business is at least prosperous.
During the past year much has been done to raise
the standard of the business, and this has been
accomplished by the advent of high-price instru-
ments and high-price records. There is no rea-
son why a dealer cannot get as much money for
a talking machine as he gets for a piano; the
talking machine does more for the entertainment
of the household than the piano, and it is only a
question of a handsome cabinet and elegant
equipment and the talking machine will bring
the price. As a matter of fact, many people buy
pianos, not for their value as a musical instru-
ment, but for the reason that they make a hand-
some pi§pe of furniture in their homes, and they
are not to be outdone by their neighbors and
friends who have them.

"I think I can see a great future for the busi-
ness in all of its lines, and while I would not say
the business is still in the infant class, at the
same time I do not think it has reached the Osier
stage as yet."

B. FEINBERG.

B. Feinberg, of the Western Talking Machine
and Supply Co., said: "While some people in
the trade seem a trifle doubtful as to the outlook,
in the talking machine lines, so far as imme-
diate business is concerned, I will say that al-
though it has not been very rosy during the
past few months, I do believe that business will
pick up very shortly, as the money flurry ends.
While there was not as good a holiday business
this year as last, I think, under the circum-
stances, that the showing has been fairly satis-
factory. After conversing with several of the
leading talking machine jobbers in the United
States, I found that there seems to be a tend-
ency to add on other lines, such as novelties.
Talking machines will, of course, be their main-
stay, but owing to the fact that the talking ma-
chine territory is so well covered it will be abso-
lutely necessary for exclusive talking machine
jobbers to take on other lines of business in

The

72 Wabash Avenue
Chicago

Exclusive Wholesalers of

Victor Goods
Allen Fibre Horns
Imitation Wood

Fibre Horns
Special Flower

Horns
Collapsible Horns
Record Cabinets
Exhibition Needles
Petmecky Needles
Mello-Tone
Attachments
Place Record

Brushes
Special Dealers
Record Racks
Carrying Cases

Graphitoleo
Many Use Oil
3-in-l Oil
Thompson Modifier

Circulars and descriptions of any of the
above goods sent on application

Exclusive Wholesalers

THE TALKING MACHINE WORLD.

' There's a Reason"

FURTHER PROOFS

SQUARE DEALING

Springfield, lUs. 3/26/07.
Uessrs. Eabaon Bros,

#S04 Vatjaeh Ave. ,
Chlcaeo, 111b.
Gentleaen:-

Pleast accept our thanks for the two
machine orders forwarded us. Va shall do our best
with then.

Thanking you, we beg to renaln

Very reapcctfully youre,

O.A.Reynolda Talking Machlr.e Co.

You can gel your share of
this Business by getting in
our' Band Wagon.

WRITE us ABOUT IT

BABSON BROS.

'THE PEOPLE WITH THE GOODS"
MARSHALL BLVD.. CALIFORNIA AVENUE AND 19^-" STREET.

CHICAGO, ILL.

G.M.NISBETT, Manager Wholesale.

5* CT r. »

In

-habson Bros.

Chicago, 111.
Oentlesen:

Your favor of the lot Inst, encloelng condlt;
ordtr froD Gao. kl. Boltz, Tauaau City, and Chas, Xeaya
tba country, la received, and we wlah to thank'yeu for
courtesy In aandlr^g thaaa to us. We hav* since plnced
with Ut. Boltt on trial and as Ur. Keays Is on the County
Board and freQuenTly cone* to town as he llvee aoa» alxte
Olles In the country, we have written hln a personal lett'
I and asked hla to call and examine the InstruBenta when he
next In town.

Yours truly

JAWtS IIUSIC CO

is- •!

mil

THE TALKING MACHINE WORLD.

25

order to do the same amount of business that
they have been accustomed to doing. We intend
to devote considerable attention to the import-
ing of toys and novelties. The writer expects to
go abroad in the very near future, and when he
returns will put a good many of our friends and
customers wise to some profitable articles which
are staple and good sellers at all times. So,
jobbers, do not listen to panic shouters, loosen
up and keep in touch with the progressive spirit
of the times and your next year's profits should
not only be equal to the one just passed, but show
a healthy improvement."

W. C. FUHRI.

* W. C. Fuhri, district manager Columbia Pho-
nograph Co., in chatting on the past, present and
future, said: "Ten years ago, when I an-
nounced to my friends and advisers that I in-
tended to enter the employ of the Columbia
Phonograph Co., they threw up their hands and
told me I would be very foolish to give up the
good position I held to accept one with the above
firm. They prophesied the business would not
last; that the graphophone was a novelty, and
that the public would soon tire of it. I post-
poned the 'happy event' for about six months,
then when another chance offered I joined the
Columbia company. I do not intend to write an
autobiography, but simply wish to show the es-
teem in which the business was held ten years
ago. Each succeeding year has witnessed a
wonderful improvement in the graphophone and
a remarkable growth of the business.

"So large has been the growth of the busi-
ness and so great has been the desire to get into
it that the owners of the fundamental patents
have been kept busy protecting their rights from
infringers. The year 1907 was the greatest and
best in the history of the business — the greatest
in volume of sales and the best because of the
wonderful improvements made.

"The graphophone is a staple article, as staple
as the piano, or any other musical instrument.
I am sure we can claim it outclasses any other
musical instrument, because it is all musical in-
struments combined. The intrinsic musical value
of the graphophone is becoming recognized more
and more every day. We have just experienced
'hard times,' and our friends in the piano busi-
ness tell us that during the Christmas holidays
they sold a number of high-grade graphophone
outfits to people who previous to the advent of
'hard times' were regarded by them as 'piano
prospects.' When Christmas came they pur-
chased a graphophone instead of a piano.

"Past experiences and the present outlook lead
us to believe that the future of the business will
be greater than we ever dreamed of in the early
days. The manufacturers are never satisfied
with their achievemenits and are continually
striving for absolute perfection.

"I believe I would be safe in predicting that if
the next ten years show the same degree of ad-
vancement which has been attained during the
past ten that not only every home, but every
up-to-date apartment will be equipped with a
graphophone and a complete library of records,
and that apartments thus equipped will be as
much sought after by the renting public as real
money was sixty days ago. When this eventful
day comes the fellow who writes 'bum jokes'
about the talking machine in the neighbor's flat
will be out of a job. It will be 'horse.^and horse'
then."

A. V. CHANDLER.

A. V. Chandler, representative for the National
Phonograph Co., said: "Talking machine job-
bers and dealers are busy summing up the past
year and making comparisons with a year ago,
and wondering if the talking machine business
has reached a high limit or will be ever on the
increase as in the past.

"The now receding financial flurry which has
caused the heads of all business concerns to dive
into the innermost details of their waste pro-
ducing systems, to reduce expenses, etc., has
brought on some peculiar situations. For in-
stance, some dealers have had a decrease in their
instalment business, but are enjoying increased
cash sales. A large increase in the number of

Edison dealers to add the complete catalog of
records to their stock is another "hard times"
happening. "Hard luck" stories are few and a
cheerful report is received from most dealers —
even from those who have, from local causes,
experienced a slump in their business. They
expect good business to come even if it is late
coming. Of course, the "calamity howler" is
heard occasionally, but I find him to be a rare
bird in the talking machine tree. Several deal-
ers report that business was much better the
week between Christmas and New Year's than in
the week preceding the holidays.

"The Clearing House check is rapidly disap-
pearing and there is a general feeling that the
storm is past. Furthermore, in looking back-
ward along the path of the storm we are agree-
ably surprised to note that the vista reveals no
wreckage of talking machine concerns.

"Now, let's to work and send the wheel spin-

(Special to The Talking Machine World.)

Chicago, 111., January 6, 1908.

Frederick Sheppy has resigned as manager of
the talking machine department of the Spiegel
furniture store in order to devote himself to his
talking machine repair and specialty manufac-
turing business.

Messrs. Hawthorne and Sheble, of the Haw-
thorne-Sheble Mfg. Co., are expected in Chicago
about the fifteenth.

Roy Keith, city sales manager for the Talking
Machine Co., is again in harness after a brief
but vigorous combat with the "grippe."

Get busy with your notes of congratulation.
The engagement is announced of Benjamin Fein-
berg, of Dillbahner & Feinberg, proprietors of
the Western Talking Machine and Supply Co., to
Miss Michelson, daughter of Mr. and Mrs. Isador
Michelson, of Cincinnati, O.

Wm. H. Petrie, for the past four years assist-
ant in the retail small goods department at Lyon
& Healy's and prior to that assistant small goods
buyer at the Rothschild department store in this
city, has resigned in order to accept the position
of manager of the retail small goods, sheet music
and talking machine departments of the R. C.
Bollinger Music House, Fort Smith, Ark. Mr.
Petrie leaves Chicago to assume his new posi-
tion on Thursday of this week. He has a host

ning with renewed vigor and when we reach the
always to be expected quiet of July and August,
may we be able to look back and see the 'talk-
ers' still climbing to reach the high water mark
of the business. Every indication points to an
excellent trade during 1908. You, Mr. Dealer,
are in the limelight. You are the one to keep
the mill going. When the manufacturers point
with pride to their increasing business remem-
ber that it means that the dealers by energetic
pushing have increased not only their own, but
the makers' business also.

"Observe the immense amount of advertising
being done by the talking machine companies.
This costs money. But the results are paying
for it. Why not let some results pay your ad-
vertising bills? Think it over. This means you,
Mr. Small Dealer. The larger dealers were
small dealers, but 'results' constituted the magic
food on which they have grown so great."

of friends who will wish him all sorts of success
in his new field.

E. C. Plume, western wholesale manager of
the Columbia Phonograph Co., returned to-day
from a flying trip to New York, which he made
via the limited both ways. While at headquar-
ters he closed another large deal with a West-
ern house for graphophones, particulars of which
are withheld for the present. Mr. Plume reports
business conditions as greatly improved in the *
East and that Mr. Lyle and the rest of the Co-
lumbia executive are very much gratified with
the outlook for the New Year.

One of the finest things in the advertising
way that the writer has seen is the edition de
luxe folder devoted to Caruso and the Victor
Victrola, sent out by Xyon & Healy, prior to the
Christmas trade. Here's just a few selections
from the text:

"Thanks to the Victor Victrola, Caruso will
sing for you on Christmas morning. After-
wards— 'Every day will be Christmas, if you
like.' "

"Christmas Cheer all the Year," was the head-
ing of one of the pages.

"Owning a Victor Victrola means that Caruso,
Calve, Melba and all the opera stars will delight
you with their choicest arias just as they are
heard in grand opera at the Metropolitan and

JOBBERS AND DEALERS IN
EDISON PHONOGRAPHS

YOUR PHONOGRAPH TRADE will be largely jncreased if you are handling- the
« MORRISSBV REPEATIIVQ ATTACMIVIBIVT,"

the only perfect return attachment ever invented. Returns in 3 seconds,, and
apparently consumes no power of (he phonograph. Is simply attached. Retail price:
For Home, $5.00; for Triumph, $6.00. Regular discounts to Jobbers and Dealers.

Order now, from

THOMAS F. MORRISSEY - West Orange, N. J.

TRADE NOTES FROM THE WESTERN METROPOLIS

Sheppy Resigns from the Spiegel Store — IVIr. Feinberg Engaged — W. H. Petrie to Locate in
Fort Smith — E. C. Plume's Eastern Trip — Lyon & Healy Publicity — Wurlitzer's Window
Display — United Film Service Association Holds Important Meeting — Some Viascope Lit-
erature— Other Items of General Interest to Talking Machine World Readers.

26

THE TALKING MACHINE WORLD.

The King of Cylinder Macliines

The way the talking- machine trade has taken hold of the "BQ"' Columbia model
since its first announcement last September has been no surprise to us.

Because, although it was a distinct novelty, it was the ONE machine of its kind
and EXACTLY what the dealer and his customers wanted.

The man who is going to buy a cylinder machine doesn't hesitate very long be-
tween the old models and this new one. Until the "Bft" came out all cylinder ma-
chines were made awkward, inconvenient and cumbersome by the long-necked horn,
suspended from a horn crane, attached by a piece of rubber tubing and holding one
rigid position until the whole apparatus was lifted up and set around.

The new "Bft" model embodies the very points which have made the success of
the disc Graphophones. Compact convenient, shapely and simple, it is an entirely
new departure in talking machine design.

Equipped ^vith the same aluminum tone arm which has done so much to perfect
the tone quality of Columbia disc Graphophones, together with a h: ndsome swivelling
flower horn which projects over the machine instead of away from it and swings in
any direction — these two advantag-es ALONE were real enough and great enough to
make the "EQ " model just what we said it would be — the success of the year.

The Columbia "BQ,"

s of

The Columbia "B or
loivg mandrel, play^
ii\g B C records, $45

The instantaneous success of the "Ba" model brought about an immediate
demand for an aluminum tone arm cylinder Graphophone of more elaborate con-
struction, and one that would play the half-foot-long BC Columbia Records. And
here it is — the "BO" Graphophone.

Its principal distinction lies in an exti-a long mandi-el which will accommodate
not only the regular four-inch cylinder records (any make) but also the famous
BC Twentieth Century Columbia Records which are made by this company ex-
clusively, and which no other machine except the Columbia Graphophone can
accommodate — records long enough to include the entire selection.

The cabinet is full 14 inches long. 9 inches wide and 11 inches high, made of
selected quartered oak and equipped with a carrying cover and handle.

The motor is of triple spring construction, noiseless and running four of the
ordinary cylinder records or two of the BC half-foot-long records without rewinding,
and it can be wound while running.

The "BO" sells at retail for $45, with a green enameled horn; and at $50
with regular BI flower horn in full nickel— an easy option, because the horns are
interchangeable.

COLUMBIA PHONOGRAPH COMPANY, genl

TRIBUNE BUILDING, NEW YORK

THE TALKING MACHINE WORLD.

27

Auditorium theatres, and you can renew ac-
quaintances with your favorites from the new
musical sliows, such as "The Merry "Widow,"
"The Red Mill," and "A Knight for a Day." A
tipped on portrait in colors of Caruso in char-
acters adorns the first page of the folder, while
inside is a cut of the V-V accompanied by de-
scription.

The Automatic Musical Co., of Binghamton,
N. Y., manufacturers of the Reliable electric
pianos have opened western salesrooms and
offices at 532 Republic building in charge of
M. F. Kennedy, an experienced and well known
man in the automatic instrument trade.

One of the finest window displays that ever
graced the windows of the Chicago house of
Wurlitzer, attracted Christmas shoppers. The ar-
rangement was rather conventional, machines
with horns heing arranged on a semi-circular
tier of steps, but the disposition of machines and
the decorative scheme were admirable.

The - accompanying cut portrays a familiar
scene — a rapt audience listening to a Caruso
record in Victor Hall, which occupies extensive
space on the Adams street side of the main floor
of Lyon & Healy's, Chicago. Free recitals are
given here every afternoon. Victor Hall has

VICTOR H.\LL AT LYON & HEALY'S.

proved an important factor in the upbuilding of
the immense retail business of the house.

The Viascope Manufacturing Co., 17 Van
Buren street, Chicago, have issued a handy little
pamphlet illustrating and describing their forth-
coming "Home Viascope" moving picture ma-
chine.

C. A. Phelps, of Canton, 111., dealer in Victor
and Edison goods has recently opened a branch
at Bushnell, 111. The new store is reported as
having a fine trade already.

President Rubens and sales manager Jones, of
the Ikonograph Co., of New York, were recent
visitors.

The B. & H. fiber needle continues to grow in
favor with dealers anci users. A fiber needle
can be used six or eight times by repointing it
either with a sharp pen knife or an inexpensive
clip sold by the manufacturers. The B. & H.
Fiber Manufacturing Co.

At the meeting of the United Film Service As-
sociation at the Grand Pacific Hotel, Dec, 14,
permanent organization was effected. The fol-
lowing officers were elected: President, J, B.
Clark, of the Pittsburg Calcium Light and Film
Co.; vice-president, F. C. Aiken, of the Theatre
Film Service Co., and Amusement Supply Co.;
treasurer, Percy Waters, of the Kinetograph Co.;
executive committee, C. H. Peckham, of the
Cleveland Film Exchange and F. J. Howard of
Boston. The meeting was a strictly executive ses-
sion, but the general objects of the association
were outlined in last month's World. At the
banquet in the evening a large number of manu-
facturers from East and West were present in
addition to the memibers of the association.
George Klein presided and toasts were responded
to by A. D. Flintom, of Kansas City, Arthur S.
Kane, of the O. T. Crawford Film Exchange, of
St. Louis, Robert Lieber, of the H. Lieber Co.,
Indianapolis; Alex. T. Moore of the Edison
Manufacturing Co.; William H. Shanson, of
Chicago; President, J. B. Clark, W. T, Rock,

president of the Vitagraph Co. of America, Vice-
president Aiken and others.

The next meeting will he held in Buffalo, N.
Y., January 11, 1908, when the constitution and
by-laws will be adopted and various matters con-
nected with the advancement and elevation of
the trade will be discussed and acted upon.

The accompanying photograph reveals the
comely features of Rufus T. Brady, manager of

there were present the following salesmen:
George A. Renner, Will. P. Hope, M. G. Krusch,
Frank Fritschey, F. M. Kitchen, Mr. Hug, Mr.
Neff, A. H. Kloehr, A. V. Chandler, and H. A.
Turner. Those comprise all the Edison men
covering territory west of Ohio, with the excep-
tion of C. A. Gardner, who has the Coast, and
M. Gill, both of whom were unable to be present.

After the conference an informal dinner was
given by Mr. Dolbeer at the "Tom Jones" cafe
on Jackson boulevard. Among the guests, be-
sides those already mentioned aibove, were
Messrs. John Hardin, W. C. Patrick and E. C.
Barnes, representing various branches of the
Edison interests in Chicago and Daniel Hopkins,
of Hopkins Bros., the Edison jobbers at Des
Moines, la., who happened to be in Chicago at
the time. After the dinner, which is still the
subject of delighted comment on the part of the
participants, the balance of the evening was
spent at the Majestic Theatre.

Messrs. Dolbeer and Philips returned East by
the limited Monday afternoon, and the travelers
left for their respective territories the same

WINNERS OF PRIZES

In Contest for Three Best Essays on "What the
Edison Business Phonograph Has Done for
Me" — IVliss Crowley Secures the First Prize.

Ei;FnS T. BEADY.

the Chicago Stand Co., of 86 East Lake street,
Chicago. Mr. Brady is comparatively a new-
comer in the talking machine field so far as the
wholesale and manufacturing end of the busi-
ness is concerned, but he is by no means unfa-
miliar with the line as he handled talkers ex-
tensively while at the head of a large mercantile
concern in Elgin, 111., a few years ago. Mr.
Brady has had extended experience in putting
other products on the general market and he is
now meeting with marked success in pushing the
sales of the Phon-Arm attachment for cylinder
machines and which forms the principal product
of the Chicago Stand Co. The Phon-Arm has re-
cently been made the subject of marked im-
provements and is now adapted to Columbia
cylinder graphophones as well as Edison phono-
graphs.

F. K. Dolbeer, general manager of sales, and
E. K. Philips, manager of salesmen of the
National Phonograph Co., arrived in Chicago re-
cently, to meet the company's western trav-
eling force. At a meeting at 304 Waba^sh avenue,
held December 28, the business of the past year
was discussed and the campaign for 1908
planned. Besides Messrs. Dolbeer and Philips,

(Special to Tlie Talking Machine World.)

Chicago, 111., December 28, 1907.
The winners of the prizes offered by the Chi-
cago office of the commercial department of the
National Phonograph Co., for the three best es-
says on the subject, "What the Edison Business
Phonograph Has Done for Me," present some
very convincing arguments in favor of the use
of talking machines in the modern business
office.

Miss Vivian Crowley, who is employed as
transcriber by B. E. Betts, the well-known court
reporter, has been awarded the first prize of
$25. In her essay. Miss Crowley states that
since she joined the phonographic transcription
ranks her salary has been increased from $8 to
$13 per week in three months and that she re-
cently turned down an offer of a new position
at $15 because of the bright prospects ahead in
her present one. Miss Crowley says in part:
"Aside from the financial part of the question,
which, of course, is the greatest consideration,
one great benefit arising from the active use of
the Edison Business Phonograph to the tran-
scriber is the fact that she does not have to
follow a copy. In a city like Chicago, where the
eye has to accommodate so many objects at a

Victor and EdisoH Distributors

(|f Our superior service in giving dealers
quick and complete shipments is ad-
mired by all our customers and is
envied by all jobbers.

We Do Not Sell at Retail

(J In buying of us you do not have to

compete with us.
(| We refer all inquiries to our dealers.
(J The way to increase your sales is to

increase ours,

Koerber- Brenner Music Co.

1005 Olive St.,

ST. LOUIS, MO.

28

THE TALKING MACHINE WORLD.

time that it is constantly under a great strain,
this is a greater benefit than at first appears.
In any well regulated office an ordinary phono-
graph operator is able to turn out at least twice
as much work as a shorthand writer of the
same capability. This fact is demonstrated daily
by one of Chicago's great mercantile firms. An
ambitious transcriber strives to establish a rec-
ord. The phonograph is the best adapted ar-
rangement to promote speed on the typewriter
of any modern invention. It is possible for a
good operator to keep up word for word, with
the dictation of the phonograph regulated at the
ordinary rate of speed. The benefit of this to
the employer is obvious."

Miss Stella Pettigrew, who captured the sec-
ond prize, tells her experience with the business
phonograph and the fears that assailed her when
the machines were first installed in the office
in which she was employed. She was quite cer-
tain that she would soon be asked to accept a
reduction in salary. Instead of this, the fair
essayist is able to report a substantial and un-
solicited increase, for the reason, I supiwse, that
she is getting out more work and doing it better
than before.

While from sixty to seventy letters a day is all
that the average stenographer is able to get out,
according to Miss Julia Brodbeck, the third prize
winner, she is able with the aid of the business
phonograph to average 100 letters a day, and
often considerably more.

EXCELLENT POST-HOLIDAY TRADE

Reported by Jobbers and Dealers of Boston —
Victor Line May be Taken on by Boston
Cycle & Sundry Co. — Recent Visit of Opera
Co. Has Helped Sales of High Class Records
— Demand for Christian Science Songs —
Talker Used by Goodwin's Co. — Ditson's
Publicity During Opera Week Profitable.

WARNER'S "TALKER" CONCERTS.

W. W. Warner, the enterprising dealer of 27
West Main street, Madison, Wis., is having great
success with his Victor talking machine grand
opera recitals in that city. His programs are of
unusual excellence and the people who have
attended have been delighted at the opportunity
to hear the great operatic artists through the
medium of the Victor.

It is hardly necessary to say that this kind of
work has resulted in excellent business for Mr.
Warner.

(Special to The Talking Machine World.)

Boston, January 8, 1908.
Post-Christmas trade with the various dealers
in talking machine goods, both wholesale and
retail, has been somewhat of a surprise. Every-
body expected there would be a fairly good trade,
but it is better than anyone anticipated, hence
the surprise. The recent financial flurry does
not seem to have affected the high grade trade
at all, but there was for a short time, a notice-
able decline in business on the moderate priced
goods. That has all gone away now, however,
and business is reported everywhere as very good
indeed.

Chief feature of the month here is the as yet
undecided question as to whether the Boston
Cvcle and Sundry Co. will take on the Victor

m

line for jobbing. It is but a matter of days be-
fore this will be settled one way or the other.
Business there has been very good on the Edison
line, but Manager Andrews thinks it wise to
have as many strings to his bow as possible. The
Lynn carrying case has proven a big factor in
developing business here.

W. A. MacArdle, of Hawthorne-Sheble Co.. was
a visitor to the trade this month, also Mr. Royer,
of the Victor Co., who spent Christmas with his
folks here.

'V\rholesale Manager Chamberlain, of the East-
ern Talking Machine Co., declares that he is go-
ing to give up prophesying. Last month he
prophesied that January would be very light so
far as business is concerned. But it has de-
veloped some big business for him instead, so
he says he evidently isn't a prophet. He is
afraid now to prophesy good business for Feb-

ruary for fear it will be a hoodoo for him. At
the Eastern Talking Machine Co.'s store it is
reported that the recent visit of the San Carlo
grand opera company helped retail sales amaz-
ingly and the continued season of opera at the
Castle Square is continuing the good work over
the counters. Harry Brown, formerly with the
Steinert Company, has joined the sales force
here. There seems to be a slight run on me-
dium priced machines at this store of late.

The Columbia Co. are having quite a sale of
Christian Science ■ songs on disc records. The
presence here of the "Mother Church" acts as an
impetus and the Columbia Co. carry a fine line
of the records that appeal to the attendants at
that church. Manager Yerkes spent part of this
month looking after the trade through Maine
and reports good results. He says that the trade
on the cheaper goods was affected during De-
cember, but everything is now normal, with
prospects getting brighter every day. The new
cylinder machine, with the aluminum tone arm
and flower horn is being sold very rapidly.

While Nat Goodwin's company was here re-
cently, the Eastern Talking Machine Co. sold
them a talking machine for use behind the
scenes. It was used in the new play "The Mas-
ter Hand," but did not have anything to do with
the fact that the play was a "frost" here.

Business is good on all the lines that the C. E.
Osgood Co. carry and an additional salesman
was put on the force this month.

The Oliver Ditson Co. made good use of the
theatre programs last month, while the grand
opera company was here, and carried on an ex-
tensive newspaper campaign for the Victor. The
result was an unusually good business. Patrons
have fallen in love with the new Ditson talking
machine department and Manager Winkelman is
wearing a perpetual smile now. The Victor Vic-
trola business here is very big.

There is every indication that the Indestructi-
ble Record Co. will open up an Eastern office in
this city soon. The business of this concern has
been steadily expanding and dealers everywhere
are taking the agency for their line.

r

Automatic
Stopper

For EDISON STANDARD
.and HOME PHONOGRAPH

Just demonstrate to your cus-
tomer that with an Automatic
Stopper on his Edison he need
not touch the machine again after
once starting it. It stops after
record is finished. Everyone appreciates what
this means. Result— quick and growing sales!

Retail price for "Home" style is 25 cents.
Retail price for "Standard" model is 75 cents
each.

Place your order through your jobber ; if unable to
get them of your jobber, write us.

EASY
SALES

Adjusting Device for the Edison
Crane

Use with any Horn
Retails at $1.00

Regular machine discounts to dealers. If you want samples
send price, less discount, with the name of your jobber— we will
see that you eet them,

UTICA CRANE CO.

MAKERS

UTICA

N. Y.

THE TALKING MACHINE WORLD.

29

TRADE NOTES FROM ST. LOUIS.

Good Demand for High Class Goods, Both Ma-
chines and Records, a Feature of the Trade
During the Holidays — January Has Opened
Up Satisfactorily — General Feeling Is That
the Future Is Ripe for Better Things — C. W.
Long's Cheery Report — Koerber-Brenner
Well Pleased With Year's Business — A Run
Around the Trade Shows a Cheerful Dispo-
sition on the Part of All the Leading Talking
Machine Jobbers and Dealers.

(Special to The Talking Machine World.)

St. Louis, Mo., Jan. 6, 1908.

The general trade conditions for the month of
Decemher were much better than could he ex-
pected under the conditions that existed during
that time. The Christmas trade brought a fairly
good demand for high class goods and the record
business was quite good. The wholesale trade
was somewhat backward, but fairly good reports
are made by all the jobbers.

D. C. Malin, formerly assistant manager of
the Columbia Phonograph Co. here, has been ap-
pointed manager of the same concern at Peoria,
111.

P. E. Conroy, president of the Conroy Piano
Co., reports that their retail trade was active
during December. He looks for a good year's
business this year.

C. W. Long, manager of the St. Louis Talking
Machine Co., reports that their trade for Decem-
ber was fairly good. A visit to this estaiblish-
ment finds a lively degree of activity, which in-
dicates that the trade in the Mississippi Valley
territory is moving in a good volume, and that
the effect of the stringency is not being felt to
any considerable extent in that region.

The Koerber-Brenner Music Co. report that
things are moving along with them in a very
satisfactory manner, and that they are well
pleased with last year's busines. W. A. Brenner,
of this firm, recently spent several days in
Chicago.

Manager Walthall, of the Columbia Phono-
graph Co., reports a nice holiday business and
that he sold a number of very high class out-
fits.

D. K. Myers, jobber of Zonophones, states that
he has had a nice trade recently, that business
is picking up and he looks for a good year in
1908.

Marks Silverstone, president of the Marks Sil-
verstone Talking Machine Co., reports a fair
business for December. He leaves shortly on a
two weeks' trip through this territory.

Manager S. R. Brewer, of the talking machine
department of the Thiebes-Stierlin Music Co., re-
ports a good business for the month of December.
Mr. Brewer spent New Year's with his folks at
Terre Haute, Ind. H. L. Brewer, of the same

department, spent Christmas at the same place.

Miss Sadie Rosenblatt, manager of the talk-
ing machine department of May, Stern & Co.,
reports that ibusiness in this department has
been quite active recently.

THE WINNING OF GROUCH.

A Story Illustrating the Fact That a Bluff
Works Sometimes, and When and How It
Is Excusable — Not Fiction But Fact.

"The old man wants to see you in the oflBce,
kid," cried the assistant manager to me as I
entered the store on my return from a trip up
the State. I v/as glad that the opportunity for
an interview with the head of the firm was com-
ing my way so soon, for I had "made good" and
I felt that my reputation as a talking machine
salesman was about established. I do not wish
to blow my own horn too loud, but when a fel-
low, and the youngest one on the force at that,
comes back from a month's campaign among the
out-of-town dealers with a big wad of orders in
his note book, it makes him feel — well, just about
as kittenish as when he has imbibed three or
four stiff "Wilson, that's all" high balls, but
without the headache effect. Therefore, I en-
tered the sacred sanctum of our president with
more than my usual eagerness, and in reply to
his question, "How did you make out with our
rural friends, young man?" I poured into his
ears the nectar of my success. It evidently
pleased him, for he smiled and held out his hand
in a fatherly sort of way that showed his affec-
tion for me, or for the work' I had done, at any
rate. I did not reciprocate, but more to the
point, I thrust into his outstretched palm my
note book bulging with good big orders. He
scanned its pages hurriedly and his eyes glis-
tened. Then he sat looking me over, taking me
in from crown to toe for what seemed to me an
eternity. Then, apparently satisfied with his
inspection, he told me that he contemplated rais-
ing my salary, but first I was to prove my worth
by obtaining a liberal order from Jabez Grouch,
the greatest department store man in our city.
"Every salesman I have in my employ," said the
president, "has tried and failed. Now, I want
you to have your turn, and if you succeed — well,
there will be something good coming your way,
do you understand?" I understood, all right, and
tofd him so.

An hour later I had passed through the im-
posing portals of the Grouch & Co. department
store, and reaching the offices, sent in my card
to Mr. Grouch. I knew what I was up against,
for "Old Grouch," as he was called by his em-
ployes and business associates, was a terror to
salesmen, and talking machine salesmen in par-
ticular. Owing to some fresh youngster making
a scene in his office by refusing to be called an
ass, and his goods rot, and telling Grouch in

words that were far from polite that his skull
was too thick for a Winchester bullet to pene-
trate, let alone an argument on the talking ma-
chine subject, the old gentleman had taken a
violent dislike to everything pertaining to
"graphs" and "phones," and it was a well-known
fact that to go to Grouch with a "talker" propo-
sition was to risk being flayed alive.

You can imagine my state of feeling, there-
fore, gentle 'reader, when the office boy, the juve-
nile member of the Society for the Prevention
of Talking Machines, came to me with a grin
upon his crafty countenance, and bowed me into
the chamber of horrors.

"So you are a talking machine salesman,"
cried Grouch with biting sarcasm as I drew up
in front of his fort-like desk. "I thought by
this time that you fellows knew my attitude
toward the "squawker" industry. I admire your
nerve, but really I must stop there. Show the
gentleman out, Tom."

The office boy's grin had spread to wonderful
proportions by this time as he realized, I sup-
pose, how funny it was to see a "squawker" rep-
resentative squelched. However, I did not
squelch, but instead, with all the force of dra-

matic elocution at my command, coupled to a
strong baritone voice, fired this challenge into
his very teeth (they were false, too, I think) :
"Mr. Grouch, if you will give me five minutes'
time, I can prove to you conclusively that the
talking machine will help your business. If at
the end of the five minutes you do not agree with
me, I give you my word of honor to slink away
like the beaten cur, that I will be, and never
trespass upon your valuable time again. What
is your verdict?"

"I think I remarked when you came in that I
admired your nerve," he answered, grimly; "fire
away."

Well, I started in, and as every live talking
machine dealer knows, a convincing talk oh the
subject nearest his heart is a cinch, because it
is full of good points, and they all fit together
so nicely that when the structure is finished,
there is no tumbling it down; it is up to stay.
I built the structure for "Old Grouch" about ten
stories high, and something like this:

Saint Louis Talking
Machine Co.

JVIILLS BUIUDINO

7th and St. Charles Streets,

ST. LOIIS, MO.

The Only Exclusive Victor
Distributors In Missouri

30

THE TALKING MACHINE WORLD.

THE DIAPHRAGM IS KING

OUR LATEST NfOVELTY IS THE

WOOD DIAPHRAGM

When subjected to the impact of sound wood is the most resilient of all known substances. This is proven
by its successful use in violin bodies and sounding boards for pianos. No other material can take its place. By
a new and novel process we have succeeded in making a four-ply composite diaphragm, two of very thin wood
and two of cotton stalk tissue, all of which is compressed within a thickness of 6/lOOOths of an inch. The re-
production by this diaphragm is truly marvelous. Every detail of sound and tone finesse that is capable of being
recorded is brought out by this invention. It proves conclusively that the art of recording has been far in advance
of the methods of reproduction.

PRICE, INCLUDING CROSS HEAD AND U\K, $1 EACH.

SPECIAL^ AUUMIINUM JEWEL ARM

FOR MULTIPLYING THE TONE, 50c. EACH

Norcross Phonograph Co.,

New Lang Bldg., 662 Sixth Ave. (39tb SI.)
IM E W YORK CITV

"Mr. Grouch, j^our competitor in tlie next
block is doing a talking machine business of
1200,000 a month, and I can prove it. The maga-
zines of the country are throwing good adver-
tising to the -world at the rate of $30,000 worth
a month per talking machine company, and there
are dozens of them; I can also prove that. The
talking machine will help you, because it will
bring people to your store who go elsewhere at
present. There are thousands of talking ma-
chine enthusiasts in this fine old city of ours,
and it is natural that when shopping if the op-
portunity were presented to them, to purchase
their records near their field of operations along
shopping lines, they would be glad to do so; I
can prove that, too. Here is the current num-
ber of The Talking Machine World, a magazine
published every month in the interests of talk-
ing machines, which will tell you more in five
minutes than I can in a week; that will prove
itself. Now, my dear Mr. Grouch, I doubt not
that you agree with me already that you must
lay in a full line of my goods, but I am not
satisfied with anything but a complete victory
over your prejudices; therefore, I take great
pleasure, on the part of my firm, in making you
this phenomenal proposition:

"We will establish a talking machine depart-
ment in your store, keep it going for a year
under your own supervision, and if it does not
pay, we will gladly assume the loss. May I have
your order, please?" I looked at the enameled
clock on his desk; the five minutes were up.

As I stood waiting for his answer, I could feel
the cold sweat starting on its clammy way down
my spine. What had I done? What would the
president say when I told him the miserable
tale of how I had taken the responsibility upon
my foolhardy shoulders of inveigling his firm
into a venture that could be made to fail just
for poor cussedness on the part of Grouch. I
could see a cold, hard picture of a young man
out of a job. I was just about to admit that I
was bluffing and throw myself upon his mercy,
when the old man began to smile. I started
nervously, for I had heard of his "cat playing
with a mouse tricks" before. Then he began to
speak in a soft, smooth voice that almost knocked
me ofi my feet. (It was so unexpected, you
know.)

"I have been very much impressed with what
you say," he said kindly, "but as for your firm

assuming the responsibility of my success along
"squawker" lines — he said "squawker" with a
twinkle in his eye this time — "that is entirely
unnecessary when they have a salesman in their
employ who believes so earnestly in them and
their goods. I have decided to establish a talk-
ing machine department in my store at once,
and I want you as manager. What do you say?"

"I appreciate your offer more than I can say,
Mr. Grouch, but my interests are with the firm
that has made me what I am. Now that I am
beginning to be a salesman through their train-
ing, it would not be fair to them or to myself
to leave them."

"You are right, my boy; quite right, and I
admire you all the more for your stand in the
matter." He touched a bell, and a gentleman
entered who was introduced to me as Mr. Smith,
floor manager. "Mr. Smith," said Grouch, "we
are about to put in a talking machine line, and
I desire that you collaborate with this young
man in choosing the proper location, etc."

Well, as everyone knows, the talking machine
emporium of the Grouch Department Store is a
corker to-day, and they are selling a cool $1,-
000,000 worth of goods a year. I don't take any
particular credit for the winning of Grouch, but
it did me good because it boosted me to the job
of manager of our firm. The point I wish to
bring out the most prominently is that a bluff
will work on a man of Grouch's caliber when a
nice little meek talk will fall flat as a heavy
. griddle cake.

I proved that, all right.

HowAED Taylor Middleton.

Editor's Note. — This story is founded on lact,
and the 5'oung man who was courageous enough
to risk his job to bluff Grouch into purchasing
his goods is a very live talking machine manager
of one of the largest jobbing houses in America.
His name is withheld by request.

GERMAN SLOT MACHINE ORDER MAY
HURT $12,500,000 INDUSTRY.

Hamburg Dealers in Devices of Chance Meet
With Saloon and Restaurant Keepers to Plan
Action to Balk Restriction of Trade in Which
300,000 Are Employed.

meeting of protest, attended by the owners
of and dealers in nickel in the slot machines and

QUICK SHIPMENTS FROM ST. LOUIS

TO THE SOUTHWEST

OF

Edison Machines, Records

AND GENERAL TALKING MACHINE SUPPLIES

We carry the larsest stock west of New York and we
invite your orders, which will receive immediate attention
and quick delivery.

CONROY PIANO CO.

1100 Olive Street ST. LOUIS, MO.

saloon and restaurant keepers, was held last
week in Hamburg, Germany, to discuss the ac-
tion to be taken in view of the order of the
police, issued a few days ago, for the removal
of all slot machines from public houses. The
order was based on an absolute clause in the
German licenses which prohibits saloon keepers
from carrying on any extra business.

A resolution was passed protesting against the
rigorous action of the police, and it was pointed
out that unless it is revoked serious damage will
be caused to the flourishing slot machine indus-
try, in which three hundred thousand persons
are employed in Germany and capital to the
amount ot fifty million marks ($12,500,000) is
invested.

CHEERY NEWS FROM BALTIMORE.

Financial Stringency Rapidly Disappearing and
Trade Is Improving in Good Measure — High
Priced Machines and Records in Demand.

(Special to The Talking Jlacliine World.)

Baltimore, Md., Jan. 6, 1908.

If the financial stringency has caused any de-
pression in the local trade of this city it has not
been felt by the talking machine dealers, who
report that business is on the increase, and de-
spite the many new agencies that have opened
up during the past three months, they are sell-
ing just as many, if not more, machines.

In fact, many of the big piano dealers of this
town are now making more money out of talk-
ing machines than pianos. The talking machine,
as a side line for piano dealers, has proved very
satisfactory, and is in many cases the main
line.

The machines most in demand are the high-
priced ones, and there is very little sale for the
cheap talking machine. High-priced records of
the famous artists such as Caruso, Nordica,
Scotti and Mme. Eames are much in demand.

H. R. Eisenbrandt, of the firm of H. R. Eisen-
brandt's Sons, who is a jobber as well as a re-
tailer, said that business was keeping up in re-
markable style, and that while the Christmas
business was a little slow at first, it came with a
rush, and is booming now, notwithstanding that
the holidays are past. Mr. Eisenbrandt has
opened up several new agencies in the city.

The Sanders & Stayman Co., one of the largest
piano dealers in the city, and who started last
year with a few Victors, are now doing a big
business, and have added the Columbia to their
list of talking machines.

Across the street from the headquarters of the
Sanders & Stayman Co. are located the firm of
G. Kranz-Smith, other large piano dealers, who
have likewise added the talking machine as a
side line, and are doing a good business.

Postcarditis.

If you're going on a journey to the mountains or the
coast.

Send a post card.
If you're torn away by duty from the one you love
the most.

Send a post card.
iL you're aimlessly a-wander through the country here
and there,

Seeking pleasure, seeking money, seeking muscle, seek-
ing hair, . ,

Keep a list of all the friends that you have chonshed
everywhere —

Send a post card.

1£ yo\rre summoned on a jury, if you must defend a

■ suit.

Send a post card,
if you're touring through the country of the BlacklWt
or the I'te.

Send a post card.
If you've got a message write it. drop a line from day
to day : ,
Send a little post card pic ture if you ve not a word
to say, . , . ,

Think of blonde and think of l.runelte. Ihiuk ot haul
and think of gray

Send a post card.
■I'hough Ifs gay and you are gloomy, though it's glad
I and vou aie grim,

Send a post card.
It von want to tell your enemy just what you think ot

■ him.

Send a post card.
You will lind the hahit growing, till from every side

the call, , ,

Will respond, though you be dining, dancing, sitting

In a hall, , ^. ,

At a funeral or a wedding— Ifs the word that grips
them all,

"Send a post card !"

— Post Cerd liuVrlin.

THE TALKING MACHINE WORLD.

31

BEEKMAN'S GREAT TRIP.

The Universal Talking Machine Co.'s Sales
Manager, J. D. Beekman, Will be Away Four
Months and Will Visit the Trade as Far as
the Pacific Coast.

Before the close of the month J. D. Beekman,
sales manager of the Universal Talking Machine
Manufacturing Co., Newark, N. J., leaves for a
protracted journey through the West and will
ultimately reach the Pacific Coast. From Los
Angeles, Cal., he will go through Texas, and

J. D. BEEKMAN.

then into Mexico, touching all the principal cities
in the sister republic. Mr. Beekman's itinerary
also includes Vera Cruz, from thence to Cuba, and
then coming back home through the Atlantic sea-
board states. He will be gone four months. Mr.
Beekman is one of the best known figures among
men noted' for making top-notch sales. For a
while he was with the Victor Talking Machine
Co., Camden, N. J., subsequently becoming sales
manager of the Victor Distributing and Export
do.. New York, then accepting his present posi-
tion. "Beek" is a popular character wherever
he goes, and it is his purpose to cover the entire
country. As he will leave armed with the en-
couragement of the improved financial Condi-
tions, together with a bunch of gilt-edged in
quiries for his goods, he displays no hesitancy
in asserting that there will be something doing
before he returns.

SOME CLEVER PUBLICITY.

The Battle Creek Music Co., Battle Creek,
Mich., have adopted a very clever idea for ad-
vertising their line of talking machines by
means of "Mariar" talks which appear twice a
week, occupying a double column space, six
inches deep and which are made to attract atten-
tion by a humorous cut in one corner. The mat-
ter is also of an interesting nature and results
show that it is read. A sample of what the
"Mariar" talks are like is as follows:

"Hello Mariar — I'm still out to Uncle Daniel's.
He bought that Phonograph the other day down
to the Battle Creek Music Co. and we are having
dead loads of fun. We toought some blank
records and all of us have made a record, even
grandma talking into the machine. All she said,
'0, I can't talk, my gums are sore,' and we
couldn't get her to say another word. But we
put it on to the machine and the blamed thing
made her say, 'I can't talk. By gum, I'm sore,'
and wasn't the old lady mad. She just wanted
to break the record. But we wouldn't let her.
We had a great time with little Nell's record.
She said, 'Hello, Mr. Funnygraft, don't you dare
to talk back. Good bye,' and Uncle Daniel, after
several failures, got disgusted and said, 'I ain't
going to try any longer to talk to the gol darn
thing.' But the blamed machine caught it and
as Uncle Daniel belongs to church, we are having

heaps of fun with him. What's that? Did I
make a record? Yes, and you hope I didn't talk
like I did when you asked me for that last ten
dollars. Oh, hang it, ring off."
Rather clever stuff, isn't it?

TETRAZZINI ALL THE RAGE.

The Great Soprano's Records Are in Great De-
mand— Universal Co.'s Salesman Homeward
Bound — The Time Mr. McNabb Was Deaf.

DENHAM ABSORBS OHIO PHONOGRAPH CO.

The E. A. Denham Co., of New York and Ber-
lin, have absorbed the Ohio Phonograph Co., of
Youngstown, Ohio, who have during the past two
or three years disposed of immense quantities
of small phonographs working their famous can-
vassing scheme. W. C. N orris, formerly of the
Ohio Phonograph Co., has been appointed mana-
ger of the canvassing department of the Denham
Co., who intend to treble the number of canvass-
ing crews in the field at the present time, which
consist of something like 150 men, and in a short
while the entire country will be covered.

"A. P." DROPS INTO PHILOSOPHY.

A. P. Petit, general manager of the Talking
Machine Supply Co., 400 Fifth avenue. New
York, sends The World a few observations, which
he frankly confesses were "stolen from the other
fellow":

"Make it your business to know what is the
best thing in your line and then work in that
direction.

"Big things are only little things put together.

"Don't hire Shakespeare to write plays and
then keep him busy addressing envelopes.

"Some things have to be undertaken on faith.
Suppose Columbus had been as weak-kneed as
you are.

"A Prediction — The people will market

celluloid records within two years."

HOLLEMAN DINES SALES FORCE.

(Special to The Talking Machine World.)

Houston, Tex., Jan. 6, 1908.
H. M. HoUeman, president of the Texas Piano
& Phonograph Co., recently entertained the em-
ployes of the company at his residence in Hyde
Park, in order to fittingly mark the close of the
most prosperous year in the history of the house.
A fine musical program was arranged and vari-
ous amusements offered the sixteen guests.

Tetrazzini records continue to hold the center
of the stage for the Universal Talking Machine
Manufacturing Co., for aside from the orders
which every mail brings for her selections, a well
known uptown New York dealer recently pur-
chased eight hundred of her records, to be
shipped at one time. But notwithstanding this
large demand, it is the opinion of Vice-president
McNabb that following the debut of Mme. Tet-
razzini at the Manhattan on the night of Janu-
ary 1.5, this demand will be considerably in-
creased, as iby that time it will be more gener-
ally known what exceptional values her records
are at the prices offered.

Following the stay of the salesmen at their
homes during the holidays, they are now de-
parting for their various fields of conquest. A. T.
Whitbeck has been returned to northern New
York State, John J. Foley will spread Zonophone
tidings in Ohio and S. C. Burns is to renew the
fight in Illinois and Missouri. The remainder of
the force have not as yet been assigned to their
territory, the delay being due to the time re^
quired in their thorough coaching by Traveling
Manager Beekman. With one exception, William
T. Fisher, no additions have been made to the
Universal's traveling force. While Mr. Fisher
has had general experience in handling Vic-
tors and Edisons, it is in southern circles that
he is best known, hence he has been assigned lO
Alabama and Mississippi.

That there are points of merit in the Zono-
phone other than the accuracy of the rej)roduc-
tion, the Universal Talking Machine Co. offer as
proof a circular letter addressed to them which
reads: "I believe that it will pay you to adver-
tise in . The circulation for January

exclusively among the deaf is over 2,000." At
last reports we understand that General Manager
McNabb was "deaf" to the appeal.

JAMES LANDAY CAPTURED BY CUPID.

Leaving New York January 3, Loring Leeds,
eastern sales manager of the Leeds & Catlin Co.,
has returned on the 13th, having made a success-
ful trip.

James Landay, of Landay Bros., the Victor
talking machine distributers, has announced his
marriage engagement. "Jim" has been show-
ered with congratulations since this momentous
event became known. Max is now seriously con-
sidering the same, probably, though he considers
himself adamant against the charms of the bet-
ter sex.

Bi4| Sl^ecial id Rack^

X One Time Offer for Progressive Dealers

^jr To stimulate your interest in Syracuse Wire Kecord
il Racks, we are making a special offer on Style 123, in
100 space size for home use. Regular price of these
fast sellers is $36.00 dozen. ^ During present month
and only in lots of one crate to a dealer, we will ship
h dozen, packed in a crate, for

$15.00 for the Half Dozen

#jr These home racks are fast sellers. Here's a chance
il to niake extra profit. Order from j'our jobber at above
price. If he will not furnish you, we will. Order now -
this offer will not continue.

Syracuse Wire Works

SYRACUSE, Nf.

Canadian Representatives, THE R. S. WILLIAMS & SONS CO., Toronto and Winnipeg

32

THE TALKING MACHINE WORLD.

Patent Applied for

LIBRARY CABINET

For Filing and Cataloguing
Disc Talking Machine Records

A Place for Each Record and Each Record in its Place

The interior arrangement of a 200 Rec-
ord Cabinet is shown in the illustration.

There are two rows of Record Containers
— one for 10-inch Records and one for 12-
inth Records.

For simplifying the filing and locating of
Records, the decimal system is used.

Each row is divided into lu Divisions or
Compartments and each Division is
equipped with 10 Envelope Record Con-
tainers.

The Divisions are numbered from 0 to 19,
and each Container has an Extension Inde.x
Tab numbered consecutively from I) to 190.

Plan of Arrangement of Record Containers
in Cabinet.

10 Inch
Records

12 inch
Records

00

10

30

30

40

50

60

70

80

90

09

19

29

39

49

59

69

79

89

99

0

1

2

3

4

5

6

7

8

9

100

110

130

130

140

150

160

170

180

190

109

119

139

139

149

159

169

179

189

199

10

Ti

12

13

14

15

16

17

18

19

The figures 0 to 19 represent the Divi-
sions and the figures % to '°°/,9o the En-
velope Record Containers.

STYLE No. 611. PRICE $25.00

Capacity 200 Disc Records— 100 10 inch— 100 12 inch. Genuine Quarter Sawed Oak-Tinished

and Polished All Sides.

Height

Width

Depth

A POSITIVE METHOD OF LOCATING ANY DESIRED RECORD.
THE ONLY ABSOLUTE MEANS OF RETURNING A RECORD TO ITS PROPER PLACE.

The Record Containers are made of Extra Heavy Rope Manilla — Hand made and are pivotally

mounted on a continuous rod by means of a metal eyelet.

The Acme of Perfection in Disc Record Cabinets. No loss of time or annoyance in finding
records, thereby increasing the enjoyment of the Talking Machine one hundred fold.

FULL PARTICULARS AND DESCRIPTIVE LITERATURE ON APPLICATION.

^^^^^^^

General Phonograph Supply Co.

57 Warren Street, New York City

THE TALKING MACHINE WORLD.

AN IMPORTANT DECISION

Handed Down by Judge Hough in the U. S.
Circuit Court in the Suit of the Victor Tall<-
ing iVIachine Co. Against W. J. Hoschke and
the Sonora Chime Co. in Which Some Novel
Points Are Emphasized.

As a number of new points were raised in con-
nection with the suit of the Victor Talliing Ma-
chine Co., Camden, N. J., against Wm. J. Hoschke
(Sonora Chime Co.), New York, once more
charging infringement of the Berliner patent,
the full text of the decision is herewith published.
The hearing was before Judge Hough, United
States Circuit Court, southern district of New
York, the opinion being handed down December
27, and is as follows:

"The patent in suit is No. 5.34,543, granted to Ber-
liner ; and the infringement asserted is of Claims 5
and 35 — so frequently before the courts of this cir-
cuit. The rulings which are the foundation of the de-
cision is Victor Talking Machine Co. against Leeds
& Catlin Co., and the contempt proceeding following
affirmance of that decree are about to be reviewed in
the Supreme Court.

"Careful examination of the voluminous record here
submitted strengthens the impression, formed at hear-
ing, that this is an endeavor to escape the necessary
effect of the decisions of the Circuit Court of Appeals
above referred to. While recognizing fully the gravity
of the questions now awaiting decision in the highest
court, and the novelty in that court of at least two
of the questions involved, I am not authorized to in-
dulge in speculations of my own regarding them, but
am bound to follow and apply the decisions controlling
in the courts of this circuit. It is admitted that these
courts have declared the Berliner patent not to have
been anticipated nor abandoned, to be patentable and
not invalidated by prior use, and not to have expired
with the expiration of numerous foreign patents.

"The present assertions are : First, that evidence
is now offered for the first time tending to show that
the Suess Canadian patent (No. 41,901) absolutely ex-
pired six years from the granting thereof, whereby
the patent in suit also expired ; and, second, that while
this circuit has decreed the validity of the Berliner
patent, it has never been called upon to interpret its
scope. The evidence regarding the Suess patent as a
defense is the affidavit of Mr. Walljer of the Canadian
bar declaring that In his opinion the effect of not pay-
ing the second partial fee provided for by the Canadian
Patent Act is to absolutely terminate the patent at the
expiration of six years. . It is admitted that this has
never been the subject of a decision by the Canadian
courts.

"It may well be that this is the universal opinion
of the Canadian bar, but it does not meet the ruling
of Judge Townsend, who held that the duration of the
United States patent is limited by the duration of the
legal term of the foreign patent and is not limited by
any lapse or forfeiture of any portion of said term by
means of any condition subsequent. The non-payment
of the second partial fee under the Canadian act is
clearly a condition subsequent, and the legal term of
a Canadian patent is not six, but eighteen, years. It
may be that such legal term absolutely ends when the
second partial fee is not paid, and that the words
'lapse' or 'forfeiture' would not be used by Canadian
lawyers, and a lease may by its language end for non-
payment of rent or other breach of condition ; but
such termination does not change the original 'legal
term' either of the patent or the lease. Judge Towns-
end's declaration of the law is not a construction of
the Canadian I'atent Act or a declaration of what the
Canadian law on that subject may be, but a statement
of the law of this country as affected by a Canadian
statute, and there is no intimation in his ruling that
the result would have been different had the Canadian
practice appeared to be as it is now declared to be by
the affidavit of Mr. Walker.

"As to defendant's second contention, I do not think
it true that the courts of this circuit have not inter-
preted the scope of the Berliner patent. Judge Hazel
declared that the lateral undulations in (complain-
ant's) record automatically guide or propel the stylus

and diaphragm in its course over the disc, from its
outer circumference toward the center, and the stylus
travels in an apparently direct radial path, while at
tne same instant of time it is pulsated or incited by the
sound waves. This is a description of the method of
operation of complainant's talking machine.

"The principal of operation of complainant's ma-
chine, as declared in the same decision, is the 'l9.teral
vibration of the stylus point and the propelling of the
same over the surface of the record without mechanical
assistance and through the means of the groove alone' ;
such is said to be the primary object of the inventor ;
and again, it is stated that tne 'principle of Berliner's
invention rests upon the practicability of propelling
the stylus in the groove across the surface of the rec-
ord without a feed screw or other mechanism.'

"It has been thus definitely held that Berliner's in-
vention covers the reproduction of sound by means of
a vibrating reproducing stylus, shaped for engagement
with the laterally undulated groove of a sound record,
and free to be vibrated and propelled by the revolving
record itself, without the assistance or guidance of a
feed screw or other mechanism. The stylus of the
patent being engaged with the spirally shaved groove
of a horizontally revolving record, is compelled by such
revolution to move in a radial path toward the center
of disc and spiral, while its contemporaneous contact
with the sides of the disc groove causes a pulsation of
the diaphragm and reproduction of the sound recorded
by indentations or undulations of the groove walls.

"Defendant's machine in every material feature is
complainant's, and so is the disc obtained from de-
fendant for use with that machine. The only difference
between the two machines is, that complainant's has
within its free arm a spring tending to press the stylus
against the inner wall of any groove with which it
may be engaged, and causing arm and stylus, when dis-
engaged from any groove, to pass the stylus point
through the arc of a circle whose radius is the free
arm. This is the distinction upon which defendant
relies. That it is not a feed screw or other equivalent
mechanism seems to me plain.

"If a record be constructed with a groove so wide
that it is not possible for an absolutely free stylus to
engage-jjoth slues of the groove by merely rotating the
groovai' disc, it is shown that complainant's machine
will not reproduce articulate sound, while the de-
fendant's will reproduce the same provided that the
sound record is entirely upon that side of the groove
with which the spring aforesaid compels engagement.
And the result is the same if the disc be constructed
with a wall formed by lowering the plane of the outer
edge of the disc ; such wall is in effect the inner side
of a groove. In other words, the spring enables a
stylus otherwise free to reproduce articulate or musical
sound recorded upon one wall instead of two.

"But it is also true that the spring of defendant's
machine is not strong enough, and evidently not in-
tended to be strong enough, to prevent its use with a
disc record of narrow grooving bearing sound markings
or indentations on both sides of the groove, and with
such records the presence or absence of the spring in
defendant's machine makes no difference, as has been
demonstrated in the presence of counsel. Were defen-
dant selling a machine containing this spring, together
witli wide grooves or wall records with reproducing
indentations only upon the side against which the
spring presses the stylus, it may be that no infringe-
ment would be found ; but when defendant's machine
is used in the same way, with the said disc, and pro-
duces the same effect by the same means, as does com-
plainant's machine, it is an infringement notwithstand-
ing the spring ; and this is what defendant has done,
according to the proof.

"It seems clear, therefore, that defendant has in-
fringed complainant's patented combination, and the
fact that one element in the combination (i. e., the
machine) may be used in combination with articles
bearing no resemblance to the other elements of the
combination as patented cannot make any difference ;
this litigation is not concerned with what defendant
might do, but what he has done. He might perhaps
have avoided infringement by varying his combination ;
so might the defendants in the last case concerning
this patent. An injunction may issue as prayed for."

Horace Pettit appeared for the complainant
and Waldo G. Morse for the defense. When seen
by The World, Wm. G. Hoschke, proprietor of the
Sonora Chime Co., said: "I am satisfied with
the order of the court and will pursue the mat-
ter no further. In other words, I propose to
drop the case absolutely. Years ago Mr. Hoschke

33

was associated with Mr. Paillard, a manufacturer
of music boxes. Paillard made the talking ma-
chines at issue and they were imported from
Switzerland.

TRADE NOTES FROM DETROIT.

The Dullness Existing the Closing Months of
Last Year Rapidly Disappearing — E. P. Ash-
ton's Views on the Business Situation — Grln-
nell Bros.' New Store — Credit Conditions.

(Special to The Talking Machine World.)

Detroit, Mich., Jan. 7, 1908.
The retail talking machine trade was a disap-
pointment in the closing weeks of the year, but
even at that was not as much of a disappoint-
ment as the less sanguine anticipated. The state-
ment is rather paradoxical, but I believe it con-
veys the idea. Secretly they looked for a slump,
although publicly with all proper spirit they
talked otherwise. When they did make the foot-
ings at the bottom of the column and found the
falling off was less than they expected they were
satisfied. All this doesn't mean that business
was far behind Decemher of 1906. The merchant
looks for a certain percentage of increase every
year and that percentage is not up to the mark
as far as the retail trade is concerned. One
dealer, one of the biggest in the talking machine
trade in Detroit, said to-day that the falling off
in retail trade was about 20 per cent. Other
dealers did not give figures so frankly, but it is
fair to assume that the experience of this dealer
can be taken as a fair estimate of the business of
all.

On the contrary the general experience was
that there was a very large increase of wholesale
trade. The dealer who said there was a twenty-
per cent, falling off in the retail trade, also stated
that the wholesale trade thowed an increase of
ninety per cent, over 1906 for the same month.

E. P. Ashton, manager of the American Phono-
graph Co., 106 Woodward avenue, said he be-
lieved that retail trade would only "dub along"
until after the Presidential election. He said
there is nothing unusual in this, as it is the ex-
perience every four years. Sometimes the slack-
ening up is only slight, but it is usually felt in
some degree. Mr. Ashton stated, however, that
the best evidence that the "financial stringency"
so called, is not broad in its effect, is that the
wholesale business, contributed to by the small
towns everywhere, has been steadily increasing.
The only flutter seems to have been felt in the
cities and even there it has not been so marked
but that it might have come at almost any other
time without causing great anxiety, except when
the country was aroused over developments in
the Bast, and prone to attach undue significance
to every shortage.

Kenneth M. Johns, manager of the Columbia
Phonograph Co., 242 Woodward avenue, said that
the Christmas business was very satisfactory and
that the outlook is good. Good reports of holiday
trade also come from the Mazer Phonograph Co.,
45 Michigan avenue.

One of the features of the Grinnell Bros.' new
store building on Woodward avenue, which is
nearing completion, is to be a talking machine
recital hall, where the puiblic will be invited to
listen to all the latest records on the very latest
machines. Collections appear to have been satis-
factory during the holiday season. Mr. Grinnell
said that the money had been coming in -with
very little slackening, in spite of the season
which is usually bad for collections. Mr. Ash-
ton also stated that the "slow" people had been
just a little slower, but that in the main the sea-
son did not affect the collections.

Mr. Ashton, whose business covers a very large
wholesale trade in addition to the big retail
business, dwelt at considerable length on the
credit conditions in Michigan. "Anyone who is
at all clever and wants to beat a man out of his
money, can do so with impunity in Michigan," he
said. "The law in this state does not effectually
protect the dealer. On the retail trade it is all
right, because we have the contracts and can get
goods back by an inexpensive replevin suit, if
the party doesn't pay, but in the wholesale trade,
with open accbunts, there is little protection."

No. 77 Disc Ca^blnet

MR. JOBBER

Place your orders for Record
Cabinets for next year where you
will get the prices and prompt
shipments. We keep a large stock
on hand at all times and will give
you the service you have been look-
ing for.

REMEMBER— Not How Cheap—
But How Good.

See Our Exhibits in January

NEW YORK:

FURNITURE EXPOSITION BUILDING

CHICAGO: Manufacturers' Exhibition Building, 1319 Michigan Avenue

The Cady Cabinet Company

No. Lansing, Mich.

34

THE TALKING MACHINE WORLD.

IT PAYS TO BE AN OPTIMIST.

Interesting Letter from J. N. Blackman in
Which He Records His Business Growth De-
spite the IVloney Flurry — Attitude Toward
Dealers and the Result — Doesn't Pay to Lose
Faith in Ones Self or One's Business.

New York, Jan. 10, 1908.
Edward Lyman Bill, New York:

Dear Mr. Bill — I feel quite sure that you will
be interested in my experience during the recent
financial depression as affecting a talking ma-
chine jobber. I am pleased to be able to say
that the month of November was the first in
which our sales did not show an increase over
the same period the previous year, and the dif-
ference was very small.

In December our gross sales were more than
in 1906, and although the net results will not be
as good on account of increased running ex-
penses and the falling off of retail business, the
fact that we disposed of more goods, I think, is
remarkable, in the face of a situation which has
affected every business, whether articles of lux-
ury or not.

I think the Edison and Victor factories have
shown great wisdom in increasing their adver-
tising, especially when it is known that other
large concerns immediately curtailed in this re-
spect. This no doubt helped the jobber and
dealer more than he can realize, and if they
in turn did their share, I feel sure that they re-
ceived their full benefit.

It has been my policy in the last two months
to run the business just the same as if the times
had been prosperous with everybody, and par-
ticularly to refrain from pressing dealers who
were delinquent on account of business condi-
tions.

We have not pressed any dealer in any case
where we would not have done so at any other
time. This, of course, has required that great
care be used in extending credit, for the jobber
has but one place to get the goods, and cannot
lean on several people as the dealer did who
has been buying from several jobbers.

We have kept our stock up, and this has
enabled us to fill our orders more complete than
we were able to do a year ago, and accordingly
helped us out in sales. I feel sure that business
will show a decided improvement from' now on,
but as the dealer and the jobber work together,
it must be mutual.

The dealer should understand that the jobber
must be paid as fast as possible where accounts
are of long standtng, or in some cases jobbers

will be either forced to press the dealer for
money or let their stock and energy run low, to
the detriment of the business in general.

A number of storekeepers have come to us of
their own accord and placed initial orders to
take up the sale of either Edison or Victor goods.
Other dealers who have been in business are
realizing the advantage of carrying more com-
plete stocks, and are taking advantage of our
offers to help them with a system that will en-
able them to sell and order records with the least
possible trouble.

The jobber or dealer who condemns the busi-
ness in general, or loses faith, will have to make
room for those who see the bright future ahead,
and when they wake up it will be too late. If
the manufacturers who will keep up the good
work in the advertising line and go a little
farther by teaching the jobber and dealer the
most up-to-date methods of handling the talking
machine business, all will soon forget the so-
called "panic of 1907."

If you will publish this letter in the Jan. 15
issue of The Talking Machine World, and it
does nothing but exploit the confidence of a job-
ber who has seen the business grow from noth-
ing, its mission will have been accomplished.
Very sincerely,

J. Newcoaib Black max.

TRADE NOTES FROM COLUMBUS.

steady Betterment in Business Since the 20th
of December — Perry B. Whitsit's Good Re-
port— National Phonograph Salesmen Vis-
itors— Other Items.

(Special to The Talking Machine World.)

Columbus, O., Jan. 11, 1908.

Talking machine dealers report business as
good during the month of December. The re-
ports received from practically all dealers were
very disappointing up until the 20th of the
month, but after that trade opened up with a
rush, and as a result the entire month showed a
nice business.

Perry B. Whitsit Co. report a larger business
during this December than in the corresponding
month last year. Perry B. Whitsit, in a conver-
sation with the world representative, stated that
his company made some nice retail sales just
prior to Christmas, a number of which were
Victrola sales. Mry Whitsit stated that be had
no occasion to complain on the wholesale busi-
ness during the month, but found collections very
hard.

E. F. Ball, of the Ball-Fintze Co., Newark, O.,
was in the city one day this week.

W. H. Snyder, Edison and Victor dealer, says
his business was not what he had expected it to
be up to the 15th of the month, but by doing
some nice newspaper advertising he closed up
the month in good shape.

Sam W. Goldsmith, who represents the Victor
Co. in Ohio, paid two flying visits here during
the month. He spent several days here en route
home for the holidays, and was here one day on
his way to Camden, N. J., where the Victor
salesmen were called together for a week's meet-
ing. Mr. Goldsmith says the Victor Co.'s busi-
ness is ever increasing.
, The Buckeye Talking Machine Co., through j\Ir.
Sims, manager, report business as good during
the past month. This concern have one of the
best locations in the city. This, together with
their handsome and well-appointed salesrooms,
puts them in line to get their share at all times.

The Columbus Piano Co. are enjoying a nice
business with "talkers." They have their spa-
cious salesrooms so arranged that the talking
machine business interferes in no way with their
piano business.

F. L. Fritchey and E. A. Neff, the former the
Indiana and Michigan representative and the
latter the Oklahoma representative of the Na-
tional Phonograph Co., spent Christmas at their
homes in this city. They went to Chicago the 27th
and 28th to attend a meeting of the western
salesmen of their company. Both of the boys
say that the meeting was very beneficial to all
concerned, and that they had a jolly good time.

HIGHER PRICED MACHINES SOLD

in Cincinnati — Dealers Should Sell More
Records from General Catalog — It Pays.

(Special to The Talking Machine World. >

Cincinnati, O., Jan. 9, 1908.

The month of December, while below expecta-
tions of dealers, was a trifle better than Decem-
ber, 1906. Conditions in the financial world,
while no doubt artificial and exaggerated, had
everything to do in preventing the past month
from being at least 50 per cent, ahead of any pre-
vious month in the history of the talking machine
trade. Locallj-, the sales consisted largely of the
higher-priced machines, while in surrounding
towns the medium or middle-priced machines
had the call, indicating, perhaps, the class of
people most directly affected by the recent strin-
gency. The trade, however, is recovering along
with general conditions, and the prospects are
bright for 190S, making up for what the latter
part of 1907 promised but was unable to bring.

The all-pervading spirit — the desire to be "up
to the minute" — has been instrumental in intro-
ducing a feature into the record trade that has
defeated its own end and has been a source of
anything but profit to dealers and jobbers, and
has perpetrated an unintentional injustice upon
the public generally. This evil, lor evil it surely
is, is the confirmed habit of the majority of deal-
ers of selling records from current or recent
supiiements with such regular periodical gusto
as to lead one to believe they have forgotten the
existence of the general catalog. Instead of
making an effort to convince the customer that
the catalog contains thousands of records of the
very choicest selections, the dealer, as a rule, will
point out from one to half a dozen records in
the latest supplement, from which the customer
selects, possibly two or three (the best sellers),
and waits for the appearance of the next supple-
ment for further purchases. The dealer doesn't
see him for a month, and when he does, the same
pi'ocess is gone through with. The customer
never hears some of the world's best records —
doesn't buy them because he knows nothing about
tlioni. The dealer loses sales the year round be-
cause he has overlooked the possibilities of the
catalog. But anybody can see clearly that the
heaviest loser of all is the jobber, who once a
month is bound to be left "holding the bag."
This condition is sufliciently serious to enlist the
altontion of the niauut'acturers: and a suggestion
to the dealers by them might contribute toward
the correction of this general error, with many
good results as a conspq\ience.

NO. 100. DISC RECORD CABINET.
Hold's 2C0 12-iiich Records.
.Ml Quartered Oak or .Soliil MalioRaiiy front and
back. I'-inisli — Golden Oak or Mahogany. AH four
sides rubbed and polished.

Dimensions: Height, Si'/j in.; width, 24 in.; depth,
18 in. Kach division holds three records. Oak and
MahoRany interiors respectively. Shipping weight, 73
poinids, crated.

PRICE, $20.00 LIST

Write fnr l.:ni.'c C'.il.ilne.

^TT We make all styles for disc and
■Jj cylinder records. Low priced, medium
1 1 priced and the finer stuff. CJf Hum-
phrey Cabinets are thoroughly made, finest
workmanship, best finish. Comparison
proves that we give greater value for
the same or less money. Investigate.
<If All disc cabinets equipped with two
needle apartments and an index card for
registering records. Cylinder cabinets
fitted with substantial fibre pegs for keep-
ing records in position.

ORDER FROM YOUR JOBBER

<If if he hasn't Humphrey Cabinets in stock
he can get them for you. We guarantee
immediate shipment. Write for handsome
catalog.

HUMPHREY BOOKCASE CO.

DETROIT. MICH.

THE TALKING MACHINE WORLD.

35

GREATEST OPERATIC ARTISTS OF THE WORLD

Heard Through the Medium of the Columbia Graphophone — A New Catalog That Contains a
Notable List of Grand Opera Records by Artists Who Are Famous Wherever Music Is
Loved — Names That Are iDestined to Win the Immediate Consideration of Music Lovers.

With the increased appreciation of music in
New York we are hearing more celebrated sing-
ers every year, yet, it must not be overlooked,
that there is still an army of very great singers
who appear in the opera houses of Europe, espe-
cially Italy, whose most famous opera house, the
ta Scala at Milan, is the great musical center
of that country. An engagement there is the
climax of a singer's ambition. Once a singer
has a name at La Scala, impresarios of world
wide fame seek the artist, for a more rigid test
of artistic ability, vocal culture and knowledge
of the highest art in music is difHcult to find.
The chorus of La Scala theatre is a very unique
musical institution. Each of its members is
chosen by a special committee of leading musi-

The musical critics in ah parts of Europe and
New York have dwelt upon the remarkable quali-
ties of Bonci's voice, one of them saying:
"There is no singer of the present day who can
give an aria with the dazzling purity, the beauty
of tone and expression that Bonci gives. The
voice is full, rich, sweet and under perfect con-
trol. There are brains behind Bonci's singing
and reiinement and knowledge of his art. He is
a great artist with a God-given voice to build
upon."

It would seem that records of a singer of his
class would be enough of an achievement, but
the list is swollen with the music of other sing-
ers whose fame in Italy amounts to worship.
Zenatello, the great tenor who appears in Bonci's

New York she repeated her tremendous success,
especially in Aida.

Stracciari is engaged for this season at the
Metropolitan, while Sammarco, after an extraor-
dinary successful season at Covent Garden, Lon-
don, is singing at the Manhattan. The famous
baritones Victor Maurel, now singing with the
San Carlo Opera Company, and Antonio Magini
Coletti, together with Oreste Luppi, one of the
world's greatest bassos, will probably complete
the vocal list for the first announcement.

Another singer whose fame is great in Amer-
ica, as well as Italy, now that she has sung in
New York, is Regina Pinkert, soprano. Previous
to the opera season of 1906-1907 she had not been
heard in America, but at her appearance with
Bonci at the initial performance a delighted audi-
ence heard a singer who charmed them at every
passage of the role in which she triumphed. In
the coloratura passages she is always at her best,
and covers herself with glory at each perform-
ance, especially in the staccato which are clear.

DAVID BISPHAM.

M. STRACCIAIil.

JAN KUBEUK.

ALESSANDKO JiONCI.

clans and one must possess superior merits and
special fitness for the work of the ensemble.
Not merely a good voice is required, but the candi-
date must be capable of solo work. Judge, there-
fore, what must be the requirements of the ar-
tists who talie the leading parts. If the chorus
is composed of men and women of such ability,
the "stars" who are as high in the musical
firmament must indeed possess extraordinary
merit.

This explanation is of interest in connection
with the fact that the exclusive control of the
records of many of the great singers of the world
have been secured by the Columbia Phonograph
Co. from the Fonotipia Co., of Milan, at whose
laboratory the records were made, and who have

place at the Manhattan Opera House this season
is another artist who differs from the ordinary
singer of an exalted order. He is a splendid
actor and his future in America is already as-
sured. Zenatello is a self-made man starting
life as an apprentice in a machine shop. He ac-
cumulated enough money to start studying
music; he made rapid progress, and his first
chance came to him while playing at Naples.
The leading tenor of the company became indis-
posed and Zenatello, well aware of his own abil-
ity, stepped forward. The opera was "I Pagli-
acci," and Zenatello as Tonio took the house by
storm and his success was well on its way.
Since that time he has become famous. The
Columbia Co. are pleased at possessing his rec-

pure and bell like. Her records are faithful ex-
amples of her art. While Mme. Pinkert is best
known in Italy she is a great favorite in South
America, France and Spain, being honored by
the governments of the latter countries.

In addition to Russ and Pinkert, two of the
sopranos of first rank, who are to be introduced
to the American public by the Columbia Co., are-
Maria Barrientos and Regina Pacini, while the
records of the contralto, Armida Parsi Pettinella,
will be a revelation to those who love the pure
contralto tone.

Adam Didur, the wonderful basso who has
appeared so successfully in "Faust" and other
operas at the Manhattan Opera House, has made
some strikingly realistic records for the Fono-

M. ZENATELLO. M. SAMMAECO.

given this most valuable and exclusive of privi-
leges to this well-known institution. The origi-
nals have been brought to the United States, and
the work of stamping discs is now going on at
the factory of the American Graphophone Co.,
at Bridgeport, Conn. This means that those fa-
mous singers whose voices have thrilled Europe
and for whom American managers would pay a
king's ransome, will be heard in every city of
the United States through the medium of the
graphophone.

It is only when one thoroughly studies the
opera situation both here and abroad that one
can realize the importance of this move. From
the extended list of operatic singers presented
the Columbia Co. offer only the very best. First
and foremost is that peerless tenor, Alessandro
Bonci, the apostle of il bel canto, who scored
such a decided success at the Manhattan 'Opera
House last year, and who has been engaged by
Manager Conried of the Metropolitan Opera
House for the season which is now under way.

MME. BUSS.

ords, which are said to be faithful and remark-
able in every point of musical excellence.

Amedeo Bassi is another tenor who has suc-
ceeded through the hardest kind of work. He is
famous in the western hemisphere, chiefly in
Buneos Ayres, a most critical musical center.
He has a beautiful voice, and his very wide repe;
tory makes him a great favorite. Bassi was ex-
ploited as a great singer before his appearance
in New York, making the audience which heard
him for the first time in America one which ex-
pected much. Bassi not only did not disappoint
them, but so far exceeded their expectations as
to achieve a complete triumph. The other tenors
are Mario Gil ion and Francisco Vignas.

Giannina Russ is another celebrated singer
who occupies a conspicuous place as one of the
original artists of the Manhattan Opera Co., and
who has revealed a most remarkable talent on
many occasions. With Patti and Tamagno she
has appeared both in Milan and Parigi. This at
once explains her position on the lyric stage. In

MME. PINKERT.

tipia Co. Long before Didur appears in most
American cities his marvelous bass tones will
be heard and appreciated by music lovers every-
where through the enterprise of the Columbia
Co.

Riccardo Stracciari and Mario Sammarco, the
celebrated baritones, have not only triumphed in
every important musical center of Europe, but
in New York, Boston and Chicago, they made a
place for themselves in the hearts of all who
heard them. Their records cover a wide reper-
tory and include some gems of the rarest sort.

A novelty among records are those made by
that great master of the violin, Jan Kubelik, who
has just arrived in this country, on a concert tour.
It is probably well remembered by everyone how
he traveled from Europe to America with his
hands in a huge fur muff, so that those delicate
fingers which have played their way to the high-
est rank would not suffer in the least by ex-
posure to the winter gales of the stormy Atlantic.
Similar care characterizes the performance of

36

THE TALKING MACHINE WORLD.

his records. Later the American public will
be permitted to hear the great tenor, Giuseppe
Anselemi, who has recently signed an exclusive
contract with the Fonotipia Co. and other great
European stars, many of whom will make their
initial bow to the American public through the
records which the Columbia Co. will offer.

RECENTLY ARGUED ON APPEAL.

The case of the New York Phonograph Co.
against S. B. Davega, and over three hundred
other Edison jobbers and dealers in the State,
was argued on appeal recently in the New York
Supreme Court, Appellate division, second de-
partment, in Brooklyn, N. Y. The appeal was
from the six-line opinion of Judge Keogh, in the
Supreme Court of Westchester County, who sus-
tained the findings of the Federal courts. The
National Phonograph Co. are defending suits and
meeting' all disbursements, and the question does
not and will not affect the trade in the least.

HARRY L. MARKER BACK FROM INDIA.

Harry L. Marker, on the laboratory staff of the
Columbia Phonograph Co., general, who recently
returned from making records in India, will
leave for Rio Janeiro, Brazil, January 20.
His work will be confined solely to that country,
and he proposes visiting every town of any size in
that vast territory to obtain native talent for
both music and talking machine records. Mr.
Marker may be away a couple of years.

SIDE LINES
AND MONEY

<J Are you interested in special-
ties— business getters - money
makers that will help out your
regular talking machine trade
by drawing more people to your
store and put more dollars in
your pocket through sales which
you will make ?

C| We presume you are because
business men who are progres-
sive are looking for opportunities
to expand. They do not believe
in the contraction policy.

CJ To use the colloquial ex-
pression we can "put you next"
and "putting" in this case means
that we can place you in touch
with manufacturers of side lines
which you can handle harmoni-
ously in connection with talking
machines.

<j[ The more trade which can be
drawn to your store the better it
will be and there are plenty of
side lines which can be handled
greatly to the profit of regular
dealers.

<j[ We have detailed a member
of the World staff to investigate
this subject carefully and we are
willing to make an interesting
report to any dealer who writes
us asking for information upon
th(; subject. Address all such
correspondence to

Editor Side Line Department

Tbe Talking Machine World

No. 1 Madison Avenue, New York

Amplifying Horns

Finished in the most reliable
manner by the "Baked-On"
process. Made under our
patents.

Horn Cranes

Most easily adjusted and finest in finish.
Made under our patents.

THE TEA TRAY COMPANY OF NEWARK, N. J.

FOUNDED 1867

TIMELY TALKS ON TIMELY TOPICS.

Again the courts have been invoked to enforce
the selling provisions — monopoly, if you please —
of patented articles, and successfully, as usual.
The patents laws, as has been repeatedly pointed
out, have been interpreted on broad lines, giving
the owner of a patent the absolute right to make
his own terms in the disposition of his product.
In the face of this the belief still remains that
if a dealer does not sign an agreement or con-
tract he can evade its terms and conditions.
This is a fallacy, according to the rulings of the
United States 'Circuit Courts, which have suffered
no reversal on review. The latest victim of their
own foolhardiness, if not obstinacy, is a dealer
in Philadelphia, Pa., against whom summary
action has been taken by the courts. Another
flagrant example involves a music dealer in
Iowa, who will doubtless meet the same fate.
The protected price on patented talking machine
merchandise is an established institution, not
only in fact, but law also.-

The quarterly list of records appears to gain
advocates and friends in unexpected quarters.
A plan for establishing a bulletin to appear
every three months, in the meantime issuing
supplementary selections — in popular music, to
be sure — such hits as occur, and that are actual
sellers — is now being inaugurated by one of
the leading manufacturing companies. The main
idea is to avoid the accumulation of dead stock
on the shelves of the dealer, and which has be-
come such a menace that the solution of the
menacing problem is engaging serious thought
on the part of the most intelligent men in .the
trade. Furthermore, in connection with this
proposition it is proposed to limit the general
catalog to 500 numbers, at least 100 of the slow-
est sellers to be discontinued yearly, and that a
system of exchange be installed every six months
to be guaranteed in the contract.

Spoalcing of the rapid accumulation of slow
moving record stock is a reminder, by no means
a fresh discovery, that dealers are prone to neg-
lect the general catalog and depend almost en-
tirely on the promotion and sale of current selec-
tions, whatever their nature may be. This topic
has been discussed before, b\it nevertheless re-
marks apropos thereto, like a motion to adjourn
in parliamentary practice, are always in order,
ilcrc and there a dealer, on hJs own initiative,
has gone through the catalogs of whatever lines
he may ln' handling, chosen what he believed

should sell if properly exploited, and going
ahead in this way, has demonstrated the wisdom
of his business acumen and foresight. Now,
how many dealers are equally wise and fore-
handed? Precious few, unless the information
at hand is totally wrong and misleading. The
usual course pursued is to wait and see what the
manufacturers will do. Some jobbers have got-
ten out special lists of this kind for the benefit of
their dealers, and in every instance they have
proven wonderful stimulants in the sale of rec-
ords whose intrinsic merit and excellence have
been buried and therefore completely overlooked.
In this instance he is best served who helps
himself.

While the Berliner patent is now pending, on
a writ of certiorari, in the United States Su-
preme Court, the lower courts nevertheless seem
to be of the opinion that its validity has been
passed upon to their satisfaction at least. In ex-
pressing this opinion indirectly, at the same time
it is admitted the highest tribunal in the land
may adopt a different course on certain very fine
points of law; or, as the court says, "recognize
fully the granting of the questions now awaiting
decision in the highest court." However that
may be, the latest decision rendered last month
by ,Iudge Hough, a comparatively recent acces-
sion to the bench of the United States Circuit
Court, southern district of New York, in re-
afiirming the adjndication of the United States
Circuit Court of Appeals goes a step further.

The case, reported more fully on another page,
is that of the Victor Talking Machine Co against
the Sonora Chime Co., in which the tension,
elastic or mechanical feed was specifically ruled
upon. A hypothetical sound wave or groove
was erected or constructed as an exhibit only.
It was of abnormal width and it was shown that
by the elastic feed in controversy the needle
could be so controlled as to play on either wall
of the groove, whereas under the Berliner claims
the reproducing point was subject absolutely
to the convolutions of the line. On this conten-
tion the learned judge expressed himself in no
eqiiivocal language when he said that it was not
a question what could be accomplished, but what
had been done, and therefore he again upheld
the validity of the patent and ordered an in-
junction to issue against the infringement as
charged.

Before the next issue of The World the fight

THE TALKING MACHINE WORLD.

37

over the revision of the copyright acts will be in
full swing. Up to the present writing the record
and mechanical instrument manufacturers ap-
pear to have the inside track, and unless a
miracle happens, they will probably win out, or
no legislation will be enacted. The composers
and music publishers are striving hard to have
Congress give them a monopoly, but it does not
look as if they will succeed. In the event of a bill
favoring the publishers is passed, the writer or
composer will be an independent entity and he
can make his own terms with the record manu-
facturers, as the reproductive privileges on
copyright music will be a separate estate. The
reproducers of musical compositions, whether for
talking machine records or perforated music
rolls, as has been made clear, are not averse to
paying royalty fees or charges. They are fight-
ing for an. open, not a closed, market. But how
this can be arrived at legally, unless records or
other devices or methods of reproducing sound
are exempt from copyright restrictions, it is
difficult to say. It is believed the right of law-
ful contract cannot be restricted.

Many experiments have been made to make a
sapphire reproducing point for disc records
with a lateral or zigzag cut, and so far unsuc-
cessfully. It Is claimed this "consummation de-
voutly to be wished" by those interested is near-
ing solution. On the undulating or up-and-down
line, either a cylinder or the disc record, the
sapphire is the only point used, as it has a ball
finish and fits in the groove without injury. The
sharp angles of the lateral sound wave have
hitherto offered an insurmountable obstacle, un-
less the walls are broken down and the record
ruined, as the sapphire is harder than steel and
the wear is trifling, excepting by long usage.
The steel needle, on the other hand, does wear
appreciably, as is well known, hence its adapta-
bility to the zigzag line. The sapphire point
people believe they are close to the discovery or
another development in sound reproduction and
estimate its practical value in large figures; in
short, talk of it as a "big thing."

Commenting on the recent accession of a
number of new members to the roster of the
National Association of Talking Machine Job-
bers, C. V. Henkel, chairman of the press com-
mittee, said: "While we were pleased to re-
ceive the applications of the jobbers in question
for membership in the association, and which
have been favorably acted upon, at the same
time our aim is to have every jobber in the
country join. The association should under-
stand that its executive committee has not
been idle. We have been in correspondence
with each other constantly, exchanging views
on various propositions for the benefit of, and
to further the interests of, the organization.
Naturally the steps so far taken, or the meas-
ures being considered, cannot be revealed or
published until our plans are perfected, as much
as we desire to take the members into our con-
fidence. The dealers should also know that we
are also working in their behalf, as well as that
of the jobbers. As a matter of fact, the dealers
are the distributers — the real backbone of the
trade; they make the money for the manufac-
turer and the jobber, and what concerns them
is of vital regard to the association. This point
cannot be dwelt upon too strongly. -Further, if
anyone — jobber or dealer — has any suggestions
to make for the betterment of the trade, or
of selling conditions in connection therewith, let
him place them in the hands of any member
of the executive committee, and they will re-
ceive due consideration. We invite ideas, and
would be pleased to have the trade's co-opera-
tion in every move we undertake for their im-
provement."

A writer commenting recently upon conditions
in the United States Patent Office says that the
greatest patentee in this country — and that prob-
ably means the greatest in the world — is Thomas
A. Edison. He has rolled up the enormous total
of almost 1,000 patents and shows no inclination

to quit. Ask the Patent Office people who comes
next to Edison and they will tell you that nobody
is within hailing distance of the wizard. A good
many men can count their patents by the score,
and as some of them are much younger than
Edison they may beat him out in time. Up to
the present, however, he deserves the title of the
Great American Patentee. That means a good
deal, for it is undoubtedly a fact that an Ameri-
can will take out a patent on less provocation
than any other man or woman in the world.

TO MAKE WOODEN DIAPHRAGM.

The Indestructible Phonographic Record Co.
Purchase Patent Rights of This Device from
Norcross Phonograph Co. Which They Will
Manufacture.

An important deal was consummated during the
past week whereby the Indestructible Phono-
graphic Record Co., of Albany, N. Y., through B,
F. Philpot, became the purchasers of the patent
rights of the wooden diaphragm invented and
manufactured by the Norcross Phonograph Co., of
New York. It is the intention of the Indestructible
Phonographic Record Co. to manufacture this
specialty on a large scale and push it in a man-
ner that its merits deserve.

It is claimed that by the use of the wood dia-
phragm a distinctive quality is given to the tone,
owing to the fact that wood is the most resilient
of all known substances. This diaphragm is
made by a new and novel process and is a com-
posite of two pieces of very thin wood and two
of cotton stock tissue, all of which is compressed
within a thickness of six--one-thousandths of an
inch. The Indestructible Phonograph Co. are to
be congratulated on securing the patent rights
of this specialty.

THE SOUVENIR POST CARD CRAZE.

The greatest number of souvenir post cards
ever mailed perhaps in any city in the world
passed through the New York Postoffice on Dec.
24. It is estimated by the postmaster that nearly
ten millions of these cards were mailed in New
York, and the sales of one-cent postage stamps
for use on these cards broke all records. One
firm alone turned in 90,000 cards. They were
used not only by private individuals, but by
business houses, thus showing the immense popu-
larity of these cards. On New Year's the New
York Postoffice had to handle another phenom-
enal output of holiday post cards, which was
estimated at almost 6,000,000. Extra men were
put on at the different sub-stations to cope with
the rush. The sale of one-cent stamps for New
Year's did not reach as large a sum as on Christ-
mas, when $90,000 worth were sold.

It is impossible to get any estimate of the
actual number of post cards mailed throughout
the United States, but it is safe to say that the
figures must run into enormous proportions.
These, added to the cards received from all
points in Europe, place the transmission of these
cards in the United States beyond computation.

It is best now to drop the word post card
"craze," inasmuch as the post card has mani-
fested its usefulness in varied ways. The num-
berless improvements in this souvenir field have
given the post card a new position and a new
prestige. It is virtually an industry in which
tremendous capital is invested, and which is
fulfilling an educational and helpful purpose.

A new record for rapid transcription from
graphophones was made in Sears, Roebuck & Co.^
department 159, where graphophones turned out
8,878 lines of finished transcript in one week,
against 5,928 lines of transcript from shorthand.

THE

DIAPHRAGM

The Name Tells What They Do

99

RECORDS PLAY RIGHT

WITH THIS DIAPHRAGM

PRODUCES
FULL
VOLUME

THE TONE
IS

NATURAL

A NEEDED IMPROVEMENT.

/It Great improvements have been made in Talking
Nl Machine Records, resulting in more volume and
better tone.

You cannot get the full benefit of these improvements
unless the Throat of your Talking Machine is perfect. It
is therefore important to improve the Throat of the Talking
Machine as much as possible. The Throat is the Dia-
phragm.

THE IMPROVEMENT ACCOMPLISHED.
^S. After careful experiments a specially prepared Fibre
Diaphragm has been produced that gives the desired
Volume and Tone combined.

THE "PLAYRITE" DIAPHRAGM.
^Sl Records Play Right when this fibre diaphragm is fitted
tI in the speaker, and it is therefore known as the "f^lay-
rite" diaphragm for "The Name Tells What They Do."

' The

Diaphragm Plays

Right, for it produces a Loud, Clear, Natural Tone with-
out blasting or smothering the lighter tones. Vocal Records
sound like the natural voice, and Instrumental Records have
that round, mellow tone that has been sought.
^ To hear a Record played with the "Playrite" dia-
tI phragm means you will want one in your speaker,
and that you will get all the music on the Record hereafter.

ANY DEALER CAN SUPPLY IT.
£j\ Any competent dealer can fit the " Playrite '" Dia-
Nl phragm in a speaker, and satisfaction is guaranteed or
money refunded.

Each "Playrite" Diaphragm has a crosshead riveted to
it, and therefore does away with loose crossheads.
* Playrite" Diaphragm complete with crosshead, 25c. each-

Tie "PI^AYRITE" Diaphragm is made in two sizes to £t Phonograph Repro-
ducers and Victor Exhibition Sound Boxes. State which size is wanted.
Other sizes will be ready soon.

PRICES ARE RESTRICTED. 25c. each with crosshead attached.

FREE SA]VIF»LE

To Dealers or Jobbers who write on business letter
head and specify what machines they handle.

MANUFACTURED BY

BLACKMAN TALKING MACHINE CO.

J. NEWCOMB BLACKMAN, Prop'r.
97 Chambeps Street

MEW YORK

THE TALKING MACHIKE WORLD.

A SQUARE DEAL

Here's WKere AiVe

- >

More Monthly Lists to Kfiep You Stewing
and Guessing and Overstocking

There's just one thing that ails the talking machine business this
minute — record indigestion.

Every dealer knows what it is to have a new lot of 50 records
shoved down his throat once every month regardless of the stock he
may have in his racks.

And every dealer knows it hasjoeen getting worse. Awhile ago
you could count on selling records right through the month, but of
late the tendency has been for the record buyers to buy while the list
is less than two weeks old — and stay away the other two weeks.

Where would this end if someone didn't get out the ginger-bottle ?

If talking machines and records hadn't come to be almost more of
an every-day necessity than a luxury, and if the talking machine
business hadn't been solid and sound, this overstuffing once a month
would have made an operation necessary long ago.

Here you are, adding to your dead stock every month — and still
unable to carry every last one of the newly- announced records that
somebody may come in and call for.

We can tell you where it is going to end, as far as we are concerned —
ifs going to end right here and now.

As manufacturers, we could keep this monthly list business going
indefinitely; and likewise we are probably best able and most willing
to assume all the responsibility of putting an end to it. We know
that, just as we have been the pioneers in this business for twenty
years, it is up to us to be the pioneers now. The burden of forty or
fifty new records every month, with the consequent load of overstock-
ing and deadstocking, is a burden that the dealer knows is getting
more unbearable every month, and we propose to take that burden off
our dealers' shoulders at once, whether anybody else in the trade
follows us or not.

The dealer's prosperity is ours — of course — and the dealer would not
prosper much longer if this one big hole in his cash drawer couldn't
be stoppered.

We know we are right.

We believe the jobbers and dealers know it too.

Columbia PKono^i

TRIBUNE BUIU

Columbia Disc and Cylinder liecords fit any Talking Machine

THE TALKING MACHINE WORLD.

39

1.

4.

R THE DEALER

tKe One Bi^ LeaK

Supplements Will Be Issued Quarterly and only
the ''Hits" and Big Sellers Between Times

So here's what we are going to do :
Cut out the monthly Hsts.

Issue a condensed hst every three months — March
1st, June 1st, September 1st and December 1st.
Issue complete catalogues twice a year.
Announce new records of the big hits as fast as they
appear— anfi? you can place them on sale as soon
as you likey without looking at the date on the
calendar.

The records in the quarterly list will include those big hits and also
whatever new records have been made during the quarter; but every
record in that quarterly list will be a sure seller. No record will
ever get by our record committee unless that one point is settled for
certain.

This way you'll get the attention of record buyers every time a
record is announced — and what's more you will have the records
ready for him.

After this has happened once or twice and the record buyer realizes
that there is no reason why he should do all his record buying around
the 26th of the month, you will have him coming into the store every
time he wants something new.

And ' ' something new ' ' only means something new to him. You
have a regular list of hundreds of records which are new to him and
which are 100 per cent, better in every way than many of those in
the monthly lists — and it's going to be the easiest thing in the
world to sell him out of your regular list — and satisfy him better
than you ever did before.

You will have him coming in whenever he has money to spend
— that will be the outcome of it.

And that's the natural, legitimate and profitable way to sell records.
If you find yourself tempted to express your opinion, or if any
questions occur to you, your letter will be welcomed at this office.

Company, Gen*l

NEW YORH

e It sound almost as good as the Columbia Graphophone

40

THE TALKING MACHINE WORLD.

TRADE HAPPENINGS IN PHILADELPHIA.

Notwithstanding Slump Dealers and Jobbers Are in Good Spirits — Exchange Proposition Dis-
cussed— 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 Be-
comes 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 sec-
tion, after summing up the reports for the en-
tire year, have found, perhaps to their own
surprise, notwithstanding the slump in Novem-
ber 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 Philadel-
phia 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 pour-
ing into the factories to make up the deficit.
Among the subjects of trade interest now being
discussed in "talker" circles here is the ex-
change 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 in-
stead 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 competi-
tion, the worst feature of which is that in very
many instances undesirable and unreliable per-
sons 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 undesira-
ble 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 exam-
ple, 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- ad-
vertising, etc.; fourth, and perhaps most impor-
tant, though a natural result from the above,
better credit conditions. Now as to the unlim-
ited competition. It does seem to me that some-
thing 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 num-
ber 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 an-
other 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 manu-
facturers lose money, for the dealers get dis-
gusted 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 ac-
tion, and the only way I can see such a result
can be accomplished is by the manufacturer tak-
ing'the matter in hand."

In glancing over the list of members of the
National Association of Talking Machine Job-
bers The World was surprised to note that out-
side of the Philadelphia houses the eastern Penn-
sylvania 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 organi-
zations, and it Is the duty of every self-respect-
ing 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 advance-
ment 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 busi-
ness for December as in excess of all anticipa-
tions, 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 ten-
cent stores in all parts of the country, is presi-
dent, 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 busi-
ness is destined not only to maintain but in-
crease 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 re-
gard 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

THE TALKING MACHINE WORLD.

41

lyra
Phonograph

190S MODEL

STRONG SPRING
NEW ANTI-SLIPPING DEVICE
REINFORCED BASE

SOLD AT REDUCED PRICES

A Great Seller

Profitable as a Side Line

American Vest Pocket ^
Cigar Lighter

CI[ Automatic, Strongly Made Outfit, ac-
companied by Bottle of Alcohol, packed
in neat box. Sells at popular price. 100
per cent, profit.

SF^ARE F»ARXS FOR ALL DENHAIVI PHONOGRAPHS

Large
Stock
Always

on
Hand

Orders
FUled
Promptly

Orders

for
Spare
Parts
Must be
Accom-
panied
by Cash

No. (Price Each) No.

IB. Base, colored ifO.T.j 21.

In. Base, nickelled 1.2r> 22.

2. Milled Screw for Levelling. . . O.j

3. Clockwork complete 60 28.

4. Key for Clockwoi-K U.5

5. Fastening Screws for Clockwork. ... ( . 24.

6. Metal Washers tor these Screws. .. . ) .<>."j 2.5.

7. Six-Faced Nnts for Works 02 26.

8. Side Plate for Clockwork 15 27.

9. Side Plate with Four I'iers 20 28.

10. Ratchet Wheel 1.3 29:

11. First Cog Wheel 10 30.

12. Second Cog Wheel 10 31.

13. Main Spring 30 32.

14. Motor Cover 03 33.

l."i. Regulator Screw 02 34.

16. Friction Spring- for Regulator 03 33.

17. Metal ATasher for same 01 36.

19. Governor complete, nickelled .55 37.

NOTK.— Nos. IS. 20, 411, 43. 44, 4.J, 40, .51, 52, 56, 57
place helt.

(Price Each)

Governor Balls, nickelled .fO.Oo

Screws for Governor Balls (with

Washers) 02

Governoi' Shaft, Pinion and I'ullev

Wheel 20

Governor Spring 03

Six- Faced Nut for Governor 03

Friction Wheel for Governor 05

Screws for 16, 29, 42 ... .01

Metal Point for 23 02

Start and Stop Lever 05

Metal Washer for same 01

Spiral Spring for same 01

Belt Guard 05

Screws for same 01

Pulley Wheel 1 Belt

Screw for same [Tension .05

Shaft for same ( Wheel

Metal Washer for same ■ • ■ J complete

58, 59, not in stock and represent parts no Ion,

No. (Price

3S. Belt (Skein)

39. Mandrel

41. Mandrel for Inter size

42. " Shaft (axle)

47. Upright Stem for Nickelled Horn...,

48. " " •• Flower Horn

49. " •■ " Aluminum Horn...

49n. Aluminum Horn

tyii. Nickelled "

49c. Flower Horn

50. Cap with Reproducing Point ....

53. Siiring for 4fla

54. Horn Support fur 4'.ia

55. Reproducer complete

(jo. Cement for attach. Reproducer Caps,
per bottle

(il. Grand Opera Reproducer, large . .

used. Strong black thread can be used to

Each)
.05
.25

.05
.05
.1)5
.05
.40
.25
.50
.15
.02
.03

.30

.15
.45

Cabinet
Phonograph

190S MODEL

Spun Aluminum Horn.
Powerful Spring. Finely
Grained Oak Cabinet with
Cover.

SAMPLE MACHINE
$3.50 CASH WITH
ORDER.

Premier

Phonograph

1908 MODEL

<I| Large Flower Horn-
Powerful Motor. Reinforced
Base. New Anti-SIipping
Device. New Grand Opera
Reproducer.

tif Large and Small Repro-
ducer Supplied with each
Machine.

SAMPLE MACHINE
$2.00 CASH WITH
ORDER

Send lor our 1908 CataUgue ol Novelties. Toys, Etc., Etc. Write lor inlor-
matlon About Our New Scheme for Increasing Your Sales Without Cost.

Immediate Deliveries in Any Quantity (]|

THE EDWIN A. DENHAM COMPANY, Inc.

498-500 BROADWAY, NEW YORK

BERLIM

CHICAGO

SAIM FRANCISCO

42

THE TALKING MACHINE WORLD.

As predicted, tlie new song, "Ev'ry Ship Will
Find a Harbor," published by Weymann & Son,
was one of the big hits in the January list of
Edison records, in accordance with which this
company have been besieged with orders for
copies from dealers all over the country. But
why just dabble with sheet music? Why not
put in a first-class, up-to-date assortment? There
is a good opening for it, and the profit satisfying.

Adolf Weiss, of the Western Talking Machine
Co., welcomed The World man with outstretched
hands, backed up by that well-known inscrutable
smile of his, and when asked how things were in
his line expressed himself as having no com-
plaint to offer in any quarter, but finally waxed
enthusiasm over the new batch of Edison Feb-
ruary records. The nine new ones sung by
Harry Lauder, the well-known Scotch comedian,
being voted by him the best ever.

TRADE NEWS FROM THE GOLDEN GATE

Business Picking Up Splendidly for the Past
Couple of Weeks — Manager McCarthy Chats
of the Growth of the Sherman, Clay Busi-
ness— Other Houses Also Make Good Show-
ing— That Talking Machine Luncheon — A
Yokohama Dealer Bound East.

(Special to The T.nlking Machine World.)

San Francisco, Cal., Jan. 4, 1908.
The way things picked up in the talking ma-
chine line during the last few weeks of the year
was a distinct surprise to all the dealers, for
while talking machines sold fairly well all sea-
son, and at least part of the time made a better
showing than any line of musical goods, they
were moving quite slowly during the early part
of December. During the brief holiday sea.son,
however, they took a spurt, and in many of the
stores brought the holiday business ahead of
last year.

A. J. McCarthy, manager of Sherman, Clay &
Co.'s talking machine department, says that the
year ended in fine style, and the December busi-
ness was the largest in the history of the house.
In Oakland the number of machines sold was
nearly 25 per cent, greater than the same month
a year ago. In San Francisco the number sold
was about the same, but the grade of instruments
was far better than ever before. The house has
formerly not been fully supplied with Victrolas,
on which the demand has been rapidly growing,
but on receipt of a straight carload of them a
few weeks ago, they were extensively advertised,
with the result that they were in unprecedented
demand. This advertising also roused a good deal

of country demand and orders have been steadily
coming in to the wholesale department from dis-
tricts which have not known of the Victrola be-
fore. Sherman, Clay & Co. will soon hegin giving
Victrola concerts in the new Recital Hall every
afternoon. One significant fact is that twice as
many machines were sold at the new store as
on Van Ness avenue.

Other houses also -report a fine showing in the
talking machine departments. Benj. Curtaz &
Son have had a big run on Victor machines, and
this department in Clark Wise & Co.'s store has
been more profitable for the past month than
any other. Kohler & Chase are taking an in-
ventory of their department and are about
cleaned out on some lines. Mr. Miller, manager
of the San Francisco talking machine depart-
ment, is surprised at the demand for Star goods
and reports continued activity on the Edison line.

The Columbia Phonograph Co. have made no
notable changes of late, but everything is run-
ning smoothly, and the business has shown the
same increase which has been seen elsewhere.
The Oakland store has made a particularly en-
viable holiday record.

Someone last week sent out cards to all the
talking-machine men in San Francisco, announc-
ing a "talking-machine luncheon" to be held on
Thursday at a local restaurant. Nothing was
known definitely about the matter, and princi-
pally out of curiosity most of the dealers attend-
ed. The result was a good-sized gathering, and a
profitable interchange of views on matters of
business. The affair proved so successful that a
similar luncheon will be held every Thursday
hereafter and much gain is expected to result
from the better understanding that will be
brought about by these meetings.

Peter Bacigalupi states that the wholesale
business is dull with collections very slow, espe-
cially from the larger houses. His retail store on
Fillmore street has started in well for the holi-
day trade, though it is hardly as busy at last
Christmas.

F. W. Home, of Yokohama, the largest Colum-
bia dealer of Jap^n, passed through San Fran-
cisco last week on his way to New York. He in-
tends to remain in this country two years on a
vacation, after many years of work in the Orient.
He is one of the largest importers of American
machinery in Japan, and several years ago be-
came interested in the graphophone, placing a
large order with W. S. Gray on his first trip to
that country. His business has grown rapidly,
the monthly purchases during the past year
averaging as much as a whole year's business at
the start.

In the bulletin of the local office of the Colum-
bia Phonograph Co. this month is a letter in
cipher, which consists almost entirely of numbers
of Columhia records, the titles of which, when
put together, make a connected discourse. This
is a good test of the familiarity of the salesmen
with the goods they handle.

THE NATIONAL PHONOGRAPH CO.

Discuss Trade Conditions in so Far as it Ef-
fected Them During the Past Two Months —
Only Temporary Falling Off Which Is Fast
Being Made Up — Some Facts Which Show
,the Health and Energy of the Industry.

"It would be idle to say that our business has
not been affected by the conditions of affairs
during the past two months," states the National
Phonograph Co., "and yet we 'can honestly ex-
press our surprise that it has not been greater,
considering the noise that has been made about
the money market and business matters in gen-
eral. The volume of our business was less in
November and December than it would have been
had money been plentiful, but we only regard
the falling off as temporary, fully believing that
the loss will be more than made up before
March 1.

"Our sales and shipments of phonographs and
records during November and December were
much larger than in 1906, but only about 75 per
cent, of what they should have been. The usual
number of jobbers" discounted their statements
due Nov. 1 and Dec. 1. The business that we did
in November and December would have been
considered as enormous eighteen months ago.
We confess to a feeling of surprise that so
much fuss was made about trade conditions in
November and December.

"It is true that we cut down our factory force
and decreased the production of phonographs and
records, but neither of these would have been
possible had we not accumulated a surplus stock
during the summer that, because of the new
equipment, had not yet moved. Since Decem-
ber 1 orders for phonographs and records have
shown a steady and decided increase in number
and size, and orders to cancel or defer shipment
have ceased.

"We have been putting on hands right through
December, and a large number of those laid off
a month before are now working as if nothing
had happened. Our stock of surplus machines is
practically used up, so that we shall be compelled
early in January to resume the full schedule of
production in order to keep pace with the de-
mands of the trade."

IMPORTANT NOTICE TO THE TRADE.

On December 14th I mailed labels for January and February, 1908, to those who subscribed. Did you? If not, fill in order below at
once.

Dealers' net prices for Rapke Labels (Numbers with titles) as carried in stock for all Records — For Edison Records or Columbia X. P.
Records Set to end of year 1906, $3.50 per set. Set for the year 1907, $1.20 per year. For any month in year 1907 or 1908, 12c. per month.

Labels for all Foreign Records in Edison Catalogues are kept up to date. Price of each new issue of foreign selections is based at the
rate of 10 labels for five cents. Sets of Foreign Labels are carried in stock.

Numbers without titles for Edison Records (Domestic) are carried in stock: the price of complete set from No. 2 to the end of year
1908 is $2.75. Price for the year 1908 is $1.00.

When ordering labels, trays or other specialties of mine, please enclose
remitta'nce as it is IMPOSSIBLE for me to open accounts.
A Happy and Prosperous New Year, from yours

Very truly,

MR. PHONOGRAPH DEALER

Take Me With You in
Your Dreams.

TEAR OFF HERE AND MAIL TO VICTOR H. RAPKE. 1661 SECOND AVE.. NEW YORK CITY.

ORDER BLANK FOR RAPKE LABELS

For the Year 1908.

Kiu-losed find lor one year's subscriptioii of K'apke Labels for lulisoii

Aiiicricaii KV'cords, wliic-h may be issued during the >oar lUdS.

Mail to this .\ddross :

9754

Exiu l .Size o/ Kapki- l.iilifl.

Nil 111 e .

City or Town .
Street

Count »•.

Stntf

If X. p. Isabels arc wiinted. strike out Eili.\oii oiul iiuirk X. P.

THE TALKING MACHINE WORLD.

43

MIRAPHONE

Combination
Music Box and
Talking Machine

In every respect a
superior instrument
Musically and
Mechanically,
Giving you and
your customers
splendid value. J-

Write for Catalogue, Terms and Trices

Jacot Music Box Co*

No, 39 Union Square, New York

STATUS OF COPYRIGHT BILL.

Changes Since Last iVlonth — Bills Introduced by
Senators Smoot and Kittredge Whicln Op-
pose and Support Contentions of Publisliers
— Hearings on Bills Will be Only for Those
Who Can Present Something New — Petitions
For and Against Various Bills.

(Special to The Talking Machine World.)

Washington, D. C, Jan. 13, 1908.
Since the last issue of The World, containing
pertinent sections of the Currier bill (H. R.
243), introduced Dec. 2, Senator Smoot, chair-
man of the Senate Patents Committee, brought
his bill (S, 2499) before the upper house, and
which is of the same tenor and purport, possibly
more explicit, as the House measure. Both re-
^flect the views of the record manufacturers, and
other devices for the reproduction of music.
Within a day or two of the Smoot bill's appear-
ance, Senator Kittredge, still a member of the Pat-
ents Committee, introduced a bill of about the
same nature as the one bearing his name in the
Fifty-ninth Congress, taking the opposite posi-
tion to that assumed by the Smoot and Currier
bills.

The House Committee on Patents met Wednes-
day last, but took no action on the pending copy-
right bill. Some matters affecting patent legis-
lation were discussed, but the decision was
reached not to take up the copyright measure
until after the new members of the committee
shall have had time to read the voluminous testi-
mony already taken.

Chairman Currier, of the House Committee, on
the same day informed a representative of The
World that no decision has been reached to hold
hearings, that hearings will not in any event be
held for several weeks, and that the sentiment of
the committee is opposed to hearings unless those
desirous of being heard have something new to
present or argue. Other members of the com-
mittee express the same views. The older mem-
bers of the committee are thoroughly familiar
with the pros an,d cons of the copyright situa-
tion and the newer members have as much as
they can well handle to digest the mass of testi-
mony already adduced.

There is a vacancy on the Senate Committee,
caused by the death of Senator Mallory, that
has not been filled. As the committee now
stands it is divided about evenly on the copy-
right question — that is on the main point around
which there has been a struggle, the contest
between the music composers and the record and
mechanical instrument manufacturers. Two
members favor the Smoot and Currier bills, three

favor the Kittredge bill, while Senator Branda-
gee. the new member of the committee, is set
down as doubtful at present. Senator Mallory
was for the Smoot-Currier idea, and it is prob-
able that his Democratic successor on the com-
mittee will follow his example. This would
make the committee stand 3 to 3, with one doubt-
ful, with the chances favoring a 4 to 3 com-
mittee vote in favor of the Smoot bill.

Congress is deluged with petitions both for
and against all three of the principal pending
bills, and there have been hundreds of protests
against one feature or another of each meaeure.
It becomes apparent as the days pass that it
will be about as difficult to get a satisfactory
copyright law as it would be to obtain tariff
legislation. One difficulty about the pending
schemes is that each of the measures undertakes
to cover the whole field of copyright thought,
and just as many schedules in a general tariff
bill affect many separate interests, so the scores
of branches of the copyright bills now pending
open up wide fields for opposition from one in-
terest or another. The greatest fight is between
the publishers, composers, record manufacturers
and their allies, but other interests are also be-
coming entangled.

Members of the two patent committees will try
to obtain action upon the copyright measures,
but there must be public pressure to secure ac-
tion and many present differences will have to
be bridged before there can be agreement. Vari-
ous leagues devoted to one or another phase of
copyright are vigorously opposing certain fea-
tures of the bills, and there are even strong dec-
larations reaching members that certain affected
interests would prefer no copyright' legislation
to some of the items in the pending bills.

One of the most prominent men in Congress
said to-day: "The trouble seems to be that this
is primarily a bill in the interest of the publish-
ing interests." He said that certain desired
amendments of the existing law could be made
with only a few lines of added legislation, but
that the publishing interests wanted an entirely
new law, so sweeping in many respects, that
numerous other important interests were jeopar-
dized.

Some careful observers would not be surprised
to see the whole scheme of a new copyright law
fail. Sentiment in both Houses is becoming as
much split up over copyright legislation as among
the various interests affected by its provisions.
It looks now as if the whole matter will have
to be very strongly urged by public sentiment to
procure legislation at this session and as if it
will all have to be fought out upon the floor
before results can be accomplished.

On January 9 Representative Barchfeld, from
one of the Pittsburg, Pa., districts, introduced the
Kittredge bill in the House. Mr. Barchfeld will
be remembered as filing a minority report
against the Currier bill during the closing days
of the last session.

BLACKMAN'S EXPANDING BUSINESS.

Secures Additional Wareroom Space Which
Gives Him Immense Facilities.

J. Newcomb Blackman, proprietor of the Black-
man Talking Machine Co., 97 Chambers street,
has just secured a long lease on the wareroom
property directly in the rear of his present es-
tablishment. This will give Mr. Blackman ware-
room space running from Chambers street
through to Reade street, three floors, 30 x 200
feet.

This announcement will emphasize in the strong-
est possible manner the growth of the Blackman
business, and shows the possibilities of the talk-
ing machine trade when there is well-directed
energy behind the enterprise.

THE SPAULDING LINEN FIBER HORN.

The latest to seek favor in the line of talking
machine horns is the Spaulding linen fiber horn,
for which is claimed the ability to reproduce the
human voice in the natural manner without a
suggestion of metallic quality to the sound. The
horns are made by J. Spaulding & Sons Co.,
Rochester, N. H., and are of linen fiber in one
piece, without joints or seams. The new Spauld-
ing horn is handsomely finished in mahogany,
oaK and black enamel, and is claimed to be prac-
tically indestructible. In order to introduce the
horn the manufacturers have issued a folder de-
scribing the horn, its construction and interest-
ing features, and have arranged to have the job-
ber's name printed on the last page, thus giving
the advertising an added value. The linen fiber
hovn has been well spoken of by those authorities
on talking machine acoustics who have heard it
used in reproducing, and dealers will no doubt
find a ready sale for the horn if stocked.

Geo. G. Blackman made a very good trip
through Pennsylvania early in the month for the
Blackman Talking Machine Co., of New York.

A fortnight since a delegation of Mexican talk-
ing machine men, with their wives and an in-
terpreter, called upon Walter Stevens at the New
York office of the National Phonograph Co., of
whose export department he is the capable
manager.

Wholesale Traveler Wanted

Experienced man, thoroughly familiar with the
Talking Machine Trade, to travel in the interest
of large Philadelphia Jobbing House. State ex-
perience in full, age, complete references, and
salary or commission basis desired. Address
"H. S.," Talking Machine World, Madison ave-
nue. New York.

Manager Will Make Change

The manager of the Talking Machine Depart-
ment of a Southern Victor Jobber desires to
make a change within the next sixty days. Rea-
sons for wanting to make the change can be
given on request. Address "N. E.," care Talking
Machine World, 1 Madison avenue, N. Y. City.

WANTED

Edison Phonographs, Victor Talking Machines,
old or new, single or in any quantities; must be
cheap for spot cash. Send full particulars at
once to "Buyer," Box 72, care Talking Machine
World, 1 Madison avenue. New York.

"Talker" Salesmen Wanted

Wanted : Several experienced talking
machine salesmen. State experience and
compensation expected. Address "P.,"
care of Talking Machine World, New
York City.

44

THE TALKING JIACHINE WORLD.

Important Trade Announcement

We are

Sole United States Distributors

for the
Original Genuine

PETMECKY

Multi NEEDLES Tone

/T^E earnestly advise DISTRIBUTORS, JOBBERS
\\\ and DEALERS, who stock PETMECKY
NEEDLES to communicate to us the quantity of
PETMECKY NEEDLES they have on hand and avoid
delays, etc., incident to this change.

Territory Contracts Made

(J Free Samples, Testimonials, Prices and Yellow and Black
Display Cards sent on request.

Prompt Shipments Guaranteed

Talking Machine Accessories Co.

= Limited ===

io8 LEONARD STREET, NEW YORK

THE TALKING MACHINE WORLD.

45

NEWS FROM THE EMERALD ISLE.

An Interesting Budget from T. Edens Osborne
Who Chats on a Number of Things.

(Special to The Talking- Machine World.)

Belfast, Ireland, Jan. 2, 1908.
Business in "talkers" during the first three
weeks of December was most disappointing so
far as . phonographs were concerned, but the en-
tire month was a record one as regards the out-
put of gramophones, especially the quick-selling
"Monarch," at £7. 10s., which has had a phenom-
enal sale. The New "Bijou Grand" alluded to in
last month's notes, has attracted much attention
and has been locally voted the ne plus ultra
of household entertainers. The Lady Mayoress,
the Countess of Shaftesbury, visited Mr. T.
Edens Osborne's salon specially to hear this de-
lightful instrument and her Ladyship, whose
amiability and lovable disposition have endeared
her to our citizens, graciously expressed herself
charmed with its truly marvelous reproduction
of the dulcet voice of Melba, Patti and other
celebrities.

The most expensive "talker" now on the mar-
ket is the new elaborately carved oak (Flemish
style) auxeto-gramophone, the lowest sale price
of which is £110 and Mr. Osiborne possesses the
only one in North of Ireland (probably in the
whole of Ireland). It came to hand early in
December since when its ornate appearance and
beauty of design have been the theme of many
a tete a tete in the drawing-room, boudoir and
club.

"See Naples and then die" (Vedi Napoli e pori
moii!) so freqtlently quoted should be- forgotten
and the expression "Hear the gramophone and
live" substituted. The sale of phonographs and
records during the week immediately preceding
(jhristmas was enormous and taxed the capacities
of Mr. Osbome's efficient staff of assistants. Gen-
uine Edison products still "keep the lead," but
"sterling" records are very popular and quick
sellers. Zonophone discs are still booming and
there is always a steady demand for Odeon
double-sided records, the band selections of the
latter make being prime favorites. The best
ledger accounts however are with gramophone
buyers. In Octo'ber Mr. Osborne sold a gramo-
phone to a private customer. Within six weeks
the machine and records supplied to said cus-
tomer amounted to over £100 and he has on
Ms books several customers who have been buy-
ing over £100 worth of talking machine goods
annually since 1905.

The good news that Madame Tetrazzini had
made a number of records for the gramophone
Co., London, was hailed with delight by local
users of disc machines who look forward with
pleasurable anticipation to the end of January
when the said company hope to place these
records on the market.

Considering the sensation which this famous
cantatrice has recently created at Covent Gar-
den, London, the sale of the Tetrazzini records
is sure to be phenomenally large. Mr. Osborne
has already placed his order with the gramo-
phone company for a supply of them.

HUMPHREY'S CHEERY REPORT.

Biggest Record Cabinet Trade in Four Years
Reported by Humphrey Bookcase Co.

Decidedly gratified is the Humphrey Bookcase
Co. with the rapid growth of their record cabinet
business during the past year. An increase over
1906 of more than 50 per cent, is reported. The
Humphrey policy of making a complete line for
both cylinder and disc records, and giving exclu-
sive agencies to jobbers throughout the country
is bearing fruit.

The following excerpt, taken from a letter just
received from a leading eastern jobber, is typi-
cal: "We are more than delighted with results
since we began handling the Humphrey line ex-
clusively. Our salesmen have had less trouble
in meeting competition and find it much easier
work talking the Humphrey line exclusively.
Our trade has been larger than ever, and the en-

closed order will indicate what we look forward
to for 1908."

The Humphrey Bookcase Co. state that they
have under way a new low-priced cabinet which
will make everybody sit up and take notice! De-
tails of this new cabinet will be announced in
the near future.

INCREASING FACTORY FORCES.

With the first weeks of the year, inventory has
been engaging the attention of jobbers, dealers
and manufacturers. Naturally business is quiet,
and its improvement in any strength is not
looked for until after the middle of the month.
The manufacturers state they are making prepa-
rations to increase their factory forces, as they
look for a brisk demand for records, machines
and general requisites at an early date. The
Western reports are of a more encouraging tenor
than those coming from Eastern points. The
South and Southwest are about holding their
own, judging from orders in the hands of jobbers
doing business beyond the confines of their im-
mediate territory. Monetary affairs are rapidly
clearing up, collections have improved, and
banks are again in a way to extend their usual
facilities in handling accounts. For this relief
the thanks are 'deep and profound.

to 19, and each container has an extension index
tab numbered consecutively from 0 to 199.

The Eureka (meaning "I have found it") Lib-
rary Cabinet is the invention of C. V. Henkel,
president of the General Phonograph Supply Co.,
after years of work. The individual record con-
tainer is permanently mounted on a metal rod
passing through each envelope. Each container
provides a separate and definite plan for every
disc, affording absolute protection against dust
and dirt and thus prolonging the life of the
record. The operation of this clever device is
detailed in the advertisement of the General
Phonograph Supply Co., on another page. The
company appear to have made a tenstrike with
their various exclusive specialties.

A FEW WORLD BRIEFLETS.

J. Victor Costran, of Buenos Ayres, Argentina,
S.' A., who has been in New York for a month and
more, expects to take his departure for home in a
few days. He goes via Europe in order to make
the speediest time and have a comfortable
voyage. While in the States Mr. Costran has been
the recipient of many courtesies.

A CHANCE TO MAKE MONEY.

The announcement of the Syracuse Wire Works
in another part of The World is worthy the at-
tention of the trade, inasmuch as they make an
offer, the acceptance of which will mean a sav-
ing of money for all interested. Their style 123
rack is much in vogue among the dealers who
sell a great many of the small sizes for home
use, and the fact that it is offered at a special
price will enable the trade to clear quite a little
money on this venture.

This subject of diaphragms has been given very
careful consideration and a number of experi-
ments made by J. Newcomb Blackman, proprietor
of the Blackman Talking Machine Co., which has
resulted in his putting on the market the "Play-
rite" diaphragm. Mr. Blackman says "the name
tells what they do."

Goods to the value of $20,000 go in a single
shipment to the Argentine, S. A., this month via
the export department of the Columbia Phono-
graph Co., General.

THE EUREKA HBRARY CABINET.

In the Eureka' Library Cabinet for filing and
cataloging disc records, there are two rows of
record containers — one for 10-inch records and
one for 12-inch records. For simplifying the fil-
ing and locating of records, the decimal system
is used. Each row is divided into ten divisions,
and each division is equipped with ten envelope
containers. The divisions are numbered from 0

New Year's eve the Columbia Minstrels, an or-
ganization of the laboratory artists, rendered an
excellent program at the Crescent Club smoker.
The following were in the company: Jim Devins,
Ed. Meeker, John Forsman, Peter LeMar, Arthur
Collins, Geo. Gilibert, Byron G. Harlan, Steve
Porter, William Redmond and Vess L. Ossman.

The Columbia Phonograph Co., General, have
just brought out two of the best numbers in
"The Merry Widow," the operetta that is en-
trancing Europe and America, namely, the fa-
mous waltz and "Maxim's." They are on the 12-
inch disc records and are considered excellent.

THE MAN WITH THE GOODS
THE WHITE BLACKMAN

A COMPLETE RECORD STOCK DRAWS THE TRADE.

<ir You know that, Mr. Dealer, for )ou will favor the Jobber who has the goods.
It costs no more but you are able to fill your orders. Don't wait until your
customer asks for certain records. Keep a full stock or next time he may call
on the fellow who does.

TO KEEP A FULL STOCK,^ORDER FROM BLACKMAN.
<lf How many Jobbers can offer you a full stock of EDISON or VICTOR
goods and how many of those few can equal BLACKMAN'S service.
<]f Don't rely too much on the worn out claim that "Mr. Edison or Victor Job-
ber, can give the best service on his "Exclusive Line."

ONE ORDER FOR WHAT YOUjWANT.
The delay and extra expense of making up TWO orders for some EDISON
and VICTC3r records you want must be considered. Why not make it ONE
order and send it to BLACKMAN ? It will save you time and money and the
results will give you the "BLACKMAN HABIT."

BE ALIVE, DON'T LET THE OTHER FELLOW BURY yOU.
<]f We have a number of ideas that will HELP YOU to be more ALIVE, and
GET MORE PROFIT on Edison or Victor goods. Blackman is not satisfied
to simply sell vou goods, but wants to help you sell them, so you will KEEP
BUYING.

Let us have a talk on Improvements. Tell us what you want to do and
perhaps we can give you some good ideas.

YOURS FOR THE GOODS

BLACKMAN TALKING MACHINE CO.

J. NEWCOMB BLACKMAN, Prop'r. "THE WHITE BLACKMAN"

9T CHAMBERS ST. NEW YORK

EVERYTHING FOR EDISON AND VICTOR

46

THE TALKING MACHINE WORLD.

THIRD ANNUAL REGINA DINNER

Held on December 30th at Martin's Cafe
Most Successful — A Great Gathering — Novel
Invitations — J. B. Furber's Remarks — Those
Present on This Festive Occasion.

Success marked everj- stage of the third an-
nual "Reginafeed," as the yearly banquets of the
Regina Co., Rahway, N. J., are termed, at Mar-
tin's cafe. New York, on December 30. Room
No. 9 contained as jolly a bunch of traveling men
as ever assemhled to do honor to their company
and its management. This is the invitation,
constructed along naval lines, the subsequent pro-
ceedings being strictly observed in accordance
therewith:

''The eastern and western squadrons will meet
and anchor at 41 Union Square, New York, at six
o'clock p. m. Shortly thereafter, on signal, the
combined fleet will 'proceed upon duty assigned'
in double column formation. The course will be
N. W. by N. up the Gay White Way, to 'Martin's,'
where a stop of about three hours will be made,

Chicago oflBce gained the coveted rank, and to
him was given a handsome gold watch. The
race was so close, however, and W. C. Pross, of
the Rahway office, had worked so hard, that Mr.
Furber felt this should also be recognized,
whereupon Mr. Pross was presented with a
diamond stick pin. The conferring of the prizes
was greeted with tumultuous cheers by the entire
assemblage. It may be mentioned that Mr. Sachs
has the best individual record ever made by a
salesman of the Regina Co.

Infoimal talks concerning the betterment of
the company's business, suggestions, asked for
specially by Mr. Furber, for improving the
product, followed and much valuable informa-
tion of a practical kind was educed. Messrs.
Furber, Luther, Gibson, Blumberg, Wilber, Vil-
lard, Pross, Sachs, Edwards, Chaillet, Koch and
Crosby were toasted in hearty fashion.

Owing to illness, Mr. Ingersoll, of the San
Francisco office could not be present, and sent
a letter of regret, but he was toasted just the
same. Siegfried Aal, of the International Cor-

Lieut. Earl Larson, second assistant paymaster;
Lieut. John Bose, waiting orders; Lieut. Edward
Hegel, chief of bureau of printing and engrav-
ing.

AN IMPORTANT DECISION

In the Matter of Contracts Worth Reading.

Once before, the United States courts decided
that a party who deals in talking machines or
their parts manufactured under the protection of
a patented invention can be compelled to observe
the obligations under which their goods are sold
the trade, whether they have signed the manu-
facturers' agreement or not. Another case is
that of the National Phonograph Co. against
John G. Adams, trading as the Philadelphia
(Pa.) Record Exchange. The hearing was in the
United States Circuit Court. Philadelphia, in
equity, at the October session. On Nov. 20 Judge
McPherson, after issuing the usual restraining
order, entered the following decree:

"Complainants having exhibited their bill of

and where a large quantity of supplies will be
taken on board. After loading, the fleet will
clear for action and engage in verbal target prac-
tice. There will be plenty of smoke, and it is
expected that a large number of hits will be
made. Strictly Stag — Don't miss it — Leave dress
suits at home with the moth balls."

General Manager Furber presided, of course,
hut he found his duties of the most informal
nature, pleasant and agreeable, as he was thor-
ougnly in accord with the occasion and the
"boys" were proud to do him honor. The oval
table was beautifully decorated, a small silk
American flag as a standard stood at each plate.
An elaborate menu was the first number on the
program, with plenty of liquid "dressings" on
the side.

After the cigars had been lighted Mr. Fur-
ber made a few remarks, the only effort in the
way of a formal speech during the entire
evening, speaking substantially as follows: "I
am very much gratified with the Increase of
the company's business during the past year
as compared with the preceding twelve months.
It has simply been enormous, not only up to the
close of our fiscal year, ending with June 30,
but the succeeding six months, in which the
same ratio has been maintained. In connection
with this very pleasant statement I wish right
here to propose a toast to the 'boys,' the rank
and file, for making It such a profitable year."
The response was a bumper.

Mr. Fui-ber, after speaking briefly of the gen-
eral Regina line, then proceeded to award the
prize for the Best record of sales since the
award at the banquet of 190G. Two salesmen
had been on an even basis, running neck and
neck from start to finish, until within the past
few weeks, when I. S. Sachs, attached to the

GUESTS AT THE ''EEQINAFEED" HELD ON DECEMBEE 30, 1907.

respondence School, sent the following telegram
to Mr. Wilber: "Reginafeed our creed; busi-
ness we need; greetings to all." E. C. Lawry, on
the Chicago station, was compelled to return
West the day before Christmas, in order to "hold
the lid down" in the Windy City during tLj
absence of his chief. The following, the selling
force complete of the company, enjoyed the Re-
ginafeed:

Admiral J. B. Furber (general manager of the
company); Paymaster-General J. D. Luther,
(treasurer); Rear-Admiral L. T. Gibson (secre-
tary), in command of eastern squadron; Rear-
Admiral Jos. Blumberg (manager Chicago office),
in command of western squadron; Rear-Admiral
Lou C. Wilber (manager Greater New York
office). Commandant New York Navy Yard;
Lieutenant-Commander A. E. Villard (assistant
manager New York office) New York Navy
Yard; Capt. W. C. Pross, commander battleship
"Ohio" waiting orders; Capt. I. S. Sachs, com-
mander battleship "Iowa," waiting orders; Capt.
F. A. Ingersoll, commander battleship "Oregon, '
waiting orders; Capt. A. C. Edwar.ds, com-
mander battleship "Massachusetts," waiting or-
ders; Rear-Admiral Maurice Chaillet, bureau of
repairs; Rear-Admiral Henry Koch, bureau of
engineering; Rear-Admiral J. Crosby, bureau of
construction; Lieut. J. Flannagan, bureau of
accounts. New York Navy Yard; Lieut. Benj.
Ullmann, New York Navy Yard; Lieut. Geo. W.
Dennis, bureau of accounts, New York Navy
Yard; Lieutenants H. J. Pawliger, T. H. Walker,
T. Cherity, L. Silverman, D. J. Powers, T. J.
Cavanaugh, Jack S. Wilson, John J. Wood, E. B.
Hencks, Ix)uis Frank, P. F. Brennan, W. W.
Massey, New York Navy Yard; Lieut. Ed-
ward Wiemer, bureau of accounts; Lieut.
W. J. Frost, first assistant paymaster;

complaint in this cause, charging the defendant
with infringement of lettei-s patent of the United
States, No. 782,375, to J. W. Aylesworth, for
composition for making duplicate phonograph
records, issued Feb. 14, 1905, to the complainant.
New Jersey Patent Co.; and the defendant hav-
ing admitted that said New Jersey Patent Co.
is the exclusive owner of said letters patent, and
that said National Phonograph Co. is the exclu-
sive licensee under said letters patent, that said
letters patent are good and valid in law; that
said defendant, John G. Adams, has infringed
• each and all of the claims of said letters patent,
and that said complainants are entitled to a per-
petual injunction, accounting and costs."

The injunction in the case is of more than
ordinary concern to the trade, as it was issued
against a person who was not an authorized
dealer and had never signed the Edison agree-
ment. The National Co. have obtained a tempo-
rary order restraining E. N. Martin, a piano and
music dealer of Webster City, la., from selling
Edison records at a cut price. The company
had notified Martin to desist in his practice, but
being a man of means and some political strength
in his part of the country, he became more
defiant than ever, so much so, that while dealers
in his section complained of the price-cutting
they were not inclined to furnish the National
Co. with evidence so he could be proceeded
against, though Martin was not a regular Edi-
son dealer. Finally a special representative from
headquarters was sent to Iowa for this purpose.
This was accomplished without trouble, the mo-
tion for a restraining order being granted forth-
with. Argument to make this order permanent
was heard in the United States Circuit Court at
Dubuque, la., yesterday, Jan. 14, decision being
reserved.

THE TALKING MACHINE WORLD.

47

69 BASINGHALL STREET, LONDON, E. C, W. LIONEL STURDY, MANAGER.

TRADE HAPPENINGS IN ENGLAND.

Review of Last Year's Business and Some Re-
marks Anent the Prospects for the New
Year — Peculiar Suit in Which Neophone
Shares Figure — A Progressive Imperial
Record Co. Representative — Edison-Bell vs.
National Phonograph Co. Litigation — Higher
Prices for Horns — Stirling Improvements —
Recent Talking Machine Publicity — New Ex-
change System Inaugurated by the Russell

'^Hunting Co. — New Laws of Interest to the
Trade — The New Seymour Reproducer —
News from the North of England — Cutting
of Prices in This Section Strongly Con-
demned and Protection Suggested — Several
New Inventions Likely to be introduced at
an Early Date Which Will Interest the
Trade — All the News of the Month.

(Special to The Talking Machine World.)

London, E. C, Jan. 3, 1908.

Christmas has come and gone! During the
month of December,, especially the week preced-
ing Christmas, dealers everywhere, in fact, the
whole trade, enjoyed a spell of prosperity which
did one's heart good to witness. Even the pro-
verbial grumbler wore a smile and hustled
around in quite an unusually energetic manner
for once. The people were out to buy, and as
fast as one customer went there was always
another to fill the gap. And still they came;
buyers all the time. Attracted by the bright
strains of a waltz, carol, or other seasonable
music, folks were brought to stay a while and
drawn as by a magnet to step inside and hear
just one more, while the dealer made manifest
the art of salesmanship by seeing customers de-
part with more than they intended to buy. It
was a glorious time for business. No matter in
which direction one went, it was the same, and
trade never seemed at a standstill at any time.
Truly a great and overwhelming demonstration
of the hold and favor of the talking machine
with the public. Progress all along the line. The
man that says trade is declining had a surprise
this last month. He is usually one who pre-
sides over a dirty, ill-stocked, and dimly-lighted
shop that is passed by unnoticed. Let him
emulate the example of his more enterprising
brethren and put his house in order; then shall
he find a more prosperous new year. While ad-
mittedly the talking machine industry is at the
present time in somewhat of an unsettled state
in this country, it has little terror for the man
who is a creator — rather than a creature of cir-
cumstances. Industrial and other disturbances
are usually but of a temporary character, and
knowing this, the business dealer never flags in
those little attentions, and publicity printers that
attract buyers to his store all the time.

The year just gone has produced quite, if not

more, than its full quota of disturbing trade
elements. What with the threatened railway,
cotton, shipbuilding and other disputes, not to
mention the many actual strikes, even though
small, all exercise an adverse influence on trade.
If not for this, no doubt many firms would have
been able to show an exceptionally good balance
on the year's trading. These influences, com-
bined with the increased competition among
manufacturers of disc and cylinder goods, has
tended to reduce individual profit accounts. Un-
doubtedly there are now too many separate rec-
ords on the market, and with so many manu-
facturers, each turning out their thousands a
week, it means that sooner or later this cut-
throat competition of prices indulged in will
have its effect. The demand is great and in-
creasing, but the greater supply is already having
a bad and weakening influence on the trade gen-
erally. The new year will perhaps produce de-
velopments which should strengthen the situation
to the good of all. Still, it is very satisfactory
to remember that trade as a whole has shown
much progress during 1907 as compared with the
previous year, and it is safe to say the demand
for talking machines will continue to make still
better advance in the future.

International Favorite Co. Progress.
A splendid business report comes from the
International Favorite Co., whose London branch
is located at 45 City Road. It will go far toward
confuting the rumors of bankruptcy which have
been spread abroad in connection with this com-
pany, and which I have been asked to deny
absolutely. "There is not the slightest grounds
for such a slanderous statement," said Mr.
Vischer, "and far from such being the case, I may
say that this business is on a strong financial
basis, and as an index of prosperity it may
interest some of our friends to know that we are
enjoying a most satisfactory trade." November
and December business was more than the whole
preceding twelve months put together, and judg-
ing by the greatly increasing demand, the
"Favorite" re'cord is taking a permanent place
in the favor of music-loving enthusiasts. In pre-
vious issues I have spoken upon the general
excellence of these disc records, and tor true
naturalness their latest issues want a lot of
beating. Among those more particularly worthy
of mention are the following: "Valentine's
Song," from Faust, and the "Two Grenadiers"
(Schumann, both sung by Stanley Wentworth;
"Autumn" (chaminade), piano solo, played by
G. S. Bezemer, and Ed. Grieg's "Nocturne," by
the same artist; the Earl of Lonsdale's private
military band gives us "Coronation Bells," with
chimes, and "God Speed" march, by Middleton;
selection from "The Gondoliers" (Sullivan), and
"A Hunting Scene," descriptive. The "Secre-
nade" (Dedla) and "Souvenir" are two wonder-
fully true-tone violin solos by Mr. Schumacher;

and the Favorite Orchestra gives the "Vilja
Song," and "Sirens of the Ball," from "The
Merry Widow" opera of Lehar's. Others of equal
quality are listed, and the Favorite Co. will be
pleased to forward full lists to all dealers re-
quiring to handle a line of records that shows
good profit and easily sells.

Spiritualism and Finance.
An action was brought by Mrs. Porter, of
Southsea, to irecover from Alfred George Vigurs,
a collector for the Portsea Gas Co., £300 paid
for Neophone shares. Mrs. Porter takes great
interest in spiritualism, and at a seance met a
medium named Mrs. Davies, who persuaded her
to buy Mr. Vigurs' shares, stating that they were
a splendid Investment. Mrs. Davies is alleged
to have also told Mrs. Porter that the company
had always paid 10 per cent, dividend, and that
a rich American was coming over to buy up
the company and would pay £2 or £3 for every
share. By the same post that Mrs. Porter re-
ceived the transfers she got a notification that
the company was going into liquidation. Mrs.
Porter was cross-examined by Mr, Peterson,
K.C. She admitted that before the sale of the
shares she went to a shop and heard a neophone
play. She thought it was a better instrument
than a gramophone, as it sounded softer. Were
neophone shares a popular investment in South-
sea? Mrs. Davies told me so. Robert Walker
Sherwin, a solicitor, of Commercial Road, Land-
port, said that Mrs. Porter and Mr. Vigurs at-
tended by appointment at his office after the
failure of the company. Mr. Vigurs told him
that Mrs. Davies had offered to introduce a pur-
chaser for his shares on condition that he bought
her 240 shares for £245. Out of the £300 he
received from Mrs. Porter he paid Mrs. Davies
the £245, and received from her a guarantee that
he would not be at any loss over the transaction
if Mrs. Porter subsequently sued him. Mr.
Howell, who was connected at one time with the
Neophone Co., said it "never paid a dividend in
its life." He himself was a substantial share-
holder. Alfred George Vigurs, the defendant,
was next called. He said he was not a spiritual-
ist. Neophone shares were recommended to him
by a local bank manager as a good investment.
There was a meeting of the company at which
the chairman expatiated on the "grand out-
look." He had not heard that a receiver for the
debenture holders had been appointed, and he
believed that the company was prosperous. It
was untrue that there had been any previous
understanding or arrangement between himself
and Mrs. Davies, or that she had given him an
indemnity against any proceedings taken by Mrs.
Porter. Mrs. Mary Davies, the medium, was the
next witness. She said she was interested in
"phone" shares almost from the beginning, and
must have been one of the very earliest share-
holders. Up to the time she sold her shares

are recognized all over Europe
and the Colonies as the

TAVORITE" DISC RECORDS

Most Popular and Progressive llecord Made During 1907 ^'9^

For these reasons : The Material, Workmanship and Finish is EQUAL IF NOT BETTER than other records sold at double the 1 1
price. The reproductions are absolutely the BEST ON EARTH. The Bands, Artists have World Wide Reputations ||

The Price is Right THREE SHILLINGS EACH for
Double Sided 10-inch Concert Size (retail)

JOBBER.S (

/hole

jr'^) Who Want aL Good Thing rrtrTnt^eTfitr ''^^ '"'^^

FAVORITES are handled by every FIRST CLASS 'Wholesale House in Europe and the Colonies.

Get in Touch with Favorites Ijight Along or You'll be Left

We cannot tell you all the good points in an advertisement but ■we can in a letter (first class houses only considered)

Favorite Records are Good. Intelligently Sold they Provide the Backbone Your Business Needs

. 'WE HAVE A GRAND LIST
right up-to-date.

'WEMAKE RECORDS IN
every foreign language.

THAT LIST IS AT YOUR
disposal when asked for.

'WHY NOT 'WRITE US PER
return mail ?

SOLE MANUFACTURERS

THE INTERNATIONAL FAVORITE RECORD CO., Ltd. (of Great Britain)

45 City Road - LONDON, E. C.
213 Deansgate. MANCHESTER. ENG.

As a business proposition? Why not send us 10 Dollars and allow us to send you
a nice set of samples? It will save time.

'WE ONLY SUPPLY wholesale Fac-
tors who serve THE DEALERS, and
to those who do right WE ARE
STAUNCH SUPPORTERS, giving
exclusive territory, so that IT PAYS
YOU to sell FAVORITE RECORDS.

48

THE TALKING MACHINE WORLD.

FROM OUR LONDON HEADQUARTERS-i Continued).

to Mr. Vigurs she believed in the company as a
good thing. So did everyone in Southsea. It
was on a Sunday afternoon about October that
"phone" shares were first discussed with Mrs.
Porter. Mrs. Davis emphatically denied that she
ever told Mrs. Porter that a dividend of 10 per
cent., or any other dividend had been paid, or
about a rich American. It was also untrue that
she had arranged with Mr. Vigurs to buy her
shares, or that she had agreed to indemnify
him against any action brought by Mrs. Porter.
His lordship said he did not believe the evidence
for the defence. The two stories were incon-
sistent, and having to choose between the two,
he had come to the conclusion that Mrs. Porter
and Mr. Sherwin were speaking the truth. Mrs.
Porter was entitled to set aside the transaction,
and have the return of her £300, with interest,
and the cost of the action, on retransferring the
shares to Mr. Vigurs.

Latest Imperial Records.

The latest list of "Imperial Records" includes
some well-recorded selections which we should
imagine are particularly good sellers. The gen-
eral feature of all is a full and natural tone.
Among those I would mention are an exception-
ally pretty bell solo, "Sun Rays," orchestral
selection, "Overture Le Caid"; solo, with ctoir,
"Hark! the Herald Angels Sing"; and a series
of very clear bugle calls, "Rough Riders in
Charge up San Juan Hill." It may be mentioned
that the Imperial Co. have secured a new singer
in the shape of F. A. Archambault (baritone),
one of the members of the opera company sing-
ing with Mme. Tetrazzini, who has just made
such a success in operatic circles. The new
records will shortly be issued.

A New Disc Machine.

A new disc machine with a motor that will
run for 25 minutes, has been introduced to this
market by Messrs. Pathe Preres, Ltd. It is
styled "Nulli Secundus," and is of the best pos-
sible quality of finish throughout.

Imperial Record Co.'s Sales Manager.

It must always be interesting to dealers to
know who they have actually to deal with in
ordering their supplies of records, and with this
in view I have pleasure in introducing the sub-
ject of photo herewith. Hector R. Howard, sales
manager of the Imperial Record Co., who I may
here say is one of the most enthusiastic mem-
bers of this industry. Comparatively a young
member of the trade, Mr. Howard has yet an
extensive knowledge of both the mechanical and
commercial side of the business, an essential

asset to one in his position. The steady and in-
creasing demand for "Imperial Records" is
largely due to his energy, and while possessing
a very keen musical ear, Mr. Howard has other
great artistic ability, as witnessed by the very
pleasing and attractive cover of their latest
record catalog, which he designed and carried
through from start to finish. Messrs. Gilbert

II. It. HOWARD.

Kimpton & Co. naturally find in Mr. Howard a
valuable employe, and one in whom they can
place the fullest confidence to look after their
customers' interests.

Warning from National Phonograph Co.

In a warning just issued, the National Phono-
graph Co. reiterate their intention of taking
immediate action against anyone found dupli-
cating their records. With this company, as
usual, trade is reported as excellent, and I under-
stand that the December rush necessitated keep-
ing the factory going night and day.

Higher Prices for Horns.

Talking machine horn manufacturers have de-
cided to raise the prices of their products both
at home and abroad.

New Zealand's Tariff on "Talkers."

On talking machine goods into New Zealand
the tariff is fixed at 20 per cent.; this rate only

affects products manufactured in some part of
the British dominions.

Happily Escape from Fire.

In the fire which broke out in Tabernacle
street, the Gramophone Co.'s premises were at
one time thought to be in considerable danger,
but happily the firemen were successful in prac-
tically confining the outbreak to the next door
premises, where it originated. Still, some slight
damage by fire and water was done to one of
the recording rooms, but within, three hours of
the outbreak recording was again in full swing,
and there was practically no interruption of busi-
ness.

In Voluntary Liquidation.

The British Lonogram Co. recently trading at
City Road, London, have gone into voluntary
liquidation.

Interesting to Neopbone Creditors.

The creditors of Neophone, Ltd., are required
to send particulars of their debts or claims to
Mr. Harry Gordon Nordabj', liquidator of the
company, 13 and 14 Abchurch Lane, London,
E. C, by the 31st day of January, 1908.

Musical Culture!

A continental exchange is responsible for this.
People usea to think that science was a stern
enemy of gaiety. This view will be changed
now that an American professor has discovered
that music has a remarkable infiuence on the
growth of fiowers and plants. Trombone solos
will soon be played in potato fields, and recitals
will be given wherever cabbages, carrots, or tur-
nips are grown. I have heard that music stimu-
lates the growth of the hair and aids digestion,
ana this is about as far as the average human
being wants to go. Fancy dining off musically-
grown turnips and potatoes! A better thing
would be to pass a new law forbidding any fur-
ther discoveries in this direction by American
professors, etc.

Edison Bell vs. National Phonograph Co.

The case of th Edison Bell Co., Ltd., vs. the
National Phonograph Co., Ltd., came before the
Lord Chief Justice and Lord Justices Buckley
and Kennedy, as an appeal by the defendants
from an order of Mr. Justice Neville. The action
was one for libel said to be contained in a cir-
cular sent to fifty-five factors in Great Britain by
the defendant company, stating that they were
the sole owners of Genuine Edison goods, and
no one else had a right to use the Edison name
as a trade mark. The defendants had published
a withdrawal of the circular by issuing a second
one, stating that they had no intention of im-
posing restrictions on their dealers handling
genuine Edison products. The plaintiffs tendered
evidence that since the issue of the circular the
sale of their records had dropped considerably.
Defendants contended that if plaintiffs' sales had
decreased it was not due to the circular, but to
competition. At the trial judgment was given
to plaintiffs, and an official referee appointed to
assess the damages. Hence the present appeal.
The Lord Chief Justice upheld Mr. Justice
Neville's judgment and the appeal was dismissed
with costs. Mr. Walter, K. C, for the appellants,
stated that his clients were anxious to take the
opinion of the House of Lords, and asked for a
stay of the inquiry as to damages. The Lorn
Chief Justice refused on the ground that there
was no evidence that the inquiry would hamper
the defendants.

J. H. White Indisposed.

Many friends will be sorry to learn that Mr.
J. H. White (General Phonograph Co.) has had a
return of a complaint which he contracted while
ill China, and as a consequence he has been pre-
vented from attending to business for the last
week or so. He has our best wishes for a speedy
recovery.

PHILIP NEALE,

PMOINO. EXPERT,

S Chalk Farm Rd. LONDON. N. W.

Tnlkiiiit Machines of every description repaired.
.Special terms to the trade. City address and price
list on receipt of postal. No job too small— no job
too larKe.

$ "There's Money in Them"
TERLING REC0RD3»

" STERLING" " SPECIAL" Records are the only records you can
obtain which enable you to say to your customers : " These
are the greatest value in cylinder records in the world." You
can say this because the " STERLING " " SPECIAL " is

"THE RECORD THAT'S HALF AN INCH LONGER

No other cylinder offers such good value, no other cylinder has
ever caused such a sensation by its sheer merit as well as its
increased length. No other record will sell so freely among
your customers. No other record needs so little introduction.
" STERLING " " SPECIAL" RECORDS will fit any standard
make of Phonographs.

I^'i"©.'*/.) The RusseU Hunting Record Co., Ltd.

Llbarml Discount 13, 15 and IT City Road, London, E. C, England

AUHlralaslan RepreBcntallvc. H. A. PARKER. 19 Hunter SI., Sydoey,N.S.W

THE TALKING MACHINE WORLD.

49

New Sterling Records a Surprise.

I recently had the pleasure of hearing certain
advance records made under Russell Hunt-
ing's new process system. All who have not
heard these latest "Sterlfngs" have a revelation
in store. Compared with the old records the
volume of sound is distinctly superior; being of
a full and rich quality, their sweetness is only
intensified by greater volume. More particularly
is this so in the case of a pianoforte solo recorded
under this new system. It is a record of singu-
lar clearness and most natural. There are very
few good pianoforte solos on cylinder records so
the one under mention is worthy of the high-
est praise. The trade will be supplied with lists
no doubt by the time this is in print. Elsewhere
we print particulars of a very generous exchang..
proposition introduced by the Russell Hunting
Record Co.

Christmas Sales Make Good Showing.

Reports from the various talking machine
houses show a raost favorable condition in re-
spect to actual piano sales. So great was the
rush that many firms were working all night,
and in certain instances orders, more especially
from the Provinces, could not be dispatched
owing to the pressure of extra work. It is a long
time since I have been able to speak of such
satisfactory business, and it may be seasonable
to urge dealers not to imagine that trade should
be anything but along the same lines after as
before Christmas. There will be better oppor-
tunities to make money during the next four
months and it is as well to remember that trade,
like every other good thing, comes only to those
that seek it. Keep your customers well postea
with suitable new issues, advertise in local papers
and above all stock as largely as possible and
make a nice, (bright and attractive window dis-
play. These are but a few things that the enter-
prising dealer indulges in as a matter of course.
Do the same!

New Accordeon Records.

A noteworthy recruit to Columbia record
makers is Peter Wyper, who has been well de-

scribed as "the king of accordeon players." Mr.
Wyper has been for some time connected with
the talking machine trade as a retailer, and,
being thus able to gauge the public taste at first-
hand, he has in the past made, on his own ac-
count, a good many cylinder records of the accor-
deon which have been readily taken up by factors
and have proved very good sellers indeed. Now
he has agreed to make disc records for the
Columbia Company exclusively. His first batch
of Columbia discs comprises a selection of horn-
pipes, jigs and other spirited dances which are
heard to such particularly good effect on the
lively accordeon.

Lyon & Co.'s New Catalog.

A. Lyon & Co., City Road, send along for re-
view one of their latest catalogs of graphophone
supplies covering pedestal outfits, disc machines,
record cases and albums, sound boxes, etc. Sea-
son 1907-8 wholesale price list has also been is-
sued, mention and prices of everything in this
industry is listed under respective headings
which greatly simplify matters. Dealers will
find these a ready and handy guide of practical
usefulness.

"Talker" on the Stage.

A sketch companj' is now touring the suburban
music halls with a dramatic piece worthy of spe-
cial comment in a talking machine journal, in-
asmuch as the sketch has been written round
the talking machine. Assimilating the title to
the popular description of the many "Girl" plays
of the hour, the producers call this piece "The
Phonograph Girl." There is no fear of the lead-
ing player ever needing prompting, for the most
prominent "artiste" is a Columbia sound-mag-
nifying graphophone. Not only are the Columbia
people thus represented in the "cast," but they
also figure prominently in the "scenery," one of
the scenes being described in the programme as
"the interior of the Columbia Phonograph Co.'s
depot in Oxford street, W."

New Edison Bell Catalog.

Catalog No. 7 of genuine Edison Bell records
has been issued to the trade. A numerical index

is provided and thus no time need be lost in find-
ing any particular selection in the pages follow-
ing. The Edison Bell Co. report splendid busi-
ness in December, particularly was this apparent
during the Christmas buying time. At the time
of my call, there were quite a small army of
dealers in their showrooms and it seemed that
stocks were likely to run short in spite of heavy
deliveries from time to time.

Figuring in a Political Joke.

A story of how the talking machine figured
in. a political joke comes from Preston. It ap-
pears the Socialists of the town had made all
preparations for a party and political demon-
stration. On the eventful day the Socialists
found that the hall had been entered during the
night and that besides severing the electric wires,
oil had been poured into kettles intended for
the tea, while the Socialistic motto had been torn
from the walls. Before they recovered from their
surprise, a procession of tradesmen's carts began
to arrive, loaded with all sorts of things, while a
load of gramophones and phonographs brought
up the rear. All were sent away more quickly
than they came. It was a cruel hoax and it is
safe to say that the talking machine has never
before suffered such an indignity.
National Phonograph Co. Secure Injunction.

The National Phonograph Co. obtained judg-
ment in seeking an injunction to restrain Mr. H.
Bateman, of Station Road, Walthamstow, from
selling Edison phonograph records at less than
the current price. No defense was filed. It was
explained that Mr. Bateman with other dealers
had signed an agreement prepared by the com-
pany with the object of preventing the under-
selling of records. In this agreement the current
price was Is. 6d., but Mr. Bateman had sold
them for less. Such underselling, counsel stated,
would ruin the whole market, a perpetual in-
junction with costs was granted.

Heard at Olympic Fun City.

One of the principal features of the Olympic
Fun City this year will be opera concerts by the
gramophone. Tetrazzini's voice will be heard, as

THREE SPLENDID TALKING MACHINES

The "White" Leader Phonograph,

£3:3:0

The "Neophone" Machine

Six Models, £2 : 10 : 0 to £12 : 12 : 0

and the

Star Talliing Machine

Three Models, £S : 8 : 0, £12 : 12 : 0 and £17 : 17 : 0 Retail

These form a trio hard to beat, they are all grand instruments,
and the younger member, the STAR, contains every improvement
which skill and forethought have up to the present succeeded in evolving
in the Talking Machine industry. The universal opinion is that

THE STAR TALKING MACHINE IS MILES BEFORE ANYTHING ELSE UPON THE MARKET

These machines and the celebrated "WHITE" and NEW NEOPHONE
RECORDS, are all to be obtained from

THE GENERAL PHONOGRAPH COMPANY, Ltd.

1 Worship Street, Finst>ury, I_.on<lon, E. C.

50

THE TALKING MACfflNE WORLD.

FROM OUR LONDON HE ADQUARTERS- (Continued. )

well as that of Harry Lauder. Such entertain-
ments are usually well supported and good seat-
ing accommodation has therefore been provided.

Russell Hunting Co.'s New Exchange System.

The Russell Hunting Record Co., Ltd., manu-
facturers of the "Sterling" Record, 13, 15 and
17 City Road, London, E. C, have sent out the
following notice to dealers regarding their ex-
change system for the public:

"Dear Sirs: — We have decided to accede to the
desire expressed by so many of our friends
among the dealers and the public that we should
permit an allowance to be made for old or
worn out records. Conditions: 1. Dealers are
hereby authorized to allow threepence each for
old, worn out, or broken wax moulded records,
of any standard make, providing that one new
"Sterling" record is purchased when any record
is thus returned. 2. It must be distinctly un-
derstod that none but 'Sterling' records may
be supplied under this arrangement. Any dealer
not complying with this condition will forfeit
the right to participate in the benefits of the ex-
change proposition. 3. The ol^ records which
dealers get under this system should be taken
out of the boxes and sent carriage paid and
marked as 'old wax' to a 'Sterling' factor, who
will allow 9d. per pound for the wax, provided
that an order be given at the same time for at
least six 'Sterling' records for every pound of
wax returned. 4. This exchange system will ab-
solutely terminate on March 31, 1908, after which
date no allowance whatever will be permitted by
us for old, worn out, or broken records (as de-
tailed above) in part payment for new 'Sterling'
records."

Oppenheim In New Quarters.

E. Oppenheim has notified the trade that he
has removed to 51 Scrutton street E. C.

Failure to Enforce Copyright In England.
In a recent case before the courts in which it
was sought to enforce foreign copyright, or per-
forming rights in this country, the judge held
that if the owners of international copyright de-
sired to maintain it in England they must print
upon the title-page of the music the notice that
it was copyright as required by the act, and every
notice required by English law must be given
in the English tongue. This had not been done
in the present case; the alleged infringement
was therefore not made good.

Gramophone Co. Celebration.

In order to celebrate the November sales of
the English branch of the Gramophone Co.,
which, it appears, constituted a record, a smok-
ing concert was given in London recently. Mr.
Trevor Williams occupied the chair and on be-
half of the board of directors thanked the staff
for their splendid efforts which had gone far
towards attaining such a magnificent result.
Many of the Gramophone artists were present,
and together with certain members of the com-
pany's staff made up the program. The whole

CHEAP m GOOD

SELF MANUFACTURED «S" LINES

SCREWS made to order for all
patterns sent in.

SOUND BOX SCREWS for
anj' make.

SOUND ARMS (Cheap.)

SOUND BOXES (Cheap).

STYLUS BARS.

SAPPHIRES for all types.

SAPPHIRES in steel holder
(needle sapphires\ and
other extra good " S "
Eines.

^^^^

A.F"F«I*Y TO

RA1JTH,"*~Tx"o"rt London, E.C.

Lloyd's Chambers, 27-29 Worship Street

NOTE NEW ADDRESS

evening's enjoyment was another Gramophone
success as usual.

Gift to Odeon Buyers.
To every purchaser of Odeon records, the
Odeon Company are presenting a copy of the
Odeon waltz in sheet music. The waltz is the
latest composition of the late Johann Strauss, the
gifted composer of the beautiful "Blue Danube"
waltz, and others of equal popularity. In order
to enable the trade to supply their customers,
copies of the Odeon waltz will be packed with
all record orders executed in the proportions, as
set out in the circular issued to factors and
dealers. The music is of a lively and particu-
larly pleasing nature.

' Germany's Big Sales.

A consular report states that in Germany last
year talking machine goods manufactured were
worth something like £4,000,000. From one
firm alone over 15,000,000 discs and 200,000 ma-
chines were produced.

Philip Neale Burglarized.
Philip Neale, talking machine dealer of Chalk
Farm Road, London, was recently the victim
of burglars. Two gramophones were stolen. The
two prisoners were smartly captured and previ-
ous convictions having been proved against them
they were sentenced to seven and five years penal
servitude, respectively. Strong? Yes, but it is
only a small manifestation of respect due to this
industry.

Records of "Pinafore."

The issue of "H. M. S. Pinafore" for the first
time complete on a series of records has been,
say the Odeon Company, a conspicuous success.
It seemed to come in the nicK of time as a solu-
tion to the perennial problem of "what to give,"
and a most delightful gift the ten opera records,
in their handsome album with the souvenir book-
let and artistic portrait-study made. It is stated
that this fine series has been the means of en-

lightening a number of probable sceptics as to
the artistic possibilities of the talking machine.

Some Important New Laws.

Among the new laws passed in 1907, per-
haps the most interesting was the Patent and
Designs (amendment) Act. New points are the
prohibition of retaining on the register patents
or designs exclusively or practically exclusively
manufactured abroad. The companies act, 1907,
also introduces important reforms. If no pros-
pectus is in future issued a statement in lieu
thereof will have to be filed at Somerset House,
containing various particulars material to an in-
tending investor. This, however, will not apply
to private companies, which are now defined as
companies which do not issue any public invita-
tion to subscribe, restrict the right of transfer
of shares and limit the number of shareholders
(other than employes) to fifty. In future also
a shareholder will be entitled to his certificate
within two months after allotment or registra-
tion of transfer. Every public company must
now include in the annual summary for filing a
balance-sheet signed by the auditors, giving a
summary of its capital, liabilities and assets and
how the value of fixed assets have been arrived
at. but no profit and loss statement need be in-
cluded; even companies incorporated outside,
but having a place of business in the United
Kingdom must in future file certain particulars
with the registers. No business may be carried
on with "Limited"' as the last word of its name,
unless incorporated with limited liability; on
the other hand, the Limited Partnership Act now
allows a partner who does not desire to inter-
fere with the management of a business, to
register the amount of his invested capital and
to confine his partnership responsibilities to the
registered amount.

The list of miscellaneous minor measures in-
cludes a provision to spend £6,000,000 on tele-
phone development.

The Finest Example of Phonographic Art Yet Produced!

The New Process Long

"CLARION"

Gold Moulded Cylinder Record

SuriiricMl tesliiiioiiy i.s llu- TKKMKNDOUS ORDKRS we have received. A s:oo(\ opportunity for a smart coiniiiercial hojise

to do real business in U. S. A. with these records. Write us, the manufacturers.

THE PREMIER MANUFACTURING CO., Ltd., 81 City Road, London, E. C, England

THE TALKING INfACHTNE WORLD.

51

FROM OUR EUROPEAN HEADQUARTERS- (Continued.)

The Standard Discocieon.

The Standard Discodeon, which has become all
the rage now that its excellent speed indicator
is seen at its true worth, is winning a large
number of good opinions from the trade. Among
these the Odeon Co. received from the New Cen-
tury Phono Co., of Farnworth, a letter glowing
with praise of this new model and declaring it
to be quite equal to many of twice its price.

Important New Records.

"The Merry Widow," and its probable succes-
sor at Daly's Theatre, "A Waltz Dream" (Wal-
tzertraume") , both figure largely in the fine
January list of Odeon records. Robert Evett and
Miss Elizabeth Firth, both of whom are at this
moment playing in "The Merry Widow," at
Daly's Theatre, have made records of two fine
duets, "A Dutiful Wife," and "Love in My Heart
Awakening," exactly as they themselves sing,
them nightly in the play. The complete songs
are given, both sides of the disc being used for
that purpose. On another disc Robert Evett
sings the number for which he is encored at prac-
tically every performance, the song called
"Home." The "Waltz Dream," which, as we have
noted, is named as the successor of "The Merry
Widow," is represented Iby a double side Odeon
record of selections, and the alluring music is
given in excellent style by the Odeon Orchestral
Band.

How to Win Success.

"How shall I win success in life?" the young
man asked, whereat,

"Have Push" replied the button, "and a purr-
puss," said the cat.

"Find out the work you're sooted for," the chim-
ney-sweeper said.
Just as the match and pin remarked, "and never
lose your head."

"Aspire to grater, finer things," the nutmeg
cried; the hoe said,

"Don't fly off the handle," and the snail re-
marked, "go slow."

"Be deaf to all that's told ycu," said the adder,
" 'mid the strife,
I've found it best," remarked the heart, "to
beat my way through life,"

"Select some proper task and then stick to it,"
said the glue.

"Lx)ok pleasant," said the camera, "and tied-y,"
said the shoe.

"Have nerve," exclaimed the tooth; the hill re-
marked, "put up a bluff,"

"And keep cool," said the ice; whereat the young
man cried, "Enough."

Fire Did But Little Dannage.

At the premises of the well-known South Lon-
don talking machine manufacturers — Cycledom
Ltd. in Blackfriar road, a Are broke out just after
Christmas, fortunately without very serious con-
sequence. It originated in the Riding School,
which was rather considerably damaged, but
after half an hour's fighting the flames were
extinguished. The damage was covered by in-

We Want Manufacturers' Accounts

We handle large amounts of imported novelties and staples for vvfhich we are the
sole agents, and we would be glad to hear from any manufacturer in regard to handling
his account. We finance our own accounts and have a regular line of trade to which we
send monthly bulletins of all the new merchandise and novelties we handle. Our system
has enabled us to give bigger returns than any other house doing a similar business.
Manufacturers will find that they will receive bigger returns through our hands than any
other connection they could make. We would be glad to hear from any one who is
looking for selling agencies.

New York & Lima Trading Co. llliV

surance, and we understand vsrill soon be made
good.

Issue New Catalog.

Mr. St. Dyktor, sole concessionaire for the
Italian Talking Machine Co., has just issued his
season 1908 catalog, which contains detailed par-
ticulars of the various "Simp" models with illus-
trations, and full terms of trading. A useful
little guide for the trade.
Latest List of Clarion Records Interesting.

The latest list of "Clarion" gold-molded rec-
ords covers a large variety of pleasing selections
— all apparently of good selling merit, since the
Premier Co. have found it necessary to run their
factory night and day for some weeks past, and
although a double plant is running, supply is
still behind the demand. The nine-penny Cy-
linder is indeed the season's sensation!

Disagreeable Factors Overcome.

To those who have followed with more or less
attention the events of the past year, the mere
mention of the following factors will conjure
up its financial history in such fashion as to
present it at a glance: American crisis; seven
per cent, bank rate; consols on three per cent,
basis; cotton industry dispute; railway alli-
ances; international struggle for gold; labor
and socialistic agitation; threatened railway
strike; shipbuilding crisis; slackening of trade
boom.

These are not favorable factors, but their ad-
versity has in several instances bsen overcome,
and as a consequence it is not too much to say,
that the outlook for 1908 appears much brighter
than the retrospect of 1907.

Clever Columbia Window.

An attractive novelty in window display was
that of the Columbia Phonograph Co.'s Cardiff
Branch in the shape of a Christmas tableau.
The idea possessed such merit and proved such
a great attraction — enormous crowds gathering
from time to time — as to be worthy of a some-
what detailed description. A third of the win-
dow space represented the interior of a room,
rendered cosy by a stove illuminated by an
electric lamp in such a way as to suggest a

cheerful fire. Many of the appointments of the
room were ingeniously constructed from talking
machine goods. For example, the mantel was
built of record boxes. On a couch in this apart-
ment was the figure of a sleeping girl apparently
dreaming of the delights which would be hers
if she possesed a graphophonie, to judge by the
Columbia catalog which had fallen from her
hand on to the floor. Meanwhile unexpected
preparations were going on "outside" for fulfill-
ing her dream. The remainder of the window
was hung with light blue muslin to suggest the
open sky. In midair was a noble airship con-
structed of horns and records, with a grapho-
phone for the car, in which the up-to-date Santa
Claus was making his annual tour. He was ac-
companied on his mission by a fairy sprite seen
in the act of descending a rope ladder from the
aeroplane and placing on a table before the sleep-
ing girl a "Trump" graphophone. To admit of
the sprite's entrance to the room, the dividing
curtain was drawn aside by a commanding figure
of Columbia, the exact counterpart of the well-
known illustration on the Columbia Co.'s show
cards and record boxes. "Columbia" thus ap-
propriately formed the centerpiece of the dis-
play. A descriptive card in the forefront gave
point to the whole exhibit with its inscriptions:
"The Airship Santa Claus. A Dream of Colum-
bia Christmas Joys. Why not Realize this in
Your Home?"

Some Columbia Notes.

The first batch of disc records of the Accor-
dian, for which the famous player, Peter Tryper,
is under exclusive contract with the Columbia
Co., have been issued.

The renowned Dowlais. Prize male voice choir
have been secured by the Columbia people, and
some splendid chorus records (10c.) are now on
sale.

New Seymour Reproducer

The new model (1908) of the Seymour Re-
producer is just out, and has made quite a mark
already in the trade. It is very loud, while be-
ing beautifully mellow, and has a deep, firm tone,
more like the disc reproduction, but having finer

The "World's" Register of British Manufacturers and Factors

The following are leading firms in the United Kingdom who will gladly mail Catalogues and Price Lists upon request

RPDTITTTD 68 Basinghall St.,
. rKlH/UlV London, E.G., Eng.

EVERY WHOLESALE JOBBER

should get my export prices for Best French
PHONO REPROS., RECORDERS,
BLANKS and all Phono Accessories. Lists
free.

I am prepared to consider sole
representation of manufacturers of
SPECIALTIES of all kinds for
Phono and Talking Machine Trades.

IF YOU WANT TO OPEN HERE

write us at once and submit samples
and prices. Highest Bank Refer-
ences. Correspondence invited —
English or French.

For Profitable and SOUND Business handle the

IMPERIAL DISC RECORDS

Supplied by

GILBERT KIMPTON & CO.

Peninsular House, Monument Street, London, England

THE SEYMOUR
REPRODUCER

NEW 1908 MODEL
Enormously Improved.

Absolutely the finest phonograph repro-
ducer on the market. Price, 12/6.

Graphophone Carrier Arms for Edison
machines to adopt same, with special sound-
tight joint, from 10 6 to 12 6.

Send for illustrated lists of above and
other up-to-date accessories.

THE MICROPHONOGRAPH COMPANY
291 Goswell Road, London, England

52

THE TALKING IVIACHINE WORLD.

FROM OUR LONDON HEADQUARTERS— (Continued.)

definition. The advance in this season's model
over the last is the new means of holding the
diaphragm, of specially treated porous carbon,
in a manner somewhat similar to the most mod-
ern disc sound box method, viz., by pneumatic
pressure. The" diaphragm is much more free to

vibrate by this means than by any other yet
adopted, hence the great improvement in the
tone and volume.

The Microphonograph Co. are to be congratu-
lated on the certain success of their latest
product.

TRADE REPORTS FROM THE PROVINCES.

NOETH OF ENGLAND NOTES.

(Special to The Talking Machine World.)

Manchester, England, Jan. 4, 1908.
Not-nithstanding the various optimistic opin-
ions expressed during the past few months, trade
generally is reported as not so good as was ex-
pected, in some cases dealers report larger sales,
but on closer profits. The disc record trade has
been good, Zonos, Favorites and Odeons all being
in good demand. The cheaper class of disc ma-
chines are not selling so rapidly as last season,
customers now beginning to see that a good
machine at a fair -price is much more satisfac-
tory than a cheaper make; perhaps the exception
is the Pathe 4os. model, which we hear has sold
in big lots. This, however, is accounted for bj^
the fact that a cheap disc is the draw, for at
Is. 6d. retail it appeals to most as a great deal at
little cost. Pathe Freres recently had a trade
show at the Midland Hotel, Manchester, which
we hear was very successful. The best class of
machines, such as Columbia Regal, have had a
big run, and sufiScient of these could not be ob-
tained to satisfy the demand. All the best
houses have had exceptionally fine shows, with
all latest novelties well displayed. In the cylin-
der section Edison's still had the largest
run. Clarions also have had satisfactory sales.
We cannot but admit the fact that sooner or
later the cylinder trade will be to a very large
extent replaced by discs, the average in one
large house being: Disc goods, 80 per cent;
cylinder goods, 20 per cent., of the sales. The
manufacturers have themselves somewhat to
blame for this, because the various dropping in
prices (after authoritative assertions to the con-
trary) have caused many dealers to regard them
with suspicion and consequently they are very
chary not to stock only the barest requirements
so that they shall have a safe stock. As a case
in point, a short time ago the price of records
was Is. retail; a little later it was reduced to
9d., with an old record in part exchange; a little
later still it was to be sold at 9d. without the
exchange. Now, the dealer paid in the first
place 8s. per doz. f2U per cent., or 2s. 9d. doz.

4^ ROBINSON'S ^

^ Reliabilities ^

Are The "REPROPHONE" Disc TalHing
Machines, "FAVORITE," " BEKA,"
"ZONO" and"ODEON" Discs

(All good numbers kept in stock)

The "MASTER** Ball Bearing SOUND BOX

to suit all makes of Disc Machines. "Real Good"

NOTE,— I import direct via ship canal, buying the very best
goods on cash lines. ! sell to the dealers wholesale, but, in
addition, do a large retail and export trade, packing and
shipping to all parts of the v^-orld. with increasing trade and
satisfactory results to buyer and seller alike.

I am prepared to consider

any propositions from manufacturers who desire a share of
the business in the UNITED KINGDOM upon mutually
advantageous lines, whereby

24 Years* Traveling Experience

on the rood, with a large clientele, combined with

Brains, Bustle and Business Ability

will bring grist to the mil] on both aides.

If this interests YOU, jtist write folly

(Don't be afraid of an extra line or page)

J^S- YOU MAY RELY UPON

Promptness. Energy and Straight Dealing. Best references
1 concentrate upon DISC and PHONO. GOODS entirely

"ROBINSONS" The Talkeries

213 Deanstfkte

E«tabli«)icd 1904 MANCHESTER, ENG.

net) for those goods. This leaves after the re-
duction at 9d. has been knowTi lV4d. profit to the
dealer retail who has bought previously, which
is out of all reason. Hence this feeling of in-
security does exist and will continue to do so for
some time to come. In the disc department cut-
ting price is still prevalent with some houses,
and this in spite of all agreements.

The only cure for this is to penalize every fac-
tor for a good round sum in case of contraven-
tion, say £1,000, and also penalize the dealer for
£100. If the factor knows that he stands to
lose if he does not lake due precaution he will
take care that he does. If the dealer also knows
he will stand to lose his £100 in case of breach of
agreement he will be careful not to do so. As
long as no penalty clauses are inserted the ques-
tion of these agreements is one that is constantly
ignored, the consequence being that the goods
get into bad commercial channels, where, as
there is nothing to lose, and sales at cut prices
are made a special feature of. This in spite of
less profits, for customers are now more par-
ticular in choosing records than formerly. It
is nothing uncommon for a customer to hear 20
or 30 records before a purchase is made. Every-
one here is on the tip toe of expectation, a feel-
ing of something impending in the early months
of the New Year, with a consequential clearance
of stocks at any prices possible. Want of confi-
dence between manufacturer and dealer is
largely resjwnsible for this, and the sooner the
atmosphere is cleared the better it will be for the
entire industry.

Several new inventions are likely to be intro-
duced at an early date, one that may particu-
larly do well, it is an air pressure apparatus
that can be adapted to nearly all disc machines
upon the market at a nominal cost, although the
writer has not had time to carefully examine
it, we are informed that it is a considerable ad-
vance and improvement upon all existing sys-
tems whereby air as used by pressure is applied
and the results being exceptionally fine.

Another invention likely to come to the front
also is a clever sound box improvement, whereby
the sound can be increased or decreased at will;
attached to the sound box and without any me-
chanical device attached to the tone arm, it is
good, and will at once place the purchaser of
it in the same position even though it is the
cheapest disc machine that he has, as though
he had bought one of the most expensive fitted
with a patent modulator.

Business necessities during the past month have
kept the writer fairly occupied, so that the neces-
sary amount of time has not been available for
special reports. In the next issue, however, we
shall try to give the experiences of the North-
ern traders in the various towns as before, mean-
while please accept our heartiest greetings for
the opening of 1908 and trust in saying so that
it will be a prosperous and thoroughly remun-
erative season for all readers of The Talking
Machine World in every clime wherever this
journal circulates.

PREPARING TO MOVE TO NEW QUARTERS.

The Victor Distributing and Export Co. are
making preparations to remove their office from
256-257 Broadway to 83 Chambers street, New
York, their future home, In the course of the
next few weeks, when alterations are completed.
Manager Williams speaks of their holiday trade
In the most optimistic way and says the new
year will make a new high record for the entire
trade.

WORTH
TO YOU

U THIS is a pretty fair sample of a
trade paper is it not?

f[ Subscribers in all parts of the world
do not hesitate to say they couldn't
keep business house without this publica-
tion being a regular visitor.

f[ Go through it carefully from cover to
cover. The variety of news, the educa-
tional features, the technical matter, and
the correspondence and departmental
work united make an invaluable reper-
toire for any one interested in talking
machine lines.

f[ It costs but a dollar to receive it for
twelve months. All countries outside of
the United States and Mexico, $1.25.

([ We publish also THE MUSIC
TRADE REVIEW— the oldest music
trade publication in this country, and
many do not hesitate to say, absolutely
the best and most reliable in every re-
spect. It is published every Saturday
and contains from fifty to sixty pages of
trade and technical news, covering every
department of the music trade line. Regu-
lar subscription $2 in the United States
and Mexico. All other countries $4.

f[ We publish some technical works
which are interesting to those who care
to obtain an accurate knowledge of the
piano. "Theory and Practice of Piano-
forte Building" is the only work ever pro-
duced in the English language covering
the subject of pianoforte history and con-
struction. It is profusely illustrated
with original drawings, cloth bound, and
contains about two hundred pages. Sent,
postpaid to America and Mexico, $2. All
other points, $2.20.

f[ We also put forth The Piano or
Tuner's Guide which is a standard work
on tuning and so conceded by competent
authorities. This is a book of convenient
size, containing about one hundred pages.
Cloth bound. Price, post paid, America
and Mexico, $1. All other countries
$1.10.

f[ Dealers and tuners should have
these books.

EDWARD LYMAN BILL

1 MADISON AVENUE
NEW YORK, N. Y.

THE TALKING MACHINE WORLD.

53

We Cover the United States

No matter where you are located you are withhi
easy reach of_ one of our two immense Talking
Machine Depots, the most complete and best equipped
in existence.

DISTRIBUTING POINTS

CHICAGO and CINCINNATI

Victor and Edison Machines and

Records

Herzog Cabinets, Tone
Regulators, Horn and
Record Cases : : :

The Famous Wurlitzer
Line of Needles

The Rudolph Wurlitzer

„ Talking Machine Distributors
V^iUllipdll y CINCINNATI A CHICAGO

54

THE TALKING MACHINE WORLD.

a few months ago he says trade was 40 per cent,
better than it was for the corresponding period
of the previous year. The Indiana company are
equipped with a full stock of machines and
records and are fully prepared for the trade of
this year.

The business pf the Kipp-Link Co., who han-
dle Edison and Victor machines, has been boom-
ing for the last five days. This company say
the holiday trade was entirely satisfactory. The
Kipi>L,ink Co. are more centrally located than
any other store of the kind in the town, and
their business is growing as the people find out
their location.

'A. E. Jay, of the Kipp-Link Co., is having
great success with the sale of his new J return
attachment for talking machines. The return at-
tachment allows the music to be repeated with
a cessation which is barely perceptible to the
listener. It is popular, especially for equipping
instruments that are used in dancing halls and
skating rinks, and is coming to be used more
and more in the 5-cent theaters. It is manufac-
tured in Indianapolis and at Cincinnati.

Five-cent theaters in Indianapolis are thinning
out and getting down to a living basis. So far
as these theaters are concerned, Indianapolis for
several months has resembled a boom town. Fully
twenty of these places were started, and it seemed
that they never would stop starting them. This
has ceased, however, and it is expected that a
number of them will drop out soon. It will be a
question of the survival of the fittest.

Business has been rather dull for several days
for the penny arcades. Holiday business was
good, as there were a number of conventions in
the city holiday week. The dulness now, how-
ever, is making up for the holiday rush.

John H. White, for twenty-nine years one of
the official reporters of the House of Represen-
tatives, who died at his home in Englewood, N. J.,
acquired his fortune out of talking machine in-
struments made in the early days of the trade,
and on which his retirement from oificial life
was based.

Get Busy!

Put in a line of

Searchlight Folding Horns

Do It Mow!

SEARCHLIGHT HORN CO.

755 LEXINGTON AVE.. Borough ol Brooklyn. NEW YORK CITY

TRADE NOTES FROM INDIANAPOLIS.

Review of Business Transacted for Year — Up
to November Records Were Broken — Instal-
ment Business Suffered IVIost — Outlool< at
Present Time Is Better — Craig's Estimate of
Year's Business — Kipp-Link's Good Holiday
Trade — Five Cent Theatres Thinning Out.

(Special to The TalkiDg Machine World. )

Indianapolis, Ind., Jan. 6, 1908.

Talking machine men have made estimates on
their trade for 1907 and they find that it fell
far short of the business of 1906. A conservative
calculation is that the business for the year just
closed was 70 per cent, of that for the preceding
year. Some dealers place the figure at GO per
cent, and others at 80 per cent., but 70 per cent,
seems to be a conservative estimate. It is nota-
ble that all of this decrease came in the last few
months of the year. Up until November dealers
say business was practically as good as it had
been during the preceding j'ear. From that time
on it was on tie wane and the holiday trade was
far behind that of last year.

Another notable fact is that it was the instal-
ment business that suffered chiefly. The cash
business was up to that of the preceding year.
Dealers do not attempt to explain this condition.
In considering the outlook for the coming year
talking machine men are optimistic. Factories
in this city and in other cities or the State
which have been closed for some time are open-
ing up and the business of the farmers is in
good condition. Dealers see no reason why the
trade this year should not be brisk, and they are
preparing to push it.

The dull trade of the last few months, how-
ever, has not been without results. Thomas
Devine, of the Columbia Co., took advantage of
the opportunity to dispose of stock which had
accumulated. Mr. Devine, who is well informed
on the conditions of the talking machine trade in
Indianapolis and in the State, disc.usses condi-
tions as follows:

"Our business during the year was quite a

great deal less than that of a year ago, due in
part no doubt to the stringency of the money and
also to the fact that factories right and left were
laying off hands. Our wholesale business was
specially light. This was not due to the fact
that we -did not have orders. The trouble was
we did not have the goods to fill the orders, and
in consequence we were compelled to turn down
a great deal of business which ordinarily we
would have been glad to take care of.

"But the outlook, so far as I can see now, could
hardly be brighter. Before the financial flurry
got started in full blast our people let up in
certain factory departments, at the same time
giving us to understand that we must look to. our
own resources for a time at least. As a result
of this we promptly got busy on such old stock
of various kinds as we had. We whipped it into
shape and pushed it hard. Ordinarily this class
of goods would have remained on our shelves,
eventually finding its way to the scrap heap.
During the holiday season we disposed of prac-
tically all of our second-hand damaged product.
Now that our factory is again running there is
no reason why we should not consider ourselves
in better shape than ever before for pushing and
taking care of the graphophone business in In-
diana.''

A little advice to talking machine salesmen by
Mr. Devine appears on the cover page of a cur-
rent issue of The Columbia Salesman. A copy
has just been received at the Indianapolis store.
The advice is brief and as follows: "Of all the
qualifications, natural and acquired, that go to
make up the assets of a salesman none is more
apt to be underrated than the ability to remember
names. To be able to call a customer by name
is to have in your possession the outside key to
his strong box."

Charles Craig, of the Indiana Phonograph Co.,
who handles Edison machines, estimates his busi-
ness for the last year at about 70 per cent, of
that of the preceding year. He says, however,
that this business for the last two weeks has been
increasing, and that the daily business is now
double what it was two weeks ago. Up until

THE TALKING MACHINE WORLD.

55

TRADE IN THE CAPITAL CITY.

Holiday Business Reported Satisfactory —
Year's Average Fair — Columbia Sales Good
— Commercial Graphophones in Demand by
Government — Excellent Report from E. F.
Droop & Sons Co. — 1907 a Good Year for
Sanders & Stayman — Percy Foster on Me-
chanical Musical Instruments — What Other
Dealers Have to Say.

(Special to The Talking Maehlae World.)

Washington, D. C, Jan. 7, 1908.

The talking machine trade in the National
Capital, generally speaking, has not been up to
the standard. December started off quietly, but
warmed up towards Christmas and ended with
good colors. With a few exceptions, the year
as a whole has been fair, but not as bright as
it should have been. The summer and early fall
were dull, so that the final figures are not very
encouraging.

The Columbia Phonograph Co. did an excellent
business the last half of the past month and
starts off the new year well. A good record sale
has been maintained, but the sale of machines
has not been lively. As a whole the year has
been a successful one. The commercial grapho-
phone department of this company has passed an
exceptionally fine year. The value of these in-
struments is becoming more widfely known and
the number used in the National Departments of
Government has greatly increased. Lawyers,
courts and commeTcial houses are demanding
these machines, so that the local agency is kept
quite busy. Smith & Huls and Pechin & Johns-
ton are two large legal firms that have recently
placed a large order for the commercial grapho-
phone with the Columbia Phonograph Co.

The talking machine department of E. F.
Droop & Sons Co. has done a big business during
December. "We were rushed to death at Christ-
mas," said Manager Grouse, "and we are still
rushed. We have had good sales in both records
and instruments. The enlargement of this de-
partment has certainly enlarged the business.
We are arranging to have a series of afternoon
concerts on the Mignon player and the finest
talking machines.

Sanders & Stayman passed an excellent month
in the talking machine department and consider
In closing 1907 that a great success has been
made in this line of work during its half-year
life. In speaking of mechanical devices for music
Percy S. Foster, the local manager remarked,
"Years ago it was the music box that was de-
manded, but now this instrument has been rele-
gated to the corner and the talking machine with
its excellent production of voice, speech and in-
struments holds the public attention. Why, I re-
member, less than a decade ago, ordering music
boxes to the extent of making a huge pyramid in
the window and filling every counter and avail-
able space in the first floor of the store with
these instruments, and I disposed of everyone
of them at Christmas. Elated over this success,
I made a similar order the following Christmas,,
and I have at this late date one music box left
of that consignment. The talking machine came
and swept everything before it. It has even re-
duced the sale of small instruments as banjos,
guitars, violins, etc. People do not feel that
they have to learn an Instrument when they can
hear such a good imitation."

J. E. Whitson reports a good December and
an average sale for the year. The past two
weeks have been particularly busy ones in the
repair department of this establishment, as Mr.
Whitson is one of the few men in the city who
do this work, and everyone who had a machine
out of order suddenly remembered that they
wanted to use it for Christmas.

There was a good sale of records at John F.
Ellis Co. during December, and an especially
fine sale in the "Lyra" for Christmas.

Owing to the poor sales in the talking ma-
chine department of S. Kann, Son & Co., for
the past few months, the entire stock on hand
in this department has been turned over to
Powers & Henry, of Pittsburg. The agents of
this firm are now in Washington disposing of

the goods at remarkably low figures, which is
bringing many customers to the sale. It is ex-
pected that two weeks will suffice to close out
the stock.

A compact "has been entered into by the talk-
ing machine dealers here by which partial pay-
ment goods are sold at an advance of ten per
cent, on the original price. This is done to en-
courage cash payments, as well as to make the
man with the ready money feel that he secures
some privilege over his tardy brother. Owing to
manufacturing conditions, no reduction can be
made in the sale price of talking machine goods,
so the only thing left to do is to make the "on
time" man pay for the dealer's time in waiting.
Already this has shown satisfactory results, by
the increase in cash customers and by an in-
crease in business.

OUR FOREIGN CUSTOMERS.

Amount and Value of Talking Machines
Shipped Abroad from the Port of New York.

(Special to The Talking Machine World.)

Washington, D. C, Jan. 6, 1907.
Manufacturers and dealers in talking machines
will doubtless be interested in the figures show-
ing the exports of talking machines for the past
five weeks from the port of New York:

DECEMBER 9.

Amsterdam, 9 pkgs., $270; Berlin, 174 pkgs.,
$1,137; 2 pkgs., $120; 188 pkgs., $2,472; Buenos
Ayres, 95 pkgs., $3,565; Calcutta, 5 pkgs., $164;
Colon, 9 pkgs., $809; Cienfuegos, 8 pkgs., $266;
Glasgow, 29 pkgs., $572; Havana, 7 pkgs., $363;
Havre, 15 pkgs., $621; Kingston, 5 pkgs., $362;
Limon, 5 pkgs., $165; London, 5 pkgs., $375;
Macoris, 4 pkgs., $100; Para, 4 pkgs., $338; St.
Petersburg, 7 pkgs., $219; Savanilla, 20 pkgs.,
$1,082; Vera Cruz, 137 pkgs., $2,038; 7 pkgs.,
$353; Vienna, 3 pkgs., $213.

DECEMBER 16.

Antofagasta, 50 pkgs., $1,969; Belfast, 82 pkgs.,
$540; Bradford, 665 pkgs., $405; Callao, 13 pkgs.,
$370; 3 pkgs., $437; Colon, 12 pkgs., $1,032; Card-
iff, 5 pkgs., $352; Dublin, 54 pkgs., $401~f Guaya-
quil, 2 pkgs. $158; Leeds, 85 pkgs., $593; Lon-
don, 1,466 pkgs., $13,586; 17 pkgs., $408; Liver-
pool, 198 pkgs., $1,187; Limon, 7 pkgs., $333;
Manchester, 314 pkgs., $1,939; Montevideo, 31
pkgs., $3,125; Newcastle, 57 pkgs., $427; Manila,
11 pkgs., $781; 265 pkgs., $8,923; St. Lueia, 8
pkgs., $102; Tampico, 3 pkgs., $137; Vera Cru^,
47 pkgs., $880.

DECEMBER 23.
Auckland, 67 pkgs., $238; Bradford, 44 pkgs..

$282; Buenos Ayres, 20 pkgs., $2,307; Berlin, 75
pkgs., $1,244; Brussels, 57 pkgs., $1,850; Callao,
4 pkgs., $160; 8 pkgs., $275; Cartagena, 10 pkgs.,
$828; Colon, 22 pkgs., $346; Corinto, 15 pkgs.,
$648; Guayaquil, 4 pkgs., $2,810; Leeds, 75 pkgs.,
$473; Liverpool 21 pkgs., $104; 40 pkgs., $264;
London, 1,740 pkgs., $13,480; 37 pkgs., $1,228;
Manchester, 84 pkgs., $527; Melbourne, 466 pkgs.,
$14,235; Newcastle, 56 pkgs., $415; Pernambuco,
37 pkgs., $178; Santos, 11 pkgs., $361; Sheffield,
40 pkgs., $264; Vera Cruz, 20 pkgs., $399.

DECEMBER 30.

Bristol, 75 pkgs., $472; Colon, 6 pkgs., $553;
London, 11 pkgs., $527; 1,362 pkgs., $10,885; Mel-
bourne, 138 pkgs., $2,549; Rio de Janeiro, 57
pkgs., $2,590; Yokohama, 2 pkgs., $100.

JANUARY 7.

Berlin, 17 pkgs., $1,092; Buenos Ayres, 155
pkgs., $6,476; Cardiff, 53 pkgs., $352; Havana, 16
pkgs., $367; Karachi, 6 pkgs., $196; Leeds, 75
pkgs., $472; Liverpool, 40 pkgs., $283; London,
1,428 pkgs., $14,077; 7 pkgs., $569; 25 pkgs.,
$708; Manchester, 60 pkgs., $387; St. Peters-
burg, 1 pkg., $150; Sheffield, 40 pkgs., $264; Tam-
pico, 8 pkgs., $131; Trinidad, 9 pkgs., $173; Vera
Cruz, 65 pkgs., $3,278.

REGARDING EDISON'S PHOTOGRAPH.

The National Phonograph Co. have notified
the Edison jobbers and dealers as follows: "Dur-
ing the past four months there has been a ten-
dency among some of our jobbers and dealers
to use pictures of Mr. Edison for advertising
purposes in a manner objectionable to Mr. Edi-
son and ourselves, and so as to make it appear
as if Mr. Edison was doing the advertising per-
sonally. Consequently we have decided not to
permit the use of Mr. Edison's photograph by
the trade in any way whatever different from
the use to which we put it ourselves. ■ That is,
the use of the standard bust picture. As to the
trade-mark signature, we will permit its use
only in a way to call attention of the public to
the fact that genuine Edison phonographs and
records bear this trade-mark signature. We will
not permit the use of this signature in advertis-
ing in a way to make it appear that the trade-
mark is a signature to some statement purport-
ing to come from Mr. Edison or this company.
The use heretofore made" of the full-size or three-
quarter photograph of Mr. Edison does not meet
with either the approval of Mr. Edison or this
company; and, in order to prevent repetitions
of the uses heretofore made, we are obliged to
draw the line and prohibit the use of such photo-
graphs in any form."

Wc Know

grr That we can supply the dealers of Northern Ohio and Indiana and all
\jj Michigan, both promptly and to the very best monetary advantage.

(If That there is going to be a good steady demand for Edison Phono-
graphs, Gold Moulded Records, Horns, Cranes, Repeating Attachments,
and all sundries, That we have put in and will keep up full lines every
day in the year and thus be prepared to fill all orders immediately. ^ That
we can, and do, ship orders the same day we receive them — no room nor time
for delay or disappointment here. <][ That you can wire or 'phone orders to
us and be assured we have the goods in stock when you want them. <|f That
we are giving the "bargains of the age" in Record Cabinets — let prices
talk — just ask prices from us. <If That prosperity has not deserted these
United States — those who think so are dyspeptic doubters — and doubters
always suffer. <lf That we earnestly solicit your trade — try us and see how
joyously we do business.

American Phonograph Co.

106 Woodward Avenue, Detroit, Mich.

56

THE TALKING MACHINE WORLD.

APHORISMS FOR SALESMEN.

A Few Gems Culled from the Clever Book
Written by Walter D. Moody Entitled "Men
Who Sell Things" — Some Hot Ones Right
Off the Griddle That Will at Once Appeal
to the Talking Machine Men.

Walter D. Moody, who for many years has oc-
cupied the responsiWe position of sales mana-
ger for one of Chicago's largest wholesale
houses, and who is now connected with the
Chicago Commercial Association, has written an
exceedingly clever book with the suggestive title
of "Men Who Sell Things." It is replete with
helpful aphorisms which will he ^read with in-
terest and approval by readers of The Talking
Machine World. Mr. Moody's foreword declares
that the salesman is without doubt an ambassa-
dor in the fullest sense of the dictionary defini-
tion. The definition quoted is that an ambas-
sador is an envoy of the highest rank, sent from
one government to another for the advantage of
both; and the author of "Men Who Sell Things"
asserts that in diplomacy, skill, dexterity and
tact the traveling man fills the bill with some-
thing to spare that the ambassador might study
with profit.

The author admits with pride that he has Ibeen
a salesman, buyer, manager and employer. He
has a word for the men who buy or sell things
in every one of these stages. He also has a
word for the man wlio after he becomes an em-
ployer, cannot look at a situation from a sales-
man's standpoint. Some of the advisory and
remindatory gems are given here:

"I believe that a man gets what he goes after,
that one order to-day is worth two orders to-
morrow'; and that no man is down and out until
he has lost faith in himseif.

"I believe in to-day and in the work I am
doing; in to-morrow when it comes, and in the
work I hope to do; and in the sure reward
which the future holds.

"I believe in courtesy, in generosity, in good

cheer, in kindness, in friendship, and in honest
competition.

"I believe there is an order somewhere for
every man ready to take one. I ibelieve I am
ready right now.

"I believe in the goods I am selling, in the
firm I am working for, and in my ability to get
results.

"I believe that honest goods can be sold to
honest men by honest methods.

"I believe in working, not waiting; in laugh-
ing, not weeping; in boosting, not knocking; and
in the pleasure of selling goods.

"Temporary reverses are good for the spirit
and strengthening to the mind.

"Don't be a knocker. The meanest man on
earth is the one who will wound a man's charac-
ter with his tongue.

"If you are a knocker you are worse than a
hundred poor salesmen put together.

"There are people who believe that criticism
and fault-finding are indicative of wisdom. To
be disparaged is the penalty that brilliance must
ever pay to dullness.

"A dog will run a rabbit only when he feels
like doing it. A salesman who has works of
faith will do his duty whether he likes it or not.

"To-morrow is a poor time to catch to-day's op-
portunities.

"Did you ever wake u in the morning, shut
your eyes, lie still and say: 'Well, suppose every
salesman in the house were just like me, what
sort of a house would we have?'

"The world is full of human lobsters, men
stranded on the rocks of business, who, instead
of putting forth their own energies, are waiting
for some grand billows of good fortune to set
them afloat.

"When you retire for the night, look into your
own methods and study your own weaknesses.

' Men who sell things are divided into two
classes — those who regard thei'- work with rebel-
lious eyes that do not understand, and those who
view their work with a mind that rises above
conditions and makes the best of them.

"The highest salesman is he who does the
lowliest thing well."

Mr. Moody divides his work into twenty-one
chapters, each headed with some title appropri-
ate to the class of men or the class of topic *hat
he thinks in the drummer world deserves espe-
cial attention. He has a chapter on "Pure Grit"
that is an Excelsior sermon. Other chapters are
on "The Knocker," "The All-Head-and-No-Soul
Salesman" and the pessimistic "Old Timer." On
all of these subjects he has something terse and
trenchant to say, interspersed with illustrative
stories after the Abraham Lincoln style. The
volume is a remarkable one in many respects
and extremely helpful, because of the fact that
it was written not by a theorist, but by a prac-
tical man who talks with practical men. It is
aimed to be a vade mecum for salesmen, and it
certainly is unique in its way.

HOW TO DRAW A CROWD.

One of the wise men who has evolved many
schemes of stimulating interest in the better-
ment of the retail business gives the following
plan of campaign which may interest World
readers. He says: "To draw a crowd to the
store in the early part of the evening, advertise
that a 50 per cent, reduction will be allowed
on any article in the store to the first one hun-
dred persons entering the store after a certain
specified time on some Saturday evening. Make
some such announcement; 'A doorkeeper will
be stationed at the door of Blank's at exactly
7 o'clock, who will begin issuing tickets to the
customers as they enter the store. There will
be one hundred tickets issued to the first one
hundred patrons to enter the store. These may
each make a purchase at 50 cents on the dollar.'
It will surely crowd the store."

ARE you ONE OF THESE?
Let it be rain or let it shine,
A few there are who always whine,
Be business bright or be it" dark.
The self-same ones will always bark :
We all do business — some in disguise —
But the successful ones are those who Advertise.

I

V ^ ~- u ^

For 36 Records

For (j6 Records

So.T.ethIng New and Exclaslve
With Us

For 48 Records

TOPHAM'S CASES

are the original and standard. Build up
your trade by carrj'ing the standard rather
than the imitation.

These are a few stj'les onlj-. Write for
complete catalogue and price list.

A Few of Our Distributors:

M. STEINERT & SONS CO. .... Boston, Mass.

BLACKMAN TALKING MACHINE CO. - - New York City
R. S. WILLIAMS & SONS CO., Ltd., Toronto and Winnipeg, Can.
J. W. JENKINS SONS CO. - - - - Kansas City, Mo.

McGREAL BROTHERS - - - Cincinnati, Milwaukee, Wis.

H. J. DYER & BROS. St. Paul. Minn.

SHERMAN, CLAY & CO. - - . . San Francisco. Cal.

W. D. ANDREWS Syracuse. N. Y.

NEBRASKA CYCLE CO. Omaha, Neb.

ECLIPSE MUSIC CO. Cleveland. Ohio

EDISONIA CO. Newark. N. J.

E, F. DROOP & SONS Wa.hington. D. C. and Baltimore. Md.

PERRY B. WHITSIT CO. Columbus, Ohio

METROPOLITAN TALKING MACHINE CO. Jacksonville. Fla.

J. V. SCHMILL. Mexico City, Mexico

BERGSTROM MUSIC CO. Honolulu. Hawaii

18SS— 1»06

All our cases are made from select lum-
ber, covered with a genuine book cloth,
imitation of seal grain leather. An inside
flange, which is cut from the solid wood,
forming the top, thus giving strength and
keeping out dust and dampness, is a point
I claim exclusive to our case. Cylinders
are made on especialh' constructed ma-
cliines and are correct size and uniform
diameter. Hy my special method of fasten-
ing in, the\' are absolutely secure.

JAMES S. TOPHAM

WASHINGTON, D. C.

For 72 Records

Made lor Any Make and Namber Machines

10 and 13 inch

THE TALKING MACHINE WORLD.

57

How about your campaign?

Have you made aggressive plans for the year or are you
ffoing- to be over-conservative and wait until the clouds roll by?

Why don't you help them to roll by ?

One thing is pretty certain, that when the business at-
mosphere shall have entirely cleared again it will be discovered
that the men who were over-conservative have been left be-
hind in the race. It's not the time for over-co'nservatism. The
sun still shines — the country is not going to the deminition
bow wows and there's good business to be secured, but not by
the man who sits down and figures that conditions will not
warrant going ahead on any reasonable basis.

We are going ahead and we know some people who are
going to ride on o'ur vehicle and they, too, are going ahead.
We are positive of that. Now, you can go ahead with us.

Your route is clear and we will carry you as far as we
go and check you over other lines of prosperity.

We conduct a trade newspaper organization which is
exceeded by very few, if any, in the world, in point of size.
Our specialty is publishing trade papers and our business has
kept On growing larger every year. Not a phenomenal in-
crease, but just a steady growth showing that the manufac-
turers and dealers desire just such publications as we are
putting forth. Read this letter:

W. H. BARRY

F. D. HALL

THE

" B. & H." Fibre Manuf actxiring Co.

208 KINZIE STREET

Chicago Jan. 2, 1907

The Talking Machine World,

1 Madison Ave. , New York.

' Dear Sir: — It may be of interest to you to know that out of the

many thousand letters that we have received in answer to our
advertisement in your paper that among them were letters from
different portions of the world that we hardly realized were ever
reached by a trade journal. It might be amusing also to state that
it surprised us to know that in the far distant lands the talking
machine is so much in vogue. Among them were several letters from
Johannesburg of the Transvaal; one from Colombo, Isle of Ceylon; two
from Calcutta; one from Bombay, India; also from Dunnedin, New Zealand;
Sidney, New South Wal es ; Melbourne , Victoria and just received one
from the Cape of Good Hope.

We thank you for having charged so little for so much. With best
wishes for the season, we remain, Yours truly,

C.C.-F.D H. "B. & H." FIBRE MF'G. CO.

It's worth reading, is it not?

It tejls the story. The right kind of a story at that to
every advertiser. We have received many more along similar
lines.

This publication has fairly earned its place and it has
earned a reputation for reliability, but that alone is not suffi-
cient— there must be enterprise of the right kind which will
provide a large reading constituency. The above letter and
hundreds of others which we have received show that we have
the constituency all right.

This paper appeals to thousands of the best business men
in the country ; the men who are the best buyers — the best
sellers — the men who are looking for novelties — the men who
are looking for every opportunity to increase their business —
men who read The World from cover to cover, therefore

doesn't it seem reasonable that an advertisement in our col-
umns will be worth the price or, in other words, be of infinitely
greater advantage to the advertiser than the same amount of
money invested in a paper which does not occup}- the same
position ?

A difference in trade papers? Lord bless you, of course
there is. A man who is conducting a trade paper must first
of all make up his mind to deliver the goo'ds to the advertiser.

There is no uncertainty about our work. The goods are
there, now the question is do you want them ? Do you want
to' ride in our vehicle ?

Do you want to pay our price and get the dividends which
will come to every advertiser? It is up to you. Will you ride,
go horse-back or walk?

EDWARD LYMAN BILL.

58

THE TALKING MACHINE WORLD.

PRACTICAL SUGGESTIONS AND COMMENTS.

WINDING SPRINGS TOO TIGHT.

John B. Browning, Kansas City, Mo., writes to
the World as follows: "I have examined your
columns of suggestions and comments and find
them very valuable, but there is one suggestion or
caution I have never seen printed with this ex-
ception, 'If springs release with a jump or jerk
it indicates that they need lubricating with
graphite' published in the last issue. If a sug-
gestion from one who has tested and insiwcted
at least a half of a million disc machines is of
any value I would suggest that you print this
caution. At least half of the trouble with spring
motors is due to winding the springs too tight.
I might mention a number of effects due to this
cause and the only partial remedy is to permit
the springs to fully unwind even if you have to
move the turntable until there is no tension on
the winding shaft then rewind about three-
fourths. Everybody seems to have that impres-
sion in reference to the graphite and I suppose
that is why I find so much graphite in the spring
jumpers.

REGARDING DOUBLE-SIDED RECORDS.

A subscriber in Manchester, England, writes
an interesting letter to The "World regarding the
double-sided record and the selections to be
used for it. His letter in part reads as follows:
"Noting the fact that one of j'our manufacturing
companies has already or is preparing to intro-
duce double-sided records in the States, I am
greatly interested in the style of selections they
will choose for those records. Considerable dis-
cussion has been created in this country as to
whether it is proper to have two selections of a
widely different nature on one record. With
the growth in the number of these double records
it becomes a subject of great interest to both
factors and retail purchasers. It seems to the
writer that it is hardly satisfactory to the talk-
ing machine owner to listen to a plaintive song
of love from one side of the record and then be
greeted with a lively two-step or military band
from the other. Of course, such a combination
might appeal to a few people who enjoy con-
trasts, but to the great majority I believe har-
monious selections would prove more satisfac-
tory. I shall watch the columns of The World
with interest in order to discover if any talking
machine enthusiast on the other side of the pond,
when the double records become well circulated
there, has anj^ opinion to express publicly in re-
gard to the matter of selections. It has been

suggested by many here that it would be well
to have both sides of the record contain songs by
the same singer or two selections of the same
nature as by band or orchestra, and the idea
seems to offer the best solution of the problem.
However, though the discussion is still active in
this country the verdict of the States will be
awaited with interest, as the actual demand will
show just the direction of the public's desires
in the matter." The preceding communication
is of timely interest and the success of the
double-sided record in this country will no doubt
be closely watched. Just of what character the
selections should be, however, remains to be de-
termined by public opinion, which will show
itself in no uncertain manner in the number and
class of sales.

MONEY FROM OLD RECORDS.

John Pass, the talking machine and piano
dealer of Denver, Col., like many others in the
trade, receives some curious letters. Here is a
gem received by Mr. Pass from Mrs. J. M.
Petzer, of Villa Grove, under date of Dec. 25:

"Dear Sir — I have just received your Letter
notifying me that you would alow me 10c. a piece
for my old records now I have taken extra good
care of my records and they are as good as
new one except the songs and the music is old
you can just erace the old songs off and put new
ones on and sell the large ons for $1.00 and
the small ones for 50c. that is just what I paid
for them and I can get the very same records
now from Sears Rae Buck in Chicago for a
great deal less."

REQUEST FOR MESSAGE FROM EDISON.

Regarding their reasons for not acceding to
the requests for certain records, the National
Phonograph Co., through the medium of the
"Phonograph Monthly," took the opportunity re-
cently to acquaint their dealers and patrons
with the facts governing the position taken by
the company in certain instances as follows:
"One oft rei)€ated request is for a 'Message from
Edison.' A man from Kansas City says briefly
and compellingly, 'It's up to Thomas A. Edison
to make a record.' A Vermont lady who is good
enough to relate her family history in full and
the many and severe illnesses from which she has
recovered, says, in conclusion, 'After this letter
I expect Mr. Edison to make a record.' There
are many similar letters and although we appre-
ciate the interest evinced in the phonograph's
inventor, we must say there is no likelihood of

N( paperV

|hohocrap}£

iacouer)

THE ALLEN

TALKING IviAcillNE HORN

Pat. Jan. 9th 1906
No. 1022.

MANUFACTURED BY

Wm. J. SCHROTH

KOBE, JAPAN.

None Genuine
Without This
Trade Mark

HERETOFORE there has been a certain amount of preju-
dice, especially by those musically trained, against the Talking
Machine on account of a peculiarly unpleasant "blast" or metallic
sound foreign to the record.

This rasping sound is due principally to the horn, which in the
first place, is manufactured of metal, and secondly is generally
not constructed upon scientific principles.

This fault is corrected by using the .-XLLEN FIBER HORN,
made by hand, of a Japanese rice fiber material, finished with a
beautiful lac(|uer, put on by a new patenteil process in a permanent
glossy iet black c^lor.

Beautifully Decorated by Talented Japanese Jtrtists

CAN BE USED ON ALL TALKING MACHINES

BYRON MAUZY

Sole Distributor for the United States
Byron Mauzy Music Building, 1175 O'Farrell Street

SAN FRANCISCO, CAL.

WRITE US REGARDING THE EXCLUSIVE SALE IN YOUR TERRITORY

such a thing happening. No living American has
been made the subject of so many newspaper and
magazine stories as Mr. Edison, but he prefers
to remain in his laboratory and keep out of the
lime light. He shrinks from the idea of making
a record to he distributed broadcast. He is not
a professional record maker, but an inventor;
and if our friends only think for a moment, every
phonograph is a 'message from Edison.'

WANTED RECORDS OF VERSES.

"Another thing frequently demanded," says
this publication, "that we make records of verses
submitted, on the grounds that they would 'sell
well.' A contributor from the Middle West wants
us to make a record of a song that was sung a
great deal in her young days. She does not call
to mind its title or author, but thinks the first
verse opened in this spirited manner, 'O little
bird, I would I were thy matel' and there is a
line whistled by the little birdie in every one of
the verses. The tune has escaped her but she
says we could easily find out what it was or else
'compose fresh music' Another writer says that
his life has been a thrilling one and a record of
it would be instructive to all. He enclosed a few
details of his younger days commencing thus:

" 'The schools that were when I was young
Did oft my heart annoy ;
And so I made a strong resolve
To be a sailor boy.

Yo ! Ho ! for the brjny deep.'

"The few details took seven minutes to read
aloud and as they foreshadowed a life of extreme
complexity there is no telling how many hun-
dred records it would take to do his career jus-
tice."

TOO MANY RECORDS ISSUED.

Following closely upon the recent discussion
in the United States regarding the number of
new records listed each month, the British talk-
ing machine trade have taken up the matter as
it affects their record business and they seem to
be of the opinion that there are entirely too
many records issued each month at the pres-
ent rate. Both cylinder and disc records are re-
ferred to as about one hundred titles of the latter
and many more of the former style of records are
reissued each month, while there is a pronounced
tendency upon the part of the record makers to
increase that number. Those who have ex-
pressed an opinion state, and perhaps rightly too,
that the excessive number of records tend to over-
stock the dealer and render a large portion of his
record stock unsalable, as with so many new ti-
tles each month to choose from the public natur-
ally refuses to purchase from lists of previous
months under the Impression that they are out of
date. With so many manufacturers in the field
there are naturally each month a number of
records of the same title, which the dealer is com-
pelled to carry in stock if he represents the sev-
eral makes. No remedy has been suggested up
to the present time but the matter is receiving
earnest attention which will likely result in some
solution of the difficulty.

SCOFFERS BECOMING CONVERTED

To the Usefulness and Value of the Moving Pic-
ture Machine — Illustrations at Sportsmen's
Show.

One of the novel features of the first annual
Sportsmen's Show held recently at the Grand
Central Palace was the utilization of the moving
picture machines to illustrate scenes of forest,
fish and game in all parts of the world. A hip-
popotamus hunt taken in South .\frica was a
special attraction, while the moving picture of
Arctic life by Anthony Flola was widely com-
mented on. The pictures also of moose, cari-
bou, woodcock and duck hunting, tuna and tar-
pon fishing were much admired and added un-
doubtedly to the attractiveness of this show.
The moving picture is proving to be as educa-
tional a factor in its own field as is the talking
niaihine. It is filling a place of usefulness and
(ionionstrating its right to the consideration of
the most intellectual and learned of our people.
The scoffers are gradually becoming converted
we are glad to note.

THE TALKING MACHINE WORLD.

59

THE GENIUS^OF EDISON.

From Earliest Boyhood He Has Been Improv-
ing Old and Inventing New Things — Rise
from Poverty to Wealth Reads Like the
Arabian Night's Tale — Views of a London
Paper.

Mucli as lie is admired few realize the extent
or true value of Thomas A. Edison's many re-
markable achievements. From his very earliest
days he was given to inventing or trying to im-
prove existing methods, and it is related by a
writer in a London paper "Mainly About People,"
that his first essay in this direction was an en-
deavor to hatch some eggs by sitting on them
himself! Of course this will be taken with a
grain of salt. The writer. then, says: "His won-
derful rise from a newsboy to the world's great-
est inventor reads more like a page from the
"Arabian Nights" than soiber fact. Some idea
of his preserverance may be gained from the
fact that when quite a youngster he made up his
mind to read all the books in the Detroit free
library — over 50,000 in all. Of course, the feat
proved impossible, but before he gave up he had
read more than most men of middle age have
ever even heard of.

"Like most geniuses. Edison is not a very good
business man, and although he has made huge
sums of money, he cares little for wealth.
Strange to say, in spite of his powers of prac-
tical invention, he is a very poor hand at arith-
metic.

"One of his pet hobbies is the collection of
phonographic records of the voices of his numer-
ous friends. Most people who visit him are asked
to speak into a phonograph, and their sayings are
most carefully preserved, to be repeated again
afterward whenever the inventor feels inclined.

"As most people are aware, Mr. Edison has
for many years been troubled with deafness.
Some time ago a famous specialist announced
that he thought the trouble could be remedied if
Edison would submit to an operation. But this
he absolutely refused to do.

"Although he finds his affliction a disadvantage
in ordinary life, he considers it a Messing when
he is engaged in thinking out his marvelous in-
ventions. 'No matter what the rest of you are
doing, or how much noise you are making,' he
once said to a friend, 'it doesn't bother me, and
I am able to concentrate my mind fully upon the
subject in hand without interruption.'

"Most great inventions have been discovered
by accident, and there is a curious story of how
Mr. Edison invented incandescent light. For
some reason or other he had neglected to pay
his gas bill, and an irate collector called upon
him for the money.

"It so happened that Edison was busily en-
gaed in working and did not settle up at once.
Shortly afterward, to his great annoyance, the

gas was cut off. This so piqued the inventor that
he there and then determined to discover some-
thing which would harm the gas companies. He
set to work with a will, and the result of that
night's pique was the invention of the incandes-
cent light."

GOOD REPORTS FROM LOS ANGELES.

Dealers Report Gains Over Last Year With
High Priced Goods in Demand — A. G. Hig-
gins of the Victor Co. Enthuses Over South-
ern California — Out-of-Town Trade Also Sat-
Jsfactory — The Outlook Is Good.

(Special to The Talking Machine World.)

Los Angeles, Cal., January 6, 1908.

December closed with great satisfaction on the
part of mostly all. Business in general has been
good, if not excellent. Most dealers have made
a great gain over last year even though there
are several new dealers and jobbers in the field.
The demand for high priced goods was ahead
of previous years. Victrolas and cabinets were
greatly in demand, selling as though they were
Victor, Jr.'s.

All houses seem to be very short of records
in both cylinder and disc, owing to the enormous
number sold. Out of town dealers were as busy
as they could be, using more high classed goods
such as Victrola cabinets and red seal records,
which they have done little with heretofore.

Albex't G. Higgins, of the Victor Co., made a
short stay in this city while on his way home.
He expressed some little surprise at the healthy
state of trade here and was greatly impressed
with the city, but more so with Pasadena, where
he could hardly believe it was the month of
December, when his mind wandered eastward
to the sleet and snow in contrast with the sun-
shine and flowers of the Southwest. While driv-
ing about the residence section of Pasadena, he
remarked: "Give me a home here and I'll say
good-bye to the rest of the world." After a
short stay at home he is expected to make a busi-
ness visit to Lbs Angeles, where he can spend
more time in admiration.

SOME PO{NTERS_ANENT MEXICO.

Consul-General Gottschalk Says That Manufac-
turers Shouldi be Cautious in Protecting Their
Interests in Mexico.

According to a recent report of Consul Gen-
eral A. L. M. Gottschalk, of Mexico City. Ameri-
can manufacturers cannot 'be too cautious in pro-
tecting their interests in that country. As an
illustration of the necessity of registering all
trade-marks he cites the case of a shoe manu-
facturer of the United States as follows: "It
appears that the shoe company in question has
been making shipments of its products' to Mexico,

through the port of Tampico. It is claimed that
a resident there, observing the success which
these goods obtained upon the market, has writ-
ten to the manufacturers, stating that he had
already copyrighted their trade-mark in Mexico
and that they were infringing upon his rights in
the matter. Having no data at hand as to the
merits of the case, I wrote the American asso-
ciation of manufacturers which forwarded the
complaint, recommending that the firm avail
themselves of the services of a local law firm of
unquestioned reliability to submit to the local
courts their grievance against the apparent tres-
passer.

The case seems to be one that should be pre-
sented to American manufacturers for their in-
formation. Manufacturers and exporters in the
United States are too prone to think and to act as
if compliance with their home laws guaranteed
them against all possible injury or prejudice
abroad. The case outlined should show clearly
that it is the duty of firms who export success-
fully a certain class of jpierchandise to Mexico
to proceed, in their own interest, to register
their trade-mark in this country. A large num-
ber of American concerns neglect to fulfill the
requirements of the Mexican incorporations law
(stamp-tax law), in consequence of which, al-
though they may not themselves be aware of it,
they have absolutely no legal existence in the
country. It is this neglectful oversight of many
American business men who deal with foreign
countries that so often is disparaging and causes
irremediable damage to American trade.

ADVANCE OF MECHANICAL MUSIC.

A Brooklyn Writer Decants Upon the Growth
in Popularity of American Made Music and
the Days When the Swiss Music Box Was
Pre-eminent — We Have Grown Since.

The advance of mechanical music in America
was made strikingly apaprent by A. N. Oldgirl
in the Brooklyn Citizen recently. He wrote as
follows: "Beford this country began manufactur-
ing its 'own continuous music machinery the
Swiss music box filled the long-felt want for
melody-while-you-wait. It used often to be a
toss-up between a grand piano or a $300 music
box direct from the Canton Strausswaltz. It was
usually kept in the dim and religious twilight
of the parlor, and only wound up for a cycle of
four popular selections when eminent company
was present. After that it would have to be
taken to a watchmaker for repairs. The Swiss
music box was one of the most relentless instru-
ments known to modern music. The tunes in it
were permanent, and after you had once got
'Home, Sweet Home/ 'The Last Rose of Summer'
and 'The Marseillaise' with one, there was no es-
cape. You couldn't change the cylinder under $10."

NORTHWESTERN

TRY US

DEALERS

WE ARB

JOBBERS AND DISTRIBUTERS

BXCUUSIVBUV OR

EDISON

VICTOR

PKonographs TalKing' Machines

and Supplies

MINNESOTA PHONOGRAPH GO. SJ^/!:?:" '^"'^r;..^"

ual;reince h. luoker MINNEAPOLIS :: MINN.

60

RECORD BULLETINS FOR FEBRUARY, 1908.

NEW EDISON GOLD MOLDED RECORDS.

9T46

9747

9748
9749

9750
9751
9752
9753
9754

9755
9756
9757
9758
9759
9760
9761
9762

9763

9764

9765
9766
9767
976S
9769

A Summer EveniDg in the Alps

Edison Concert Band

SometKJdv's Been Around Here Since I re

Been Gone Billy Murray

I Love You So Miss Ilinljle and Mr. Miller

The Crack Keiiment I'atrol

Edison Symphony Orchestra

Garibaldi ". James Brockman

Don't Worry Miller and Werrenrath

Under the Matzos Tree Ada Jones

The Girls of America March. .. .Albert Benzler
Take Me With You in Your Dreams

Harry Anthony

Rain-in-lhe-Eace Collins and Harlan

When the Violets Bloom, Violet. . Irving Gillette

The Outpost March Edison Military Band

Will He Answer "Goo-Goo"? Stella Tobin

He Lifted Me Anthony and Harrison

Romance and Reality Edward M. Favor

American I'olka John Kimmble

1 Miss You Like the Roses Miss the Rain..

.- Reed Miller

The Little Old Log Cabin in the Lane....

Edison Male Quartet

Imitation of Amateur Xight at the Vaude-
ville Steve rorter

The Smiler • Vess L. Ossman

Two Little Baby Shoes Byron G. Harlan

August and Katrina.Ada Jones and Len Spencer

Much Obliged to You Arthur Collins

Kins of Rags Edison Military Band

ZON-O-PHONE lO-INCH RECORDS.

zax-O-l'HONE COXCEKT BAND.

Anvil Chorus (from '11 Trovatore")

Merry Widow March

Mills"' Medley Waltz

Wilhelmina Waltz

ZOX-O-l-HOXE OnCHESTCA.

Ach te oczy : — Mazurka and Three-Step

Idealia Waltz

O'Neill of Derry — Waltz

Popular Chorus Medley Xo. 1

VIOLIN SOLO BY HENliV HKSS, WITH OUCH. ACCOMP.

972 Serenade No. 1 (A major)

WHISTLING SOLO BY JOE BIXMOXT., OUCH. ACCO-Ml'.

956 Whistle — ^Intermezzo Two Step. . . .

VOCAL SELECTION.S WITH ORCH. ACCO.Mr.

As Long as the World Rolls On..I'eerless Quartet

Band Box Girl Ada Jones

Bve Bve Dearie Byron G. Harlan

Creole' I/Jve Song Roberta Glanville

If I Should Fall in I-<3ve With You

Alice C. Stevenson and Frank C. Stanley

I Know a Lovely Garden Henry Burr

Much Obliged to You .irthur Collins

Nothing but Leaves ( Sacred) .. Metropolitan Trio

liambler Minstrel No. 6

Smile. Smile. Smile. .Ada Jones and Billy Murray
Somebody's Been Around Here Since I've

Been Gone Billy Murray

Way Down in Colon Town Billy Murray

When Summer Tells Autumn Good-Bye....

Frank C. Stanley and Henry Burr

Will He .\nswer Goo-Goo? Ada Jones

You've Gut to Love Me a Lot

Ada Jones and Len Spencer

969
971
951
97U

952
953
954
955

957
973
958
974
959

960
961
962
963
964
965

966
967

975
968

NEW VICTOR RECORDS.

5326
5390

5325
31689

Size.
10
10

lu

10
12

AUTHCr. TRVOB'S BAND.

Number.

5324 International Maich Roberts

"Shoulder .\rms" March Rose

"His Honor the Mayor ' Melodies

Edwards-Aarons
Pilgrims' Chorus (from Lombard! ) . .Verdi
Oberon Overture Weber

VICTOH OKCHESTIiA. WALTEK B. Itor;HItS, CONDUCTOR.

5333 Barcarolle from Contes d'Uoffman — (Tales
of Hoffman I (with duet for two violins,
bv Howard Rattay and Henry Hess. . . .

5303 Snow Birds Mazurka iwith bird warbling) 10

CI-\1IIXKT AND FLI TE DI KT BY CHKI.STIE AND LYONS.
ACCO.\!P. BY VICTOR OI.CHESTUA.

5327 Dreamy Moments Ehrich 10

WHISTLING SOLO BY ALICE J. SHAW^ WITH OKCH.

5306 La Gazelle Bendix 10

CONTRALTO SOLO BY CORI.NNE MORGAN, ACCO.MP. BY
VICTOlt ORCII.

5328 Bliss Forever Past (from Bohemian Girl)

Balfe 10

SOPRANO SOIX) BY HKI.ENE NOLDI, ACCOMP. BY VICTOP.
ORCH.

31691 Inflammatus (from Stabat Mater) . Rossini 12
DONALD HUGH .MACURIDK. SOPRANO, ACCOMP. BY VICTOR
OIK'II.

5329 Angels Ever Bright and Fair (from Tbeo-

dfora) Handel 10

TENOR SOLO BY KRKDERIOK C. FRKE.MANTEI., ACCcrMP BY
VICTOR ORCH.

31091 Ave Maria (Latin) Franz Abt

BARITONE SOLOS BY ALAN TURNER, WITH ORCH.

0336 The Evening Star (from Tannhauser)

Wagner

31693 As lyong as the World Rolls On Ball

5342 Rule Britannia (with male chorus) .. Arne

BARITONK SOLO BY PERCY HE.MCS, ACCO.MP BY VICTOR
ORCH.

The Song of a Heart Tunison

SONGS BY BILLY MIRRAY. WITH ORCH.

.Much Obliged to You Burt

I.'nder Any Old Flag at All (from Talk of

New York) Cohan

DUET BY fOLI.INS AND HARLAN. WITH ORCH.

5337 I'm Going on the War Path Feist

DUET BY STANLEY AND MACDONOliGH, WITH ORCH.

.'■i332 The Flowers Outside the Cafe Solman 10

DUET BY MISS STEVENSON AND .MR. MACDONOUCH. WITH
ORCH.

5340 I I-ove You So (Waltz) from Merry

Widow Lehar 10

BILLY ML'RRAY AND HAYDN QUARTET. WITH ORCH.

5330 I'm Happy When the Baud Plays Dixie

Vanderveer 10

MALE QUARTET BY TIIK HAYDN QUARTET. WITH ORCH.

6.331 Down In the Old Cherry Orchard

Bryan-Henry 10

DESCRIPTIVE SPECIALTY BY MISS .lONES AND MR.
SPENCER. WITH ORCH.

6334 You've Got to Ix)ve Me a Lot 10

DESCRIPTIVE SPECIALTY BY SPENCER AND GlRAllD.

0338 The Stranded Circus Spencer 10

31692

5335
5339

12

10
12
10

12
10
10
10

Ar.THLR PRYOU S BAND.

5301 King of Rags (A Two-Step Oddity)

Swisher S

DUET BY MACDONOLGH A.ND BELMONT, WITH ORCH.

5314 Robin Redbreast (from "Happyland")

De Koven S

TENOR SOLO BY BYRON G. H.YKLAN. WITH ORCH.

5310 Two Blue Eyes Morse 8

HYMN BY FREDERICK C. FREEMANTEL. WITH ORCH.

5341 The Ninety and Nine ...Sankey. 8

DUET BY MISS JONES .YXD MR. MURR.YY, WITH ORCH.

5317 Make Believe Morse 8

YANKEE TALK BY CAL STEWART.

Uncle Josh at the Dentist's 8

CARLO ALBANI. TENOR.

Trovatore — Deserto sulla terra (Naught

on Earth Is Left Me).... Verdi 10

Ballo in Maschera — Barcarola — Di tu se

fidele (The Sea Will Bear Me) Verdi 10

Otello — Ora e per sempre addio (And Now
Farewell) Verdi 12

H. EVAN WILLIAMS. TENOR.

All Through the Night — Welsh Air 12

IIANOFORTE SOLO BY FRANK LA FOKGE.

Etude de Concert MacDowell 12

MARIO ANCON-i^ B-ARITONE.

Puritani — Ah per sempre (To Me Forever

Lost) Bellini 10

Otello — Era la notte (Cassio's Dream)
Verdi 10

EMILIOi IE GORGORZA. BARITONE.

Faust — Dio possentc l Even the Bravest
Heart) Gounod 12

favor the Smoot or the Kittredge bill, both of
which are now before the committee, remains to
be seen. The talking machine record, mechan-
ical instrument and perforated music roll manu-
facturers, as well as the music composers and
publishers, are greatly concerned over the di-
lemma, and the filling of the vacancj- is being
eagerly canvassed as to the probable copyright
attitude of the new Democratic member.

ZULU KING LIKES THE "TALKER.'

5282
G4081
64082
74090

74100
74101
87014
S7015

74102

Also Plays the Organ Very Well — Not a Canni-
bal But a Civilized and Educated Man.

DEATH OF SENATOR MALLORY.

Minority Member of the Patents Committee
Passes Away — May Have Some Influence on
the Copyright Bill.

(Special to The Talking Machine World.)
Washington, D. C, December 30, 1907.

The death on December 23 of the Hon. Stephen
R. Mallory, United States Senator from Florida
and a minority member of the Patents Commit-
tee, opens up another prospective complication
on the copyright bill introduced by Senator
Smoot, of Utah, chairman of this committee, and
which is practically of the same tenor and na-
ture, so far as the exemption of copyright music
reproduction on records and other automatic de-
vices is concerned, as that of the measure
brought for'ward in the House, by Representative
Currier, chairman of the Patents Committee.
The deceased Senator endorsed the minority re-
port— in fact, was its author — presented in oppo-
stition to the Kittredge bill introduced during
the session of the Fifty-ninth Congress, that
failed of passage.

This session the Smoot bill is expected to be
the majority report, unless the death of Senator
Mallory, making a vacancy on the committee,
should make a difference. Whether the new ap-
pointee, whore name will not be announced until
after the holiday recess, on Monday next, will

A dispatch from London says that Dinizulu,
head chief of the ferocious Zulus, renowned as
the best fighters among the natives of Africa, has
allowed a lone sheriff to go into Zuhtland and at-
tack him. His British neighbors in Natal say
he has been making mischief, inciting the blacks
to "remove" the white colonials. They got to-
gether a lot of troops and seemed about to send
them against him when he sent a message to the
Governor asking what the military preparations
meant, and why, if he had done wrong, he was
not arraigned before a civil court and given a
fair trial. So a sheriff was sent after him with
a warrant and Dinizulu, son of the warlike Cete-
wayo, quietly ■went along to be tried.

Dinizulu lives, when h^ is at home, in a well
constructed building, furnished in the English
fashion, with large mirrored -n'ardrobes in his
bedroom and all the appliances of civilized life.
He has a brick house for any English guests,
and has an English-speaking native valet to at-
tend them. At night he entertains his guests
with a gramophone, with English records, and,
if well enough, plays the organ himself and sings
to his own accompaniment, his favorite song,
which he sings in English, being "Home Sweet
Home." He is a fluent Zulu scholar, and writes
with ease in a bold hand, and also speaks Eng-
lish.

HAPPENING SUGGESTS AN IDEA.

Perhaps the most wonderful of all the stories
of the talking machine's accomplishments comes
from right here in New York. According to the
tale, a burglar broke into the store of a music
dealer in Tenth avenue and while rummaging
around struck the starting lever of a talker. As
the music started it awoke the bull-dog, who
routed the burglar. Fine watchdog that needed a
talker to wake him when trouble was near.

Disc
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Mahogany. Golden Qt. Oak. Serpentine Front.
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^E\V Patterns now being
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Write for Illustrations and Prices.

The Udell Works

Indianapolis, Ind.

THE TALKING MACHINE WORLD.

61

LATEST PATENTS RELATING TO TALKING
MACHINES AND RECORDS

(Specially prepared for The Talking ilacliine Wdilil.j
Washington, D. C, Jan. 6, 1908.
Talking Machine. Horace Sheble, Philadel-
phia, Pa., assignor to the Hawthorne & Sheble
Mfg. Co., same place. Patent No. 872,586.

This invention concerns talking machines and
relates, more particularly, to the construction o£
the sound-conveying and amplifying tube or
horn. The object of the invention is to provide
an improved construction of such sound-convey-
ing tube, the use of which results in a more
faithful reproduction of the sound recorded.

In the talking machines heretofore constructed
it has been common to provide a sound-convey-
ing tube tapering from end to end, the small
end thereof supporting the sound box, and the
inventor has found that greater fidelity of sound
reproduction can be obtained by so constructing

the sound-con-
'^■^ veying tuibe that

the interior there-
of near the end
to which the
sound box is
affixed consists of
a plurality of
sections of pro-
g r e s s i V ely in-
creasing cross-
sectional area.
The smallest of
these sections
c o m m u n ic ates
with the chamber
directly in r e a r
of the diaphragm
of the sound box
and is consider-
ably smaller in cross-section than that chamber.
This section is of comparatively short length,
as are the succeeding ones, except the last, which
may be of any desired length, and a tapering
amplifying horn is connected to the end of this
section. If desired, the sectional tube and horn
may be coupled together in a manner permitting
relative movement, the sectional tube, in this
case, corresponding to the tone-arms now in gen-
eral use. Preferably the tube and horn are circu-
lar in cross-section, the sections of the tube being
cylinders of small length, except the last, whose
length is determined by the length desired for
the complete tone-arm. The sections of the tone-
arm are so constructed and assembled that the
end of each extends a short distance into the
end of the next larger section, so that a series
of air chambers or pockets are provided about
the ends of the sections. By reason of this
construction, the diaphragm of the sound box
can vibrate more freely as the air pressure
thereon is, under certain circumstances, consid-
erably reduced.

The preferred embodiment of the invention is
illustrated in the accompanying drawings, in
which Fig. 1 is an elevation of a portion of a
talking machine broken away and sectioned in
part; Fig. 2 is a longitudinal section of a tone-
arm on line 2 — 2 of Fig. 3;- and Fig. 3 is a trans-
verse section on line 3 — 3 of Fig. 2.

Talking Machine. Henry B. Babson and An-
drew Haug, New York, N. Y., assignors to Uni-
versal Talking Machine Co., Newark, N. J. Pat-
ent No. 872,783.

This invention relates generally to talking
machines and more particularly to supporting
means for mounting the reproducer in operative
relation to the horn. In certain types of ma-
chines of this class now in general use, pro-
vision is made. for supporting the horn and re-
producer independently of each other, the ar-
rangement being such as to permit the horn to
be swung around into any desired position while
the reproducer is either in or out of operation,
without disturbing the same, and at the same
time to permit free movement of the reproducer
without such motion being transmitted to the
born. While such an arrangement affords many

obvious advantages and has received general ap-
proval, objection is made to the particular forms
of mechanism heretofore employed, owing to the
large number of parts, the care and accuracy
required in fitting and assembling the parts to
insure proper co-operation and the general com-

plication involved in the construction which ren-
ders it expensive, difficult to adjust and alto-
gether unsatisfactory from the point of view of
both the manufacturer and user.

The present invention is designed to obviate
the objectionable features above pointed out in

the production of
a reproducer sup-
porting arm and
mounting there-
for employing a
minimum n u m -
ber of parts of a
form suitable for
being manufact-
ured at a com-
p a ra t i V ely low
cost, readily as-
sembled or dis-
connected, and so
arranged as to co-
act efficiently in
permitting free
movement of the
reproducer and its
ready adjustment
in or out of operative relation to the sound
record.

The accompanying drawings will serve to illus-
trate a device suitable for carrying the invention
into effect. Fig. 1 is a view in side elevation
of a support for a sound reproducer, constructed
in accordance with the invention, the same being

shown applied to a well known type of talking
machine. Fig. 2 is a rear view thereof. Fig. 3
is a vertical section on the line s', s^ of Fig. 1.
Fig. 4 is a similar view taken on the line, s*, s\
of Fig. 3.

Reproducing Horn for Talking Machines.
William E. Leighton, Pembroke, Me. Patent
No. 872,828.

This invention relates to the horns used on
the reproducers of talking machines and has for
its principal object the improvement of the horn
to the end that
the tones repro-
duced are pro-
longed and made
more clear. This
i s accomplished
b y attaching a
number o f the
strings to the
horn which are
tuned to the chro-
matic scale so
that when a tone
is made by the ^
talking machine
record the string
tuned to that tone

vibrates in sympathy and also the strings tuned
to the harmonics of the tone.

Fig. 1 is a perspective view of a conventional
talking machine with the improved horn secured

thereto; Fig. 2, a central longitudinal sectional
view looking at one side of the inner surface
of the horn; Fig. 3, a cross-sectional view, and
Fig. 4, a detail showing one of the keys and its
mountings.

Tone Purifier. Adalbert T. E. Wangemann,
West Orange, N. J., assignor to New Jersey
Patent Co., same place. Patent No. 872,592.

This invention relates to devices for purifying
or improving the quality of tones produced by
an instrument such as an Edison phonograph or
other talking machine, and may be used also

WILKESLYKE

Automatic Start and Stop

ATTACHMENT

This scientific attachment is made to
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matically starts the machine on clos=
ing the gate and stops at the end of
record, thus enabling the operator
to wait on customers or perform
other duties.

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sol,e; distributer
SYRACUSE, N. Y. BUFFALO, N. Y.

62

THE TALKING MACHINE WORLD.

for recording purposes with such instruments
for improving the quality- of the record.

It is well known that in order to produce nat-
ural sounds, practically all the sound waves pro-
duced at a given time should reach the ear at
the same instant. If, for example, a person is
listening to a speaker or singer in a large hall,
the waves will, of course, travel directly to the
listener, but there will also be a reflection of
sound waves from the walls of the room which
reach the listener somewhat later, and a few of

\ —
\

/

these reflections will reach the listener in ampie
time to augment the directly received sound
wave — others will travel and be reflected so
often and be in consequence so weakened that
their influence on the spoken word or the tones
of music are nullified; yet these reflected waves
have an influence on the understanding of the
more direct sound waves which reached the
listener first. The reflected waves plus

the direct waves give to every such room or
space its own tone of resonance, its own peculiar
character. Now in the case of phonographic
reproduction, the belief is that the reproducer
diaphragm emits from the sound box waves
traveling in almost every direction, so that two
principal classes of waves issue therefrom into

the resonating horn, namely, those which travel
in a direction parallel or slightly inclined to the
axis of the horn, which travel for a considerable
distance without reflection and which may be
called direct waves, and those whose direction
of travel is considerably inclined to said axis,
which are reflected after traveling a short dis-
tance, and which the inventor terms "cross
vibrations." It is obvious that since the path
of travel of the cross vibration is longer than
that of the direct vibrations, they will reach the
listener later than the direct and produce an
unpleasant effect, a rumbling sound; they inter-
fere constantly with the succeeding direct waves
and cover up or destroy or counteract the same.

This invention has for its object the provision
of means which furnish an easy outlet for direct
waves and hinder or obstruct the passage of
cross vibrations, whereby all, or a large part of
said cross vibrations will be eliminated or con-
verted into direct waves.

Fig. 1 is a plan view of a perforated sheet
of metal which may be used in the construction
of one form of .the invention. • Fig. 2 is a plan
view of a similar sheet which may be used in
constructing another form of the invention.
Fig. 3 is an end view showing how the sheet of
Fig. 2 may be formed into concentric tubes.
Fig. 4 is an elevation of a tone purifier em-
bodying the invention. Fig. 5 is a detail viev." of
one of the tubes of Fig. 4. Fig. 6 is a detail
view of another tube of Fig.' 4. Fig. 7 is a sac-
tion on line 7 — 7, Fig. 4. Fig. 8 is a section on
line 8, 8 of Fig. 7. Figs. 9, 10, 11 and 12 are
similar to Fig. 4 and illustrate various modifica-
tions. Fig. 13 is a vertical sectional view show-
ing one form of the invention as applied to the
reproducer and amplifying horn of a phonograph.
In all the views corresponding parts are indi-
cated by the same reference numerals.

Recorder a>d Reproducer. Thomas H. Mac-
Donald, Bridgeport, Conn., assignor to Aiherican
Graphophone Co., same place. Patent No. 873,-
7G3.

This invention relates to recorders and repro-
ducers for talking machines and has for its ob-
.iect to improve the construction of the same, and
more particularly the construction of the sound
box with relation to the diaphragm, and the con-
nection of the sound tube to the sound box.
With this object in -saew the invention consists
of a circular sound box whose walls support the
diaphragm, the crown or top of the box being
dished or concave with its center very close to
the diaphragm and its periphery, where.it joins
the walls, many times farther removed from the
diaphragm, so that at the outer edge the air

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space in the sound box is many times greater
than in the center. This is accomplished by
placing the dished crown of the sound box with
its convex side toward the diaphragm and its con-
cave .side on the exterior of the
box. The sound tube is con-
nected to the concave side of
the sound box crown by a ball
and socket joint, the socket
being preferably struck up in-
tegrally with the metal of the
crown, and the ball of the joint
being formed integral with the
sound conveying tube.

Within limits the inventive
idea may be embodied in a
variety of structures, and for
the purpose of illustration
there is shown in the accom-
panying drawings a recorder
which embodies the invention, in which draw-
ings. Fig. 1 is a transverse vertical section of a
recorder with the recording style in place upon
a record tablet; and Fig. 2 is a bottom plan view
of the same.

Phonograph Hoex. Frank B. Norman, West
Orange, N. J., assignor of one-half to Samuel I.
Kopatousky, Newark, N. J. Patent No. 872,577.

This invention relates to a phonograph horn,
and is designed to provide a horn that is adapted
to be folded up, and is made of separable por-
tions embodying a tapered sleeve at the small
end, arms to be detachably secured thereto to
form the large end, and a covering of fabric to
be attached on one end to the tapered sleeve,
and adapted to be buttoned or clasped to the
ends of the rods forming the large end of the
horn.

The invention is further designed to provide
means for limiting the entrance of the rods
forming the large
end of the horn
into the tapered
sleeve, and also *
to provide a cov-
ering f or the
large end that
can be folded up
into a small space,
this covering
usually or prefer-
ably being made
of oiled linen, or
a similarly stif-
fened fabric
which will throw
the sound, giving
it a tone that is
noticeable from the absence of harshness, and
this covering being detachable from both ends,
it can be packed away, when the horn is in its
condensed shape, with great ease.

Fig. 1 is a view half in section and half in
elevation of the improved horn when it is assem-
bled. Fig. 2 is an end view of the tapered sleeve
looking into the big end thereof. Fig. 3 is a
view of one of the rods, and Fig. 4 is a perspec-
tive view of the fabric covering when it is de-
tached from the horn.

SorxD-REi'RODrci.xc: Machine. Luther T. Haile.
Philadelphia, Pa., assignor of nine-one-hun-
dredths to Jos. W. Shannon, one-tenth to Fred-
erick .1. Geiger, and one-tenth to Logan W. JIul-
ford. all of Philadelphia, Pa. Patent No. 873.937.

This invention relates to sound-reproducing
machines for the reproduction of vocal and in-
strumental sound waves from a "record" thereof,
and has for its object to so amplify and modify
the sound waves so produced as to restore, in
large part if not wholly, their original tone and
timbre, closely simulating the original sounds
recorded: and, as incidental advantages, the
elimination of the amplifying and discharging
horn and its adjunctive parts, commonly em-
ployed with talking machines, and the metallic
resonance resulting therefrom.

To these ends this invention consists of a new
instrument comprising the combination, in or
on a containing cabinet, with an interiorly-dis-
posed sound-reproducing machine, of any known

THE TALKING MACHINE WORLD.

63

type in which sound waves are recorded on a
disc or cylinder record and sought to be repro-
duced therefrom by a diaphragm vibrated by a
relatively traversing stylus and record, of a con-
tiguously-mounted resonance chamber, at least
one wall of which is a sounding board, into the
interior of which chamber the sound Waves pro-
duced by the diaphragm of the reproducer are
discharged; and means such as a pivotally-
mounted hollow sound-conveying arm on the
free end of which the sound reproducer of the
^ ^ talk ing machine

is mounted, the
other and pivot-
ally-supported end
of said arm being
mounted in an
apertured wall of
said resonance
chamber in such
manner as to dis-
charge the sound
waves thereinto.
Also in deflecting
partition walls in
the resonance
chamber, operat-
ing primarily as
an amplifying con-
duit for the sound waves on their passage
through the resonance chamber and during their
impingement against the inner face of the sound-
ing board, and secondarily to modify their tone
by contact of such partition walls with the reso-
nant fibers of the sounding board. Also in the
provision of valve mechanism governing the
inlet to the resonance chamber, as also valve
mechanism governing its discharge ports, where-
by the tune production may be regulated, namely,
producing either loud or soft tones, with di-
minuendo or crescendo, at the will of the opera-
tor and wliile the

Mg3

machine is in
operation. Also in
other detail feat-
ures of construc-
tion and arrange-
ment of the ele-
ments relatively
to the cabinet, in
each of the two
alternate forms
thereof herein-
after described;
the combined ele-
ments being well
adapted to be
contained in a cabinet and constitute a compact,
self-contained and readily transportaJble machine
or instrument.

The basic principle of the invention is exem-
plified in a device wherein sound waves are re-
produced from a "record" thereof by a contact-
ing stylus vibrating a diaphragm and discharg-
ing the sound waves so produced into the in-
terior of a resonance chamber of the character
recited, whereby they operate to sympathetically
vibrate the sounding board wall or walls thereof;
while a further basic principle is the deflection
modification and amplification of such sound
waves within the resonance chamber, exemplified
by the provision of outwardly-diverging parti-
tion walls interiorly disposed between the sound-
ing board wall or walls of such resonance cham-
ber.

In the accompanying drawings illustrating this
invention in two of its best forms, Fig. 1 is a
vertical section, partly in elevation, wherein the
interior of the cabinet is reached through a
hinged closure in one of its side walls, and
wherein the resonance box is placed over the
open top of the cabinet, the back of the former
constituting the top of the latter and not neces-
sarily having any function as a sounding board.
Fig. 2 is a section of the resonance box, drawn
on the line 2 — 2 of Fig. 1. Fig. 3 is an elevation
of the pivoted sound-conveying arm constructed
to operate with the form of device shown in
Fig. 1. Figs. 4, 5 and 6 are elevations in per-
spective of the elements comprising the sound-
conveying arm of Fig. 3. Pig. 7 is an elevation

in ■ perspective of another form of the device,
wherein the top of the cabinet is provided with
a hinged lid or door and the resonance box
mounted on the inner face of the door, in such
manner that both tlie top and back sides of the
resonance chamber may operate as sounding
boards; and Fig. 8 is a horizontal sectional view
thereof, through the center of the resonance
chamber. Fig. 9 is an elevation of a form of
the pivotally-mounted sound-conveying arm con-
structed to operate with the form of device
shown in Fig 7; and Figs. 10 to 13, inclusive,
are elevations in perspective of the elements
comprising the sound-conveying arm of Fig. 9.

Pitch-Indicating Device for Ghai'hophones
AND THE Like. Theodor Zoebl, Chicago, 111.
Patent No. 872,399.

This invention relates to improvements in
pitch-indicating devices for graphophones and
the like, and the object of this invention is to
provide a pitch-indicating device by means of

which the speed
of the record may
be regulated to
produce any de-
sired pitch in the
reproduction o f
sounds, and in
which it will only
be necessary to
primarily adjust
the device to a
given tone, as for
instance, middle
C, and from that
tone as a starting
point the speed of the record may be adjusted
to give any desired pitch.

In the drawings. Fig. 1 is a view, partly in
section and partly in elevation, of a speed gov-
ernor of a graphophone, and having a pitch-
indicating device, embodying the invention, at-
tached thereto. Fig. 2 is a front elevation of
the locking collar. Fig. 3 is an outer face view
of the pointer. Fig. 4 is a side elevation thereof.
Fig. 5 is a front view of the scale disc, and
Fig. 6 is a perspective view of a graphophone
provided with a device embodying the invention.

Phonograph. Charles Thoma, Jr., and "Walter
Thoma, Carlstadt, N. J. Patent No. 873,969.

The present invention relates to phonographs
or other sound-reproducing machines, and has
more particularly reference to a multi-record
or a repeater phonograph. In_ machines of this
character, the record, or the sound-reproducing
mechanism, is given a reciprocating motion, one
with relation to the other. One motor being
utilized to effect the forward feed or outward

excursion during the sound-reproducing period,
and another motor, generally a spring or a
weight, is utilized to return the parts to their
original position at a greater speed than that

_E1DI

attained during the outward excursion. The
chief object of the present invention is to pro-
duce a multi-record machine operating auto-
matically. ' '

Fig. 1 is a plan view of a phonograph embody-
ing the invention. Fig. 2 is an end elevation
looking in the direction of the arrow 2 in Fig. 1,
showing the stylus disengaged from the record.
Fig. 3 is a vertical sectional view on the line

3 — 3 of Fig. 1 showing the stylus in engagement
with the record. .Fig. 4 is a detail view of the
double reversely threaded repeater screw.. Fig.
5 is a vertical sectional view on the line 5 — 5
in Fig. 1. Fig. 6 is a sectional detail view of
part of the feed screw.

Record Needle. Harvey H. Allison, New York,
N. Y. Patent No. 874,819.

This invention relates to needles used in con-
nection with talking machines, and has for its
object to provide means capable of producing
even, harmonious sounds, free from the chatter,

vibrations and strident tones commonly produced
by the devices now in use.

Fig. 1 is a perspective view showing a device
embodying the invention applied to the sound-

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prepaid by mail or express.

_ Patent Pending.

IVewapk, IV. J., U. S. A.

64

THE TALKING MACHINE WORLD.

ing box of a talking machine; Fig. 2 is a side
elevation of the device shown in Fig. 1 detached
from the sounding box; Fig. 3 is a side elevation
of a device embodjing a modified form of the
device; and Fig. 4 is a cross-section taken on the
line 4 — 4 of Fig. 3.

Record Holding Ayu Shifting Attachments
FOR Phonoc RAPHs. Thomas V. Skelly, Chicago,
III. Patent No. 874..54S.

The main objects of this invention are to pro-
vide an improved construction for the record-
shifting apparatus of magazine phonographs or
similar devices in which a plurality of records

are held in a
n magazine and
r^u. W i\\ arranged so

that any of the
records may be
shifted into
operative posi-
tion with re-
spect to the
phonograph or
other machine
at the will of
the operator;
to provide, in
a mechanism
of this class,
a structure
which will in-
sure proper

alinement between the phonograph support and
the supports of the magazine when shifting
records from one to the other, which will pre-
vent the shifting of the magazine when a record
is removed therefrom, and which will prevent
the operation of the record-shifting apparatus

except when
the magazine
is properly po-
sitioned with
relation to the
holder of the
machine; and
to provide im-
proved means
for causing the
shifting mech-
anism to auto-
matically dis-
engage the
record after
the same has
^ been properly

placed vLVon the holder of the machine.

Fig. 1 is a diagrammatic top plan view of a
phonograph having a record holder attached
thereto, constructed in accordance with the prin-
ciples of this invention. Fig, 2 is a sectional

view on line 2 — 2 of Fig. 1. Fig. 3 is a side
elevation of a portion of the holder shown in
Fig. 1, partly in section. Fig. 4 is a view of a
portion of the holder on line 4 — 4 of Fig. 1.
Fig. 5 is a sectional view on line 5 — 5 of Fig. 1.
Fig. 6 is a detail view of one of the springs for
positioning the shifter.

Sound-Amplifying Horn. James F. Wheeler,
Grand Valley, Col., assignor of one-half to Frank
W. De Witt, same place. Patent No. 873,643.

This invention relates to phonograph horns,
and particularly contemplates the provision of

an improved
con.str notion
Whereby sound
may be ampli-
fied and crea-
ted more dis-
tinct in its pas-
sage there-
through.

Fig. 1 is a
c e nt r a 1 long-
itudinal sec-
tional view
taken through
the improved
horn. Fig. 2 is
an end view
,^ looking for-

wardly into

the same. Fig. 3 is a rear end elevation, and Fig.
4 is a face view of the blank used to form the
bell end of the horn.

Horn for Talking Machines. Adolph G. Soist-
mann, Philadelphia, Pa. Patent No. 873,908.

This invention relates to improvements in
horns for talking machines, and the object is
to provide an improved structure combining sim-
plicity of construction, strength, and lightness in

weight, and tone
qualities capable
of producing a
maximum reson-
ance.

R e f e r r ing to
the drawings. Fig.
1 is a side eleva-
tion of the horn.
Fig. 2 is a long-
itudinal vertical
section thereof,
and Fig. 3 is a
cross-section o n
line 3, 3 of Fig. 2,
on an enlarged
scale.

Holmes, Concord,

mm

Phonograph. Horace F.
N. H. Patent No. 873,860.
This Invention relates to

especially to the manner of connecting the dia-
phragm to the reproducer or recorder lever, the
object of the invention being to provide a novel
connection between these -'^^
parts in increased smooth-
ness and distinctness in the
sound produced.

Fig. 1 is a central section
through reproducer em-
bodying the invention; Fig.
2 is a section on an enlarged
scale on the line x — x Fig.
1.

Phonograph. Joseph Bornand, of Pelham, and
Burchard Theons, New York, N. Y. Patent No.
873,013.

The invention relates to talking machines in
which the sound tube is stationary and the rec-
ord is movable. It resides in the means for
mounting the sound tube and for mounting and
operating the record support, so that the record
will be automatically moved by the engagement
of the stylus of the sound reproducer with the
spiral groove in the record. The record support

is so mounted and connected with a fixed source
of power that it may be driven without any
interference with its motion in a straight line
beneath the stylus of the reproducer.

In the accompanying drawings. Fig. 1 is a
side elevation showing the device; Fig. 2 is a
plan of the same device; Fig. 3 is an elevation
of a modified form of the device; and Fig. 4 is
a plan view of this modification.

phonographs, and

Serve up something attractive and you will
get results. A good cook knows how to fix up
tempting dishes. The progressive dealer doesn't
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the dealer should begin to talk spring furnish-
ings and to make his show windows especially
attractive.

LAWRENCE McGREAL

Milwaukee

172-174 Third St.

Edison and Victor
Jobber

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29 East Fifth St.

Edison
Jobber

Two big jobbing houses carrying immense stock and prepared for instant
delivery, with an absolute minimum of "outs" and a maximum of perfect
service. Try me with a trial order now.

I am interested in the success of every dealer buying through me, and refer every outside inquiry
to the nearest dealer, and will further his business with practical ideas born of my long experience first
as a road salesman, later as a successful jobber. Let me help plan your winter's campaign.

Yours for business,

UAWREINCE McQREAU

THE TALKING MACHINE WORLD.

65

Leading Jobbers of TalKing MacKines in America

OLIVER DITSON COMPANY

Are the largest Eastern Distributors of

Victor Talking Machines
and Records

Orders from Dealers are filled more
promptly, are packed better, are deliver-
ed in better condition, and filled more
completely by tnis house than any other
hou^e m the Talking Machine business,
so our customers tell us.

ISO Tremont St., BOSTON, MASS.

Chas.H.Ditson&Co.

Have the most completely
appointed and best equipped

VICTOR TALKING MACHIN£
Department

IN NEW YORK CITY

to-day, and solicit orders from dealers, with the assurance
that they will be filled more promptly, and delivered in
better condition than they can be from any other source.

N-S. 8-10-12 East 31th St., NEW YORK CITY

You Can Get Goods Here

:BI3isojv VICT^* > K

JOBBERS DISTRIBUTORS

Our wholesale depot Is a mile from our retail store.
Records are not mauled over for retail customers
and then shipped out to dealers. Dealers buying
from us get brand new goods just as they come
from the factory.

LAWRENCE McGREAL. Milwankfc. Wis.

NEW ENGLAND

JOBBING HEIADQUARTERS

EDISON AND VICTOR

Machines, Records and Supplies.
THE EASTERN TALKING MACHINE CO.
177 Tremont Street - BOSTON, MASS.

Eclipse PKonograph Co.,

Hoboken, N. J.

Edison Phonographs and Records.

Best deliveries and largest stock In New Jersey

JOHN F. ELLIS &

CO.

WASHINGTON, D. C.

Distributor

"VICTOR XalRIno
V M.^ 1. Machines

and RECORDS Wliolesale and

RetaU

Largest Stock In the South

PERKY B. WHITSIT L. M. WELLER

PERRY B. WHITSIT CO.,

213 South High Street. Columbus. Ohio.

Edison innnrnC victor Talking

Phonograplis .IIIKHrHii Maclilnes
and Records UUUIfbilU and Records

Have you a meritorious article you want " pushed " in
Mexico ? We are Edison jobbers ; twenty years'
experience in the country. Address

The WARNER DRUG CO.

Tor-i-eon, OoeiU., JVIex.

Apartado 163

NEAL, CLARK & NEAL CO.,

BUFFALO, N. Y.

Jobbers of Edison, Columbia, ZonopKone
BLnd Amerlcatn ma.chlnes &.nd records.
La-rgest Talking Ma.ohlne house between
New York a^nd Chicago.

C. ICoel^ring &. Bro.

I.XDIANAPOLIS. IND.

VICTOR DISTRIBUTORS

Our stock is complete. Orders filled the same day
as received.

ZON O PHONE JOBBERS

Fresh stoel<, filled complete, same day. Sperial
values in needles, cabinets, wall raclis, boms,
cranes, and carrying cases.

KNIGHT MERCANTILE CO.

211 N. Tweltth St„ ST* LOUIS.

HARQER £> BLISH

Western Distributors for the

VICTOR

COMPANY.

It's worth while knowing, we never
substitute a record.

If it's in the catalog we've got it.

DUBUQUE, IOWA.

PITTSBURG PHONOGRAPH CO.

VICTOR.
JOBBERS

and

EDISON
JOBBERS

Laree8t and most complete stock of Talking Machines and
Records in Western Pennsylvania.

COLUMBIA JOBBERS

4. W. IOWA. NEBRASKA and SOUTH DAKOTA

Write to-day for terms nec-
essary to become dealers

«W. A. DEAN COMPANY ^•^SaTf"''

T. II. Taw.,L. , Pres. & Treas.

THE ECLIPSE MUSICAL COMPANY

JOBBERS OF E9IS0N PHONOGRAPHS,
VICTOR TALKING MACKINES,

RECORDS AND SUPPLIES.

7 1 4 Prospect Ave., Cleveland, O.

LARGEST STOCK,
QUICKEST SERVICE,

E. F. DROOP & SONS CO.

925 Pa. Avenue 109 N. Charles St.

WASHINGTON, D. C. BALTIMORE, Md.

Wholesale and Retail
Distributors

Edison Phonographs

Victor Talking Machines

Southern Rmpresentatlves for

Topham's Carrying Cases: Herzog's Record Cabi-
nets; Searcbligbt, H. & S. Tea Tray and Standaid
Meta! Co.'s Horns and Supplies.

WEYMANN & SON

WHOLESALE DISTRIBUTERS

[niCnilTi^l'^iiS Machines y I prnn
LUloUn RecordsS Supplies 111 I Ull

Plaf-e your name on our mailing list.
We can interest you.

1010 Chestnut St., Philadelphia, Pa.

Peter Badgalupi & Sons

SAN FRANQSCO, CAL.

WHOLESALE RETAIL

1021-23 Goldtn Gate Ave. HI3-15 Fillmore SI.

JOBBERS Edison, Zonophonc
DEALER Victor

All Kinds of Automatic Musical Instruments
and Slot Machines.

BABSON BROS.

I 9th St. and Marshall Boulevard

CHICAGO, ILL.

Special attention given DEALERS only, by Q. M.
NISBETT, Manaeer, Wholesale Department.

LARGEST STOCK OF EDISON PHONO-
GRAPHS AND RECORDS in the U. S.

Southern California Music Co.

EVEKYTHING FOR TALKING MACHINES

Edison and Zon-o-Phone Jobbers

LOS ANGELES, CAL.

KLEIN A HEFFELMAN CO.

Canton, OHIO.

Edison Victor

MACHINES. RECORDS AND SUPPLIES

Qiiiokest seryioe and most complete stock in Ohio

Jacot Music Box Co.,

59 Union Sq.. New York.

Mira o^d Stella Music Boxes.

Edison and Victor Machines
and Records.

PACIFIC COAST %"5I^5f"
Victor Talking Machines recSrds

STEIN WAY PIANOS-LYON & HEALY
"OWN MAKE" BAND INSTRXJMENTS
San Francisco Portland

Los Angeles

Sherman, Clay & Co. lllil^T

KOHLER & CHASE

Oakland, Cal. Seattle, Wash.

Jobbers of

STAR, ZONOPHONES AND
EDISON PHONOGRAPHS

w

B claim Lar^^est Stock and Best
Service, and are willing to
••SHOW YOU."

IF YOU'RE IN WESTERN MICHIGAN
it will be money in your pocket to order

Victor MacKines and ILecords
JULIUS A. j.°'FR.IEDR.ICH

30-32 Canal Street, Grand Rapids, Michigan

0„_ . t Quick Service and a Saving

ur Motto : - S Transportation Charge?

Every Jobber in this country sbould be represented In this department. The cost is sllglit and the advasit&ge Is great.

Be sure and have your firm in the February list.

66 .

THE TALKING MACHINE WORLD.

I^eadi

ng Jobbers of TalKing

J MacKines in America

Baltimore Zonophone Jobber

THE NEW TWENTIETH CENTURV TALKING
MACHINE CO.

L. MAZOR, Proprietor

Talking Jlachines and Records. The Biggest
Assortment of Hebrew Records.

1623-25 E. Pratt Street, BALTIMORE, MD.

FINCH & HAHN,

Albany, Troy, Scher\eot&.dy.

Jobbers of Edlsort, Victor and Columbia

MaLchines and Records

300.000 Records
Complete Stock Quick Service

D. K. MYERS

712 Norlh Second St. ST. LOUIS. MO.

Only Exclusive Jobber in U. S. of

Zon-o-phone Machines and Records

We Fill Orders Complete Give us a Trial

SPALDING & CO.

ZOQ-II3 W. Jefferson St., Syracuse, N. Y.
JOBBERS

COLUMBIA MACHINES and RECORDS

Also AUiletic Goods, Fishing Tackle asd Cutlery

THE OLDEST TALKING MACHINE HOUSE
IN PENNSYLVANIA

C. J. HEPPE & SON

1115-1117 Chestnut St.
PHILADELPHIA, PA.

EDISON and VICTOR j| ffwa'js"^"'

GOODS and ALL ACCESSORIES Complete

C. B. Haynes W. V. YouMANS

C. B. HAYNES & CO.

WHOLESALE DISTRIBUTORS

EDISON PHONOGRAPHS and RECORDS

ALL SUPPLIES

602-604 East 4th St., Richmond, Va.

Paste This Where You Can Always See It !

Mr. Dealer:

We refer all Talking Machine inquiries coming from towns
where we are represented by dealers to the dealer or dealers in
that town.

VICTOR and EDISON JOBBERS

CHICAC30

IVI. AXWOOD

160 N. MAIN STREET

IVIEIVIPHIS, TENIM.

EDISON eJOBBER

J. K. SAVAQB

The New Indestructible Cylinder Records
Star Disc Machines and Records

At Wholesale. Couiiilete Stocks.

921 Franklin Avenue, ST. LOUIS, MO.

PRICE PHONOGRAPH CO.

54-56 Clinton Street, NEWARK, N. J.

Victor Distributors

Send us your Order, you get the Goods

We don't retail. We take care of the Dealer.
Large Stock — Quick Service

THE

TRADE-MARK

BROADWAY and 17th ST., NEW YORK

Factory :
Rahway, N. J.

Western Branch :
259 Wabash Ave., Chicago

WHOLESALE AND RETAIL

REGINA MUSIC BOXES REGINAPIANOS
REGINAPHONES SUBLIMA PIANOS

DISTRIBUTORS IN NEW YORK FOR

Victor^Talking Machines and Edison Phonographs

Complete Stock. Prompt Deliveries.

Every Jobber in tWs country should be represented in this department. The cost is slight and the advantage is great.

Be sure and have your firm in the February list.

SOL BLOOM SELLS LEASE

Of His 42d Street Store at a Profit of $50,000
— Reports Good Holiday Trade.

Sol Bloom has disposed of his twenty-year
lease at 3 East 42d street at a profit of |50,00o
and has removed the stock etc., to his new place.
40 West 34th street. New York. The surrender
of the 42d street premises dates from January 1.
His trade during the holidays treibled his esti-
mate, the selling staff being greatly augmented
for the occasion, consisting of the irrepressible
Sol, a host in himself, Mrs. and Miss Bloom, B.
Rutland, Baron Traner, C. Sedich, and two tem-
porary salesmen. Mr. Bloom's new establish-
ment, where he occupies the entire four floors,
has been remodeled and fitted up in a manner
altogether admirable for the business.

The chief decorative color scheme is a
warm red — rugs, wall-paper etc., — and the dis-
position of the electric lights is such as to impart
a cheerful appearance to a most attractive in-
terior. Four sound-proof booths are provided in
the rear of the main floor, with a repair shop
and small stock room besides. Four more booths
are in the rear of the mezzanine floor, reached
by an easy flight of stairs, carpeted in the pre-
vailing bright hue of the general furnishings. The
other floors of the building will be utilized for
stock and storage purposes. In the basement
the shipping department is located and a dynamo
will soon be installed to furnish power and light.
More attention will hereafter be given the whole-
sale trade, that will be under the immediate
charge of B. Rutland, who will shortly call on
the trade. It is said Sol Bloom will carry the
largest stock of Victor goods in New York.

our attention to the number you have on hand,
we would be pleased to submit you some propo-
sition for taking the entire stock off your hands
on some basis of exchange for other product.
Very truly yours,

Geobge W. Ltle, General Manager.

BIOGRAPHY OF THOS. A. EDISON.

Talking Machines,
Typewriters, Phono-
graphs, Adding Ma-
chines, Cash Regis-
ters, Guns and Tools,
and on all Polished
Instruments.

It Absolutely
Prevents Rust.

Sales Quadrupledin 1907

1866

1907

WILLIAM F. NYE

NEW BEDFORD, MASS.

IMPORTANT COLUMBIA ANNOUNCEMENT.

The Columbia Phonograph Co. sent out the fol-
lowing letter to the trade under date of Decem-
ber 26:

"Gentlemen:— In view of the very little de-
mand there has been for 7 in. records in the last
two or three years, and in order that our dealers
may be relieved of the necessity of investing cap-
ital in such slow-moving stock we have con-
.sidered it desirable to discontinue the manu-
facture and sale of 7 in. records as regular
Columbia product.

"This is authorization and license to you to
dispose of such 7 in. records as you may have on
hand at such prices as you see fit. these records
being removed from the restriction of our price
maintenance contract which you have signed.

"Kindly note carefully that this license refers
only to 7 in. records. No other Columbia product
under the price maintenance contract is included
in such license.

"We understand that you have but few of these
lecords, if any, in stock. If you prefer to call

An oflicial biography of Thomas A. Edison is
being written by Frank L. Dyer, his personal
counsel, collaborating with Thos. C. Martin, edi-
tor of the Electrical World. It will appear in
serial form in the Century ^lagazine, the Febru-
ary issue containing the first instalment of what
promises to be a fascinating story of the dis-
coveries, inventions and achievements of the
wonderful man. Mr. Edison has so often been
misrepresented and misquoted in print, especially
in the daily newspapers, that an oflScial life of a
personally endorsed transcript of what he has
accomplished of scientific and commercial value,
from his earliest days is a newsboy to his
present-day eminence, was deemed necessary in
justice to his well-earned fame and position in
history. The biography will be treated chrono-
logically and profusely illustrated, with a num-
ber of important chapters devoted to the phono-
graph and its perfection.

BROWN WITH KOHLER & CHASE.

■ (Special to The T.ilklng Machiue World.)

Chicago, 111., Jan. 6, 1908.
.\dvices received in Chicago state that G. E.
Brown, formerly with the Talk-o-Phone Co.. and
more recently representing Leeds & Catlin. has
been made general manager of the talking ma-
chine department of Kohler & Chase, of San Fran-
cisco, succeeding E. N. Clintzman. who retires
after an incumbency of six or seven years. It
is understood that Mr. Clintzman intends taking
up the same line of work with other interests.

THE TALKING MACHINE WORLD.

/

67

Side Lines for the Talking Machine Trade

Some of the Many Specialties which will Interest Talking Machine Men are Treated of in this Department

With this uumber The Talking Machine World
launches on the fourth year of its existence.
From the start its whole efforts have been de-
voted to the welfare of the ta;lkdng machine
trade. Its worli being ably supported by loyal
thousands who did not simply send in their sub-
scriptions and there let the matter drop, but
gave to us of their experience and by helpful
suggestions aided us in many " ways. It was
through these, and after a careful personal sur-
vey of this field, that we noticed the need, or
rather the advisability, of side lines, especially
for the smaller talking machine houses. With-
out meaning to cast any reflection on "talker"
dealers there appeared an air of mercantile sitag-
nation, a failing on the part of some of the trade,
even when business was a little dull, to see the
opportunities on every side of them — or, if seen,
a lack of initiative in grasping the bull by the
horns.

The Aim of The World.

As we have just stated, The World's one aim
is the advancement and bettering of conditions
in this trade aftd therefore realizing the need of
some side line barometer, as it were, where sub-
scribers could find a panacea for their wants.
We established this department last month.
Under this heading will appear each month fair
and unbiased articles on different lines and
lielpful hints for those looking for new and
lucrative novelties which can be handled ad-
vantageously in connection with talking ma-
chines. However, no matter how hard we strive
or how good our intentions, we cannot succeed
without the support of our subscribers. To
further demonstrate our sincerity in the matter
and to facilitate the jobber and dealer in ob-
taining any desired information, we have opened
what might be termed the "Question Box," that
is, any jobber or dealer desiring information in
regard to side lines of any character can obtain
same if it is procurable, by addressing a letter
care the Side Line Department and enclosing a
stamped and addressed envelope for reply. 1907
has now faded with its triumphs and disappoint-
ments into a memory. We have all summed up
the grand total and allotted it to a place in our
records. We have prided ourselves over the
successes and regretted the failures. However,
except to take advantage of the additional les-
sons taught us by experience, the past has little
to do with present and less with the future, and
it is the future that now confronts us. Shall we
stand cheerfully shoulder to shoulder and by our
combined efforts make 1908 a banner year and
one to be remembered with pride? If so, it be-
hooves everyone to look carefully over his busi-
ness, study the wants of the people around him
and prepare immediately to supply them. Al-
ready January is half gone and one cannot af-

ford to let a day pass wherein something is not
gained if success would be his aim.

Illustrated Post Cards.

Christmas trade in this line far exceeded all
anticipations, manufacturers, jobbers and deal-
ers reaping an immense harvest. To bear out
this statement we will turn to the Post Office
reports of this city alone for Christmas week.
During that period 10,000,000 post cards went
through the hands of the New York officials
and 90,000 dollars worth of one cent Stamps
were sold. These figures were almost equaled
again for New Year's. So great was the influx
of these little remembrances that notwithstand-
ing the increased force added for the Yuletide
rush, it was impossible to handle the mails in
anything like schedule time.

Did you get your share of this business, Mr.
Dealer, if not, don't you think it's about time
you got in line and stop having to worry about
the landlord's visit, gas bills, etc., and even if
you are one of the few who find themselves
placed above these little aggravations, wouldn't
it have added a little pleasure to your Christ-
mas to have realized a nice extra profit from
your store that represented but a small invest-
ment and little or no effort? However, luckily,
this line has more than one holiday trade dur-
ing the year and Valentine's Day, Easter, Deco-
ration Day, the Fourth, and, in fact, every spe-
cial event brings a TUsh on post cards in every
city and hamlet in the land.

Why This Line Appeals.

Three things especially recommend this line
to the retailer. First, and most essential, the cost
for installing even a first-class assortment is
small and can be brought down to insignificance.
But for the sake of argument we will say $100.
If you desired to start in the talking machine
business this would scarcely rank you as a
dealer nowadays, as your monthly records alone
would run up to this amount. But not so in
this line. While many have more invested, $100
would place you way above the average and give
you a line ranging from 3.000 to 10,000 cards,
according to the class of stuff you handled, this
including stands and racks for display and even
a complete line of albums. Secondly, the profit
derived from their sale is enoTmous; 100 per
cent, is the average, but this is often doubled
on some cards.

Yet because this business is founded on sales
averaging from a penny to a dime, many have
thought it insignificant. Thirdly, there is not a
single department or side line that ■will attract
so large a percentage of the passersby into your
store as will these same souvenir post cards.
In former years it was mostly a tourist trade,
but now so great has this craze grown that it

is safe to say no one is exempt from the collect-
ing mania; you will, therefore, not only make
a profit from the sale of the cards, but have a
good possibility of making additional sales in
your regular line.

Some Tips on Assortments.
For the dealer who is not certain as to the
requirements of his trade, we have taken the
liberty of reproducing the following assortments
from a prominent New York firm's catalog.
These assortments will at any rate give a fairly
comprehensive idea — for the large variety of
cards offered and the small quantity of each will
give the dealer the opportunity of testing the
demands of his trade with a minimum risk:

$1.00 ASSORTMENT.
50 New Fall Colored Comic, Assorted.
10 Birthstone, Assorted.
10 Roller Skating, Assorted.
10 Comic Cats, Assorted.
25 Slate, Assorted.
10 Flowers, Imported. Assorted.
10 Teddy Bears, New. Assorted.
10 Embossed Flowers, Gold Background,
Assorted.

15 No. 20 Comic, Embossed, Assorted.

Total, 150

$2.50 ASSORTMENT.
100 New Fall Colored Comic, Assorted.
15 Birthstone, Assorted.
15 Roller Skating, Assorted.
15 Comic Cats, Assorted.
20 Slate, 24 designs. Assorted.
10 Flowers, Imported, Assorted.
15 Teddy Bears, New, Assorted.
25 Embossed Flowers, Gold Background,

Assorted.
25 Embossed Birthday, Assorted.
25 No. 20 Comic, Embossed, Assorted.
25 Famous Gallery Paintings, Assorted.
10 Prismatic Series, Assorted.

Total, 300

$5.00 ASSORTMENT.

200 New Fall Colored Comic, Assorted.

25 Birthstone, Assorted.

25 Roller Skating, Assorted.

25 Fancy Lover, Assorted.

25 A A Line Fancy Colored, Assorted.

25 New Teddy Bears, Assorted.

50 Slate, 24 designs, Assoa'ted.

50 Embossed Flowers, Gold Background,
Assorted.

25 No. 20 Embossed Comic, Assorted.

25 Comic Oats, Assorted.

25 Fancy Flowers, Assorted.

25 Initial, Embossed, Assorted.

50 Views, Scotland. Colored. Assorted.

For Ready-Selling Popular-Priced Post Cards

The JAMES -LEE COMPANY is the firm to deal with.

Up-to-Date Goods,
Low Prices,
Prompt Shipments,
Courteous Treatment.

Samples and Prices sent to well -rated
■ Jobbers on request,

A SAMPI^n PACKAGE of 300 Assorted
Cards sent for ONE DO LIAR

TWENTY MILLION CARDS ALWAYS IN STOCK

THE JAMES-LEE COMPANY

397 BroaLdwaLY, New York

7-15 W. MaLdison St.. Chicago, 111.

68

THE TALKING MACHINE WORLD.

50 Views, Ireland, Ck)lored, Assorted.
25 Prismatic Series, Assorted.

Total, 650

?7.50 ASSORTMENT.
300 New Fall Colored Comics, Assorted.
25 Birthstone, Assorted.
50 Roller Skating, Assorted.
50 Fancy Lover, Assorted.
25 New Fancy Birthday, Assorted.
25 A A Line Fancy Colored, Assorted.
25 New Teddy Bears, Assorted.
50 Slate, 24 designs, Assorted.
50 Comic Cats, Assorted.
25 No. 20 Embossed Comic, Assorted.
25 Fancy Flowers, Assorted.
25 Initial, Embossed, Assorted.
25 Animals at Play, Assorted.
25 Embossed Lemon, Assoi-ted.
25 Art Galleries, Assorted.
50 Embossed Flowers, Gold Background,

Assorted.
25 Country Life, Assorted.
50 Colored Views, Scotland, Assorted.
50 Colored Views, Ireland. Assorted.

Total, 925

$10.00 ASSORTMENT.
300 New Fall Colored Comic, Assorted.
50 Roller Skating, Assorted.
50 Fancy Lover, Assorted.
25 Birthstone, Assorted.
50 A A Line Fancy Colored, Assorted.
50 New Teddy Bears, Assorted.
50 Slate, 24 designs. Assorted.
25 Initial, .Embossed, Assorted.
50 Comic Cats, Assorted.
50 No. 20 Embossed Comic, Assorted.
50 Fancy Flowers, Assorted.
25 Animals at Play, Assorted.
25 Embossed Lemon, Assorted.
50 Art Galleries, Assorted.
50 Colored Art Views, Assorted.
25 Country Life, Assorted.
45 State Capitol Buildings, Assorted.
50 Fancy Embossed Birthday, Assorted.
10 President Roosevelt Faces, Assorted.
50 Views, Scotland, Assorted.
50 Views, Ireland, Assorted.
40 Prismatic Series, Assorted.
30 Little Pigs, Assorted.

Total, 1200

In closing these remarks we would add further
stress on the importance of dealers acting
quickly in regard to taking up post cards in con-
nection with their business. Christmas and New
Year's trade, at least for 1907, is a thing of the
past, but the time to take advantage of Valen-
tine and Easter business is now ripe. Next
month will be too late, so don't hesitate, but put
yourself in a position to cater to the demand for
these novelties in your section.

Cameras and Photographic Supplies.

A particularly rich field lies open for the re-
tail dealer in cameras and photographic supplies,
and the demand for these reproducers of nature

is growing each year, until now it has become
almost a mania. Everywhere business is pros-
pering, and stores that carry these lines are at
their wiis ends to supply the trade. Like the
talking machine, the profit seldom ends with the
sale of a camera, for year after year the customer
will invariably come back for repairs, films, etc.
Many little side lines may be added, which will
make this department more complete, and reap
an additional profit, such as picture frames,
mounts, a developing and printing department,
etc. The questions, "What?" and "How much
shall I buy?" will occur to the prospective dealer.
These are best answered by the manufacturers
themselves, as locality has everything to do with
the amount and quality of the goods to be car-
ried. For instance, a man in a large, wealthy
city would have a stock which, while it would
suit his patron's purse and taste, would be far
beyond that of some dealer in a small manufac-
turing town. W'here to buy? That, of course, is
a matter of choice. While most of the manufac-
turers are controlled by one company, this, how-
ever, in more than one way 'benefits the retailers.
For as all prices are standard, the large depart-
ment stores cannot monopolize the trade by cut-
ting prices. One of the great secrets of success
in any business is to make friends with your cus-
tomers. Transient trade is all right, but steady
custom is the foundation of a successful busi-
ness. That's what dealers should work for the
year round. Have a store that will attract peo-
ple, then treat them so that they will not go
elsewhere. Establish a reputation for reliability
and fair dealing. Remember, too, that good ad-
vertising and successful merchandising go hand
in hand. The one depends upon the other.

Sporting and Outing Goods.

Sporting and outing goods of every descrip-
tion offer golden opportunities to the talking
machine dealer, who will devote a little time and
study to them. The demand for this class of
goods is rapidly increasing, and the trend of the
demand is for better grades, which, of course,
mean greater profits for the dealer and more
satisfaction to the consumer. Just now those
who are carrying this class of merchandise are
reaping a harvest, and the season promises to be
the best ever experienced. The stores in this
city are doing an excellent business in this line;
in fact, it has been necessary in many instances
to increase the selling force. When space is not
available to carry a complete line, it will be well
to stock only such goods as are in demand in
your locality. For instance, if in your neighbor-
hood good fishing can be found, put in a line of
fishing tackle; not merely a pole or so, but a
complete assortment. If you are located in a
summer resort or college towm, golf, tennis, base-
ball and football supplies will prove the best
sellers; while in winter an immense business is
done in the skate and hockey line. Whether you
carry a complete stock or only a small one, make
the department conspicuous, create a favorable
impression. So when people in your section
think of sporting goods they will immediately
come to your establishment

OUR MONTHLY REVIEW.

[We solicit inquiries from our subscribers who are de-
sirous of any information in regard to paving side lines
wbicli can be liandled in connection with the Talking
Machine. We put .rou in direct touch with the leading
manufacturers. When in doubt, write us, care the
.Side Line Department.]

A new and decidedly clever idea has just been
brought out by Theodor Eismann, the well-
known post card manufacturer, of this city.
Noticing the great popularity of illustrated
songs, this enterprising gentleman decided to
inti-oduce what he calls his Illustrated Song
Folding Cards. The cards (four in each strip)
are beautifully executed, along the same lines as
the slides used by moving picture men in the
shows, under each picture being printed those
words of the song it illustrates. It is a happily
conceived novelty and will undoubtedly be a big
seller. Talking machine men especially should
take advantage of this opportunity for starting
a paying side .line, for nearly everyone purchas-
ing a record would like to get the card of that
song, but why not carry the idea still further,
Mr. Jobber or Dealer, and lay in a stock of post
card reflectors, and work the two together? Mr.
Eismann stands ready to send samples of this
and other lines to parties writing him on their
letterheads. Don't fail to do so, for the profit
you will make from their sale, to say the least,
throws the "talker" in the shad'e.

The F. & H. Levy Mfg. Co. have just brought
out some very attractive new cards. These con-
sist of hand-colored landscapes and fioral de-
signs, finished with a pearl effect. This process
gives a rich and high class finish, which makes
the card sparkle when shown in the light, and
must be seen to be appreciated.

The new Tuck list of Easter post cards for
1908 is just off the press and lists some 150 dis-
tinct packets, which they have published for the
coming season. These cards are packed six to
an envelope, assorted designs. The post cards
de luxe reproduced by "Oilette" process contain
beautiful glistening dew and hand-colored ef-
fects. "Special" Easter post cards are new in
conception, faultless in execution, replete with
novelty and of unexampled value. They also
publish some strikingly beautiful and highly
effective post cards executed by the newest
processes of reproduction. They are issued espe-
cially with a view of supplying the wholesale
trade with high class selections at an attractive
figure and in a convenient form. Each box con-
tains one hundred assorted cards, four different
sets.

The Julius Bien Co. have just issued their new
catalogue for 190S. showing their complete new
line of post cards, and giving many valuable
hints in regard to handling same. It will be
mailed free upon request. This company are
now making a specialty of local view cards.
That is from photographs sent them by a dealer,
they will print as many cards as are desired by

Our New and Exclusive Process of Lithographing

Enables us to Lead the World

In the production of Superior Post Cards of Every Description at Lower Prices than any others. Better than Air Brush Cards, as our
colors remain unchanged. We give careful attention to special designs. You will be a winner if you investigate our FLORAL, EASTER>
VALENTINE, CHILDREN, LANDSCAPE, BIRTHDAY and NAME CARDS before ordering elsewhere.

OIR DEALERS MAKE 500% PROFIT

Send for Special Assortment ol 2,000 Cards lor $10.00. Every one retails at two lor live cents. II they do not suit you we
will exchange them lor others without charge. Our line excels all others in beauty of design, harmony of colors and quality o^
stock. ALL PRICES AND GRADES, from $3.00 to $100.00 per thou.s.ind. When in doubt write us.

KEYSTONE SPECIALTY COMPANY, '^'^r^^^i^^^T.^r^T.

THE TALKING MACHINE WORLD.

69

him with his name thereon, which enables him
to get something exclusive and also a good per-
sonal advertisement.

Among the several lines handled by the F. L.
Harding Novelty Co., there are desk sets which
comprise blotter holders, ink stands, paper cut-
ters, etc.; candlesticks, photograph frames and
smokers' outfits, all made from solid brass, hand-
somely finished in either brush or antique, pol-
ished or royal copper. Among the latter and
one of the biggest New York sellers is what is
called the "sanitary ashtray," a cut of which is
here given. This is a new invention and one
that should be in every home, as all the ashes

are held out of sight in an air-tight compart-
ment. One important feature of this specialty
is that when a lighted cigar or cigarette butt is
dropped in it, it is immediate extinguished,
thereby doing away with the offensive, not to
say unhealthy, odor which emanates from a
dying cigar, and eliminates all danger of fire.
This novelty is sold to the trade ait $12 a dozen
and retails for $2 even in the largest depart-
ment stores in this city. A sample will be sent
prepaid on receipt of $1.25. Dealers should not
get the impression that this is a cheap line; on
the contrary, it is distinctly a high class one and
will appeal mostly to their better class trade. It
is also something that is standard and not af-
fected by a change of style, being as good a seller
five years hence as it is to-day.

One of the newest, handsomest and most origi-

WALTER WELLMAN

The Artist-Publisher
WORLD BUILDING NEW YORK

Leather Postal Pillows, $28.50 per 1,000. 10 Designs, Hand Painted.

Burnt Lealher Post Cards and Novelties

All our work is of the best quality , finely burnt and hand painted.
We manufacture besides burnt leather postals, burnt velvet,
embossed and applique postals. We sell to responsible jobbers
only. Send for price list.

CLOVER SOUVENIR MFG. CO., 184 William SI., New York

nal line of post cards seen in many a day is the
souvenir stein set about to ibe brought out by
the Fabric Art Co., of this city. These cards are
printed in twelve colors, beautifully embossed in
gold in sixteen different designs, including
scenes of colleges, mountain, seashore, lake and
river resorts, conventional, etc., making it a
suitable seller for any locality. To introduce
same they are quoting an exceptionally low
figure, and with every order for 200 or over the
name of your firm is printed in free of cost.

novelties. Robert Hoffman is secretary and
treasurer of the company.

The F. & H. Levy Co. have removed to larger
quarters at 111 Bast 14tb street. This was the
outcome of their fast increasing business, which
they found was too much for them at the old
stand. For this month, to introduce their line
among the talking machine trade. They are
making the following attractive offer, especially
valuable at this time on account of the approach
of Easter: One thousand assorted gold em-
bossed Easter cards, fifty different designs.
These cards are all works of art and will retail
for two for five cents; with these cards a com-
bination wall and counter japanned metal rack
holding about 800 cards and displays 24, is sent
free. The outfit to cost $6.50, and if not wholly
satisfactory may he shipped back at their ex-
pense any time up to within three weeks of
Easter, and money will be refunded. Among
their other cards the famous "Tom Tom" Series
stand out unequalled for rich live humor. Deal-
ers desiring a general assortment can send them
any amount from $2 up and they will pick out
the big sellers for them, and providing same are
not satisfactory, they will refund money. Ac-
counts are opened only with rated firms.

Stephen T. Buckham, formerly the manager
and buyer for the Card and Novelty Department
of the Tower Mfg. Co., has been elected president

? SUCCESS SEfflES^

Dont
Get
Twisted
Said the

".SUCCESS" I'LAYING CAHDS.

of the Continental Printing and Playing Card
Co., with offices at 32 Union Square. This com-
pany are manufacturers of playing cards, tally
cards, score pads and post cards, among the
last the new "Success" series are making an
especially big hit. They consist of thirty de-
signs, printed in hright colors and highly em-
bossed. Don't fail to see them.

The Color Photo Type Co., Inc., of Springfield,
Ohio, is making a special drive for the trade of
retailers in the post card business. In addition
to carrying a very attractive line of photo post
cards, as well as souvenir albums, and advertis-
ing novelties, this house makes a specialty of
local view post cards. The dealer who wants to
get local views can do so through this house
without trouble. The concern also conducts a
"dealers' exchange system" by which post cards
that have not proven ready sellers in one field
are taken back and full credit given for them in
exchange for new series. This is designed to
keep dealers from getting over-stocked with
cards which do not prove to be good sellers in
any particular field.

The Green Bay Post Card Co., of Green Bay,
Wis., have incorporated with a capital stock of
$50,000. They will do a general jobbing and
importing business in souvenir post cards and

Another firm in the post card field which has
been recently incorporated is that of the William
P. Canaan Co., Grand Rapids, Mich. The capital
stock is $10,000, and it is stated that all of this
has been subscribed for. The firm -will manu-
facture and sell post cards, toys and novelties at
wholesale and retail.

The James Lee Co., of New York, Chicago and
Buffalo, since moving into larger quarters at 395
Broadway, this city, have greatly increased their
facilities and are living up to their reputation
for careful attention to the wants of their cus-
tomers and the rapid shipment of all orders.
They claim to be the largest specialists of cheap
cards of quality in the world. Their whole line
shows marvelous workmanship, while the
prices to the trade are exceptionally low. The
following new series are especially attractive
and no dealer should be without them if he

Valentine

Post Cards

YOU'RE "A CORKER."

Oh, I know you're a pe.-ach
And a mighty slicl-c taU<er,

But for jollying boys
1 must say yoii're

A er.

'I'm not so green."
'Anything doing?"
'Pink of perfection."
'The violets blue."
'Hinges of friendship."
'Cure for love."
'Families supplied."
'You're a corker."
'Cork up your mouth."
'A button for trouble."
'Find check attached."
'The stock-inn bank."
'I'll stick to you. "
'A bow for you."
'YOU' re but a stick."

15 Styles $10.00 per 1000-$1.25 per 100

Cupid's telegram . , $1.25 per 100

Affinity post card with reply card
attached, assorted . . $3.00 per 100

BOXED CARDS.

" On wings of love " . $5.00 per 100
" A solitaire for you " . $5.00 per 100

A sample set of the above will be sent postpaid
for 50 cents.

My brain is puzzled what to buy,

It really is a wreck,
And so to cut the matter short,

I send a little check.

With Best Wishes.

F. 1. Harding Novelty Co.

318 Broadway

NEW YORK

70

THE TALKING MACHINE WORLD.

YOU BACK A WINNER

WHEN YOU SELECT

Caille Quality

As ''BLOOD TELLS" in animals,
so does ''QUALITY*' in machines,
especially in "A UTOMA TICS/'

WE DESIGN and ORIGINATE, others
TRY TO IMITATE, but they cannot
give you "Caille Machines," which are
the result of years of experimenting, of
the best material money can buy and of
honest workmanship.

OPERATE a string of "Caille Machines"
and get BIG INTEREST on your
money !

Start a PENNY ARCADE and watch
Pennies grow into Dollars !

In either case let us be YOUR GUIDE,
write us and we will give you the benefit
of our Experience both as OPERATORS
and MANUFACTURERS.

Read our 1908 CATALOG and see OUR
LATEST NOVELTIES! !

CAILLE'S VACUUM POST CARD MACHINE
CAILOPHONE, Styles A and B
CAILOSCOPE, always a winner

TEDDY BEARS, Gum vendor— a big hit!

SCOPEOPHONE, our new illustrated song machine,
RUBBERNECK, 5 machines in one,
SUNBURST, unique venders,

and 200 more, all of them money getters.

THE CAILLE BROTHERS COMPANY, Detroit, Mich.

EASTERN and EXPORT OFFICE

32 Union Square

NEW YORK CITY

WESTERN OFFICE
Republic Bld'g. Cor. State and Adams Sts.
CHICAGO, ILL.

THE TALKING MACHINE WORLD.

71

THE MVSTIC REFLECTOR

THE ORIGINAL POST CARD PROJECTOR

Retails at

$5.00

Samples sen*
the Trade
for

$3.00

Illustrates
Songs

This remarkaljle machine projects Souvenir
Post Cards, Photographs, Etc., in original
colors. We also make Rex Talking Machines,
Wonder Gas Lamps and Findoscopes — all good side lines for
dealers. Send for circulars.

CHURCH SURPUV CO. ^"^^^^"V^^J^^"^^

would be up-to-date and get the best results
from his department. No. 309 are comics in 100
different designs, all replete with high-class
healthy humor. Already over twenty million of
these have been sold and the demand exceeds
their output. No. 11 series consists of forty-
seven art subjects, comprising a tine assortment
of animals and nature studies. The latest ad-
dition, however, is their new line of illustrated
song post cards, which represent a deal of hard
labor on their part, but the consequence of
which will be another feather in the cap of this
enterprising manufacturer and a good fat rev-
enue for dealers handling their line.

One of the cleverest line of comics ever placed
on the market has just been published by Walter
Wellman, the well known artist publisher of this
city. This line consists of thirty-two designs
printed in three colors on heavy coated, white
stock, the two cuts shown below will give a fair
idea of the attractiveness and originality of the
set, it will pay you to send for his catalog if you
want the latest cards. Wellman's cards have

Vrt dan (dvpnxMLn DAiNCijpm,Mii:

made repeated hits with the post-card people
all over the country, but he claims that this new
line is by far the ibest he has ever produced.

The Clover Souvenir Manufacturing Co., of
this city, have just bfought out some of the clev-
erest leather novelties seen in many a day. These
consist of skins burnt by hand to be used as
wall hangers in dens, etc. Hand decorated,
leather pillow tops in countless design, shaving
pads, needle cases, book-marks, whisk-broom
holders and picture frames, all made of the same
material and attractively gotten up. Beside these
they have a complete assortment of embossed and
applique leather cards, these to be had in either
burnt or plain styles. Another line which has
considerable merit, is the new velvet card.
Dealers or jobbers who are looking for good side
lines should be sure and inspect this company's
offerings before placing their orders.

A most interesting and, from a natural scien-
tific standpoint, wonderful series of cards were
submitted recently for inspection to the World
by Mrs. Lenora B. Tuttle, a publisher and de-
signer of New Haven, Conn. These cards consist
of photographs taken of this lady's troupe of
trained parrots going through various vaudeville
acts. To say that these pictures are clever would
ibe'but a poor appreciation of the time and labor
spent by her in training these birds. Dealers in
post cards will find in this line wholly new and
original ideas, and ones that have the "ear-mark"
of the "seller." Interested parties can obtain
further Information by writing her direct.

COIN OPERATED NOVELTIES.

One of the Largest and Most Important Lines
Ever Offered the Trade Is Now Being Placed
on the Market by the Caille Bros. Co., Whose
New York Office Is Under the Management
of A. L. Bresler.

The owners of arcades and those contemplating
the establishment of same are doing justice
neither to themselves nor their patrons if they
neglect to inspect the great new line of coin-
operated novelties put on the market by the
Caille Bros. Co., Detroit, Mich., and who have
branch offices and showrooms in the various lead-
ing cities, the New York office being located at
32 Union Square, and in charge of A. L. Bresler.

One of their latest novelties is the Teddy bear
chewing gum vending machine. After the coin
is inserted and while the gum is being passed
out the ibear does a number of acrobatic stunts
on a horizontal bar. Another late monej'maker
is the quadruple post-card machine. Four coin
slots are provided and as many different styles of
cards may l)e obtained. This machine is most at-
tractive in appearance and attracts trade. The
whistling canaries is another Caille wonder.
Two birds are placed in a handsome glass pro-
tected cage and trill duets in an entertaining
manner. Various tunes may be provided for the
birds according to order.

In coin-operated talking machines they offer
the Callophon, a machine of substantial con-
struction and a minimum number of delicate
working parts to get out of order. The reproduc-
tions by this machine are of exceptional clear-
ness. A similar perfection in reproduction is ob-
tained from the Scopephone, a machine for illus-
trating the songs as played. The pictures in this
machine are worthy of special notice owing to
their distinctness and naturalness, all being made
from actual photographs and not spoiled by a
mass of unnatural color effects.

Different styles of machines for giving electric
treatment ad lung-testing are also shown, a de-
cided novelty among the latter being the "Rub-
berneck," a contrivance where the neck of the
figure sitretches according to the amount of air
the operator is capable of producing.

To properly describe every machine in the
Caille line, which includes electric pianos of
various styles, would seem an endless task, but
catalogues may ibe obtained from any of their
offices upon application and the text and illus-
trations are calculated to give an excellent idea
of the principal features of the machines de-
scribed. To get in touch with the Caille Bros.
Co., however, means to realize increased profits
in the arcade business no matter how many
novelties are already offered for public considera-
tion.

RAPID WORK BY PHOTOGRAPHERS.

Developing and Printing Pictures for Cinemato-
graph Displays.

As regards the rapidity with which daily
events can be photographed and shown within an
hour or two to the general public, the following
account of the arrangements made for the
Grand National 1907 race will suffice to give some
idea of this, says the Daily Mail of London. Six
talking machines were at work on different
points of the racecourse and a special van was in
readiness for the films to be developed while
en route for London. The moment the race was
over the train started, and while running full
speed homeward the operators were hard at work
developing. Indeed, not only were the films
developed, but they were washed and dried on
a special mechanical drum.

On arrival a motor car in waiting carried the
film quickly to the printing establishment, where
520 feet of it was printed on to the positive film.
As soon as this was dried it was rushed off to
the Alhambra, Empire and Oxford theatres and
shown to an almost incredulous audience. When
the final cup tie was played at the Crystal Palace
a motor car drove the film to London, and
within three hours a cinematograph display of
the match was given.

The royal wedding which took place recently
at Wood Norton was another occasion on which
remarkable celerity was displayed by the ener-
getic cinematographers. The bridegroom and the
procession were photographed with apparatus
which had been perfectly adjusted ibeforehand.
The moment the necessary photographs were se-
cured the films were rushed throtigh at break-

DESIGNERS ENQR.AVER.-S ILLUSTRATORS

pSst^cIrds "THE FAD OF THE DAY"

are eflfectively printed on an ordinary type printing press in ONE or MORE COLORS from the
PLATES we -will make you DIRECT from PHOTOGRAPHS or other suitable "copy."

PICTURES ^O"* PRAJVIIIVG OR ADVERTISIINO PURPOSES can also

t-eadily be proaducecl in the same mani-iei-.

ORIGIINAU DESIGINS PREPARED

GATCHEL & MANNING, 27to4i so. 6th st., PHILADELPHIA, PA.

72

THE TALKING MACHINE WORLD.

neck speed, and, as is well known, the wedding
ceremony was shown to Londoners on the even-
ing of the same day.

ARCADE MEN SECURE INJUNCTION.

Justice Greenbaum Restrains the Authorities
from Interfering in Any Way Either on Sun-
days or Week Days With the Moving Pic-
ture Places, or from Interfering With Sacred
or Educational Lectures Whether Illustrated
or Not — A Test Case Will be Taken to Ap-
pellate Division for Final Decision.

Many proprietors of moving picture shows,
nickelettes, and penny arcades have combined to
take a test case to the Appellate Division of the
Supreme Court to get a ruling as to whether or
not these places may open on Sunday. There
are about 500 of these shows in New York City,
and the Doull ordinance, which cleared the situa-
tion soinewhat as to the regular Sunday theatres,
left the question of the minor shows much as it
was before.

Last week, G. A. Rogers, counsel for the Mov-
ing Picture Association, which is composed of
110 members, secured ex parte injunctions from
Justice Greenbaum in a special term of the Su-
preme Court, restraining the police from inter-
fering with the conduct of the shows on Sun-
days. Mr. Rogers said that the moving picture
business represents an aggregate investment of
$3,500,000 in this city. He said that the injunc-
tion in the nature of a bill of peace was issued
under the general equity jurisdiction of the
Court in instances where oppression of a par-
ticular class of citizens is threatened, and is for
the benefit of all persons in a like situation to
those applying to the Court.

Comtesse Marie d'Hauteiives, who sets forth
that she has |60,000 invested in the business and
is under a daily expense of $110, to-day got from
Justice Greenbaum, of the Supreme Court, an
ex-parte injunction restraining the police from
interfering with her moving picture shows on
Sundays at 527 Sixth avenue and 1461 Broadway.
In her petition the Comtesse sets forth that she
is a member of St. John's Roman Catholic Church
and that the exhibitions that she gives on Sun-
days consist of pictures of the "Passion Play"
and religious pictures. She submitted to the
Court letters from Archbishop Corrigan, Arch-
bishop Paul of ^Montreal, the Archbishop of
Quebec, and from Lord and Lady Aberdeen,
commending her pictures.

Whether the injunctions should be made per-
manent came up later in the courts, but was
postponed until yesterday, Jan. 14.

Mr. Rogers, the counsel for the association, iu
an interview, said that he and other lawyers
will hold a conference with the Corporation

Counsel and select one of the cases to take up
to the Appellate Division in order to secure a
final ruling.

The proprietors of this class of amusement
place have had trouble for over a year. Two
Supreme Court justices in Brooklyn ruled that
such shows came under Section 265 of the Penal
Code and should be prohibited. This was before
Justice 0"Gorman rendered his decision that
brought about the "blue Sundays."

Alderman Doull, however, did not think his
ordinance touched upon the matters treated of in
Section i65, and Corporation Counsel Pendleton
had the same view.

Hence, the Corporation Counsel and most of
the magistrates have considered that the passing
of the Doull ordinance left the moving picture
shows just where they were, with two Supreme
Court rulings sayiug that they were violations
of Section 265 of the Penal Code.

The police, too, have acted on that theory of
the case, and have been making arrests, where
not forbidden by injunctions, and the magis-
trates, following the Supreme Court rulings, have
usually fined the prisoners.

Recently, however, :Magistrate Butts, in the
Essex Market Court, in some moving picture
cases, where the prisoners tried to drag in the
Doull ordinance as a defense, ruled that the ordi-
nance was null and void, declaring that the
Board of Aldermen could not nullify by ordi-
nance a State law.

Few lawyers could be found in the city, how-
ever, to agree with the magistrate that the Doull
ordinance was null and void. ^

Corporation Counsel Pendleton has said fre-
quently that a ruling from the Appellate Di-
vision would clear the atmosphere with regard
to the moving picture shows.

A NOVEL EXHIBITION.

Was That Furnished by Mr. Hayden During a
Recent Western Trip.

The following interesting item came to our
notice recently. On his last trip West, Mr. Hay-
den, of the New York Vitak Co., of this city,
having a compartment, gathered around him a
number of fellow-travelers to while away the
evening. General topics having been exhausted,
the conversation turned to business, the outcome
of which was the showing of the complete Vitak
outfit, which he was carrying with him, among
which was the new electric lamp recently per-
fected. While extolling its virtues a happy
thought came to him, and removing one of the
bulbs he set up the machine and connected it
with the current used for lighting the Pullman;
with a little adjusting everything was ready for
the exhibition, and those gathered about, much

to their surprise, be it said, were treated to a
first-class moving picture show, the same being
furnished while traveling at the rate of sixty
miles an hour. Is there reallj' anything impos-
sible in this twentieth century of ours? If so.
The World would be glad to hear about it.

SULTAN LIKES CINEMATOGRAPH.

The Ruler of Turkey Is a Great Lover of Music
Being an Admirer of the Italian Opera —
Likes the Talking Machine and the Cinema-
tograph.

It ,is not perhaps generally known that the
Sultan of Turkey is a great lover of music, espe-
cially the modern Italian school. Signora Elvira
Ciampi, a Roman opera singer of note, recently
appeared in the Padisha's harem before a small
audience including Abdul Hamid himself, his
first Sultana and his favorite daughter.

"Be saluted, 0 brilliant star," was the
Turkish form of greeting that met the artist on
being ushered into a charming apartment, hung
with blue tapestry and in which a grand piano
was placed. The director of the palace band, a
Spaniard named Aranda Pasha, acted as accom-
panist.

After the performance the Sultana, to show her
pleasure, took from her dress a valuable brooch
and presented it with a smile to the singer. The
Sultan himself talked with much animation on
musical subjects, and finally the Imperal party
withdrew, leaving Signora Ciampi iu some con-
fusion, an attendant having pressed into her
hand a red silk purse containing her fee in new
gold pieces.

The Turks of the present generation are great
theatregoers. There are several playhouses kept
going all the year round in the Ottoman capital.
Most frequented are at present the cinemato-
graph shows, which have caught the Turkish
popular fancy in an extraordinary manner.

PICTURE POST CAEDS FOE OEPHANS.

Souvenir post cards received at the dead letter
oflBce, not returnable to senders because of de-
fective addresses and which are unobjectionable
in character, shall, according to a recent order
of Postmaster-General Meyer, be sent to the
orphan asylums and children's homes in and
adjacent to Washington City. A total of be-
tween 40,000 and 60,000 of these cards are said
to be received at the dead letter oflice daily.
According to these figures, the department ought
to be able to distribute this benevolence among
all the orphan asyhims in the United States and
still keep the children pretty well supplied with
picture post cards.

The Best Value to Retail at I 0 C

Fr. HOTZ

HARMONICAS

This is the finest instrument that has
ever been retailed for lOc, and allo'ws
the dealer over 40 per cent, profit. Not
a toy, but a perfect harmonica.

No. 01. THE SPORT. -Has 10 sinulc holes, 20 recd.s, polished covers and plates, is in perfect tune and offered in a neat hinned hox. All instruments are of

uniform quahty, and the ver>- licst value thai can be secured for the money.

The entire line of Fr. HOTZ HARMONICAS

is ma<lc up of profitable and exceptional inducements such as this. The styles retail from 10c. up to $1.00.
If your jobber cnnnot supply you we will refer you to one who can.

No. 01

Send us a postal for a cata-
logue. It will be interesting

Fr. HOTZ, New York Office, 475 Broadway. Ilnrc

Factory — Knitt-
ermany

THE TALKING MACHINE WORLD.

73

HOME MOVING PICTURES

Are Now Made Possible by the Splendid Ma-
chines Which Are Being Placed on the Mar-
ket by Enterprising Manufacturers and
Which Especially Appeal to Talking Machine
Men as a Profitable Side Line.

The World is especially glad to note the fast
increasing popularity of the home moving pic-
ture machines and films in this trade. This is
due to several reasons. In the first place, talk-
ing machine men are heeoming better acquainted
with the proposition on the whole, and in pro-
portion the antipathy for it held by many at
the start is dying out. In fact, a large number
who would not even consider the matter at first
have been led into doing so 'by the ever-growing
public demand for such devices, which has been
brought about by the persistent advertising be-
ing carried on in the magazines and dailies by
the manufacturers. Again these manufacturers
have shown that they are working for the trade's
interests, and by adopting some of the sugges-
tions made them have greatly perfected their
line and better adapted it for retailing by talk-
ing machine men. At a vei'y early date several
new machines will be placed on the market
which, we understand, will be sold at prices that
will suit all purses. Western firms are doing the
same thing and everywhere is evidenced an un-
usual activity, which condensed means simply
prosperity for those getting in and pushing this
line. There is one thing, too, Mr. Talking Ma-
chine Man, that you should bear in mind: These
manufacturers are doing you a big favor in
granting you the first opportunity of marketing
their products; it is not as if they were com-
pelled to do so. In fact, the camera and photo
supply people have all along 'been after their
goods, being only too ready to push them as
they deserve, and it was more through the efforts
of The World, which is ever in the field for the
interest of its subscribers than to any particular
love for this trade, that threw over the balance
wheel in your favor. It therefore behooves those
who have lacked the initiative necessary to make
a success out of this line to wake up, unless they
desire to see the matter taken completely out of
their hands and the opportunity ripen in the
basket of their next door neighbor. In order to
substantiate our statements, we will refer to the
reports of a prominent New York jobber who,
after deciding to add the line, put his full ener-
gies behind it with the following results. Cater-
ing, as he did, to the wealthy class, he decided
that in order to meet with any success he must
get up outfits complete in every way regardless
of expense. This he did, which included a ma-
chine, stand and the complete list of films of
the manufacturer, these alone amounting to over
one hundred dollars; the outfit to sell for $150.
Then after fitting up a dark room for demon-
strating with all the latest improvements and
thoroughly training his salesmen in handling
the machines — he then and not till then turned
his attention to his customers, notifying them
of the addition and cordially inviting them to
come in and inspect same. Newspaper space
was freely used, and in every way possible pub-
licity given to the line. What was the conse-

The Improved Card Printer after a year
of use is still the fatest and best Slot Ma-
chine. It prints any name on five cards for
one cent, or twelve cards for five cents.

Manufactured by

THE CARD PRINTER CO., 79 E. 130th St., NEW YORK CITY

wholesale: HEADQUARTIIRS FOR

LEATHER
Post Cards

-AND-

Post Card
ALBUMS

Agents Wanted for a.
Big Selling Novelty Line.

Write for Cata.log\ie
and Speciad Prices.

Risley-Bird Mfg. Co.

94 Fifth Avenue, New York

quence? The sales for three weeks preceding
Christmas alone amounted to something like
$6,000; in other words, forty of these outfits
were sold, and these mostly for cash. True,
you may say, and rightly, that not every talk-
ing machine man has such a trade, and that but
few could sell $150 outfits, let alone for cash.
It is also true that not every dealer can sell
one-hundred, two-hundred or five-hundred dollar
talking machines, but all are able to sell the
less expensive outfits, in fact, the bulk of this
business is done in the medium price machines.
Likewise, in this other field, there are outfits to
suit all classes, and it only needs a little push
and ambition to make the comparison true in
all respects.

phone Oo. was incorporated under the laws of
the State of New Jersey for $100,000 on the 14th
of December, 1907, with temporary offices at 55
North 11th street, Newark, N. J. The officers
are L. P. Valiquet, president; Otto Zimmerli,
vice-pTesident; Wm. Arthur, treasurer; V. Fer-
rer, secretary.

SCIENTIST SELLERS DEAD.

Harnessed Niagara, Invented Moving Picturesr^
Urged the Use of Absorbent Cotton.

THE PHOTOPHONE IS THE LATEST

Combination Moving Picture and Talking Ma-
chine to Make Its Appearance — Many NoVel
Principles Involved.

Once again Louis P. Valiquet, the well-known
talking machine inventor's name, appears in the
limelight, this time as the father of a new de-
vice called the Photophone. This, as its name
implies, is a combination moving picture and
talking machine. However, as this may be mis-
leading, we will go a little into details: in fact,
the invention is simply a moving picture ma-
chine which is constructed that it may be at-
tached to a taper arm disc machine, the pic-
tures and music both emanating from the horn;
a most novel idea to be sure and one that is
bound to attract lots of attention. A number
of marked improvements are involved in its con-
struction, one of which is that standard sized
films of any make can be used. This is a big
point, as this film can be bought or rented in
any city in the world, good second-hand stuff
being obtainable at from two to eight cents a
foot. This machine is so made that it can also
be used without the "talker." It will retail at
about thirty to thirty-five dollars. The Photo-

POPULAR SIDE LINE

FOR

Talking Machine Dealers

AUROCROME POST CARDS sell fast at good profit. Never out of
stock. You can reorder at any time. Ask for our price card. Do it
now, and use your letter-head.

DOOLITTLE & HULLING, INC., 1002 ARCH STREET, PHILADELPHIA, PA.

Dr. Coleman Sellers, whose eighty-one years of
life were distinguished by many engineering and
scientific services to humanity, died in Philadel-
phia, Pa., Dec. 28, as the result of a general
physical break-up. He was born in Philadelphia
and most of his notable work was accomplished
there.

Dr. Sellers started his career with an ordinary
academical education. His first employment was
as a draughtsman in a Cincinnati rolling mill.
He was next foreman of a locomotive works, and
then a member of William Sellers & Co.'s ma-
chine and tool manufacturing concern. It was
in 1861 that he suggested the use of absorbent
cotton at surgical operations. Experiments in
photography led him to recommend glycerine to
keep plates wet. The year he made his recom-
mendation for absorbent cotton he obtained a
patent on a "kinematoscope," a forerunner of
the various methods in use to-day for presenting
moving pictures.

In 1889 Dr. Sellers saw the possibility of har-
nessing the tremendous power of Niagara Falls.
He represented America in the Niagara Com-
mission, of which the late Lord Kelvin was chair-
man, and since 1890 had been the directing
genius behind the efforts to utilize the force of
the mighty water course.

The University of Pennsylvania granted Dr.
Sellers the degree of Doctor of Science, and
Stevens Institute the honorary degree of Doctor
of Engineering. As early as 1877 the King of
Sweden conferred upon him the Royal Norwegian
Order of St. Olaf. The doctor was the patentee
of more than thirty inventions which have im-
proved the efficiency of modern manufacturing
machinery.

HANDima THE EDISON PHONOGRAPHS.

The Eiler's Piano House, Boise, Idaho, and the
Koerher-Brenner Co., St. Louis, Mo., are new
Edison jobbers. Their holiday business was ex-
cellent, taking into consideration the financial
flurry now happily disappearing.

74

THE TALKING MACHINE WORLD.

ART IN POST CARDS.

The Great Advance Made in This Special Field
Is Most Marked During a Recent Period.

It is true that local views are still most popu-
lar, and the publising of these ■cards in colors
has made them, too, works of art which deserve
preservation as souvenirs of the locality they
represent. — The American Stationer.

Compared with the original issues of post
cards those sent out now are marvels of artistic
excellence. The first cards were often merely
cheap reproductions, sometimes the original pic-
tures were poor and the process of making the
cards was as cheap as could be devised. Not-
withstanding this, the cards sold and good profits
were made on them.

But dealers found that improved quality of
cards would sell better than the cheaper ones
and that it would be good business policy to in-
troduce them. Gradually dealers stocked better
cards, and gradually the demand increased. Now
the trade has, broken all records and is increas-
ing every day.

The leading artists of the day have been em-
ployed to make drawings for these cards. Some
have found this work more profitable than any-
thing they had been doing heretofore. And they
have given their best work to the publishers of
post cards. The result everyone who buys cards
knows. The principal publishers are sending out
cards now which are models of artistic beauty
and thousands of albums have been enriched with
these souvenirs which have carried art education
into many hundreds of homes which never be-
fore had an opportunity to enjoy such pictures.

Art in post cards has come to be recognized as
not only possible, but necessary. The purchas-
ing public demands the best and the dealer who
expects to secure the trade of his community
must keep in stock only the best cards procur-
able. The other grades will not sell.

my photograph should ornament the cards. In
a little while persons dealing with us began to
ask for the man on the cards, and I had to step
forward from the back seat I had occupied and
take an active hand in affairs."

ROTH & ENGELHARDT CHANGE.

Alfred P. Roth Retires and the Business Will
-Hereafter be Conducted Under the Title of
F. Engelhardt & Sons — Messrs. Alfred D. and
Walter Engelhardt Will be Associated Here-
after With Their Father in the Business.

A PAYING HARMONICA LINE.

The firm of Roth & Engelhardt, manufacturers
of Peerless pianos, piano actions, etc., 2 East
47th street, was dissolved Jan. 1, by mutual con-
sent. Alfred P. Roth, the senior member of the
firm, retiring. The style of the firm is now F.
Engelhardt & Sons, and they assume all current
obligations and are authorized to collect all bills
receivable from date of dissolution. Alfred D.
Engelhardt, who has been identified with the
business for four years, looking after the New
York office and salesroom,
and Walter Engelhardt,
also connected with the
firm for a like period, tak-
ing an active part in the
factory management, will
with their father assume
full control and are con-
versant with all the details of the business.

Mr. Roth, who has been actively engaged in
business since 1889, will retire for the next three
or four years and enjoy a season of rest from
business cares. He expects to go to Europe in
the very near future and remain abroad several
months.

Talking machine dealers handling a line of
musical instruments and novelties and others
looking for a salable line will find the Fr. Hotz
harmonicas worth investigating. According to
the manufacturer, the Hotz harmonica is likely
to make a deep impress, if not entirely revolu-
tionize,' the trade in the cheaper grade of these
popular instruments. The "Blue Ribbon" is
shown as a sample of the line made by Fr. Hotz,
and through the name is well known as a manu-
facturer in Germany, having been established
since 1828, yet the brand has heretofore not been
extensively introduced in America. An exten-
sive advertising campaign will be launched by
the manufacturers, their purpose being to estab-

lish a reputation for this brand of harmonicas
by offering the best value in the market.

MOVING PICTUEES AT PROCTOKS.

We Want to Furnish Your

FILM

Service for 1908 and "we are going
to have it if the best fihns in America
at the right prices will secure it.
Everything identified with the mov-
ing picture business carried in
stock. PATHE'S LIFE OF CHRIST,
BEN HUR and PARSIFAL rented
reasonable.

O.T. CRAWFORD FILM EXCHANGE CO.

Gayety Theatre Building, St. Louis, Mo.

POSTCARD MADE HIM FAMOUS.

How a Man Was Promoted from a Subordinate
Position to Being Chief Manager by a Lucky
Accident in Connection With Post Cards.

Keith & Proctor's Twenty-third Street Theatre,
beginning Monday, January 6, became known as
the Bijou Dream and will be devoted exclusively
and permanently on a long existing lease to the
presentation of moving pictures with interpo-
lated illustrated songs. The admission will be
five and ten cents only and no seats reserved.

A man who was unexpectedly promoted from
a subordinate position in his firm into the po-
sition of chief manager attributed his rise to
the picture post-card craze. "Some time ago,"
he said, "we decided to distribute a lot of ad-
vertising postals. It was our wish to print in
one corner the picture of either the president or
the vice-president of the company. Unfortunately,
they are both fat. Now, a fat man on a picture
post card Is bound to look like a caricature. "We
didn't need the subsequent experience of Secre-
tary Taft with his political postals to tell us
that. Since I was the only man in the concern
who could boast leanness, it was decided that

Dealers in novelties cannot afford to overlook
the line of post card albums made by the Risley-
Bird Manufacturing Co. Their albums, with
leather cover, are originally conceived aiTd are
quick sellers.

TYPE R

THE MUTOSCOPE

For Amusement Parlors, Penny Arcades, etc., has proved itself to be the
greatest money earner of all coin-operated machines. In fact it has
made the "Penny Vaudeville " what it is to-day. The privilege of
free exchange of pictures keeping them fresh and up-to-date, make it
always attractive. Our New Type E Mutoscope, besides being hand-
somer in design, possesses many improvements in mechanism over
former models.

SPECIAL TO THE TRADE!

FOR 30 DAYS ONLY - These 1907
Song Hits at IGc. per copy, or $10.00
per hundred :

" Every One Is In Slnmberland Bat Yon and Me "
"Twinkling Star"

" Sweethearts May Come and Sweethearts May Go "
"Where The Jessamine Is Blooming, Far Away"
Instrumental — Paula Valse Caprice

It will pay you to keep in touch with us.
Write to-day!

THIEBES-STIERLIN MUSIC CO.

ST. LOUIS, MO.

Write for Particulars

AMERICAN MUTOSCOPE 6 BIOGRAPH CO., ",

East 14th Street
NEW YORK CITY

PACIRIC COAST BRANCH, 116 Worth Broadway, LOS ANGELES. CAI.

THE F»IAIVOVA COlVf F»AI\JY,

Manufacturers of

44 AND 65 NOTE ELECTRIC PLAYERS

with or without nickel in the slot attachment
SECURE THE AGENCY NOW.

117-125 Cypress Avenue,

New York.

Everything in NEW and S. H.

Motion Picture
Mactiines

Films, Stercopticons, Sonff
.'Glides ana Supplit-s. $aui«
AVautcd. Catalog-\ics free.

Harbach & Co., 809 Filbert St.. Phila., Pa,

60 YEARS'
EXPERIENCE

I RADE IVI AKr\a

Designs
Copyrights &c.

Anyone sendtiiR a skotrh rhcI description may
quickly asoortutii o»;r opliiUui free wlietlicr an
tnvoiillun la i>rohnlily pnlontahle. Coniiminlca-
llotisstrtctlvoontUlontlnl. HANDBOOK on Pateuta
Bciil froo. Oiliest nuencv forsecurinR patents.

riitonts taUon tlirouk'b Munn & Co. receive
spi'fid/ ii')fif<*, wittiout cluirco, In the

Scientific Jitttericati.

A hBiidaoniolT llliistrnlort wppUly. I.nrcest elr-
piilntloM of niiv si'liMitlUc Journal. Terms, $3 a
venr: four numtliB, f 1. Sold by all newadeftlers.

MUNN&Co.3«'«'«''--»- New York

Braucb Oftlce, 536 F St.. Washington, D, C

THE TALKING MACHINE WORLD.

75

SATISFACTION

WITH

"DONT"

Don t stop to think what
you have lost by not hand-
hng PEERLESS before.
There is still some open
territory if you hurry. One
dealer reports a net profit of
$5,000 per month from his
Peerless Department alone.
There is business to be had
in your locality, business to
satisfied customers with large
payments, because the Peer-
less will pay for itself in
from seven to ten months.

Peerless quality always
brings a high rate of profit,
and there is no medium on
earth to compare with these
instruments as real money-
getters for all those who
handle or own them.

ALL WAYS

PEERLESS

EVERY PEERLESS PIANO CAN BE OPERATED FROM AN UNLIMITED
NUMBER OF COIN BOXES ON TABLES OR IN ROOMS

COIN
OPERATED
PIANOS

Extracts
from
Easy
^ Money
Catalog —
Suggestions
for Salesmen

THINK OF THE
MONEY YOU
WILL MAKE

One Peerless Piano took in
$350 in 27 days. What-
ever your business may be
things will move faster if you
have music. Our Peerless
has been tried in cafes,
billiard parlors, drug stores,
hotels," candy stores, etc., and
in every case has it proven
a success. It does not
matter what your business
may be so long as it means
dealing with the general
public. You will find it
profitable to have a Coin
Operated Piano. It will
attract customers, amuse
them, and your satisfaction
will come from the coin box,
which will earn money for
you that you would not
otherwise get, as well as an
increase in patronage. '

Once more the PEERLESS coin operated
PIJfMOS are classed by the nation's
experts as the LEJfDERS.

They were awarded the Gold Medal and
Highest Jiward at the Jamestown Ex-
position, I907.

Get Our Easy Money Catalog

OTHER AWARDS:

Pan'Jtmerican Exposition, Buffalo, I90I
St. Louis World's Fair, /904
Lewis «*. Clark, Portland, I90S

FREDERICK: ENGELHARDT & SOIV

(Successors to ROTH & ENGELHARDT)

(Props. PEERLESS PIANO PLAYER CO.)

Offices: WINDSOR ARCADE, FIFTH AVE.. NEW YORK CITY Factory: SL JOHNSVILLE, NEW Y08S

76

THE TALKING MACHINE WORLD.

RECORDS

TKAMK MAnK

A Word to The Wise

These wonderful Records
have been made possible
through the harmonious and
aggressive work of each oper-
ating department.

These Records are the
product of the first couple of
months and are equal in vol-
ume, quality of tone, and
superior in musical excellence,
to any records ever made.

What perfections will they
attain to during the next few
months ?

TRADE UARK

1908 JANUARY LIST 1908

Selection
Number

TITLE

Artist

684
685
686
687
688
689
690
691
692
694
695
696
697
698
699
700
701
702
703
704
705

23d Regiment March Military Band

For All Eternity Alan Turner

In Happy Moments Alan Turner

Flanagan on St. Patrick's Day Steve Porter

Imitation of Amateur Night at the Vaudeville Steve Porter

The Ragtime Drummer James Lent

Mariutch Arthur Collins

Nothing Ever Worries Me Arthur Collins

School Days Byron G. Harlan

My Old Kentucky Home Quartette

Tennessee Tessie Quartette

Betty Intermezzo Orchestra

Rocked in the Cradle of the Deep F. C. Stanley

Armorer's Song from Robin Hood F. C Stanley

Masaniello Overture Military Band

The Family Tree Collins & Harlan

Rain In the Face Collins & Harlan

Sambo and Dinah ^' stanieir and

Mis* Nalson

'Deed I Do F. C. Stanley and

MiM Nalaon

Over the Waves, Waltz Military Band

Miserere from II Trovatore Military Band

The Indestructible Phonographic Record Co.

AUBAINV, NEW VORK

Improvements are coming with leaps and
bounds, and no dealer is properly guarding his
own interest who does not handle them.

in this business the old adage of "the early
bird catches the worm" will prove true. Take
this hint before it is too late.

RECORDS

TBADB MARK

VOL. IV. No. 2.

SEVENTY-TWO PAGES

SINGLE COPIERS, 10 CENTS
PER YEAR, ONE DOLLAR

Published Each Month by Edward Lyman Bill at 1 Madison Avenue, New York, February 15, 1908

Star Records

Leave no dead stock on your hands, because

Every Star record is a picked
winner — one of the popular hits
that promise certain and large
sales.

We never record a selection
unless we see a sure demand for it.

It*s the trashy records that keep
your money tied up— the light-
weight stuff that is forced on you
by the bushel — salable one day and
dead as Pharaoh the next.

We have worked against this
condition from the beginning. It
is not only unfair to the dealer to-
day, but a menace to the manu-
facturer to-morrow. We have stead-
fastly kept the Star policy one of
sound business for both our dealers
and ourselves.

Every Star dealer knows this —
every one will testify that the
whole Star line keeps moving in
step. If you are not a Star dealer
you can test it for yourself with a
trial order.

And you can't find a record that
excels the Star in pure brilliancy of
tone, freedom from scratch, and du-
rability. Made in 10-inch and
12-inch sizes.

Here's the question that stares
you in the face: Shall I keep on
burdening myself with old con-
ditions, or shall I tie up to the one
record line that is conducted on a
sensible merchandising basis?

As you decide, so will your
future be.

If you are not a Star dealer you are missing the
best thing in the talking machine situation to-day

HAWTHORNE & SHEBLE MFG. CO.

PHILADELPHIA

Entered as second-class matter May 2, 1905. at the post i;tUcc! ut Ni^w York, N. Y., uiidor the act of Ccilgiess ot ySav.h 3, l^TO.

2

THE TALKING MACHINE WORLD.

ORIGINALITY-MERIT-SUPERIORITY

ARE COMBINED IN OUR LINE

CARTON
CABINET

A Perfect and Practical Method for Storing and
Cataloguing Cylinder Phonograph Records

THE FLANNEL-LINED CARTONS i" ^l^^^h Records are sold are the only

proper and practical means of pre-
serving the Records. They protect the delicate sound waves from damage
antl from the accumulation of dust.

TUV riTOrVA TADTON PARINPT constructed to permit the use of
IHE EUKt/IUV L.ARlUi>l V^ADll^tl j^jg^g Cartons for the precise pur-
pose for which they are intended —

THE PERFECT PROTECTION OF THEIR CONTENTS

PATENT APPLIED FOR

7,1 IF^'^^

PATENTED

For Cylinder and

Disc Machines

Genuine Quarter Sawed
Oak and Genuine
Mahogany

To match the prevailing
finish of Machine
Cabinets

MADE ENTIRELY OF WOOD

CYLINDER MACHINE HORN

Acoustically Perfect

Construction and Design
Unequalled.

Tone and Volume Supreme

It is conceded that a Wooden
Horn is the proper means for
Amplifying Sound Repro-
' ductions.

A comparative test will con-
firm this opinion of experts.

Structural difficulties and pro-
hibitive cost have been
overcome.

For Filing aid Cataloguing Disc Talking
Machine Records

A Place for Each Record and
Each Record in its Place

PATENT APPLIED FOR

A positive method of locating any desired
record and insuring the return to its proper
place.

Records Protected Against Dust and Damage

General Phonograph Supply Co.

57 WARREN STREET, NEW YORK CITY

DESCRIPTIVE LITERATURE AND PRICES SENT ON APPLICATION

The Talking Machine World

Vol. 4. No. J. New York, February 15, 1908. Price Ten Cents

MUSIC OVER THE WIRES.

G. R. Webb, of Baltimore, Experimenting Witli
New Device — Telephone Subscribers May
Eventually Profit by His Inventions.

Telephone subscribers may soon be able to have
■as much music, vocal or Instrumental, as they
desire in their homes, if a series of experiments
now being- made by George R. Webb, prove suc-
cessful. All that will be required will be to call
up Central, ask for whatever selection is desired,
attach a specially constructed receiver, and the
music fills the room. Already much success has
been attained by Mr. Webb in his experiments,
and patents have been applied for the devices
designed in connection with the transmission and
receiving of the music.

Mr. Webb declined to have anything to say
about his plans for sending music out over tele-
phone lines from a central station. He has been
experimenting with various devices to accomplish
this for the last two years. The music is of the
disc-record character and the apparatus used in
reproducing this music is of Mr. Webb's own in-
vention. The central station is equipped with a
device to operate the disc and there are specially
constructed transmitters and receivers. The discs
are operated on turnstiles, which are operated
by electric power. This takes the place of the
mechanical working of the ordinary talking ma-
chine.

At first there was a grating sound to the music,
hut Mr. Webb has kept at work with his experi-
ments, and those who have heard the music de-
clare that he has completely overcome this ob-
jection. Some of those who have heard of the
apparatus have compared it to the telharmonium,
the invention of Dr. Thaddeus Cahill, now being,
exploited by a company organized for the pur-
pose in New York, but there are many points of
difference about the music. The most important
is that either vocal or instrumental music can be
furnished, whereas the telharmonic music is in-
strumental only. Then, too, it is to be used in
conjunction with telephone service, ' the same
wires being used for the double purpose.

Mr. Webb has been making recent experiments
with his new device in Wilmington, where he is
the principal factor in the Delmarvia Telephone
Company of that place. The apparatus invented
by him for transmitting the sounds to telephone
■wires was installed in the telephone exchange
and the patent horns for receiving the music
placed in houses of subscribers miles away from
the station. The operator was called up, asked
to place a certain record on the machine, a key
turned and almost instantly the music began to
fill the room. The new music is paid for as is
telephone service. It might be possible to give
unlimited service or the service can be measured,
just as telephone calls are now counted, and
charged to subscribers.

As yet Mr. Webb has given no demonstration
of his new device in this city. He had planned
to spring a surprise on the guests he has invited
to attend a dinner at the Belvedere on Saturday
night, but owing to the fact that his plans leaked
out he is undecided about giving it.

The demand for the music is principally at
night, when telephones are little used, hence the
'Claim is made that by installing the apparatus a
telephone company will increase its revenue. The
telephone company is obliged to keep its opera-
tors at work every hour in the twenty-four,
though by far the bulk of the calls are made
during the day. It is claimed that telephone
companies throughout the country will welcome
any device which will increase the use of tele-
phones, especially during the hours when the
operators are seldom busy. — Baltimore, Md.,
News.

The optimistic talking machine dealer is the '
man who is coming out ahead these days.

AIDS SPREAD OF CULTURE.

The Talking Machine Proving Effective as a
Musical Educator — Has Brought Opera to the
Masses and Made Stronger the Desire to
Hear the Originals.

The daily papers have had much to say about
"canned music" since 'Sousa introduced that now
famous expression as applied to records used in
talking machines. It has been used in a humor-
ous, and more often in a libelous way. but in
spite of the yards of weird stuff that is so often
handed out hy writers in the daily papers, there
is no doubt in the minds of intelligent, fair-
minded men that the talking machine has aided
and will still aid in the spread of culture in this
and every other country. Only recently a prom-
inent Philadelphia jobber spoke as follows on this
matter:

"Why, there is not the slightest doubt in the
world about the talking machine being one of the
greatest factors in the musical culture of the
public. That is so far true I am constrained to
go so much further and say that without the
education in music the public has received from
the talking machine, and I am willing to admit
also the share that the piano players and other
music-producing machines have had in the same
direction, there would be no such thing possible
as a grand opera company in Philadelphia and
visits of grand opera from New York.

"As it is now, the public has become so farniliar
with Ihe great grand opera singers and the
music from grand operas from hearing them
on the talking machines that a desire to hear
the originals has been created that will make the
grand opera ventures in other cities successful.

"Just look at the thousands of records we have
here in this place. They are almost exclusively
of grand opera and symphony orchestra, or, in
other words, classic music. We sell 1,000 records
where the prices range from 50 cents to $6 to
every one that sells for less than those prices.
Do you suppose such a thing was possible before
the phonograph came and exerted its educational
influence? . I know positively that it was not.
In fact, we have no room here, large as it is, to
carry a very large stock of popular music, and
when people come here after it we usually refer
them to some of the other establishments hand-
ling records if they do not want to wait until we
can send after them."

VICTOR CO. BRING ANOTHER SUIT

• Against the Duplex Phonograph Co. of Kala-
mazoo on the Conn Patent.

A second suit was filed by the Victor Co.,
against the Duplex Phonograph Co., of Kalama-
zoo, in January, 1908, in the United States Circuit
Court at Grand Rapids, Mich., and was based on
the Conn patent No. 624,301, May 2, 1899, the
entire interest in which is now owned by the
.Victor Talking Machine Co. This patent covers
the so-called Duplex feature, or in other words,
the double horns connected with and carrying at
their smaller ends the sound box. The suit is
in Equity No. 1644.

TALKING ILACHINE CLUBS THE LATEST.

Advices from Kansas City, Mo., state that talk-
ing machine clubs are the latest fad in that city,
the members exchanging records with one
another, thereby giving each member the ad-
vantage of using far more recoi'ds than he would
very likely be able to buy. Of course the ad-
vantage of the scheme from the talking ma-
chine dealer's viewpoint is not so apparent.

Advertising is like any kind of sales talk.
It's not how much you say that counts, hut what
you say and how you say it.

THE FLOOD IS COMMENCING.

The Ebb Tide in Prices, in Business, in the
Hearts of Men Has Passed — Now Is the Time
to Get a Hustle on and Buckle on the
Armor That Will Insure Success in the
Battle for Trade — Not the Time for Pessim-
ism or Indecision.

Everyone knows that Shakespeare said: "There
is a tide in the affairs of men, which, taken at
the flood leads on to fortune." But not everyone
knows that tide in his life when he sees it; and
fewer know how to take it at the flood. Now and
then a man sees it and takes it. He gets rich and
others wonder how he did it.

To-day there is an ehb tide in prices, in
business, in the hearts of men. It has just passed
and the flood is commencing. The merchant who
does not study the situation as to how he may
buy what he needs at best figures, and start
humanity running after what he has to sell, does
not deserve a fortune. Moreover he will not keep
store very long into the beginning of this go-
ahead century. Competition is growing hotter
year by year. The man who does not study his
job will soon have no job to study. You must
know more than your father did or you will
never make half the money he did.

Time was two decades ago when a man could
get rich running a farm in scrub fashion, he-
cause if he existed on the farm his land increased
in value fast enough to make him rich. In
slavery days a planter might fumble with his
farm and still grow rich on the growth of his
slaves. In those days a store keeper might sit
on his goods and grow up with the town. He
can't do it to-day. People have been educated to
something better and they want the best in the
land. If you don't furnish it along comes a
smarter man that you, and you wake up to find
yourself sitting in his shadow.

Get a hustle on. Spit on your hands. Buckle
up your belt. Keep step with the progress of the
world, if you want to get a slice of the earth.
Otherwise sit and drift with the drift-wood of
humanity, washed out of sight beneath the flood
tide of brighter men than you.

SAPPHIRES BY THE POUND.

Eugene Maret Promises to Turn Them Out of
His New Electrical Furnace.

A despatch from Paris, Prance, says that
Eugen-e Maret, the French engineer, has this
week established an electrical furnace with which
he says he will be able to manufacture several
pounds of sapphires daily. These artificial stones
will be harder than the natural gems, and can be
graded to any shade desired. The raw material
used is Roman alum and chromatic acid.

SUPERSEDING THE PASTOR.

In a small town in the West there is a cozy
little church, but the membership is so small
they cannot afford a pastor, consequently they
have had no preaching for a long time, and
the members were getting cold in the performance
of their religious duties. Not long since a man
visited the church with two talking machines,
one did the preaching, the other the singing.
They were a perfect success in every way, and
the society bought both machines, and the con-
gregation is growing so fast that an addition
has got to be huilt on the church. The sermons
are sent them every week by express at a cost
of sixty cents a piece for every Sunday in the
year. The second year they can repeat the same
sermons and the same songs. When there is
any baptizing to he done it is left to the deacons
who handle the finances, and everything moves
right along like clockwork.

4

THE TALKING MACHINE WORLD.

A PANTHEON FOR RECORDS

Of Famous Singers and Celebrated Men to be
Handed Down to Posterity — Carnegie Could
Through a Gift Immortalize Himself — As
Valuable as a Library — New Yorker Ahead
of Parisian in Suggesting Plan Originally.

Extended mention has been made the past,
month of the consummation of the plans of M.
Pedro Guilhard, retiring manager of the French
National Academy of Music and M. Alfred
Clark, representative of the Gramophone Co.,
whereby a museum or a series of vaults in the
basement of the Grand Opera House in Paris, has
been established, where will be deposited records
of the voices of the world's most marvelous
human voices. In this connection it is worthy of
note that the original plan for founding a pan-
theon of talking machine records was suggested
many, many years ago. and primarily, it is be-
lieved, by Dr. J. Mount Blyer, of New York. His
plans.' however, were much wider in scope than
those adopted by our Parisian friends, for he did
confine the records to songs, when he wrote:

"What greater gift could present day phil-
anthropy bequeath to posterity than a complete
record of our life and literature, not as expressed
in books, but in living autograms? What books
have done for past ages in recording their life
and literature the autogram might do for the
present, and with far greater reality. Compared
with such a record, the greatest of the world's
libraries must appear lifeless and inadequate.
And, as books are collected and shelved in great
libraries, these autograms might be gathered and
preserved in a great living pantheon for the bene-
fit of remotest posterity. Could such records
have been preserved of the great orators, the
poets, and actors of the past, their value to-day,
not only as curiosities but for their direct educa-
tional value, would have been incalculable. In
these days of great public benefactions here is an
opportunity to found a great pantheon as endur-
ing as any library and of far greater historical
value for the future."

It is not yet too late for some public spirited
New Yorker like Andrew Carnegie to denote a
sum of money for this splendid object. No or-
dinary library could be so valuable to posterity,
and, irrespective of what the Public Library at
Washington is doing in this connection, there
should be in this great American city a noble edi-
fice erected containing the records of all our
noted men in all walks of life. To appreciate the
value of these records to the future, it is only
necessary to imagine our own attitude toward a
similar record of the past. The autograms of
famous men, especially of their speeches or say-
ings upon famous occasions, even of the last few
years, could they have been preserved in this
way, would have been among the most valued
relics of our generation.

Could the last speech of McKinley and the
famous oration of Lincoln at Gettysburg have
been preserved in this way they would be eagerly
listened- to at the present day, and the records
would have been preserved and handed down to
posterity. And such a record of Washington's
farewell address or of the original reading of the
Declaration of Independence would doubtless be
more carefully preserved than any single hook
which the country has produced.

To go yet further back, what interest would
attach to the reading, for instance, of one of
Shakespeare's plays by its author! Could such
records have been made and preserved in ancient
Greece and Rome during the periods of their
greatness the value of such autograms can
scarcely be overestimated. An original oiation
of Cicero or Demosthenes would of course, be
a priceless literary relic.

Compared to a great living pantheon, such as
the storehouse of all these treasures would be
the great libraries of the world would seem insig
niflcant. It may be argued that there are at
present few orators whose voices will be of such
Interest to future ages as are these great classic
flgnres to us. Every generation, however, would
have some important contribution to make to
tbis pantheon.

To take a single advantage among many which
the possession of such records has, consider
merely the value alone of the autograms of the
great actors of history. A reproduction, for
instance, of a play in which Moliere or Garrick
or any other master of the past had appeared
would attract, of course, an enormous audience.
Apart from the mere element of curiosity, how-
ever, the possibility of comparison thus made
possible would be of the highest importance. It
is not too much to say that the dramatic art
would have been greatly advanced could actors
and actresses have studied their art from actual
contact, as it were, with these great figures.

It would be much the same with oratory, either
in legislative bodies or in the pulpit. The mere
printed record of great orations or great sermons
cannot give an adequate idea of their original
power or charm. Were it possible to hear, so to
speak, at first hand the orations of Cicero or
Demosthenes or Burke — to mention no others — •
and compare them with the efforts of our present
day orators, the comparison would be highly in-
structive. How earnestly would modern preachers
listen to the autogram of a sermon preached by
Savonarola or Bossuet!

One is likely to dwell upon the human interest
of such an enterprise. Its actual scientific value
is even more important from a scientific point of
view. It is capable of a much wider utility than
most people now imagine. The phonetic survey
to be carried out bj^ Cornell University indicates
the possibilities of one line of scientific investiga-
tion. The study of language would, besides, be
greatly assisted by such records.

To mention one example, imagine that among
the autograms in this living pantheon were ex-
tracts from the speech of the Greeks and Romans.
The study of these dead languages would be im-
mensely assisted. A thousand points in dispute,
which have been the object of discussion for
generations, could be instantly determined, and
the scholarship and energj' which have been thus
expended, might have been diverted into other
and more fruitful channels. The study of old
French or early English, with its important effect
upon the language as spoken to-day, would be
greatly facilitated. There would be no lost lan-
guages in the future.

The advantages of such a collection to the
present as well as to the future are of course
endless. As a New York paper said recently:
It seems extraordinary that, in view of the com-
paratively trifling cost of such an enterprise and
its immense service to art, to history, to science,
and to scholarship in general, the founding of the
great human pantheon should be no longer de-
layed.

TETRAZZINI'S SUCCESS

Has Brought About a Tremendous Demand for
Records of Her Voice Made by the Universal
Talking Machine Mfg. Co.

As a stroke of excellent business, apropos to
the occasion, few things have occurred better
than the preparedness of the Universal Talking
Machine Manufacturing Co., Newark, N. J., to
furnish records of Mnie. Tetrazzini, the star of
the singing forces of the Manhattan Opera House,

New York. The diva scored a distinctive success
and furore there as she did at Covent Garden,
London, Eng., and the Universal Co. have been
floiO'ded with orders for the great hit of the year.
The music with records include the following
selections: "Barbiere di Siviglia (Una Voce Poco
Fa) Rossini," (A little voice I hear) ; "Romeo
et Juliette- Valse" (Juliets waltz song) Gounod;
"Sounambula" (aria) Bellini and the eleven-inch
"Lucia di Lammermoor" <mad scene) Donizetti;
"Caro Nome" (Rigoletto) (Dearest Name) Verdi.
Other of the latest operatic successes the com-
pany will have ready in a short time, of which
due announcement will follow. The company's
enterprise in their quick work, while the "goods
are selling," is spoken of with commendation.

The Victor Talking Machine Co. have trade-
marked the word "Exhibition" for recording and
reproducing sound-boxes.

ATTENTI ON !

NEW ENGLAND DEALERS

If you handle both EDISON and VICTOR,
we can offer you an advantage no other New
England jobbing house can — One Source of
Supply for both

E D I S O IN PHOINOG RAPHS
AND VICTOR MACHIINES

orsE s m r> A\ E IN r — o IN I i EXPRESSAae

THERE'S AN ADVANTAGE! Try the
Eastern's Policy of Service.

THE EASTERN TALKING MACHINE CO.

177 TREIVIOINT ST., BOSTON, MASS.

Distributors of EDISON and VICTOR
MACHINES, Records and all Supplies

Eastern Agents for HERZOG DISK and
CYLINDER RECORD CABINETS

THE TALKING MACHINE WORLD.

5

Victor=Victrola

A Sure Money=Maker
for Victor Dealers

Cabinet of San Domingo mahogany,
liglit or dark ; piano finish

Mr. Dealer :

Here is a money-maker — a big,
sure money-maker for you — the
Victor -Victrola. Your line is not
complete without it. And the time
to add it to your stock is right now.
The Victrola sells readily among
a large class of people who want the refined musical entertainment that only the
Victor can give, but who prefer an instrument with no horn in sight.

In the Victrola the horn is entirely concealed in the cabinet, and the music is
made loud or soft by opening or closing two small doors. The cabinet also contains
albums for 150 records.

The most complete and artistic of musical instruments

We are increasing the demand for the Victrola by a vigorous advertising campaign that started in the February magazines.
Follow up the strong impression that this advertising is sure to create — go after the good business that it is sure to stir up in
your locality, and you can't fail to get profitable results.

People of means, the schools, churches, societies, clubs, hotels and many other " prospectives " in your vicinity would
quickly buy the Victrola if they knew what a wonderful instrument it really is. It is up to you to tell them and show them.

The sale of a Victrola opens the way to immensely profitable business. People who buy Victrolas
are liberal buyers of Red Seal Records. Beside this, the Victrola is a great publicity maker — brings the
best classes to your store, and in this way helps to sell the entire line of Victors and Victor records.

Tlie time to sell it is right now

The Victrola is making money for other dealers. Why not you? Don't delay, get your share of
this business. Write to your distributor for details. Write to-day.

HISMASTERS VOICE

Victor Talking" A/lachine Oo., camden, n. j., u. s. a.

Berliner Gramophone Co. of Montreal, Canadian Distributors

Full information can be obtained from the following Victor dealers :

Albany, N. Y Finch & Hahn.

Altoona, Pa W. H. & L. C. Wolfe.

Atlanta, Ga Alexander- Elyea Co.

Phillips & Crew Co.
Baltimore, Md Cohen & Hughes.

E. F. Droop & Sons Co.

H. R. Eisenbrandt Sons.

Wm. McCallister.

Bangor, Me M. H. Andrews.

Birmingham, Ala E. E. Forbes Piano Co.

Boston, Mass Oliver Ditson Co.

Eastern Talking Machine Co.

M. Steinert & Sons Co.

Brooklyn, N. Y American Talking Machine Co.

Buffalo, N. Y W. D. Andrews.

Neal, Clark & Neal Co.

Burlmgton, Vt. American Phonograph Co.

Butte, Mont Orton Brothers.

Canton, O The Klein & Heffelman Co.

Charlotte, N. C Stone & Barringer Co.

Chicago, III Lyon & Healy.

The Talking Machine Co.
^. . The Rudolph Wurlitzer Co.

Cincmnati, O The Rudolph Wurlitzer Co.

Cleveland, O W. H. Buescher & Sons.

Collister & Sayle.
_ , , „ Eclipse Musical Co.

Co umbus, O The Perry B. Whiteit Co.

Dallas, Tex Thos. Goggan & Bro.

Dayton, O. . The Fetterly Piano Mfg. Co.

Denver, Colo Knight-Campbell Music Co.

Hext Music Co.

Des Moines, Iowa Jones Piano Co.

Detroit, Mich Grinnell Bros.

Dubuque, Iowa Harger & Blish.

Duluth, Minn French & Bassett.

El Paso, Tex W. G. Walz Co.

Galveston. Tex Thos. Goggan & Bro.

Grand Rapids, Mich.. J. A. J. Friedrich

Harrisburg, Pa S. A. Floyd.

Honolulu, T.H Bergstrom Music Co.

Indianapolis, Ind C. Koehring & Bro.

Jacksonville, Fla Metropolitan Talking Machine Co.

Kansas City, Mo J. W. Jenkins Sons Music Co.

Schmelzer Arms Co.

Little Rock, Ark..
Lincoln, Neb. . .*. . .
Los Angeles, Cal.
Memphis, Tenn..

Milwaukee, Wis..
Minneapolis, Minn

Mobile, Ala

Montreal, Canada.,
Nashville, Tenn..,

Newark, N. J

Newark, O

New Haven, Conn.
New Orleans, La. . .

New York. N. Y....

Omaha, Neb.

Peoria, III

Philadelphia, Pa.

Pittsburg, Pa.

Portland, Me..
Portland, Ore.

...O. K. Houck Piano Co.
. . . Ross P. Curtice Co.
...Sherman, Clay & Co.
. . . O. K. Houck Piano Co.

E. E. Forbes Piano Co.
...Lawrence McGreal.
. . . Minnesota Phonograph Co.
...Wm. H. Reynalds.
. . Berliner Gramophone Co., Ltd.
. . . O. K. Houck Piano Co.
...Price Phono. Co.
...Ball-Fintze Co.
...Henry Horton.
. . . Nat'l Auto. Fire Alarm Co.

Philip Werlein, Ltd.
. ..Blackman Talking Machine Co.

.Sol Bloom, Inc.

C. P>nmo & Son, Inc.

I. Davega, Jr., Inc.

S. B. Davega.

Chas. H. Ditson Sk Co.

The Jacot Music Box Co.

Landay Brothers.

The Regina Music Box Co.

Stanley & Pearsall.

Benj. Switky.

Victor Distributing & Export Co.
, . , A. Hospe Co.

Nebraska Cycle Co.

Piano Player Co.
. . Chas. C. Adams & Co.
,..J. E. Ditson & Co.

C. J. Heppe & Son.

Musical Echo Company.

Penn Phonograph Co., Inc.

Louis Buehn & Brother.

Western Talking Machine Co.

H. A. Weymann & Son.
, , . Pittsburg Phonograph Co.

Powers & Henry Co.

C. C. Mellor Co., Ltd.

Standard Talking Machine Co.
, , . Cressey & Allen.

Portland Talking Machine Co.
. . Sherman, Clay & Co.

Providence, R. I J. Samuels & Bro.

Richmond, Va The Cable Co.

W. D. Moses & Co.

Rochester, N. V The Talking Machine Co.

Rock Island, III Totten's Music House.

Salt Lake City, Utah. . Carstensen & Anson Music Co.

San Antonio, Tex Thos. Goggan & Bro.

San Francisco, Cal Sherman, Clay & Co.

Savannah, Ga Youmans & Leete.

Seattle, Wash Sherman, Clay & Co.

Sioux Falls, S. D Talking Machine Exchange.

Spokane, Wash Eiler's Piano House.

Sherman-Clay & Co.
St. Louis, Mo Koerber-Brenner Music Co.

St. Louis Talking Machine Co.
St. Paul, Minn W. J. Dyer & Bro.

Koehler & Hinrichs.

Syracuse, N. Y W. D. Andrews.

Toledo, 0 The Hayes Music Co.

A. J. Rummel Arms Co.

Whitney & Currier Co. .• V
Washington, D. C John F. Ellis & Co. ,

Fill out,
cut off, and
mail this
Coupon
to-day.

-6^

6

THE TALKING MACHINE WORLD.

THE PHONOGRAPH IN AUSTRALIA.

Exhibited at the Sydney Exhibition in 1881 —
Mr. Gladstone Sent a Phonogram to the Gov-
ernor of New South Wales — The Improved
Machine Heard in 1890.

It is hard to say now who first brought the
phonograph to Australia. Perhaps the first ma-
chine to be publicly exhibited was the Edison
tinfoil phonograph which was on view at the
International Exhibition, held in Sydney in
1881. One who saw this crude machine said:
"You turned the handle and shouted into a fun-
nel, and then turned a handle, and it shouted
back to you, hut you couldn't understand what it
said."

The first improved phonograph seems to have
made its appearance in Australia ahout 1890, or
at all events the first public> exhibition of it for
that year is claimed by a Professor Douglas
Archibald. In his booklet, which bears the date
1890, and is entitled "The Perfected Phono-
graph," the announcement is made: "Edison's
latest phonograph now exhibited for the first
time in Australia by Professor Douglas Archi-
bald, M. A., Oxon, under the direction of Messrs.
MacMahue." The phonograph was of the concert
type, and was driven by an electric motor. It
had the usual diminutive trumpet, which shows
that the superior acoustic properties of large
trumpets were not yet recognized, or. which
is more likely, that they had not yet been manu-
factured. In the booklet referred to above there
is a brief description of the machine, but the-
article written by Edison for the North Ameri-
can Review, describing his improved machine,
and giving a brief history of the invention, is
quoted in full. Edison indulges in many predic-
tions as to the uses the phonograph will be
put to, and many of these predictions have been
fulfilled to the letter," says J. Smith of New
South Wales in the Talking Machine News.
Professor Douglas Archibald, besides being the
first public exhibitor of the improved phonograph
in Australia, was also responsible for a phono-
gram spoken by Mr. Gladstone, which was prob-
ably the first phonogram which ever came to
Australia. This was the phonogram sent by Mr.
Gladstone to Lord Carrington:

Spoken in London on March 8, 1890, by the
Right Honorable W. E. Gladstone, addressed to
His Excellency Lord Carrington, Government
House, Sydney, and conveyed thither by the
hand of E. D. Archibald, and respoken on June 8,
1890, by the phonograph in the presence of their
Excellencies, Lord and Lady Norman and suite:
"10 St. James Square, London.

"My dear Lord Carrington: — I gladly avail my-
self of this opportunity to assure you with how
much pleasure I hear of you and your career
as Governor in New South Wales. I am also
honored and gratified in being the first person
to make a communication through the phono-
graph to Australasia, as worthily represented
by the great colony at whose head you have been
placed. In the phonograph is a new bond of
amity between Australasia and the United King-

dom, and I regard each addition to these free and
friendly ties as an inspired benefit and a fresh
guarantee for the endurance of a connection alike
honorable and beneficial on that side of the water
and on this. I am, my dear Lord Carrington,
very faithfully yours, W. E. Gladstone."

THE VALUE OFCOMPETITION.

How a Business Is Frequently Helped by a
Rival Discovering Some Newly Developed
Possibilities — Always Do Something Better.

Frequently a business, energetically started
and capably captained, thrives and flourishes
until the situation seems splendidly controlled,
when with human indulgence the leader lets
down steam, assumes that all's well and just
keeps the boat off the rocks, letting the stream
carry and fix the rate of progress. No need of
promoting from the crew a new hand at the
tiller, as the ship cr.lls alon» well under her own
headwaj'.

Then comes an awakening, when another en-
terprise is start3d to take up some newly de-
veloped possibilities heretofore unnoticed by the
confident commander. Maybe the new enterprise
is engineered by a break in his own forces not
sufliciently recognized by him, or is controlled
by new ambition seeking profitable field for en-
deavor.

GET rp steam!

That's the spur that thrills the old ship or
makes her clear decks ready for action. Over-
board with the fossils and the dead wood! Scrape
the barnacles off the keel! Get up steam! Before
you know it undreamed of possibilities disclose
themselves, bigger and better business develops,
and a grand, live institution results, because the
"old man" got pushed to do his best.

Nine times out of ten he hates the fellows
who woke him from his trance, instead of being
grateful for the shock that sent him forward to
the work he best could do. But, then again,
they didn't mean to help him. All of which
proves that consciously or otherwise, we humans
are so tied together that every action has some
influence on our fellows and makes our every
move of some concern to the whole world. You
are your brother's keeper, and you will not attain
happiness if you attempt to dodge the respon-
sibility.

ADVANTAGES Ol'' BEGIXXERS.

Given youth, courage and industry, any man
with a small capital need not fear the competi-
tion of any large store into which years have
always brought red-tape and conservatism. The
impetus of a beginner, the eagerness of youth
and the industry of ambition more than offset the
big store's advantage in purchasing power, which
cannot average more than 5 per cent., against a
wide-awake skirmisher. This small percentage is
more than offset by buying and office expense in-
cident to large undertakings.

THE WORTHY AIM.

It is frequently seen that a smaller shop will
outweigh in puljlic regard a larger rival on some
one specialty; and there is the meat in the
focoanut.

Do something better than the other fellow, and
keep on doing that something better until you're
found out.

"Doing something better, allied to a little
patience, always results in being found out; for
the hungry world, with its myriad eyes and mil-
lion appetites, is always looking for the chap
v.'ho can do anything a little better.

THE GAELIC RENAISSANCE.

The Part The Talking Machine Is Playing in
This Movement — Acacemy of Sciences of
Vienna Interested.

One of the most important uses to which the
talking machine has been put within recent years
is the preservation of the fast dying languages
and dialects of the olden races in all parts of
the world. Centuries hence, the customs, habits
and languages of these races will be thus brought
to the knowledge of Interested people in a much
more forcible and valuable manner than through
books. But the fact that these records will sup-
plement the written knowledge shows the im-
portance of the talking machine. German scien-
tists are particularly active in this field, and only
recently the Imperial Academy of Sciences of
Vienna, becoming interested in the Gaelic move-
ment in Ireland sent one of its professors. Dr.
Rudolph Tribitsch, to the Emerald Isle for the
purpose of making phonographic records of Irish
as spoken in the different provinces of the coun-
try. The revival of Gaelic in Scotland is a!so
noted with satisfaction, says a writer in the
Westminster Gazette, by enthusiasts in the
North. It is said that nearly all the younger
members of the old Scotch families are studying
the language of the Gael to a greater or less ex-
tent, and that several of them have attained con-
siderable proficiency. The movement is to re-
ceive a new recruit shortly in the shape of a
weekly journal. Alba, which will be edited by the
Hon. Stuart Erskine, and printed in Gaelic. Dr.
Tribitsch has already visited Aberdare, where
he secured several genuine records of real Aber-
dare Welsh, and he has also spent some time
in North and Mid-Wales. He is now hoping to
complete his collection with some records of the
music of the triple harp, the ancient harp of
Wales, which is still found at Llanover. The
Germans have long been interested in Gaelic and
their desire for further research is but natural.

W. J. KILIEA'S SUCCESS.

William J. Killea, formerly a telegraph opera-
tor for the Associated Press and who conducted a
talking machine business on the side, has found
the latter growing to such an extent that he has
decided to devote his entire time to the selling
of machines and records. He is conducting a
store at 74 South Pearl street, Albany, N. Y.

A dictograph has been installed at the Metro-
politan Opera House and through this means
Manager Conried is enabled to hear in his office
the performance of opera on the stage as though
he were sitting in a first-clays orchestra seat.

The Gibbs Stop Attachment for Edison STANDARD Phonograph

(Patent Allowed.)

- HOME
PHONOGRAPH

This is the only device on the market having an indicator that
can be instantly set to accommodate any record in

the Edison catalogue and automatically stops the machine when the
music is finished ; thereby preventing the sapphire from being
damaged in running over the end of the record.

Nolhiim to break or not out of ordi'r. (".an
he .ipplied in less than a minute, and requires no
tools except an ordinary screw driver.

Kct.Til Prices of .\ttaclnncnts— For
".■^t-Tiuhud" I'luiiioRrapli, $1.00 each; for
"Home" I'lionoRraph, Sl .'iO each.

ORDER FROM YOUR JOBBER

\\*c will .send propaiil to any dealer a
sample atlaclimeiit for the "Standard" on
receipt of 50e., or for the "Home," 75c.

Does not mar or injure the
but adds to its appearance.
Made of metal and nickei-plated.

phonoKraph

Dealirs Profit is 100%

( l-";u'h AttacliuuMit (iunraiitci.-d.)

The Gibbs Mfg. Co.

CANTON, OHIO

THE TALKING MACHINE WORLD.

List of March Victor Records
You need them all

All vocal selections have accompaniments by the Victor Orchestra

8-inch 35 cents

Arthur Pryor's Band

5324 International jNIarch Roberts

"Coon" Song l>y Billy Murray

53G4 He's a Cousin of Mine Hein

Billy Murray and Haydn Q,uartet

5330 I'm Happy When the Band Plays

Dixie Vanderveer

IJuet toy Stanley and Maedonoush

53G0 Some Day You'll Come Back to Me... Ball
Gospel Hymn toy the Haydn tluartet

5305 Ring tlie Bells of Heaven Root

lO-inch 60 cents; 12-lnch $1.00

Arthur Pryor's Band

5345 Captain General March ( 10-in.) .... Louka

5343 Angel of Love Waltz (Ange d'Amour)

(10-in.) Waldteufel

5344 Eileen Asthore Medl«- (10 in.) Olcott

Victor Orchestra, Walter B. Rogers, Con-
ductor

530!) Tile Dream Waltz (from "A Waltz
Dri am") ( ICin Walzertraum) (lU-in.)
Oscar Straus

Cornet and Flnte Duet toy Kenelce and
Iiyoiis

5347 Voice of Love — Serenade (10-in.)

Schumann

Tronitoone Solo toy Arthur Pryor, with
Bund Accomi>aninient

Oh, Dry Those Tears (10-in.) . . .Del Riego

534G
5356

31G90
5359
5351

Soprano Solo toy Helene Noldi

Jewel Song from "Fai!st " ( 10-in. ). Gounod

Baritone Solos toy Alan Turner

The Bravest Heart May Swell (Dio
possente) "Eaust" Il2in.) Gounod

Prologue from "Pagliacci" (10-in)..
Leoncavallo

Good-bye, Sweetheart, Gimd bye

( 1 0-in.) Vnn 'I'ilzer

Baritone Solo toy Percy Hemus

5348 The Sailor's Prayer (10-in.) Mattel

Tenor Solo toy Byron G. Harlan

5340 Two Little Baby Shoes ( 10-ln. ).... Morse

Tenor Solo toy Harry Macdonough

5352 One Little, Sweet Little Girl (from

.'•O'Neill of Derry''j (10-in.) Olcott

Contralto Solo toy Corinne Morgan

5357 Bid Me Good-bye (10-in.) Tosti

Male <luartets toy the Haydn (iuartet

53G2 .lesus Christ Is Risen To-day (Wor-
den) (Easter Hymn — "Alleulia")

(10-in. ) Davidica

Mollie Darling (10-in.) Hays

5353
Duet

5354

toy Miss Stevenson and Mr. Mac-
donouglL

Climbing the Ladder of Love (10-
in.) ^ Englander

Hymn toy Frederic C. Freemantel

5341 The Ninety and Nine (10-in.) Sankey

Duet toy Dudley and Macdonough, with
(iuartet Chorus and Orcliestra

Red Wing (10-in.) Milis

5308
535C

5361

Comic Songs toy Billy Murray

I'm Afraid to Come Home in the Dark
(10-in.) Van Alstyne

I'm Looking for tlie Man That Wrote
The Merry Widow Waltz ( 10-in. ) ..Furth

Duet toy Collins and Harlan

The Family Tree (.lungle Song)

Moise

"Coon" Song toy Artliur Collins

.-.30O 1 Got to See de Alinstrei Show

(10-in.) Von Tilzei-

Minstrel Record toy the Victor Minstrel
C'omi>any

5:{(;3 Victor Minstrel No. f). introducing
"Bronclio Buster" .nul "I'ride of tlie
Prairie" (10-in.)

Musical Act toy Spencer and Mozarto

5367 Sim and Sam (A Comedv Musical
Act) (10-ln.)

New Red Seal Records

Eni-ico Caruso, Tenor

12-in., with Orchestra, $3.00 — In Italian.
88106 Dom Sebastien — In terra solo (On

Earth Alone) Donizetti

Johanna Gadski, Soprano

Piano Accomp. by Frank La Forge, $2.00 —
In German.
Stilndchen — Serenade . . . .Richard Strauss
Piano Accomp. by Frank La Forge, $3.00
each — In German.
88111 Gretchen am Spinnrade (Margaret at

the Spinning Wheel) Schubert

Standchen — Serenade Schubert

10-in.,

87016
12-in.,

88112

Bessie Atoott, Soprano

12-in., with Orchestra, $3.00 — In Italian.
88110 ParIa Waltz Arditi

Marcel Journet, Bass

12-in., with Orchestra — $1.50 each.

74103 Contes d'Hoft'man — Air de Dapertutto
(Dapertutto's Air from Act II) in French...

Offenbach

74104 Barbiere — Lu calunnia (Slander's

Whisper) In Italian Rossini

Gei-aldine Farrar — ^Antonio Scotti

12-in., with Orchestra, $4.00 — In Italian.
S90I5 Don Giovanni — La ci darem la mano

(Thy Little Hand, Love) Mozart

Bessie Atoott — Mario Ancona
12-ln., with Orchestra, $4.00 — In Italian.
89013 Rigoletto — Tutte le feste al tempio
Part 1 (On Every Festal Morning)

Verdi

10-in., with Orchestra, $2.50 — In Italian.
-87500 Rigoletto — Tutte le feste al tempio
Part II— Si vendetta (Yes My Ven-
geance! Verdi

You can't afford to leave any of these new records out of your order.

Remember — this complete list of March records appears on February 28th in the
leading daily papers throughout the United States.

With this enormous advertising to stimulate the demand you should sell every
record on this exceptionally strong list.

Be on the safe side and order them all. The best way to hold old customers and
draw new ones is to get a reputation for having what every one wants.

Don't have to say, "O yes, I'll have it to-morrow, or in a few days." Have it
right there, when it's wanted.

Only on the Victor can the great artists and the world's foremost entertainers be
heard.

Prepare now for February 28th — the simultaneous opening day.
Send your order to-day. Order them all.

Victor Talking Machine Company, camden, n.j., u. s. a.

Berliner Qramophone Company, of Montreal, Canadian Distributors.

USE OIVUY VICTOR IVEEDUES OIV VICTOR RECORDS

8

THE TALKING MACHINE WORLD.

FROM SOUTHERN CALIFORNIA.

Heavy Rains Most Beneficial to Crop Prospects
and Business Is Improving — IVlany Musical
Events — Tetrazzini Records Selling Rapidly
— Some Recent Changes — F. C. Deino Re-
signs Management of Exton Co. Has Been
Succeeded by Earl Sparks — Other Items.

(Special to The Talking Machine World.)

Los Angeles Cal., Jan. 29, 1908.

Regardless of heavy rains whicli lasted for six
days business has heen very good and promises
to be better. The ground is thoroughly soaked
and the sunshine and warmth will greatly benefit
the crops and flowers. Many musical events have
taken place, among which are the concerts of
Witherspoon and Kubelik, while "Mme. Butter-
fly" is soon to be played at the Mason. Several
dealers are .making specialties of these artists
and also of the opera, advertising concerts with
selections from the same. The new list of
records from "The Merry Widow," issued by the
Zonophone Co., will doubtlessly be a great at-
traction to talking machine owners as all the
selections heretofore listed have met with great
success. The records of Tetrazzini have been
selling very rapidly. This new star was pro-
nounced a wonder some two or three years ago
by critics of Old Mexico and California, where
she has appeared a great number of times, hence
her success has not been wondered at.

Wm. Campbell, who has been with Sherman,
Clay & Co. for several years and who recently
left here to go to San Francisco, has returned to
this city "never to leave again," as he says
although Mr. Campbell is a native of San- Fran-
cisco he has a warm spot in his heart for Los
Angeles. Chas. Borgum, who has made several
trips in the interest of the Southern California
Music Co., has joined the ranks of D. S. Johnston,
Co., of Seattle, Wash. His successor has not been
named. The Southern California Music Co. have
done considerable business ih Enserada, Baja,
as a result of another trip of Janun Fhiente,

to that place when he gave a concert in Spanish
and demonstrated the Victrola to most the entire
population of the little Mexican village. The
employees of the Southern California Music Co.
gathered at Levy's cafe for dinner last week.
About forty chairs were filled, including fourteen
from the talker department. A very merry even-
ing was spent and everyone was called on to give
a toast, ending with a short talk from the presi-
dent of the company. This company have just
made extensive improvements in their talker
salesroom by adding glass doors and more record-
rack space, also repainting.

F. C. Delno, who has had the management
of the Exton Music Co.'s talking machine depart-
ment, has resigned that position and will shortly
return to San Francisco. While Mr. Delno was
in charge of that department he added the Edi-
son and Star lines to their Victor and Zonophone
and fitted up an additional room to house the
Edison line. Earl Sparks, who has been in the
trade for a number of years in this city, will
succeed him. The J. B. Brown Music Co. are re-
modeling their show windows to enable them to
make a better display. The Bartlett Music Co.
have closed out their entire small goods stock,
but still maintain the "talker" department.

MELODY CURE_FOR STAMMERING.

Interesting Results Which Have Followed the
Experiments of Dr. E. W. Scripture.

A cure for stuttering which, for simplicity and
promptness in results, seems to surpass any of
those hitherto known, has been discovered within
the last two months by Dr. E. W. Scripture of
this city. It was first announced by him in an
address before the New York County Medical So-
ciety on December 23 last. Since then inquiries
have poured in on him from this and other cities
and it may be predicted that before long doctors
all over the country will take up the new cure.

Dr. Scripture has for years made a specialty
of the study of the speaking voice. Recently the

results of his investigations in phonetics were
published by the Carnegie Institution of Wash-
ington. It was in the course of these investiga-
tions two months ago that he hit on the idea for
his cure for stammerers.

Normal voices, he found in his researches, rise
and fall in speaking even the most ordinary
phrases. In saying "Good morning," for in-
stance, there is a decided rise and fall. But
stutterers in nine cases out of ten do all their
talking on one tone, owing to the fact that their
laryngeal muscles are tight closed as an effect
of their ailment.

In view of this fact. Dr. Scripture started ex-
periments for the purpose of introducing melody
into the voices of stutterers. Stuttering being
purely a nervous affliction, he saw that if the
mind of the sufferer were taken off his trouble
in a simple and easy way, the trouble ought to
disappear. To get the stutterers to speak in a way
different from their ordinary way. Dr. Scripture
argued, would remove their fixed idea about stut-
tering, and consequently work a cure.

If his patient is not particularly intelligent,
he first has him sing sentences of some familiar
melody. In this way the patient gets the idea
that his voice must go up and down. Then he
is taught to speak sentences in which he again
has to slide his voice. In the first lessons this
sliding of the voice is made excessive, in order
to get away more completely and quickly from
the ordinary monotonous speech of the sufferer.

The patient is taught to say ".Good morning."
"How do you do?" "Please give me a glass of
water," etc., all with excessive melody. Finally,
he is taught to introduce melody into all his
conversation.

At present Dr. Scripture is busy studying, by
methods of his own devising, the voices of great
singers, among them that of Caniso.

His experiments with the melody cure are
being conducted by him three times weekly in
the Vanderbilt clinic, at Tenth avenue and Six-
tieth street, where they have been successful in
every way.

RECORDS

TRADE MARK

WON'T BREAK
WON'T WEAR OUT

Louder and
Longer Records

BEST IN EVERY WAY

33 Cents Each

MR. DEALER:

If you have not already put in a line of these wonderful records — GET IN LINE
AT ONCE. DON'T WAIT until some live dealer in your neighborhood who knows a good thing
when he sees it, gets in ahead of you.

ORDER NOW and establish yourself in this line and you will do a larger and more
profitable business. There is MONEY TO BE MADE in INDESTRUCTIBLE RECORDS.
That is what you are in business for.

Write lor Circular and Full Inlormation and send Orders to

American Talking Machine Company

S86 F^ultoiT Street

BROOKLYN, ISF. Y. CITY

THE TALKING MACHINE WORLD.

9

COMPETITION IN THE DISC BUSINESS IN INDIA.

Two Important Firms Struggling for Supremacy — Beka and the Gramophone Companies Have
Large Repertoires and Strong Organizations — Merry War of Cutting Prices Goes on Apace —
Interesting Communication from a Correspondent Who Descants on the Situation.

One of our correspondents, who is thoroughly
conversant with conditions in India, has sent us
an interesting article on the present sfS,te of
the Indian market, which we have much pleasure
in publishing for the benefit of our readers.
Among other things our correspondent writes:

"Whereas in Europe, particularly in Germany,
six to eight disc factories are wrestling for the
upper hand; in the Par East, in India, two im-
portant firms are struggling hard for the su-
premacy. The fact that both of the firms have
exceedingly strong weapons in their hands, first
in the shape of a surprisingly large repertoire,
and second, with really model organizations,
makes the fight all the more obstinate. The
companies in question are as you all no doubt are
aware, the Gramophone and the Beka. Up to two
years ago the Gramophone Co., which is known
as one which makes sure of its position for years
to come, catered alone for t)ie demand, which
was even then pretty large. It was, therefore, a
bold stroke on the part of the Beka Co. to take
up the cudgels against a firm which was already
firmly planted there. The success which attended
this step is known to a.ll acquainted with the In-
dian business. The first attempt with 400 records
met with such an overwhelming response that
the Beka Co. at once went in for recording all
over India, and to-day, therefore, dispose of a
repertoire of over 1,000 titles, the same as the
Gramophone Co. On the other hand, the latter
company recently erected a factory in Calcutta,
so as to be able to meet the requirements of the
country right on the spot. It is really interest-
ing to observe the original manner in which both
these firms are working and organizing the In-
dian business. The only regrettable feature of
this fierce competition is the fact that, as in all
other countries, so also in India, have the prices
suffered considerably thereby, inasmuch as the

one firm is trying to cut out the other by going
on reducing its prices. At the beginning of 1907,
at which time Director Loewe, of the Beka Co.,
was over in India for the purpose of organizing
the Indian business, the Gramophone Co., through
their director, Mr. Rodkinson, who was also then
in India, reduced the price of their native records
about 33 per cent. In spite of this reduction, the
prices were still such as to leave a respectable
margin for the manufacturer. On Jan. 1, 1908,
however, a further reduction of the Gramophone
records took place, this time to the extent of
about 20 per cent., so that the prices have now
been brought down to such a level that there is
no longer any great difference between them and
those obtaining in Europe. The necessity for this
reduction and the motive which prompted it is,
so far, beyond my grasp. I will, however, again
refer to this point after I have received further
particulars from India. I am also up to the
present unaware what effect this reduction will
have on the Beka Co. They will doubtless fit in
their prices with the new ones of the Gramophone
Co., so that the fight will then go on anew. It is
really a great pity that two firms which have so
ably adapted themselves to the business prin-
ciples of the Hindoo should rub up against each
other in this manner and cut their own throats,
seeing that if they were to pursue a right policy
both firms could to-day still work at a big profit
to themselves."

iSo much for our correspondent's contribution.
We are not yet able to say whether the above
statements accord with the actual facts. Perhaps
one or the other of the firms in question will let
us have their views and correct any irregularities
which the above report may contain. At any
rate, this article appears to be evidence enough
that it is a thing of the past to dream of reap-
ing a golden harvest in India. Should, therefore.

any firms, incited by the big success of the
Gramophone and Beka companies, have decided to
go out to India, we can only advise them to first
thoroughly acquaint themselves with the actual
state of the Indian market, which, as the result
of the last price reduction, does not by any means
appear so rosy as was the case until recently.

REUNITED MAN AND WIFE.

The Talker Plays the Role of Peacemaker and
Brings Divorced Wife and Husband Together.

Still another story of the romantic tendencies
of the talking machine comes from St. Louis, and
in this case it separated, a man and wife, and later
was the means of re-uniting them. The man,
Preston was his name, was extremely fond of
his talker and kept it working every possible mo-
ment, both day and night. His wife not
thoroughly appreciating such continuous melody
expostulated with him, but that proving of no
avail, told her husband that either the machine
or her must vacate the premises instanter.

He said he guessed it would have to be Mrs.
Preston. She went. Last fall she obtained a di-
vorce, telling the judge that the talker was to
blame for it all. She went her way and opened
a boarding-house and her husband worked the
machine harder than ever.

One night she was passing her former hus-
band's home. She heard the talking machine
going as usual. "Absence makes the heart grow
fonder" it was playing. Preston was at the gate.
They talked it over and made up. That night
Preston moved over to his wife's boarding-house;
under one arm he carried the box and under the
other the horn. The next day they were mar-
ried.

J. P. KELSEY MAKES CHANGE.

John P. Kelsey, recently connected with Victor
H. Rapke, as manager, has become connected
with the General Phonograph Supply Co., New
York, and will represent them on the road. He
went on a few weeks' trip West last week.

The Munson

Foldinfl Horn

The One Piece Indestructible Horn For All Cylinder and Taper Arm Disc Machines

Can be opened or closed in 30 seconds. Made of selected "Leatherette" "with highly finished Metal

Parts. We guarantee all of our horns against rattle or blasting.

In solid colors, Gold or Black, RETAIL, $5.00. Handsomely Decorated by Hand, fast colors, RETAIl $6.00.

Sold Only Through Jobbers

Liberal Discount to the Trade

CLOSED.

The Foldiog Phonographic Horn Co.,

650=652 Ninth Avenue
NEW YORK CITY

10

THE TALKING MACHINE WORLD.

The Faster You Turn Over Your
Capital the More Money You Make

THERE is nothing so useful in business as ready money. A stock
of musical instruments represents capital, but so long as it is stock
it isn't paying running expenses or declaring dividends. Money
invested in a stock of

Edison Phonographs

comes back over your counter in a steady stream, bringing profits of
good proportions. The turn-over is so quick that a small amount of
capital will take care of this end of your business. The new horn and
crane of the improved Edisons make it unnecessary for you to carry
horns in stock, and the great and growing demand for this wonderful
entertainer makes it almost imperative that you add Edison Phonographs
to your lines. You can get full information and whatever instruments
you wish from a nearby jobber whose name we will be pleased to furnish
you on request. Write us to-day about it.

National Phonograph Company

59 LaKeside Avenue,

Orange, New Jersey

THE TALKING MACHINE WORLD.

11

maKersf}
sellers of
talking
\madfmes

EDWARD LYMAN BILL. - Editor And Proprietor

J. B. SPiLLANE, Managing Editor.

Trade Representatives; Geo. B. Keller, F. H. Thompson,
W. T. D'VKES, L. E. Bowers, B. Brittain Wilson,
A. J. NiCKLIN, L. J. Chamberlin.

Boston Office : Ernest L. Waitt, 278a Tremont St.

ChicMo Office: E. P. Van Harlingen, 195-197 Wabash
Ave.

Telephones: Central, Hi; Automatic, 8643.

PhiliLdelohia Office : Ninnekpolis and St. Paul :

H. F. Thompson. Adolf Edsten.

St. Loui.s Office : San Francisco Office :

Chas. N. Van Buren. S. H. Gray, 240 Sacramento St.
Cleveland Office : G. F. Prescott.
London. England, Office:
69 Basingwell St., E. C. W. Lionel Sturdy, Manager.
Berlin, Germany. Chas. Robinson, Breitestrasse 5.

Published the 15th of every month at I Madiion Ave. N.Y

SUBSCRIPTION (including postage), United States,
Mexico, One Dollar per year; all other countries, $1.25.
England and her colonies, five shillings.

ADVERTISEMENTS, $2.00 per inch, single column, per
insertion. On quarterly or yearly contracts a special dis-
count is allowed. Advertising Pages, $60.00; special posi-
tion, $75.00.

REMITTANCES, should be made payable to Edward
Lyman Bill by check or Post Office Order.

^^IMPORTANT.— Advertisements or changes should
reach this office by the first of each month. Adver-
tisements arriving too late for insertion in the current
issue will, in the absence of instructions, be inserted
in the succeeding issue.

Long DistSLnce Telephones— Numbers 4677 and 4678 Gr&m-
ercy. Cable Address: "Elbill," New York.

NEW YORK, FEBRUARY 15, 1908.

WHILE the recovery in the business world
will naturally be slow — for the depres-
sion has put an element of strong conservatism
into manufacturing enterprises — there seems to
be a constant improvement over conditions at the
end of the old year and there is a more hopeful
outlook in all directions. Business is certainly
steadily improving. The time for hesitancy is
past and if business concerns show too much
timidity in the conduct of their affairs they
themselves will help to delay the return of nor-
mal conditions. A continuous resumption of
business means the development of the purchas-
ing power and the creation of a demand which
will keep the market for manufactured products
active. What is needed is a determination to
start the dollar on its round. There is every rea-
son for confidence and every reason why the
dollar should be kept active. If confidence can
be kept intact in the business and commercial
world an immeasurable amount of trouble will
be avoided.

THE money dearth is over and much prog-
ress is being made with financing projects
of large size and within the near future there
ought to be a sufficient resumption of manufac-
turing development to use all the available cash
in the banks and employ all the idle freight cars
that are now being laid up. The present year
should be marked by a display of wisdom and
ability on the part of business men. They should
not lose their heads or grow over-conservative.
We should be apostles of optimism.

SUCH times as these are not only times for
housecleaning, but e/ery merch.-.nt should
see to it that no possible avenue is overlooked
whereby the quality and quantity of his trade
may be improved. There are one or two sug-
gestions that occur to us in this connection. It
should he appreciated by every talking machine
dealer in the land that wareroom stock should

be kept in good condition and effectively shown
up. We have seen many retail stores wherein
little or no taste was displayed in the arrange-
ment of the stock. Now, while a great variety
is not afforded the talking machine dealer in
showing up regular lines of stock, yet he must
keep his rooms attractive instead of having them
actually repellent to trade. An attractive ware-
room has a cheering effect upon every caller, and
if the visitors are in a buying mood the rest is
easy. On the contrary, if they visit warerooms
where the atmosphere is cool and repellent and
where there is neither warmth nor cheer they do
not buy, that is all.

ANOTHER matter which demands the closest
attention of the talking machine dealer
to-day is the condition of machines that have
been sold. Thousands of talkers are not in use
as frequently as they should be because in many
cases they are not in good repair. Now, a ma-
chine which is out of order does not make en-
thusiasts for the trade. The criticisms do help
to augment the army of purchasers. It is a
good deal of nuisance for owners of machines to
carry them to the dealer to have them adjusted.
Rather than do this they continue to use them,
when five minutes of expert skill would place
them in the best condition. Why not have salesmen
look over every machine that is out to customers
at least once a month so that they may always be
in proper condition. Then, too, it will be very
convenient for salesmen when visiting customers
to have with them a few choice records, entirely
new, of course. It will hardly be necessary for
them to induce the customers to buy, but if they
hear something interesting in the way of new
records, the calls may result in producing new
business. Of course, tact should be used in
handling this situation, but machines should
always be kept in good repair. They should be
perfectly adjusted at all times and if a plan of
regular visits were adopted generally, after a
while is it not reasonable to suppose that the
owners of talking machines would look forward
with great pleasure to regular visits from pleas-
ant and affable salesmen who would make any
adjustments necessary and incidentally give
them the pleasure of listening to a few new rec-
ords?

IF such a plan were generally adopted the
whole trade would benefit thereby. Purchas-
ers would value their talkers more highly. They
would praise the attentive care of the dealers to
their friends and they would buy more records.
The talking machine would grow in popularity
because it would always be in condition to play.
It should be understood in this connection that
there are thousands of people all over this coun-
try who do not view talking machines with
favor, and why? They have heard them as they
passed along the streets with their thin, squeaky,
rasping tones, and have formed their idea of
present day talking machines from hearing those
that have sorely needed expert attention. The
keeping of machines in perfect condition is, to
our minds, a very important matter and should
demand the serious attention of every talking
machine man in this trade. If it were a part of
the talking machine man's regular campaign to
send out a salesman to adjust machines and
show records it would stimulate the sale of both
machines and records, and, furthermore, it
would Increase the sale of cabinets, because there
are many tliousauds of owners of talking ma-

chines who have not to-day a proper place for
the storing of their records. They do not under-
stand that there are so many beautiful and novel
receptacles created in which can be placed a
great number of records, having them always
within easy reach and perfectly tabulated so that
no time is lost in making a selection.

THERE are many ways in which trade can be
legitimately advanced, and it will pay
everyone interested to sit down and ponder and
figure out new lines and new methods so that
the business may be increased. Every trade can
be encouraged and developed in such times if the
correct principles are applied and the store en-
vironment should be the first consideration; then
the condition of stock in the store and condition
of stock in the homes of the customers; then the
increase in the sales of records. All of these
principles, if properly applied, will encourage
and stimulate business. To say that the laws
of demand are so immutable that all a dealer or
manufacturer can do is to adapt himself to them,
has been controverted by the experience of many
successful business men. It is one thing to
create and it is quite another to sell and keep a
patented article in condition so that it will at-
tract new friends and admirers.

IN order to be a successful dealer or a success-
ful salesman one must understand human na-
ture fairly well, that is both the brain and heart
sides, and he should know the goods that he sella
in all their usefulness in pleasure-giving quali-
ties. In the talking machine line he should
know all about the possibilities of the machine.
There is no question as to his success if he is
firmly grounded in the fundamental knowledge
of what the talking machine can do in the way
of creating joy and amusement in the household.

INSTEAD of sitting down and indulging in
indigo colored trade talks, it is far better to
have a good ginger talk on how to brace up busi-
ness, and we have made a few suggestions which,
if adopted generally, we believe will result in in-
creasing the talking machine business. There is
no better way to develop business than to interest
people in it, and the interest of the purchasing
public in talking machines should not be pei'-
mitted to languish in the slightest degree. On
the contrary, it should be maintained well up to
standard pitch. The manufacturers, too, should
do their part in keeping the talking machines
well before the purchasing public, for it must be
admitted that advertising of all kinds is a power-
ful accelerating force in the production of busi-
ness. If we were to cut out advertising of a,
special product for a few months its effect would
be depressing upon that special industry, and it
would take a vast sum of money to enable the
trade to recover the ground lost in that compara-
tively short time.

SUCCESS in business depends largely upon
the motive power behind it, and if the
talking machine men are to sit down supinely
and nurture the thought that business is dull and
therefore it will not pay to exert themselves
largely the result will be a constantly depreci-
ating trade, and the year instead of being satis-
factory as it should be, will be vastly disap-
pointing. Let us be up and doing; advertise,
hustle, smile, do things. Of course we must re-
store confidence, and there is no quicker way to
restore it than to quit talking about t)ad times
and hustle for business,

12

THE TALKING MACfflNE WORLD.

CALL FOR H1GH=GRADE INSTRUMENTS

In Indianapolis, Better Still, Cash Sales Are the
Rule — Decided Betterment Noticeable Dur-
ing Past Four Weeks — What Leading Deal-
ers Report Through the World Corre-
spondent— Nickelodean Trade Is Active.

(Special to The Talking Machine World.)

Indianapolis. Ind., Feb. 3. 1908.
The chief feature in the talking machine trade
at present seems to be the tendency of the dealers
to push high class instruments — machines wliich
sell at from $150 to $500. Nearly all dealers
are showing some of the high-priced instruments
and several report sales in this line. This is a
branch of the trade which has not been pushed
very hard previously to this time, and it is be-
lieved there is a good field for it in Indianapolis,
and its vicinity. Heretofore a talking machine
instrument which sold for $100 has been regarded
as a high-priced machine among the Indianapolis
patrons.

The Columbia Phonograph Co. are showing for
the first time here a new symphony machine,
type BQ. This machine eliminates the horn and
is built very much after the style of a piano.
The tone of the instrument is unusually fine and
in general appearance and finish it is a work of
art.' :\Iany patrons of the company have ad-
mired it.

The Kipp-Link Co., who handle Edison and
Victor machines, are displaying the Auxetophone
and the Victrola. The company sold several
Victrolas last month. The Victrolas sell at $200.
The Auxetophone sells at $500. The Auxetophone
was used here recently in an entertainment given
at Caleb Mills Hall for the benefit of the new
Methodist Hospital, and the entertainment was
a marked success. The entertainment was given
bj' N. J. Corey, a musical lecturer, organist and
pianist. Leading Methodist ministers of the city
pushed the work of ticket selling for the enter-
tainment. As the voices of great singers were re-
produced with the Auxetophone their portraits
were shown. This plan made a decided hit.

Charles Craig, of the Indiana Phonograph Co.,
says retail business for 1907 was fully as good as
that of the previous year. The wholesale busi-
ness was only about sixty-two per cent, of that
of the previous year. Mr. Craig has noticed an
improvement in business during the last month.
He now has in stock 65,000 records. The In-
diana company handle Edison machines.

Joseph Joiner, dealer in pianos, who handles
Victor machines, says he is having a nice talk-
ing machine business. He sells "red seal" records
and finds a good demand for them.

The Columbia Phonograph Co. are moving to
their new location at 27 North Pennsylvania
street, just across the street from the present lo-
cation at 48 North Pennsylvania street. The
new store-room is much more attractive than tne
old. The most striking feature is a large glass
front which shows the displays from all direc-
tions, the store having a corner location. Thomas
Devine, manager of the Columbia store, is very
enthusiastic over the new location. When the
rooms are fully fitted out he believes he will have
as bright and attractive a talking machine store
as there is in the country.

The Columbia Co. have received their new style
cylinder graphophone which is built on the
aluminum tone arm idea. These have proved good
sellers. Of the new style cylinder machines, type
B.O. is especially attractive and seems to give
great promise of becoming a popular favorite.

The new plan of the Columbia Co. of putting
out the best records all of the time instead of
presenting a great number of records at a speci-
fied time each month is meeting with favor here.
It is liked by the patrons as well as by the store
managers.

George W. Lyle, vice-president and general
manager of the Columbia Co., was in Indian-
apolis last week. From here he went to Chicago
and thence to New York. Mr. Lyle believes that
1908 will be a very satisfactory year in the talk-
ing machine business.

The Edison machine, gold-plated "triumph" art
case is proving a good seller for the Kipp-Link
Co. This machine sells at $175. The case is

made of mahogany. The company will push this
line, both in Indianapolis and out in the state.

E. G. Sutherland, who owns the Bijou and the
Bijou Dream five-cent theaters, will start a new
five-cent theater in the room on North Pennsyl-
vania street, which is being vacated by the
Columbia Phonograph Co. Mr. Sutherland is
having some trouble in finding a name for his
new place and for the last week has given to all
patrons of his two theaters blank cards with the
request that they suggest a name for the new
place. He has received hundreds of suggestions
so far. There seems to be a general desire to have
the new place called the Columbia in honor of
the Columbia Phonograph Co. The person or
persons who suggest the name that is finally
selected will receive a life pass or passes to the
new theater.

All of the five-cent theaters and penny arcades
in Indianapolis are having a fairly good busi-
ness. The convention of the United Mine
■Workers is drawing some patronage and in addi-
tion to this the weather has been bright and
warm and good for this class of business. One
of the best stands in the city is that of the :Man-
hattan Theatre on West Washington St. So desir-
able is this plan that the managers of the theater
are now having a contention with the owners of
the building in regard to the lease. It is de-
sired to lease the room to another company and
the stock company which owns the Manhattan is
loath to give up its location.

STOOD THE TEST OF ENDURING FAME.

I think that Thomas A. Edison, inventor of the
phonograph, is the greatest man in the world,
because he has endured fame for a longer period
than any other great man. and this fact proves
my contention.- He has thrown light, love, and
laughter into remote and isolated parts of the
path, thereby promoting knowledge, grace of
mind, soul, and heart in all the people of the
world; thus he has induced and promoted har-
mony, which is the key to the millennium day. —
John J. Daggett. North Carolina.

The Ption-Arm Attachment

(PATENT PENDING)

For Edison Standard, Home and Triumph ] DO/^XT/^/^T) A DUC '
Columbia B. K., B. E. and B. F. \ T I1U1> UvjrvAl lliJ

When ordering state for what machine wanted.

IMPORTANT ANNOUNCEMENT

Owing to a very large purchase of raw material and the installing of new and
improved machinery in our factory we are able to make a substantial reduction in price.

On and after February 15, 1908, the Retail Price will be $6.00

LIBERAL DISCOUNT TO THE JOBBING TRADE

Orders and inquiries are coming in from all over ilic world. These are referred
to the nearest jobber hantlling the goods.

Are }'oi/ getting your share ?

If you never handled the attachment, put in an order no7i' and be ready to take
advantage of our advertising.

We also make

HORN STANDS AND HORN CRANES

and c|uote liberal discounts to the jcibbers.

CHICAGO STAND CO.

RUFUS T. BRADY. Mgr.

86 E. LaRe St. CHICAGO, ILL., U. S. A.

THE TALKING MACHINE WORLD.

13

CONCERTED PLAN^OF CAMPAIGN

Is Necessary by Advertisers Who Desire to Win
Out in Business.

One of the greatest mistakes that the small
advertiser is guilty of is in not laying out a con-
certed plan of campaign. By the small adver-
tiser we mean not only the man with a small
business, but also the man with a comparatively
large volume of trade who is afraid to spend
much money in advertising for fear of cutting
down his profits, and yet at the same time, see-
ing other men succeeding through their adver-
tising, feels that there must be something in it.

The men who make advertising successes have
the same qualities that make for success in other
directions. They lay out a plan and they stick
to it until success has come, or until they are
convinced that they are proceeding on wrong
principles.

Haphazard advertising rarely succeeds in pro-
ducing results for the reason that the invaluable
cumulative force of advertising has no chance to
make itself felt. Concentration and a certain
one "ideaness" is necessary to get anything one
goes after. Plan your campaign before you
spend any money. If you haven't the necessary
knowledge get somebody who has. It's less ex-
pensive.

BUSINESS GROWING BETTER

In Washington and Leading Jobbers and Deal-
ers Are Pleased with Past Month's Record —
Commercial Machine Growing in Popularity
With the Government Officials — Other News.

(Special to The Talking Machine World.)

Washington, D. €., Feb. 5, 1908.
The talking machine trade during the past
month has been good. The Columbia Phonograph
Co. report excellent business, with frequent sales
of machines and records. Manager Grove has
been kept particularly busy with Washington
affairs. Vice-president Cromelin spent quite a
while here during January looking after the
copyright situation in Congress and visiting
many Congressmen on this committee. Just what
will be the outcome of these conferences remains
to be seen.

E. J. Whitson reports a great improvement in
the talking machine trade, with a good sale of
all the new records.

The talking machine department of E. F.
Droop & Sons Co. has increased its trade consider-
ably. Manager Grouse expressed himself as
highly pleased with the past month's record and
said the outlook for the present month is equally
as encouraging. This firm will soon begin their
afternoon concerts, the programs of which will
be of exceeding interest.

The commercial talking machine is increasing
in popularity and is finding its way into addi-
tional offices of the National Government as well
as in lawyers' offices and for court records. These
have been found a time saver as well as a money
saver.

A new use to which the talking machine has
been put is in the dancing school. Several of the
local teachers use these machines while giving
instructions and find them very convenient. They

The J ^^p^^*^**

ForTRIlMPH and
HOME Machines

Can be attached in five minutes. No drilling-.
Returns in less than one second. Noiseless,
speedy and sure. Write for prices and circulars.

ACME REPEATER COMPANY, - INDIANAPOLIS, IND.

are found particularly convenient in giving pri-
vate lessons in a studio.

The. sale of talking machines at the firm of
John F. Ellis & Co., has only been fair during
the past month, but there has been a good sale
of the latest records.

Sanders & Stayman have done a good business
in its talking machine department recently, in
both the sale of records and instruments.

The department store of S. Kann & Sons Co.
have disposed of their entire stock of talking
machine goods and given up this line.

The sale of the small Columbia discs at ten
cents each has become quite large. These are
carried by many of the toy stores and have there-
fore become a plaything for children.

GERMANY'S^REAT TRADE

In Talking Machines and Records the Subject
of a Lecture at Frankfort — Some Figures
Regarding Output.

At the convention of the German Association
for Mechanics and Optics, held recently in Frank-
fort, a lecture was delivered on the history of the
talking machine from its earliest stage, in 1887.
The lecturer said that last year one international
talking machine company alone produced 15,000,-
000 plates and 200,000 instruments, aggregating
65,000,000 marks (the mark is 23.8 cents) in
value. Adding the output of the other smaller
workers manufacturing these articles in Ger-
many, the total value of the production in 1906
would amount to 80,000,000 marks. This branch
of industry employs about 15,000 people. The
demands made on the capacity are sometimes
heavy and pressing; thus, in one single week
10,000 plates representing popular airs of one new
operetta were turned out and delivered. The
artists whose rendition of the songs are thus
mechanically fixed receive high compensation.

HOW TETRAZZINI FACED THE CAMERA.

An interesting story comes from England re-
garding the first time the famous Mme. Tetraz-
zini faced a talking machine recently for the
purpose of making a record. The event was
chronicled as follows: Mme. Tetrazzini was dis-
tinctly nervous. The novelty of having to sing
into the bell mouth of a huge trumpet instead
of to an audience handicapped her considerably.
Still her splendid E flat in alt in the "Ah! fors e
lui" came out with all her accustomed ease and
purity, veritably making the rafters ring.

"All singers are nervous the first time they
make records," said a representative of the firm
afterwards. "The slightest slip would be faith-
fully reproduced, and either necessitate another
record or go down to posterity to the detriment
of the artiste. But they soon get used to it, and
I think the Tetrazzini records are going to be
a great success."

TOSI MUSIC CO.'S ENTERPRISE.

The Tosi Music Co., 279 Hanover street, Bos-
ton, Mass., handle an extensive line of talking
machines and musical instruments, making a
specialty of Italian records, there being an ac-
tive demand from their patrons for popular
Italian and Neapolitan songs. They also sell
a great number of grand opera records. The
firm have recently favored their patrons and
friends with a handsome calendar bearing half-
tone portraits of all the leading operatic stars
whose records have become famous.

THE BIRMINGHAM PHONOGRAPH CO.

The Birmingham Phonograph Co., Birming-
ham, Ala., who started their business at 2106
First avenue early in the fall, have had great
success with the Columbia line, which they
handle exclusively. The many employes of the
furnaces, railroads and mills in that locality
present an excellent field for the talker.

Frank Phillips, a merchant of Aitkin, Minn.,
has taken larger quarters and will put in a line
of musical instruments including violins, mando-
lins, guitars, and smaller instruments.

Caught
with the Goods

Do you ever catch your jobber
with the goods? Or do you gen-
erally catch him napping — and
have to wait until he wakes up and
fills your order?

"Jtist out of this or that" don't
go with us. It''s our business to
have what dealers want and to
give it to them promptly when they
want it.

All shipments made the very
same day the orders are received —
that's promptness for you ; and it's
an iron-clad rule that is always
lived up to in this establishment.

It's easier and better and more
businesslike for us to keep an eye
on our stock and always have it in
ship-shape, than to let it run down
and then have to hustle around and
make frantic efforts to get some-
thing when some dealer orders it.
And not always be able to get it at
that.

It's better for us to be on the
safe side, and it puts you on the
safe side, too. You can be posi-
tively sure that no matter what you
want in Victors and Victor Rec-
ords, record cabinets, fiber cases,
English needles, trumpet horns or
other accessories, you can get it
without delays of any kind.

That means a lot to you and to
vour customers, and it would be
wise to write today for our latest
catalogue, so that you'll have it
when you need it.

The Victor Distributing
and Export Company

255 Broadway, New Yorl<

14

THE TALKING MACHINE WORLD.

UNNY thing happened few days ago — Dealer in small town in middle West
wrote us saying he had couple of customers for player pianos. Didn't
know much about players himself, although he had sold regular pianos for
years. Thought we might know something about them, and having con-
fidence in us, wanted us to recommend several different makes which we
considered good. We recommended ONE and that dealer is now an enthusiastic
Reginapiano Agent. The funny part of it is that the dealer DIDN'T KNOW that we
made Player Pianos although we have been advertising them extensively for almost
three years.

Well, that's the way it goes. No matter how much you advertise you can't expect
the Public to know as much about your business as you know about it yourself — Some
dealers don't know even now, that we are in the talking machine business.

Our efforts for many years were confined to the manufacture and sale of music boxes,
during which time our corporate name was "Regina Music Box Co." When we began
making various OTHER KINDS of instruments we felt that the name of the Company
was to some extent misleading so we had it
changed to "The Regina Company."

We couldn't spare the word "Regina" as
it was and still is one of our most valuable
assets, and is a trade name which adds
strength and prestige to the reputation of
any dealer who handles our line.

For fear that SOME of the readers of The
Talking Machine World may not have a
very clear idea of the things we make we
show a FEW of our different products on this
page. To show ALL the different styles
would require a good many pages in this
paper. We will send complete catalogues
on request, and we want live dealers with
red blood in them, to represent us in all
towns where we are not already represented.

We want to hear from those dealers who
appreciate the satisfaction which comes
from handling and selling an article that is
"made a little better than seems necessary."

That is the way we have been trying to
make Reginas for the past 25 years.

THE

Manufacturers of Regina Music
Boxes, Reginaphones, Regina-
pianos, Regina Chime Clocks, Sub-
lima Pianos, Automatic Talking
Machines, and Coin Operated In-
struments. Distributors of Victor
Talking Machines and Edison
Phonographs and Records.

Main Office and Factory. RAHWAY. N. J.
BROADWAY and 17lii ST., NEW, YORK CtTY
239 WABASa AVENUE, CBICAGO, lU,

THE TALKING MACHINE WORLD.

15

GOOD REPORTS FROM BALTIMORE,

Trade for the Past Four Weeks Has Shown a
Constant Betterment in Both Wholesale and
Retail Lines, and All the Leading Houses
Report Recovery from Their Depression of
Some Two Months Ago.

(Special to The Talking Machine World.)

Baltimore, Md., Feb. 5, 1908.

The month of January has been one of the
best in so far as the sales of talking machines
and records by the local dealers, both wholesale
and retail, are concerned, for the several months
following the scarcity of money. Reports to this
effect come from almost all of the dealers
throughout the city and, consequently, they have
reason for being cheerful. Nor is there any rea-
son, according to their statements, to look for a
falling off in the good selling streak that has
characterized the trade for the past several
weeks. The greatest demand in the way of rec-
ords has been for those of the popular musical
comedy selections. This is due principally to
the fact that many of the latest musical shows
have been in Baltimore during the month and
the people, 'naturally, are anxious to rehearse the
songs and dancing selections that proved to be
features of these shows.

Messrs. Sanders & Stayman declare that in so
far as the talking machine business is concerned
they have done a better business during January
than during any previous month since they en-
tered the graphophone field. While the sale of
machines has been large with this firm, the de-
mand for records has been even greater. Catchy
airs are what the people have been after, while
the request for grand opera records has not been
as heavy as during former months. As new '
■ operatic records are expected within the next
week or so, the company expect the rush for
these records to be renewed very shortly. The
firm handle both the Victor and Columbia ma-
chines, and the demands for both makes of these
popular musical instruments are about on a
par.

The firm of H. R. Eisenbrandt's Sons have
had a good demand for the Victor machines,
while the rush for records has been quite en-
couraging. The business as a whole for the
month has been up to expectations.

The Edison machines, for which the firm of
E. F. Droop & Sons Co. are the local agents,
have also come in for their share of popularity
since the holidays. Many sales of these ma-
chines have been reported, and the continuance
of the good trade is expected until the warm
weather chases the cityites to the mountains and
seaside resorts..

The Columbia Phonograph Co have had a good
run of business and the prospects are just as
bright as with the other firms throughout the
city.

Cohen & Hughes also report business in the
way of sales of Victors and records to be up to
the standard during the month.

The retailers throughout the city make the
same rosy reports. That the statements given
are not merely the idle talk of dealers is appar-
ent by the number of additional retailers that
have sprung up in various sections of the city
the past few months. There are very few signs
to indicate the presence of a money stringency.

panegyric. Upon the fidelity and the force of
the credit man, as upon a rock, is grounded the
prosperity of every business house in this coun-
try. How many of the lords of finance march
in borrowed plumes and in unconscious egotism
allure that respect which man ever has and ever
will bestow upon success. The credit man must
be multiform and many-sided. He deals with
the present, and yet his harvest is of the future.

Carruthers Ewing.

LAURELS FOR THE CREDIT MAN.

The credit man is the bone and brawn of busi-
ness. On his mind must play all the shades and
shadows, all the light and life of commerce. He
is the bastion of trade and the sentinel on the
watch-tower. His mental forces must forage in
the future, where fiash the hopes and fears of
mortal man. They must catch the first touches
of the coming storm and dance with the nimble-
footed lightings amid the forming clouds. He
must climb the golden stairs with the sanguine
and slowly sink to the cellar with the dispirited.
He must be an apostle of the free and unlimited
coinage of language and must be able to back
Mary Yellin Lease clean oft the boards. The
credit man is the real thing and is entitled to

TRADE NOTES FROM CINCINNATI,

Raymond Strlef Takes Charge of Milner Music
Co.'s Store — Dealers Anticipate a Good
Spring Business — Recent Visitors to City —
What Leading Dealers Report.

SUCCESS IN RETAILING

Depends to a Large Degree Upon the Customs
Established by the Merchant Among His
Customers — Can be Good or Bad.

Success in retailing depends in no small degree
upon the habits or customs the merchant estab-
lishes among his customers as he does business
with them from year to year. With the proper
determination it is possible to put into effect
any reasonable store policy. It is just as easy
to get the customers used to good business habits
as to bad ones. Once a merchant makes conces-
sions to a customer from the regular policy and
principles of the store the customer is never sat-
isfied afterward unless any concessions he asks
are granted. He gets the idea that if he is get-
ting such concessions others are getting conces-
sions of other kinds and he thinks no d^al is
complete until he has worked for all the con-
cession he can think of. On the other hand, if
the merchant stands pat on a reasonable policy,
he soon gets the enviable reputation of dealing
with all people alike. Then he is in a position
to be absolute master of his own business and
more of a master of his own destiny in that com-
munity than would be possible otherwise. And
this is not so difficult as many merchants think.

J. A. Leisz, a talking machine dealer of Eu-
reka, Cal., has taken A. C. Hillman into partner-
ship and will expand the business.

(Special to The Talking Machine World. )

Cincinnati, 0., Feb. 8, 1908.

Raymond Strief, long connected with the R.
Wurlitzer Co., has taken charge of the Milner
Music Co. store, representing Victor and Edison
talking machines.

The dealers in talking machines are antici-
pating a good spring business, and all of them
are doing fairly well considering the present
situation. The demand is for the medium and
high grades in all machines, and the business
is a large proportion of cash, from purchasers
of means.

Mr. Goldsmith, traveling representative for the
Victor Talking Machine Co., has been visiting
the trade handling those instruments in this vi-
cinity. George F. Ornstein, traveling manager
for the same company, passed several days in
the city. Mr. Ornstein reports that jobbers are
placing good orders for the spring trade. The
retail orders are characterized by the large pro-
portion of cash sales. Time payments in both
departments are rare. The Victor Victrolas are
the leading feature of the talking machine sales.

B. Feinberg, of Chicago, connected with the
Western Talking Machine & Supply Co., is now
visiting Cincinnati with a regularity which his
friends opine cannot be entirely dictated by busi-
ness pursuits. They are daily looking for an an-
nouncement which closely concerns this gentle-
man and an unknown young lady.

The Columbia Phonograph Co. are doing a nice
business. Dance records are featured, and the
latest opera selections are selling well.

The Woodmansee Piano Co., who handle the
Victor and Edison machines, are doing a good
business.

TRY BIACKMAN'S MEDICINE

IT CURES DEALERS' COMPLAINTS

HOW IS YOUR "SYSTEM" MR. DEALER?

C Have you been "aching" for business? Has your bank balance been "weak"?
Does your Record stock show a "run down" appearance?

DO YOUR CUSTOMERS GET "TIRED"?
C Are they "losing their appetite" for your Record stock? Is their "energy"
taxed in trying to patronize you ?

DR. BLACKMAN MAKES A SPECIALTY OF SUCH CASES.
C He will first "tone up" your "system" and by showing the "cause" the "com-
plaints" will be "cured."

THE TREATMENT COSTS YOU NOTHING.
C Now, Mr. Dealer, let's get down to the "serious" part of this. If your
"system" is wrong, you can't find the Records at once that are called for, and it
is a "nuisance" to place a Record order.

The Blackman system overcomes this with either Cylinder or Disk Records.
Your stock is "run down" because you don't order the goods or your jobber
don't give you the go'ods.

Customers can buy Records just as cheap where the service is perfect.
YOU MAY BE TOO EXCLUSIVE.
C It must be admitted that there is a big demand for both EDISON and VIC-
TOR goods. If you handle only ONE line you lose a lot of business.

Look up the most successful dealers and you will usually find a stock of
EDISON and VICTOR and the dealer's profit is PROTECTED.

BLACKMAN IS A JOBBER OF BOTH.
C Yes, and will EQUAL, if not BEAT, the service of any jobber who can fill
orders for only ONE line, and how about the saving to you of ONE order
instead of TWO ?

WRITE AT ONCE AND SEND A TRIAL ORDER.
C Write about the "System," how to be an EDISON or a VICTOR dealer, or
get a "sample" of "Blackman's Service."

YOURS TO MAKE GOOD

BLACKMAN TALKING MACHINE CO.

J. NEWCOMB BLACKMAN, Prop'r. "THE WHITE BLACKMAN"

97 CHAMBERS ST. NEW YORK

16

THE TALKING MACHINE WORLD.

"TRADE-MARK."

ESTABLISHED JOBBERS

Name.

American Talking Machine Co

Andrews, W. D . . .

Andrews, W. D

Boiinger, R. C

Buehn, Louis, & Bro

Cable Co., The

Delevan Phonograph Co

Edisonia Co., The

Finch & Hahn

Finch & Hahn

Hough, Thos. C

Kellv, P. F

Killea; W. J .

Knight Drug Co. . ,

Piano Player Co

Pommer, A. Co

Portland Talking iNIachine Co.

Powers & Henrv

Reynolds. W. H

Savage, J- K

Shad's Department Store, E. F

Standard Music Co

Switky, Benj

Utica Cycle Co .

Wabash }^Iusic Co

Whitne)^ & Currier Co

City.

Brooklyn . .
Buffalo . . . ,
Syracuse . . .
Fort Smith.
Philadelphia
Charleston .
Delevan . . .
Newark . . .
Schenectady

Troy

Minneapolis
jMontreal . . .
Albany ....
Savannah . .
Omaha ....
Sacramento
Portland . . .
Pittsburg . .

Mobile

St. Louis . .
Jacksonville
Chattanooga
New York. .

Utica

Terre Haute
Toledo

State.

New York
New York
New York
Arkansas
Pennsylvania
So. Carohna
New York
New Jersey
New York
New York
]\Iinnesota
Canada
New York
Georgia
Nebraska
California
Maine

Pennsylvania

Alabama

Missouri

Florida

Tennessee

New York

New York

Indiana

Ohio

FEBRUARY LIST

Selection
Number.

706
707
708
7U9

,710

711
71-2
713
714
715
71G
717
718

719
720
721
722
723

724

725
726
727

728

:-20

Title.

Medley from "The Alerry Widow"

I Want to be a Merry, Merry Widow

Maxims (from "The Merry Widow")

I Love You So (from "The Merry Widow") .

The Cavalier (from "The Merry Widow") .

Villa (from "The .Merry Widow") ■. .

Quite Parisian (.from "The Merry Widow") .

Women (from "The Merry Widow")

Cecelia '.

Quartette from Rig;olctto

Come Kiss Your Baby

.\Ianana

Chimmie and Maggie at "The Merry

Widow"

I Got to See de Minstrel Show

Flanagan's ilarricd Life

M-A double R-I-E-D

Trombone Johnsew (Banjo Solo)

The Liars or the Agricultural Ananiases...

There's Another Picture in My Mamma's
Frame

The Mocking Bird (Whistling Solo)

Romance and Reality

Wouldn't You Like to J lave Me for a
Sweetheart?

I'd Rather Be a Ldbsior than a Wise Guy. .

Flanagan on a Broadway Car

Artist.

Military Band.
Ada Jones.
F. C. Stanley.
Miss Stevenson
Stanlej'.

and F. C.

F. C.

Miss Stevenson and

Stanley.
Miss Stevenson and Chorus.
F. C. Stanley and Chorus.
Male Quartette.
Ed. Favor.
.Military Band.
Collins and Harlan.
Military Band.

.•\da Jones and Lcn Sprnccr.
Arthur Collins.
Steve Porter.
Bob Roberts.
Fred Van Hps.
Billy Murray ;m(l Len Spen-
cer.

Byron G. Harlan.
Joe Belmont.
l£d. Favor.

.Ada Jones and Billy Murray.
Billy iMurray.
Steve Porter.

Records
Exhibited

Convince

Our

Retail
Dealers

THAT

Sound
Uniformity

Correctness

Convenience

Endurance

Service

Spell

"Record
Success"

which all
dealers will
enjoy who
refer to our
lists of

JOBBERS

AND

SELECTIONS

THE

Indestructible
Plionograplile
Record Co.

Albany, N. Y., U. S. A.

THE TALKING MACHINE WORLD.

17

INCREASING SELLING CAPACITY,

How a Study of the Selling Force and Desire
to Train and Help Them Will Result in Im-
proved Business — Pays to Get in Touch With
Make-Up of Store's Equipment — Weak Points
Can Thus be Strengthened.

How many retailers have planned to increase
the selling capacity of their force during the
new year? That the trade of many a store
could be enlarged by merely a moderate amount
of attention to this matter is easy of demonstra-
tion. The average clerk is neither a Chesterfield
nor a Machiavelli. Reared in a limited sphere,
he has a limited knowledge of human nature,
and what tact and address he may possess is
innate, rather than acquired. The great majority
of retail dealers are either ignorant of this con-
dition or woefully careless of it. In most stores
no effort is made to train the selling force or to
instil into it any ideas as to the right and wrong
way of handling customers.

Under these circumstances the wonder is not
that some of the salesmen should be possessed
of manners which antagonize, rather than at-
tract, customers, more especially of the so-called
better class, but that they should be as discreet
and tactful as they are.

The only argument that has ever been pre-
sented to us against the training of salesmen
is that after they have been instructed and
brought up in the way they should go they enter
the employ of some other concern, and thus the
merchant may waste his time in training help for
his competitors. But this is so narrow a way
of looking at the subject that it is not worth
considering.

Retailers who have pursued the policy sug-
gested have been well repaid for their time and
trouble. We know of a dealer who himself has
arisen from the bottom, who makes it a rule to
have periodical talks with his employees. On
one evening of each week he invites the selling
force of some one department to remain at the
store, and, after getting them into the right

frame of mind by the leisurely discussion of a
hearty repast, he proceeds to unfold their short-
comings, addressing them jointly, of course, and
not individually. His audience having been pre-
pared in t^e diplomatic manner referred to, the
employer is in a position to say with impunity
things which would create great discontent and
heart-burning if spoken privately or on the spur
of the moment. In these talks he dwells par-
ticularly upon the subject of manners, and he
supplements precept by good marks at the end of
each week, not only for the largest volume of
sales, but for deportment as well.

And by the way, did you ever try pumping
enthusiasm into your sales force? No other
course is so great a factor in the making and
the holding of a business as winning the co-opera-
tion of your assistants. There are many ways in
which you can bring your force into a harmoni-
ous, active, well managed equipment; there are
as many ways that you can, turn the staff into
a discontented "don't-care-whether-school-keeps-
or-not" outfit. It's all in the way that things are
worked out.

Don't imagine that gruffness, incivility and
disregard for the feelings of your clerks are
signs of managerial ability. Loud talk and gen-
eral aggressiveness are presumptive evidence of
lack of balance and likely to cultivate among
your staff a feeling of disrespect. To attempt
to rule by holding the lash of an immediate dis-
charge over the heads of employees is to use
the weapon of a tyrant, and some day it will
likely' draw the stripes across your own back.

The surest way to bring about the most desir-
able condition is to get in touch with the make-
up of the store's equipment. Sift every one
carefully, from the best man to the parcel boy.
Try to get each one's individuality as an open
book before you, in so far as it relates to your
business. When you find a weak point give the
man who carries it a helpful bracer. Let patience
govern up to the point where it appears the fault
is bound to remain a bosom companion; then
draw the line.

TRADE IN THE NORTHWEST,

Distributers Report a Larger Trade Than a
Year Ago and the Depression of the East
Not Being Felt to a Large Extent.

(Special to The Talking Machine World.)
Minneapolis and St. Paul, Feb. 6, 1908.

Talking machines continue to be in active de-
mand throughout the Northwest, and the gen-
eral financial depression has not injured the
trade in the least. In both St. Paul and Minne-
apolis the distributers report a larger trade than
a year ago, and they question very much if the
volume would have been any larger had there
been no setback in the country's prosperity.

W. J. Dyer, of W. J. Dyer & Bro., St. Paul,
which house is a general distributer for the Vic
tor and the Edison machines, says that the
wholesale business has been splendid and that
the retail trade has been satisfactory. There has
been a decided growth wholly out of variance
with the trend of general business and more or
less unexpected.

T. C. Hough, the pioneer dealer of the Twin
Cities, reports that his jobbing trade in Edisons
is the best that he has had in eight years. "I
have never had a better' month than last Janu-
ary, and have been shipping Edisons all over
the Northwest. I have also had a nice output of
Star machines. In my three retail stores there
has been some falling off in activity, but nothing
serious. Collections also have been slow, but
they appear to be picking up.

The enlarged talking machine depaitment of
the New England Furniture Co. did about as
much business last January as for the corres-
ponding month of 1907.

KEEN-O-PHONE CO. INCORPORATED.

The Keen-o-phone Co., of Philadelphia, was
incorporated last week with the secretary of the
State of Delaware with a capital of $500,000 to
manufacture, sell and deal in all kinds of talk-
ing machines, etc. The incorporators are: Mon-
roe Keene, Gustave Lyon and Alfred Gordon.

Openj itjclf-!

E)ldj by ^ pull

of thye cord !

All dorve irv ev moment.

t3\iperb irvFirvi^K-Torve
evrvd 3tyle/.

PATENTED APRIL 16^?' 1907.
IF YOUR NEAREST JOBBER DOES NOT HAVE THEM V^^RITE TO US

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18

THE TALKING MACHINE WORLD.

DEVELOPING OUR EXPORT TRADE.

Edward N. Burns Discusses the Development of the Talking Machine Business in Foreign
Countries — Takes the Reader to India, Siam, China, Japan, and Dilates on the ^ustoms of
the People and the Difficulties in Making Records to Suit Popular Tastes.

There must be something unusually fascinating
about the export trade. At least those devoted
and allied with that branch of the talking ma-
chine business never wearj' of expatiating on its

of the talking machine in foreign countries. As
usual Mr. Burns became an excellent talker and
a source of information of absorbing interest as
he briefly outlined the diflBculties encountered in

CHINESE KECOBD MAKING OKCKKSTr.A.

superior attractiveness and value as compared
with domestic dealings. At any rate, this seems
to have been the experience of Edward N. Burns,
vice-president of the American Graphophone Co.
and manager of the export department of the
Columbia Phonograph Co., general. After a desul-
tory exchange of views on general trade topics
with The World, Mr. Burns drifted back, natu-
rally it would seem, to his favorite subject,
namely, the export trade and the development

this special field of activity, and what obstacles
had to be overcome before success crowned
whatever efforts may be put forth.

EVEN TEMPERATURES IN MAKING ORIGINALS.

"First and foremost," remarked Mr. Burns, "is
the condition of the original wax records from
which the masters are made. In our plant here
everything is in perfect condition. The wax
blanks, the tools and every accessory must be,
and is, kept at a uniform temperature, so that

when an original record goes into the 'bath' pro-
ducing the copper shell, from which the 'master'
is made, it emerges with the surface entirely free
from oxidation, is smooth as glass, and conse-
quently the best results are obtained. The
slightest imperfection or blemish will ruin the
record. Now, then, in going abroad to reproduce
whatever we are after the utmost caution,
and care must be exercised to protect the
wax blanks from sudden or violent changes
of temperature. Carelessness in this respect

spells failure, disaster
and no inconsiderable
money loss. For a
long time the proper
method of shipping
these blanks was un-
known. After repeat-
ed failures it was
found necessary to
ship each blank in an
individual package, es-
pecially wrapped and
protected.

"Of course, when
our recorders, who are
always the pick of the
laboratory staff, are
sent abroad they are
accompanied by an
assistant — one of some
mechanical skill and
ingenuity. In other
words, two men al-
ways travel together,
each an expert in his
line. Generally they
are strangers in the
countries to which
they may be de-
spatched, knowing lit-
tle, if anything, of the
language or customs
of thie people and
ignorant of the material from which to choose
suitable record-making talent. Of course, iI^ the
tropical and semi-tropical countries there is no
provision for heating the houses, and in the City
of Mexico, for instance, which is 7,500 feet above

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III Cabinets for Disc and Cylinder
■ i Cabinets is now ready for
mailino-. Don't fail to (jet one.
Designs, Finish and Prices that are
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nig orders promptly. Try us.

The Cady Cabinet Company

No, Lansing, Mich,

AX OlilKXTAL CO.Mrii.MiOB.

sea level, the cold at night and in the morning
is intense, and in the middle of the day the heat
is at the other extreme. Therefore, you may im-
agine to what trouble the men are put to
keep their records from being ruined absolutely.
The tools and apparatus are also exposed to the
same danger. In shipping wax originals from
Japan and China they may be forty to sixty
days in transit and subject to many changes from
very warm to freezing temperatures, so that the

THE TALKING MACHINE WORLD.

19

surface is not infrequently oxidized and the work
of months has gone for naught by the time they
reach our factory in Bridgeport, Conn.

FECULIARITIES OF ORIENTAL VOICES.

"Despite the fact that our men are specially
drilled in the work they are expected to execute,"
continued Mr. Burns, "until they become ac-
quainted with the peculiarities of the voices, their
work is valueless. Then, you know, the talent
here is trained, so that high notes are taken by
gradation, and they are familiar with the sur-
roundings and apparatus in the laboratory, and
consequently the recording will be as near per-
fect as the present discoveries and improvements
in the process makes possible. Now, in Japan,
China, Siam and other countries the voices are
explosive, and the diaphragm 'blasts.' The re-
sult was special diaphragms to take up or absorb
these sharp inequalities of sound had to be de-
vised. The voices of the natives had also to be
trained for reproduction purposes, and this re-
quired time, patience and a liberal expenditure.
In fact, in some countries in the far East the
people looked on the talking machine not only
with wonder, but positive awe, and approached
it with fear and trembling, regarding the myste-
rious voice from the horn as that of a god. This
dread had to be overcome, and it was no easy
task, according to the reports of our men on the
ground.

"After these problems have been solved, often
the work of months, arises the difficulty of mak-
ing selections that are salable. In the main the
dealers are relied upon to give us this informa-
tion, but they are soon found to be broken
reeds upon which to lean. Just imagine going to
dealers in the United States, as intelligent and
wide-awake as they undoubtedly are, and asking
them what songs, talks, instrumentals, etc., would,
in their opinion, be good sellers, an American list
of records never having been previously made?
So, in a measure, until this knowledge is gained
by hard and often expensive experience, we are
at sea. For example, of six hundred Chinese
records that one of the companies made to sup-
ply native records only about fifty were of any
commercial value. In China there are six lead-
ing dialects, and of these only one, that of the
Cantonese, sell to Chinamen who live in the
United States, Canada, the South and Central
American countries, Australia and in other parts
of the world. You know the Cantonese are the
only Chinamen who leave their country. The
Pekinese and other people in northern China are
totally different. They are vastly more intelli-
gent, highly educated in their way, well to do
and never go abroad, excepting to travel for
diversion and pleasure.

MANY DIALECTS IN INDIA.

"In India there are many dialects to contend
with. The Hindustanee, or high caste East In-
dians, seldom leaves India, as their religious be-
lief, holds that if they cross the 'dark water' their
souls are forever committed to perdition. Other
and many peculiarities of different peoples may
be cited to illustrate a few of the many difficul-
ties the record-maker has to encounter and over-
come in some way to make his journeyings into
far-away lands worth the while of the company
who is sufficiently enterprising to send them
abroad and undertake the expense, which is often
extremely heavy. Considering the net results,
the investment is sometimes regarded in a far
from enthusiastic spirit. Nevertheless, if a con-
cern is doing a world business there is no room
for regrets when such expeditions are sent forth.
Records that will sell must be secured in the
countries where the goods are marketed.

"Certain foreign parts of the world take the
talking machine much more seriously than we
do. The nearer barbarism the greater respect
is shown this wonderful discovery, which, as I
said before, is akin to worship. For instance, so
highly is the talking machine esteemed in one
country that the government has decided to erect
a special building — a substantial stone and fire-
proof structure — for the express purpose of stor-
ing master records of steel to preserve for future
generations the natural voices of its leading
statesmen, members of the Imperial family, poets,

singers and distinguished citizens who have been
public benefactors or conferred honor on their
country in every walk of life. Our record-makers
will very shortly go there to make the original
records in wax which will be sent to Bridgeport
to be converted into steel matrices. The build-
ing will be open to the public, and any person
can on request hear the voice or sayings of any
of the greatest men of the country. It will be
the first library of voices in the world, and this

EDWARD N. BURNS.

plan will surely be followed at an early date by
the leading nations of the world. Think of the
privilege of hearing such gems as Lincoln's
Decoration Day address at Gettysburg in his own
voice, and you can readily see what such a plan
would mean to the grandchildren.

ATTENTION SHOWN A RECORDEE IN SIAM.

"When Harry Marker, of the Columbia Co., who
is now in Brazil, S. X., on the same errand, ar-
rived in Bangkok he created a furore. He re-
ceived no end of attention. Every facility and
assistance was given him in his work, and a
building was set apart by royal decree for his
laboratory. The joke of it is that after Mr.

Marker had looked over several places he finally
settled upon the Emperor's stable as the most
suitable premises. In Japan Mr. Marker was
received with equal distinction, and he was
called upon to go to the palaces of the nobility
to record voices of eminent people. At some
places he had the floors ripped up to suit the
recording apparatus and improve the acoustics
in houses that had stood undisturbed for centu-
ries. There was not the slightest complaint, and
his wishes were readily complied with and his
orders carried out promptly and to the last de-
tail. The Japanese, like the Chinese, worship
their ancestors, and therefore it is a marvelous
thing for them to hear the voice of some dead
and gone patriarch of the family. Consequently
they welcome the talking machine and accord it
every honor as the vehicle whereby they may pre-
serve for an indefinite period the exact sound
of the voices of their progenitors, distinguished
or otherwise.

"Now, in sending recorders to any foreign
country — say the Latin-American and oriental
sections of the world — the first problem to solve
is the nature of the records that will be popular
or command ready sale. This I remarked before.
But, as a matter of fact, the people we aim to
reach are divided into three classes, namely:
first, the ordinary class, who want the native or
popular airs or monologues; second, those who
desire the folk and standard native songs; third,
the higher classes, who call for the best music,
mostly their own, to be sure, but the operatic
gems of civilization are also in demand. Of
course, you understand, I am speaking only of
the disc records, which, from our experience,
are the ones that practically control the market,
especially in tropical countries, for obvious rea-
sons. Then the records must be loud and bril-
liant, as the houses are open and the volume of
sound is required. Nothing else sells. As a
matter of fact I can name one small tropical city
in which more of our Twentieth Century Grapho-
phones are in use than in the three largest cities
of the United States combined.

COLORS FOR LABELS OF GRAVE IMPORTANCE.

"The selection of colors for labels on the
records is also a matter of importance. For ex-
ample, in some countries, white is the sign of
death, and therefore is barred. In China yellow
is a royal color and cannot be used, but a bril-
liant red or some other popular shade will fill the
bill. The Japanese favor black with gold let-
tering, which are also acceptable for Siamese,
Malay and Arabic record labels. This question
of color is a very important factor, indeed. Then
the titles cause no end of trouble. Our recorders

QUICK WORK

There is no concern in New England, or elsewhere for
that matter, that can beat us for quick shipments.

^ Our specialty is wholesaling and every dealer's order
which reaches us receives immediate attention.

^ Our location is such in Boston that we can get ship-
ments to freight depots or express headquarters within
the briefest possible time after they reach us.

^ We carry an enormous stock of talking machines,
records, and everything that is part and parcel of a talk-
ing machine stock.

^ We have a number of specialties of our own including record cases which are admittedly the best on
the market. Whenever you need anything in the talking machine line don't fail to communicate at once
with us. You will become a steady customer. Our service will appeal to you as thoroughly up-to-date
and efficient.

BOSTON CYCLE AND SUNDRY COMPANY

48 Hanover Street - - BOSTON, MASS.

20

THE TALKING MACHINE WORLD.

send on the titles with the original records tran-
scribed in the native tongue, ■without a transla-
tion, or only an occasional word of explanation
as to the character of the record itself. Then on
their arrival in New York we are compelled to

AN" AKABIC IXSCKIPTION.

get a translation somewhere, somehow. It often
transpires that the few innocent appearing hiero-
glyphics not only is the title, but also the name
of the singer, or whether it is an instrumental,

A EECOED TITLE IN JIALAY.

and other extraneous details we cannot possibly
incorporate in the label. The illustrations used
in connection with this article — exact transcripts
of some Arabic and Malay inscriptions — are
reproductions of the originals, and serve to ex-
plain only one of the many difficulties the record-
maker, unfamiliar with the language of the coun-
try in which he- is carrying on his working, must
labor under.

HOW RECORDS ABE BOUGHT IN CHINA.

"Excepting in Japan," remarked Mr. Burns, in
concluding his interesting narrative," all : the
business transacted with the countries in the far
East is through a personage known as a com-
prador. The Chinese are the merchants of this
part of the world, and, of course, the comprador
is invardably a Chinaman. He is a man, however,
of the highest integrity and honesty. Without
his services one could do no business whatever.
So the first step is to be properly introduced to
the comprador, who represents a group of mer-
chants, and in buying the bunch will come where
you have your sample records exhibited. Now,
in placing an order for records several things are
taken into consideration. Quality is not para-

mount, only a fractional part to be weighed. If
one record will run two minutes and another
three, the latter is invariably selected. Then the
finish and appearance are balanced up, and also
the weight, the heaviest record — meaning more
material gross is obtained for the money — gets
the preference. After these preliminaries are
concluded the comprador thereupon allots the
quantity of records each one of the dealers or
merchants should take and places the order. You
have no dealings with the merchants themselves.

"These compradors are a peculiar institution.
They not only supervise the buying, but guaran-
tee the bill, and should a default occur, which is
seldom, he pays the account promptly. The com-
pradors also have a protective association among
themselves, in which they are individually and
collectively pledged to pay each other's debts in
case of a failure or financial embarrassment. You
can trust them implicitly, for the comprador is
the man who buys the goods. Yes, without a
question of doubt the export branch of the talk-
ing machine trade is not only presenting new
problems constantly, but their solution is an ab-
sorbing study in which personal enthusiasm plays
no small part."

TAFFORD CO. EXPAND BUSINESS.

VICTOR FOR POST CARD RECORDS.

A novelty that has attracted a great deal of
attention when exhibited in the window of the
Musical Echo Co.'s store on Chestnut street,
Philadelphia, Pa., is the Victor post card record,
upon which a clever little machine records the
message desired and which can be mailed to any
part of the world and be reproduced upon any
Victor talking machine. From present prospects
it would seem as though the success of the
novelty is assured and that a very popular post
card will be added to the almost unlimited as-
sortment at present on the market. The actual
voice coming from a post card holds more in-
terest for the recipient than almost any amount
of writing.

The Tafford Co., Mason City, la., have found
it advisable to incorporate their business in or-
der to properly take care of the extensive terri-
tory covered by that house. The articles of in-
corporation authorize capital stock to the amount
of $25,000, of which $10,000 has been paid in.
Geo. T. Elsham is president; A. V. Elsham, vice-
president, and Frank H. Gage, secretary and
treasurer. Besides pianos and musical merchan-
dise the company handle a complete line of talk-
ing machines including the Victor, Edison and
Columbia, together with a large stock of records.

NYOIL KNOWN THE WORLD OVER.

New Bedford has long been famous as an oil
center and W. F. Nye, of Nyoil fame, has won
an enviable reputation as a refiner of the finest
oils which are known the world over. These oils
are made from the porpoise and black fish, and
for talking machines, watches, guns, bicycles and
any machines that require the very finest quality
of oil, they are indispensable.

At the time of the Exposition in Philadelphia
in 1876, Mr. Nye made an offer of $1,000 to be
given to any man in the world who could produce,
an oil other than fish oil that would be the equal
of Nyoil in ever essential quality. The offer
has never been taken up and stands good to this
day.

The secret of producing Nyoil remains with
Mr. Nye and he is an exporter of this specialty
to every part of the civilized world. In fact, that
great astronomical clock in the Strassburg Cathe-
dral in Germany is kept in proper condition
through the means of Nyoil, and in no country
are the specialties made by Mr. Nye more popu-
lar than in the German Fatherland. Talking ma-
chine men are a unit in their good words for
Nyoil which is steadily enlarging its sphere of
popularity among talking machine dealers and
users of these home entertainers.

The Four Best Months

ROR SELLING

TALKING MACHINES

are February, March, April and May. To
get your full share of the business avail
yourself of the

LYON & BEALY FACTORY SERVICE

VICTOR and EDISON

that fills all your orders promptly and just
as ordered.

Why, do j-ou suppose, are twice as many
Victor and Edison dealers depending on us
to fill all their orders, as a year ago ?

ANSWER — Lyo7i & Healy Factory

Want some snappy cuts cheap ? Write to us. Sevvice SeVVeS YoU Right

We want your business (all of it, if you will) but we do something besides merely .wanting it — we deserve it.
Wouldn't you like to know more about this Wholesale Service that has won the distinction of being the "Model
Jobbing Service of America ? "

Send us a small trial order to-day and give us the chance to show you.

CHICAOO

THE TALKING MACHINE WORLD.

21

FROM OUR CHICAGO HEADQUARTERS

195-197 WABASH AVENUE, E. P. VAN HARLINGEN, MANAGER.

Article on Salesmanship Attracted Wide Atten-
tion— Mr. Prestenary Relates Some "Ex-
periences"— How He Secured the Zephyr-
Like Tone — Some Pointers on Commercial
Machines — The Knoxville Phonograph Co.'s
Clever Advertising — Manager Takes His
Son in Partnership- — Eckland's Headquarters
Now in Detroit — Talking Machine Co.'s Fine
Showing — Herriman's Plan of Selling Talk-
ing Machines — Carelton Moves to Joliet —
Feinberg to Marry — Victor Men Visiting
Central West — Business Steadily Improving
— Many Visitors at Babson Bros.' Big Palace.

(Special to The Talking Marhlnp World.)

Chicago, 111., Feb. 8, 1908.

In the western department of the Talking Ma-
chine World there recently appeared a lengthy
article on salesmanship, by a well known retail
talking machine salesman. It was an able ef-
fort and attracted a great deal of attention, but
your representative has been pleased to notice
that it was not the generalizations which the ar-
ticle contained which received the most atten-
tion, excellent and practical though they were,
but the concrete instances of sales which the
writer cited. Now the comment on these in-
stances has not been uniform. Some approved
of the salesman's methods, others said they would
not have handled the customers that way, but
tbe point is that the article has called forth a
great deal of discussion and anything which gets
people to analyzing and discussing on such a
vital matter as the making of sales is bound to
be of the greatest benefit to all concerned. I
would like to see the World establish a regular
monthly symposium on "How I Made the Sale,"
or a title of similar import, and if this is done I
will see to it that Chicago and the West gets a
fair representation.

Of course such a -department would be open
to everybody — to the dealer or salesman in the
smaller country towns as well as the large cen-
ters. Whether or not the editor adopts this
suggestion as a permanent thing perhaps he will
allow me to hand out a few sample stories right
now.

In charge of the phonographic language course
department and also of the Edison retail sales-
room on the first floor of Lyon & Healy's is a
polished gentleman by the name of Prestenary.
He is not a Hercules in physique and he speaks
just about forty-leven different languages, but
neither failing prevents him from making a few
sales now and then.

"Prestenary made a mighty good sale the other
day and under rather peculiar circumstances;
better see him about it," said liberal-minded Joe
Vesey to me. I saw Prestenary. He's modest
and it took a douljle-threaded corkscrew to get
the story out of him. but I got it. A week or so
ago a gentleman of considerable wealth and
rampageous nerves called on Mr. Prestenary and
said he wanted to see about getting a phonograph
or talking machine, or something, but that every-
thing in the line he had seen or rather heard
was too confoundedly loud. The salesman
smoothed him down, intimated suavely that he
guessed he had come to the right place, and put
on a nice little orchestral selection, one of these
pianissimo chaps. The customer lumped right
into the air and stayed there for several minutes.
"Too loud, entirely too loud, pretty piece, but
like 3,961 Gabriels tooting their horns at once,"
said he of the nerves. "Why it simply makes
my spinal column curl. Haven't you got a softer
machine than that?" Prestenary had a mello-
tone attachment handy and put it in the horn
and put on a violin solo that is naturally like

the gentle sighing of a summer zephyr. "Oh,
it's a shade better, but man do you want to send
me to a padded cell right now?" Prestenary
didn't, and said so, furthermore remarking that
he wouldn't, but he was nearly at his wits' end.
Then a heaven-born inspiration came his way.
Switching to another machine and trotting the
, "mello-tone" along he managed, while the cus-
tomer wasn't looking, to detach the horn and
slip some cotton into the reproducer. Then he
replaced the horn and put another record on.

The previous proceedings were longer drawn
out and entailed the playing of more rec-
ords than this account would seem to indi-
cate, and he was therefore enabled to strike the
man's musical taste exactly. When the strains
of a song well-loved by he of the nerves, came
wafting from the horn with a volume of tone
similar to that of an unusually vague telepathic
message the customer sat down, closed his eyes,
heaved a sob of contentment and said this:
"You've got me." Then Prestenary gave a brief
but comprehensive lecture on the phonograph, its
construction and the acoustic principles in-
volved. • He also explained to him the little
cotton stunt. The man bought the machine and
records, the outfit aggregating aborut $75, and
came down with a check for the full amount
Then after inviting the polite, but not obse-
quious salesman to dine with him that night,
and attend the grand opera with him the follow-
ing evening, he went away soothed and com-
forted and happy — just because the salesman
knew enough of human nature and had enough
displomacy to handle the man properly and to
understand him.

It takes a pretty high order of salesmanship to
sell dictation machines. If you don't believe it
try it. W. W. Parsons, of the Columbia Co., is

Special Notice to Dealers

During January, 1908, we referred to our dealers

653 INQUIRIES

February and March will exceed this — in all probability

GET IN LINE

Write for our Booklet of Testimonials and information how you can
increase your business at our expense.

''There IS a I^eason''

BABSON BROTHERS

''THE PEOPLE WITH THE GOODS''

G, M. NISBETT, Mgr. 'Wholesale

19th St, Marshall BouL * California Ave., Chicago, Ills.

22

THE TALKING MACHINE WORLD.

known as a good man among good men. I fell
to talking with him about salesmanship the
other day and elicited a "thunk" or two and a
concrete instance. This is about the way Par-
sons preached.

"In the first place, I believe that the essen-
tial and fundamental principle of salesmanship
is a thorough knowledge and understanding of
the line that the salesman may be handling. I
don't mean by that to be simply able to know
the different types of machines and even the
parts of the same, but to go beyond that. I be-
lieve the salesman should absorb by frequent
discussion an exchange of ideas among the sales-
men and department managers in his line and
also by keeping posted on his own line and, if
possible, his competitors' line by being a sub-
scriber to the best traae paper, or all the trade
papers, or perchance. The Talk'ing Machine
World, the only trade paper that pertains to
his line of work, thereby keeping posted and
being able to talk intelligently in a broad way.
The salesman will find it helpful when he is
brought into competition if he feels that he
can talk fluently and entertainingly on the sub-
ject in hand. I will try and illustrate this in
a practical way.

"Several days ago I received a visit from a
gentleman who told me that he was a professcrr
of languages and that within a week or ten days
he would leave for Japan, where he inteaded
to take charge of the business administration
department of the University of Tokio and he
desired to investigate the commercial grapho-
phone, although he had really little idea of in-
vesting, just wanted to be posted. Might de-
cide after he had been in Japan for a few months
to line up. Of course I determined to get him
then and there, but I knew that it would have
to be done diplomatically. In the first place,
my customer had told me that he was a professor
of languages. Incidentally I remarked in turn
that Prof. Starr of the University of Chicago
had used our machines during his recent visit
to the central part of Africa, with great suc-
cess. This established a mutual bond of interest
as my visitor said that he knew the professor of
anthropology of the University of Chicago. Well,
I came back with the remark that I also knew
Prof. Garner, who some years ago visited Africa,
taking with him one of our machines to record
Simian lingo. Now he knew Prof. Gamer. These
points may seem trivial at first glance, but you
see he got the idea (pardon me if this seems like
egotism) that I was posted on affairs in general
and above all, something that he was interested
in. All the time, of course, I was going into de-
tails about our machine, talking language course
in connection. I told him about the simplicity
of our product and how much better he could be
fixed up right then and could carry in his mind
the instructions about the care of the machine,
etc., if he was going to use it right away, etc.
I sold him and he thanked me for doing it."

The Chicago oflBce of the World has received a
copy of the most remarkable newspaper adver-
tisement devoted exclusively to talking machines
that the writer remembers ever having seen. It
occupied four whole pages in the well known
Knoxville, Tenn., Evening Sentjinel, issue of

FIBRE NEEDLES

FOR OISC RECORDS

Preserves them indefinitely

No Scratch— No Rasp— No Cut

Write for Samples and Information

**B. M." Fibre Manufacturing Co.

208 East Kinzie Street - = = = CMICAQO

January 22, 1908. The advertiser is "The
Phonograph Store" — The Knoxville Typewriter
and Phonograph Co., and deserves more atten-
tion, both because of its size and the quality of
the matter, than the average pronunciamento of
the kind. It is worthy of attention because it
embodies three prime requirements of successful
advertising. It creates an impression of size and
force. It has something to say and says it in a
manner calculated to carry conviction and gives
definite and valuable infonnation regarding the
goods advertised. Furthermore, cuts are used to
excellent advantage ' and besides holding the at-
tention to the text they illuminate it. The four
large pages contain something like ten thousand
words of reading matter, and yet there is nothing
formidable about it so well is the matter writ-
ten and arranged under terse and attractive
heads, and so judicious has been the distribution
of the illustrations.

The company handle Edison, Victor and Colum-
bia goods and the three lines are given thorough
exploitation. Of course the wealth of material
furnished by the catalogs and literature of the
manufacturers are drawn upon to a great extent,
but there is a great deal of original matter as
well.

The first page presents a large cut of the ex-
terior of the "Phonograph Store" and a group por-
trait of Manager John Rogers and his force of eight
capable salesmen, Messrs. S. M. Hill, J. W. Perry,
D. B. Orndorff, T. R. Lyndon, A. A. Fairbanks,
C. C. Puckette, W. G. Harrison, and L. T. Card-
well. There is also a double-column article,
column length, on "Entertainment for" Every
Home, Subject the Edison Phonograph," with a
sub-head, "Taking Records at Home."

An article of similar size is devoted to the
Victor Auxetophone with cuts. In the center of
the page is the following which may be taken as
an introduction to and a summary of the whole
big announcement.

"Thousands of Knoxville music lovers visit our
store, but there are many who do not, and who
have no idea of what we have. In order to in-
troduce ourselves to those we give here a few
glimpses of our store and of the goods we sell.

IT'S ALL IN
THE BALL !

thaoc mark

IMPROVED BALL-JOINT

HORN CONNECTION

For Jtll Cylinder Machines.
RETAILS A.T 50 CEINTS

THE MISSING LINK

riiis new AU-Mt'tal Uiill-Joint Horn Cotinec-
idii is":! wonderful improvement over the old
.style .soft rubber connection.

It'.s beyond ;i doul)t The Missing Link V>et\veen
tlie Horn ;md the Mnchinc

"There's more than a reason."

11 is ;i well known fuel thiit any Soft nuiterial
is a poor con<luctor of sound. 7nnd soft rubber is
no exception.

"TIZ-IT" is in a clo-ss by it.self. It is made
of brass, nickel-i)lateil and polished.

Improves Any Machine 100 Per Cent.

Send lor Descrlpllve Circulars and Discounts to the Trade

Manufiu'tnri'ii by

KREILING & COMPANY

North 40lh Avenue and LeMoyne Street
CHICAGO. II. S. A.

We cannot give even in this space a complete de-
scription of our store or of our stock. Our pur-
pose is to interest you sufficiently to induce you
to pay us a visit and see for yourself. We will
be glad to have you call and hear the latest de-
vices for reproducing sound.

"During the past four years we have sold over
five thousand phonographs in Knoxville. Our
business for the past few months was one hun-
dred times as large as for the first few months
we were in business.

"We carry nearly eighty thousand records in
stock, comprising over five thousand different
selections. We carry in stock machines ranging
in price from three dollars to five hundred dol-
lars.

"Edison and Marconi, the leading inventors of
the day, are devoting their time and talents to
the manufacture of the tahiing machine and the
world's greatest singers are making the records
we sell.

"Every home in Knoxville must have a phono-
graph. It is time to buy yours now."

One criticism only does the writer feel like
making and that is that the name of a specific
machine lis used frequently throughout the ad-
vertisement in characterizing all of the various
makes used. It is true that the word talker is
ugly and by no means adequately descriptive and
we are still awaiting the man who will furnish
us a good name applicable to all makes alike
when general reference is desired.

The second page is given over to grand opera
and includes photographs of the leading Victor
artists, list of operas represented in Victor Red
Seal records, two-thirds of a column descriptive
of the Victor's famous Rigoletto quartet record,
illustrations and descriptions of the various
types of Victor machines with a special exposi-
tion of the Victrola, and two large cuts, one show-
ing the Knoxville company's Victor library and
the other a corner in their Victor salesroom. On
the grand opera page an article on the Bonci
records of the Columbia Co. also finds an appro-
priate place.

The third page is where Mr. Edison gets in his
heavy work. There are cuts of the various types
of phonographs, a lot of good general argument,
a view of the wall of the Edison record room,
covered with photographs of gold-molded talent
with a bunch of lists, for free distribution, of
the records made by each artist hanging under
his photo. Then there is a view of the Edison
stock and it certainly is an imposing one. We
are told that this is "the largest record rack
in existence anywhere. Sixty-five feet long and
sixteen feet high." if you please sir. "Contains
forty-five thousand records."

Now it is often easier to make a statement, but "
not so easy to prove up. On the first page Mr.
Rogers makes a few feeble remarks to the effect
that in the four years since his concern started
tlioy liave sold over five thousand machines in
Knoxville. Beginning on the eastern exposure
of the third page and flowing over on the fourth
and last page of the advertisement he prints
about three thousand of the names of these pur-
chasers with a note saying that for lack of room

THE TALKING MACHINE WORLD.

23

the list is not completed out that a complete list
may be seen at the store. That is making good
with a vengeance.

The exhibits on the fourth page consist of a
handsome half-tone showing the dance hall on
the third floor of the building and which is de-
scribed as the prettiest in the city. "It is newly
papered and decorated, beautifully lighted, and
completely equipped with good piano, an auxeto-
phone, comfortable chairs, two retiring rooms and
the floor we guarantee to be the best, the very
best, in town. We rent this hall by the night."
Its dollars to doughnuts that one of Mr. Rogers'
staff is present at every dance with a bunch of
literature in his pocket and ready and willing
to conduct interested parties to the floor below.
If this is not the case the omission belies the
spirit of aggressiveness breathed in every inch
of this remarkable advertisement. The final ex-
hibit and one of the most notable in the an-
nouncement is a big half-tone, showing the
Columbia department. The cylinder record shelv-
ing spreads out with a vastness worthy of the
rock hewn immensity of Gibraltar. Oh list! "We
carry twenty-five thousand Columbia records in
stock, comprising only the more popular selec-
tions. These records we sell at twenty-five cents
each. They are worth double the money."

The extended notice given this advertisement
has not been written with the idea of exploiting
Mr. Rogers or his company, or the goods he
represents, but simply to give an idea of what
can be done in the way of dignified and effective
publicity when a man puts his mind to it. Of
course the notable thing about it is that Mr.
Rogers evidently does not recognize the dull
times except as something to be eliminated, so
far as his own business is concerned, quickly
and completely.

C. W. Long has resigned as manager of the
St. Louis Talking Machine Co., and is back in
Chicago where he has connected himself with a
large paper house.

Wm. Manzer, piano and talking machine dealer
at 4238 Cottage Grove avenue has taken into
partnership his son Lawrence Manzer, who has
been in his employ for some time. The Arm will
be known hereafter as Wm. Manzer & Son. The
junior charge of the talking machine department,
which will be enlarged and the complete Edison
and Victor catalogs carried.

E. C. Plume, western wholesale manager for
the Columbia Co., visited St. Louis on business
recently and incidentally ran down to New Or-

JAMES I. LYONS

THE ORIGINAL WESTERN
EXCLUSIVE
TALKING MACHINE JOBBER

Edison
Phonog'raphs

Zonophones

Records

Cabinets

PHONOGRAPH OIL
WIRE RACKS

FOR DISC AND CYLINDER RECORDS

«• TI 7 IT ** The All-Metal Horn Connec-
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NON- METALLIC NEEDLES

Enrich and Sweeten Tone
Try Them

SPRINGS. HORNS. SUPPLIES

192-194 Van Buren Street, CHICAGO

leans to see his uncle, S. W. Plume, a wealthy
retired capitalist of the Crescent city. He was
pleased to find that Mr. Plume was one of the
best customers of the New Orleans Columbia
office, owning a high grade graphophone and pos-
sessing a library of several hundred records. Of
course the nephew called at the Columibia branch
and found Manager C. A. Regan in an equable
frame of mind. Business with him is very good
considering all conditions. A business detriment
at present is found in the fact that cotton
planters were holding cotton until it reaches 15
cents. While there, Mr. Plume says that
thirteen cents and a fraction was offered and that
therefore the time is near when immense quanti-
ties of the white staple will be released and mil-
lions of dollars therefore put into circulation.

O. W. Eckland, who for the past two years
has had charge of the instalment department of
the Columbia's Chicago office and who has made
one big showing, thank you, has shifted his
headquarters to Detroit and will operate in an
instalment way with a corps of good canvassers
in that city, Cleveland and Toledo. O. W. Eckland
is deservedly rated as one of the best posted talk-
ing machine department men in the country and
has written an excellent pamphlet on the subject.

General Manager A. D. Geissler, of the Talking
Machine Co., has every reason to be satisfied
with the way January behaved to his concern.
The sales were only a trifle off as compared with
January of 1907, which was a wonder and made
a good showing as compared with the first month
of 1906. Among the visiting dealers at the Talk-
ing Machine Co. recently were: Mr. Vandenburg,
of the Vandenburg Music Co., Marinette, Wis.;
Mr. Voss, of the Voss Phonograph Co., Appleton,
Wis.

C. P. Arnold, of the Arnold Jewelry and Music
Co., talking machine jobbers and retailers of
Ottumwa, la., was a recent Chicago visitor.

A. D. Herriman was in the city on January 31
on his way from Davenport, la., where he has
been manager of the Columbia Phonograph Co.'s
store for the past year or so, to Milwaukee, Wis.,
where he will assume charge of the Columbia
branch in that city. Mr. Herriman, when he
called at the Chicago office of the World, was ac-
companied by a bulldog of the unquiet sex per-
suasion and whom her master placed in winter
quarters here until a home can be prepared for
her in the city of beer and various other things.
Junietta, or whatever her name is, has been in
the Herriman family for years and has watched
her master's development in the talking machine
trade with the keenest interest. A few years ago
he was running a little store on the west side
of Chicago handling cigars and talking machines,
a combination that is still oftener met with than
one would suppose. Later he had charge of the
talking machine department at Siegel, Cooper &
Co.'s, and then took charge of the floor sales
at the Columbia headquarters at 88 Wabash ave-
nue. He made good and in a f ew months was given
the Davenport office. District Manager W. C. Fuhri,
who is always on the lookout for good material
became very much interested in the indications
of originality and initiative that came flltering
through from Davenport and when A. B. Thomas,
who has managed the Columbia interests in Mil-
waukee with signal success for several years,
resigned to engage in the novelty manufacturing
business on his own hook, Herriman was the
name that suggested itself iminediately to him
and Herriman it became.

The photograph on the next page shows one
means Mr. Herriman used to advertise Columbia
graphophones in Davenport and surrounding ter-
ritory. The "how" of it contains a valuable hint
for dealers of talking machines everywhere.

Listen to Herriman tell the story in his own
words :

"The rig is one of five which Mr. Beaver has
and uses during the summer months for selling
ice cream cones and was gotten up simply as an
advertising proposition. The opposite side of the
wagon is similar to view which shows in the pic-
ture with the exception of the Columbia sign
reading "$7.50 to $200."

"Nearly every grocer in the three cities, Daven-

When this letterhead
comes in your mail, remem-
ber it comes from the only

Exclusive

Victor

Wholesaler

in the country.

>

o
n

-» R
5. Ti

rs.

If your name is not on
our mailing list, write
us now. You are miss-
ing new and interesting
Talking Machine items.

24

THE TALKING MACHINE WORLD.

port. Rock Island and Moline sell Mr. Beaver's
flour and he makes it a practice to give each one
a free concert by driving to their place of busi-
ness, backing the wagon to the curb and by the
use of the special record, which we have pre-
pared for the purpose, he succeeds in awakening
a great deal of enthusiasm and good feeling
among his customers and the crowd that congre-
gate on the sidewalk at each stop.

"The special record was made on our BF long
cylinder xnachine by placing a six-inch blank
cylinder on same, and giving by way of intro-
duction a lively band piece. This I accomplished
by the aid of our Twentieth Century Grapho-
phone and a recorder. This is followed by a talk
in a good clear loud voice announcing the merits
of Beaver's blue ribbon pancake flour, and po-
tato chips. Followed by a minstrel first part,

HERKHIAN .S I'l.AN OF rUBI.ICITY.

consisting of a song and a few jokes and ending
up with a talk on Columbia graphophones, ex-
plaining the advantages of same, the location of
our store and an invitation to everybody to visit
same and get acquainted. The record makes a
big hit and is loudly applauded whenever played.
One interesting feature of the proposition is the
cheapness of it as it did not cost me a cent. Mr.
Beaver was willing to pay for the sign on each
side of the wagon in consideration of the fact that
I loan him the graphophone and records, also
making this special record for him.

"There is no reason why a like scTieme cannot
be worked by the majority of dealers throughout
the small towns, as there is always one or two
live advertising men in each town who would be
only too glad to take up a pro]>osition of this
kind if it was presented to them."

W. Carleton, formerly one of the most ag-
gressive talking machine dealers in Chicago out-
side of the loop and who last held forth progress-
ively and successfully at 1067 West Madison
street, has moved to Joliet, He went voluntarily
, and has an attractive "talker" store at 105 North
Bluff street. Nevertheless Mr. Carleton is no

bluff. He goes after business legitimately though
vigorously and has formed a habit of getting it.
For a long time he had a store in the desert re-
gions of West Lake street, Chicago, and the way
he dug up business in that department-store
ridden section was a caution. The chances are
that by this time he has wakened the literary
echoes of Joliet with strong circulars and aitistic
calendars and that his merchandise, both photo-
graphic and talkaphonic is now spreading its
gentle influence in many a home in the peni-
tentiary city.

The United Film Service Association meet in
convention in Buffalo to-day, (Feb. 8) and con-
tinue their sessions to-morrow, Sunday. Prac-
tically all the firms in Chicago who are interested
in the moving picture- business from a manu-
facturing and distributing viewpoint have repre-
sentatives in attendance.

B. Feinberg will pass from the life of single
cussedness to that of- marital blessedness on
r.-Iarch 2, when he will lead to the altar Miss
Mina Michelson. The nuptials will be celebrated
at Avon Hall, Cincinnati. After the ceremony
and the subsequent reception tendered by the
bride's parents, the happy couple will leave on
an extended western honeymoon tour. They will,
of course, make their home in Chicago.

L. F. Geissler, general manager, and A. S.
Middleton, secretary of the Victor Talking Ma-
chine Co.. spent some little time in Chicago and
the Central West and Central Northwest the
latter part of last month. The World did not
have the pleasure of meeting Mr. Geissler, but
did have a nice chat with Mr. Middleton. The
latter said that the month of November was a
very big one with them. December was some-
what off, and the first five days of January were
remarkably and peculiarly dead. Since then,
however, trade has shown a marked picking up
with them, coming along in a thoroughly nor-
mal and most satisfactory manner. Mr. Middle-
ton, when he says that the outlook is not a bit
gloomy from his viewpoint, speaks with author-
ity, as he is a director in several banks in the
Bast, and is also a stockholder in several of the
railroads. West as well as East.

Arthur D. Geissler has joined the ranks of the
automobilists. His first machine is a second-
hand one, as he thought it hardly wise to smash
up a new scorcher. As soon as he thoroughly
gets control of the festive proposition, and if he
lives to see the day, he will certainly get a brand
new machine, and it will be what is technically
known as a lalapaloo, which whereof the inter-
pretation is a jim-dandy. From present indica-
tions the lalapiloo will be a matter of but a few
weeks.

PAPER

:honocrap[£

iacouer)

Pat. Jan. 9th 1906.
No. 1022.

THE ALLE

TALKING IviACHINE HORN

MANUFAOTUREO BY

Wm. J. SCHROTH

KOBE, JAPAN.

None Genuine
Without This
Trade Mark

HERETOFORE there has been a certain amount of preju-
dice, especially by those musically trained, against the Talking
Machine on account of a peculiarly unpleasant "blast" or metallic
sound foreign to the record.

This rasping sound is due principally to the horn, which in the
first place, is manufactured of metal, and secondly is generally
not constructed" upon scientific principles.

This fault is corrected by using the ALLEN FIBER HORN,
made by hand, of a Japanese rice fiber material, finished with a
beautiful lacquer, put on by a new patented process in a permanent
glossy jet black color.

Beautifully Decorated by Talented Japanese Jtrtists

CAN BE USED ON ALL TALKING MACHINES

BYRON MAUZY

Sole Distributor for the United States
Byron Mauzy Music Building, 1175 O'Farrell Street

,SAN FRANCLSCO,

CAL

WRITE US REGARDING THE EXCLUSIVE SALE IN YOUR TERRITORY

Business is coming along pretty comfortable,
thank you. It isn't actually booming, but if is
by no means anywhere near as difficult to sell
even high-grade machines as to dispose of ice in
Greenland or a carload of bituminous in South
Africa. In fact, from all that can be learned,
trade botn in a retail as well as a wholesale
way is not so far from normal for the season.
It takes more hustling to put it there and. keep
Jt there. That's all.

Mr. Cook, assistant to retail floor manager
G. F. Parker, at the Columbia Co., came out of a
booth the other day and declared that he had a
gentleman in there who was complaining that
the machine he had at home wasn't right. It
would only spik Aenglish or German. He want-
ed one that would spik Polish.

There have been quite a few interested visitors
the past week or so to Babson Bros.' big Phono-
graph Palace on the outskirts of Douglas Park
— only twenty minutes' ride from the- business
district via the Douglas Park train of the Metro-
politan Elevated. Among them were C. O. Ar-
nold, Arnold Jewelry & Music Co., Ottumwa, la.;
J. E. Moyer, Dixon, 111.; J. R. Casad, Tipton,
la.; Mr. Kenning, Sigourney, la.; Frank Hom-
righaus, Shelbyville, 111. Manager G. M. Nis-
bett makes an encouraging report regarding
business. While not as active as in December, it
shows - an increase over January of last year.
Furthermore, a large number of new Babson-
Edison dealers have been made since the first
of the year by George A. Renner, who covers Colo-
rado, Wyoming, Montana and Nebraska for the
National Phonograph Co. This territory includes
as great an area as Wisconsin, Illinois, Michigan,
Indiana, Ohio, Pennsylvania, New York, New
Jersey, and the six New England States all com-
bined. Seems strange, but Mr. Renner has fig-
ured it all out and knows. He admits that the
States mentioned contain a few more people than
do the four included in his territory, but in
square miles of territory covered he has get 'em
all beat.

Frank Buser, the Edison jobber at Butte,
MonL, sells something like ?75,000 worth of
Ed ison goods alone, and last November got in a
solid car of Edison records.

J. F. BOWERS AM P. B. WHITSIT MEET.

( Special to The Talking Machine World. )

Chicago, 111., Feb. 5, 1908.

J. F. Bowers and Perry B. Whitsit, the presi-
dent and secretary of the National Association of
Talking Machine Jobbers, spent all of Sunday,
February 2, and well into Sunday night, in Co-
lumbus, going into matters and things relating to
the association.

This is the third meeting of these two men
and they are certainly doing service for the or-
ganization. Much of what was talked about is,
of course, not for publication at this time.

There is some question of calling a special
meeting of the entire association this month
or next, and it may be done provided the members
wish it.

It is thought by some that a meeting oftener
than once a year is desirable during the early
days of the body.

The present membership is ninety-six (96),
which is considerably more than half of the avail-
able concerns in the country. This is not bad
for an organization five months old.

Energetic measures are being taken to gather
in every desirable concern in the country. If
all do not become members it will not be the
fault of either the chairman or the secretary.

Martin M. Klaiss, a dealer in pianos, musical
instruments, phonographs, talking machines and
sheet music at 2219 North Front street, filed a
petition of involuntary- bankruptcy last week,
giving his liabilities as $3,000 and his assets as
$1,000. His business has been closed up, and it
is said that satisfactory arrangements have been
made with his creditors.

Mr. Klaiss, who is an expert piano tuner, has
.gone with Gimbel Bros., where he was employed
before ho wiMit into liusiness for himself.

THE TALKING MACHINE WORLD.

25

SORE ON MUSIC PUBLISHERS.

Thomas F. Deuther Would Have Record Manu-
facturers Not Feature Publications of Sheet
Music Publishers Who Sell to Department
Stores and Cut the Bottom Out of Prices —
The Arguments Put Forward by the Chicago
Men in This Connection.

Tomaz F. Deuther, talking machine and music
dealer, 516 West Chicago avenue, Chicago, 111.,
writes The Talking Machine World a lengthy
letter, only the salient points of which, owing to
lack of space, we are able to print. He says:

"Gentlemen: — I would like to say a few words
through your paper on a subject that is of vital
Importance to every music and talking machine
dealer.

"It is a well-known fact that on the principal
talking machines on the market, namely, the Edi-
son and the Victor machines, that all dealers are
bound" by an ironclad contract, as to maintaining
of the retail prices. The original and strictest
company on this point is the pioneer house of
Edison, or the National Phonograph Co. The
Victor Co. have followed in their footsteps, and
although their goods can be obtained by any
dealer whether he is signed up or not, yet they
proclaim that they are, and want to be strict on
this matter. And they, I honestly believe, try
their best to maintain prices, all of which is
very good and commendable.

SIDE LINES
AND MONEY

(j| Are you interested in special-
ties— business getters - money
makers that will help out your
regular talking machine trade
by drawing more people to your
store and put more dollars in
your pocket through sales which
you will make ?

Cj| We presume you are because
business men who are progres-
sive are looking for opportunities
to expand. They do not believe
in the contraction policy.

<J To use the colloquial ex-
pression we can "put you next"
and "putting" in this case means
that we can place you in touch
with manufacturers of side lines
which you can handle harmoni-
ously in connection with talking
machines.

<|| The more trade which can be
drawn to your store the better it
will be and there are plenty of
side lines which can be handled
greatly to the profit of regular
dealers.

(|[ We have detailed a member
of the World staff to investigate
this subject carefully and we are
willing to make an interesting
report to any dealer who writes
us asking for information upon
the subject. Address all such
correspondence to

Editor Side Line Department

The Talking Machine World

No. 1 Madison Avenne, New York

"The Edison being the originators of the one
price system, have got such a hold on the trade,
that it is accepted gospel, that their goods cannot
be had by any, unless he or they are authorized
and legitimate dealers. So I will say that these
two companies are strict as to maintaining
prices. Now to the point: I desire these two
companies to seriously consider a subject which,
when they give it full consideration, cannot but
agree with me that I am right. The welfare of
their patrons must appeal to them, they must
and should protect their dealers to the utmost;
and yet (I will presume they do it unconsciously
or without consideration), they are a most seri-
ous abettor of an evil that is hurting, seriously
and disastrously hurting 90 per cent, of their
patrons, and I really believe they have not con-
sidered the fact; in short, I do not think, owing
to their enoirmous success, that they are aware
of the injury they are doing, and that is this.

"Nearly every phonograph dealer sells other
goods in conjunction with his business, with one
it is sporting goods (a protected price article),
with others it is divers sundry article; but with
most of them it is sheet music. The sheet music
trade was at one time a very profitable
business, in fact, I handle sheet music with my
phonograph business, and the profits on same
were fully as much as on the phonograph line.
This was two or three years ago. To-day where
is the sheet music business, and in what shape
is it, and what profit is it to the phonograph
dealer? You might argue that that is none of
the phonograph company's business. I say it is.
They maintain and are rigid- in the maintaining
of the prices of their own products. Yet they
help along by the biggest system of advertising,
the cut-throat music publishers who supply the
already famously known 10 cent stores. Take
the catalog of any one of the publishers (that
supply 10 cent stores with their music for 5, 6.
7 and 8 cents and then have the nerve to quote
music dealers, 12i^c. plus expressage or postage,
which generally comes to Ic. per copy), and you
will find that they have the majority of their
publications listed on the phonograph records.
I just received a catalog from a New York firm
that built up its trade through the 10 cent
stores, and on the front page they have printed
the following:

"'Notice to the trade: We allow i/o and %
off catalog. These terms make a 50 cent number
cost 12%, cents net, and we allow no other dis-
count.'

"I wrote them asking what quantity I must
take — in order to get the 'Knox' or 10 cent store
rate — so that I could sell for 10 cents and com-
pete with 'Knox.' They evidently took it for a
joke, and they answered not as a self-respecting
business house would answer. They simply en-
closed my communication (envelope and all) in
a larger envelope and wrote on back of my let-
ter as follows:

" 'Your monologue received. Do you also write
paradoxes.'

"I may add that I have spelled the words cor-
rectly, that they misspelled in their answer.
Their ignorance is no fault of theirs and that is
not the question I am referring to. It simply
shows that the music dealer has no show with
this class of houses. And these are the houses
that the phonograph houses help along by popu-
larizing their songs. It would not be so bad if
the songs were already in demand and popular,
but such is not the case. The phonograph com-
panies list the songs almost as soon as they are
off the press, and in the case of some songs they
are listed actually before you can obtain a copy
of the sheet music."

Mr. Deuther then proceeds to enumerate the
different publications of the publishing house
referred to which are listed in the advance lists
of new records, and makes the point that a great
number of these pieces have been really popu-
larized by the talking machine companies.
Through use on the records millions of people
have become acquainted with these publications
who otherwise would never have heard of them,
and he adds: "Thus these publishing houses get
thousands of dollars' worth of free advertising."

Announcement

TO THE TRADE

(ecords and llddiiies

WE beg to notify the
talking machine
trade that we expect to be
ready to open our whole-
sale headquarters for the
sale of

ZON-O-PHONE

Records and Machines

exclusively at
77 Chambers Street,
on March 1st.

A representative will
call on you within a
few days to take advance
orders.

ZONO-PHONES

are in demand, and it
shall be our constant aim
to supply the trade with
their wants by keeping a
complete stock, thereby
making shipments the
day order is received.

Write for complete cata-
log to-day and we will
place your name on our
mailing list.

ZONOPHONE

Distributing & Export Co.

77 Cliambers St., New York City

lEL.. 3822-3823 WORTH

26

THE TALKING MACHINE WORLD.

We Want Manufacturers' Accounts

We handle large amounts of imported novelties and staples for which we are the
sole agents, and we would be glad to hear from anj^ manufacturer in regard to handling
his account. We finance our own accounts and have a regular line of trade to which we
send monthly bulletins of all the new merchandise and novelties we handle. Our system
has enabled us to give bigger returns than any other house doing a similar business.
Manufacturers will find that they will receive bigger returns through our hands than any
other connection they could make. We would be glad to hear from any one who is
looking for selling agencies.

New York & Lima Trading Co. oel?.V

W. Broadway
NEW YORK

He also points out that the total output of the
music publishing house complained of is in num-
ber about one hundred, and adds: "Yet they
have represented on the Edison catalog alone
thirty-nine of their selections, over one-third of
their entire number, and if one should go over
the list and keep tab he would find that nearly
all of them became sellers, a month or so after
the record of same was put before the public. I
cannot say that these songs are without merit;
they are of the popular order, sort of catchy,
noiie of real high merit, but that is not the ques-
tion. Why do the phonograph companies up-
hold, help, create, push forward a house that is
just the opposite to the principle as laid down
by themselves, the upholding and maintaining
of prices, and not only that, but to the detriment
of about 90 per cent, of their trade. If I should
take the Victor list I would find the same condi-
tions and so on with the Columbia and other
companies.

There are lots of songs that have as much and
even more merit, that would make just as good
sellers, and songs and instrumental pieces pub-
lished, by houses that uphold the trade as to
prices in music, the same as Edison and Victor
do with their products.

"It is a crying shame that one of the nicest pay-
ing little businesses is practically gone to smash
owing to the cut rate evil in the 10 cent stores.
With the department stores, one could compete —
but not with the 10 cent evil. Where is the little
dealer to get off at? With the falling off of the
phonograph and record demand, to have the 10
cent evil to combat, the phonograph companies
are doing a dire injustice to the loyal dealers
who uphold them in their trade regulations.

"While th€ sheet music is a different trade
than the phonograph, yet it is a part of it, for
nearly all dealers handle sheet music and the
continual repetition of songs by the records, cre-
ates a necessity to handle such sheet music as
produced.

"I am sorry, Mr. Editor, to take up so much
valuable space in your issue, but if you will re-
flect upon the good it will do to the talking ma-
chine business you will not hesitate to print this
entire letter and let every dealer all over the
country cut this article out and forward it to
his phonograph manufacturer direct and state
their views. It is a condition that must be reme-
died, for it is to the welfare of the phonograph
business."

TRADE NOTES FROM MILWAUKEE.

Marked Improvements in Business — Better
Class of Instruments Being Purchased — Edi-
son Business Phonograph — McGreal's New
Quarters — Recent Visitors — "Talker" to
Identify Drunkarcs the Latest.

(Special to The Talking Machine World.)

Milwaukee, Wis., Feb. 8, 1908.

Trade conditions in the talking machine line
seem to be good in Milwaukee this month. City-
salesmen and those about the State report that
conditions are entirely different than they were
at the beginning of the year. Demand is in-
creasing and the sales of machines have been
especially good. The sale of Red Seal records
is daily becoming greater, more people seem to
be interested in this line than ever before. The
use of the business phonograph is extending to
many branches of business, and the sales of these
machines are being pushed. Collections are ex-
cellent and the growth of the instalment plan
of selling machines is evident.

"A better class of people seem to be buying
the Victor machines than formerly," said J. H.
Becker, manager of the HoefBer Mfg. Co. "Our
sales in both lines have been very good, how-
ever, and business has been rapidly increasing,
far better than we expected."

"Business is pretty good," said William

Schmitt, manager of McGreal's big talking ma-
chine business. "Both our retail and wholesale
trade is very good. Our wholesale business is
to be moved from the old stand on Milwaukee
street over here to our new quarters at 172-176
Third street, and the basement and fourth floors
are to be given up to this line. Our sale of the
big Victrola machine is great, we are selling
them faster than we can secure them. Work is
being rapidly pushed on our new place here, and
we hope to soon have our stock in shape and
the interior finishings completed."

The Edison Business Phonograph Co. will here-
after handle the commercial phonograph busi-
ness in this city. Agencies of the company are
to be established in the surrounding country, and
the sale of the business machine is to be rapidly
pushed. C. A. Bergsten, who continues as man-
ager, said:- "We are having great success in
introducing our business machine. Business men
are beginning to realize what a saving of time
and money the machine really is to them. Its
use by court reporters in the city is becoming
widespread."

Lawrence McGreal, the talking machine man,
is in Cincinnati paying a visit to the firm's
branch in that city.

Manager Seholtz, of the Wisconsin Music Co.,
at Madison, Wis., has been in the city looking
over the talking machine line.

Patrick Walsh, formerly with McGreals, is
now the new city salesman for the Hoeffler Co.
One of the finest display windows in the city and
one that is attracting much attention, has just
been arranged by the HoefHer Co.

F. K. Dolbeer, general sales manager of the
National Phonograph Co., with headquarters at
New York, was a visitor at Milwaukee last week.
Sales Manager Phillips, from the company's fac-
tory at Orange, N. J., and W. P. Hope, the com-
pany's Northwestern representative, also called
on Edison and Victor dealers in Milwaukee.
Edwin C. Barnes and Manager Kelly were also
callers.

The new Victor records for February are hav-
ing large sales in this city. The dealers are ex-
tensively advertising and the results are appar-
ent.

The McGreal indoor baseball team in Milwau-
kee, made up of those connected with the Mc-
Greal Bros, store, recently defeated the Y. M.
C. A. indoor team by a score of 17 to 1. It was
one of the best games of the season, and the star
playing of Emil Hoppe, pitcher for the McGreals,
was one of the features.

Hugh J. McGreal, member of the McGreal Bros,
firm in Milwaukee, was recently married to Mrs.
Delia Campbell, of this city.

A. E. Thomas, manager of the Columbia
Phonograph Co. for five years in Milwaukee, has
resigned to engage in business for himself. Mr.

LAWRENCE McGREAL

Milwaukee

172-174 Third St.

Edison and Victor
Jobber

iSUPPLIES

If It's practical
and salable I've
got It.

Cincinnati

29 East Fifth St.

Edison
Jobber

Two big jobbing houses carrying immense stock and prepared for instant
delivery, with an absolute minimum of "outs" and a maximum of perfect
service. Try me with a trial order now.

ASSISTANCE

I am interested in the success of every dealer buying through me, and refer every outside inquiry
to the nearest dealer, and will further his business with practical ideas born of my long experience first
as a road salesman, later as a successful jobber. Let me help plan your winter's campaign.

Yours for business,

UAWREINCB McQREAU

THE TALKING MACHINE WORLD.

27

TRADE HAPPENINGS IN MICHIGAN

The Opening of Grinnell Bros.' New Store — Destined to be an Event in Detroit — Splendidly
Equipped for the Transaction of a Large Business — Mary Garden's Views on the Stimulus
Given Culture Through the Medium of the Talking Machine — E. P. Ashton, of the Ameri-
can Phonograph Co. Optimistic Yet Most Careful Regarding Credits — Has Built Up a Splen-
did Business — Eckland Joins Columbia Forces — Other Items of General Interest.

Thomas has been perfecting a number of inven-
tions along the talker line and in other fields, and
he now wishes to devote his time to this work.
He has secured a number of rooms in the Ger-
mania building, and will engage in the manufac-
ture of his diiferent lines.

Harry W. Krienitz, of Goerke & Krienitz, who
was associated with McGreal for three years,
has bought McGreal's South Side establishment
on National avenue. He is handling the Edison
and Victor lines. ' Albert B. Schufletowski is the
new sales manager.

Pond du Lac, Wis., may use the talking ma-
chine to identify her drunkards. Photographs
and other methods have been tried, but the talk-
ing machine seems to be the latest plan, and is
favored by the common council of the city. It
is proposed to record the voice of the drunk in
the talking machine and then to present the
records to the barkeepers, who may later iden-
tify the man and put him on the black-list. If
this plan is followed, even the worst drunkards
will hesitate if they know that their own voice
is to greet them over the bar.

Peter Dinkel, of Sheboygan, Wis., is doing a
good business in expensive talking machines.

OUR FOREIGN CUSTOMERS.

Amount and Value of Talkina Machines
Shipped Abroad from the Port of New York.

(Special to The Talking Macliine World.)

Washington, D. C, Dec. 6, 1907.
Manufacturers and dealers in talking machines
will doubtless be interested in the figures show-
ing the exports of talking machines for the past
four weeks from the port of New York:
JANUARY 14.
Bradford, 17 pkgs., $115; Berlin, 228 pkgs.,
$2,795; Buenos Ayres, 5 pkgs., $820; Cardiff, 55
pkgs., $522; Havana, 14 pkgs., $466; Leeds, 75
pkgs., $473; Manchester, 54 pkgs., $378; New-
castle, 56 pkgs., $415; Santos, 4 pkgs., $421;
Sheffield, 40 pkgs., $264; Vera Cruz, 110 pkgs.,
$1,657.

JANUARY 21.

Berlin, 3 pkgs., $126; Cartagena, 10 pkgs.,
$421; 4 pkgs., $230; Colon, 18 pkgs., $703; 64
pkgs., $2,300; Corinto, 4 pkgs., $131; Grenada, 10
pkgs., $879; Havre, 13 pkgs., $718; Havana, 3
pkgs., $280; Iquique, 3 pkgs., $100; Limon, 2
pkgs., $108; Liverpool, 7 pkgs., $350; London,
993 pkgs., $8,957; Manila, 16 pkgs., $1,127; Para,
4 pkgs., $166; Rio de Janeiro, 19 pkgs., $649;
Southampton, 56 pkgs., $1,960.

JANUARY 28.

Auckland, 6 pkgs., $232; Berlin, 70 pkgs.,
$2,151; Bremen, 6 pkgs., $700; Brussels, 64 pkgs.,
$2,097; Havre, 22 pkgs., $207; Havana, 5 pkgs.,
$110; Limon, 3 pkgs., $138; London, 19 pkgs.,
$717; 68 pkgs., $1,976; 23 pkgs., $1,296; 1,005
pkgs., $9,193; Manila, 3 pkgs., $235; Melbourne,
6 pkgs., $184; Southampton, 7 pkgs., $1,550; Syd-
ney, 665 pkgs., $9,883; Vera Cruz, 36 pkgs.,
$1,459.

FEB. 4.

Berlin, 11 pkgs., $4,504; 1 pkg., $128; Buenos
Ayres, 11 pkgs., $414; 111 pkgs., $8,627; Colon,
8 pkgs., $426; Guayaquil, 4 pkgs., $181; Glas-
gow, 3 pkgs., $423; Havre, 21 pkgs., $171;
Havana, 3 pkgs., $136; London, 1,053 pkgs., $10,-
273; 111 pkgs., $3,576; Sanchez, 4 pkgs., $113;
Trinidad, 1 pkg., $227; Vera Cruz, 10 pkgs.,
$1,227.

BARKLOW WAS IN CHARGE.

With the opening of the eastern Furniture Ex-
position in the Grand Central Palace, New York,
January 15, and closed (February 15), B. K.
Barklow has been in charge of the exhibit made
by the National Phonograph Co. His absence
while attending to this successful display has
been noted by the metropolitan trade, on whom
he calls, and his return has been welcomed. The
prize winner as the record salesman on the New
England circuit, the genial J. W. Scott, was also
present creating new dealers and distributing a
fresh batch of Sunday school stories.

(Special to The Talking Machine World.)

Detroit, Mich., Feb. 10, 1908.

The opening of Grinnell Bros.' new store on
Woodward avenue, about the last of the month,
will reveal to Detroiters what is without doubt
one of the finest, if not the finest, talking ma-
chine departments in the country.

Before plans were drawn for this large depai't-
ment of the new store, C. A. Grinnell visited the
leading establishments in the country and gath-
ered ideas from everywhere. And as the result,
Mr. Grinnell has been assured by representa-
tives of the Victor and Edison people that his
arrangement of display rooms and stock is the
best to be found anywhere.

Entering the department from either elevators
or stairway, the shopper comes into a large,
square room, done in quarter-sawed oak with
splendid lights and ceiling decorations. The
basement is twelve feet high. From this large
room a corridor extends to the rear of the build-
ing, and opening off from the big room and the
corridor are fourteen salesrooms. At the front
in one corner are the offices of the department
manager and his clerks, and at the rear of the
basement is the shipping department, where the
out-state business is handled. ^

In planning the salesrooms some unique ideas
have been worked out. The floors are of mosaic
tiling, the woodwork enameled in white, and the
partitions are of plate glass and sound-proof.
All around the outer wall of the basement is a
corridor, or small passageway, the back wall
being lined with cases for records. These are
out of reach of the shoppers, where they cannot
be handled or misplaced, another partition of
mirrors separating the salesrooms from this back
corridor. There are openings, however, into the
corridor, where there is a small counter big
enough to accommodate a talking machine or
two. The salesman at the back can reach the
records to demonstrate his machine, and at the
same time easily pass out to the front to talk
to his customer. The idea of the separate rooms
is, as Mr. Grinnell expressed it, "to separate
classes from masses." The patron who wants to
hear rag-time will not in any way interfere with
another who prefers grand opera. Although

separated by sound-proof walls, these customers
will see each other. The effect of this arrange-
ment is something that any business man under-
stands. These outside partitions, which separate
the salesrooms from the record cases, being of
plate glass, lend a very pleasing effect to the
whole scheme.

"I heartily agree with Mary Garden," said Mr.
Grinnell, "whose article in Everybody's Magazine
this month tells us that the talking machine is
educating the public for good music. The masses
can never get the right appreciation of the work
of the real artists from their concerts while con-
cert prices are as high as they are in this coun-
try. In Europe the best concerts are within
reach of even the poor people, and for that rea-
son there is a widespread understanding of good
music among the masses. In this country the
education must come in another way — and in
what better way than by means of the talking
machine and the mechanical piano? These things
are constantly being perfected, and what the pub-
lic cannot learn from expensive concerts it is
gradually picking up from the widespread use of
these instruments."

Kenneth M. Johns, of the Columbia Phono-
graph Co., says that business is better this month
than in January. He said there had been a
lively demand for the new "Merry Widow" rec-
ords, which are the newest on the market. O. W.
Eckland, of Chicago, has taken charge of the out-
side sales for the Columbia people in Detroit.

Mr. Mazer, of the Mazer Phonograph Co., said
that while business has been spasmodic, the sum
total has been fairly good.

Joseph L. Lind, who was with the Mazer store
in Detroit, has gone to St. Louis to open a
phonograph store on the east side in that city.

E. P. Ashton, of the American Phonograph Co.,
is one of the progressive and aggressive mem-
bers of the trade. While doing a good business,
he has turned down a number of possible good
sales, simply because the prospective purchaser
had nothing definite to offer. "I could swamp
this store with business," he said, "if I opened
all the accounts I am asked to start. I don't
want that kind of business." And Mr. Ashton
is wise. This is the time to discriminate.

THE "PONY" TEAM OF "THE HEISE SYSTEM"

RACKd rOR HOME li^E

New Profits for Wide Awake Dealers

"The Heise System" of Wire Record Racks
for the holding of Phonograph Records —
which you have in your store, or should have
— has created a demand for 100 space and 150
space Racks for Iiome use.

Here They Arc

The No. 123 style for holding 100 Records
sells for $18.00 regularly, and the 150
space rack regularly at $27.00. These
prices are for one-half dozen crates.

Now for the Specials

During the next 30 days your jobber will
sell you the 100 space rack, in half-dozen
crates only, at $15.00 ; the 150 space rack
will cost you, per half-dozen crate, $20.00.
If your jobber does not sell them, tell us.

SYRACUSE WIRE WORKS

IR. S. Williams & Sons Co., tok?S?„ ^SL.ZS'"''"] SYRACUSE, N. Y.

28

THE TALKING MACHINE WORLD.

Merry Widow and Tetrazzim

ZON=0=PHONE RECORDS

are still contestants for popular favor. And well they might be as
each have such well-founded claims for popularity.

Tetrazzini Records sell at much lower prices than have heretofore
been demanded for selections rendered by artists of such note. Merry
Widow Records are proving a revelation to Talking Machine owners
everywhere, and experts concede them to be a step in advance of any-
thing previously produced.

Other items that are bringing Zon-o-phones to
the attention of the thmking Talking Machine Dealer,
is the Hne of six Taper Arm models of Machines
and a list of less than a thousand Records. This
condensing process means that everything bears the
stamp of salability. Is this true of the line you are
pushing ?

Universal Talking Machine Mfg. Co.

Camp and Mulberry St5., Newark, N. J.

Six Records from "THE WALTZ DREAM" Arc
Now Ready— Don't Fail to Order Them

Factory

ALABAMA

Mobile W. H. Reynolds, 167 Dauphin St.

CALIFORNIA

Los Angeles ... So. California Mus. Co., 332 S. B'way.
San Francisco. .Peter Bacigalupi & Sons, 1021 Golden
Gate Ave.

ILLINOIS

Chicago A. C. McClurg & Co., 215 Wabash Ave.

Chicago Benj. Allen & Co., 131-141 Wabash Ave.

IOWA

Davenport Robert R. Sniallfield, 213-215 W. 2d St.

KANSAS

Topeka Einahcizcr & Spiclman Co., 519 Kansas

Ave.

LOUISIANA

New Orleans . . Ashton Music Co., 143 Baronne St.
MAINE

Portland W. II. Ross & Son, 43 Exchange St.

MARYLAND

Annapoli* .... Globe House Furn. Co.

Baltimore C. S. Smith & Co., 849 W. Baltimore St.

Baltimore Louis Mazor, 1423 E. Pratt St.

MASSACHUSETTS

Boston Pike Talking Machine Co., 41 Wash-
ington St.

Boston Read & Read, IS Essex St.

Distributors

MINNESOTA

St. Paul.......

MICHIGAN

Detroit

•f Zen-o-phone Machines and Records

OHIO

.W. J. Dyer & Bro., 21-23 W. 5th St.

MISSOURI
Kansas City
Kansas City .

Springfield .

St. Louis

St. Louis. . . .

J. E. Schmidt, 336 Gratiot Ave.

. Mrs. J. Dixon, 804 Grand Ave.

. Wcbb-Freyschlag Music Co., 7th and

Delaware Sts.
■ Norton Lines, 335 Boonville St.
.Knight Mercantile Co., 211 N. 12th St.
.D. K. Myers, 3839 Finney Ave.

NEW JERSEY

Hoboken Eclipse Phono. Co., 208 Washington St.

Newark Edisonia Co., 57 Halsey St.

Newark Oliver Phono. Co., 18 New St.

Paterson .T. K. O'Dea, 115 Ellison St.

NEW YORK

Astoris'lL. I.I. . .Tohn Rose, 99 Flushing Ave.

Brooklyn F. W. Rous & Co., 486 Fifth Are.

Brooklyn B. G. Warner, 368 Livingston St.

Buffalo Neal, Clark & Neal Co., 843 Main St.

Rochester Duffy & Mclnncrncv Co., cor. Main,

W.. niul N. Kitzhugh Sts.

New York City. . J. F. Blackman & Son, 1717 Third Ave.

Akron Geo. Dales, 128 S. Main St.

Cincinnati J. C. Groene Mus. Pub. Co., Race and

Arcade.

Cincinnati .... J. E. Poorniaii, Jr., 336 Gratiot Ave.

Cleveland Flesheim & Smith, 161 Ontario St.

Columbus Columbus Piano Co., North High St.

PENNSYLVANIA

Alleghany H. A. Becker, 601 Ohio St., E.

Philadelphia .. .Disk Talking Machine Co., 13 N. 9th St.
Pittsburgh C. C. Mellor & Co., 319 Fifth Ave.

SOUTH DAKOTA

Aberdeen Mc.Vrthur Piano Co.

NORTH DAKOTA

Fargo Stone Music Co., 614 First .\vc., N.

TEXAS

Beaumont K. B. Pierce, 223 Regan St.

Dallas Dallas Talking Machine Co., 218 Com-
mercial St.
Houston Taylor Bros.

VIRGINIA

Richmond. ...Hopkins Furn. Co., 7-9 W. Broad St.
CANADA

Toronto Whaley, Royce & Co., 158 Yonge St.

Winnipeg, Man., Whaley, Royce & Co.

THE TALKING MACHINE WORLD.

29

STANDARD CO. STILL EXPANDING.

Buy the Kleber Talking Machine Business and
Keystone Specialty Co. — Cheery Business Re-
port— Interesting Chat With J. C. Roush.

(Special to The Talking Machine World.)

Pittsburg, Pa., Feb. 7, 1908.

The Standard Talking Machine Co., Inc., who
secured the business of the Theo. F. Bentel
Co., last March, have recently purchased and
taken over the entire talker business of H.
Kleber & Brc, the well-known piano dealers,
who have been handling talking machines for
the past fourteen years. They have also bought
out the Keystone Musical & Specialty Co., 444
Sixth avenue, this city, and have greatly in-
creased their record capacity.

In a chat with J. C. Roush, of the company,
he said: "We have no kick coming with trade
conditions, as our December business went ahead
of the Bentel Co.'s business for the same month
a year ago by over $7,500, and in view of the
dull times we count this as a good $15,000 gain.-
We find collections fair, and altogether we think
the outlook very bright for a good business
during March and April.

ANENT ENGLISH ADVERTISING.

How the Gramophone Co. Secure Publicity in
the London Papers.

In a serial article entitled "A Pew Weeks With
John Bull," at present appearing in Printers'
Ink and in which the British advertising meth-
ods are commented upon, considerable space is
devoted to the discussion of the propensity of
the daily publications to review every new thing
in literature and music. . The article states
further:

"Advantage of this tendency was taken in a
very clever way by the London advertising
agency placing the gramophone business. Each
month, as new records for this talking machine
are issued, the musical critics of leading papers
are given facilities for hearing them, and write
critical notices much like those for concerts, re-
citals, etc. The records, of course, have consid-
erable popular interest. Some of them are made
by noted singers. A week after some singer ap-
pears before the King, perhaps, the gramophone
records are enriched with the song sung by that
singer before Royalty itself. Additions to the
gramophone records of song hits in the music
halls are often of wide news interest, too — as a
new humoresque by the Scotch comedian, Harry
Lauder. Here's the way such notices run in the
newspapers:

" 'Lovers of grand opera will welcome the first
record made by Mr. John Coates on the gramo-
phone. It is included in the new records issued
this month by the Gramophone and Typewriter
Co. The eminent tenor has given a masterly
rendering of "Cielo e Mar" from "Gioconda,"
which is reproduced to perfection. There are
also two contributions from Mr. Edward Lloyd-
Clay's popular ballad, "I'll Sing Thee Songs of
Araby," and Liddle's song "A Farewell." Songs
by such well-known singers as Mr. John Harri-
son, Mr. Hirwen Jones, Mr. Robert Radford, Mr.
H. Lane Wilson and Miss Perceval Allen are also
included. A feature of the September records
is the unaccompanied singing of the Westminster
Cathedral Choir; two records have been made,
and with such success that it is to be hoped
others will be speedily forthcoming. A couple
of pianoforte selections by Mr. Vladimir de Pach-
mann are played with exquisite delicacy.'

"Once a month these notices appear in papers
like the London Tribune, Standard, Telegraph,
Daily Mail, etc., and in provincial dailies like the
Manchester Courier. They are regarded strictly
as news. The musical journals also publish such
notices.

"The same agency sent a photographer to take
pictures of Edward Lloyd, the famous English
tenor, singing into the gramophone to make rec-
ords for the special pleasure of Queen Alexandra,
and these got full-page places in the London il-
lustrated weeklies. Another talking machine

IMPORTANT COLUMBIA'FONOTIPIA DEAL.

Emil Rink Arranges for the Manufacture by the Columbia Co. of the Entire Repertoire of the
Fonotipia Co. — Interesting Chat With Mr. Rink Regarding Conditions in Europe as Com-
pared With Here — Says the Duplex or Double Face Record Will Become Popular Here.

After being here a fortnight, Emil Rink, gen-
eral manager of the Fonotipia, Ltd., London,
Eng.; Societe Italiana Fonotipia, Milan, Italy,
and of the International Talking Machine Co.,
Berlin, Germany, sailed for Europe, February 8,
aboard the "Lusitania," of the Cunard Line. He
arrived in New York January 25. Previous to
his departure for home Mr. Rink chatted with
The World on various trade topics in the sub-
joined strain:

"The main purpose of my visit to the United
States is to conclude arrangements with the
Columbia Phonograph Co., general, for manufac-
turing records for the entire repertoire of the
Fonotipia Co. Preliminary negotiations had
been carried on along these lines, but I have
closed the deal, as you term it here. That is to
say, we will furnish the masters and the Colum-
bia Co. will make the stamping matrices and
press the records, for which they have the ex-
clusive sale in the United States and Canada.
There is not to be a combination of any kind,
but a consolidation of trading interests between
the companies. The artists we control include
a long list of operatic and vocal celebrities,
among them being Bonci and Stracciari, of the
Metropolitan Opera House; Mme. Russ and Sig-
nors Sammarco, Bassi, Zenatello and Didur, of
the Manhattan Opera House, New York. Kube-
lik, the famous violinist, now here, is also an-
other artist we control.

"The International Talking Machine Co., of
Berlin, have concluded an agreement with the
Fonotipia Co. to manufacture their entire list
of records for the whole world. So from this
you may gather something of the magnitude of
our undertakings. Business has been very good,
and we have not felt, as yet, the financial flurry
from which you are now recovering. Possibly
this may come along later.

"There is a tendency to reduce prices in
Europe. For example, we are getting $1.20 for a
record that sells here at 60 cents. Besides, we
have duplex or double-face records. These are
the only kind that sell, and I am sure they will
become popular in the United States eventually.
When we first put them on the market we were
ridiculed and attacked by our competitors in the
most bitter fashion. But inside of four years
the opposition came around to the double-face
record, nevertheless. The same will happen in
this country. The duplex record proposition has
not been handled properly when its introduc-
tion was tried here some time ago.

"We are having the same trouble in Europe
over the accumulation of records," said Mr.
Rink, "as you have. Our company yearly dis-
continues in our general catalog a fixed number
of records that are specifically reported as slow
sellers. We are watching this part of the busi-
ness very closely, and aim to extend every
relief in onr power to the dealer by a system of
exchange at fixed periods. One thing we do not
have to contend with, and that is the amazing
quantity of rubbish the American trade handle
in the line of so-called popular music. Our
music, of no matter what kind, grand or light
opera or songs, is sung by our regular staff of
artists. Your talent here have what may be
called talking machine voices, but such records
would not be accepted by the European trade or
the public. For example, "The Merry Widow,"
"The Mascot," and others of the same grade, are
sung by our best artists, of course, under differ-
ent names, as the records bearing their own
names sell at high prices. But the quality of
voice is there and the merit of the music cannot
be questioned. Our monthly bulletin varies. In
season we may press up 25 or more, and when
trade is quiet a much less number is offered."

scheme was a huge gramophone concert at Albert
Hall, to which music dealers all over London
had tickets to be given to prospective purchasers
who hadn't finally made up their minds. The
concert was a 'clincher' in many cases."

Seems as though our English cousins could
still teach us one or two things regarding the
publicity game.

While the metropolitan dailies might not be
prevailed upon to review and criticize talking
machine records it seems as though many deal-
ers in smaller country towns might look into
that really excellent form of advertising,

'TALKERS" FOR FOREIGN MISSIONS.

A Timely Letter from Dr. Isaac Prince on This
Important Subject.

New York, Feb. 8, 1908.
Editor Talking Machine World:

Dear Sir — Having noticed in your valuable
journal the various uses to which talking ma-
chines are put, viz.: ,to instruct in foreign

tongues, to bring to many lovers of music what
is best in vocal and instrumental harmony, and
even to soothe disordered brains, I have been
wondering if you could not by some timely edi-
torial introduce them into a still higher realm.
The cry among all religious societies, whether
in the home or foreign field, is for more laborers
to proclaim the message of redeeming love. Why
not use the phonograph or graphophone? If
upon records (whether disc or cylinders), some
familiar hymns, Scripture portions, prayers, ser-
monette, etc., could be recorded In Arabic, Chi-
nese, Slavic, Thibetan, African Zulus, Japanese,
Turkish, think how many might be reached long
before or during the time in which the mission-
ary was acquiring the language. In this way
prisoners, seamen, Arabs of the desert, women
in the harems, and, in fact, all classes could be
reached with the gospel. At any rate, please
give it a thought, and if approved of, your in-
dorsement. What manufacturer is willing to
start in this new direction, which would open
world-wide opportunities? Yours sincerely.

Dr. Isaac Prince.

QUICK SHIPMENTS FROM ST. LOUIS

TO THE SOUTHWEST

OF

Edison Machines, Records

AND GENERAL TALKING MACHINE SUPPLIES

We carry the largest stock west of New York and we
invite your orders, which will receive immediate attention
and quick delivery.

CONROY PIANO CO.

1100 Olive Street ST. LOUIS, MO. I

30

THE TALKING MACHINE WORLD.

A RUN AROUND THE BOSTON TRADE.

Neck-to-Neck Race This Month Between "The Merry Widow" and Tetrazzini Records — Eastern
Talking Machine Co.'s Effective Work — Business Much Improved — Big Call at Ditson's for
Expensive Victors — Columbia Grand Demand Unequalled — I. C. S. Records Are Popular —
Manager Andrews an Optimist of Optimists — Iver Johnson's New Building.

(Special to The Talking Machine World.)

Boston; Mass., Feb. 10, 1908.

It is a neck-and-neck race this month between
"The Merry Widow" and Tetrazzini for popular-
ity. The Eastern Talking Machine Co. and their
agents are booming the newest opera singer in
big type and huge posters and photographs, while
the Columbia people are losing no time in mak-
ing the fact known that "The Merry Widow"
waltz is about the best ever. The result is that
trade on these records is mighty big, and it all
has an influence on the other grades of business.

So active has competition become here, that
the various stores are using much more news-
paper space and putting up better looking dis-
play windows than ever before. The Oliver Dit-
son Co. are the leaders in newspaper advertising,
three solid columns in the newspapers being an
ordinary stunt for them.

(Jeneral business during January was very
good all over town. Now that the talking ma-
chines have begun to find their way into the mo-
tion picture places, an increase in record sales
is expected. The Hub Theatre here has put in a
machine and patrons are greatly pleased with it.
It is certainly an improvement on the singers
that have been heard there and now the patrons
can get grand opera music instead of that which
usually accompanies the "ulcerated songs."

Manager Winkelman, of the Oliver Ditson Co.
store, where Victors are exclusively handled, says
that the sales on grand opera records have in-
creased nearly 1,000 per cent, within the year,
and are constantly ' growing. This store has an
unusually high class of trade.

Retail Manager Blakeborough, of the Columbia
Phonograph Co.'s store, says the record for sales

of grand opera records was broken during the
first week of February, when out of twelve con-
secutive customers ten of them bought grand
opera records, one of them some Christian Sci-
ence song records, and the other one some instru-
mental records and one grand opera record.
Wholesale Manager Yerkes has just returned
from a brief trip to some of the Columbia job-
bers and is greatly encouraged over the spring
outlook for business. The new plan of the
Columbia company, not to issue monthly lists
and to place the good things on sale as fast as
they are issued, will work greatly to the advan-
tage of the retailers, it is believed by the "boys"
at this store.

The I. C. S. French, German and Spanish rec-
ords are quite a feature at the Eastern Talking
Machine Co., and the Victrola is another. Busi-
ness on these is particularly good. The entire
Edison line, however, holds first _place in point
of business done. The enlarged floor space is
proving none too large for the volume of busi-
ness which is steadily increasing here.

Manager Andrews, of the Boston Cycle & Sun-
dry. Co., is an optimist of the optimists. He de-
clares that this is to be the banner year for talk-
ing machines, because of the great advance in
the structural equipment, the progress made in
the development of records and the enterprise
shown in securing selections for the records. Mr.
Andrews is much interested in the progress of
the business of manufacturing trays for holding
records, because he is sure that his company
makes the best in the market and is prepared to
go to any lengths to prove it. As for carrying
cases that he makes he says he doesn't have to
worry about them, for they prove themselves

to be better than others, which relieves him of
the trouble. Business has been remarkably good
this month here.

jMessrs. Read & Read are making a special bid
for trade on the Zonophone line, including the
Tetrazzini records, which are meeting with big
success.

The framework for the fine new building of
the Iver Johnson Co. is now all up, and by next
June the firm will be comfortable in its new
quarters. Then its talking machine department
will have a fair chance.

WHEN TO STOP ADVERTISING.

It is an axiom of business that when times
are good, people can well afford to advertise be-
cause they then do not miss the money. But it
is a better axiom that when business begins to
slacken its pace — even a little, then every busi-
ness house has simply got to get out and adver-
tise vigorously in order to prevent getting on to
the toboggan slide of decreasing orders.

A factory enjoying unbounded prosperity and
practically unlimited orders may say in its folly
that it does not have to advertise because it has
as much or more business than it can attend to.
It forgets that in thirty days conditions may
change as regards its industry and that its or-
ders may fall off 50 per cent, in a twinkling. It
is then a little late to start in to hold trade
together by beginning to advertise, for it will
probably be several weeks or months before the
new campaign is showing results. Meanwhile
the mill does not have all it can do. Is that
economy or money-making?

Advertising is an insurance policy in force
to-day, while business is good, that it will con-
tinue to be good to-morrow. Do we all wait for
a fire to begin to protect our property with in-
surance?

But whethei- every house will agree on this
common sense postulate or not, none disagree
about hard times making advertising absolutely
necessary, because human intelligence tells every
man that it is so.

BY USING

save: the life: of vour records

The Place Automatic Record Brush

FOR EDISON PHONOGRAPHS AND VICTOR TALKING MACHINES. patented ; sept|-be^^^^^^^^^

N0.2. CRUSH
IN OPERATION

PRICE 15 CENTS

CAN BE USED ON ALL PHONOGRAPHS

Removes Unl and dust from record automatically. Saves Sapplilre from wearing Hat niid
prevents rasping sound. Insures a perfect playing record. It Is ciiually as cfHclont when
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I'atented Sept. iith and Oct. 2nd. 1906.
Sept. lOth. 1907.

PRICE, 25 CENTS

N°IO PLACE BRUSH IN OPERATPON

PRESERVES THE LIFE OF DISK RECORDS

Automatically cleans the Record Grooves and gives the needle a
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Record grooves wear the Record out ijuickiy and grind the Needle so it cuts
tlic Record. SAVE THE LIFE OF YOFR RECORDS.

FREE SAMPLES

who <lc)rrt IkiimIIc tlioiii.

will be sent uiion i('(|ucst
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ET A I IT D O are nuiiu'sted to got their supply from
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MANUFACTURED
BY

BLACKMAN TALKING MACHINE CO.

97 CH/VMBER?S STREET. NEW YORK

J. NEWCOMB BLACKMAN

Proprietor
" The White Blackman "

THE TALKING MACHINE WORLD.

31

AN IMPORTANT DECISION.

Handed Down Last Week in the Suit of tlie
New York Phonograph Co. Against the Na-
tional Phonograph Co. — Many Interesting
Points Emphasized by Judge Hazel.

In the historj' of patent litigation involving
vast moneyed interests few exceed the case of the
New York Phonograph Co. against the National
Phonograph Co., Orange, N. J., and the work of
Thomas A. Edison in his invention and develop-
ment of the phonograph. Suit after suit has been
instituted in this particular reference, not so
much on. the validity of the patents, as on the
territorial selling rights of this great industrial
product and its commercial value. It would he a
work of supererogation to give a resume of the
litigation resulting from the successful introduc-
tion and sale of the present-day phonograph as
compared with the crude, cumbersome and costly
mechanism iirst given the world. The eases on
'the calendars of the United States Circuit Courts,
which have jurisdiction in matters of this kind,
have ibeen so numerous as to be bewildering, and
each new decision has added to the complexity;
that is, so far as the layman is concerned. The
last judicial opinion, rendered by Judge Hazel,
United States Circuit Court, southern district of
New York, relative to proceedings for contempt
for alleged violation of the same courfs decree,
rendered February 6, is 'Submitted below, the
various points for complainant and defendant
being as the court states therein. Of course it
is understood the complainants are the New
York Phonograph Co. against the National Phono-
graph Co., and others. The decisiO'n follows:

"This is a motion for an attachment against the do-
fendant. National r*honograph Co.. for violating the in-
junctive decree of this court. After an exhaustive dio-
oussiou of the issues herein this court at final liearing
reached the conclusion that the complainant was en-
titled to protection of its exclusive license contract
rights as evidenced by the contracts dated Oct. IJ,
1888; Feb. 6, 1889, and July 1, 1893, and its decree
was subsequently affirmed by tlie Circuit Court of Ap-
peals. The effect of the injunction is disputed.

THE OKIGIN.VL IN" JU .VcriVE OllDER.

"It reads as follows :

"Now, therefore, we do strictly command, enjoin and
restrain you, the National Phonograph Co., and you, its
officers, agents, clerks, servants, employees, attorneys,
successors, assigns, associates, dealers, confederates and
all persons in privity with the Natibnal Phonograph Co..
and eacli and every one of you under tne penalty that
may fall thereon, perpetually from directly or indirectly
selling or leasing within the State of New York, phono-
graphs and supplies therefor, to others than complaiu-
ant and from using within the State of New York, pho-
nograph and supplies therefor ; and from causing to he
sold or causing to be leased or causing, to be used, with-
in the State of New Yo'rk, plionographs and supplies
therefor, by others than complainant, and from sell-
ing for use or licensing for use. within the State of
New York, phonographs and supplies therefor, by others
than complainant in violation of the provisions of and of
the rights of the complainant under certain contracts
as extended, bearing date Oct. 12, 1888, between the
North American Phonograph Co. and the Metropolitan
Plionograph Co., and also between Thomas A. Edison,
the Edison Phoncgraph Co.. the Edison Phonograpli
Works, the Norlh American Phonograph Co.. and Jesse
H. Lippincott, and a contract bearing date the 6th day
of Februaiy, 1889. between the iNorth American Phono-
graph Co. and John P. Haines, and a contract bearing
date July 1, 1893, between complainant and the North
American Phonograph Co.

THE QUE.STION AT ISSUE.

"The question is. Does the injunction restrain the use
and sale by the defendant within the licensed territory
of phonographs and supplies generally or does it simply
restrain the use and sale in the licensed territory o£
plionogiaphs and supplies which embody the patents and
inventions of Thomas A. Edison, owned by complain-
ant's licensor as restricted by its dissolution for insol-
vency and the sale of its assets ■>

"Tlie conclusions of the court that the rights of the
complainant sprung from the contractual relation, that
it was not chargeable with laches in the enforcement of
its riglits, that there was an extension of the license,
that rights and privileges under the contract were not
granted in perpetuity, tliat complainant's exclusive ter-
ritorial rights at the date of the decree had been wrong-
fully invaded by the defendant, and that the complain-
ant had not forfeited its license rights must be regarded
as res judicata. Assuming the jurisdiction of the
court the rule is well settled that the order of the court
must be strictly obeyed even though it appears to have
been erroneously made or to have given broader re-
lief than was justified or warranted by the facts. To
adjudge the defendant guilty, however, of a violation
of the injunction resort must be had to the decision as
interpreted and construed by the court.

CONTENTIONS OF THE DEFENDANT.

"The defendant contends that on the date of the in-
junction it abandoned and dispensed with the use in its
talking machine of certain unexpired patents issued to
Mr. Edison, and that no legal right exists to this pro-
ceeding. To intelligently pass upon the question pre-
sented we must not overlook the original contract by
which the title of the phonograph patents and the ter-
ritorial rights were granted^ 'in perpetuity,' nor the pro-
visions binding Mr. Edison to assign patents and im-
provements under certain conditions for a period of
fifteen years from Aug. 1, 1888.. This court in its
former decision held that a license to manufacture and
sell a patented article could not be extended beyond the
life of the patent, and by the term 'in perpetuity,' the
parties could not have intended, in the absence of ex-
press limitation, to prolong such license rights for a
period beyond the life of any improvement or patented
invention.

"The American Company, by the contract of Oct. 12,
1888, secured the exclusive title and interest in and to
the phonograph patents, inventions and improvements

for such period as the patentee then had or might, as
provided in paragraphs 4 and 5 of the contract of
Aug. 1, 1888, thereatter acquire the monopoly of his
inventions. It is inconceivable that the complainant
could obtain any greater or different rights than had
its licensor. Proi^erly interpreted the decision of the
court must be deemed to hold that the complainant did
not buy the right to sell, use or let phonographs aud
appliances separate and distinct from the patents under
which they were manufactured. The language of the
bill apparently supports this view.

lilGHjf 'iO .SPECIFIC PATENTS ONLY.

"Moreover the recitals in the numerous contracts
emphasize the assignment of the phon,ograph patents
and improvements. Concededly the phonograph and ap-
pliances are referred to in general terms also, yet, con-
struing the original and subsequent contracts in their
entirety, as we must to ascertain the intent of the par-
ties, 1 think they inti-ndi d to be understood as contract-
ing in relation to i>liiniograi)lis and supplies which were
invented by Mr. Edison and not in the broad sense con-
tended by the complainant.

"The provisions oi paragraphs 4 and 5 of the contract
of Aug. 1, 1888, are of essential importance. They
were wholly of an executory character and bound the
North American i-lionograph Co. to pay the sums of
money specitied for experimental expenses. Failing in
this undertaking such executory provisions upon the dis-
solution of the saia company and sale of its assets be-
came inoperative, and, in my estimation, Mr. Edison
was not thereafter obliged to make improvementii or
patent his inventions for the benefit of the North Ameri-
can Company.

BINDING CONDITIONS OF EXTBNDEl) CONTRACT. ■

"The conlirmation agreement by which the Metropol-
itan I'honograph Co. received renewed assurances of its
contract rights, notwithstanding the failure of Mr.
Lippincott and the North American Company to com-
ply with certain conditions of the earlier agreement, did
not suspend or annul tne existing obligatien to per-
form or pay for the experimental expenses in making
improvements upon the phonogiapli and for procuring
patents nor after the dissolution operate as a waiver
thereof. It is probable if creditors or parties in iuter-
i-.st had offered to perform the contract of the Norlh
American Company prior to sale of its assets that Mr.
Itoison could have been compelled to assign his later
iiiVentions or improvements ; hut without compensating
liim for experimental expenses or paying for the patents
of the improvement subsequent to tne dissolution I am
unable in the absence of fraud to perceive any force in
tlie contention that the complainant is entitled to the
benefits of such later improvements.

"The fourth paragraph provides that inventions and
improvements should be assigned to the company
'without further compensation,' but Mr. Edison probably
would not have been obliged to conduct any experiments
as a result of which improvements coiiid have been
made unless reniuncr.i ted as specified In the fifth para-
graph. The compi-iiinise agreement with the receiver
of the North American I'lionograph Co. specifically re-
fers to claims for royalties and damages, and not to pay-
ment of the annual amounts under paragraph five.

"It is true that the principle of the cases cited in my
former opinion is substantially to the effect that a pur-
chaser of the assets of an exclusive lisensor of a patent
with notice of the existence of license rights succeeds
to the ownership of the patent and the rights and re-
sponsibilities of the licensor. This principle, however,
is not thought broad enough ta justify the holding in
tliis case that the defendant was bound to fulfil the
conditions imposed by paragraphs 4 and o. which as we
have seen, complainant's licensor was unable to per-
form.

THE NEG.VnVB COVENANT CONSTRUED.

The so-called negative covenant. The Haines con-
tract dated Feb. 6, 1889, in the first provision prohibited
similar grants to others of any rights for the use of the
phonographs or supplies therefor, for tile licensed ter-
ritory during the period for which the license was
granted. Much reliance is placed by complainant upon
the phraseology of this provision which refers in broad
terms to phonograpiis and phonographic supplies.

"There are other portions of the contract from which
it may fairly be aigued that all ■phonographs delivered
were to be phonographs of the contract' ; that is to say,
that the grantors could not sell or license phonographs
of any kind patented or unpatented except by permis-
sion of the licensee : yet the contracts m their entirety
together with the situation and circumstances are be-
lieved to require a restriction of the negative covenants
of the complainant's predecessors to the phonographs
and phonographic supplies manufactured under the Edi-
son patents and improvements prior to the dissolution ■
of the American Company and the sale of its assets.

"Clause 4 of the agreement of Feb. 6, 1889, seems to
support such view for it states that the phonographs
and supplies which were agreed to be delivered to com-
plainant were 'made and to be used under the patents
and rights herein described during the continuance of
this agreement'

USE OF PATENTS FOR TALKING MACHINES.

"I now come to a consideration of the question : Has
the defendant in the production of its talking ma:chine
used the patents, inventions and improvements made by
Mr. Edison during the period from Aug. 1, 1888, to
Feb. 18, 1896, the time of sale of the assets of the
North American Phonograph Co. '/ The affidavits read
on the motion show that the so-called gold-molded
records used by the defendant Jn the State of New York
were manufactured under Edison's basic patent No.
484,582, dated Oct. 18, 1892. The defendiint contends
that such patent is not infringed by the use or sale of
its product and to sustain infringement that it must
be proven that the defendant actually produced the pro-
cess within this state. Inasmuch, however, as the
rights of the complainant were contract rights, ihis
contention is not maintainable.

"That said process for sound-producing records v.-as
manufactured by the Edison Phonograph Works and is
used and sold by the defendant corporation to its cus-
tom.crs, jobbers and agents in the licensed territory is
undeniable. That the process was trivial and a mere
feature or step in the general process resulting in a
mold for making the record is thought unimportant.

VIOLATION OF INJUNCTION'.

"Edison patents Nos. 414,760 of Nov. 12, 1889 ; 430,-
274 and 480,278 of June 17, 1890, were used by the
defendant at the date of the injunction and in viola-
tion thereof, although such patents have since expired.
And the unexpired patents, Nos. 448, 780 of March 24,
1891 465,972 of Dec. 29, 1891; 484,583 and 484,584 of
Oct 18, 1892 ; 499,879 of .Tune 20, 1893, and 513,097
of Jan. 28, 1894, are used by the defendant in the
manufacture of its phonographs and supplies, and,
moreover, are used, let or sold in the State of New York
through its jobbers, dealers or selling agents in viola-
tion of ccraipiainant's exclusive rights.

"The defendant also continues to wrong-fully use pat-
ent No. 713,209, issued Nov. 11, 1902, subsequent to the
insolvency of complainant's licensor. Such invention
was held to have been made in 1888. as appears from
the decision of the Circuit Court of Appeals, in National
Phonograph Co. against Lambert. The defendant as-
serts that some of the patents enumerated are invalid
for lack of invention or prior use, and that others which
had first been patented in foreign countries have ex-
pired.

VALIDITY OF PATENTS IN SUIT.

"Under the circumstances of this case the defendant
must be estopped to deny the validity of the patents in
suit granted to Mr. Edison against this complainant.
These adjudications emphasize the point that a patentee
and a corporation controlled by him are in privity and
both are estopped to assert the invalidity of the patent
against an assignee thereof.

~"Nor can the defendant successfully insist that such
patents have expired since a prior foreign patent for
similar invention has become the property of the public.
The revised statutes. Sec. 4887, provide that patents
which have been patented previously in a foreign coun-
try shall be limited to expire with the foreign patent,
but as the right of the complainant was derived from
the exclusive license in controversy the limitation con-
tained in the statute is believed to be inapplicable. The
United States Edison patents on their face conveyed
monopoly rights for a period of seventeen years, and
they make no reference to any foreign patents. Al-
though in United Shoe Machinery Co., vs. Caunt, supra,
the defendant expressly obligated himself not to con-
test the validity of a patent licensed by him, I regard
the principle announced there as not inapt to the case
at bar.

"The next point argued by counsel for defendant is
that the defendant can without violating the terms of
the injunction si'll and license in New Jersey phono-
graphs and phonographic supplies for use in the terri-
tory licensed to the complainant. Tliis question is not
open for review or further consideration. In the
former decision it was held for reasons there stated that
the defendant had wrongfully invaded the territory of
the complainant.

CASE OF UNLAWFUL USE.

"A case of unlawful use of the patents and inven-
tions hereinbefore specified in complainant's territory
and a violation of the injunction granted on March 20,
19t)6. has been made out and such use of the phono-
graphs and suiiplies having been intentional the defend-
ant is guilty of contempt.

"The record of the trial and of this motion and briefs
submitted are tremendoTisly voluminous. The expenses
of complainant for printing, etc., and preparations of
this motion must have been large. Under the circum-
stances the judgment of the court is that the defendant
pay a fine of $2,500 — .$1,500 of which shall be paid to
the complainant for expenses incurred- in the prosecution
of this motion and the remainder to the United States.
Attaclime'nt ma.y issue accordingly."

The National Phonograph Co., when asked by
The World for an expression of opinion regard-
ing the above opinion, said they were very well
satisfied. Not a few contentions heretofore over-
looked by the court in the interpretation of the
so-called original contract were cleared up, as
well as the alleged perpetuity of certain claims.
This suit concerned the National Phonograph Co.
only and their trade was not affected in the most
remote degree as to lial>ility. An appeal had not
been affirmatively settled.

The complainants, through counsel, appeared to
be also in a pleasant frame of mind over Judge
Hazel's dicta. Of course, they held every jobber
and dealer in New York State woiuild be affected.
The learned attorney for the complainant, said
the defense were entitled to an appeal as a mat-
ter of right, but the review 'by a liigher court
would mean a definition of the scope of the or-
der above.

MOVING PICTURE MEN AT BUFFALO

Take Out Licenses Under Patents of Thomas
A. Edison — The Companies Interested.

(Special to The Talking Machine World.)

Buffalo, N. Y., Feb. 10, 1908.
At a meeting of the leading moving picture
manufacturers here on Saturday an arrangement
was made whereby these concerns will hereafter
operate under licenses issued by Thomas A.
Edison for his sprocket feed device, on which
the patent has been Anally sustained and ad-
judicated. This appliance is indispensable to the
automatic movement of the picture film in con-
nection with the projecting machine. The report
of a combination is nonsense. The companies
named in this agreement are the KinetO'Scope
Co. (Edison), Orange, N. J.; iSelig & Co., C. Kalin,
and T. Essansy, Chicago; the Vitagraph Co., New
York; Pathe's Cinematograph 'Co., and M. Mil-
lier's, Paris, France; S. Lubin, Philadel-
phia. The yearly income to Mr. Edison from
this source will be something handsome.

JONES VISITINa THE SOUTH.

Oliver Jones, of the Victor Co., left for a rather
extended tour of the South and Cuba Monday
evening, January 10th. Mr. Jones is known as
one of the hardest workers in the talking ma-
chine trade, and his many friends will be glad
to learn that he has lightened his labors by a
rather extensive reorganization of the office and
sales force, a wise move, and one which, in turn,
we hope will enable Mr. Jones to in some measure
lighten the load of General Manager Geissler,
who himself has, as every one knows, a "few
things" to do.

32

THE TALKING MACHINE WORLD.

r

COLUMBIA

FONOTIPIA

ANNOUNCEMENT

Tlie Columbia Phonograph Company now offers for the first time in America,
a series of records by world famous singers who'^ have been or now are under
exclusive contract with the Fonotipia Company, of Milan, Italy.

This unique organization stands foremost among the European companies
which are recording the voices of the great singers. It is an evidence of the
highest celebrity for a singer to be engaged by the Fonotipia Company, as only
artists of pre-eminent position are called upon to sing for them.

The remarkable collection of records which has thus been procured was not
put on sale in America until the Columbia Phonograph Company recently offered
its immense distributing facilities for placing them before the public.

Several of the artists are now in Xew York singing either at the ^letropolitan
or the Manhattan Opera House, and taking part in_^some of the finest perfor-
mances that have been witnessed in this country.

The records themselves are faultless examples of the art of recording and
manufacturing. They are clear and brilliant, and faithful in their portrayal of
the original voices.

The Columbia Phonograph Company produces the discs direct from the
originals as recorded in Europe, and each record bears the signature of the artist.
This is not only your assurance that the record is a genuine Columbia-Fonotipia
record, but it also means that the singer has heard the record and is willing to
let it go out to the world as a correct reproduction of his voice.

The agreement between these two leading musical organizations has now
made it possible for these records to be purchased in the United States and
Canada. In some cases the artists themselves have not yet been heard in
.\merica, but their fame has reached every land where grand opera is popular
or known. In every instance the singers here represented are beyond Cjuestion
the greatest living exponents of the lyric art known.

Even without the names of the artists they would sell as fast as you could
connect with lovers of classic music.

PViili those names, signed on every record-label, they will be money-makers
wherever people read the newspapers.

A beautiful advance catalogue is now on the press, listing 27 of the finest
records ever heard in either Europe or America, lie sure you see it quick.
Ask your jobber, or get it from any of our branches, or write direct to'

COLUMBIA PHONOGRAPH CO.

TRIBUNE BUILDING
NEW YORK

BONCI Tenor

The great tenor who startled the country last
season at the Manhattan Opera House and who is
now the star of the Metropolitan Opera House.

''He is a far greater artist than Caruso." — New
V'ork Journal.

4 1094-inch records at $2 each.
1 12-inch record at $3.

ZENATELLO-Tenor

By far the greatest star who has come to
America this season. He is one of the few great
tenors. His voice is full and ringing and his
phrasing is graceful. His records are loud, clear
and brilliant.

3 1094-inch records at $2 each.

BASSI— Tenor

The famous tenor of the Manhattan Opera
House, whose suave and tireless voice has won
for him laurels in the greatest opera houses of
the world. His records proclaim him one of the
most finished artists of the musical world.

1 10^4-inch record at $2.

SAMMARCO— Baritone

The great baritone whose triumphs at La Scala
Theatre of Milan have been repeated in New
York at every performance at which he has ap-
peared. Undoubtedly one of the greatest singers
who has ever come to America.

3 10%.-inch records at $2 each.

STRACCIARI-Baritone

The baritone "star" of the Metropolitan Opera
House. The tribute of applause which is every-
where accorded him in the fullest measure can be
well understood by those who hear his records.
1 ia=|£-inch record at $2.

DIDUR— Basso

Didur is the splendid new basso of the Man-
hattan Opera House, New York City. His voice
is deep and pleasing and his .records are surpris-
ingly natural.

3 10%-inch records at $2 each.

RUSS -Soprano

Giannina Russ was one of the first great singers
who came to the United States to sing at the
Manhattan Opera House. She is a finished artiste
and has not only captivated New York by her
voice, but by the great ease with which she uses
it. Her records are faultless.

3 10%^-inch records at $2 each.

PACINI— Soprano

Pacini is described in Italy as the best example
of the perfect soprano. Her voice is of the purest
type and seemingly unlimited as to vocal ettect.
Although she has never been heard in America,
the records of her voice will be sufficient to make
her famous here.

2 in-i4-hich records at $2 each.

BAR RIENTOS— Soprano

A wonderful singer who has not yet been heard
in the United States, but whose records are nothing
less than perfect. They are pure, sweet and mar-
velously sensitive.

3 10%-inch records at $2 each.

KUBELIK-Violinist

Perfect records of this "Wizard of the \'ioIin."
Kubelik's mastery of his instrument is so complete
as to place him far ahead of all other living per-
formers. The records we list are absolutely true
to the playing of the master himself.

3 10%-inch records at $2 each.

LA SCALA CHORUS

A record of unique interest, as it portrays the
opening chorus of "La Favorita" exactly as it is
sung on the stage of the most important opera
house of the entire world. This is a distinct tri-
umph in record making.

1 lU%-incii record at §2.

THE TALKING MACHINE WORLD.

33

BROUGHT TO TERMS.

How a Chicago Paper Came to Change Its Re-
flections on the Talking Machine — Days Are
Past When This Kind of Thing Can Con-
tinue With Impunity.

(Special to The Talking Machine World.)

Chicago, 111., Feb. 10, 1908.

FOR SALE, MY GRAPHOPHONE.— When I
you ai-e tired of your Graphophone you can I
sell it through our classified columns. I
X X

'Many thousands of Chicagoites saw this ad-
vertisement of a leading Chicago daily in the
street cars some time ago, and it very speedily
came to the attention of C. E. Goodwin, manager
of the talking machine aepartment of Lyon &
Healy, and the atmosphere became at once super-
heated.

Lyon & Healy took the matter up with the
paper, telling that it was gratuitously hurting a
great industry. The advertising department said
that they would change the card. A'bsolutely
nothing was done, however. Then Mr. Benja-
min Jefferson, the Lyon & Healy advertising
manager came out into the open and called on
the paper in person. He was practically told that
he was' butting in, and the obnoxious advertise-
ment still continued to exercise its mission of
Simon blue cussedness. In the meantime Mr.
Jefferson notified the Victor and Edison com-
panies regarding the matter and enlisted their
aid. They wrote the paper wanting to know
why they insisted in their reflections on the
talking machine. Still nothing was done. The
end of the year came and with it a representa-
tive of the advertising department of the daily,
■seeking- to renew their contract for advertising
with Lyon & Healy, and, which amounts to about
$20,000 per year. Mr. Jefferson absolutely failed
to see the point. He did not deny that the paper
was a good medium or that they got good re-
sults, simply in respect to this particular daily
he failed to see the point. Just about this time
something like an earthquake happened in the
office of the daily paper. The general manager Of
the advertising department had been West re-
cuperating on a ranch. He came home on the
wings of the morning, and called at the office
of the advertising department of Lyon & Healy
before breakfast. The interview with Mr. Jef-
ferson is said to have been one of the most not-
able in the history of the trade. A com-
plete report is not available, but we can judge
it by the result. Within a few days the copy
of the paper's card was changed to read as
follows:

X — X

IP YOU WANT TO RENT YOUR FRONT
ROOM, advertise in this paper.
X X

WISDOM FROM DOUGLAS ITEMS.

Aside from the distinctive merit of the goods
— machines, records and essential supplies — han-
dled by the Douglas Phonograph Co., 89 Cham-
bers street, New York, the wisdom emanating
from the editorial pen of C. V. Henkel, president
and general manager of the company, anent gen-
eral conditions and how to meet and overcome
obstacles in the selling proposition should not be
overlooked. In the sprightly February issue of
Douglas Items, Editor Henkel seems to have
given some attention to the precepts of Solomon,
or someone else who knew what he was talking
about, as witness the pertinence of the appended
observations :

"Our captains of finance and industry — as a
unit — predict a prosperous year for 1908. Mere
predictions, Mr. Dealer, will not bring about this
result as far as you are concerned.

"Some people think prosperity means a time
when buyers are so anxious to part with their
money that it requires the assistance of a couple
of policemen to keep them in line. When you
make a legitimate profit on the capital invested
in your business, you are prosperous."

Other paragraphs are equally timely and redo-
lent of horse sense, consequently the progressive
dealer would study the welfare of his own busi-
ness by placing himself on the waiting list of the
Douglas Phonograph Co.

EDISON PASSES 6 1ST MILESTONE.

The Birthday of the Great Inventor Honored by
His Associates — Just a Big Family Reunion.

On February 11 Thomas A. Edison passed the
sixty-first milestone of his life. In commemora-
tion of the anniversary the chiefs of the factory
and business departments at the Edison plants
(Orange) gave their honored principal, the world-
known inventor and original genius who dis-
covered the phonograph, developing and perfect-
ing this marvel of modern civilization, a dinner.
This is the second event of the kind, which was
held in the Dutch room of Krueger's Auditorium,
Newark, N. J. The tables were arranged in the
form of the letter E, and William E. Gilmore,
president of the National Phonograph Co., and
other of the Edison enterprises, presided, acting
as toastmaster, a function he filled admirably.
The sole guest of the evening, Thomas Alva Edi-
son, sat at Mr. Gilmore's right, with James
Burke, an electrician of note, at his left. The
"wizard" was in a particularly happy frame of
mind, and when oif duty and away from his
laboratories, he is the personification of jovial
good nature, enjoying everything to the fullest
extent.

As is customary, the songs of the day were
made the most of, with Mr. Edison as the theme.
The verses were written by Walter H. Miller,
manager of the Edison recording laboratory, and
the solos were rendered in capital style iby Harry
Anthony, with a tenor voice like a flute, and
Ed. Meeker, whose rich baritone resembled the
sweet tones of the French horn. Both are on
the record staff of the Edison talent, pne of
these songs, a parody on "Harrigan," follows:
"Who is the man that is with us here to-night?
Edison, that's him.
Who is the man that is sitting on his right?

Gilmore, that's hini.
For we're just as proud of them both as you can see.
As any man in the world could be.
Who is the gent that is crazy to experiment?
Edison, that's him.

Chorus.

E-D-I-S-O-N, a grand old man is he,
Proud of all the Yankee blood that's in him.
Never a word a man can say against him,
Edison, he's always in the swim.

Is a name that a shame has never been connected with,
Edison, that's him.
Another, a take off on "I'm Afraid to Go Home
in the Dark," which was greatly enjoyed by Mr.
Edison, is appended:

"The wizard has a battery, of storage type maybe.
It keeps him working overtime, such faith in it has he.
Sometimes he goes without his lunch and often stays ail
day.

That doesn't worry him a bit; such work for him is
play.

When Mrs. E. demands the reason why,
Says he, 'I'll tell the truth or die.

" 'Madam, dear, just listen here ; I'm afraid to go home

in the dark.
The muckers are all ready to go upon a lark.
If I don't stay down at the laboratee-
They'll think I'm an easy mark.
There is no place like home, sweet home,
I'.ut I am afraid to go home in the dark.' "

There were no speeches, and after the singing
the latest kinetoscope pictures were enjoyed. The
following were present: R. A. Bachmann, W. G.
Bee, W. M. Brodie, F. A. Burnham, Jr., W. H. A.
Cronkhite, D. A. Dodd, F. K. Dolbeer, N. C.
Durand, F. L. Dyer, W. E. Gilmore, J. B. Helm,
A. M. Hird, A. C. Ireton, W. S. Mallory, L. C. Mc-
Chesney, H. F. Miller, John V. Miller, W. H. Mil-
ler, J. H. Moran, A. T. Moore, H. I. Moyer, C. S.
Osborne, Fred Ott, William Pelzer, E. H. Rogers,
Walter Stevens, A. P. Waterman, Peter We'ber,
A. Westee, C. H. Wilson, Albert Wurth, Charles
Wurth.

MR. EASTON MEETS WITH ACCIDENT.

Coming in to New York from his home at
Areola, N. J., on an express of the Susequehanna
& Western Railroad, January 23, Edward D.
Easton, president of the Columbia Phonograph
Co., General, had a miraculous escape from death.
He was accompanied by William Morse, recently
of the company's wholesale selling force, and as
they were passing from one car to another, and
while rounding a sharp curve, a lurch of the

train, loosening Mr. Baston's hold on the plat-
form rails, threw him off. Mr. Morse, missing
Mr. Easton, had the train stopped at once and
backed up, when they found him lying alongside
the track in a semi-conscious condition. Mr.
Easton was taken at once to the Hackensack
Hospital, and on an examination his head was
foirad to have been severely cut, and otherwise
bruised as he landed on his left shoulder. Mr.
Easton was removed to his home later and this
week the reports of his condition from the physi-
cian in charge are very favorable.

VICTOR CO.'SJ^INE SHOWING.

Their January Business Shows an Increase of
25 Per Cent. Over December — Improvement
in Trade Most Marked.

(Special to The Talking .Mni'liino Wurld. i

Camden, N. J., Ftb. 11, 1908.
It will no doubt be reassurin:; to the talking
machine industry to leavn that the January busi-
ness of the Victor Co. was almost 25 per cent,
ahead of December business in records, and ma-
chine shipments showing no falling off. Louis
F. Geissler, general manager, said: "Up to date
in February, our record shipments are the best
for the same number of days in any month since
November, the machine shipments for the same
date a small percentage behind recent months,
so that on the whole, it seems that the talking
machine industry is the least hurt of any so far
reported. It would seem to be a department that
music dealers and merchants can push to^ ad-
vantage during these strenuous times. People
wish amusement, and there is no divertisement
so entertaining, versatile and cheap as the talk-
ing machine."

0. A. GRESSING APPOINTED MANAGER.

(Special to The Talking Machine World.)

Chicago, 111., Feb. 12, 1908.
O. A. Gressing, well known to the trade in
Chicago, and in fact, throughout the country, has
been appointed manager of the St. Loiiis Talk-
ing Machine Co., of St. Louis, distributors for the
Victor talking machines. Mr. Gressing, who has
made Chicago a sort of unofficial headquarters
for some time past, left a day or two ago for
the Victor factory at Camden, N. J., to post up
before going to the Mound City to assume his
new duties.

Mr. Gressing resigned as traveler for Strich &
Zeidler, piano manufacturers of New York, in
order to go with the St. Louis company. He has
a wide acquaintance with the music dealers in
the Southwest, as well as in other sections, and,
besides a' good salesman, and a man of unusually
fine personal qualities and address has had ex-
tensive experience in the line of credits and
office management. He is well fitted for the re-
sponsible position which he has been called
ui)on to assume.

MUSICPHONE CO. INCORPORATED.

The Musicphone Talking Machine Co., Jersey
City, N. J., have been incorporated with a capi-
tal of $100,000 for the purpose of manufacturing
talking machines. Incorporators: Fred Knowl-
ton, E. J. Forham and W. B. Allen.

The Gibbs stop attachment for Edison Home
and Standard phonographs referred to in an ad-
vertisement elsewhere has come in for much fa-
vorable notice from the trade.

BUSINESS FOR SALE

A large and profitable Talking Machine and
Sporting Goods Business; established 14 years
in city, population 35,000, 25 miles from N. Y.
City. Lines handled are Edison, Victor, Zono-
phone and Columbia. It presents an opportunity
for someone to step into a prosperous going
business and make money. I will sell all or a
substantial interest to a good live man with a
good capital; prefer to sell all on account of
poor health; only those meaning business write;
all matters pertaining to same held strictly con-
fidential. Address "OPPORTUNITY," care Talk-
ing Machine World, 1 Madison Ave., New York.

34

THE TALKING JMACHIKE WORLD.

Our Always Complete Stock of

EDISON

Phonographs and Records

Is in better condition than ever before.
This fact should interest Country Dealers.

It will save expense and delay to have
of your orders filled and shipped the day received.

100^"

A SUGGESTION:

When New Customers are scarce, get busy with your
Old Customers ; sell them any of the following :

Practical and Useful Accessories

EUREKA RECORD CABINETS^F^^tectmn and accessibility combined. A place
FOR DISC OR CYLINDER RECORDS ' lot cach Tecord and each record in its place.

TRUETONE AMPLIFYING HORN ^^^^^ entirely of wood, improves the tone
FOR CYLINDER OR DISC MACHINES ' and Increases the volume.

MORRISEY REPEATING AT lACH WENT ^Easily attached-no holes to dmi -
FOR EDISON HOME and TRIUMPH PHONOGRAPHS ' Quiclcly adjusted to any length record.

I^II KFQI VKfT riF'l/irT ^ ^^-^'^ Edison Standard Home and Triumph Phonographs.

WW U_j£B.M_Jkr91_J I Ji!&Mll W JL^^MIi ^ AutOnidliCdlly '!^'">''' '.'"^ machine at the end of a record

Starts the machine when placing record on mandril.

rr|T r|¥]\T|^ If ODIVC ^ Searchlight metal and Ideal leather.

F VFljLFIillO IlvFIl.l^j|i^ convenience in carrying machines from place to place, etc.

\-w f T'r|l\IF'Ql IVyiOrilF'IF'K ^ ^ sound regulator for Victor Taper Arm Machines, adds
'-'^ lVl\f Oir lUili./ no weight to speaker— operated while machine is playing.

Nil We carry in stock all Standard Supplies and Accessories
• HORNS, CRANES, CARRYING CASES, etc., etc., etc.

THE TALKING MACHINE WORLD.

36

TIMELY TALKS ON TIMELY TOPICS

The matter of insurance on stock is one ol
prime importance, and the companies are posi-
tively opposed to accepting other than a flat
valuation for records. Seemingly they cannot
understand or are indifferent to the distinctions
of high-price operatic and the average record.
This applies to discs mainly. In cylinder rec-
ords the appraisement is easily made when a
loss is to be adjusted, as the cost is fixed and,
barring a certain list of opera selections, can be
easily ascertained. With discs it is different, but
the distinction and the difference the fire insur-
ance companies are not disposed to recognize.
In other words, they bluntly refuse to accept a
risk unless a flat valuation is designated in the
policy. Concerns who have had this experience
rather than jeopardize their business, have named
60 cents as a fair figure, to cover every grade
of record in the event of a fire loss.

While on the question of records, some of the
best-informed and most intelligent jobbers and
dealers are raising objections to the reproducing
of the same music selections by different voices.
It is admitted varying grades of quality and
finish are created by this practice from which a
dealer can make his choice. The dealer, on his
part, feels disposed to order all the numbers of
this kind, judging there might be a call for the
entire issue. At the same time it is urged were
only one record of this kind listed, the public
would be just as well satisfied, and the dealer
would not take the chances of accumulating
dead stock, to say nothing of the resulting con-
fusion.

Speaking of dead record stock, the views of
Bmil Rink, general manager of the Interna-
tional Talking Machine Co., of Berlin, Germany,
appearing on another page, are an interesting
contribution to this vexing subject. He frankly
admits the problem of overcoming this disturb-
ing factor in the trade is no light task, and the
remedy proffered by his company and allied in-
terests is a step in the right direction. Mr.
Rink is an extremely practical talking machine
man, and his study of every phase of the sub-
ject has been close and attentive, with the object
of removing as many obstacles and eliminating
as much friction as possible in the transaction
of a profitable business to the manufacturer,
jobber and dealer, a consummation devoutly to
be wished.

The record exchange proposition is a for-
midable one, as the manufacturers frankly ad-
mit. It has been an open question whether such
an institution is to be a permanent or only an
occasional relief. Considering the maintenance
of the protected price, whereby a dealer cannot
make a "bargain" or ("sacrifice" sale in order to
clean up slower-moving or absolute "dead"
goods, there should be a way out of the dilemma.
One of the latest comers in the record-making
field bind themselves to a quarterly exchange.
The plan is said to work well, so far. The large
companies may eventually adopt something of

this kind; perhaps at not so frequent an interval,
but they would be obliged to install a permanent
department to care for so impressive a depar-
ture. In the meantime the matter of creating
an exchange of records with customers is being
broached. The arguments advanced favoring
such a radical step sound plausible in the ab-
stract, but when it is regarded as a concrete
proposition it is glanced at askance. Perhaps
more will be heard of this suggestion in the
immediate future, but it must be submitted in
a more substantial form, with the haziness of
the dreamer removed, else it will receive short
shrift.

With the general "knocking" being indulged
in by artists and composers regarding the me-
chanical music maker, player-piano and talking
machine, it is quite a relief to hear these in-
struments praised and in a sincere way, too.
Mary Garden, one of the stars of the Hammer-
stein opera company, is quoted as follows in
Everybody's magazine:

"One great drawback for the masses here is
that the opera season lasts but a few months,
and that the prices of the limited number of
representations during that brief period are so
very high that the people generally cannot afford
to go. It is dreadful to me to realize that it is
the very people whose souls long for music, and
who sooner or later will, I believe, be the chief
factors in building it up here, as ,they have been
in Europe, who are now denied the opportunity,
not only of satisfying themselves, but of lending
their aid to the spread of art feeling and com-
prehension.

"That there is a distinct longing for music
among the masses is indicated by the enormous
demand for the music furnished by the mechan-
ical piano and the various talking machines.
These clever devices have brought the great
compositions and the great artists within the
reach, indeed within the homes, of almost every
one, and have brought them there without the
handicap of critical cant or of- absurd preten-
sions to knowledge."

On the occasion of his sixty-first birthday, Feb-
ruary 11, Thomas A. Edison, inventor of the
phonograph, and a world wonder when the meas-
ures of his accomplishments are recorded, was
the guest of his associates in the Orange. N. J.
plants and in the business departments of ■ his
several companies, in the evening at a dinner. It
was an informal affair, but it is an occasion,
this being the second event of the kind, when
Mr. Edison is surrounded by his intimate friends
and co-workers. Unless absorbed in the unravel-
ing of some knotty scientific or mechanical prob-
lem, Mr. Edison is the ideal democrat in man-
ners, speech and appearance. Nowhere is this
kindly disposition, coupled with his natural mod-
esty and simplicity of bearing, so emphasized as
at this birthday party. Never a speechmaker he
enjoys the compliments, fun-making, stories,
singing and the entertainment features, with the
frankness and unconventionality of a boy, and.

so to speak, "joy is unconflned." This year s
annual reunion, with Mr. Edison as the sole
guest, has been no exception to the pleasure, ,
which is mutual, and the "wizard of the world"
is to be congratulated on his excellent physical
and superb mental condition despite his sixty-
one years of an honorable and brilliant life.
Many fine tributes have been paid the subject of
these remarks by prominent newspapers apropos
the anniversary celebration.

A book — only another one, by the way — just
published is a life of "Thomas A. Edison," by
Francis A. Jones. The author says in its prepara-
tion he had "the assistance of Mr. Edison him-
self, of Mrs. Edison and of many friends of the
inventor." This, may b§ true but, at the same
time, the officers of the National Phonograph Co.,
who meet Mr. Edison daily, say Mr. Jones is
unknown to them. However, that is neither here
nor there. The work is not particularly
valuable from a biographical point of view, yet
its appearance at this time is a happy coincidence
and proves the great public is keenly alert to the
magnificent work this wonderful man has done,
and every scrap of information concerning his
history, personal habits and characteristics are a
never failing source of interest. Hoch der
Edison!

A news report from sunny Italy is to the effect
that the leading operatic singers, male and
female, are leaving for the United States as rap-
idly as offers are being made for their services.
So fast has this been going on that the depletion
is being commented upon in rather a sad tone by
the vocal authorities over there. In fact, this
feeling has reached so acute a stage that the
Italian newspapers, in a mournful strain, ex-
press their dissatisfaction by saying, if this
wholesale departure for America continues, "after
a while we will have to depend upon the talking
machine records for the famous voices of our
land." At that our foreign friends have good
cause for satisfaction, if not altogether pleased
over the situation, as the records represent the
very best efforts of the vocalists reproduced in
a masterly finished style.

Why the double-faced or duplex records do not
command a better sale here than abroad puzzles
the people interested in the export trade. In Europe
and South American countries these records are
indispensable, if the reports of those familiar
with the branch of the business can be relied
upon. These experts declare it is a waste of
good material to simply use one side of the
record when the other is vacant or idle. To fol-
low the facts, the experiment has been tried here,
but without success, and those acquainted with
the efforts made aver the trial was not along
the proper lines. That is to say, the samples
sent the trade were few, and the price was no
inducement. In other words, those who are firm
believers in the future of the duplex record in
domestic trade say the price should be little if
anything above that of the ordinary disc. The
attempt to charge nearly double the price is
futile if not absolutely folly; and until this
policy is adopted the double-face disc will continue
to remain in innocuous desuetude.

(.Continued on page 38.)

IBL-E MORN

Victor H.
Rapke,

1661 Second Ave.,
NEW YORK

HasNoEqual

Model No. I
List Price, $5 i

ORDER

THROUGH
YOUR JOBBER

36

THE TALKING MACHINE WORLD.

THE PROMISE A

QuicK Hits and J
the Place of

Aivd "The One Big Leak" is Being
Plugged, Sure Eivoxigh

Hits while they are hits, and no
more monthly lists."

We intend that all the record "hits"
we issue shall take hold with the public,
just as our January announcement took
hold with the dealers. |

And we couldn't hope for anything
better than that.

If by any possibility you didn't gather
the full significance of our announcement
last month you ought to re-read this one
paragraph :

"As manufacturers, we could keep
this monthly list business going indefinite-
ly : and likewise we are probably best able
and most willing to assume all the re-
sponsibility of putting an end to it. We
know that, just as we have been the
pioneers in this business for twenty years,
it is up to us to be the pioneers now. The
burden of forty or fifty new records every
month, with the consequent load of over-
stocking and deadstocking, is a burden
that the dealer knows is getting, more
unbearable every month, and we propose
to take that burden off our dealers'
shoulders at once, whether anybody else
in the trade follows us or not.

The dealer's prosperity is ours — of
course — and the dealer would not prosper
much longer, if this one big hole in his
cash drawer couldn't be stoppered.

TRIBUNE BUILDI

Columbia Disc and Cylinder Hecords fit any Talking Machine and /I

THE TALKING MACHINE WORLD.

37

ND

THE

PROOF

ure Sellers TaKe
Monthly Lists

Six new Columbia records have just been placed on
sale without regard to the calendar.

Four are from "A Waltz Dream" — the new musical
piece that has just made a sensation on Broadway; .these
four most emphaticall}' come- under the head of "hits," and
they are out, and turning into cash several weeks ahead of
the old plan — special printed matter and window-strips
ready to help the dealer make the turn-over.

Two others are more of the "Merry Widow" music,
and are sure to be big sellers.

"WALTZES FROM THE OPERETTA "A WALTZ DREAM."
A perfect record of the orchestral part of the production which
all New York is talking about, and which furnishes the musical
theme of the piece.

Columbia XP Cylinder Record No. 33222. Columbia 10-inch Di.sc No.
3763, played by Prince's Orchestra.

"PICCOLO." A "huffo-duet," happy and captivating from
beginning to end. The words are clever and the music is of
extraordinary merit.

Columbia XP Cylinder Record No. 33223. Columbia 10-inch Di.sc
Record No. 3764. Soprano and Baritone. Duet by Miss Stevenson and
Mr. Stanley. Orchestra Accompaniment.

"LOVE'S ROUNDELAY." This is one of the distinctive tri-
umphs of the performance and carries the air which runs all
through the opera.

Columbia XP Cylinder Record No. 33224. Columbia 10-inch Disc
Record No. 3765. Baritone and Tenor Duet. Sung by Mr. Stanley and
Mr. Burr, Orchestra Accompaniment.

"KISS DUET." A languorous, dreamy, divine, ecstatic kiss-
ing song which will fire the coldest heart, besides- charming every
listener with the unusual character of the music.

Columbia XP Cylinder Record No. 33225. Columbia 10-inch Disc
Record No. 3766. Soprano and Tenor Duet. Sung by Miss Marsh and
Mr. Van Norden, Orchestra Accompaniment.

"MAXIM'S." Tenor solo by Harvey Hindermeyer, with
orchestra accompaniment. The gayest, happiest, most rollicking
solo in the entire production. Recorded on Columbia Records
exactly as sung in the operetta.

Columbia XP Cylinder Record. No. 33221.
Record, No. 3761.

Columbia 10-inch Disc

"WOMEN." The instantaneous chorus hit; tuneful, melodi-
ous, yet as lively and as jolly an air as has been heard for a long
time.

Columbia XP Cylinder Record. No. 33220. Columbia 10-inch Disc
, Record. No. 3762. Sung by the Columbia Male Quartette, with orchestra
accompaniment.

This is just plain MONEY. Don't
miss your share.

Jobbers and Dealers say it's the
"Best Move in Five Years"

A new "standing-room-only" operetta has just made
New York sit up and take notice

EDWARD JOHNSON AND SOI'UIIO DRANllT
In the "Kiss Duet."

"A WALTZ DREAM"

and the records are already on
sale through Columbia jobbers

p It Co m pany, Gen'l

IG, NEW YORK

jft'c it sound almost as good as the Columbia Graphophone

38

THE TALKIISG MACHINE WORLD.

TIMELY TALKS ON TIMELY TOPICS.

yConlinued from page 35.)
It is very gratifying to know that the daily
newspapers throughout the country are becom-
ing sensible that to ridicule and belittle the talk-
ing machine as a source of entertainment and
pleasure is neither fair nor just. An editorial
in a recent issue of The World on this subject
has been copied by a large number of the lead-
ing papers, which have added further comment,
indorsing and heartily approving the views
therein expressed. The following • from the
Buffalo (N. Y.) News reflects the corrected atti-
tude of the journals that have seen a "new
light," their opinions being in the same vein:
"The wonderful popularity of the phonograph
and the extent to which it is aiding the introduc-
tion of good music into American homes is
shown by the record of sales for 1908. More
than half a million machines were sold during
the year. In addition to this the sale of records
totaled 40,000,000. Thoughtless writers and ar-
tists "of various newspapers have used the phono-
graph as sort of a stock subject for cheap ridi-
cule, but its popularity is the talking machine's
best defense."

BUSINESS SHOW CLOSES

At the Coliseum, Chicago — Exhibitors Very
Well Satisfied With Results — Edison Busi-
ness Phonograph Co. and Columbia Phono-
graph Co. Represented — The Former an Out-
growth of the National Phonograph Co.

(Special to The Talking Macliine World )

Chicago, 111., Feb. 8, 1908.
The Business Show, which comes to an end
at the Coliseum to-night, is not quite as big an
affair in point of number of exhibits or in at-
tendance as the previous shows, but it has been
an eminently successful one from the viewpoint
of the exhibitors. There has been a more strict
regulation of attendance — fewer children and
mere rubberneckers. The two exhibits of com-
mercial talking machines have fared very nicely
indeed and those in charge of them speak of
many active prospects and a number of actual
installations during the week as a result of their
displays.

The Edison Business Phonograph had a fine
representation as usual, but it was made under
the name of the Edison Business Phonograph Co.,
instead of the National Phonograph Company,
and thereby hangs a tale which can best perhaps
be told in the language of an official statement as
follows:

"We are now ready to make the selling of
Edison Business Phonographs a dealer's proposi-
tion. For three years we have' been selling these
machines direct, through our own branches. We
did this that we might personally supervise their
use in business houses, learn of any shortcomings
in the system and correct them. In short, for
three years we have been experimenting with the
result that we are now ready to offer the busi-
ness world a "voice writing" system that is per-
fect. To take up the distribution of these ma-
chines in a national way we have organized the
Edison Business Phonograph Co.. have discon-
tinued the branches of the parent company (the
National Phonograph Co.) and will appoint
dealers in each locality to sell the machines.
We will maintain three distributing points. New
York, Chicago and Atlanta, for the prompt ship-
ment of goods and will have a corps of traveling
salesmen for securing agents and giving them
every assistance in their work. The thousands
of Business Phonographs now in use and making
good is but an opening wedge to sales that will
equal the typewriter business of the country."

The exhibit was in charge of Edwin C. Barnes,
western manager, assisted by J. D. Pahlman and
C. A. Bergston. It showed the new eight-minute
Edison business phonograph, and the spi ing mo-
tor which runs thirty minutes and rings a bell
when almost run down. Special stress was laid
on the new alternating-current motor which does
not vibrate, does not get hot and consequently
does not burn out. Frequent demonstrations
wore made for the benefit of Interested visitors

and they were many. Handsome souvenirs in
the shape of beautiful reproductions of the very
latest photograph of Mr. Edison were distributed.

The Columbia Phonograph Co. had, as usual, a
notable display in the north end of the hall, de-
voted to the Columbia Commercial Graphophone,
in charge of W. W. Parsons, manager of the

Common Pleas court last week by Henry E.
Cleveland, a stockholder. The company was
organized for the purpose of manufacturing
phonograph records, but never got past the pre-
liminary stages. The plaintiff alleges that the
company is not carrying on the business for
which it was organized, that It is being mis-

J.l'l^i.i-X l;ui..TH AT BtSIXESS SHOW.

Commercial Graphophone branch, and E. A. Par-
sons and Miss Mclntyre expert demonstrator.

The full line was shown to good advantage. A
shaving machine was in evidence in a prominent
location near the aisle and E. A. Parsons is
authority for the statement that a country barber

managed, and is daily incurring expenses with-
out any business from which it will receive an
income, and that it is unable to pay its obliga-
tions.

The tangible assets are valuable only in con-
junction with its intangible rights, the plaintiff

LUMBIA PHONOGRAPH CO. ;v

COI.lMltl.V P.OOTI1 .VI ItrSI.NE.SS .SHOW.

viewed it with bulging eyes, remarked that he
never knew "gosh darn it. that they had got so
far as to shave people by machinery," and w'anted
to get prices and terms instanter.

A sign well displayed invited anyone to come
in, dictate a graphophone and let us transcribe
it to show you. Many took admntage of the
offer and in this manner sent a letter with a
minimum of effort on their part to the dear ones
at home, telling them all about the show and
their experiences thereat. The Parsons were well
pleased with the results of the exhibit in a busi-
ness wav.

alleges, and he says that unless a receiver is
appointed to sell the property and divide the
proceeds among the stockholders, creditors will
levy on the assets and dispose of them at a loss.

WANT RECEIVER FOR TACOMA MFG. CO.

I S|ii>iiiil 1(1 'I'lic 'I'lilldiif; Mncliliu- Woilil.)

Toledo. O.. Feb. .5. 1908.
Application for the appointment of a receiver
for the Tacoma Manufacturing Co. was made to

The name "Edisonia." as applied to talking
machine concerns or moving picture places, can-
not be used without the consent of Thomas A.
Edison. This is the decision of the United ^ates
Circuit Court, Philadelphia, Pa., in a suit brought
by Mr. Edison against James McCusker, pro-
luietor cf an amusement parlor in tiat city.
The ptM-nianent writ of injunction and the decree
wore issued .Tan. 7.

The Talking Machine Co.. of Chicago, were not
affected by the fire which occurred in their build-
ing on Fel). imh.

THE TALKING MACHINE WORLD.

3d

'TALKER" USED TO GIVE RETURNS

At Recent Municipal Election Held in Belfast,
Ireland — Papers Slow in Comparison.

(Special to The Talking Machine World.)

Belfast, Ireland, Feb. 3, 1908.
The talking machine enjoyed what is popularly
described as "a field day" on Jan. 15, in connec-
tion with the Belfast municipal elections. Under
special arrangement made between the Citizens'
Association and T. Edens Osborne, the name's of
the successful candidates for each of the thirteen
city wards (or districts) were, as soon as offi-
cially declared, recorded by the said gentleman
personally on a Pathe blank placed on an Edison
"Standard"; the record thus made was instantly
transferred to a "sound-magnifying Columbia
phonograph," and reproduced, in fact, "thundered
forth," through a 56-inch copper trumpet from
the second fioor of the association's ofiices, to a
dense crowd assembled in the leading thorougli-
fare of the city — Royal avenue. Simultaneously
the same information was flashed on a screen
(erected at a right angle to the facade of the
building), by a limelight lantern. This novel
combination of light and sound appealed to both
eye and ear of the assembled citizens, and was
warmly appreciated. Evidently the Belfast even-
ing papers — who made no allusion to the demon-
stration— were jealous becalise the crowd re-
ferred to had been phonographed the election
results long before the said papers could para-
graph the news in "cold type."

LIST PRICES AND DISCOUNTS.

The Subject of a Very Interesting Chat With
J. Newcomb Blackman — Why Small Manu-
facturers Fail to Sell More Supplies.

List prices and discounts and their effect on
the sale of supplies have been the subject of
careful study by J. Newcomb Blackman, pro-
prietor Blackman Talking Machine Co.. and

in a recent chat with The World, he said:
"We are almost daily approached by people
who have something new to offer in the talking
machine supply line. In most cases the list
price is so high that the retail sale would be
very limited. In other cases the discounts
offered to the jobber and dealer are so small as
to offer very little inducement.

"The successful sale of an article depends
first upon its merit; second, in standing back of
the goodj; third, in a liberal campaign of ad-
vertising, to let people know that you have
something good to offer; fourth, in providing
profit for the jobber and dealer that will pay him
to fill the demand and push the further sale of
the goods.

"I am often criticized for not selling many
articles because the discounts are not suflieient
for both jobber and dealer, but this is usually
where the profit is less than is made on ma-
chines and records.

"Records and machines are sold by the thou-
sands, and fortunes are spent by the manufac-
turer in creating a demand. I therefore argue
that the dealer or jobber cannot be expected to
create the demand on a small supply article, and
then be satisfied with much less profit than he
makes on machines or records. I have made it
a point on whatever supplies I market to make
the list price low and the discounts large for
both the jobber and dealer, for I do not think
that small articles will receive the attention that
is required to make a success unless the profit
is at least as much as on machines and records.

"The talking machine and record business is
so firmly established on a price restriction basis
that it is also essential to offer the same protec-
tion when possible even on supplies. I would
rather sell 10,000 of an article of merit under
a liberal policy than 5,000 bringing the net
profit the same but without a liberal policy, for
in the former case the additional 5,000 sales
advertise and stimulate the further sale of the
goods. These facts may enlighten some manti-
facturers of supplies and account for the failure
of large sales in some cases."

CASH SALES PREDOMINATE

In Cincinnati With an Increasing Demand for
High Grade Machines — A Clever Wurlitzer
Window — Run on Merry Widow Records —
Link's Clever System of Handling Records.

(Special to The Talldng Machine World.)

Cincinnati, 0., Fdh. 12, 1908.

The trade conditions in and about Cincinnati
during January have been peculiar — much out of
the ordinary. Business has been good, but sales
have included few large orders, and everything
is on a cash basis. The peculiar feature is that
record-breaking sales of last fall should have been
almost wholly along credit lines, and when busi-
ness subsided to more conservative proportions,
that no credit was asked, but the cash was imme-
diately forthcoming. An unwarranted over-de-
veloped conservatism is probably the explanation.

The house of Wurlitzer reports a gradual and
gratifying betterment of business conditions gen-
erally, and as usual, are contributing their share
toward bringing it about. One of the Wurlitzer
show windows that has attracted much attention
on Fourth street contains an original exhibit in
the form of a Japanese pagoda built of Japanese
bamboo, and the "fiber needle" in the various
stages and processes of manufacture, from the
rough stalk to the highly polished "fiber needle."

The. Kentucky tobacco troubles have affected
the local jobbers considerably, and until they are
settled in some way, the effects will prevail.

The salesmen throughout the town whose
duties demand that they become familiar with
the "airs that charm," especially referring to the
handling of records and sheet music, are of one
mind with the victim or hero of the new song,
"I'm Looking for the Man that Wrote The
Merry Widow." If there ever was a drive — a
piece of music that was a fad, "The Merry
Widow" is it. Whenever a customer steps up,
the salesman automatically and unconsciously
reaches for the record or the music of "The
Merry Widow."

George' H. Link, 1711 Vine street, has a very

INDESTRUCTIBLES ARE TRUMPS

And wc hold the Tftimp Catd

The Norcross Reproducer

Constructed Especially for Indestructible Records.

Produces an unparalleled volume of tone, and immeasurably superior to anything in its class. It reproduces the

human voice as nature created it— in all its fullness and purity.

It does not sound like a machine— It's the real thing.

PRICE (including wood diaphragm) $7.50. Type for Edison machines now ready. That for Columbias to

follow soon.

The biggest
surprise to the
talking ma-
chine common-
ity in years.

THE DIAPHRAGM IS KING

OUR LATEST NOVELTY IS THE

WOOD DIAPHRAQAl

F'or IVfodel C and Columbia Reproducers

When subjected to the impact of sound wood is the most resilient of all known substances. This is proven
by its successful use in violin bodies and sounding boards for pianos. No other material can take its place. By
a new and novel process we have succeeded in making a four-ply composite diaphragm, two of very thin wood
and two of cotton stalk tissue, all of which is compressed within a thickness of 6/lOOOths of an inch. The re-
production by this diaphragm is truly marvelous. Every detail of sound and tone finesse that is capable of being
recorded is brought out by this invention. It proves conclusively that the art of recording has been far in advance
of the methods of reproduction.

PRICE, INCLUDING CROSS HEAD AND LI>K, $1 EACH.

Don't be
slow.

Get tfp to
date qtfick.

Norcr OSS Phonograph Co.

New Lang BIdg., 662 Sixth Ave. (39th St.)
== NEW YORK CITY ^=

40

THE TALKING INIACmNE WORLD.

clever system in handling records. As soon as a
new record is added to stock, he places it in a
large heavy envelope, with proper description.
When the record is sold the envelope is a memo-
randum in sending in his next order. This is a
simple plan, and may not be new to everybody,
but it's a good plan and prevents many over-
sights and saves trouble.

A PROGRESSIVE IRISH JOBBER.

One of the most enterprising jobbers in talking
machines in Ireland is Thomas Edens Osborne,
who conducts a very handsome emporium at
4 Donegall Square, West, Belfast. He was one
of the first to bring the phonograph to the at-
tention of our friends in the Emerald Isle, and
year after year has developed his business to

large proportions, carrying a fine stock of ma-
chines and records, and winning the support of
the most fashionable people in his home city.

Mr. Osborne is a veritable "Yankee" in his
desire to keep in touch with every new develop-
ment, and there is little made in the old or the
new worlds of a meritorious character that he Is
not acquainted with. He handles the Edison
phonograph and Columbia graphophone, as well
as a full line of the best makes of machines, rec-
ords and supplies made in Great Britain.

We publish herewith a counterfeit presentment
of our genial and progressive Belfast friend so
that our readers in this country will be glad to
become acquainted with a gentleman whose en-
terprise in the talking machine line has won the
most remarlcable testimonials from the press and
public of Belfast.

A LINE OF "TRADE WINNERS."

DENY MOTION TO DISMISS INDICTMENT.

A motion to dismiss the indictment against
James L. Andem, charged with forging certain
documents in -connection with the New England
Phonograph Co., of which he was an officer at
one time, argued before the United States Circuit
Court at Trenton, N. J., was denied. The trial
will now follow.

THE POPULAR "TOM" MURRAY.

THOMAS EDEXS OSBOENE.

With the appearance of Thomas L. Murray,
(Tom for short) as everybody knows this in-
defatigable traveler for the Columbia Phonograph
Co., General, came into New York Feb. 8. After
a calm survey of his financial investments, Tom
believed the sun was still shining and the future
was bright with promise. On dit, Mr. Murray
may accept a position in the foreign service of
the company, and he is now busy visiting the
Chinese laundries to acquire a pure Cantonese
accent, and learn something of the functions and
"pull" of the comprador. In fact, Tom may be-
come one of those influential personages himself,
if flying rumors may be accepted at their face
value.

From actual canvassing and visits to the trade
the lines of the General Phonograph Supply Co.,
57 Warren street, this city, are admitted to be not
only up-to-date, but most desirable for dealers
to handle and carry permanently in stock. As
the company express it "originality, merit and
superiority are combined in our line." This in-
cludes their Eureka (Greek for "I have found
it," and therefore a happy designation) carton
cabinets, "a perfect and practical method for
storing and cataloging cylinder records" — must
be seen to be appreciated. The Eureka Library
Cabinet for disc records, a positive method of
locating any desired record and insuring the re-
turn to its proper place, with the records being
absolutely protected against dust and damage.
The Truetone amplifying hora, made entirelj'
of wood, is what the company emphatically de-
clare is acoustically perfect, with construction
and design unequalled, and the tone and volume
supreme. More detailed descriptions, together
with prices, will be gladly furnished by writ-
ing the company at the address named above.

John P. Kelsey, who returned from calling on
the New England trade in the interest of the
General Phonograph Supply Co. last week, found
the dealers in a more than receptive mood over
the line, and a large number of orders were
booked for immediate shipment.

C. D. Kelly, at the head of the shipping de-
partment of the Douglas Phonograph Co., New
York, has succeeded H. G. Towne as assistant
sales manager, the latter resigning to go with the
Zonophone Distributing & Export Co., of the same
city. Mr. Kelly will be recognized as the suc-
cessful manager of that clever organization, the
Douglas Baseball Club, the star of the amateurs.

This or next week Thomas A. Edison goes
South, accompanied by his family, for the win-
ter. He owns an estate at Fort Myers, Fia.,
where he stays regularly until May 1.

f

TURN YOUR RECORDS UNTO CASH

By adopting our selling
plan at absolutely no cost
to you and dispose of all
your old records. Send
for particulars. : : :

Sample Lyra Phonograph
Two Dollars

Spare Parts in Stock.
All types of

Lyra Phonographs

taken in exchange.
Send for our ex-
change system. : :

Endorsed by leading Jobbers and Dealers

One Jobber

writes : —

"We cannot con

ceive of any

proposition that

will stimu-

late trade and giv

e such quick

and satisfactory results as this

one."

Our Catalog of 1908 Nov-
elties just issued

Lyra Phonograph

1908 MODEL
STRONG MOTOR

REINFORCED BASE
Immediate Deliveries

Our Latest

Nov^elty

) Automatic Vest Pocket
' Cigar Ligtiter i

100 Per Cent. Profit
Sample 50 Cents

THE EDWIN A. DENHAM COMPANY, Inc.

BROADWAY, MEW YORK

BERLIN

CHICAGO

SAN F-RAINICISCO

THE TALKING MACHINE WORLD.

APPROVE COLUMBIA POLICY.

strong Letter from Mr. Sheble, of Hawthorne
& Sheble Mfg. Co. on This Subject.

Philadelphia, Pa., Jan. 28, 1908.
Editor Talking Machine World, New York:

Dear Sir: — We have noted with considerable
interest the Columbia Phonograph Co.'s adver-
tisement in the Talking Machine World, wherein
they declare their new policy in dispensing with
the monthly list of New Records, and we feel
we must write our approval as to the advisabil-
ity of the plan as well as their courage in taking
the initiative.

During a number of years' experience in re-
tailing and jobbing records, as well as manufac-
turing same in a more recent period, we have
found the most difficult point to contend with
has been the accumulation of old stock, and we
frankly believe that this accumulation has been
largely brought about through the abundance
of new selections that have been added by the
manufacturers at such frequent periods.

Undoubtedly new selections are a necessity in
order that the talking machine business may
have a proper stimulant, hut the fad for new rec-
ords has grown so extensively that we deem it
to-day a menace not only to the manufacturer
having the rapidly accumulating investment in
his matrices, but to the dealer as well, who finds .
it necessary to carry in stock far more records
than his business would justify.

We feel that a large amount of the responsi-
bility connected with the present situation can
be traced back to the manufacturers, who in
their over-zealou&ness to stimulate business have
not taken into sufficient consideration that the
education of the public to the point of expecting
new selections monthly carries with it the fact
that these same people will be loath to purchase
anything that is not published on a recent list.

From a manufacturer's standpoint, independent
of the additional investment required to ac-
cumulate these new selections monthly, an addi-
tional difficulty presents itself. A selection that
is popular to-day may have passed its zenith
within a comparatively short period, and as the
process of record making at best is a slow and
laborious operation, the accumulation of from
twenty-five to fifty selections to make an at-
tractive monthly list means that such list must
be in course of preparation for at least two to
three months, so that when the monthly supple-
ment finally appears it frequently contains selec-
tions whose popularity have ceased to be a factor.

In placing the Star record on the market, we
have refrained from issuing monthly supplements
principally for this reason, and in place of which
have issued our supplements bearing serial
numbers, consequently when the customer in
January calls for the latest records it is much
easier for the dealer to dispose of them under a
numbered supplement than it would be from a
list bearing a previous month's dating.

We believe that every record manufacturer
should decide on a reasonable number of selec-
tions that he would care to list in his catalog
matter, and if any new ones be added, a propor-
tionate number of obsolete titles be dropped. In
this way a hardship would not be worked on the
dealer and jobber, the manufacturer could keep
his product in better shape and could fill his
orders more promptly.

We have already written the Columbia Phono-
graph Co., congratulating them on taking the
initiative in a direction that is bound to result
to the lasting betterment of the business. Yours
truly, Hawthorne & Sheble Mfg. Co.

H. Sheble. Vice-President.

CONVENIENT RACKS FOR POST CARDS.

(Special to The Talljing Machine World.)

Philadelphia, Pa., Feb. 8, 1908.
Next to the quality and variety of stock, car-
ried, the most potent force in the successful mer-
chandising of post cards is the manner in which
they are presented to the public — by this we
mean the neatness in appearance and accessi-
bility of the cards. Knowing this, many manu-

facturers have devoted their attention to the pro-
duction of practical racks or stands, but of all
these none made a more sure bull's-eye than did
the Early Novelty Co. when they placed on the
market their famous suspension racks. These,
as will be seen by turning to the advertisement
of Jos. H. Tisdale, sole agent, which appears in
this issue, are made up by a succession of units
by which methods a dealer can enlarge his racks
as his stock increases, without but little expense
to him, and this not invested in non-working
stock which only clutters up the store. Another
important feature of the Early is that it can be
used for displaying almost any small merchan-
dise, and lends itself to any spare space and
makes an admirable window display.

THE TALKER HAT— A PHONOGRAPHIC
LYRIC.

Now that it's coming springtime.

The hats all must be new
To make girls more alluring —

(As if that could be true)
Bright horns, a silkj^ feather

Bound tight with ribbon; that
Makes something quite the sweetest yet.

The "talker" hat. —

Howard Taylor Middleton,

FRENCH RECORDS POPULAR.

The National Phonograph Co.'s list of French
records have proven to be in great demand among
the French Canadians employed in the mills in
Maine and other border states. B. M. Heath, a
dealer of Lewiston, Me., recently sold two dozen
French records to a family of laborers in that
city and other dealers also report excellent sales
from the French list.

Gatchel & Manning, 27 to 41 South Sixth street,
Philadelphia, Pa., who do general illustrating,
designing and engraving for the trade, have pre-
pared and issued a booklet, wherein is printed
a series of half-tones of different screens, from
65 to 175 lines to the inch, on different papers,
so as to show just what screen produces best re-
sults on a certain style of paper. It is a booklet
that will prove invaluable to anyone contemplat-
ing the production of a catalogue or illustrated
printed matter of any description. A copy may
be obtained upon request.

Walter L. Eckhardt, manager of the Columbia
Phonograph Co.'s wholesale department, who has
been on a combined pleasure and business trip
South of several weeks' duration, reported at the
New York headquarters Feb. 10. As Walter Is
one of the best salesmen on the calendar, his suc-
cess was as usual.

41

NATIONAL CO.'S^iQ^SELLINQ FORCE.

The selling force of the National Phonograph
Co., Orange, N. J., cover the following territory:
B. K. Barklow, New York city and Brooklyn,
N. Y.; A. V. Chandler, Chicago and suburbs;
H. D. Clark, New Jersey; W. P. Coughlin, Penn-
sylvania; F. W. Ewan, Ontario, Can.; P. L.
Fritchey, Indiana, Michigan; C. S. Gardner, Ari-
zona, California, Idaho, Oregon, Utah, Washing-
ton; J. H. Gill, Minnesota, North Dakota, South
Dakota; G. A. Hedden, New York State; W. P.
Hope, Winconsin and Upper Peninsula; W. H.
Hug, Kentucky, Ohio, Tennessee; F. M. Kitchen,
Iowa; A. H. Kloehr, Kansas, Missouri; L. J.
Kocher, Canada, east of Ontario; M. G. Kreusch,
Illinois; E. A. Neff, Arkansas, Indian Territory,
Oklahoma; G. A. Renner, Colorado, Montana,
Nebraska, Wyoming; J. W. Scott, Connecticut,
Maine, Massachusetts, New Hampshire, Rhode
Island, Veimont; J. F. Stanton, Delaware, Dis-
trict of Columbia, Maryland, Virginia, West Vir-
ginia; W. A. Turner, Texas; R. H. Veale, Florida,
Georgia: C. D. Warren, North Carolina, South
Carolina.

McARDLE WITH COLUMBIA CO.

William McArdle has recently become asso-
ciated with the Columbia Phonograph Co., gen-
eral, and in the future will travel the territory
previously covered by William Morse, who leaves
the service of the company for another line of
business. It is the southeast district, including
that region south of Pennsylvania and east of the
Mississippi river. Mr. McArdle is one of the best
known men in the business, and .this news will
be welcomed by a great many of the old dealers
and jobbers to whom Mr. McArdle has sold goods
in the past. He has been associated with the
old-time National Graonophone Co., no longer ex-
isting, and the Universal Talking Machine Mfg. ,
Co. More recently he has been under the banner of
the Hawthorne & Sheble Manufacturing Co., of
Philadelphia, for which concern he covered a
great part of the United States. During the past
fall he has been in England for the latter con-
cern. Walter L. Eckhardt, manager of the Colum-
bia Phonograph Co.'s wholesale, department, who
is responsible for Mr. McArdle's association with
the Columbia people, predicts an enormous suc-
cess for this latest addition to his traveling staff.

The Victor Distributing & Export Co. will be
in their permanent quarters, 83 Chambers street.
New York, about the close of the month. They
were to be comfortably officed and in running
order at this address Feb. 1,- but circumstances
over which they had no control interfered with
this plan.

OFFICERS

OF THE

Talking Machine Jobbers'
National Association

190T-08.

President, James F. Bowers,

Lyon & Healy, Chicago, 111.
Vice-President, W. D. Andrews,

Buffalo, N. Y.

Treasurer, Louis Buehn,

Louis Buehn & Bro., Philadelphia, Pa.
Secretary, Perry B. Whitsit,

Perry B. Whitsit Co., Columbus, O.

EXECUTIVE COMMITTEE:
Lawrence McGreal, Milwaukee, Wis. ;
C. V. Henkel, Douglas Phonograph Co.,
New York, N. Y. ; C. W. Hickok, Whit-
ney & Currier Co., Toledo, O.; W. E.
Henry, Powers & Henry Co., Pittsburg,
Pa.: Edward H. Uhl, R. Wurlitzer Co.,
Chicago, 111.

Every Talking Machine Jobber in the United Stales
Shonid Join This Association.

42

THE TALKING MACHINE WORLD.

NOTES FROM THE PACIFIC COAST.

Talking Machine Trade Holding Its Own —
Records in Greater Demand Than Machines
— Sherman, Clay's Victrola Sales — Some
Columbia Changes — Eilers Purchase.

lation of an up-to-date set of talking machine
rooms. Tlie company are doing some strong work
witli Edison goods, of wliicli an enlarged stock
will be carried.

and will move there from their present locatioK
at 916 Olive street on March 1.

The Columbia Phonograph Co. are negotiating
for a new store, the selection of which will be
announced later.

(Special to The Talking Machine World.)

San Francisco, Cal., Feb. 8, 1908.

The talking machine trade is just about hold-
ing its own in the coast cities, and some lines of
goods are moving rather slowly. The demand
for the ordinary styles of machines has fallen
off to some extent, and few sales are made in
that line. Records, however, are moving very
nicely, and the new issues of the principal houses
are in good demand. The larger and more ex-
I)ensive machines, also, such as are suitable for
houses of amusement, are showing up well.

Sherman. Clay & Co. have made a great many
Victrola sales during the last few weeks. Own-
ers of all sorts of establishments, from saloons
up, are becoming interested, and many of the
water-front men are buying these machines for
the benefit of the na.vy men. The wholesale de-
partment has also had a rushing business on this
line, for the attention of country dealers has
been caught, and practically all of them are
putting in a Victrola as a special attraction.

Francis W. Downe, coast manager of the
Columbia Phonograph Co.'s commercial grapho-
phone department, has gone east to confer with
the management of the company in regard to
the work on the coast George H. Staff, who
covers California and Nevada for this company,
has left for his early trip. C. J. Moore, formerly
in charge at Sacramento, has gone to Spokane,
Wash., H. B. Marchand taking his place.

The Eilers Piano House at Portland. Ore.,
bought out the large stock held by the East Side
Phonograph Co. a few weeks ago, and has been
selling the machines off at a big sale at slaugh-
tered prices.

The Southern California Music Co.'s branch in
Riverside, Cal., has been undergoing some gen-
eral improvements, chief of which is the instal-

BUSINESS HAS IMPROVED

In St. Louis in the Past Month — What a Talk
With the Leading Jobbers and Dealers Re-
veals— Every One in Optimistic Spirit.

We manufacture and sell more

RepaLir PaLrts

For all kinds of Talking Machines

than any other house.

This is due to the high quaHty
and low price that we make.

Our catalog^ contams about 200
parts and we are constantly
adding to it.

A trial order will convince you
of the above statement.

The TatlkiAg MaLchine Supply Co.

400 FIFTH AVENUE

A. P. PETIT, General Manager

(Special to The Talkins Machine Woi ld. I

St. Louis, Mo., Feb. 4, 1908.
The talking machine trade for the month of
January, while not as good as that for the same
month a year ago, is deemed satisfactory, all
things considered. Business has improved
steadily since the 15th of January, and there is
a feeling that it will continue to improve until
it becomes normal again.

Manager Walthall, of the Columbia Phono-
graph Co., reports trade as improving, and that
he sees no reason why it should not soon be
back to its normal condition.

P. E. Conroy, president of the Conroy Piano
Co.. states that their talking machine business
for January was fairly good and that it is
steadily improving.

Mr. Brenner, of the Koerber-Brenner Music
Co., states that their January business was bet-
ter than that of a year ago, and that they have
done much better than expected. He considers that
business through this section of the country will
be far tetter from now on that it was in 1907.
F. J. Childs, formerly with D. K. :\Iyers. the job-
ber of Zon-o-phones, has aDcepted a position with
the Koerber-Brenner Music Co. and will cover
the state of Illinois in their behalf.

The Silverstone Talking ^Machine Co. report a
fair volume of business, with improving tendency.
Marks Silverstone, president of this concern, is
home from a week's trip through this territory,
In a ?200,000 fire at Peoria, 111., on Wednesday.
Feb. 5 the store of the Columbia Phonograph Co.
was burned out.

Manager Brewer, of the Thiebes-Stierlin Music
Co.'s talking machine
department, states that
their business for Jan-
uary was good, and that
it is improving daily.

The Val Reis Piauo
Co. state that their talk-
ing machine business is
picking up, and look
for improving c o n d i-
tions right along.

Well-known visitors
here recently were: W.
C. Fuhri. district mati-
ager of the Columbia
Phonograph Co.; E. 0.
Rockwood, treasurer of
the Columbia Pho::o-
graph Co., and H. A.
K 1 o e h r. traveler for
the National Phono-
graph Co.

D. K. Myers, the well-
known jobber in Zon-o-
phones, states that his
business for January
was better than that for
the same month last
year. He states that
trade is improving right
along.

A. D. Geissler, man-
ager of the Talking Ma-
chine Co., of Chicago,
spent several days here
recently. He expressed
himself as quite optim-
istic regarding talking
machine trade condi-
tions for this year.

The St. Louis Talking
Machine Co. have leased
the store now occupied
by the F. G. Smith Piauo
Co.. at 1012 Olive street.

NEW YORK

NEW CONCERN OPENS UP.

The Zonophone Distributing & Export Co.
Latest Arrival in New York's Jobbing Circles.

The Zonophone Distributing and Export Co. is
the latest arrival in New York's jobbing circle.
They will be located at 77 Chambers street, oc-
cupying the same quarters formerly possessed
by the Victor Distribtiting and Export Co. previ-
ous to the fire in October last. The new com-
pany will handle the product of the Universal

zoxomoXE iii.s ri; I r-r 11 N . .'.'^ iii:a! iji ai; i ! i:^.

Talking Machine Mfg. Co., Newark, N. J., ex-
clusively. The officers are: President, James
B. Landay; secretary and treasurer. Max Lan-
day, both of Landay Bros., the well-known Victor
distributers. Arthur P. Petit, manager of the
Talking Machine Supply Co.. will be general
manager of the Zonophone Distributing and Ex-
port Co. The premises are now being fitted up,
and will be ready for business March 1.

H. G. Towne. recently with the Douglas Phono-
graph Co.. as assistant sales manager, has re-
signed to become the assistant manager of the
Z. D. & E. Co., a position he is well qualified
by experience and a successful record to fill ade-
quately. The company are negotiating with
another well known salesman to represent tliem
on the road.

THE TALKING MACHINE WORLD.

43

69 BASINGHALL STREET, LONDON, E. C, W. LIONEL STURDY, MANAGER.

TRADE HAPPENINGS IN ENGLAND.

Trade Situation Improving Not Only in London
butThroughoutthe Provinces — Some Remarks
Anent Colonial Policy — Pathe Freres Ltd.
Activity — Warning to Cinematograph Users
— Lauder Making Records for tlie National
Plionograph Co. — Some Recent Litigation —
Regarding the Simp Products — Sabine's In-
teresting Trip — Wm. Francis Passes Away —
A New Comer in the Field — Important In-
vention of Mr. Newman — The Japanese as
Competitors — The Columbia Forces Enjoy
Reunion — Important Injunction — Milan Ex-
hibition Awards — Interesting Budget of News
from the Provinces — Business With the
Principal Dealers Is Looking Up.

(Special to The Talking Machine World.)

London, Eng., Feb. 4, 1908.

The trade situation in European circles ap-
pears to be much easier than it has been during
the last few months of industrial trial and finan-
cial troubles. A very welcome feature of the
opening month of 1908 was the reduction in our
bank rate to 4 per cent., which has already made
a decidedly favorable impression on trade of all
classes — ^not more so' than in the talking machine
industry. It woiuld perhaps be too delicate a
matter toi particularize results in this connection,
suffice it to say that the easing effect it has had
upon the money market has given quite a re-
markable impetus to businesses that have needed
a deal of nursing during the high, bank-rate
period. In the talking machine trade the most
favorable proispeets now prevail. There are many
local con tributary factors to this view, not the
least being the averting^ of the strike in the cot-
ton industry. Happily matters reached an amic-
able settlement at the eleventh hour; had it been
otherwise thousands of Lancashire workers
would have been idle for weeks^ — probably
months, and the adverse effect on the talking
machine trade would comparatively amount to
quite an appreciable loss of business. This sat-
isfactory settlement is,, however to some extent
unfortunately set off by the distress which at
present prevails on the Clyde, due to so many
workmen being out of employment by the closing
of quite a number of ship-building yards, owing
to lack of trade. It is however highly probable
that normal conditions will return in the near
future. While there are other minor trade dis-
putes still imminent, it must be remembered that
they count for little in effect, and are not likely
to seriously hamper talking machine, sales. In
view therefore of the many distinct troubles suc-
cessfully overcome during the latter part of last
year, prospects for 1908 are very satisfactory.

The Colonial preference policy should receive the

special attention of all English firms. Some very
acceptable tariff reductions have been made, while
in the case of Australia the 25 per cent, duty pre-
viously fixed on talking machine goods has been
abandoned altogether. Both Canada and New Zea-
land offer special advantages to British manufact-
urers and factors, but it is a notable fact that no
particular endeavor has been made to grasp the
helping hands across the seas. Preference em-
bodies a distinct invitation to English houses to
regain their lost trade and it behooves them to
wake up to the value of the trade fields which
provide an unlimited sphere for enterprising men
willing to cultivate these markets. A good pub-
licity campaign is obviously most essential and
immediate consideration of this fact should be
determined upon. But, remember procrastination
in a matter of this description is not wise; cau-
tion is an admirable quality, and it is certainly
well to look before you leap, but if you stand
and look too long your rivals will have leaped
before you and have gained the trade that lies on
the other side of the ocean. Remember, too,
that exaggerated caution amounts almost to
sleepiness. "Do not let us do anything hastily"
is apt to degenerate into doing nothing at all.
The live man will grasp at new opportunities^ —
they attract him and while he is occasionally
led into a mare's nest, his experiments spell
progress. The development and prosperity of
a firm, both depend to some extent on the making
of experiments when there is a fair opportunity
of success. To meet every suggestion with the
remark that you are getting along very well in
the old way is to often find when it is too late
that somebody is getting along much more pros-
perously in the new way — breaking fresh ground
for their wares. Don't neglect the home trade
for colonial experiments; you can tackle both
with equal facility and profit. Why not try it
at once? (Advertise). A word or two- in regard
to the new patent law passed by parliament last
year. Few perhaps realize its significance,
but one result of the act is found in that foreign
firms are beginning to understand that in future
if they want toi preserve the privileges of the
British patent law they musit work their patents
in this country. The act prohibits retention on
the register of patents or designs exclusively or
practically exclusively manufactured abroad. As
a consequence there have already been a number
of inquiries in different parts of the country by
foreign firms for sites whereon to erect factories.
Several factories are already in course of con-
struction, which will employ thousands of men.
Quite apart- from the legal aspect of this little
act, the employment of these thousands of work-
men who, no doubt, in many cases, would other-
wise be idle, means an additional link in the 1908
talking machine prosperity chain.

The Music Pirate's Views.

When charged, a music pirate told the magis-
trate that if the law of the country prohibited
men from earning their living in that way, it
was nearly time the authorities provided a death
chamber where such men could go and "get a
voluntary death." He was fined the small sum
of two shillings and six-pence.

Pathephone Demonstration.

One of the best concerts ever held in the talk-
ing machine industry was given on January 24
by Messrs. Fathe Freres in the Royal Albert Hall.
This is, I think, the largest hall of its kind in
London. Some evidence of the popularity of the
Pathephone was demonstrated on this occasion
by the support of nearly 10,000 persons who at-
tended. Several well known artistes appeared in
person, together with the band of H. M. Scots
Guards, who rendered some excellent music at
intervals during the evening. The practice of
playing the same record after the artiste has
sung in person was followed, but a novelty was
introduced by the Guards Band playing the ac-
companiment of the record, with which they kept
perfect time — a very difficult execution. The
grand concert Pathephone — compressed air ma-
chine was respotisible for a life-like reproduction
of the records loud enough to be heard distinctly
in any part of the hall. The concert was.enr
tirely free, but a collection was made in aid of
our veteran soldiers' relief fund. Several of the
Chelsea pensioners occupied a tastefully decoirat-
ed box and Sergeant Greenhouse, of the late
Eighty-second, foot, blew several calls on the
actual bugle which sounded the historic charge
at Balaclava. So successful was the concert and
so numerous the number of applicants for tickets,
that Messrs. Pathe Freres have decided to repeat
the event next month. The opportunity of intro-
ducing some good advertising work was not lost;
boioltlets, price lists, record catalogs and an elabo-
orately gotten up program were handed to each
person, and while the company's expenses must
have been pretty heavy, the result of such ef-
fective publicity is inestimable. None can deny
but what the evening was a decided success alto-
gether and we congratulate Messrs. Pathe Freres
upon the excellent work which they are doing.
Supplies Music for Dinner.

During the dinner of the Daily News compos-
ing staff, held at Frascate's, a selection of vocal
and instrumental music was excellently rendered
by a Pathephone which was placed at the dis-
posal of the stewards by Messrs. Pathe Freres.
Lyons & Co. Take Factorship.

Messrs. A. Lyon & Co., the well known city
road factors, have recently taken up a factorship
of the Pathe goods in which they report a con-
tinuously growing demand. Pathe's phonograph
disc is making great strides just now in public

Missing -A Well-Known Dealer*'^

DESCRIPTION: Considered a g-ood business man, has fine store, smart, of great intellectual capacity, up-to-date, and
unusually alive to every possibilitj' and right there when it touches his pocket. Our books show that we missed
him when we mailed out particulars of FAVORITE RECORDS the last month or two.

We Believe It's You ! If That's So ? You're Just Missing

your life's great opportunity. We can help you to just get bigger profits than ever before, and no bad stock. But you
must write us. If you don't the probability is j^our neighbor will be getting a bigg-er safe (instead of 5'ou). Ninetj'-nine
per cent, of talking machine dealers we know want to make their pile. We don't worry much over those, but it's that
odd one we want to find. He is missing to his own disadvantage.

IF THE MISSING DEALER IS A FRIEND OF YOURS

we shall be very much obliged if 3^ou will send us his name and address. It is important
that we write him. Communications will be esteemed and should be addressed to

The International Favorite Record Co., Ltd. (of Gt. Britain)

45 CITY ROAD, LONDON, E. C.

213 DEANSGATE, MANCHESTER

44

THE TALKING MACHINE WORLD.

FROM OUR LONDON HEADQUARTERS- (Continued.)

THE

4*

GRADUATED FLEX
DIAPHRAGM

(Fully Protected)

Built Like a Wheel

Unequaled for volume, power and pure

natural tone.
Vibration intense and far-reaching.
Built up of specially treated fibre in a

novel form. Porcelain finish.
The outcome of years of experiments.

SUPERB FOR BOTH VOCAL AND
INSTRUMENTAL RECORDS

Try one in your "Model C" Speaker or
"EXHIBITION" Sound Box. Post
free an5rwhere.

Price lor Model "C" size, ea., 2 or 50c.
'* "Exhibition" or
larger sizes, each, 4 or $1.00

Full particulars and testimonials from the
Sole Licensee :

DAWS CLARKE

Longford Place, Longsight
IVIanctiester, Eng.

favor and :\Iessrs. Lyon's have wisely set out
TO meet the demand from their own particular
customers. January business was said to be a
rec-ord month in respect to sales of all classes
of talking machine goods and future prospects
appear to be very satisfactory.

Cinematograph News.
As a result of recent calamities in places of
public amusement, the London County Council
have issued warnings and advice to persons giv-
ing cinematograph entertainments, pointing out
the grave responsibility that rests upon them.
Speaking at the Society of Arts, Martin Duncan
said that the cinematograph was originated as
far back as 1826 by Sir John Herschel, who,
while dining with a friend, asked the latter how
he would show lx)th sides of a shilling at once.
Not satisfied with tlie suggestion that it should
be held before a mirror, he took up the shilling,
set it spinning upon the table and painted out
that if the eye were placed on a level with the
rotating coin, both sides would be seen at once.
From that simple experiment the animated pic-
ture was gradually involved.

Interesting Litigation.
A professional vocalist. Mr. William Piatt, with
a basso profundo voice, who said he had a twelve
months' contract to sing only into the phono-
graphs of the General Phonograph Co., recovered
two months' fees, twelve guineas, in Shoreditch
County Court from his employers. Their defense
was that he had broken his contract by singing
into a gramophone, but Mr. Piatt said he had
the permission of the agent who has negotiated
the agreement to sing into a flat disc gramophone
and Judge Smyley decided that this was sufficient.
The Decision Was Reversed.
The decision given in favor of the Edison Bell
Co. was reversed last month in the Court of
Appeals, in respect to the action instituted by
this National Phonograph Co. against the Edison
Bell people for obtaining and selling Edison
phonographs in contravention of the plaintiffs
{National Co.'s) agreements with iheir agents.
Latest Issues of Favorite Records.
The latest issues of Favorite records have been
of such excellent quality and finish, that it is the
intention of the company to strike out of their
lists many of their first records which do not
come up to the present standard. Mr. Vischer
states that they will only have good records in
the list, and he Is striking out all which do not
compare in quality with the best. Another ex-
ample of good policy by this up-to-date company.

Suffragettes Now Converted.

Suffragettes are the latest converts to the talk-
ing machine. Mrs. Despard, the president of the
Women's Freedom League, states that some of
the members and well known people have had
(Pathe, records made of their speeches, which
will be delivered at meetings to be held all over
the country. She thinks the Pathephone will
make the meetings more attractive, and the rec-
ords will come in very handy when speakers are
scarce — or scared.

Lauder Making Contracts for National Company
The one and only Harry Lauder is now under
exclusive contract to make records for the Na-
tional Phonograph Co. In a little booklet to
hand seven of his most popular songs are listed,
and under their respective headings each song
is very interestingly explained, as to its compo-
sition and origin, while illustrations are' also
given of the popular comedian in the various
characteristic costumes appropriate to each song.
Dealers will no doubt by now nave received this
special supplement, which is issued with the
February list.

Soothes the Savage Breast.
Denizulu, the old Zulu chief, now under ar-
rest for disloyatty, has come in for quite a deal
of complimentary press notices of late, prin-
cipally because he has shown the best recogni-
tion of the old proverb regarding the charms of
music to "soothe the savage breast." He is the
proud possessor of a gramophone with which he
delights his followers.

Death of Mr. T. Malyon.

Mr. T. Malyon, late assistant manager of the
Zonophone Co., passed away last month after a
long illness. He was most popular in the trade
and his loss is widely felt.

J. Lyon Severs Connection.

J. Lyon, who was recently a partner in the
firm of A. Lyon & Co., has severed his connection
with that firm, and may now be seen busily en-
gaged behind the counter of his own premises in
Bishopsgate street.

James H. Whiie Back at Business.

V>'e are glad to state that James H. White,
managing director of the General Phonograph
Co.. has sufHciently recovered from his recent
illness to return to business.

Duty on Catalogs Sent to Africa.

A report states that under the Custom's Union
Convention at present applying to all our South
African colonies there is a duty payable on cata-
logs and price lists entering the country of 2.5

per cent, ad valorem, or 2d. per pound, which-
ever may be higher. Considerable objection has
been raised to this item as tending to restrict
trade and prevent British manufacturers from
making their wares known in South Africa. The
several parties to the union have, therefore, de-
cided to relax the restrictions, and they have
now decided that ordinary catalogs and price lists
sent by post which weigh less than 8 oz. are free
of duty, but in the ease of South African firms
sending large quantities through the post the
duty still holds good. To avoid the incon-
venience of assessing the customs duty at the
other end, the Cape Colony, Transvaal and Natal
governments have established a system whereby
prepayment can be made by senders in Great
Britain of the customs duty leviable. This they
can do by obtaining stamps to the amount of the
duty from the various agents-general in London.
The Transvaal has already inaugurated the sys-
tem, the agent-general for Natal is on the point
of doing so, and the Cape Colony will not be long
in following their lead. It is hoped, however,
that when the custom's convention conference
meets next March, the duty will be done away
with, as it certainly seems inequitable that ef-
forts to extend British trade should be handi-
capped in this way, especially as our fellow-
countrymen in South Africa suffer from the fierce
competition of Germany.

Anent the "Simp" Products.
In their advertisement this month, the Italian
Talking Machine Co. draw attention to their
excellent lines of disc machine and sound boxes
styled the "Simp.'- It will be noticed that a
double trumpet is fitted, and that there are two
sound boxes and tone arms on each machine,
quite distinct from each other. The advantages
of this are fairly obvious and need no special
remarks here; suffice it to say that the materials
of construction are of the highest quality and
workmanship, while the tone producing powers
are really quite above the average disc machine.
The "Simp" products can be handled with every
advantage to both dealer and customer alike. A
liberal profit is allowed to traders, and being
quite an exclusive model, any wholesale house
taking up this line will undoubtedly do excellent
business therein.

J. A. Sabine's Trip.
John A. Sabine, of the Columbia Co., has just
taken a ten-day trip to the Midlands and North,
visiting twenty-two towns, and calling upon
nearly 100 dealers which must be somewhat of a
record. He says that trade in the Northeast

$ "There's Money in Them"
TERUNG REC0RD{|»

" STERLING " " SPECIAL" Records are the only records you can
obtain which enable you to say to your customers : " These
are the greatest value in cylinder records in the world." You
can say this because the " STERLING " " SPECIAL " is

"THE RECORD THAT'S HALF AN INCH LONGER"

No other cylinder offers such good value, no other cylinder has
ever caused such a sensation by its sheer merit as well as its
increased length. No other record will sell so freely among
your customers. No other record needs so little introduction.
" STERLING " " SPECIAL" RECORDS will fit any standard
make of Phonographs.

The Russell Hunting Record Co., Ltd.

Priom 1m.

I2S Oantm^
LIbarmI Dlmcounl
tor Export

13, IS and 17 City Road, London, E. C, England

Australasian Representative, H. A. PAR KER, 19 Hnntcr St., Sydney. N. S. W

THE TALKING MACHINE WORLD.

45

coast shipping towns (Middleboro, West Hartle-
pool, Stockton-on-Tees, etc.) was in a stagnant
condition, but the reason is not that the talking
machine is losing favor, but trade generally is
very bad and many workers are on strike. In
the Midlands, too, general trade was none too
brisk, although the new February titles (includ-
ing practically all the pantomime successes) met
with a good reception. Further North, New-
castle-on-Tyne and districts, Mr. Sabine says
trade was most satisfactory, the dealers being
quite enthusiastic over the new discs.

"Talker" Concert Popularity.

Remarkable recognition of the talking ma-
chine's ability to provide an entertaining evening
was manifest in the demand for entry tickets for
the recent Pathephone concert at Albert Hall.
Mr. Mellerio tells me that altogether nearly one
hundred thousand applications were received at
the Pathephone offices. Truly a matter for con-
gratulation!

Tetrazzini Records Please.

The Gramophone Co.'s recital of the "Tetraz-
zini" records at the Savoy Hotel satisfied the
many well-known critics who were among the
audience, that no better records of a brilliant
soprano voice have yet been heard in London.
In the scene of mad despair from "Lucia di
Lammermoor" the whole beauty of the flute ac-
companiment was reproduced to perfection. The
program included songs from operas by Verdi,
Rossini, Mozart, Delibes and Donizetti.

Some Views on Trade.

Addressing the Cardiff Exchange the other day,
our Board of Trade president had some pertinent
words to say upon trade, as follows: "There are
just a few indications that the ebb tide in trade
is beginning. In my opinion — I base it upon
investigations by the best intelligence depart-
ment of the Empire, the Board of Trade — we are
not going to have a bad ebb tide. The present
depression started in America, they are feeling
it in Germany, and our turn will possibly come,
but it is not going to be a bad one, from all I

hear. It is going to be rather a shallow depres-
sion."

Death of William Francis.

One of the founders of the celebrated Mohawk
Minstrel Troupe, William Francis, of the well-
known music publishing firm of Messrs. Francis.
Day & Hunter, died last month at his residence.
Knoll House, Hastings. Mr. Francis, who was
born at Burtou-on-Trent in 1845, was an assist-
ant in the firm of Messrs. Chappell & Co., when,
in 1861, with his brother James, Mr. David Day
and some others, he founded the famous min-
strels. In 1877 the Messrs. Francis & Day leased
a small shop in Oxford street and commenced
business as music publishers. The first venture-
was a shilling volume of eighteen of the Mo-
hawks' songs and ballads. After the Mohawk
Minstrels and Mr. Harry Hunter's Manhattan
Minstrels amalgamated Mr. Hunter joined the
music publishing Arm, which then assumed its
present title.

New Concern in the Field.

Another new firm in this market is Harod &
Spicer, Ltd., registered in December, with capi-
tal of £20,000, in £1 shares, with the object of
carrying on the business of manufacturers of
and dealers in phonographs, gramophones, disc
machines, and cylinder and disc records, etc.
Minimum cash subscription, £1,000.

International Congress in Madrid.

The next International Congress of Music Pub-
lishers, to be held at Madrid on May 27-30, will
discuss subjects dealing with the sheet music
trade, talking machines, and music piracies in
Europe and in Egypt.

Deemed a Public Nuisance.

An orchestralphone 18 feet long, the volume of
sound representing 42 musicians, figured in the
English courts recently as a public nuisance.
The owner was bound over to keep the peace!

Protection In France.

English music, owing to being pirated at the
Paris variety theaters, became practically value-
less for the French market from a commercial

point of view, but publishers of English plays
have now obtained protection of their perform-
ing rights in France.

Now Reserve Permission.

Asherberg, Hopwood & Crew now reserve per- ,
mission to reproduce their compositions on talk-
ing machine records. Other music publishers will
no doubt soon follow, with the result that a
clear understanding of this difficult question be-
tween music publishers and record manufactur-
ers must of necessity be come to.

Chances for Business in Russia.

Russian manufacturers of musical instruments
obtain most of their materials from foreign
•sources, and a consular report draws attention
to the opportunities talking machine manufac-
turers have of increasing the sale of their goods .
in that co^untry.

Tariff Reform and the Unemployed.

During the debate in Parliament on the unem-
ployed question, Mr. Crooks remarked that "it
is said tariff reform will solve the unemployed
problem. The gramophone has said it, and one
can't argue with a gramophone." Neither can
one argue with Mr. Crooks.

Mr. Newman's Invention.

Mr. Newman, late of the Favorite Record Co.,
I am told, has invented a talking machine free
from the usual style of record. By means of a
film or band, upon which either photographically
or mechanically produced sound-waves appear,
the longest piece of music can be played, as the
band would roll up into quite a small space.
Exact details are wanting, but I understand the
invention is not yet quite perfected.

Some Excellent Clarion Records.

Some first-rate recorded selections are included
in the "Clarion" January list. They include
well-known orchestral and band pieces, among
which may be mentioned the famous "Merry
Widow" waltz, which comes out in a tone of
rich and full quality. Other selections include
some popular songs and ballads, all of which I
understand met with a good demand. The nine-

THREE SPLENDID TALKING MACHINES

The "White" Leader Phonograph, £3 = 3 : o
The "Neophone" Machine

Six Models, £2 : 10 : 0 to £12 : 12 : 0

and the

Star Talliing Machine

Three Models, £8:8:0, £12 : 12 : 0 and £17 : 17 : 0 Retail

These form a trio hard to beat, they are all grand instruments,
and the younger member, the STAR, contains every improvement
which skill and forethought have up to the present succeeded in evolving
in the Talking Machine industry. The universal opinion is that

THE STAR TALKING MACHINE IS MILES BEFORE ANYTHING aSE UPON THE MARKET

These machines and the celebrated "WHITE" and NEW NEOPHONE
RECORDS, are all to be obtained from

THE GENERAL PHONOGRAPH COMPANY, Ltd.

1 Worship Street, Firist>ury, London, E. C.

46

THE TALKING MACfflNE WORLD.

FROM OUR LONDON HEADQUARTERS- Continued).

penny cylinder "Clarion" record seems to be
more popular than ever, judging by the excellent
business the Premier Mfg. Co. have experienced.

Two Important Injunctions.

Two important injunctions were obtained by
the National Phonograph Co. last month, one
against Ernest W. Hipkins (trading as the Musi-
cal Production Co.), of Tib street, Manchester,
restraining him from cutting prices of Edison
phonographs and records; the other being to
restrain Jack Levy, of Whitechapel, from dupli-
cating records or otherwise selling Edison goods
contrary to the terms of the company's agree-
ments.

Reward of Adaptability.

What we call good luck is merely the ability to
adapt oneself instantaneously to the unexpected.
The men who are unable to fit in with the times
are vanquished. Just as the traveling salesman
who cannot adapt himself to local conditions and
procedure is an out-and-out failure when it comes
to selling goods.

Graphophone and Cinematograph.

The Columbia graphophone has been used in
conjunction with the cinematograph at a series
of concerts recently given at Hyde, Lancashire.
An enterprising Columbia dealer, Mr. Marsh,
operated the graphophone, which was the twenty
guinea "Majestic" model. "Scenes from the Life
of Christ" and "A Tour Through Norway" were
the principal subjects portrayed by the living pic-
tures. The graphophone discoursed appropriate
carols, songs and instrumental pieces on Colum-
bia records as the various episodes were enacted
on the screen, and it was the opinion of all who
attended that the combination was ideal, the
appeal to both eye and ear being absolutely life-
like. At the close of the series, the dramatic
agent responsible for the concerts wrote to Mr.
Marsh congratulating him on the great success of
his ten days' engagement.

The Competition of the Japanese.

F. A. McKenzie, in his new book entitled
"Britain Under the Japs," issues what may be
regarded as a warning to European and Ameri-
can manufacturers. He says in effect: "The
Japanese might naturally be expected to bring
one new industry into this land — that of the pro-
duction of bogus goods. In Osaka the manufac-
ture of imitations of flret-class European goods
has reached quite enormous proportions. Some
English houses do not like it, and recently one
of the chief of them tried to induce the Japanese
courts to convict an outrageous offender in this
direction. It was proved beyond doubt that the
man had openly imitated European goods with
abominable substitutes. He admitted as much
himself, but the court decided that it was no
offense, and let him go.

"Talker" as Electioneering Agent.

Mr. Churchill, M. P., if we are to judge from
his remarks, is evidently afraid of the gramo-
phone's influence as an electioneering agent.
Speaking to a gathering of his constituents the
other day, he alluded to his recent tour, and said

BUT

SELF MANUFACTURED "S" LINES

}

SCREWS made to order for all
patterns sent in.

SOUND BOX SCREWS for
any make.

SOUND ARMS (Cheap.)

SOUND BOXES (Cheap).

STYLUS BARS.

SAPPHIRES for all types.

SAPPHIRES in steel holder
(needle sapphires\ and
other extra good " S "
Lines.

AE»F»L,Y TO

R AUXH, ""~Txpo"rt'" ™" London, E.C,

Lloyd's Chambers, 27-29 Worship Street

NOTE NEW ADDRESS

he remembered reading on the Upper Nile of the
expedition of the twenty traveling vans which
were to go in all directions to spread the light
of tariff reform — if they could call it light —
to the unfortunate people in the towns and vil-
lages. Apparently the gramophones which were
carried in these vans were to speak out those
statistics which had been so much knocked about
that no one would agree to repeat them verbally,
even for a livelihood. (Laughter). They would
be delivered with unblushing effrontery from the
brazen "mouth of the gramophone. No tub-
thumper or leather-lunged orator being good
enough, they must get a mechanical mouthpiece.
(Cheers). Cheers, yes; but hard words break
no — records!

A Novel Concert Tour.

The band of H. M. Coldstream Guards started
a short provincial tour with the latest gramo-
phone records.. The concerts will be of the
usual ballad type. The songs are given by gramo-
phone, while the band plays the accompaniment.
The chief difiBculty with this appears to be the
fact that there is already an orchestral accom-
paniment on the records and many rehearsals
have been rendered necessary in order to drill
the playere to keep time with the "Invisible"
ones. The slightest deviation in time would
spell disaster, and as a consequence more than
ordinary care has to be exercised.

Contest at Bishop Auckland.

Tiplady & Hall, the enterprising dealers of
Bishop Auckland, were responsible for a very
spirited talking machine contest held in that
town on January 8. There were 27 entries for
the contest, which was divided into various
classes under phonographs and disc machines,
and the records that carried off the first, second,
and third prizes were from the Sterling^ and
Odeon lists, respectively.

By One Who Knows!

The word Phonograph is derived thus: Phono;
I speak; graph: through a tin tube.

Columbia Forces Dine.

The spacious ballroom of the Holborn Restau-
rant presented a gay scene the other night when
the young ladies and gentlemen in the otflces of
the factory and the London headquarters of the
Columbia Phonograph Co. assembled for a Merry
Christmas and Happy New Year dance. There
were about sixty present, including wives and
sweethearts. The Banda Espanola, Casino Or-
chestra and other well-known organizations fur-
nished the music through the medium of -the
graphophone, and there was a pianist as well.
Besides the dances, recitations, songs and hu-
morous character sketches gave variety to the
program. The guests wore emblems each repre-
sentative of some Columbia record title, and a
prize was awarded to the one who correctly
guessed the greatest number. A delicious sup-
per was served at small tables prettily decorated
with shaded lamps. Altogether the evening was
most successful from every point of view. Among
those present were Frank Dorian, European gen-
eral manager; Marion Dorian, assistant general
manager, and C. L. Funnell, factory mana-
ger.

Gramophone's Good Influence on Prisoners.

A novelty was introduced in the celebration of
Christmas and the New Year in the convict
prison of Dartmoor. Instead of the usual cold
and perfunctory services, the chaplain provided
a cheerful and exhilarating entertainment. With
the assistance of two vocalists from Plymouth,
and with the aid of a phonograph, the prisoners
were enlivened by a selection of songs and solos.
The success of the experiment was so great and
the moral effect so encouraging, that other con-
certs of a similar nature will, it is expected, soon
be a feature of prison life. This remarkable
innovation shows that the authorities are be-
stirring themselves to modify the hardship of
penal servitude so that it shall, if possible, hu-
manize rather than brutalize the prisoner. This
is, indeed, a step in the right direction.

"CLARION"

IMEW PROCESS LOMG,

CYLINDER RECORDS

You can afford to import these records and after paying all costs,
charges and duty, compete with any other make in the world.

A. WORD REGAROI[\G QUALITV— This is perhaps unnecessary, as they speak for

themselves. Write us, the manufacturers, for samples and terms.

The Premier Manufacturing Co., Ltd., 81 City Road, London, England

THE TALKING MACHINE WORLD.

47

FROM OUR LONDON HEADQUARTERS- (Continued).

Durham a "Talker" Stronghold.

Consett (Durham) seems to be a stronghold ot
talking machine enthusiasm, and record contests
always awaken great Interest. At one held a
week or two back, the first prize was carried
off by a competitor who used the smallest ma-
chine in the hall. In a letter from which we
are privileged to quote, the prize winner (R.
Harrison), says: "The machine I was most
afraid of (costing £15) came in fourth. My ma-
chine was the smallest in the contest, and people
laughed when it appeared." But he had the
satisfaction of gaining the first prize, the records
used being the Odeon No. A377, Xylophone Solo,
"Caxnival of Venice," and Ode on No. 551, Alan
Turner's "Queen of the Earth." The judge re-
marked that he liked to hear a song which ren-
dered the words distinct, and such was the case
with this one. It is only fair to add that Mr.
Harrison attributes his success to his dealer,
Dawson Goodey, of Highbury, London, to whose
judgment he left the selection of records.

Milan Exhibition Awards.

On Wednesday, the 8th inst., at the Mansion
House, the distribution of awards was made to
those British exhibitors at the Milan Industrial
Exhibition of 1906 who were entitled to them.
It will be recalled that the Italian government,
to signalize the opening of railway traffic through
the Simplon Tunnel, held a six months' inter-
national exposition in Milan two years ago.
Those exhibitors in the British section who
were honored with awards were invited to the
Lord Mayor's official residence formally to re-
ceive their diplomas from the hands of the Ital-
ian Ambassador. The Lord Mayor occupied the
chair and the proceedings included an address
by the president of the British Commission, Sir
Albert K. Rollit, the report of the executive
commissioner, and a vote of thanks by the Ital-
ian Consul-General. Because of a personal bte-
reavement, the Italian Ambassador was pre-

vented from being present, his place being taken
by Count de Bosdari, who distributed the
awards. There were 334 awards in all to Great
Britain. Of these, the only one to a talking
machine company was the grand prix, the high-
est possible award, to the Columbia Phonograph
Co., General. Marion Dorian, on behalf of the
company, attended the exercises, and received
the official diploma, together with a handsome
bronze medal, the gift of the British Commis-
sion. The Columbia Co. have thus added to their
unbroken line of exhibition successes, having
secured the highest possible honors at Paris,
1900; St. Louis, 1904; Portland, 1905; Milan,
1906, and Jamestown, 1907.

Contributors to Columbia List.
Prominent among the contributors to the Co-

lumbia February list is the famous Banda Es-
panola, which is responsible for some at-
tractive numbers on both lO-inch and 12-
inch discs.

Method in Business.

Another business exhibition will be held at
Olympia from Feb. 27 to March 7. There will
be on view labor-saving devices, the latest de-
velopments in writing machines, and every in-
vention which can be supplied to the machinery
of business. The Columbia and Linguophone
companies are among those in this industry
who will be represented. The advertising and
printing exhibits should suggest some good ideas
for talking machine advertisements. Those
business exhibits have proven a great public at-
traction.

TRADE REPORTS FROM THE PROVINCES.

NORTH OF ENGLAND NOTES.

(Special to The Talking MacUine World.)

Manchester, Feb. 2, 1908.
From present conditions and the experience
of the past few months, the trade generally is
beginning to find its level, from the dealer's
standpoint. Customers who are interested in
either disc or cylinder goods are becoming
steadier buyers, but nevertheless much greater
critics. In this city the traders appears to have
had a very good season, so far; the leading
houses reporting a very satisfactory increase of
business. Disc goods, however, predominate in
the sales.

Mr. Duwe, of High street, when visited, ap-
peared quite satisfied with past results.

R. B. Geddes, the manager of Messrs. Richard-
son's, who have depots both in Manchester and
Liverpool, stated that upon comparing the value
of goods sold in 1907, as against 1906, the output

has been much greater during the past twelve
months. It has also been much easier to handle,
for the reason that dealers are better educated
to the requirements of the trade and their cus-
tomers generally, than hitherto. Further, they
recognize the necessity of keeping their stock
well up to the wants of their locality. Their
orders, therefore, were placed long enough in
advance to give the larger wholesale houses suffi-
cient time to execute, within the specified time
for delivery. This advance ordering has there-
fore been very satisfactory to both parties. Mr.
Geddes also stated that they find the trade is
better distributed and covers a greater area than
formerly, and he thinks it would be better alto-
gether if the wholesale factor endeavored to con-
fine the business to those dealers who take suffi-
cient interest in it to make it a satisfactory one
both summer and winter. The talking machine
dealer in the smaller towns is beginning to rec-
ognize the fact that the business is here to stay.

THE ITALIAN TALKING MaeHINE QO., Ltd.
Every Up-to-date Dealer must stock tlie "Simp" !

WHY ! Because the "Simp" is the latest marvel of the world. Because the "Simp" reproduces
faithfully the living human voice within the true meaning of the word. Because the "Simp" is the limit.
We Guarantee :

No more nasal tones, no more unnatural notes, no more hoarse and metallic sounds, no more rasping
vibrations ; notbing but a natural clear, loud, rich, full, haruionious and mellow tone. The "Simp" gives
the true tone, the power and modulation of an orchestra.

The "SIMP" Disc Machine.

Retail Price from £5 12s. to £18.

The " Simp " eclipses
all well-known Cabi-
nets and Disc Ma-
chines at three times
the price.

Tlic "SIMP" Diaphragm.

( With a small trumpet ) Retail Price, £ 1 10s. 6d.

Thrice louder, clearer, and sweeter than any detachable
reproducer on the market to-day.

It fits any disc machine and it trebles its value to the owner.

ASK FOR THE NEW CATALOGUE.

DEALERS— Push only the "Simp" and you will do the best business. This machine brings the fortune to you. DON'T MISS IT.

Exclusive agency would he given to reliable Arm in country where we are not represented.

ST. DYKTOR, 9, Calthorpc St., Gray's Inn Road, London, W.C.

48

THE TALKING MACHINE WORLD.

FROM OUR LONDON HEADQUARTERS- Continued.)

and that however lax he may have been in times
gone by, it is not only necessary to keep his stock
square, but the payment of his accounts also.
In some cases, it is true, the smaller dealer is
tempted to take long credit by several Arms who
can afford it, but owing to the few changes now
occurring, and likely to occur in the prices, it is
far more to his interest to pay his bills promptly,
and take his discounts. This credit question,
however, is one that needs very careful atten-
tion, and both the wholesale factor and agent
would mutually benefit if credit were not offered
and extended as much as it is done in some
cases. Messrs. Richardson's being one of the
largest factors in Manchester and Liverpool, the
opinion of Mr. Geddes is the one as generally
expressed by others in the trade. Stocking, as
they do, Edison, Sterling, Edison-Bell, Zono-
phone, Odeon, etc., and having the whole of the
trade at their finger ends, Messrs. Richardson's
have given a very approximate idea of the trade
conditions prevailing generally, which may be
accepted as correct.

M. E. Ricketts has been placed on the northern
territory to look after the interests of the
Gramophone Co., Ltd. "Well known as he is in
the South and with a very genial personality, we
believe that the change as made by the Gramo-
phone Co. in their representative will prove mu-
tually very advantageous.

The nine Tetrazzini records placed on the mar-
ket by the Gramophone Co. promise to have an
enormous demand. Concerts are being booked
up over the north of England, in which the
Auxetophone and H. M. Coldstream Guards Band
of forty performers are heard. The records of
Mmes. Tetrazzini, Melba and MM. Caruso, Scotti
and other notable artists are heard to the great-
est advantage. The combination of the auxeto-
phone and the band is most successful, and came
in for extended notice in the Manchester papers,
where a concert was given at Free Trade Hall on
Jan. 20, a large audience being present.

LIVERPOOL NOTES.

Liverpool, Eng., Feb. 4, 1908.
Trade, generally speaking, has been good in
Liverpool during the past few months. The disc
trade has been exceptionally large and the cylin-
der trade in many cases not as good as was

anticipated. Machine sales have been somewhat
slow and have not came up to expectations by
anj' means. Most of the leading houses have
verj^ fine displays, especially where gramophones
are concerned.

J. Grahams reported active business in both
machines and records. Messrs. Dibbs, Ltd., state
that the demand for disc records has been
tremendous, while Messrs. Johnson's who also
have a branch in Birmingham, are well pleased
with business, generally, especially in the coun-
try though a slight depression in the matter
of prices was noticeable in the larger to-n-ns.
Another house visited was that of Thompson
Mossford & Co., who specialize in Pathe's goods
and who are well satisfied with conditions, their
business already having exceeded their contract
with a steady increase in prospect.

At Messrs. Archer's and the Melograph Disc
Record Co., a strong trade was reported in disc
records for the various machines with prospects
very encouraging.

At Messrs. Richardson's we were sorry to hear
that the manager, Mr. Abbott, has been laid up
for the last few weeks with pneumonia, which
has been concurred 'ere now we hope.

Cutting is still fairly rife in Liverpool, one
firm in Scotland Rd., announcing on their win-
dow 30,000 Columbia cylinders at 6d. (or 6iid)
each.

At Messrs. J. B. Cramer & Co., Church street, a
magnificent display of gramophone goods is still
on ^-iew and it proves how a well dressed win-
dow appeals to the public at all times.

In Bury Lane the season has been generally
regarded as a good one, the cylinder trade being
specially bright, Edison's leading. Generally
speaking the Bury houses have every reason to
be satisfied with past sales.

In Warrington T. Boothroyd reports trade as
being exceptionally steady and satisfactory.

In Altrincham Messrs. Noble & Son re-
cently gave some very good concerts on the new
Pathe compressed air machine, The results being
exceptionally good. Messrs. Noble & Son are al-
ready considering the next season's requirements
and will possibly put upon the market something
very startling a little later on.

In Blackburn business appears to have been
very good. Messrs. Sharpies & Son are large
musical instrument dealers and have recently

oi)ened a special department for the sale of disc
goods, gramophones and zonophones being their
principal lines. They have recently given some
verj' good concerts on the auxetophone under
the able management of Nelson. Sharpies and Mr.
Sefton.

Messrs. J. Wadeson & Co. do essentially a high
class trade, confining themselves solely to the
talking machine business. The principal lines
they handle are zonophone, Odeon, Edison and
sterling. They have a good general trade and
report that up to Christmas things were very
brisk. Since then, however, there has been a
slackening down somewhat, but Mr. Wadeson
looks hopefully towards the future. Established
six years ago, Mr. Wadeson was practically the
pioneer of ithe talking machine business in Black-
burn before, as he says, others ever thought of it.
Messrs. Wadeson have a very nice establishment.

Messrs. J. Walsh & Co. are the principal whole-
sale house in the town. They do a large trade in
Edison, Sterling and other leading lines and are
very well satisfied with the trade in general.

In Bolton the leading musical depot is James
Vickers of Knowsley street. They have only re-
cently taken on talking machines and we were in-
formed that the season has been most satis-
factory, the sales being very large in both ma-
chines and records. They are agents for the
Gramophone and Zonophone Co. and concentrate
upon disc goods, machines of medium price
being most in demand. Messrs. Vickers are also
exceedingly hopeful as regards the future of
the new department.

J. Driver, who handles Pathe's solely in discs,
with Edison-Bell and Clarion, dees a large whole-
sale trade in these with the surrounding district.
He also does a large retail trade in Edison and
Sterling. One feature of his business is to help
the sales of his customers by giving free con-
certs on the power machine of Pathe's, called
the Pathephone. He informed us that it helped
the dealers very considerably, made a fine ad-
vertisement for the goods and roused consider-
able interest in the localities wherever it was
shown.

Another first class house in Bolton is that of
Messrs. Walter Smith & Co. Besides a large
piano trade they also do a large and remuner-
ative business in gramophone and odeon goods.
Up to the end of 1907 Mr. Smith informed us

The "World's" Register of British Manufacturers and Factors

The following are leading firms in the United Kingdom who will gladly mail Catalogues and Price Lists upon request

RPUrriTn 68 Basinghall
. riVllI/UlV London, E.G.,

St,.

Eng.

EVERY WHOLESALE JOBBER

should get my export prices for Best French
PHONO REPROS;, RECORDERS.
BLANKS and alt Phono Accessories. Lists
free.

I am prepared to consider sole
representation of manufacturers of
SPECIALTIES, of all kinds for
Phono and Talking Machine Trades.

IF YOU WANT TO OPEN HERE

write us at once and submit samples
and prices. Highest Bank Refer-
ences. Correspondence invited —
English or French.

For Profitable and SOUND Business handle the

IMPERIAL DISC RECORDS

Supplied by

GILBERT KIMPTON & CO.

Peninsular House, Monument Street, London, England

THE SEYMOUR
REPRODUCER

NEW 190S MODEL
Eaormously Improved.

Absolutely the finest phonograph repro-
ducer on the market. Price, 12 6.

Graphophone Garrier Arms for Edison
machines to adopt same, with special sound-
tight joint, from 10 5 to 12 6.

Send for illustrated lists of above and
other up-to-date accessories.

THE MICROPHONOGRAPH COMPANY

!91 Goswell Road, London, England

TALKING MACHINES

Records and
Supplies

Export a specialty. Ship-
pers are requested to state
their requirements.

American Talking Ma chine Co.

SI Tabernacle St.. Londra. Enaiantf

F. W. ROBINSON

"The Tiilkeries," 21.1 Doansgate,
MANCHESTER. ENGLAND

Direct Importer of nil kinds of DISG
TALKING MACHINES, RECORDS,
PHONOS., CYLINDERS. ETC.. and all
Koods connected with the trade.

WHOLESALE, RETAIL AND EXPORT
on cash lines at close market prices.

Correspondence Invited
PROMPT ATTENTION

Always opiMi to consider ^ood linos suit-
flblo for the Rni;lish and Foreign markets.
Improvemonts and Novelties preferred.
Send samples and prices.

sec AOV'T ADJOINING

To Colonial and Foreign Buyers

The peculiarities of those market;-
have never been more apimrent than
at the present moment, retiulrlnp the
KrenteHt care in prlclns nnd buy-
ins, with a view to tlie future Hav-
ing: had ninny years' experience, I
am prepareil to buy for you upon
ooniiniNNion. and to keep you posted
up wita all the Infest prodncllonH
and art as your representative. I
buy rock iHilloni. Instructions to
purchase jjoods in\ist be accompanied
with order on Bankers to pay cash
against Hill of I.adlnR.

Bankers. London City nnd Midland
Ltd . Miinchester. For term-j. iilea-io
write statinu retiuliemcnts, to

F. W\ ROBI.\SO\.
'213 DeanHgnle, ManclieHlor. Ens.

To the Talking Machine
Trade:

We are the Manufacturers of artis-
tic Pedestals, Record Albums, Exhi-
bition Wire Racks, and Record
Carrying Cases. All our goods are
made by British Labor and we
can compete with any maker on
the market. Send for illustrated
catalogue to

THE CITY MANUFACTURING CO.
56 City Rd., London, E. C.

THE TALKING MACHINE WORLD.

49

that 'business was exceptionally good, but since
then there has been a lull. Business has in-
creased SO' considerably with this Arm during the
past seas'on that they have had tO' double their
business accommodation and have now one of
the finest music show rooms in the north of
England. Mr. Smith is well pleased with trade
and anticipates that the disc record trade will
keep steady in the future.

From the foregoing it will be seen that the
business here is gradually getting into a better
atmosphere. Better class agents, especially
musical men, are taking a keen interest in the
bU'SiU'ess 'than hitherto. This means that a step
in the right direction has been made to interest
the men who are prepared to sell all the year
round instead of, as formerly, two or three
months at Christmas. It is a very healthy sign
and we are very pleased to see it.

YORKSHIRE NOTES.

Bradford.

In Bradford the cylinder trade has resulted in
enormous sales Edison's still head the bill.
Clarion's apparently coming second, Sterling and
Edison Bell not so much. At Mr. Moore's the
sales have been exceptionally large, but in ma-
chines the demand has either been for a very
good one, or on the other hand, a very cheap one.
Nevertheless Mr. M'oore appears to be quite sat-
isfied with the results up to Christmas. Messrs.
Dyson's, Ltd., have concentrated their efforts
upon cylinder goods principally, but they have
recently taken up Bathe's records and these ap-
pear to be selling very freely. The Parker Phone
Co. also report a very satisfactory turnover,
while at Messrs. Appleton's, where their trade is
exclusiively wholesale, the business has also been
up to expectations.

The . Gramophone Co. have arranged with_
Messrs. Joshua Marshalil & Co., Ltd., of Brad-
ford, for the sole agency of their goods. Every
effort will be made to cater to the highest class
disc trade.

On the 15th inst. the company gave a private
press show of the great Tetrazzini records, which
will be ready for distribution about the end of
thei;' month. We understand that this special
show was most successful in furthering the ad-
vance of the company's goods.

Halifax.

In Halifax the trade appears to have been
much the same as in Bradford.

At Messrs. J. Smith & Co., Albion street, they
report the seasion has been very good up to
Christmas. Handling Zonophones, Columbia,
Edison Bell, Sterling and Clarion records, they
have a good stock and keep right up to date.
Keeping a large number of various machines,
both disc and cylinder, Mr. Smith deplores the
reduction of the various records from Is. to 9d.
He feels like other traders that Is. is low enough
to sell a good record at and taking into oom-
sideratioB the severe criticism of present buyers
and the time expended in selling records, even at
Is., it leaves but a very small net margin of
profit.

At Mr. F. Stoddart's phono depot Mr. Stoddart
has experienced a very fair season and looks
with confidence to the future. He states that
next year he proposes to handle only gramo-
phone, zonophone, Edison's and Sterling, he
having so far done well with these lines.

Speaking with other d,ealers in the district in
regard tO' this changing and allowance for old
records, etc., the dealers are not altogether
pleased with it. Take zonophones, for instance.
This company stipulate that a customer should
bring back four old or worn records to get a
new one, and, in addition, they must purchase
one which means that in selling these two records

PHILIP NEALE,

P M O IN O . EXPERT,

5 Chalk Farm Rd. LONDON. N. W.

Talking Machines of every description repaired.
Special terms to the trade. City address and price
list on receipt of postal. No job too small— no job
too large.

Manufacturer of Ornaments for
Gramophone Cabinets

B. SIMON

Manufacturer of Hardware BERLIN, W. RITTERSTRASSE. 76

the dealer only gets the profit on one, namely 8s.,
for which he has had the tnowble and time, etc.,
in selling two. This reduces the dealer's profit
to 4s. each on the two records and many have
expressed themselves that it is not wO'rth bother-
ing with, but simply giving a lever to unprin-
cipled shopkeepers to advertise new zio'nophones
for old ones without qualifying the advertisement
in any' way whatever. The recent conduct of
many of the manufacturers in reducing their
prices and dodging exchanges which are neither
beneficial to the retailer nor the manufacturer has
evolved a state of insecurity and dealers will be
for some time very careful as to the amount of
goods they order at once.

Price cutting is still rife and one exceptionally
large house has been cutting off the supply of
a great many of the smaller dealers and we are
afraid this will also be continued for some time
to come, with those who have been doing a very
small business during the last season the ex-
penses of the various advertisements costing a
great deal more per dealer than the profit is
made by the dealers' sales during the year.

Staffordshire.

Reports from the various towns here state
that business has generally been very good all
around.

In Leek, Mr. S. Taylor had a goiO'd trade, con-
centrating principally upon cylinder goods, of
which he handles all the best makes. Lately,
however, he has opened up with the disc branch
of the trade handling Zonos, Favorites, etc., with
very good results.

In Hauler Burstein Longston a good cylinder
business is done, but the discs are steadily in-
creasing as regards sales and coming into favor.

Note. — On page 52, issue January 1908, a mis-
take occurs in my notes wherein they read:
"Now the dealer paid 8s. per doz. (2% per cent.
2s. 9d. doz.) etc." It should he: "Now the dealer
having paid 8s. per dcz. (less 214 per cent,
equals 7s. 9d. doz. net) for those goods. This
leaves after the reduction at 9s. has been drawn,
1% profit, etc." The two take in (2% 2s. 9d.
etc.)].

VAN METER SELLS TO SAUERLANDT.

Goes to Russia in Connection With a Govern-
ment Contract.

(Special to The Talking Machine World.)

Bad Suiza, Ger., Feb. 1, 1908.

J. W. Van Meter, well known in the talking
machine industry in Europe, has transferred his
complete business and plant at Suiza, Thuringen,
to Mr. E. Sauerlandt. Mr. Van Meter goes to Rus-
sia where he is at the head of a London com-
pany, who have the contract for the furnishing of
cable wax to the Russian government for the
laying of their new cable.

The phonograph and gramophone industry owe
a great deal to Mr. Van Meter for it was while
he was consulting engineer of Messrs. Schlieman
& Co., of Hamburg, that he succeeded in sep-

arating asphaltum from monton pitch, whereby
the product could be used in connection with
stearine for the manufacture of the hard molded
phonograph record, which has brought the
present cylinder up to the standard of perfection.
He has also perfected a paraffin product for
gramophone recording which has been adopted
by the principal Gramophone companies of
Europe.

TWO HANDSOME CATALOGS

Are Those Just Issued by the Deutsche Tele-
phonwerke of Berlin — Some Handsome De-
signs Shown in These Volumes.

The Deutsche Telephonwerke G.m.b.H., Berlin,
Germany, have favored us with copies of their
latest catalogs. They are productions of exceed-
ing merit, typographically, containing illustra-
tions and descriptions of some beautiful, exam-
ples of talking machines. The designs are most
noticeable for their variety and adherence to
accepted architectural schools. This is some-
thing that has not yet been generally applied In
the making of talking machines. More than
twenty designs of machines are shown in the
regular catalog, and which bear the titles of such
well-known composers as Mozart, Glinka, Gou-
nod, Wagner and Beethoven.

Another catalog issued by the same firm con-
tains illustrations and descriptions of their ma-
chines de luxe, all of which are most artistic in
design and without the customary horn. Some
twenty models are shown, embracing almost
every form, suitable for parlor or music room.
Indeed, they look more like objets d'art than a
musical instrument.

The trade is deeply indebted to these manu-
facturers for the production of instruments of
such exceeding attractiveness and merit. In
addition to the special and regular styles re-
ferred to this company also put out a number
of export models which we understand are win-
ning a large degree of favor.

These new catalogs, issued by the Deutsche
Telephonwerke, should be found in the library
of every progressive talking macbing man who
desires to keep in touch with the developments
of the industry.

RESTRAINING ORDER AGAINST MARTIN.

Judge Reed, of the United States Circuit Court,
sitting at Dubuque, la., on January 14, continued
the restraining order enjoining Edward H. Mar-
tin, a music dealer and prominent politician of
Webster City, la., from interfering with the
selling system of the National Phonograph Co.,
and from inciting Edison jobbers and dealers
to sell him Edison goods in violation of their
contracts. This case is said to be one of the
most flagrant that has yet been prosecuted by
the company's legal department. Frank L. Dyer,
general counsel of the company, rrjade a special
trip to Dubuque to argue the case.

FLURSTEDT
bei Apolda i. Th. Germany

E. SAVERLANDT

CHEMISCHE
FABRIK

The largest manufacturing plant in the world devoted
exclusively to the manufacture of Master Waxes for

Gramophone and Phonograph Recording

Sole Manufacturer of

Sauerlandt's Material for Hard Moulded Records

Attention paid to the Manufacture
of any Special Material

ALL MATERIALS PROTECTED
BY PATENTS

50

THE TALKING IMACHINE WORLD.

TRADE NEWS FROM COLUMBUS.

p. B. Whitsit's Good Report — Bowers a Visitor
— Buckeye Co. Moving — Doerzbachs Suc-
cess— Installing Business Phonographs.

(Special to The Talking Machine World.)

Columbus, O., Feb. 10, 1908.

Business during the month of January was
not quite as good as in former years. Under
existing circumstances, however, this could not
be expected. Dealers here report that their ma-
chine sales have fallen off slightly, but record
business has not suffered in the least.

Perry B. Whitsit Co. says that their retail
business during January was very good indeed,
especially was this so of record sales. This firm
placed several substantial orders for records with
the manufacturers during the month. They sent
one order to the National Co., which was the
second largest order for stock records that they
ever placed for immediate shipment. Mr. Whit-
sit stated that the wholesale business was not
quite as good as in January of last year, but
gave several reasons for what he considered only
a temporary slump.

D. L. Cloud, manager of the Cincinnati office
of the National Phonograph Co., commercial de-
partment, spent several days in the city last
month. He was successful in installing a num-
ber of the Edison machines with a well known
local manufacturer.

W. H. Snyder, Edison and Victor dealer, de-
clares that his business during January was
hardly up to his expectations. He is not the
least bit discouraged, as he figures that there
will be a much larger demand for talkers and
supplies in 1908 than in any previous year.

J. F. Bowers, of Lyon & Healy, Chicago, and
president of the National Talking Machine Job-
bers' Association, spent last Sunday in this city,
the guest of Secretary Whitsit. Mr. Bowers and
Mr. Whitsit are both members of the Executive
Committee of the association, and they framed
up several matters of importance, which will
come up at the meeting of the committee, which

will be held, very probably, some time this month.

Henry Goldsmith, who put in a full line of
Edison and Victor goods just previous to the
holiday season, reports that he is well pleased
with his new line, and expects to be doing an
excellent business as soon as he can get the pub-
lic acquainted with the fact that he is handling
the goods.

When the World representative called at the
Buckeye Talking Machine Co; they were busy
preparing to move to their new location at 17
East Spring street. Manager Sims did business
up until the draymen loaded his goods, and said
that he would be ready to resume business the
minute they set them in his new store. He said
that he did not have time to explain his system,
which made this possible.

W. F. Davison, wholesale manager of Perry B.
Whitsit Co., is on a three weeks' business trip
through Northern Ohio.

The Columbus Piano Co. have been enjoying
a nice business in the talking machine line, and
report a fair business during January.

George J. Doerzbach, dealer at Sandusky, Ohio,
was in the city several days this month. Mr.
Doerzbach is one of the few dealers who is mak-
ing the talking machine his exclusive business.
He carries a complete line of Edison, Victor and
Columbia goods. Mr. Doerzbach is a good ex-
ample of what a dealer can do with talkers if
he gives the line his whole attention. His store
is in the heart of the town, and aside from pay-
ing a good sized rent he recently put in several
booths for demonstrating records. His store
would do some of the larger cities justice.

ginning with our March records. (Going out on
Feb. 27). The 28ih day of the month remains
the simultaneous opening day, and 8 o'clock
a. m. the hour at which they may be retailed,
but the distributers may ship the records and the
printed matter to the dealers at 2 p. m. on the
27th of the month.

"Supplements and advertising matter may be
mailed by both distributers and dealers to the
public at any time after 2 p. m. on the 27th, but
no newspaper or other advertising must be in-
dulged in or shown before the 28th. When the
28th of the month falls on Sunday or a holiday,
then the records may be placed on sale on the
27th, and shipments of records and printed mat-
ter may be made by distributers the day pre-
vious, or the 26th. When the 28th of the month
falls on a Monday, distributers may ship records
on the 26th, and both distributers and dealers
may mail supplements after 2 o'clock on the
26th."

THE PLACE AUTOMATIC RECORD BRUSH.

SIMULTANEOUS VICTOR RECORD DAY.

Regarding the shipment of their records, so
as to be in hand and ready for sale at the same
time by dealers, the Victor Talking Machine Co.,
Camden, N. J., recently issued the appended let-
ter to the trade:

"The following changes in the method of han-
dling our records in connection with the 28th, or
simultaneous opening day, will be effective be-

These useful little brushes which are maiiufpc-
tured by the Blackman Talking Machine Co.
have received the support of the trade in gen-
eral, not only because of their merit, but on
account of the liberal policy under which they
are sold. The list prices are reasonable, the
dealer and jobber receive large profits, and the
supply of advertising matter is furnished fre^
of charge for mailing list. Though this is a
small article, prices have been restricted, and
Mr. Blackman reports an increasing sale very
largely based on the above facts.

As the National Co. have decided to discontinue
supplying the regular camel hair brushes with
their phonographs, this will very likely give a
'further opportunity to call attention of talking
machine owners to this little brush. The Black-
man Co.'s advertisement of Place Record
Brushes in this issue should be of interest to
both dealers and jobbers.

SPAULDING LINEN FIBRE HORNS

WILL PLEASE YOUR CUSTOMERS

'y^JJ Y ? Because they comprise all the qualities neces-
' sary for a PERFECT HORN. Being superior
in finish, free from metallic tones, made in one piece
without joints or seams, and more durable than wood
or metal.

We publish herewith a partial list of Victor Distributors who
approve and recommend the Spaulding Linen Fibre Horns.
The3' will be pleased to furnish you with our goods.

Dealers' Discounts and Full Information Write Them Jtt Once.

BERLINER GRAMOPHONE CO., MONTREAL
Canadian Distributors

Victor

Pattern

Only

Albany. N. Y Finch & llalui.

Alioona, Fa. . \V. II. & L. C. Wolfe.

Baltimore, Md> .- li. K. Ei^enbrandt Sons.

Will. McCallister.

Bangor. Me M. 11. .\ndrc\vs.

Birmingham, Ala . K. li. Forbes Piano Co.
Boston, Mass Oliver Uitson Co.

Kastcrn Talking Machine Co.

Brookljn, N.Y American Talking Machine Co.

Buffalo, N. Y W. D. Andrews.

Chicago, III The Talking Machine Co.

Cincinnati. 0. .... The Kudolpli Wurlitzer Co.
Cleveland, O Collister & Sayle.

I"!clipse Musical Co.
Columbus, O. . . ■ The Terry D. Whitsit Co.

Dayton, O .• The Fetterly Piano Mfg. Co.

Detroit, Mich ... Grinnell Bros.

Dubuque, Iowa Harder & Ulish.

El Paso. Texas ...W. G. Walz Co.

Galveston, Tex Thos. Goggan & Rro.

Grand Rapids. MichJ. A. J. Friedrieli.
Indianapolis, Ind . . C. Koehriiig & l>rd.
Kanaas City. Mo.. . . Schnielzer .Anns Co.
Minneapolis, Minn. Minnesota Plionograph Co

New HaveD. Conn,
New Orleans. La. .
New York, N.Y,. . .

Philadelphia, Pa.
Pittsburg. Pa

Portland, Me

Providence, R, I.
Rock Island. III..
Salt Lake City, V.

Savannah, Ga

Sioux Falls, S. D.
Spokane, Wash .
St. Louis, No

St. Paul, Minn

Syracuse, N. Y

SIZE

21 in. Bell, 24 in. Long

. Henry lU'rton.

National .\nto. Fire .Marni Co.
. lilacknian Talking Machine Co.

I. Davega, Jr.

S. B. Davega.

Chas. H. Ditson & Co.

The .Tacot Music Box Co.

Stanley & Pearsall.
. II. .A. Wevmann & Son.

.1. E. Ditson & Co.
. l^'owers & Henry Co.

Standard Talking Machine Co.

Pittsburg Phonograph Co.
.Portland Talking Machine Co.
. .T. Samuels & Bro.
. Totten's Music House.
. Cartcnsen & Anson Co.
. Youmans & Lcctc.
. . Talking Machine E.xchange.

l-iler's riano 1 lolls- .

Koerber-Brcnner Music Co.

St. Louis Talking Machine Co.
.W. J. Dyer & Bro.

Kocliler Hinriclis.
■ W. n. .Andrews.

Quartered Oak
NON-METALLIC

J. SPAULDING & SONS CO., Talking Machine Horn Dept., ROCHESTER, N. H.

THE TALKING MACHINE WORLD.

51

TRADE HAPPENINGS IN PHILADELPHIA.

January Sales Showed Marked Improvement Throughout Entire State — More Attention Being
Paid to Window Displays — Pays to Watch Theatre Bulletins and Feature Records — Keen-0-
Phone Co. Will Manufacture Several New Inventions — Now Arranging for Manufacturing
Quarters — Visitor from Boyertown — Musical Echo Co. to Handle Pianos in Addition to
Talking Machines — C. J. Heppe Co.'s Business Ahead of December — Their Piano Chart
Should Prove a Seller — Ashelman Joins Columbia Staff — Other Items.

( Special to The Talking Machine World. )

Philadelphia, Pa., Feb. 7, 1908.
January sales in the talking machine business
in this city and in most parts of Pennsylvania
showed considerable improvement over the pre-
ceding four months. Of course, there was no big
boom, but everyone, jobbers and dealers, found
that a little gray matter put in the selling end
returned very satisfactory results. One of the
most encouraging phases was the marked im-
provement in collections, dealers as well as the
public showing a disposition to clear off back
bills and start the year with a clean sheet.

The World was greatly pleased in running
around the trade here to find the tendency to
pay more attention to window displays. Dealers
in the past have been too prone to overlook the
great importance of this kind of publicity, and
any improvement along this line effectively
demonstrates the fact that at least many are
shaking off their lethargy and going after busi-
ness in the right spirit. There might be some
excuse for small Arms not spending a large
amount of money in advertising in their local
papers — though we personally believe in all the
publicity possible — but there is none for the
man who neglects his window. In paying for
his rent he pays for the window, and if he does
not make the most of it, it's because he is either
too lazy or incompetent, and in either case has
no business to be in business for himself, and
justly deserves the fate he is courting by such
lax methods. Window display, however, does
not mean a couple of outfits displayed without
change and left to gather dust, so that at the
end of six months they are eligible to the shop-
worn list. No; the secret of effective window
dressing lies not so much in what you use, as
how you use it. Cleanliness is the cardinal point,
artistic arrangement the satisfying one.

Perhaps one of the simplest and certainly one
of the best trade-drawing methods of display is
that of watching the Theatre bulletins, and as
each show Comes to town, obtain from them
their most attractive advertising matter, such as
signs, pla,in or electric, posters, etc. (this they
will only be too glad to furnish gratis). Then
look over your record list and pick out those
numbers which are played in the show, and get
up a sign setting forth the fact in bold type, that
you have on sale these selections. A small ad-
vertisement in the dailies will do much toward
helping things along, as in this way you call
people's attention to your store who might or
would not see your window.

The Keen-O-Phone Co., of this city, which have
just been incorporated for $500,000, will devote
fheir attention to the manufacturing and mar-
keting of several new inventions which have to
do with improvements in sound reproduction
and amplification. One of the head movers in
the undertaking is Morris Keen, the well-known
dealer of this city, and the inventor of the Keen
horn attachment. The company have purchased
a large piece of property in the city and are now
proceeding to erect their own plant. They will
not be ready for business much before the com-
ing fall.

A recent visitor was I. T. Ihst, a prominent
talking machine dealer of Boyertown, Pa., whose
place of business is closely situated to the opera
house which was destroyed by fire some time
since with such disastrous results. Mr. Ihst
is chairman of the relief committee which has
taken charge of burials and the disposition of
the property of the deceased, and though fortu-
nately he lost no relatives in the fire, the awful
strain has told with telling effect on this once
jovial, smiling man. The World offers its sincere
sympathy to the stricken city.

The Penn Phonograph Co. report trade as
very fair for the past month, with a good out-
look ahead.

Louis Buehn & Bro. are going after trade in
their usual brisk, up-to-date manner, and seem
well satisfied with the results.

The Musical Echo Co., of this city, have one
of the most attractive windows of its kind seen
for some time, on Chestnut street. The "Red
Mill" is playing here now, and they obtained
from this company a miniature red mill about
five or six feet high. At night the tans are
lighted by electric bulbs, and these, revolving by
clock work, make a very effective display. Be-
side the mill stand billboards on which are at-
tractively given the "Red Mill" selections to be
had on the talker.

A very important move on the part of the
.Musical Echo Co. is their branching out in the
piano business. They have secured the agency
for the full line of pianos made by the Everett
Piano Co.. and will feature these instruments in
their handsome showrooms. The Everett piano
is one of the leading pianos and is being played
by Mme. Carreno on her concert tour with great
success.

The "Captain General," a new publication of
the Weymann house, will appear in the March
list of Victor records. This song should find a
ready sale. Wm. Doerr, who has charge of the
talking machine department, reports trade as
very encouraging. This gentleman is well known
among the Pennsylvania dealers, and by his able
management is winning for his house an envi-
able reputation.

The C. J. Heppe Co. report business in both
retail and wholesale departments as somewhat
ahead of December and improving. In this issue
they are bringing to the attention of the trade
the well-known Heppe Piano Chart. This chart
as will be seen by glancing at their advertise-
ment, which appears in the side line department,
» has been gotten up to facilitate beginners in
reading music, and so marvelous are the re-
sults obtained that dealers will find it but little
trouble to place in the home of almost all their
customers. The profit is very large, and when

ordered in fair quantities your name is printed
on it, which is, of course, an excellent thing
from an advertising standpoint.

Loiiis Buehn & Bro. have taken on the new
Indestructible record and will job them in this
locality.

A recent addition to the Columbia Phonograph
Co.'s retail sales staff is W. Ashelman, formerly
of Chicago, and who is starting up business in
great shape. The commercial graphophone is
making great headway here. The last court
stenographer to hold out against it bought
one recently. Among the business houses a
recent convert was the Merchants' National Bank.
The Columbia report trade as satisfactory.

COMEDY WITH TALKING MACHINE.

How* It Fooled Four Hundred Employes Who
Thought They Heard a Member of the Firm
Speak and Not a Substitute — Manager Re-
lates His Experience.

Comedy with a talking machine proved a great
success at a dinner given by a large firm to over
four hundred of its employes. All were seated at
seven long tables with a "talker" on the stage
which rendered popular songs and band selec-
tions while the dinner was served. The climax
was reached when the laughing song by Henry
Klauser was started. Everyone looked every-
where to see who felt so happy, and few realized
it was a talking-machine. All were obliged to
join in a hearty laugh and not until the opera-
tor stepped up to stop the machine did they know
where it came from. Another clever thing was
done to aid a member of the firm, afflicted with
bashfulness, when called on for a speech. He
stood by his chair and moved his lips with jest-
ing manner while the talking machine behind
him caused Bert Shepard to relate his experience
with a pair of trousers. Moral: If you can't
talk, let a talking machine do it for you.

A manager of one of the large talking ma-
chine stores, tells how a talking machine fooled
several customers and the clerks, as well as him-
self. He was trying some new records, among
which was "School Days." While it was playing
every one became excited at the sound of bells,
presumably those of the fire department. All
rushed to the front windows and looked in vain
for the engines. On resuming the former playing
of the same record it became a huge joke which
recalled the experiences of Uncle Josh with the
talking machine. When he dropped in his nickel
a band started to play and he went out to see it.
When he returned the machine had stopped, so
he didn't hear what it had to say.

Wc Know

grt That we can supply the dealers of Northern Ohio and Indiana and all
\ll Michigan, both promptly and to the very best monetary advantage.

an That there is going to be a good steady demand for Edison Phono-
graphs, Gold Moulded Records, Horns, Cranes, Repeating Attachments,
and all sundries. tH That we have put in and will keep up full lines every
day in the year and thus be prepared to fill all orders immediately. ^ That
we can, and do, ship orders the same day we receive them — no room nor time
for delay or disappointment here. (If That you can wire or 'phone orders to
us and be assured we have the goods in stock when you want them. <]f That
we are giving the "bargains of the age" in Record Cabinets — let prices
talk — just ask prices from us. <]f That prosperity has not deserted these
United States — those who think so are dyspeptic doubters — and doubters
always suffer. <If That we earnestly solicit your trade — try us and see how
joyously we do business.

American Phonograph Co.

106 Woodward Avenue, Detroit, Mich.

52

THE TALKING MACHINE WORLD.

THE "TALKER" ON THE STAGE.

Is Now Employed to Simulate the "Noisy
Rabble"' as Well as the Roaring of the Lion
and Other Animals — Recent Experiment in
London by Chas. Hawtrey Has Proven to be
One of Exceeding Interest.

The talking machine is being utilized to good
purpose these days by the stage manager. In
the past it was necessary to employ a lot of men
to duplicate the "noisy rabble" in certain his-
toric plays, but this has been so successfully
duplicated by means of records on the talking
machine that the human talkers or shoutei^s
have been dispensed with entirely.

Another development along these lines is the
"canning" of the roar of a real African lion,
■which has been introduced into "The Cuckoo," a
farce which is being produced in Englamd by
Charles Hawtrey, who plays the principal part.
In one of the scenes the roaring of a lion is
heard outside of the door of the house, and the
hero is supposed to go out and demonstrate his
powers over the king of beasts.

The great difficulty which the stage manager
encountered was the inability to secure some
fellow, or fellows, with leather lungs, who could
bellow as lustily as the lion, so the idea had to
be dismissed. Another suggestion was that Mr.
Hawtrey procure a lion from a circus and place
him behind the stage, and when occasion called
for it, he should be annoyed to the extent that
he would display his anger by vigorous roars.
This, however, was objected to very strenuously
by the company. After much consideration the
happy suggestion was made that talking machine
records could be made of the lion's roar so per-
fectly that everyone would be deceived. The im-
pi'ovements in the loud-sounding talking ma-
chines have made this possible, so that fortis-
simo, as well as pianissimo tones can be repro-
duced. This suggestion of using the machine was
eagerly accepted.

The New York American, in telling the story,
said in part:

A machine of the newest type, belonging to the
London Gramophone Co., was taken to the Lon-
don Zoological Gardens, and installed in the cage
occupied by a splendid specimen of the lion fam-
ily «nd his two wives. At first it was hoped
that the lion would roar into the gramophone of
his own accord. It is the habit of the noble
beast to roar at times simply for the exercise
of his hmgs, just as the cat yowls and the dog
barks, merely for pleasure and to satisfy a phys-
ical craving.

■^Tien the machine was placed in the lion's
cage he eyed it suspiciously, walking about it and
lashing his tail as if in irritation. He did not
like the machine, evidently. He suspected a
trap, but he was not to be caught in it. He heard
the light clicking noise of the machinery in the
interior of the apparatus. That seemed to irri-
tate him very much. He lashed his tail some
more and his whiskers stuck out angrily. He
gave vent to an ominous growl. Everybody was
hoping that he would let off a terrific roar in
front of the machine, and then it could be hur-
riedly snatched away from him, heavily charged
with noise.

But the lion disappointed them. He came
closer to the machine and looked carefully all
over it. He peered down the trumpet, which
happened to be made of pasteboard. He saw that
it was empty. Then he smelt it carefully. The
smell seemed to please him. Suddenly he took
an enormous bite at the trumpet and then sat
down and calmly ate it. The theatrical men
hastily snatched away what was left of their
machine, without any roar in it.

They decided that it was not worth while leav-
ing an expensive talking machine in His Ma-
jesty's cage. They would have to adopt more
artful and ingenious means of accomplishing
their purpose.

The machine was then placed about two feet
in front of the bars of the lion's cage. A fine,
tempting piece of steak, weighing about fifteen
pounds, was held on a pitchfork between the
mouth of the receiving trumpet and the bars.

Recommended as Best
By those Who Know Best

Every dealer who would like to add to his business a feature that will increase it from
10 to 30 per cent, should give his consideration to the following recommendation.

"The undersigned E. E. and Minister Plenipotentiary of His Majesty, the King of Spain, to the United States,
has much pleasure in stating that the -words for the study of the Spanish language as prepared by the Internationa!
Correspondence Schools, of Scranton, Pa., which 1 have carefully listened to, are the most perfect rendering of the
pure Castilian pronunciation. I consider them invaluable to the student of our language, and cannot too much
praise their efficiency and convenience." EMILIO DE OJEDA.

- This official endorsement is the highest possible recommendation for the efficiency and
accuracy of the I. C. S. Spanish Course, and plainly tells the characteristics of

I.C.S. LANGUAGESYSTEM

PHONOGRAPH

This system of language instruction is in use at the U. S. Government War College at
Washington, and the phonograph system has been lately adopted by the University of Chicago,
and everywhere it is being recognized as the coming method of language instruction. Phono-
graph dealers all over the country have been very successful in handling the language feature
in connection with their other business. There is no reason why you cannot do the same —
there is no reason why you should not do it next month, only because of your own indiffer-
ence and negligence to write now asking for further particulars. Don't you think it worth
while to find out more about such a feasible means of increasing your business ?

Write us a postal to-day.

INTERNATIONAL CORRESPONDENCE SCHOOLS,

SCRA.INTOIN,

The lion naturally put his paw between the bars
and reached out for the meat. As he did so, the
meat was drawn away from him' toward the
trumpet, till it was just out of his reach.

This naturally angered him terribly, and he
gave vent to a roar that made the machine shake
and filled it with sound.

"Gr-r-r-r-r-rah-h-h-h" roared the lion.

Again and again the trick was tried, and the
lion uttered every expression of rage known to
his family. He gave loud and deep roars, short
and long ones. He leaped about his cage and
hissed terribly. He made the kind of noise
which would shake the forest and make all the
other inhabitants tremble for their lives. Only
when he is terribly insulted does the king of
beasts make such a tempest of sound. The worst
insult you can offer to a lion is to place a fine
piece of meat before him and then take it away.
The sounds he was caught making at the Lon-
don Zoo were the same that you would hear in
the jungle if some other lion or some very rash
animal had attempted to take a nice young deer
away from him.

At last the theatrical men, excited by their
success, moved the apparatus too near the lion's
cage. Out shot the huge yellow paw of the in-
furiated beast, and quick as lightning it crashed
through the trumpet.

The same experiment was tried again, with a
little more caution, and finally the tormentors
were able to carry away the only perfect records
of a lion's roaring ever secured.

When the machine was set to work in the play,
and the public heard the roaring of an angry
lion just as it sounds as he is about to leap at
his victim, the effect was electrical, and every-
body was held spell-bound with interest and ex-
citement. Everybody recognized the evidence of
realism in the sounds. Few of the audience,
however, knew what interesting scenes had been
enacted when the records of the lion's voice had
been secured, scenes that were fully as interest-
ing as any in the play.

While the lion's voice was being recorded a
series of moving pictures of his actions was
taken, which will be reproduced, so that the pub-
lic can see just how he sniffed at the gramophone,
chewed up one trumpet, grabbed at the meat
and finally how he smashed another trumpet.

This experiment suggests a series of entertain-
ments which might be arranged with the assist-
ance of any large public menagerie. All the
noises made by the various animals might be
recorded. Take the howling of the leopard, the
■ trumpeting of the elephant, the snorting of the
rhinoceros, the grunting of the bear, the squeal-
ing of the pig. the singing of the bird, and so
on, and record them on the talking machine.
Have the same animals photographed by a mov-
ing picture machine, and let these pictures be
shown while the animals are uttering their char-
acteristic noises. Thus the life of the jungle
might be brought before the inhabitants of the
city in a very realistic, but perfectly safe
manner.

European experts are now planning a com-
bined moving picture and phonographic appa-
ratus, which will give the world an altogether
new knowledge of natural history. It can be
left in. the wildest part of the jungle so that a
perfect record may be obtained of the sights and
sounds that occur there when no human eye is
present. Then we shall see, perhaps, the sort
of animal assemblies and hear the debates that
were described by Rudyard Kipling so ably in
his "Jungle Tales."

The places where the jungle people can hold
their meetings undisturbed and really behave as
they please are now very rare, even in the heart
of Africa and Asia and soon they will disappear
altogether. One of the Indian princes has found
it necessary to establish an enormous preserve
for tigers in order that that interesting family
may not be wiped out. But even then his tigers
are half civilized. It would, therefore, be a great
service to knowledge if science could secure for
us some accurate and- interesting pictures of the
wildest forms of jungle life before civilization
ended that life forever. Here is where the "talk-
er" aids the picture machine immeasurably.

THE TALKING MACHINE WORLD.

53

PRACTICAL SUGGESTIONS AND COMMENTS.

TELEPHONOGRAPH AND TELEGRAPHON E.

Newtonville, Mass., Feb. 1, 1908.
Editor Talking Machine World, New York:

Dear Sir — A notice of Edison's "Telephono-
graph." appeared in the Engineer, Vol. xlvi, page
425, which I suppose must have been quite a
long time ago, but am unable to fix the date.
As I understand the invention, it will record
a message over the telephone upon a wax cyl-
inder, so that a phonograph machine will de-
liver it just the same as though the record had
been made by the voice direct. If this is so I
want to get a Telephonograph machine to use
in some experimental work I am doing, and I
will feel greatly obliged if you will direct me
as to where the machine can be obtained. I have
inquired at the Boston office of the Graphophone
Company and they referred me to you, as they
did not know of its existence.

Also can you tell me where I can get informa-
tion concerning a recent invention for recording
upon a disc or wire by means of magnetism the
sound of the voice? The machine was on exhi-
bition in Boston about a year ago but I was in
Europe at the time and so missed seeing it.
Doubtless you know about it and can tell me
where to address an inquiry. Any information
you can give me concerning the above will be
much appreciated by, yours truly,

Arthur J. Mundy.

[Ans. — Regarding the first mentioned inquiry,
Frank L. Dyer, general consul for the National
Phonograph Co. has been kind enough to inform
the editor of the Talking Machine World in reply
to inquiry that the telephonograph is an appar-
atus in connection with which Mr. Edison has
devoted considerable thought ever since the or-
iginal invention of the phonograph. About the
year 1889 an elaborate experiment was conducted
between Philadelphia and New York for the
phonograph recording of telephone messages. The

combination of a telephone and phonograph is a
perfectly operative apparatus for the purpose,
but the telephonograph as such, has never been
manufactured for commercial purposes or sale.

The machine for recording upon a disc or wire
by means of magnetism inquired about is the
telegraphone Which has been exhibited in Bos-
ton, also in New York during the past few years.
It is the invention of Poulson, who, by the way,
is now prominently identified with wireless tele-
phony in Europe. The American rights for this
invention are controlled by the Telegraphone Co.,
■ whose offices are located at 41 Park Row, New
York, with a factory at Wheeling, W. Va. As
far as I know they have not yet marketed this
device, but are constantly working to the end of
making it a commercial possibility.]
REGARDING OLD RECORDS.

Baltimore, Md., Jan. 21, 1908.
Editor Talking Machine World, New York.

Dear Sir: — What is the best process for giving
old graphophone records a smooth surface so that
they can be used for taking new musical selec-
tions? Respectfully, L. Ceaigen Coyle.

[Ans. — If the records in question are wax they
can be shaved off, for which a special device
may be obtained from' the Columbia Phonograph
Co., their agents, or from any of the manufact-
urers where names and addresses appear in the
advertising department of The World. On the con-
trary, if the ordinary commercal singing or talk-
ing graphophones are referred to by our corre-
spondent, they cannot be used again for record-
ing graphophones are referred to by our corre-
of the average person not engaged in this special
line of manufacturing. '
JOBBERS OF SHEET MUSIC.

Grafton, W. Va., Jan. 6, 1908.
Editor Talking Machine World, New York.

Gentlemen; — Will you please give me the
names and addresses of a number of the best

jobbers of sheet music? I want to get in touch
with a good house from which I can get the
music of all publishers. Also can you tell me
where I can get a good line of ten-cent music?

H. C. COMPTON.

[Ans. — New York jobbers of sheet music are:
The Publishers and Distributing Co., 51 West
28th street; Crown Music Co., 12 West 17th
street; Enterprise Music Co., 46 West 28th street;
New York Music Supply Co., 17 East 10th street.
The publishers of ten-cent music are: The Mc-
Kinley Music Co., 74 Fifth avenue; The Century
Co. (Century Edition) 134 West 37th street.]

SAPPHIRE NEEDLES FOR DISCS.

Los Angeles, Cal., Jan. 15, 1908.
Editor Talking Machine World, New York.

Dear Sir: — I would like you to tell if you know
of such a thing being on sale in America as a
sapphire needle for disc talking machines. Kindly
advise and oblige, yours truly,

Wm. H. Richardson.

[Ans. — If by a sapphire our California inquirer
means a reproducing jewel for a disc record with
the lateral or zigzag cut or sound wave, we can
say there is none in existence, as they are not
made. So far this kind of a point is among the
impossibilities without destroying the record.
The sound wave on the disc record of commerce
has such acute angles that the sapphire breaks
down the walls, being much harder than the steel
needle. Experiments are under way to ac-
complish this end, that would be tantamount to a
revolution in this particular line of trade de-
velopments, but yet no practical results are re-
ported. The ball-pointed sapphire, that is used
wholly on cylinder records, on the undulating
or up and down cut, can be had from any record
manufacturer or general supply house. This
kind of a sapphire may also be used on a disc
if the same sound wave is employed. A French
firm of disc record makers have equipped their
machine in this wise, but it is unknown on any
American machine.]

NEW PROCESS OF RECORDING.

A new process of recording has been discovered

r

Automatic
Stopper

For EDISON STANDARD
and HOME PHONOGRAPH

Just demonstrate to your cus-
tomer that with an Automatic
Stopper on his Edison he need'
not touch the machine again after
once starting it. It stops after
record is finished. Everyone appreciates w^hat
this means. Result— quick and growing sales !

Retail price for "Home" style is 25 cents.
Retail price for "Standard" model is 75 cents
each.

Place your order through your jobber ; if unable to
get them of your jobber, write us.

EASY
SALES

I

Adjusting Device for the Edison
Crane

Use with any Horn
Retails at $1.00

Regular machine discounts to dealers. If you want samples
send price, less discount, with the name of your jobber— we will
see that you get them.

UTICA CRANE CO.

MAKERS

UTICA - - N. Y.

54

THE TALKING MACHINE WORLD.

in Scotland, wherein a form of photoengraving
is used to make it possible to record the most
delicate vibrations not possible with the or-
dinary form of recorder. Plates are provided,
preferably of polished plate glass, with suitable
holes drilled in the center for holding in position.
These plates are cleaned and coated with a non-
actinic or opaque solution which will dry suffi-
ciently soft to permit the needle to cut through
to the - plate without encountering undue re-
sistance. To clear away particles cut by needle
point, an air jet is employed alongside of it dur-
ing recording, to blow particles off plate, but the
completed record is removed from table and
carefully brushed cr washed to clear track or
lateral vibrations thoroughly. In some cases
these plates may be smoked, and the record made
through that medium. At this stage we have ob-
tained a mechanically made record negative of a
performance independent of photography; this
negative can be used to reproduce molds, by
means of" any suitable photoengraving process
either sunk or in relief to any size required or
for making negative with transparent lines of
record. Careful attention is necessary to micro-
scopic focussing so as to obtain sharp, clear
lines from the original, and also fineness of
materials. By this process copies can be made
to give stronger or finer vibrations than original
mechanical record negatives so as to perfect re-
production required. These record negatives are
suitable for producing twin track records by
superimposing them so as to produce a combined
copy of a solo track and an accompaniment track
on one side of the record, but a machine to give
wider spacing between the tracks is required for
alternative placing of two record negative
. spirals, one track spiral being solo and the other
one track spiral of accompaniment. This allows
full volume and also perfecting of accompaniment
being recorded to a perfect solo performed op
Charassophone or vice versa at any time, but to
obtain correct timing the instrument is placed
near conductor or soloist and either veiled or
turned away from recording apparatus when
doing so. Two reproducing diaphragms with
holders and needles are used, coupled and witn
a device to adjust them to twin track of record
by moving each diaphragm holder with needles
near or from each other to center of lateral
spiral vibrations; four or more tracks are possible
but two enable two kinds of diaphagms to be
used at same time if required. These record
mechanical negatives can be used to produce
copies for turntables running in either direction
or the combined track negative similarly.

"Surprise
and

Delight"

The Mello-Tone

Attachment is a great
improvement for the

Talking Machine or Phonograph

Produces tones natural,

EJiminates all metallic sounds and blasts.
Regulates and mellows the tone.
Can be adjusted while machine is playing.
Goes in the horn, opens and shuts.

PHce $1.00 Each

Sample and prices
submitted to dealers

It luill please
you and
please yoitr
yr lends

MELLO-TONE CO.

40 Harrison Avenue Springfield, Mass., U. S. A,

IMPORTANCE OF OILING.

We have had several inquiries lately from
dealers regarding queries made by purchasers
anent the matter of oiling. The subject is so
well covered in an article which appeared in
The New Phonogji-am over a year ago, and
which was prepared by the assistant superin-
tendent of the Edison factory, that we have taken
the liberty of reproducing it as it covers this mat-
ter very fully and authoritatively. It is as fol-
lows:

"In regai-d to the parts that need oiling in the
phonograph, they are those parts which are mov-
ing, as in any other machine — the bearings of the
shafts, both on top of machine and in the motor;
the back rod on which the diaphragm arm slides,
and the main -shaft screw on which the feed nut
travels.

"As to how often it needs oiling, your own
judgment should determine this. As long as
there is a slight amount of oil in the bearings
they need not have any more. The main spring
is graphited here in the factory and this should
last quite a long while; as long as the main
spring unwinds evenly, without any jumping, it
shows that it is properly lubricated.

"In regard to your record slowing up, or
rather your mandrel slowing up in the center
of almost every record, this would tend to de-
note that there is a bind in the travel of your
diaphragm arm at this point. We would judge
that the trouble might be in the feed nut or the
thread of the main shaft. If you would let the
arm down and feed it across, holding tie finger
very lightly on the feed nut spring, you could
feel whether there was any roughness in the
thread of the main shaft. Sometimes rust ac-
cumulates in these threads and makes consider-
able friction at that point, which would cause
your trouble. There can be no other reason for

If you want
to know

lil.sc lilOCOKl) CABINICT NO. 103.
Holds -IW IL' liicli Itccords.

\ viTj- handsome and popular style embodying
tlie liiicst workmanship and (Inlsh. Its simple,
hi'anlifiil lines <(>nimeiul It to all desiring a
slronRly built eablnet at a medium price. Kach
division accoramodatcs three records, keeplnR them
In perfect condition. May be had In Renulne
(juarter sawed Oak. Golden rlnlsh, or In MahoRany
llnlsli (cenulne MaboRany front and lop), all foMr
sides rubbed and pollshi'il.

Iilnienslons : Ili'lglil, Inches; width. l!TVj

Inches: dei>lh, J7'/j Inches: shlppluK weight, 7J
lbs. crated. rniri:. SI.-. 00 Mst.

where you can buy the Record
Cabinets that will make you
the most money send for the
Catalog of

Humphrey
Record Cabinets

It illustrates and prices the most complete
and attractive line of Cabinets for both
Cylinder and Disc records produced. We've
got 'em all beat on Quality, Selling Points
and Price. Comparison proves it. Get the
Catalog and compare; OR ORDER A
SAMPLE CABINET FROM YOUR
JOBBER.

NOW is the time. Write to-day.

Humphrey Bookcase Company

DETROIT, U. S. A.

slowing up at one point every time. We think if
you examine this closely you will find the
trouble.

THAT HUMMING NOISE.

"If the humming noise in your motor is appre-
ciable when the cabinet is closed, then there is
some part which is fastened to the motor frame
that touches the top part of the machine. This
motor frame is suspended between spiral springs
to neutralize the vibrations in the same and not
transmit them to the top plate of the machine.
Possibly your starting lever, when thrown over
to start the machine, touches the side or end of
slot through which it comes. This would cause
the trouble you speak of. Or, the crank may be
touching the thimble hole in the cabinet. If
neither of these two parts are causing the
trouble, we would suggest that while j'our ma-
chine is running you take hold of motor frame
with the cabinet opened up, and twist it around
a little on the springs and see if this overcomes
the hum. If you find that it does, then one of
the screws which goes through the springs prob-
ablj- touches in the hole of the motor frame
where it passes through. These screws, which
pass through the spiral springs and which screw
into the top plate of machine, should not touch
any part of the motor frame casting, as if they
do they will transmit all the vibrations of the
motor frame casting to the top part of the
machine and cause the humming noise you speak
of."

ORDERS ARE MORE PLENTIFUL.

Manufacturers Getting Back to Full Forces —
Jobbers and Dealers Also Report Improve-
ment— Collections Easier.

Another notch in the improvement scale has
been registered this month. Manufacturers aver
orders are becoming more plentiful, in several
instances special departments at the factories
being as much engaged as before the slump in
November occurred. Jobbers are of the opinion
that business has brightened perceptibly, collec
tions have become again dependable, and dealers
are buying much more freely. In turn retail
trade has also assumed a more satisfactory con-
dition.

PETITIONED INTO BANKRUPTCY.

An involuntary petition in bankruptcy was
filed in the United States district court Monday
of last week against the Talk-o-Phone Co., of
Toledo, by Theodor Kundtz, of Cleveland, al-
leging a claim of $5,699.95; Standard Metal Manu-
facturing Company of New York, $4,295.41, and
C. J. Campbell & Co., of Toledo. $116,27.

FIRE DAMAGES I. DAVEGA STORE.

A fire in the establishment of I. Davega, Jr..
125 West 125th street, New York, January 18. in-
dicted damage to stock to the amount of $5,000.
!t was fully insured, and since then the loss has
been satisfactorily adjusted. The place is re-
decorated and rearranged throughout, the whole-
sale talking machine department now being trans-
ferred to the basement. 20 x 85 feet, which is
entirely occupied for this purpose. The retail
(h'pMrduont is on the second floor with the sport-
ing ,u;oods stock in the store off the street. Mr.
Ilavega occupies the entire building, and reports
business greatly improved.

THE TALKING MACHINE WORLD.

55

RECORD BULLETINS FOR MARCH, 1908.

COLUMBIA "XP" (CYL.) RECORDS.

PKINCH'S MILITARY BAND.

33208 Blossom (Inteimezzo Two-Step) Sam Fox

BAItlTONE SOLOS.

Orchestra Accompaniment.

33211 Dixie Dan Arthur Collins

33212 I've Got a Tickling Sensation 'Round My

Heart for You Bob Roberts

33213 From Your Dear Heart to Mine

Frank C. Stanley

TENOR SOLOS.

, Organ Accompaniment.

33214 Hark! The Herald Angels Sing Henry Burr

Orchestra Accompaniment.

33215 See Saw Byron G. Harlan

33218 I Can't Leave the Old Folks, Jennie....

Harvey Hindermeyer

SOPRANO SOLO.

Orchestra Accompaniment.

33216 Sunrise at the Zoo (with animal imitations

by Gilbert Girard) Ada Jones

BARirO-VE AND TENOR DUET.

Orchestra Accompaniment.

33209 Come On and Kiss Your Baby

Collins and Harlan

S()1']!AN0 AND BAUITO.Nf: DUET.

Orchestra Accompaniment.

33210 Make Believe .. Miss Stevenson and Mr. Stanley

TALKING RECORDS.

33217 Sheriff's Sale of a Stranded Circus

'. . . . . Len Spencer and Gilbert Girard

33210 Old Dog Sport. .Len Spencer and Gilbert Girard

NEW COLUMBIA "BC" (CYL.) RECORDS.

TENOR SOLO.
Orchestra Accompaniment.
85158 'Neath the Old Acorn 'Iree. Sweet Estelle

Albert Campbell

VAUDEVILLE Sl'ECIALTV.

Orchestra Aceomuaniment.
85150 Wedding Bells Ada Joues and Len Spencer

UNCLE JOSH WEATHEHSBEE'S LAUIjHING STORY.

S5157 Uncle Josh. Gets a Letter from Home....

Cal Stewart

NEW COLUMBIA lO-INCH DISC RECORDS.

PRINCE'S MILITARY BAND.

3739 Blossom (Intermezzo Two-Step) Sam Fox

3740 Bye Bye Dearie Medley ... Arr. by C. A. Prince

3748 Red Wing (Indian Intermezzo) ).. Kerry Mills
BANDA ESPANOLA, C. A. PRINCE, DIRECTOR.

5755 Me quitas el sueno — Tango (You Haunt My

Dreams) Nicolin

COLU-VIBIA ORCHESTRA.

12752 Ballsirenen Walzer — Die Lustige Witwe

(The Merry Widow) Franz Lehar

SOPRANO SOLO.

Orcliestra Accompaniment.
3752 Sunrise at the Zoo (with animal imitations

by Gilbert Girard) Miss Ada Jones

VOCAL gUARTETS — MALE VOICES.

Organ Accompaniment.

3750 Black Jim Columbia Quartet

Unaccompanied.

3751 Tell Mother I'll Be There. .Columbia Quartet

3752 When the Roll Is Called Up Yonder

Columbia Quartet

VOCAL TRIO MIXED VOICES.

3753 Nothing but Leaves Metropolitan Trio

BARITONE AND TENOR DUETS.

Orchestra Accompaniment.

3741 Come On and Kiss Your Baby

Collins and Harlan

Organ Accompaniment.

3754 Beyond the Smiling and the Weeping

Stanley and Burr

3755 Some Day You'll Come Back to Me

Stanley and Burr

.3756 What a Friend We Have in Jesus

Stanley and Burr

SOPRANO AND BARITONE DUET.

Orchestra Accompaniment.

3742 Make Believe. . Miss Stevenson and Mr. Stanley

VIOLIN SOLO.

Orchestra Accompaniment.

3749 Medley of Jigs and Reels — "The White

Cockade" Chas. D'Almaine

BARITONE SOLOS.

Orchestra Accompaniment.

3743 I've Got a Tickling Sensation 'Round My

Heart for You Bob Roberts

3757 From Your Dear Heart to Mine

Frank C. Stanley

TENOR SOLOS.

Orchestra Accompaniment.

3744 'Neath the Old Acorn Tree, Sweet Estelle.

• Albert Campbell

3745 School Days Albert Campbell

374C See Saw Byron G. Harlan

3747 Way Down in Colon Town Billy Murray

TALKING RECORDS.

3759 Sheriff's Sale of a Stranded Circus

Len Spencer and Gilbert Girard

Accordion and I'iano Accompaniment.

3760 Thim Were the Happy Days Steve Borter

NEW COLUMBIA ,12-INCH DISC RECORDS.

prince's military band.

30104 Radetzky March Johann Strauss

30105 The Merry Widow Selections .... Franz Lehar

30106 The Merry Widow Waltz — Dance Music

Franz Lehar

12-INCH GRAND OPERA DISC RECORDS.

30113 Les Filles de Cadix (The Maids of Cadiz)

(French) Mme. Lillian Blauvelt

Orchestra Accompaniment.

30144 Cavatine from "Les Huguenots" (Song of

the rage) (French) .... Mme. Jose Grayville

NEW VICTOR RECORDS.

No. ARTHUR PRVOR'S BAND. Size.

5345 Captain General March Louka 10

5343 Angel of Love Waltz (Ange d'Amour) ....

Waldteufel 10

5344 Eileen Asthore Medley Olcott 10

victor ORCHESTRA.

5369 The Dream Waltz (from "A Waltz Dream")

(Ein Walzertraum) Strauss 10

soprano solo by helexe noldi^ with orch.

5356 Jewel Song (Faust) Gounod 10

baritone SOLOS BY ALAN TURNER, WITH ORCH.

31690 The Bravest Heart May Swell (Dio pos-

sente) Faust-Gounod 12

5359 I'rologue from I'adliacci Leoncavallo 10

5351 Good Bye, Sweetheart, Good Bye.V'on Tilzer 10

CORNET AND FLUTE DUET BY KENEKE AND LYONS, WITH
ORCH

5347 Voice of Love — Serenade Schumann 10

TROMBONE SOLO BY ARTHUR PRYOR, WITH BAND ACCOMP.

5346 Oh. Dry Those Tears Del Riego 10

CONTRALTO SOLO BY CORINNE MORGAN, WITH ORCH.

5357 Bid Me Good Bye Tosti 10

BARITONE SOLO BY PERCV HEMUS, WITH ORCH.

5348 The Sailor's Brayer Mattel 10

HYMN BY FREDERIC C. FREEMANTEL, WITH ORCH.

5341 The Ninety and Nine Sankey 10

TENOR SOLO BY HARRY MACDONOUGH, WITH ORCH.

5352 One Little, Sweet Little Girl (from "O'Neill

of Derry") Olcott 10

TENOR SOLO BY BYRON G. HARLAN, WITH ORCH.

5349 Two Little Baby Shoes Morse 10

COMIC SONGS BY BILLY .MURRAY.

5355 I'm Afraid to Come Home in the Dark..

Van Alstyne 10

5358 I'm Ijooking for the Man that Wrote the

Merry Widow Waltz Furth 10

DUET BY COLLINS AND HARLAN, WITH ORCH.

5361 The Family Tree (Jungle Song) .... Morse 10

MINSTREL RECORD BY VICTOR MINSTREL CO., WITH ORCH.

5363 Victor Minstrels No. 9 '. 10

MALE QUARTETS BY HAYDN QUARTET, WITH ORCH.

5362 Jesus Cbrist is Risen To-day (Worden)

(Easter Hymn — "Alleluia") .... Davidica 10

5353 ilollie Darling Hays 10

DUET BY DUDLEY AND MACDONOUGH, WITH QUARTET

CHORUS .IND ORCH.

5368 Red Wing Mills 10

"COON" SONG BY ARTHUR COLLINS, WITH ORCH.

5360 I Got to See the Minstrel Show. .Von Tilzer 10

DUET BY MISS STEVENSON AND MR. .MACDONOUGH, WITtI
ORCH.

5354 Climbing the Ladder of Love. . . .Englander 10

MUSICAL ACT BY SPENCER AND MOZARTO, WITH ORCH.

5367 Sim and Sam (A comedy musical act) .... 10

ARTHUR PRYOR'S BAND.

5324 International March Roberts 8

COON SONG BY BILLY .MURRAY, WITH ORCH.

5364 He's a Cousin of Mine Smith-Heim 8

BILLY MURRAY AND HAYDN QUARTET, WITH ORCH.

5330 I'm Happy When the Band Plays Dixie... S

DUET BY STANLEY AND MACDONOUGH, WITH ORCH.

5366 Some Day You'll Come Back to Me... Ball 8

GOSPEL HYMN BY THE HAYDN QUARTET. WITH ORCH.

5365 Ring the Bells of Heaven Root 8

NEW RED SEAL RECORDS.

A NEW CARUSO RECORD.

88108 Dom Sebastien — In terra solo (On Earth

Alone) Donizetti 12

JOHANNA GADSKI, SOPRANO IN GERMAN PIANO ACCOMP.

87016 Standchen (Serenade) ... .Richard Strauss 10

88112 Standchen (Serenade) Schubert 12

88111 Gretchen am Spinnrade (Margaret at, the

Spinning Wheel) Schubert 12

GERALDINE PARRAR ANTONIO SCOTTI IN ITALIAN

WITH ORCH.

. 89015 Don Giovanni — La ci darem la mano (Thy

Little Hand. Love) Mozart 12

BESSIE ABOTT, SOPRANO — IN ITALIAN WITH ORCH.

88110 Parla Waltz (Speak!) Arditi 12

ABOTT AND ANCONA IN ITALIAN WITH ORCH.

89013 Rigoletto — Tutte le teste al tempio (On

Every Festal Morning) Part I Verdi 12

87500 Rigoletto — Tutte le teste al tempio — Part
II. — Si vendetta (Yes, My Vengeance) . .
Verdi 10

MARCEL JOURNET, BASS IN ITALIAN WITH ORCH.

74103 Contes d'Uoffman — Air de Dapertutto (Da-

pertutto's air from Act II) . . . .Offenbach 12

74104 Barbiere — La calunnia (Slander's Whisper)

Rossini 12

ZON-O-PHONE lO-INCH RECORDS.

ZON-O-PHONE CONCERT BAND.

976 Bugle Call Polka

977 Emperor Frederick March

978 Girl I Left Behind Me — Humoresque

979 Marche Turque — Patrol

980 Smiler — A Joplin Rag

ZON-O-PHONE ORCHESTRA.

994 Folle Extase Waltz

995 Gavotte and Jig — From "Tom Jones"

1000 Tipperary Twinkle — A Celtic Oddity

BELL SOLO BY ED. KING, WITH ORCH. ACCOMP.

981 Sweet the Angelus Was Ringing

WHISTLING SOLO BY JOE BELMONT, WITH ORCH. ACCOMP.

982 Dance of the Song Birds

VOCAL SELECTIONS WITH ORCH. ACCOMP.

992 An Evening in a Hungarian Restaurant....

Zon o-phone Mixed Quartet

993 Daddy Henry Burr

•983 Dixie Dan Billy Murray

984 Don't Get Married Any More. Ma.... Ada Joues

985 Flanagan at the Barber's Steve Porter

086 How Firm a Foundation Frank C. Stanley

996 I Got to See de Minstrel Show. . .Arthur Collins
987 Make Believe Ada Jones and Billy Murray

997 Mary McGee — Prom "The Dairy Maids"....

Zon-o-phone Mixed Quartet

988 Rambler Minstrel No. 7

989 So Long, Bill Billy Murrav

998 See-Saw He"nry Burr

999 The Peach that Tastes the Sweetest Hangs

the Highest on the Tree Arthur Co'lins

990 Uncle Josh and the Insurance Company

Cal Stewart

991 Winter Song Peerless Quartet

NEW EDISON GOLD MOLDED RECORDS.

9770 Cavalry Charge Edisun Military Baud

9771 When the Springtime Brings the Roses,

Jessie Dear Manuel Itomain

9772 Sahara Collins and Harlan

9773 Her Bright Sm.le Haunts Me Still

Edison Venetian Trio

9774 Golden Sails Florence Iliuk.e

9775 Upper Ten and Lower Five... Favor and Meeker

9776 "Moolbarri" James Brockman

9777 The Teddy Bears' Picnic...:

Edison Symphony Orchestra

9778 When You Love Her and She Loves You ....

Byron G. Harlan

9779 Sheriff's Sale of a Stranded Circus

Spencer and Girard

9780 I'm Afraid to Come Iloine in the Dark....

, Billy Murray

9781 The Marriage of Figaro — Overture

Edison Concert Baud

9782 The Heart You Lost in Maryland You'll Find

in Tennessee Frederic Rose

9783 To the Work Edison Mixed Quartet

9784 Nothin' Ever Worries Me Arthur Collins

9785 "Smile, Smile, Smile" and "Kiss, Kiss. Kiss"

Albert Benzler

9786 Bygone Days Harry Anthony

9787 Muggsy's Dream . . .Ada Jones and Len Spencer

9788 I Marched Around Again Edward Meeker

9789 The Merry Widow Selection

Edison Symphon.y Orchestra

9790 Flanagan's St. Patrick's Day Steve Porter

9791 The Sword of Bunker Hill. .Edison Male Quartet

9792 She Forgot to Bring Him Back Ada Jones

9793 From the Field March .... Edison Military Band

Disc

Record

Cabinets

No. 507. CYLINDER RECORD CABINET
Mahogany. Golden Qt. Oak. Serpentine Front.
Holds 250 Records.

Cylinder

Record

Cabinets

^BW Patterns now being
manufactured eclipse all
previous efforts. Big i ni -
provements have been made
and a new idea worked out
in our Cylinder Cabinets.
These New Cylinder Cabinets
will not contain the pegs but
will be arranged to hold the
complete flannel lined Car-
tons. Possibility of breakage
greatly reduced and the pro-
tection from dust and dirt
perfect.

Write for Illustrations and Prices.

The Udell Works

Indianapolis, Ind.

BARITONE SOLOS.

Piano Accompaniment.

30107 Air of Nilakantha "Lakme" (French)

Charles Gilibert

30108 La Jolie Fille de Perth (Drinking Song)

(French) Charles Gilibert

30109 Les Rameaux (The Palms) (French)

Anton Van Rooy

BASS SOLOS.

Orchestra Accompaniment.

30110 Brindisi (Drinking Song) from "Martha"

(Italian) Signor Vittorio Arimondi

30111 La Mia Bandiera (Canto Popolare) (Ital-

ian) Signor Vittorio Arimondi

SOPRANO SOLOS.

Piano Accompaniment.

30112 Cherry Ripe (English) .. Mme. Lillian Blauvelt

50

THE TALKING MACHINE WORLD.

LATEST PATENTS R.ELATING TO TALKING
MACHINES AND RECORDS

(Specially prepared for The Talking Machine Work].)

Washington, D. C, Feb. 6. 1908.

CojiBiNED Recorder and Reproducer for Talk-
ing Machines. Thos. H. jNIacDonald, Bridgeport.
Conn., assignor to the American Graphophone
Co., same place. Patent No. 874,973,

This invention relates to a combined recorder
and reproducer for talking machines, and has
for its object to provide such a device which will
be readily shifted from the recording to the re-
producing action, or from either the recording
or the reproducing action to a position of inac-
tivity, while at the same time providing a device
which will be simple and cheap to manufacture
and efficient in operation.

With these objects in view, the invention con-
sists in a slide and means for operating the

same, upon which slide is supported a diaphragm
carrying a recording stylus and a reproducing
stylus, which diaphragm is supported on the
slide by means which, as the slide is reciprocated
will move the diaphragm toward or from the
record, as the case may be. while always main-
taining the diaphragm in a plane practically par-
allel with the movement of the slide.

Moreover, the invention further consists in the
construction of the recorder and reproducer head
whereby the sound-tube or neck leading to the

space to the rear of the diaphragm is formed in-
tegrally with the head itself, instead of being
jointed thereto, as heretofore.

Figure, 1 is a central transverse vertical sec-
tion, showing the parts in the position which
they occupy when the recording stylus is in con-
tact with the record; Fig. 2 is a like view with
the reproducing stylus in contact with the
record; and Fig. 3 is a similar view with both
the recording and reproducing styli lifted from
or out of contact with the record. Fig. 4 is a bot-
tom plan view.

GRAriiopiioNE. Thos. H. MacDonald, Bridge-
port. Conn., assignor to the American Grapho-
phone Co., same place. Patent No. 877,207.

This invention relates to talking machines and
more particularly to machines of this character
In which the reproduction of sound is obtained
from a disc-shaped or flat record tablet having
a record groove thereon in the shape of a spiral
upon the flat surface of the tablet, though cer-
tain features of the invention arc api)lical)le in
connection with other forms of record.

In talking machines of the disc type the re-
producer has heretofore been carried on the end
of a hollow swinging arm, with Ihe stylus of the
reproducer resting In Ihe record groove and the

reproducer being ' moved bodily with the ann
across the face of the record during the act of
reproduction, the reproduced sound waves being
conveyed to a suitable horn through the hollow
arm. Furthermore, it has heretofore been pro-
posed to employ in talking machines a relay
device in the form of a friction roll and shoe be-
tween the stylus and diaphragm of the repro-
ducer, the undulations of the record groove being
utilized to govern the application of power for
imparting vibrations to the diaphragm of the re-
producer. Relay devices of this character have
only been applied to machines employing cylin-
drical records and provided with means for mov-
ing the reproducer in a right line past the record
during the act of reproduction.

One of the main objects of the present inven-
tion is to provide means whereby a relay device
may be introduced between the stylus and dia-
phragm of the reproducer in connection with ma-
chines employing the flat or disc form of Tecord,
as distinguished from the cylindrical record.

A further object is to provide a disc machine
wherein the re-
producing dia-
phragm and
its casing shall
be fixed in po-
sition, thus
doing away
with the mech-
anism hereto-
fore employed
for moving
these parts
with relation
to the record,
and particu-
larly doing
away with the
hollow repro-
ducer-ca.rrying
arm heretofore universally employed.

With these objects in view the invention con-
sists of a flat or disc record with mechanism for
revolving the same in combination with a repro-
ducing diaphragm remaining in the same place or
location throughout the act of reproduction, a
reproducing stylus in operative relation with the
record, and connections between said stylus and
the diaphragm, a suitable relay device, as a fric-
tion roll and shoe, being introduced into or act-
ing upon said connections.

The invention further consists in a fixed or

permanently located reproducer diaphragm, a
continuously driven friction roll, a friction shoe
bearing on said roll and connected at its re-
spective ends to ^
the diaphragm
and to a repro-
ducing stylus
bearing upon a
flat disc-shaped'
or other style of !
record, and means
for simultaneous-
ly revolving said
record and fric-
tion shoe.

Referring t o
the drawings-
Fig. 1 is a detail
vertical ^broken
section, parts be-
ing shown in ele-
vation; Fig. 2 is ='-' ^'
a broken plan view of the parts shown in
Fig. 1, portions of the reproducer head
being broken away and the friction roll shown
in horizontal section; Fig. 3 is a detail vertical
section showing the means of connecting the
stylus-bearing parts with the friction shoe.

Souxd-Peoducixg Mechamsji. Charles F.
Graham, Near Snellersburg, Ind. Patent No. 877,-
327.

The present invention relates more particularly
to diaphragms for sound-producing machines and
by the term "sound-producing" machines, it is
intended to include all of those types wherein
diaphragms are employed for recording sounds
or reproducing sounds already recorded. The
principal object is to provide a simple device that
will accurately pro-
duce and record
sounds with clear-
ness and without
harsli or mechanical
resonance, will per-
mit the ready at-
tachment thereto of the actuating or recording
means without the necessity of any additional
adhesive, and may be readily manufactured in
any desirable shape.

Figure 1 is a sectional view through a repro-
ducer, showing the improved diaphragm in place.
Fig. 2 is a perspective view oL said diaphragm.

SouxD-Box FOR Talking Machines. John C.
English, Camden, N. J., assignor to Victor Talk-
ing Machine Co., same piace. Patent No. 877,-
184.

The object of this invention is to provide co-
operating interlocking means for fastening

WILKESLYKE

Automatic Start and Stop

ATTACHMENT

'A

This scientific attachment is made to
fit the famous Edison Standard, Home
and Triumph Phonographs. It auto=
matically starts the machine on clos=
ing the gate and stops at the end of
record, thus enabling the operator
to wait on customers or perform
other duties.

RETAILS
JOBS AT

$3.00
1.80

Every dealer should have one on his
display machine — sells on sight. Ask
your jobber to supply you.

W. D. ANDREWS

SOUl=; DIS'l'RIliU PER

SYRACUSE, N. Y. BUFFALO, N. Y.

THE TALKING MACHINE WORLD.

57

sound boxes, which are used in connection with
talking machines, to the sound tube or swinging
arm thereof, in such a manner that the same
may be quiclcly and securely loclved together in
position, and as readily unlocked, said means, in
addition to performing the above functions, also
forming a guide or stop for positioning the stylus
bar with respect to the record so that the stylus,
which is carried thereby, may form the correct
working angle with the record.

Figure 1 is a plan view of the end of the sound
conducting tube with the sound box in position

thereon and show-
ing a "part of the
sound box broken
away: Fig. 2, a
side elevation of
the sound box
removed from the
tube and showing
the part thereof
which engages
said tube; Fig. 6,
a sectional view
taken substantial-
ly on the line
3—3 of Fig. 1;
and Fig. 4, an
elevation of the
sound box show-
ing the outside thereof, or that opposite to the
sound tube.

Sound Recorder for Talking Machines. Wil-
liam N. Hunter, Blanchester, 0. Patent No.
875,352.

This invention relates to devices for taking
and receiving the sound waves developed by a
vibrating diaphragm, whether vibrated directly,
or by •mechanical action, to collect the waves and
deliver the vibrations into a tubular passageway,
and the object of the invention is to provide a
chamber for the reception of the wave vibrations,
with a plurality of passageways therefrom into
the conveying tube, whereby the vibrations may
be collected, condensed, and delivered more per-
fectly than with the sound recorders heretofore
in use.

Heretofore it has been customary for talking
machines and the like to provide a cup-shaped
chamber in the rear of the diaphragm, which re-
ceives the sound vibrations, and to deliver these
vibrations from the recorder through a single
central passageway. It has been found by re-
peated experiments, liowever, that if an annular
chamber is provided and the sound waves con-
veyed into the tubular passageway through a
plurality of openings from this annual chamber,
a very much smoother and better volume of

sound is produced, or conveyed by the appar-
atus.

While this improved construction can be em-
ployed for the collection and conveyance of sound
vibrations delivered directly into the recorder,
this device is especially adapted for recorders
for talking machines where the vibrations are
developed mechanically, and for such machines
the extraneous sounds produced by the scratch-
ing of the recording point
as it passes over- the plate
or cylinder, upon which is
impressed the record to be
reproduced, are almost
completely cut out, so that
a pure and sweet volume
of sound is reproduced
identical with the original tt-^^. I
sound waves delivered to
the apparatus.

In the drawings. Figure,
1 is a central vertical sec-
tion of the improved sound
recorder. Fig. 2 is a plan
view of same. Fig. 3 Is a
perspective view.

Phonograph. Edw. L.
Aiken, Orange, N. J., assignor to New Jersey
Patent Co., West Orange, N. J. Patent No. 875,309.

This invention relates particularly to means
for positively preventing the placing of a phono-
graph blank or record on the mandrel, or remov-
ing it therefrom, when the recorder or reproducer
is in such position that they would be liable
to be injured by such record or blank. Since, in
order to properly reproduce or record sounds on
a phonograph it is necessary that the reproducer
stylus or recording stylus shall rest upon the
record, a lifting lever is provided by means
of which the recorder or reproducer may be lifted

away from the
record surface.
If, however, a
record or blank
were to be placed
upon the man-
drel without first
operating the lift-
ing lever to raise
the recorder or
reproducer, which
ever happens to
be in use, the
stylus will be sus-
pended in the
path of the rec-
ord and there
will be danger

d — > \

/ 1

Talking Machine Record Cabinets

OUR SPECIALTY

So — we offer you good
value in a variety of es-
tablished sellers. You
can sell from our catalog.
It is required in every
popular store. More
goods sold with less effort
is the result of catering
Cadillac character.

Cadillac Cabinet Co.

T. M. R. C. Dept. DETROIT, MICH.

of the stylus or its support being broken,
or, if the cylinder is removed from the mandrel
without first raising the recorder or reproducer
away from the surface of the cylinder, the cylin-
der will be scratched in being so removed and in-
jury may be done to the recorder or reproducer.

The object of the present invention is to pro-
vide a device which shall prevent such breakage
in the placing of a cylinder on the mandrel and
will prevent the removal of the cylinder from
the mandrel unless the recorder or reproducer
is first raised so that the stylus will be lifted
above the path of the cylinder which is being in-
serted or removed.

In the said drawing, Figure 1, is a cross-sec-
tionak detail view showing the application of my
invention to an Edison business phonograph;
Fig. 2, is a similar view showing a different posi-
tion of the lifting lever; Fig. 3, is a view in
perspective of the device for preventing the in-
sertion or removal of a cylinder, except at the
proper time; and Fig. 4, is a detail view similar
to Fig. 2, but taken on a plane at some distance
behind the plane upon which the view shown
in Fig. 2 is taken.

Talking Machine. Arthur J. O'Neill, Chicago,
111., assignor to the Aretino Co., same place.
Patent No. 874,985.

In the sale of talking machine records, it is
desirable that the record be shaped with spe-
cial reference to the machine for which it is
primarily intended in order that the manufactur-
ers of machines may control the sale of records
to be used therewith. This policy enables the
manufacturer to sell or rent a talking machine
at low cost and thereafter make a reasonable
profit out of the sale of records therefor. It is
obvious, however, that if the machine is so con-
structed as to permit the use of records of all
styles and sizes it will be difficult, if not im-
possible, to control the sale of records to the
user of the talking machine, whereby the major
portion of the talking machine business will be
lost with the profits incident thereto. It is de-
sirable, however,
••hat records, pecu-
liarly constructed
for use on a par-
ticular machine,
be usable on ma-
chines of different
makes in order
that the sale of
records may be
increased to the
greatest possible
extent.

With this end
in view, the ob-
ject of the pres-
ent invention con-
sists in the pro-
vision of a record of distinctive shape
which can be used on talking machines
of standard make by the employment of
the supplemental disc or plate, which more
especially forms the subject matter of the present
invention. This enables a record, designed for a
particular machine, to be employed on all ma-
chines without permitting standard records to be
used upon the particular machine.

In the drawings. Figure 1 is a perspective view
of a talking machine of standard make; Fig. I
a top or plan view of the turntable, record, and
supplemental disc or plate of the present inven-
tion; Fig. 3 a sectional elevation of the parts
shown in Fig. 2; and Figs. 4, 5 and 6 various
styles of supplemental discs or plates of various
shapes and sizes.

Method of Making Sound Records. Isidor
Kitsee, Philadelphia, Pa. Patent No. 874,966.

This invention relates to an improvement in
method of makihg sound records. Its object is,
to produce copies of master records in an efficient
ana economical manner. The underlying prin-
ciple of this invention resides .in, first, producing
the master record; second, producing a reverse
therefrom; and, using both of these records, one
as a male, the other as a female, to produce
copies by compressing a suitable material be-
tween the two records.

58

THE TALKING MACHIKE WORLD.

In the drawing, Figures 1, 2, 3 and 4 are per-
spective views of records. 1 is the master record;
2 the recording lines therefor; 3 the reverse with

the recording lines 4; 6 the master record with
the enlarged recording lines 5; and 7 is the copy
with the recording lines, 8.

Geaphophoxe Hobx. George W. Duncan,
Chicago, 111. Patent No. 875,790.

The object of this invention is to provide a

graphophone horn
having means
whereby all me-
tallic or screech-
ing sounds will
be eliminated so
that the sounds
passing therefrom
will have a clear
natural tone.

In the accom-
panying drawings,
Figure 1 is a side
view of a horn
arranged in ac-
cordance with the
invention; and
Fig. 2 is a longitudinal sectional view of the
same.

Sound Recorder axd Reproducer. Morris
Schwartz, New York, assignor of one-third to
Solomon Flaum and one-third to Max Born-
stein, same place. Patent No. 875,853.

The sound recording and reproducing appar-
atus of the so-called talking machines, hereto-
fore in use. have undulations or indentations
produced by the sound waves recorded either in
the base or bottom of the groove cut or formed
on the record by the stylus, or in the sides of
such groove, in which latter case the groove is
sinuous. In many of these known devices only
the movement of the diaphragm in one direction,
is recorded or reproduced.

This present invention seeks to utilize to the
fullest extent the movement of the diaphragm
in either direction of its vibration, and a fur-
ther object of the present invention is to record
the undulations of the sound waves in both the
sides as well as the bottom or base of the groove,
though this is not an essential feature of cer-
tain parts of the invention.

Still other ob-
jects are to main-
tain the dia-
phragm horizon-
tal with the sty-
lus substantially
parallel there-
with, and further
to mount or sup-
port the cutting
tool or stylus in
suitable bearings
in a bracket inde-
pendent of the
diaphragm from
which the stylus
receives its mo-
tion through suitable ling or other connection.

Figure 1 shows an improved apparatus in ver-
tical central section with the recording or repro-
ducing stylus bearing upon the cylindrical record.
Fig. 2 is an enlarged perspective view of the ap-
paratus together with a diagram in dotted lines of
the sinuous record groove. Figs. 3, 4, 5 and 8,
are views of modified forms of the cutting tools
or stylus, shown as operating in conjunction with
a cylindrical record, which is shown in section
In Figs. 3, 4 and 5. Figs. 6 and 7 are end views
of modified forms of the point of the stylus or
cutting tool.

Sound Repiioducing and Modifying Device.
William W. Young, Springfield, Mass. Patent No.
876,035.

The object of this invention is to produce a

simple and inexpensive device which may be
readily adjusted in place and which will result
in the giving forth of clear and distinct sound
waves free from confusion and free from the
metallic, resonant and scratching effect frequently
found in machines of the class referred to.

In the accompanying drawings, in which like
letters of reference indicate like parts. Figure 1

is a transverse
sectional view of
one form of the
invention in
which the simp-
lest form of air
chamber is
shown; Fig. 2 is
a similar view of
the device show-
ing a diaphragm
arranged in the
air cliamber next
to one of the
walls thereof;
Fif. 3 is a similar
view showing a
diaphragm cen-
trally arranged,
thus forming two
air chambers; Fig. 4 is a like view showing one
inner diaphragm centrally arranged in the air
chamber and one diaphragm located adjacent one
outer wall; Fig. 5 is a like view showing a dif-
ferent shape of the outer casing; Fig. 6 is a like
view showing two interior diaphraj.'ms, thus
forming three air chambers; Fig. 7 is a like view
showing the outer edge tapering to fit into a
taper opening; Fig. 8 is a perspective view on
a smaller scale of a shell adapted to receive a
device shaped like that shown in Fig. 7; Fig. 9
is a plan view of the device constructed as sho'wrn
in Figs. 1 to 6, inclusive, and Fig. 10 is a view
on a greatly reduced scale of a section of a sound
conduit and a section of a horn with a diaphragm
between. Figs. 1 to 7, inclusive, are on a scale
greatly enlarged beyond the size of the device
as ordinarily made for the instruments in com-
mon use.

Phonograph and Other Sound-Peoducing Ma-
chine. Herbert S. Mills, Chicago, 111. Patent
No. 876,006.

This invention relates particularly to motor-
operated sound-reproducing machines and the
primary object is to provide simple and efficient
means for minimizing the ill effects resulting
from variations or fluctuations in speed of the
operating motor, such, for instance, as may re-
sult from fluctuations in an electric current.

where an electric
motor is employed
for operating the
sound - producing
instrument. I n
musical instru-
ments, such, for
instance, as a
phonograph em-
ployed for repro-
ducing music, the
matter of speed j'
regulation in the
operation of the
instrument is ex-
ceedingly impor-
tant, since fluctu-
ations in the
speed of the rec-
ord of a phono-
graph will result in relative changes of pitch
with consequent loss of harmony of tone.

A further object of the invention is to pro-
vide means whereby a phonograph may be caused

to operate two or
more times before
the technically so-
called reproducer
thereof complete-
ly traverees the
record- bearing
member and
whereby the re-
producer will
finally, after com-
pletely traversing
the records, be re-
turned automati-
cally to the orig-
inal or starting
position.

In the preferred embodiment of the invention
as applied to phonographs, there is employed in
connection with the phonograph an electric motor

MIRAPHONE

Combination
Music Box and
Talking Machine

In every respect a
superior instrument
Musically and
Mechanically.
Giving you and
your customers
splendid value, ^

Write for Catalogue, Terms and Prices

Jacot Music Box Co*

No. 39 Union Square, New York

THE TALKING MACHINE WORLD.

59

provided with a controlling-circuit; a power-
transmission torsion spring interposed between
the motor and the phonograph-record which it
actuates and serving to dissipate the variations
in speed and transmit a substantially unfluctuat-
ing speed of rotation to the phonograph record;

means whereby
the controlling
circuit of the mo-
tor may be inter-
rupted when the
reproducer has
reached any de-
sired intermediate
point in its trav-
erse over the rec-
ord, without the
return of the re-
producer to its
starting position;
and means where-
by the circuit is
interrupted after
the reproducer has completed its traverse across
the record and the reproducer is then returned
automatically to its original or starting position.

In the drawings — Figure 1 represents a broken
front elevational view of a phonograph, equipped,
operated and controlled in accordance with the
invention; Fig. 2, an end elevational view of the
same with the motor omitted; Fig. 3, a plan view

of the same; Fig.
^.7^^; J'^^r^ FTp^rfiBaj^" 4, a view of cir-
cuit - controlling
mechanism em-
ployed and taken
in the same di-
rection as the
view shown in
Fig. 2, the switch-
lever, being in a
different position
from its position
shown in Fig. 2;
Fig. 5, a sectional
ylew in perspec-
tive, the section
being taken as in-
dicated at line 5
of Fig. 4, showing
the relation of
the switch to the contact points; Fig. 6, a detail
section taken as indicated at line 6 of Fig. 1 and
illustrating the manner in which a shiftable cam-
equipped bar employed for actuating the switch
of the circuit-controlling mechanism is held in
a retracted position to permit the return of the
reproducer-carriage without the cam carried
thereby encountering the cams on said cam-
shaft; Fig. 7, a front elevational view of certain
parts and showing the position of said parts an

instant after the retaining pawl or latch of the
reproducer-elevating lever has been tripped; and
Figs. 8 and 9, sections taken as indicated at line
8 of Fig. 3 and showing, respectively, the non-
engaging and engaging positions of the repro-
ducer-carriage with relation to the feed-screw
which actuates said carriage during the reproduc-
ing operation.

Grapiiophone. Daniel Higham, Bridgeport, Conn.
PatentNo. 876,350. This invention relates to phonic
apparatus wherein fiictional means are used to
amplify the force of the sonorous vibrations. Ap-
paratus of this character are described in Patents
No. 078,566 of July, -16, 1901, and No. 783,750 of
February 28, 1905.

The object of the present invention is to
simplify and improve the construction and opera-
tion of the apparatus of the general character
specified above. The main improvement effected

by the i)resent invention consists in dispensing
with the floating weight heretofore employed to
keep the stylus in contact with the sound-record
with yielding pressure, and in so constructing
and arranging the stylus-lever that the swinging
shaft serves both /"c^.j:
to press the fric-
tion wheel against
the friction shoe
by gravity and
also to press the
stylus against the
sound-record by
gravity.

Figure 1 is a
vertical section
through the cen-
ter of the dia-
phragm; Fig. 2 is
a similar view
showing the sty-
lus raised out of contact with the sound-
record; Fig. 3 is a bottom plan view of
the friction devices; Figs. 4 and 5 are detail
views of said friction devices. Fig. 4 being a
perspective view, and Fig. 5 a view looking
downward in the direction of the line 5 — 5
Fig. 1.

NET EARNirSGS^^AIN SHOWN.

American Graphophone Co. Announce Splendid
Increase in Surplus.

The annual report of the American Grapho-
phone Co. for the year ended Sept. 30, 1907,
which was issued the past month, shows net earn-
ings of $994,851, an increase of $152,585, and
balance, after preferred dividends, of $635,753
an increase of $149,150. This balance is equal
to 24.18 per cent, on the $2,626,450 common stock.

Following is the detailed income account for
the year, with comparisons:

190T. 1!)05.

Net earnings ¥994,851 $842,266 ■$803,64:3

digs., dep., etc 212,418 209,770 174,094

Siu-pliis $782,433 $632,496 $629,549

I'lefeneU dividends.. 146,680 145,898 117,210

Balance $635,753 $486,603 $512,339

Common dividends. . . 130,878 102,843 54,067

Surplus $504,875 $383,760 $458,272

Reserve account 260,000 190,000 160,000

r. and L. surplus $244,875 $193,760 $298,272
Previous surplus 1,221,514 1,027,754

Total surplus $1,466,389 $1,221,514

A "LIVE" TERRE HAUTE HOUSE

Is the Wabash Music Co. Who Are Handling
Talking Machines and Records at Wholesale
— Carry the Indestructible Line.

(Special to The Talking Machine World.)

Terre Haute, Ind., Feb. 3, 1908.
The Wabash Music Co., 823 Wabash avenue,
recently branched out into the wholesale business
in connection with the sale of talking machines
and records. The company are said to be the
only jobbing house in Indiana handling the new
indestructible records. A large stock has been
put in and two men will soon be put on the road.
The company will supply territory extending 150
miles from Terre Haute and also will handle
mail order business from more distant points.
J. Frank Dennis is manager of the company,
who occupy two floors with their stock and
salesrooms.

NEW UNIVERSAL MFG. CO. JOBBERS.

The Duffy-Mclnnerney Co., who conduct a
piano and music adjunct to their large depart-
ment store in Rochester, N. Y., have become job-
bers of the Universal Talking Machine Manu-
facturing Co.'s line. Other new Universal jobbers
include, W. H. Reynolds, Mobile, Ala.; Colum-
bus Piano Co., Columbus, O., and Taylor Bros.,
Houston, Tex.

A subscription dinner is talked of by the
executive committee or board of governors of the
Phono Club of New York. This programme may
be carried out at an early date.

N0RTI1WE&TERN DEALERS

WB ARB

JOBBERS AND DISTRIBUTERS

BXCUUSIVBUV OR

EDISON

VICTOR

Phonographs TalKing Machines

and Supplies

MINNESOTA PHONOGRAPH CO. ^J^/Z:?;" "^^1.1'

LALJREINCE H. UUCKER MINNEAPOLIS V. MINN.

60

Leading Jobbers of TalKing MacKines in America

OLIVER DITSON COMPANY

Are the largest Eastern Distributors of

Victor Talking Machines
and Records

Orders from Dealers are filled more
promptly , are packed better, are deliver-
ed in better condition, a-nd filled more
completely by this house than any other
house in the Talking Machine busirijess,
so our customers tell us.

ISO Tremont St., BOSTON, MASS.

Chas.H.Ditson&Co.

Have the most completely
appointed and best equipped

VICTOR TALKING MACHIN£
Department

IN NEW YORK CITY

to-day, and solicit orders from dealers, with the assurance
that they will be filled more promptly, and delivered in
better condition than they can be from any other source.

Nos. 8-10-12 East 34lh St., NEW YORK CITY

You Can Get Goods Here

JOBBERS DISTRIBUTORS

Our wholesale depot is a mile from our retail store.
Records are not mauled over for retail customers
and then shipped out to dealers. Dealers buying
from us get brand new goods just as they come
from the factory.

LAWRENCE McGREAL, Milwaukee, Wis.

NEW ENGLAND

JOBBING HEADQUARTERS

EDISON AND VICTOR

Machines. Records a.r\c£ Svippltes.
TBE EASTERN TALKING MACHINE CO.

177 Tremont Street • - BOSTON. MASS.

Eclipse PKonograph Co.,

Hoboken, N. J.

Jobbers Edjgop Phonographs and Records.

Best deliveries and largest stock In New Jersey

PERRY B. WHITSIT L. M. WELLEK

PERRY B. WHITSIT CO.,

213 South High Street, Columbus, Ohio.

Edison
Phonographs
and Records

JOBBERS

Victor Talking

Machines
and Records

JOHN F. ELLIS &

CO.

WASHINGTON, D. C.

Distributor

■VICTOR XalKlnci

and RECORDS Wholesale and

RetaU

Largest Stock In the South

WE ARE JOBBERS IN BOTH

Victor & Edison Goods

STANDARD TALKING MACHINE CO.

435-7 WOOD ST.. PITTSBURG. I'A

VVliy not try a jolibcr who can fill your ordcr.s complete
and ship them the day order is received.

BIFFM O - N. Y.

NEAL,
CLARK &
NEAL CO. J

CO

u

f 41
Xi

o

EDISON
VICTOR
COLUMBIA

C. Koehiping & Bpo.

INDIANAPOLIS, EVD.

VICTOR DISTRIBUTORS

Our stock is complete. Orders filled the same day
as received.

ZON-O-PHONE JOBBERS

Fresh stocl;, filled complete, same day. Sperial
values in needles, cabinets, wall racks, hoins,
cranes, and carrying cases.

KNIGHT MERCANTILE CO.

211 N. Twelllh St.. ST. LOUIS.

HARGER & BLISH

Western Distributors for both the

VICTOR
EDISON

It's worth wliile knowing, we never
substitute a record.

If it's in ttie catalog we've got it.

DUBUQUE, IOWA.

PITTSBURG PHONOGRAPH CO.

VICTOR. EDISON
JOBBERS JOBBERS

Largest and most complete stock of TaUing Machines and
Records in Western Pennsylvania,

COLUMBIA JOBBERS

N. W. IOWA. NEBRASKA and SOUTH DAKOTA

Write to-day for terms nec-
essary to become dealers

W. A. DEAN COMPANY ^'^S™'^

T. H. TowELL, Pres. & Treas.

THE ECLIPSE MUSICAL COMPANY

JOBBERS OF EDISON PHONOGRAPHS,
VICTOR TALKING MACHINES,

RECORDS AND SUPPLIES.

7 1 4 Prospect Ave., Cleveland, O.

LARGEST STOCK,
QUIfKEST SERVICE

E. F. DROOP & SONS CO.

925 Pa. Avenue 231 No. Howard St.

WASHINGTON, D. C, BALTIMORE, MD.

Wholesale and Retail
Distributors

Edison Ptionograplis

Victor Talking Machines

Southern Representatives for

Topham's Carrying Cases ; Herzog's Record Cabi-
nets : Searchlight, II. & S. Tea Tray and Standard
Metal Co.'s Horns and Supplies.

WEYMANN & SON

WHOLESALE DISTUI DDTEBS

rniCny^3«'''<S MachinesyipTnn
L U 1 0 U n Records & Supplies 1 1 1 1 U 11

Plaoe your name ou our mailing list.
We can interest you.

1010 Chestnut St., Philadelphia, Pa.

Peter Badgalupi & Sons

SAN FRANQSCO, CAL.

WHOLESALE RETAIL

1021-23 Golden Gate Ave. JI13-I5 nilmore St;

JOBBERS EcJison, Zonophone

DEALER Yi^toj.

All Kinds of Automatic Musical Instruments
and Slot Machines.

BABSON BROS.

19th St. and Marshall Boulevard

CHICAGO, ILL.

Special attention given DEALERS only, by Q. M.
NISBETT, Manager, Wholesale Department,

LARGEST STOCK OF EDISON PHONO-
GRAPHS AND RECORDS in the U. S.

Southern California Music Co.

EVERYTHING FOR TAIKING MACHIIVES

Edison and Zon-o-Phone Jobbers

LOS ANGELES, CAL.

KLEIN & HEFFELMAN CO.

Canton, OHIO.

Edison ^ Victor

MACHINES. RECORDS AND SUPPLIES

Quickest service and most complete stock in Ohio

Jacot Music Box Co.,

59 Union Sq.. New York.

Mira e^id Stella Music Boxes.

Edison and Victor Machines
and Records.

PACIFIC COAST "t^o^S^o^^
Victor Talking Machines records

STEINWAY PIANOS-LYON & HEALY
"OWN MAKE" BAND INSTRUMENTS
San Francisco Portland

Los Angeles

Sherman, Clay & Co. lllil^T

KOHLER & CHASE

Oakland, Cal. Seattle, Wash.

Jobbers of

STAR, ZONOPHONES AND
EDISON PHONOGRAPHS

w

B claim Largest Stock and Best
Service, and are willing to
••SHOW YOU."

IF YOU'RE IN WESTERN MICHIGAN
it will be money in your pocket to order

Victor Machines and Records
JULIUS A. J.° FRIEDREICH

30-32 Can&l Street, Grand R&plds. Mlchlgarx

r\ *k 1 Ouick Service and a Saving

Our Motto: , N Transportation Charges

Every Jobber In this country should be represented In this department. The cost Is slight and the advantage is great.

Be sure and have your ilrm'in the Marchllist.

THE TALKING MACHINE WORLD.

61

Leading Jobbers of TalKing' Machines in America

Baltimore Zonophone Jobber

THE NEW TWENTIETH CENTURY TALKING
MACHINE CO.

L. MAZOR, Proprietor

Talking Maoliinos and Records. The Biggest
Assortment of Hebrew Records.

1423-25 E. Pratt Street, BALTIMORE, MD.

FINCH & HAHN.

Albany, Troy, Sch9rteotei.dy.

Jobbers of Edison, Victor and Columbia

Motchines and Records

300.000 Records
Complete Stock Quick Service

SPALDING & CO.

iog-ii3 W. Jefferson St., Syracuse, N. V.
JOBBERS

COLUMBIA MACHINES and RECORDS

Also Athletic Goods, Fishing Taclde aad Cutlery

THE OLDEST TALKING MACHINE HOUSE
IN PENNSYLVANIA

C. J. HEPPE & SON

1115-1117 Chestnut St.
PHILADELPHIA, PA.

EDISON and VICTOR dms"'^'

GOODS aad ALL ACCESSORIES Complete

Paste This Where You Can Always See It !

Mr. Dealer:

We refer all Talking Machine inquiries coming from towns
where we are represented by dealers to the dealer or dealers in
that town.

VICTOR and EDISON JOBBERS

CHICAGO

J. K. SAVAQB

The New Indestructible Cylinder Records
Star Disc Machines and Records

At Wholesale. Complete Stocks.

921 Franklin Avenue, ST. LOUIS, MO.

PRICE F» HOMOGRAPH CO.

54-56 Clinton Street. NEWARK, N. J.

Victor Distributors KVZ"''"'"*^^

Send as your Order, you get the Goods

We don't retail. We talce care of the Dealer.
Large Stock — Quick Service

O. K. MVERS

712 North Second St. ST. LOUIS, MO.

Only Exclusive Jobber in U. S. of

Zon-o-phone Machines and Records

We Fill Orders Complete Give us a Trial

C. B. H«YNtS W V. YOUM»N8

C. B. HAYNES & CO.

WNOLISALE DISTRIBUTORS

EDISON PHONOGRAPHS and RECORDS

ALL SUPPLIES

602-604 East 4th St., Richmond, Va.

K. IVl. AXWOOD

160 N. MAIN STREET

IVIEIVIF'HIS, XEIMIM.

EDISON eJOBBER

nif

TRADE-MARK

BROADWAY and 17th ST., NEW YORK

Factory :
Rahway, N. J.

Western Branch:
259 Wabash Ave., Chicago

WHOLESALE AND RETA L

REGINA MUSIC BOXES REGINAPIANOS
REGINAPHONES SUBLIMA PIANOS

D STRIBUTCRS [N NEW fORK FOR

Victor Talking Machines and Edison Phonographs

Complete Stock. Prompt Deliveries.

Every Jobber in this country should be represented in this department. The cost is slight and the advantage is great.

Be sure and have your firm in the March list.

VICTOR ADVERTISING.

Have Started on a Great Campaign for 1908 —
Will be Helpful to the Dealers Handling the
Victor Line — A Bigger Campaign Than Ever.

In sending out samples of their store posters
— of striking design and rich color — and maga-
zine advertisements, to the trade, the Victor
Talking Machine Co., Camden, N. J., circularized
their dealers as follows:

"The copies of Victor advertising enclosed
herewith only gives you a faint idea of the
'big things' we are going to do in 1908. We
are going to increase the demand for Victors
and Victor records with the best and biggest
advertising in the history of this company. This
is going to make business for you. The only

Talking Machines,
Typewriters, Phono-
graphs, Adding Ma-
chines, Cash Regis-
ters, Guns and Tools,
and on all Polished
Instruments.

It Absolutely
Prevents Rust.

Sales Quadrupled in 1907

1866

1907

WILLIAM F. NYE

NEW^ BEDFORD, MASS.

reason why hundreds of people in your vicinity
haven't a Victor is because they don't know
what a Victor really is and won't know until
you get them before the horn of a Victor for
about fifteen minutes. This enormous Victor
advertising, if backed up by the proper adver-
tising and effort on your part, will make Victor
business for you."

A PROGRESSIVE PORTLAND HOUSE.

(Special to The Talking Machine World.)

Portland, Ore., Jan. 30, 1908.
Among the most successful talking machine
dealers in this city are Graves & Co., who have
built up an immense trade for Edison machines
and records. In fact, there are almost continu-
ally some goods on the road to them, one ship-
ment alone received by them recently consisting
of 440 machines, a carload, and another carload
of gold-molded records weighing oven ten tons.
The company have their own bailding for han-
dling their wholesale business, in the northern
section of Portland, while they maintain hand-
somely appointed retail parlors opposite the'
Imperial Hotel, on Washington street. And it
is all the result of only a few years' rapid
growth.

Fred W. Graves, head of Graves & Co., ex-
hibits with great pride a letter recently received
by him from Thomas A. Edison acknowledging
the receipt of some fine red Spitzenberg apples
-sent him by Mr. Graves, and which were raised
in Oregon. Mr. Edison, in the letter, stated
that they were the best apples he had ever
tasted, and in appearance far surpassed those
raised in the East.

J. V. CASTERAN SAILS FOR HOME.

J. Victor Casteran, of Buenos Ayres, Argen-
tine, S. A., left New York January 29, on the
"Adriatic," of the White Star line, for South-
ampton, Eng.

He will make only a brief stay in Europe and

expects to take the "Aragon" from Liverpool for
his home direct. Mr. Casteran while in the
United States kept in close touch with the talk-
ing machine manufacturers, transacting a large
amount of business through E. N. Burns, manager
of the Columbia Phonograph Co.'s export de-
partment. He was also a frequent visitor at the
laboratory of the Universal Talking Machine
Manufacturing Co., to see Henry J. Hagen, an
intimate friend of many years' standing. When
Mr. Hagen is in Buenos Ayres he headquarters
at Mr. Casteran's establishment.

SMULLEN WITH MUSICAL ECHO CO.

Edw. J. H. Smullen, formerly traveler for the
late Lewis Talking Machine Co., of Philadelphia,
and previously to that one of the Columbia
Phonograph Co. representatives, has entered the
employ of the Musical Echo Co., and will travel
in eastern Pennsylvania, southern New Jersey
and Delaware and West Virginian points, jobbing
Victor talking machines and Edison phonographs,
record supplies and talking machine novelties, in
the interest of the Musical Echo Co., of Phila-
delphia.

WHITNEY-CURRIER VICTOR CONCERTS.

The Whitney-Currier Co.. Toledo, O., have
been packing Victor Hall, in their building, dur-
ing the free concerts given for the purpose of
demonstrating the records made by the leading
singers for the Victor Talking Machine Co. Dur-
ing the concerts many are forced to stand in
the salesroom or on the stairways leading to the
hall and by doing some hustling the salesmen
have succeeded in landing some excellent pros-
pects. It is the intention of the Whitney-Cur-
rier Co. to continue the concerts for an indefinite
period or as long as they bring results.

S. H. Opperheimer, for several years manager
of the talking machine department of Youmans
& Leete, Savannah, recently severed his connec-
tion with that concern.

62

THE TALKING MACELINE WORLD.

Side Lines for the Talking Machine Trade

It
I

I

We have been the recipient of numerous letters
from both dealers and jobbers in various parts
of the country asking our advice anent paying
side lines, and it was to fill this want that this
department was started. Among the various
lines referred to in these columns few offer sa
wide a field of choice as that which bears the
name of "sporting goods." Under this heading
appear athletic goods, such as everything used
in football, baseball, basket ball, hand ball, la-
crosse, tennis, golf, gymnasium and track outfits,
pennants, banners, etc. The gun and fishing
tackle section covers rifles, shotguns, revolvers,
ammunition, ree^s, poles, lines, bait, special cloth-
ing, kennel supplies and a hundred and one other
articles to tempt the fancy of the sportsman.
Bicycles, motor csxles with a full line of ac-
cessories and parts, easily come under this line,
many of the larger firms even going so far as to
add automobiles to the list. We therefore have
something to suit almost everyone, from the
small dealer, whose capital is limited to the
largest houses in the country. In going into
this line, however, the talking machine man
must not try to deceive himself by thinking
that all he has to do is to order a few things,
place them in his window and pocket the profits.
If such is his intention he is in a fair way to
be grievously disappointed. Season of the year
and location are the first things to be considered.
If you only intend adding a small line confine
yourself to such things as are most in demand at
the time in your city. For example, if it's in
the fall of the year and you are in the neigh-
borhood of good hunting put in a comprehensive
line of guns, traps, ammunition, clothing, etc. If
in the spring, and you are located near a school
or college, baseball, basket ball and kindred
lines will be the best to make a start with.
However, it is to the man with a fair amount of
capital that the biggest chance for success lies
open, inasmuch as it is but natural that the
larger and more complete the line the greater
are the opportunities.

Perhaps the best recommendation that can be
given for handling sporting goods is that prices
on all the well-known brands are restricted,
which does away with unfair competition and
gives the smaller man a good fighting chance.
In putting in a stock of these goods dealers should
above all at first get only the lines that have
won for themselves a name, for in no other field
have trademarks a more potent selling force.
For instance a new addition to the ranks of
nimrods, may drop into your store, and, know-
ing absolutely nothing about guns he" calls for
one of a well-known make. Even if the one he
has set his mind on is unsuited for the work
at hand and you, from your experience, recom-
mend others as better you are only too often

0:

I
J

dustry however, most of them lost track of their
old line and we are safe in claiming that but
few realize the rapid recovery of the cycle busi-
ness in this countiT in the past year. This re-
juvenation has been brought about to a large ex-
tent by the modern motor cycle. These machines
at first, like the "talker," were looked upon by
the public as not only a crudity, but a pest to be
avoided, but owing to improvements they have
become, if -not an actual necessity, at least a most
desirable means of transportation both from an
economic and pleasure standpoint. This field is
just opening up and by no means has attained
its stride. It therefore would be well for those
contemplating adding a paying side line to do
some investigating in this direction, as the
earlier one gets in the better for him. Everyone
cannot afford the luxury of a motor cycle, so it
would be wise to have a good assortment of
bicycles on hand. Don't get the idea that there
is no market for these goods, for if you lack
confidence in a line, how can you expect to en-
thuse the public to the point of purchasing?
The old saying "if the people hear a thing often
enough they will believe it" is mighty true and
if you preach enough in the way of publicity
about the enjoyment, health, etc., to be derived
from pushing a pedal, you will have more troubxc
in filling your orders than in looking for busi-
ness.

"Diabolo."

"Diabolo" which has been revived in France
after a sleep of a hundred years, not only has
crossed to England, but has invaded America and
taken us by storm. Already this game is being
manufactured by a half a dozen different firms
here under such names as "Fra Diavolo," "Meph-
isto," "Diabolo," "Topsy-Twirl," etc. So far its
popularity in this countrj has been more or less
confined to children, displacing tops and kindred
sports in the schools. But the game is one to
appeal to the old and the young alike, few
games having so wide a scope. From the little
tot, who can just spin the "Diabolo," to the ex-
pert who plays "Diabolo tennis" is a long jump,
but in this long jump is the secret of the wide
appeal. Not only have many of the athletic clubs
taken it up, but special "Diabolo" clubs are being
formed, and everything points to a good healthy
well-developed craze by the time spring arrives.
It is scarcely necessary to add that the talking
machine man who is looking for a live line
should find in this one to his taste.

Inexpensive Watches.

Talking machine men will find that a little
money invested in these goods will show very
satisfactory results. In fact, though the writer
has for some years been conversant with these
inexpensive timekeepers, he was most astonished

Some of the Many Specialties which will Interest Talking Machine Men are Treated of in this Department

wasting breath. He knows what he wants when
he wants it — such is the power of advertising.
In order to better illustrate several plans for
pushing sporting goods, we will say that you
have just added a complete line and are ready to
commence your campaign. The first thing on the
program is your salesmen. These should be
chosen with care for, not only should they know
thoroughly the line they are to sell, but if pc«-
sible they should be men known in local athletics
or at any rate be men who through their love
for sport will be in sympathy with all its phases.
From experience it has been found that buyers
of sporting goods are enthusiasts and when pur-
chasing their goods are ve>}' apt to open up on
their hobby and the salesman who can meet
them on an equal footing, swapping yarn for
yarn, is worth ten of the men who disinterest-
edly hands out the goods asked for.

Having now everything on the inside ready
for trade, how are you to get the public in-
terested? The answer is obvious — by advertising.
In this line the window is the first thing to be
considered, for no class of goods depends more
on intelligent window advertising than sporting
goods, and no class of merchandise lends itself
more readily to that purpose or shows better re-
turns for the effort expended in arranging such
displays. Properly used there is little doubt that
advertising in local papers can be made to pay.
To announce the simple fact that a big line of
goods can be found at your store is not the best
way, however, for every advertisement should
carry the notice of some particular kind of goods.
The time to put the most energy into this work
is just before or during the season when the
goods advertised are to be used. One of the best
and most effective schemes of advertising is by
letter or circular sent to the users of sporting
goods. This local list can he started by taking the
members of fishing, shooting and athletic clubs,
and can gradually be increased by keeping a
record of youT customers. Letters or circulars
should be carefully gotten up, should be short
and to the point, and should call especial atten-
tion to seasonable new goods. Of course there
are many other details to be gone into, but our
space would not permit us to even attempt to
cover them all in one issue. However, the above
suggestions, we believe, are the most important
and will give those looking for side lines a fair
idea of the field open to them.

Bicycles and Motor-Cycles.

Of all other lines the bicycle probably needs
the least introduction to the talking machine
trade, this because of the fact that a large propor-
tion of the men in this field owe their start in
life to these machines. Caught in the tide of
popularity accorded the birth of the "talker" in-

For Ready-Selling Popular-Priced Post Cards

On account of the number of colors
used in lithographing our ILLUS-
TRATED SONG CARDS it would be
impossible to reproduce them in black
and white and give even a vague con-
ception of the variety and beauty of
coloring. We will therefore send
SAMPLES FREE to members of the
trade, providing all requests are written
on their letter heads.

The lAMES-LEE COMPANY is the firm to deal with.

Up-to-Date Goods,
Low Prices,
Prompt Shipments,
Courteous Treatment.

Samples and Prices sent to well -rated
Jobbers on request.

A SAMPLE PACKAGE of 300 Assorted
Cards sent for ONE DOLLAR

397 BrooLdwa.y,

THE

New York

TWENTY MILLION CAKDS ALWAYS IN STOCK

SOMETHING NEW— Illustrated Song Cards— Double Stereoscopic View Cards

JAMES-LEE COMPANY

7-15 W. Matdlson St.. Chicago. 111.

/

THE TALKING MACHINE WORLD.

63

when shown the figures of one manufacturer re-
garding the remarltable growth ^of this industry.
Nor are the sale of these watches restricted to the
poorer classes or the masses, many well to do
men, finding them perfectly accurate, preferring
them to the more expensive and ornate styles.
Then, too, the profit to the dealer is considerable
and as in the talking machine business, firms
buying in large quantities are put on the jobbing
list, being protected by the manufacturer and the
prices are maintained.

Safety Razors.

Bach succeeding year ushers in some new im-
provement over the methods used by our fathers.
So it has been in this field and, gradually, but
surely, the safety razor is surplanting the old
unprotected blade. There are a half a dozen
large companies manufacturing their own pat-
ented product, which on account of the estab-
lished price, make an excellent and paying side
line. These companies are all carrying on an
enormous advertising campaign in all the maga-
zines, which is of inestimable value' to the re-
tailer. One point especially recommends this
line to the dealer, for once he has sold a customer
a razor outfit he can count on his continued trade
in blades, which of course is an important item.
Other things such as brushed, shaving cups, soap,
etc., offer further inducement for those desiring
a more complete department.

Illustrated Post Cards.

There is every indication that this year's husi-
'ness in post cards and albums will break all
records, for instead of the dropping off pre-
dicted by m&.ny sceptical persons there has been
a decided increase i» the demand for these little
remembrances. Especially has this been true of
the high grade lines, the cheap shoddy products
published by the many "fly by night" firms that
sprang into existence early in the craze, giving
place to the more substantial products of the
reputable houses. We have been asked by a num-
ber of men in this trade, what were the "salient"
points necessary to the successful merchandising
of this line? We believe them to be as follows:
quality of cards, quantity or variety of stock.

aided by energetic push and a liberal amount of
publicity. While the above covers everything
in order to make it a little more comprehensive
to the unsophisticated we will go more into de-
tail. As to quality, a buyer must take into con-
sideration three things: the cardboard or stock
used, the printing or lithographing on same and
the subject represented; two often a new buyer
becomes careless, especially when purchasing the
very cheap grades, or what are known as penny
cards, blinding himself w'th'the belief that any-
thing is good enough for a cent, and while this
practice might have been all very well some two
years ago when this business was in its infancy,
it does not hold to-day when on every street
corner, and in drug and stationary stores can
be found a more or less enterprising competitor.
While, as we have said, the trend of the public
demand is gradually verging toward the higher
price'd cards, there will always be a more or less
call for the cheap product, especially as long as
what are known as "comics" are printed in this
grade. Up to the present time the comic card
has undoubtedly been the biggest seller, and
it is natural therefore, that more manufacturers
are turning out these goods than of any other
class. Consequently it follows that in purchasing
them it is somewhat of an arduous task to pick
the wheat from the chaff and, as is usually the
case, it is of vital importance to the success of
the department that the clioice should be a wise
one. As to the variety of the cards we are
scarcely in a position to give advice to the trade
as a whole, inasmuch as locality, class of patron-
age and seasons of the year, all have a bearing
on the choice of stock; but a few things hold true
in all cases. One should test the wants of his
trade and then to the best of his ability fill them,
carrying as comprehensive a line as is compatible
with good judgment, always being in mind
that one satisfied customer is worth ten who have
been "stung." "'Views" are always good sellers
and unlike "comics," are a substantial line and
we do not mean by this simply local views, al-
though these of course should have a place in
every dealer's stock, but those of leading places

both in this country and abroad. Of these, one
of the most unique sets that it has been our
pleasure to see is that of the capitol buildings
of every state in the Union, with condensed read-
ing matter and state seals, which not only make
them a valuable addition to any collection from
an artistic standpoint, but are educational
as well. We only speak of the above
as a sample of the view cards that all
dealers should handle. As to the "Push" this
needs but little treatment at our hands, as every
live talking machine man realizes the importance
of properly training liis salesmen. Publicity in
this department lies in two directions, store
decorations and newspaper space, each are im-
portant. As to your store, attractive windows
are perhaps of most value and the least taken
full advantage of. Inside, stock should be kept
neatly in counter or wall racks, which are easily
accessible, and albums to suit all purses should
be. attractively displayed. A very good night dis-
play can be made by the use of a post card pro-
jecting machine and a sheet stretched taut across
the window. These machines can also be sold to
the public with much profit.

THE TRADE-MARK.

The trade-mark under which a business has
advertised its wares extensively for a number
of years is often its most valuable asset. A child
remembers a story in a nursery book when he
sees the picture illustrating it. It is the picture
he carries in his mind. Every man and woman
is a grown-up child. We photograph an odd trade-
mark or advertising catch phrase upon our
memory, to remain long after the argument that
went with it has faded away.

The trade-mark existed in all its glory before
modern advertising was developed. Our fore-
fathers in this and the old country bought their
tobacco at the shop with the sign of the bear;
dined at the White Horse Tavern; purchased
their small clothes at the sign of the Green
Gentleman, and advertised in the paper printed
at the sign of Gutenberg Printing Press.

Our 1908

Easter Post Card Assortments

will surprise our dealers

^ The number of designs, the quaHty of the Post Cards, the
superior artistic talent shown in the designs, making altogether
a combination not surpassed in

Variety, Quality and Salability added together speiis Large Profits for Our Dealers

EASTER POST CARD 100 New Embossed Easter Post Cards

ASSORTMENT No. 200/31. 100 Designs, $1.00

By Mall at our risk 8 cents extra.

EASTER POST CARD.
ASSORTMENT No. 200/32.
100 New Embossed Easter Post Cards
12 Gelatine Easter Post Cards
12 New Gold Easter Post Cards
12 New Plush Raised Flowers Cards
10 New Bromide Post Cards
5 New Perfumed Asst. Post Cards
5 New Silk Post Cards

158 Designs

100 Designs
1 2 "

12 <'

12 "

12 "
5

5 "

156 Total.

156
Assorted
all

Big Prolit
Cards
Only
$2.50

EASTER POST CARD

ASSORTMENT No. 200/33.

250 New Embossed Easter Post Cards
24 New Gelatine Easter Post Cards
24 New Embossed in Gold Post Cards
12 New Plush Raised Flowers Cards
10 New Bromide Cards
10 New Metal Captions Post Cards
10 New Air Brush Embossed Cards
5 New Perfumed Asst. Cards
5 New Silk Cards

288 Designs ~

200
12

Designs
ti

350

24

ti

Assorted

12

tt

all

10

u

Big Prolit

10
10
5

tt
tt

Cards

tt

Only

5

tt

$5.00

350 Total.

* • ^ y Post Card Department i>esk K.

The American News Company, inbw vork, in. v.

Desk R.

-

64

THE TALKING I^IACHIKE WORLD.

THE POPVLAR GAME

FraDiavolo

TKe Biggest Selling
Game of the Season

PRICES BEAT ALL OTHERS 50%

Retail at 10, 15, 25 and 50 Cents
We've Got Them Jill Guessing How We Do It

Order to-daj — then you'll not get left.
They're selling to beat the band.

"THB HOUSE ROR GOOD THIINQS

99

PICTURE SHOWS NOT BARRED.

Court Continues Injunction Forbidding Closing
Them on Sunday.

Continuing a temporary injunction restraining
tlie police from interfering witli the production
of moving-picture shows at Keith & Proctor's
125th Street Theatre on Sundays, Justice Vernon
M. Davis, of the Supreme Court, declared that in
his opinion Section 265 of the Penal Code applied
only to out-of-door exhibitions and entertain-
ments. He also said he believed the present con-
fusion in the interpretation of the different sec-
tions and ordinances dealing with the Sunday
law should be clarified by an opinion from the
Appellate Division.

Section 265 reads: "All shooting, hunting, fish-
ing, playing, horse racing, gaming, or other
public sports, exercises or shows upon the first
day of the week, and all noise disturbing the
peace of the day are prohibited."

"These words," Justice Davis says, "refer only
to those shows which are outdoor in public
view. This section first enumerates shooting,
hunting, fishing, playing, horse racing, and gam-
ing. These acts all have the common attribute
of being outdoor and within public view."

He said also that his decision did not conflict
with Justice O'Gorman's ruling, and also the
section of the city charter under which this de-
cision was returned had been superseded by the
corporation ordinance passed by the Aldermen
on December 17. And this ordinance, he said,
did not cover the subject of moving pictures.

The only restriction that Justice Davis put upon
moving pictures which may be shown on Sun-
day was that they must not be of an indecent
character or which might tend in any degree
to corrupt morals. And he said that it was the
duty of the police to suppress such shows on
every day of the week.

The Eden Musee injunction was also continued
recently by Justice Greenbaum. He took the
same position as Justice Davis.

POST CARDS OF SPECIAL DESIGN

Prepared for tlie Seasons or National Holidays
Are Offered in Great Variety by the American
News Co. '

The sale of post cards of the better sort de-
signed especially for the different seasons and
our great national holidays has steadily increased
during the last two or three years. This is es-
pecially true with those dealers who have kept
up-to-date by always having on hand the latest
and best designs and the largest variety of sub-
jects. The large factories have anticipated this
demand of the public for new subjects and great
varietj' so well, that dealers who order reason-
ably early make secure, in many of the season
cards, from 100 to 200 different designs.

The plans for publishing assortments of this
kind are made twelve or more months in ad-
vance of the season or holiday, for which the de-
signs are especially prepared. To do this it is
needless to say that a very large amount of
money is invested a long time before there is

any possibility of realizing on the investment.

The American News Co. have always kept pace
with the fastidious requirements of the trade, and
are now offering their new line of Easter post
cards for the season of 1908. Their European
factories have been at work for many months
and their stock is now being delivered to them.
Without the least bit of exaggeration, it is safe
to saj' that their line of Easter cards in variety,
beauty and quality of workmanship, has never
been excelled and if the advance orders received
from rough proofs of the goods is any criterion
to go by as to the sale on these cards, they will
have by far the largest sale ever known on Easter
post cards.

They have made up assortments showing the
number of designs in each group, with a brief
description of the many different kinds offered
ranging in ^price from $2.50 to $10 for each as-
sortment. Their method in this respect
is unique and painstaking to the last de-
gree. Their success has been phenomenal
largely because of the thought and care given
in filling orders exactly as given and described
in their letters, circular matter and catalog.
Their new 1908 catalog will be ready about
February 20th. It is a very handsome one and
may be had on request.

DETACHED COIN RECEIVERS

For Coin-Operated Pianos Will Prove Profitable.

It has been suggested, and quite rightly too,
that the proprietors of cafes, restaurants, etc.,
would realize a greater profit from their coin-
operated pianos and other musical instruments if
they had separate coin boxes placed close to each
table. Detached coin receivers have been invented
by means of which the automatic instrument may
be started from any part of a room.

It must be remembered that when one is com-
fortably seated at a table it is not the most
pleasant thing to get up and tread one's way be-
tween chairs and tables and over outstretched
feet for the sake of depositing a coin in the ma-
chine, while perhaps, if the coin receptacle 'was
in reach it would only require a sufficient supply
of nickels to keep the instrument playing con-
tinuously.

It frequently happens that when a special piece
of music is desired it is necessary to tip the
waiter for inserting the coin, thereby making the
music rather expensive for the economical man.
To sum up, it may be said that the earning
capacity of a machine by the installation of sep-
rate coin boxes, may be increased in ratio to
the number of tables equipped with same.

THE SPORTSMEN'S SHOW.

The Philadelphia Sportsmen's Show Associa-
tion, composed of men well known in the auto-
mobile and sporting goods trade, has completed
arrangements for a show to be held at the First
Regiment Armory Building. Broad and Callowhill
.streets, from March 9th to 14th, 1908. This show
will immediately follow the annual Sportsmen's
Show at Madison Square Garden, New York, and
will be conducted on somewhat similar lines.

Our New and Exclusive Process of Lithographing

Enables us to Lead the World

in the production of Superior Post Cards of Every Description at Lower Prices than any others. Better than Air Brush Cards, as our
colors remain unchanged. We give careful attention to special designs. You will be a winner if you investigate our FLORAL, EASTER,
VALENTINE, CHILDREN, LANDSCAPE, BIRTHDAY and NAME CARDS before ordering elsewhere.

OIR DEALERS MAKE 500% PROEIT

Send lor Special Assortment ol 2,000 Cards lor $10.00. Every one retails at two lor live cents. 11 they do not suit you we
will exchange them lor others without charge. Our line excels all others in beauty of design, harmony of colors and quality of
stock. ALL PRICES AND GRADES, from $3.00 to $100.00 per thousand. When in doubt write us.

KEYSTONE SPECIALTY COMPANY, '^'^Ci":^^l^S'»,:r^t

THE TALKING MACHINE WORLD.

65

PLAYWRIGHTS NOW WAKE UP

And Exhibit Fear That the Automatic Theaters
Will Supplant Them in Public Favor — Want
Copyright Protection.

It is said that many of the song writers and
ccmposers who are displaying^ such an antipathy
to the liberal provisions of the new copyright
bill introduced by Senator Smoot and Represen-
tative Ourrier in Washington, are to he rein-
forced in their fight by the playwrigh.ts who are
alarmed by the activity of the automatic
theatrical trade. The growth, in popularity of
the automatic theaters, which reproduce in pic-
tures the scenes of a play and with the aid of a
talking machine, the words and music also, have
so frightened these gentlemen that they also seek
protection. The novelists, who are always
jealous of their stage rights nowadays, and the
playwrights, like the song writers and composers,
are protected under existing laws only against
the piracy of publishers and living singers, in-
strumentalists, actors, and their managers. The
cheapness and popularity of automatic per-
formances are not to be questioned. Congress is
asked to prohibit the use of copyrighted music
and words in these shows, and in the records
used on their machines, both discs and perfor-
ated paper rolls. Now will you be good!

A CLASS OF TRADE TO AVOID.

One feature of the post card craze business
whicli is to be decried, inasmuch as it has injured
what is proving to be a very important industry,
is the use of obscene cards. Month after month
tons of these objectionable cards have been con-
fiscated and dumped into pulp vats, while thou-
sands of cuts have also been destroyed. The
manufacturers of this kind of stuff continue to
ply their trade much to the disgust of clean-
minded people. The manufacturer, jobber, or
dealer who desires to succeed will give this ob-
scene literature but little consideration.

GOOD WINDOW DISPLAYS PAY.

How Sporting Goods May be Effectively
Utilized With Talking Machines to Make At-
tractive Show Windows.

The talking machine man who handles sport-
ing goods as a side line has rare opportunities for
attractive window display. These goods, owing
to their variety and interest to the public, never
fail to catch the eye of likely customers. To the
artistic window dresser, sporting goods combined
with talking machines, afford a splendid chance
for working out clever ideas, something entirely
out of the ordinary. The possibilities of working
in lighting effects for night display are many,
and no better medium could be utilized for at-
tracting attention to the up-to-date talking ma-
chine store.

A point that might b'e utilized in connection
with the displays is the offering of prizes for
competition at athletic meets. Then there is the
chance in the early summer and all through the
hot months, of vacation suggestions through the
medium of cleverly dressed windows. In fact,
sporting goods can be utilized at all seasons of
the year, and the most important fact to the talk-
ing machine dealer is that the talking machine
and records work in with this scheme of pub-
licity in a most admirable way.

CASTLE ORIGINAL MAKER OF GOLF BALLS.

In a recent suit brought by the Haskell Golf
Ball Co. against the Marshall Field Co., of
Chicago, for infringement of Haskell patents in
making golf balls, Samuel D. Castle, an old man
living in Des Moines, la., testified in a deposition
that he is the original inventor and patentee of
the modern method of making golf balls. Castle
produced papers taken out in 1880, showing the
rights given to him then to make the rubber cen-
tered gutta percha golf ball, the first ever made.
Castle claims the Haskell method the same as his
and therefore Marshall Field is not infringing

on Haskell. Castle's first ball was made of Buf-
falo hair.

INJURY THROUGH IGNORANCE.

Moving Picture Machine Not Accountable for
Boyertown Holocaust — Injuring a Reputable
Industry Through Misstatements.

In an effort to counteract the harm done to
the moving picture trade owing to the report that
the recent holocaust in Boyertown, Pa., was
caused by the explosion of materials used in
operating a moving picture machine, the Na-
tional Phonograph Co., of Orange, N. J., have
issued a statement which reads in part as foT-
Iqws: "There was no moving picture machine
in the building. An illustrated lecture was be-
ing given with glass lantern slides, but the dam-
age was done irreparably when the report was
printed that an explosion of a film machine
caused the calamity. The result has been to keep
hundreds of thousands of admirers of the mov-
ing pictures away from the nickelodeons and
halls in which they had been enjoying the inno-
cent pleasure of watching the 'motion pictures.'
No amount of publicity can now overcome the
damage which has been done to this popular
form of entertaining."

TO LEGALIZE ^UNDAY SHOWS.

Senator Frawley's Bill Permits Stage Per-
formances as Concerts.

(Special to The Talking Machine World.)

Albany, N. Y., Jan. 30, 1908.

Senator Frawley to-day introduced a bill de-
signed to overcome the effect of the "blue Sun-
day law." It amends the Penal Code so as to
permit the giving of stage performances on Sun-
day under the name of concerts.

The actors may not wear costumes, but the
purpose of the bill is to legalize performances
of the character given in New York city before
the recent agitation.

ARE YOU LOOKING FOR A
PROFITABLE SIDE LINE?

Do you want to "take on " a side line that will not
only add to your sales and profits but will build up
your business as well, a line known everywhere
and appealing to everybody?

If you are looking for such a line you will find
none meeting these requirements better than

Ingersoll Watches.

There is hardly a man or boy in the
country who does not know what the
name "Ingersoll" stands for ^ — it is
coupled instantly with the words
" Dollar Watch " — and the demand
for these timepieces is tremendous.

Over three million Ingersolls
were sold last year alone, an
average often thousand watches
every day, making a total of
more than fifteen million in use.

This year, with the demand
for luxuries decreased, owing
to business conditions, the
number of Ingersolls sold should
be greater than ever before and
there is no better time to begin
handling these watches than
right now.

Some Advantages of Sell-
ing Ingersoll Watches.

PRICE MAIIVTEIVAIVCE : Ingersoll
dealers are absolutely protected
against unfair competition and
price cutting. The watches are
sold under a strict price main-
tenance plan rigidly enforced,
which assures every dealer a
certain profit without fear of
underselling by his neighbor.

GUARANTEE: Every Ingersoll
Watch carries a binding guarantee
in its case, which protects the buyer
and seller alike, relieving the dealer
of all responsibility after the watch
has left his store and placing it on the
manufacturer instead. In other words,
" a7t Ingersoll Watch once sold stays sold.''

ADVERTISING : Besides the widespread ad-
vertising, almost as familiar to the public as
the watch itself, and the results of which are
directed toward the dealer alone, the latter is
also furnished with attractive display devices for
his store or window for showing up the watches
and attracting attention to them. These signs and
fixtures are free of charge, and if properly used the
watches will almost sell themselves.

Write for prices and for our special plan for talking machine dealers.
Address ROBT. H. INGERSOLL & BRO., 500 Jewelers Court, New York.

THE TALKING MACHINE WORLD.

WHOLESALE HEADQUARTERS FOR

STAMP CASE

POCKET-BOOK

MUSIC PORTFOLIO

LEATHER

Post Cards
Music Rolls
Card Cases
Bags

Pillow Covers

Albums

Music Portfolios
Pocket Books
Pipe Racks
Wall Hangers

And Other Big Selling Novelties

AGENTS WANTED

WRITE FOR PRICE LIST

Risley-Bird Mfg. Co.

94 Fifth Avenue
Mew YorR

approval of the buying public, is a line of leap-
year cards that are being published bj' the Paul
C. Koeber Co. These goods are attractively
printed in colors and comprise eight up-to-date
comic subjects.

Needing more space to display their 1908 lines,
the F. L. Harding Novelty Co. have removed to
larger quarters at 41 Union Square. Among
their new lines are desk sets made in the beauti-

OUR MONTHLY REVIEW.

[We solicit inquiries from our subscribers who are de-
sirous of any information in regard to paying side lines
which can be handled in connection with the Talking
Machine. We put you in direct touch with the leading
manufacturers. When in doubt, write us, care the
Side Line Department.]

No dealer, no matter how small the assortment
of post cards he may start with, can afford to
neglect having a full line of albums in his stock.
Now albums are bought by people who are mak-
ing collections and who, for the most part, are
so solicitous about their collections that they
want only first class hooks to keep them in. It
is, therefore, important that the dealer get the
best the market can offer at a price that is with-
in bounds. Such a line is manufactured by the
Risley Bird Mfg. Co., one of the largest leather
specialty houses in this business. Their albums
are all handsomely bound in leather, hand
painted in exquisite oil colorings and burnt.
They sell to the trade at the following prices per
dozen: $4.50, $6.00, $9.00. $12.00, $15.00 and $18.00
each, holding from 50 to 500 cards. Big profits
are made by their agents both on their albums
and leather post cards.

* * * *

A most interesting display of novelties, games
and sporting goods is shown in the complete
catalog of the E. I. Horsman Co., manufac-
turers, wholesale agents and importers, which
we have at hand, notable among which is their
well-known line of tennis rackets, balls, nets, etc.
A remarkable little mechanical toy called "The
Wondergraph," also in the list, designs as if by
magic beautiful and original figures such as no
artist could produce and yet so simple is this
contrivance that any child can operate it, the
only work being that of inking the pen and turn-
ing a little wheel. This machine, if such it may

be called, was one of the features at the recent
advertising show held at Madison Square Gar-
den. This retails at $1.00 with a good margin of
profit for the trade, and dealers who have han-
dled it claim that with the assistance of window
demonstrations its sale has not only been large,
but the number of people drawn into their stores
out of curiosity aroused by same, materially in-
creased their sales in ether departments.
* * * *

A very comprehensive new line of leather post
cards ha& just been placed on the market by
W. S. Heal. These consist of a large number of

A HARDING SrECIALTY.

ful brushed brass finish and consisting of ink-
stand, blotter, paper rack, pen tray, paper knife,
stamp box, file, calendar, clip, etc., known as the
Capital desk set.

As everyone knows, it is only by manufactur-
ing in enormous quantities that the best results
can be given on cheap goods. This is especially
true in the post card field. The man who pub-
lishes on the large scale can afford to give better
value for the money, and when this is combined
with the practice of catering exclusively to the
demand for cheap cards the highest point of ex-
cellence is reached. Stich a firm is the James
Lee Co., of New York, who devote their whole
attention to this work.

* * * *

A very attractive new series has just been added
by the James Lee Co. called The Illustrated Song
card. This line is very handsomely printed and
looks like a winner.

The Clover

Souvenir Mfg. Co. are now com-
piling a new catalog of
their complete line of
leather specialties, which
should be of much value
to those interested in this
line of goods.

A FEW OP DEAL'S COMICS.

Strictly American comics which are alive with
clean healthy humor, and should prove good
sellers.

much posterity
moving picture
And then he
Plain Dealer.

POSTERITY'S LOSS,

Napoleon was reviewing
his army.

Suddenly he frowned.
"Why do you appear
displeased?" asked an aide-
de-camp.

"I was thinking." said
the great general, "how
is missing because there are no
machines to record my battles."
frowned some more. — Cleveland

The merchant who takes advantage of the op-
portunities which present themselves during the
year is the fellow who gets the lion's share of the
profits in post cards. Now that the year 1908 is
upon Us it will be well for every post card dealer
to keep in touch with the new things that are
constantly being placed on the market. A new
line of cards which will no doubt meet with the

INGEESOLL WATCHES AN IDEAL SIDE LINE

VISIT OVR NEW SAMPLE ROOMS

THE LEE PAPER CO.

(Papeteries and Flat Paper)

WE ARE SELLING AGENTS FOR.

THE NEW YORK POST CARD ALBUM
CO. (The Open Flat Albums)

THE BENZIGER CO.

(Brass and Copper Art Novelties)

THE MILLER-LEWIS CO.

(Tablets and Composition Books, Etc.)

CEO. W. CAPEN CO. (Hand Decorated Novelties and Viilentines).

THE F. L. HARDING NOVELTY CO. "Se"KVo1.k"'

While there are of course numberless lines that
lend themselves admirably to exploitation by the
talking machine man. few indeed embody in
their make-up so many of the important features
found in the well-known line of watches manu-
factured by Robt. H. Ingersoll & Bro.. of this
city. Jobbers and dealers who are looking for
a i-eal live money-making line will do well to get
in commuuication with them at once. The pos-
sibilities open to their agents through their
enormous advertising appropriations in all the
leading magazines and newspapers in the coun-
try are enormous. Not only are the prices up-
held, but they offer big inducements to reputable
houses who desire to job the Ingersoll. and in
every way possible aid him in placing the goods
among dealers. The Ingersoll advertisement,
which appears in the side line department of this
issue, is worth reading.

THE TALKING MACHINE WORLD.

67

SIDE LINES FOR THE TALKING MACHINE TRADE

Some of Our IVIanv Specialties wtiicti will Interest Talking IVIactiine Men

m

mil

rEATER
hJVtr^ TH^N ' RHONOGRARH

The "LIMA"

Moving Picture Machine

Tlif macliine is made of Russiau metal, black
japan ; eight wheel mechanism which drives the
moving pictures ; excelsior diaphragm lens, triple
polished, standard double extra reflector, throw-
ing ra.v of light 20 ft., enlarging the picture up
to about 4 ft. in diameter; lamp is fitted with
Lii eaf safety carbide generator, and produces the
liiulK'st light power. Has far greater light
power than the ordinarj' electric light, produc-
ing 500 candle-power on the screen and bring-
ing out ever.v detail of the picture with pro-
nounced distinctness. The carbide as rihso-
liifeJll safe, nnich safer than a kerosene lamp.
We yuaiantec its absolute safety.

With the outfit we send book with instruc-
tions, tel'.ing how to operate this marvelous
machine. Any chi'd can learn in five minutes
how to run this marvelous machine.

i^mJ retails at

10.00

Sample to the Trade

'6.00

THE WONDER GAS ^he MYSTIC REFLECTOR

LAMP

The ORIGINAL POST
CARD PROJECTOR

RETAILS at $3.50

This lamp is tlie
only acetylene
self contained
lamp on the
market. It is ab-
solutely safe. It
is the only lamp
which can be
turned on or off
at -will and not
waste the car-
bide in use.

Price to the
Trade

$2.50

Samples sent
the Trade
for

This remarkable machine pro-
jects Souvenir Post Cards,
Photographs, Etc., in original colors.

3.00

Illustrates
Songs

The FINDOSCOPE

The Findoscope is an optical instrument which is
lu-ovided with a very powerful lens which, when di-
rected toward a landscape or object, projects the image
on a sheet of ground glass by reflection. Witli this
remarkable instrument it is possible for any boy or
girl, no matter what the limit of their artistic ability,
to make beautiful pictures simply by placing a
sheet of paper on the ground glass and following the
outlines with crayon or pencil, which can afterwards
be prettily water colored.

The Surety Door Catch
and Burglar Alarm '

This is the
biggest seU-
ing article on
the market
this }ear. It
is a wedged
shaped alarm
which is sim-
ply slipped

beneath the door and if any attempt is made to open the
door the wedge tightens and prevents it. At the same
time the bell will ring, which would instantly arouse the
house and frighten off the intruder. It sells everywhere
for one dollar. (Price restricted.) Price to the trade
six dollars a dozen.

ALL TERMS NET F. O. B. N. Y.

Write at once to be the first in your locality to handle
these articles. Also to be put on our monthly list of
bulletins of the latest goods.

Retails $2.00

Price to
the Trade

1.25

NEW YORK & LIMA TRADING COMPANY

203 WEST BROADWAY

Deparlmenl T

NEW YORK

68

THE TALKING MACHINE WORLD.

KINGFISHER

TRADE MARK

Send for our

1908 CATALOGUES

of lines upon which you can make a good profit. ^

Fishing Tackle, Spring Atliletic Goods, Etc.

TRADE

AAARK

"PENNELL'S" EDW. K. TRYON "TRYON"

RODS AND REELS 61 I Market Street, - PHILADELPHIA, PA. BASEBALL GOODS

EVERY CARE TAKEN IN NEW YORK

To Avoid Danger Through Explosions of Mov-
ing Picture IVlachines — Precautions Taken at
the Instance of the Insurance Underwriters
and the Department of Gas and Electricity.

Manufacturers and sellers of moving picture
machines and supplies in this city said recently
. a repetition of the Boyertown disaster would
be impossible in New York because of the pre-
cautions which have been taken here at the
instance of the insurance underwriters and the
department of water, gas and electricity.

They ascribed to carelessness of unskilful
operators of moving picture machines those acci-
dents which have occurred. For more than a
month the oflScials of the department of water,
gas and electricity have been examining the men
who operate the moving picture machines in
various theatres in this city. Managers of mov-
ing picture machine companies said this week
they had begun fo insist upon stricter discipline
and more extended experience among their opera-
tors than they had formerly exacted. In New
York the condition of the machines themselves
is held to be safeguarded by the fact that most
of them are operated under temporary permits.
Under these permits it is possible for the ma-
chines to be inspected by the city inspectors
every thirty days.

The underwriters insist upon the use of fire-
proof magazines upon each moving picture de-
vice. Automatic shutters upon each machine are
another safeguard, the use of which is insisted
upon in New York.

That the films used in moving picture ma-
chines are made of celluloid, which is of neces-
sity inflammable, was said by the makers of
machines to be the most dangerous element in
the use of the devices, barring only operators
who are careless or inexperienced.

With the present laws insuring public safety
Deputy Fire Commissioner CJharles C. Wise, in
charge of Brooklyn and Queens, said that a loss
of life similar to that occasioned by the fire at

Boyertown would be almost impossible in Brook-
lyn.

"It could only occur through a terrible panic
on the part of the people themselves," he said.
"There are so many doors unlocked in local
playhouses during the performances that only a
fool would take a roundabout way of getting out.
I do not think it would take more than a
minute to empty our largest houses in case of
emergency to-day."

horseback, and in various atftudes. It has been
suggested that the secretary on horseback jump-
. ing hurdles would be a "good thing," but Mr.
Marion said he wasn't hopeful of obtaining such
a "thriller."

PEERLESS PLAYERS ARE MONEY MAKERS.

TAFT'S PHOTO IN BIGGEST DEMAND

Patrons of the "Nickelodeons" All Want to
See Him.

(Special to The Talking Machine World.)

Washington, D. C, Feb. 5, 1908.

That the Bowery is yearning for a good look
at "Big Bill" Taft, and that the people who visit
the 20,000 "nickelodeons," the five and ten-cent
theatres the country over are more anxious to
see the secretary of war's likeness than that of
any other presidential candidate is what F. J.
Marion, of New York, an artist who takes moving
pictures, told the President to-day. He is an old
friend of Mr. Roosevelt's and was presented by
Representative Bennet of New York.

Mr. Marion said that he and those associated
with him had set out to get moving pictures of
presidential candidates, and before doing so had
made inquiries of their customers as to what can-
didate the public wanted to see most. From
New York city and everywhere else the reply
came "Taft."

"There are 800 of these theatres in New York
and '20,000 in the entire country," said Mr.
Marion, "and they have a patronage, on an aver-
age of 500 a day. It is rather remarkable that
Taft should be in the greatest demand not only
on the Bowery, but practically all over the coun-
try."

The moving picture man has arranged to take
a series of pictures of the secretary of war to
satisfy the public's thirst for a sight of him.
He will depict Mr. Taft reviewing troops, riding

The Peerless coin-operated pianos are steadily
gaining in popularity, and those, who have in-
stalled one of these instruments in their places
of business are most enthusiastic over their
profit-earning capacity, and many letters are re-
ceived attesting to the fact. F. Engelhardt &
Sons frequently receive letters of rather humor-
ous nature and at the same time interesting,
one of which reads as follows:

"Gentlemen — We have had a little misfortune
with the glass panel of our Peerless player; the
fact is, a man slightly under the influence of our
Mountain Dew was so entranced by the beautiful
strain of 'The Merry Widow' waltzes issuing
from the wonderful player, that he lost his bead
completely, as well as his feet, and fell through
the panel, breaking it into numerous pieces. We
wish you would send us another panel by ex-
press at your earliest convenience, and oblige,
etc."

CHINESE PICTURE POST CARDS.

How American Collectors May Secure Them by
Exchange.

Consul Wilbur T. Gracey, at Tsingtau, sends
the following report regarding collectors of pic
ture post cards and stamps in China: "This
consulate and others in China are continually
importuned by collectors of post cards and
stamps in the United States, and for the benefit
of these attention is called to a Shanghai monthly
magazine called "Social Shanghai" (published
by Mina Shorrock, 39 Kiangse road), which
contains lists of persons in various parts of the
world who are collectors of picture post cards.
This list is known as the "China Post Card Ex-
change List," and so far as I can discover no

This Harp Retails
for

15 Cents

40%

PROFIT for the
Dealer

No. 04

We caused a stir with our 10c. Harp which we introduced last month.
This was BUT ONE of the many "good things" offered by the line of

FR. HOTZ HARMONICAS

Excellent Sellers from 10c. to $1.00

No. 04. THE LION BRAND, is a first class Harmomca, with heavy brass plates, finest nickel plated heavy covers, has 10 holes and 20 ^"1^^*!,^
tuned reeds. The covers and plates are securely fastened and the instrument is made with open back J^e curves of the cover otter an excellent
and comfortable mouthpiece for the player. As a fifteen cent instrument this number has no equal and affords the dealer about 40 per cent, pront.
Send for our illustrated catalogue showing the entire line. Jtsk your jobber for Hotz Harmonicas.

Ftt.ctory: Knittllngen, Germany

ESTABLISHED 1828
The Oldest Harmonica Factory In the World

FR, HOTZ

475 BROADWAY NEW YORK

CanaLdlaLn Office:
76 York Street Toronto

THE TALKING MACHINE WORLD.

69

HEPPE PIANO CHART WILL FIND A READY SALE

This is a reduced illustration of the middle portion of start — both ends being torn off to allow it to go in this space

IN EVERY HOME

By means of the Chart any person entirely
without knowledge of music can read every
note — name it — and play correctly, without
other instruction.

RETAILS AT ONE DOLLAR WITH
BIG PROFIT

We guarantee the Chart fully according to
our claims for it, or money refunded.

C. J. HEPPE & SON, 1117 Chestnut St., PHILADELPHIA, PA.

charge is made for the insertion of names there-
in. The list has the following heading: "The
following desire to exchange post cards with
collectors in China. It is desirable on the first
exchange to send good quality views and to use
Chinese stamps." The list is edited by Denniston
& Sullivan, an American firm, to whom addresses
should be sent for insertion.

POST CARDS BY THE KAISER.

Plan of European Royalties for Raising Money
for Charity.

The Queen Dowager Carola of Saxony, who
died a couple of weeks ago, and the Princess
Mathilde, who is 44 and unmarried, originated
a few months ago a new way of raising money
for charity which is being generally copied in
Germany. They designed six colored postal
cards of scenes in Saxony and had them litho-
graphed and placed on sale in Dresden with
their signatures as the designers. The proceeds
were devoted to the care of consumtives.

Various Princesses have since adopted the
plan, and a Dresden newspaper now announces
that the Kaiser himself is designing a set of
cards which will not only bring in good returns
for charity but also demonstrate to the world
his ability with pencil and brush. It is rumored
that the subjects will be allegorical, dealing with
the destiny of the Hohenzollerns and the rela-
tions between the people of Germany and the
imperial house.

LESSENS DANGER OF MOVING PICTUEES.

A bill has been introduced in the Senate at
Albany by Senator McCall and in the Assembly
by P. J. McGrath, which these gentlemen believe
will, if enacted, minimize the danger of moving
picture machines. It provides that all moving-
picture theaters in cities of the first class must
have a permit from the head of the fire depart-
ment; it provides for an inspector to see that
machinery, scenery, furnishings and effects are
inclosed in fireproof booths; that there is pro-
tection in case of fire and sufficient exits, and
that the operator is over twenty-one and com-
petent. In view of recent occurrences, particu-
larly the Boyertown disaster, this measure will
be received with interest. Indeed, too much care
can't be taken.

Heretofore licenses have been issued on the
approval of either the fire or the building de-
partment, and licenses have been secured by
compliance with the requirements of either alone.

DON'T BE TOO NECESSARY.

A man's value to a "business is not always in
proportion to the influence of his personal
presence. Sometimes the ability to leave a busi-
ness for a time and have it go on as smoothly
as ever is the best test of a man's control over
it.

A manager was taking an extra hotu" away
from his work one noon, and remarked to a

friend, with apparent pride: "I must be going
back, or everything will be at a standstill. I
can't leave the shop for two hours without caus-
ing a difference in the work. It doesn't take long
for things to be going at loose ends unless I
am right there to watch."

This man, trying indirectly to raise himself
in his friend's estimation, was really confessing
his own weakness, and laying bare his secret mis-
conception of the functions of a manager. The
humor of the situation is apparent when we re-
member that many of the owners and managers
of vast business establishments are able to be
absent from their offices for weeks and even
months at a time.

The good organizer, unless he is limited to
very poor material, is usually the man who
makes his own personal presence less and less of a
necessity to the harmonious working of the sys-
tem.

separate. The employes are expected to make
themselves thoroughly familiar with each piece,
the especial object for which it is designed and
also the manner in which the pieces are fitted to-
gether.

PERCENTAGE OF PROFIT.

Method of Figuring It as Generally Adopted in
Retail Stores.

REGINA CO. EDUCATING THEIR EMPLOYES.

(Special to The Talking Macliine \Yorld.)

Elizabeth, N. J., Feb. 3, 1908.

An exhibition of products manufactured in the
Regina Co.'s works will be held this evening in
the club-room recently fitted up by the manage-
ment for the benefit of its employes in the
factory building on Campbell street. The ex-
hibit promises to be very interesting.

A feature of the room in which the exhibit
will be held is that it is a sort of school for the
men, as in it are not only the handsomely finished
articles, but likewise the many different parts

The following information as to the method of
figuring the cost of doing business and the profit
— ^that is to say, whether the rule is to figure
the percentage on the cost of the goods or on
the selling price, is written by an authority and
while designed for other than "talker" dealers, It
will be found of interest to them we believe:

In marking goods the profit is added to the
cost, and the percentage will differ according to
whether it is figured on the cost or on the sell-
ing price. For instance, if an article costs 50
cents, and the merchant thinks it should bring
a profit of 50 per cent., he marks it 75 cents;
but while the profit on the cost is 50 per cent., on
the selling price it is only 33 1-3 per cent. This
would 'be the way in which the buyer would
figure his profit, and, of course, it would come to
the same thing whether he figured an average
of 50 per cent, on the cost or of 33 1-3 per cent,
on the selling price.

The head of the firm, however, figures the
profit in an entirely different way. At the end
of the year he has before him the total amount
of the sales, and against this he sets the cost

Post Cards Well Displayed Are Half Sold

Early Suspension Post Card Holders

display full surface of card and at the same time
serve as a rack from which to sell. THEY FIT
ANYWHERE.

A MILLION IN USE. EVERYBODY LIKES THEM

NOTE

'lant base wliicli elevates
f front card, making it
easy to remove one card
at a time,
djustable ends which pro-
^ vide for the variations
in the size of post cards,
inking feature, original
only with the Early
' Holders, permits them
to fit and fill any avail-
able space.
Entire surface of front
' and back of card is ex-
^ posed to view; a most

desirable feature.
r ales of post cards have
I always multiplied where
the Early Holders have
lieen installed. Think of
the many vacant places
where they may be used,
against walls, columns,
partitions, or in windows.

Rust Proof or Tinned Finish

"IDEAL" Style holds 35
Cards, weight a half oz.,
packed 10 in a box. Ideal
for stock or display purposes.
Price $2.50 per 100 units.
Special price on 1,000 lots.

"DISPLAY" Style holds 6
Cards. $2.50 in gross lots.
25c. per doz.

Panorama, $4.00 per 100
units.

WE MAKE A SPECIAL INDUCE-
MENT TO JOBBERS HANDLING
OUR LINE

eJOS. H. XISDAL-iL (Sole Agent lor Early Novelty Co.)

904 ARCH STREET, PHILADELPHIA, PA.

70

THE TALKING MACHINE WORLD.

of his merchandise and his expenses. Taking
the difference, he divides it by the amount of the
sales. Hence in this case the percentage of profit
is figured on the selling price, and not on the
cost.

WHY SOME MEN FAIL.

A searching examination of the returns of
three of the largest mercantile agencies, for the
past two years, leads to an interesting conclusion
as to why mercantile houses fail. This summary

LeMher Postal Pillows, $28.59 per 1,(00. 16 Desigas, Hajid Pointed

BURNT LEATHER POST CARDS AND NOVELTIES

All our work is of the best quality, finely burnt and hand
painted. We manufacture besides burnt leather postals,
burnt velvet, embossed and applique postals. We sell to
respon-ible .iobbers only. Send for price list.

CLOVER SOUVENIR MFG. CO.. 186 William St., New York

may be made up in the following table of per-
centages:

Per Cent.

Lack of capital 31. .5

Incompetency 25.5

Specific or local causes 15.5

Fraud ...10.5

Inexperience 4.1

Unwise credits 3.2

Neglect 3.7

Failures of others 2.1

Competition 1.4

Extravagance 1.3

Speculation 1.2

Total 100.0

There is food for thought in these figures, espe-
cially concerning the first two. The lack of capi-
tal is not often given as a reason by those who
have failed; incompetency never — and yet the
two are responsible for over one-half the smash-
ups that occur.

RECENT INCORPORATIONS.

HEER MAUSER'S INVENTION.

Herr Mauser has invented what he considers
an improvement on his well-known rifle by which
it reloads itself automatically from a cartridge
chamber.

POPULAR SIDE LINE

FOR

Talking Machine Dealers

AUROCROME POST CARDS sell fast at good profit. Never out of
stock. You can reorder at any time. Ask for our price card. Do it
now, and use your letter-head.

Send 6 cents in postage for a sample of our SWEETHEART line. Each card retails for 10 cents.
DOOUTTLE & HULLING, INC, 1002 ARCH STREET, PHIL/VDELPHIA, PA.

THE ^/larlln Model No. 20 22-Cal. Repeating ri6e put out this year
Itads all olher products of any maker.
This nfle is a take-down with popular trombone or " pump" action. It
is chambered to handle 22 short, long or long-rifle cartridges with no change what-
eve« in the mechanism and covers all small game and target shooting up to 200 yards.

The barrel is special ^^Zl^l/i sleel rifled with the Ballard system which gives
perfect accuracy and long life. The frcune is of best quality gun frame steel, free
from seams The working parts are of crucible steel hardened against wear.

The Book" has 136 pajres jam full of information for the

np-to-date shooter, and contains a full description, with illustrations, of
all ^^w/in repeaters, rifles and shotguns. It's FREE for 3 stamps
postage. Send for it to-day.

42 Willow St. 7]i^ ^^^ir/£/i /ire€irms Co.^ New Haven, Conn.

THE MUTOSCOPE

For Amusement Parlors, Penny Arcades, etc., has proved itself to be the
greatest money earner of all coin-operated machines. In fact it has
made the "Penny Vaudeville" vi^hat it is to-day. The privilege of
free exchange of pictures keeping them fresh and up-to-date, make it
always attractive. Our New Type E Mutoscope, besides being hand-
somer in design, possesses many improvements in mechanism over
former models.

Write for Particulars

AMERICAN MUTOSCOPE 6 BIOGRAPH CO., '\!S';ZZT

PA.C1RIC COAST BRAIVCH, 1I6 North Broadway, LOS ANCELE?. CAl.

TYPF. K

THE F*IAI\JOVA C01VIF»A1VY,

Manulaclurcra ot

44 AND 65 NOTE ELECTRIC PLAYERS

with or without nickel In the slot attachment
SECURE THE AGENCY NOW.

117-125 Cypress Avenne,

Nctv York.

Electi-ograph Company, New York, (moving
picture machinery); capital, |oO,000. Directors
— Frederick Beck, 274 Humboldt street, Brook-
lyn; James W. Gunby, 199 Third avenue; Allyn
B. Carrick, 120 West Ninet3--ninth street. New
York.

* * * *

Readograph Company, New York (novelties);
capital $100,000. Directors— Edward A. Auer-
bach and Leo Dussner, 8 East Fourteenth
street; Charles F. Getzlinger, 29 Liberty street,
New Y'ork.

* ^ it: *

Photophone Company, Newark; capital, $100,-
000. Incorporators — AVilliam Arthur, Otto Zim-
merlin, and UlysHes Perrier. The company is to
manufacture photophones, etc.

$ *

S. Ojserkis Company, Atlantic City; capital,
$.50,000. Incorporators — S. Ojserkis, Max Fischer
and Robert R. Saunders.

* * * *

Peppier Souvenir Post Card Envelope Com-
pany. New York; capital, $1,000. Directors —
Emaline Peppier and John G. Peppier, Wee-
hawken, N. J.; Edward B. Bradley, 38 Park Row,
New York.

Avenel Amusement Company, New York; cap-
ital, $2,000. Directors— Frederick J. Seellg, 147
Hooper street, Brooklyn; Joseph Freiland, 331
East 16th street; Joseph Herbig, 322 East 13th
street. New York.

* * * *

GOOD LINE OF SPORTING GOODS.

A thoroughly up-to-date catalog is the new 1908
cne of the Edw. K. Tryon Co., of Philadelphia.
In it will be found li.sted at attractive prices
everything that makes up the stock of the prch
gressive dealer in sporting and athletic goods.
The Tryon Co. are one of the oldest in the field
and beside being manufacturers they are agents
for almost every well known article in this line.

Harmonicas are one of the most profitable
side lines, and it will pay to look up the Hotz
ad. in this issue.

SPECIAL TO THE TRADE I

FOR 30 DAYS ONLY — These 1907
Song Hits at 10c. per copy, or $10.00
per hundred :

" Every One Is In Slamberland Bat Yon and Me "
"Twinkling Star"

" Sweethearts May Come and Sweethearts May Go "
"Where The Jessamine Is Blooming, Far Away"
Instrumental — Paula Valse Caprice

It will pay you to keep in touch with us.
Write to-day!

THIEBES-STIERLIN MUSIC CO.

ST. LOUIS. MO.

Everything in NEW and S.H.

Motion Picture
Macliines

Kllnis, Stert oplicous, Sonsj
^^lidcs aim Supplirs. Same
'Wautecl, Catalog-ucs free.

arbach & Co.. 809 Filbert St.. Phila., Pa,

60 YEARS'
EXPERIENCE

Designs
Copyrights &c.

Anyone spnillMK nsliotcti niid dpscrlptlon may
ouli'lily iiscuriiilti our opiiiiuti free whether an
Invention Is prohnhU- rmcntiiblo. ConinumlPB.
tlonsBtrlcllyconihlciillul. HANDBOOK on I'lilent*
eent free. Ohiest iiizein'v for sei-urlnu piuents.

throiifli Mnmi & Co. receive

I'ntents tul-

r. iihont cliiirco. In the

Scientific Jimericatt.

A hnnilsoinelv llliistrnlert weekly. I.nrcest clr-
ouhiiloii of iiTiv pi'lentltle Jonrnnl. Terms, li a
yeiir ; tour months, »l. Sold by all nowsileniers.

lVIUNN&Co.36'Broadway,New Yorfc

Braucb Offlco. 626 F St., Washington, D. C.

THE TALKING MACHINE WORLD.

71

SATISFACTION

WITH

"DONT"

Donl stop to think what
you have lost by not hand-
ling PEERLESS b elore.
There is still some open
territory il you hurry. One
dealer reports a net profit of
$5,000 per month from his
Peerless Department alone.
There is business to be had
in your locality, business to
satisfied customers with large
payments, because the Peer-
less will pay for itself in
from seven to ten months.

Peerless quality always
brings a high rate of profit,
and there is no medium on
earth to compare with these
instruments as real money-
getters for all those who
handle or own them.

ALL WAYS

PEERLESS

EVERY PEERLESS PIANO CAN BE OPERATED FROM AN UNLIMITED
NUMBER OF COIN BOXES ON TABLES OR IN ROOMS

COIN
OPERATED
PIANOS

Extracts
from
Easy
Money
Catalog —
Suggestions
for Salesmen

THINK OF THE
MONEY YOU
WILL MAKE

One Peerless Piano took in
$350 in 27 days. What-
ever your business may be
things will move faster if you
have music. Our Peerless
has been tried in cafes,
billiard parlors, drug stores,
hotels, candy stores, etc., and
in every case has it proven
a success. It does not
matter what your business
may be so long as it means
dealing with the general
public. You will find it
profitable to have a Coin
Operated Piano. It will
attract customers, amuse
them, and your satisfaction
will come from the coin box,
which will earn money for
you that you would not
otherwise get, as well as an
increase in patronage.

Once more the PEERLESS coin operated
PlJiMOS are classed by the nation's
experts as the LEJfDERS.

They were awarded the Gold Medal and
Highest Jiward at the Jamestown £jc-
position, I907.

Get Our Easy Money Catalog

OTHER JUVJfRDS:

Pan=Jtmerican Exposition, Buffalo, I90I
St. Louis World's Fair, 1904
Lewis dark, Portland, I90S

FREDERICK ENTGELHARDT & SONS

(Successors to ROTH & ENGELHAROT)

(Prop PEERLESS PIANO PLAYER CO.)

Offices: WINDSOR ARCADE, FIFTH AVE., NEW YORK CITY Factory: ST. JOHNSVILLE, NEW YORK

72

THE TALKING JVIACHINE WORLD.

How about your campaign?

Have you made aggressive plans for the year or are you
going to be over-conservative and wait until the clouds roll by?

Why don't you help them to roll by?

One thing is pretty certain, that when the business at-
mosphere shall have entirely cleared again it will be discovered
that the men who were over-conservative have been left be-
hind in the race. It's not the time for over-conservatism. The
sun still shines — the country is not going to the deminition
bow wows and there's good business to be secured, but not by
the man who sits down and figures that conditicfns will not
warrant going ahead on any reasonable basis.

We are going ahead and we know some people who are
going to ride on our. vehicle and they, too, are going ahead.
We are positive of that. Now,\vou can go ahead with us.

Your route is clear and will carry you as far as we
go and check you over other lines of prosperity.

^^"e conduct a trade newspaper organization which is
exceeded by very few, if any, in the world, in point of size.
Our specialty is publishing trade papers and our business has
kept on growing larger every year. Not a phenomenal in-
crease, but just a steady growth showing that the manufac-
turers and dealers desire just such publications as we are
putting forth. Read this letter:

W. H. BARRY

F. D. HALL

THE

" B. & H." Fibre Manufacturing Co.

208 KINZIE STREET

Chicago Jan. 2, 1907

The Talking Machine World,

1 Madison Ave., New york.

Dear Sir: — It may be of interest to you to know that out of the
many thousand letters that we have received in answer to our
advertisement in your paper that among them were letters from
different portions of the world that we hardly realized were ever
reached by a trade journal. It might be amusing also to state that
it surprised us to know that in the far distant lands the talking
machine is so much in vogue. Among them were aeveral letters from
Johannesburg of the Transvaal; one from Colombo, Isle of Ceylon; two
from Calcutta; one from Bombay, India; also from Dunnedin, New Zealand;
Sidney, New South Wales; Melbourne, Victoria and just received one
from the Cape of Good Hope.

We thank you for having charged so little for so much. With best
wishes for the season, we remain. Yours truly,

C.C.-F.D H. "B. & H." FIBRE MF'G. CO.

It's worth reading, is it not?

It tells the story. The right kind of a story at that to
every advertiser. We have received many more along similar
lines.

Tliis publication has fairly earned its place and it has
earned a reputation for reliability, but that alone is not suffi-
cient— there, must be enterprise of the right kind which will
provide a large reading constituency. The above letter and
hundreds of others wiiich we have received show that we have
the constituency .nil right.

This paper appeals to thousands of the best business men
in the country ; the men who are the best buyers — the best
sellers — the nicr. v. ho arc looking for novelties — the men who
are looking for every opportunity to increase their business —
men who read The World from rover to cover, therefore

doesn't it seem reasonable that an advertisement in our col-
umns will be worth the price or, in other words, be of infinitely
greater advantage to the advertiser than the same amount of
money invested in a paper which docs not occupy the same
position ?

A diiYerence in trade papers? Lord bless you, of course
there is. A man who is conducting a trade paper must first
of all make up his mind to deliver the goods to the advertiser.

There is no uncertainty about our work. The goods are
there, now the question is do you want them? Do you want
tiT ride in our vehicle?

Do you want to pay our price and get the dividends which
will come to every advertiser? It is up to you. Will you ride,
go li • - ' .i.-lc or \v;ilk?

EDWARD LYMAN BILL.

VOL. IV. No. 5.

SEVENTY-SIX PAGES

single: copiers, lo cents

PER YEAR, ONE DOLLAR

Published Each Month by Edward Lyman Bill at 1 Madison Avenue, New York, flarch 15, 1908

Repeat Orders

A.re wKat every live jobber
and dealer is looKin^ for

By making an all-star list of quick selling
selections we create business and profits

HAW HORNE & SHEBLE MFG. CO.

PHILADELPHIA. PA.

iiitiTcd as si'Coml-cliiss uiiiltpv Muy 2. 1905. at the post dHici ■ nk, X. 1'., undw the act of Coiigi-esa at March 3, ISTO.

2

THE TALKING MACHINE WORLD.

ORIGINALITY-MERIT-SUPERIORITY

ARE COMBINED IN OUR LINE

CARTON
CABINET

A Perfect and Practical Method for Storing and
Cataloguing Cylinder Phonograph Records

THE FLANNEL-LINED CARTONS ^l^^l' Records are soM are the only
* proper and practical means of pre-

serving- the Records. Thej- protect "the delicate sound waves from damage
anil from the accuniulation of dust.

TUr PfTD17¥A PAWTHN PARINRT constructed to permit the use of
int, LUKB/KA tiAKlUl^l lj/\Dli>IE.l tj,es=e Cartons for the precise pur-
pose for which the3" are intended — •

THE PERFECT PROTECTION OF THEIR CONTENTS

PATENT APPLIED FOR

PATENTED

For Edison, Victor and
Zonophone Machines

Genuine Quarter Sawed
Oak and Genuine
Mahogany

To match the prevailing
finish of Machine
Cabinets

MADE ENTIRELY OF WOOD

1

CYLINDER MACHINE HORN

Acoustically Perfect

Construction and Design
Unequalled.

Tone and Volume Supreme

It is conceded that a Wooden
Horn is the proper means for
Amplifying Sound Repro-
ductions.

A comparative test will con-
firm this opinion of experts.

Structural difficulties and pro-
hibitive cost have been
overcome.

i> \TrN

For Filing and Cataloguing Disc Talking
Machine Records

A Place for Each Record and
Each Record in its Place

A positive method of locating any desired
record and insuring the return to its proper
place.

Records Protected Against Dust and Damage

General Phonograph Supply Co.

57 WARREN STREET, NEW YORK CITY

DESCRIPTIVE LITERATURE AND PRICES SENT ON APPLICATION

^^^^^

The Talking Machine World

Vol. 4. No. 3.

GARDNER'S CLEVER INVENTION

Succeeds in Condensing tlie IVllnute but Wide-
spread Force of the Vibrations Produced, by
Sounds and Thus Obtains Power.

John Gardner, of Fleetwood, near London, has
invented a mecbanism which enables Tiim' to
accomplish the feat of steering a boat by singing
to it. He has succeeded in condensing the
minute, hut widespread force of the vibrations
produced by sounds and thus obtained power
which he can turn to many uses.

He sings on a certain musical note — it must
l>e a fixed note — by the side of a pond, and the
rudder of a little boat fitted with Mr. Gardner's
mechanism turns and steers her around, or at his
pleasure he can start or stop the propeller by
the same mechanism. Mr. Gardner can fire a
gun, light a lamp, or ring a bell at a consider-
able distance by means of his invention.

There is a far more important future before it
he thinks, than is shown by these minor feats.
Water is an excellent sound conductor and by
means of his invention — which practically
amounts to a very elaborate system of mechan-
ical sound signals — Mr. Gardner believes he will
be able to insure almost complete safety for ves-
sels on the sea.

The booming of a submerged bell through the
water from a lightship would set mechanism at
work in the submerged receiver of an approach-
ing ship, which could be made to blow a whistle
or give warning in some other unmistakable way.
Thus the human element, with its chance of er-
ror, as well as the difficulties of fog, would be
removed. Submarine wireless telegraphy — of in-
calculable value to war vessels — ^can also, Mr.
Gardner declares, be established by means of
jis invention.

BUSINESS IS A BATTLE.

"A man of business," said Walter H. Cotting-
ham, vice-president and general manager of the
Sherwin-Williams Co., Cleveland, "is like a sol-
dier in a regiment. Like the well-trained sol-
dier who delights in the clamor of battle, the
enterprising business man is eager for the strug-
gle of competition. He likes the excitement of
contending for supremacy. He delights to over-
come those who oppose him, and he finds genu-
ine pleasure in outwitting his rivals. It is this
spirit of rivalry that sharpens a man's intellect
and spurs on his energy. And unless a man is
possessed of this desire to overcome, to sur-
pass, to stand first in the line, he can ever hope
to carry the day; he will never succeed in the
fight. The moment a contestant enters the field
of commerce he is challenged by a host of com-
petitors. All his movements are disputed and
opposed by those already in possession of the
field. He must fight to live! He must conquer
to succeed. Success would possess no charm
apart from the struggle!"

AN ENTERPRISING CLERGYMAN

Is Rev. Geo. E. Hunt, Whose Utilization of the
Talking Machine In Divine Service Has At-
tracted Many to His Church.

Rev. George E. Hunt, pastor of Christ's Pres-
byterian Church, Madison, Wis., is one of those
enterprising clergymen who believes that music
is an ally of religion and in this connection has
utilized the talking machine very effectively in
the morning service of his church. In the Parish
Notes he recently published the following grace-
ful acknowledgment of the value of the "talker":

"The delightful musical service rendered last
Sunday night and to-night on the Victor talk-
ing machine is made possible through the gen-
erosity of Albert E. Smith, president of the Wis-

New York, March \5, 1908.

consin Music Co., and his operator, Mr. Schultz.
To-night they are loaning us the beautiful Victor
Victrola machine, together with some very rare
and beautiful records. When it is possible to
bring to our hearing the voices of such world
famous singers as Caruso, Melba, Patti, Abott,
Homer, Scotti, Plancon and Gogorza one is
thankful to be living in an age when ingenuity
and science have multiplied the profit and pleas-
ure of the world a thousand fold in these won-
derful mechanical records of the most glorious
■('Dices God has made. The Bi-otherhood hereby
express their appreciation, not only of the above
mentioned gentlemen, but also of the willing and
valuable aid of our choir, and the organists, Mr.
Weaver, and Misses Ely and Ryan."

STARR SEARCHING PHILIPPINES

For Caucasian Race — Will Utilize Talking Ma-
chines and Records in This Worthy Ex-
pedition— Will Also Visit the Lolos.

Frederick Starr, of the University of Chicago,
has left for the Far East in search of an un-
known Caucasian race, supposed to exist in the
Philippines. He will spend three months in the
study of the islanders, and possibly may go to
Inland China, where the Lolos, another mys-
terious white race, exists. For many years it
has been one of Prof. Starr's ambitions to go to
China and live among the Lolos, who are savages
of a low type. No one has dared to go among
them.

Prof. Starr said he would carry no firearms
during his visit to the mysterious races. He,
however, will take with him several talking ma-
chines with which he will record the new lan-
guages.

HUMAN VOICE ON PAPER.

Canadian Minister Working on Invention with
Sound Waves.

(Special to The Talking Machine World.)
New Westminster, B. C, March 4, 1908.

The Rev. W. H. Loree, who is at present stay-
ing in this city, has been working for some time
on an invention that he claims will convert sound
waves into light waves and vice-versa. Recently,
he says, he sent the result of his experiments to
a noted inventor in the East and has received
encouragement from him and also a commercial
oflier for the invention.

At present the instrument makes it possible
for the human voice to be produced on paper in
the form of sound characters, which would need
to be learned just as shorthand now is. But it is
Mr. Loree's intention to continue the experiments
for spoken sounds until he can make it possible
to be immediately transferred to known charac-
ters.

The possibilities of such an invention are easy
to be seen. For instance, a man will be able
to talk to his typewriting machine through this
instrument, and when he has finished calking his
letter will be written, or he may go to the tele-
pnone and speak to his friend far away and if
the friend is not there the invention will leave
the written message just as it was spoken.

TOLSTOY TO SEND RECORD TO EDISON.

A despatch from Russia says that Count Leo
Tolstoy has received from Thomas A. Edison a
phonograph of the latest and most approved pat-
tern. With the instrument came a letter from
the American inventor expressing his high re-
gard for Count Tolstoy and requesting that the
Russian author send him a phonographic record
of his own voice. Consequently Count Tolstoy
will return a cylinder bearing several interpre-
tations of the text of the Gospel. He will speak
in English, a language of which he is master.

Price Ten Cent

TALKER TO REPLACE ORCHESTRA.

The Experiment Tried by David Belasco of
Abolishing the Orchestra Not Proving En-
tirely Satisfactory — Why Not an Intelligent
Use of an Expensive Talking Machine to
Supply the Requirements of the Play and
the Needs of the Audiences?

Under the impression that the general tone of
his plays was hurt through the fact that the
orchestra, before the performance and during the
intermissions between acts, played selections not
in harmony with the crharacter of the piece,
David Belasco, the New York playwright and
manager, has abolished the orchestras in both
his Belasco and Stuyvesant theatres, and the
audience now has to worry along in uncomfort-
able silence during that portion of the evening
when the play is not going on.

"The Warrens of Virginia," now playing at the
Belasco, and declared by critics to be a very
creditable production, has shown far less drawing
power than other plays presented at that theater,
and according to certain persons its want of pa-
tronage may be ascribed to the fact that the
music is missed by the audience, who fidget
during the waits and seem to feel bound to pre-
serve a most mournful silence.

Other managers^ of even less renown than Mr.
Belasco, have realized the fact that the general!
repertoire of the average theater orchestra was
not in harmony with the play produced, and
have had special suites written and arranged by
prominent composers. A still better plan has
been adopted by certain western managers, how-
ever, men, by the way, who could not afford to
have special music written for every play pro-
duced, and that is to purchase a high-grade talk-
ing machine and a liberal supply of high-class
records. When the tenor of the play was dra-
matic and thrilling, a brilliant march could be
reproduced on the talker, and when the action of
the piece was of a sentimental nature, a soft, or
pathetic selection could be rendered at will, with-
out rehearsing and fear of unsatisfactory re-
sults.

While the fact that a good orchestra costs
from $250 to $400 per week to maintain — as much
or more as an entire and permanent talking
machine outfit — influences certain managers to
dispense with human musicians, in the case of
Mr. Belasco it is not a question of cost, as is
readily realized when his style of staging and
maintaining his productions is considered.

While the time may be far distant when talk-
ing machines will supplant theater orchestras,
the change seems to be slow but sure, and the
continuous improvement in talking machines
tends to hasten the end.

REPORTER USES TALKING MACHINES.

(Special to The Talking Machine World.)

Hartford City, Ind., Feb. 28, 1908.
In order to save time and expedite his work,
Hormer Ormsby, reporter of the Wells-Blackford
Circuit Court, has spent $200 for talking ma-
chines, to be used in preparing transcripts of
cases carried up on an appeal. Court Reporter
Ormsby translates his shorthand notes while
talking into the receiver of one of the machines,
and it is recorded on a regular phonograph
record. The record is then placed on the other
machine and it is repeated verbatim and is taken
down by another stenographer. Reporter Orms-
by's work is so heavy that he does not find time
to make the transcripts himself, and he has de-
vised this means as a time-saver.

You have no idea of the number of extra sales
you can make until you try systematically call-
ing people's attention to things they did not come
to buy.

4

THE TALKING INIACHINE WORLD.

THE FUTURE OF THE TALKER

Discussed in a Very Interesting Manner by
Henry Seymour — His Views on Disc and Cyl-
inder Records — Says the Latter Contains the
Greatest Potentialities, but That the Disc
from a Purely Commercial Aspect Has a De-
cided Advantage.

It will be generally conceded that the talking
machine is passing through a critical period of
its history. Years ago, the novelty of sound re-
production by mechanical means was so great
that the public literally clamored for anything in
the ■ shape of a record, regardless of intrinsic
merit. Gradually the public have been educated
to the possibilities of the phonographic art, aided
by the keen rivalry of manufacturers in the in-
troduction of newer and improved processes;
and, whereas, at one time, it was deemed a great
favor on a dealer's part to play a record for the
customer's approval, it is now certain that the
average buyer not only makes it a sine qua non
to hear a record played through before purchase,
but he is most exacting to please, and severely
critical, both as regards the rendition of the
musical selection and the technical faults, as
measured by the highest standard, in the record-
ing and in the duplicated product. The outcome
of this is that enormous advances have been
made in the art, both in the cylinder and disc
forms, and It seems well-nigh impossible to at-
tain to much more excellence on present lines.
It is just this circumstance which has made a
crisis possible, for all the time any marked im-
provement in sound reproduction was forthcom-
ing, increased interest was aroused, and a further
lease of life was given to the business.

Another equally important factor in the popu-
larity of the talking machine has been the les-
sening of manufacturers' cost in production
simultaneously with the advance of applied jroc
esses, and this has naturally engendered a more
extensive market, says Henry Seymour, in The
Phono Trader. Price reduction has, however,
now reached such a point that it is reasonably
doubtful whether it can go much farther. With
regard to cylinders, the nimble ninepence seems
to be the limit of the paying point, when the cost
of distribution is taken into account, for the
manufacturers cannot possibly realize more than
about half that sum, while having an expensive
up-keep to maintain. The great boom has been
and gone, and things are likely to settle down
soon in steadier channels and with greater sta-
bility.

There can be no doubt that the disc record Is
rapidly advancing in public favor. Apart from
any question of wisdom in the election of this
course by the public taste — upon which I may
animadvert at another time — the disc record is
beset with practically the same difficulties as the
cylinder, from a commercial point of view; and
when it is considered that a really good disc
record is obtainable for the sum of two shillings,
one wonders, with the rising price of shellac —
which up to now is an essential ingredient in
disc record compositions and which the extensive
use in disc records has sent up — how much lower
in price it will be possible to go at a manufac-
turing profit. An economy of material is, of
course, secured in the double-sided discs, but the
tendency is to reduce the price of these to that of
the average single-sided record, which means that
one selection is thrown In for the purchase of
the other, and as this costs money to produce, it
will inevitably lower the margin of profit to the
manufacturer on his general output. The up-to-
date manufacturers economize the use of shellac
by using stock material of coarser substance and
covering the recorded surface with a shellac
glaze.

It seems obvious that the progress of the
phonographic art is more seriously deterred by
financial and commercial consideration than by
the purely technical. Even the progress we have
reached is due more to commercial evolution
than to a studied effort toward perfectabllity.
Take, for instance, the old process of mechanical
duplication in the matter of cylinder records.

The wear and tear of the master, to which it
was subjected, coupled with the great difficulty
and next to impossibility of obtaining a faithful
replica by tracing, became so irksome and so
expensive through the multiplication of masters
that the method of molding records from a metal-
lic negative or matrix was introduced, and it
was then found that not only was the original
copied with fidelity, but almost an unlimited
number of copies could be secured without mate-
rial injury to the mold; the tone of the molded
product was also found to be considerably im-
proved and increased, on account of the ability
to use a much harder wax in molding than was
possible in recording. These advantages were
certainly not foreseen at the outset.

It was similar with regard to the disc. The
early disc masters were made on plates of zinc,
thinly coated with a viscous acid resistant, and
recorded by the etching process. They were then
embossed by means of chromic or other suitable
acid, and when the completed product reached
the market, after being pressed, there was often
more scratch than melody. The duplication of
records by this process was altogether too limited
and troublesome, and the electrolytic process
superseded it in like fashion. The common
method of recording disc masters now is by
means of wax, or more correctly speaking, metal-
lic soap blanks; these are afterward copied by
electro-deposition in a sulphate of copper solu-
tion, and subsequently protected and case-har-
dened by a fine film of nickel-plate, in order to
withstand both the oxidizing elements in the
composition of which the record is to publicly
appear, and the severe squeeze by the hydraulic
press, to which it has to be subjected on account
of its superficial area. As a result disc record
manufacturers have acquired by the later process
a superior tone and a large diminution of the
foreign surface noise; and in conjunction with
the modern tone-arm and insulated sound-box
they have reduced mechanical friction to a mini-
mum.

On account of the larger diameter on the re-
corded portion of the disc, the tone is broadened
and increased in volume. But by the very ex-
igencies of disc recording, nothing like the same
quality of detail, and consequently of tone, can
be so faithfully secured as by the method ordi-
narily employed in the recording of cylinders.
From the technical outlook, it is an open ques-
tion whether we do not get nearer to nature on
the smaller diameter of the cylinder than on the
larger and more favorable diameter of the disc.
This circumstance alone speaks volumes in favor
of the cylinder, or direct method of recording,

against the disc (needle type). The comparative
"thinness" of tone in the cylinder is wholly due
to the restricted diameter, and those who remem-
ber the best examples of the larger or concert
sized cylinders — even though they were not re-
corded with the latter-day processes, and were
duplicated by the old mechanical method — will
confess that the best results, both in volume and
quality, yet obtained by any system were reached
in those, yet their bulky size and price militated
against their general adoption in favor of the
gold-molded cylinder of the present time. We are
thus face to face with a difficulty when we seek
to form a correct judgment as to the respective
merits of the cylinder and disc, more especially
when we try to answer the question, which of
the two forms of reproduction will eventually
supersede the other. From the scientific stand-
point the cylinder of large diameter contains
the greater potentialities, but viewed from the
purely commercial aspect, the disc (needle or
sapphire played) would appear to have a de-
cided advantage.

A HORN THAT IS MUCH IN FAVOR.

W. L. Lougee, manager of the talking machine
department of the J. Spaulding & Sons' Co.,
Rochester, N. H., was a recent visitor to New
York, and in the course of a chat in The World
sanctum expressed himself as well pleased with
the way in which the Spaulding linen fiber horns
have found favor with the trade. They are now
handled by all the leading jobbers, who speak
in the highest terms of their acoustic properties.
They are finished in dark quartered oak and ma-
hogany and made without joints or seams, thus
rattle and vibration are dissipated. The Spauld-
ing & Sons' Co. are one of the leading fiber con-
cerns in the country, and they placed this horn
on the market only after being fully convinced
of its absolute merits.

WHAT MENTION IN THE WORLD WILL DO.

In the January issue of The World we pub-
lished a short notice of a very clever calendar
issued hy L. R. Porter, the well-known talking
machine man, of Brockton, Mass., and in this
connection he writes us the following letter:

"Gentlemen — Just to let you know what a little
line in your valuable paper will do, I would ad-
vise that we have received requests for our cal-
endars from all parts of the world. As these cal-
endars (mailed) cost us about 20 cents each
we only ordered a few hundred for our own
trade, and therefore have to answer them all,
same as the enclosed card, which you will kindly
drop in the mail for us, after you have read it."

ATTENTI ON !

NEW ENGLAND DEALERS

If you handle both EDISON and VICTOR,
we can offer you an advantage no other New
England jobbing house can — One Source of
Supply for both

B D I S O IN PHOINOQRAPHS
VICTOR MACHIINBS

ONE SHIPMEIVT-OINE EXPRESSAQE

THERE'S AN ADVANTAGE! Try the
Eastern's Policy of Service.

THE EASTERN TALKING MACHINE CO.

177 TREIVIOINT ST., BOSTON, MASS.

Distributors of EDISON and VICTOR
MACHINES, Records and all Supplies

Eastern Agents for HERZOG DISK and
CYLINDER RECORD C.\BINETS

THE TALKING MACHINE WORLD.

5

$300

Cabinet of specially selected, richly figured Laguna mahogany.
Doors- in "V" paneling, perfectly matched. Ornamented with elab-
orate carvings, embellished with antique gold leaf. Metal parts
heavily gold-plated, satin finish.

Concealed horn ; sound amplifier within the cabinet. Tone-
volume increased or diminished by opening or closing small doors at
top. Albums for 150 records, and drawer for accessories.

Victor=Victrola XX

(Louis XV design)

A Royal Opportunity for You

Mr. Dealer:

The Victor-Victrola is already a grand selling success ;
and this new Victor-Victrola XX opens up a new and rich field
of business for you.

You can sell the Victor-Victrola XX to many people whom
you could not interest even in a Victor VI.

The artistic beauty and great musical possibilities of this latest

design instantly impress every one who
sees and hears it.

VICTOR-VICTROLA XX

(Open)

There are few people with any
sense of beauty or love for good music but would be glad to have
this superb instrument in their homes.

Right in your territory there are many good prospects for
the Victor-Victrola XX.

The profit is liberal, and every instrument sold means large and
continuous sales of Red Seal records, thus increasing your permanent
business.

It will pay you well to push this instrument

hard.

The Victor-Victrola XX is ready for delivery.
Write to your distributor for full information. Now
is the selling season. Write to-day.

Victor Talking Machine Co., Camden, N. J.

Berliner Gramophone Co. of Montreal, Canadian Distributors

Full information can be obtained from the following Victor dealers:

Bangor, Me

Birmingham, Ala..

Brooklyn, N. Y....
Buffalo. N. Y

Albany, N. Y Finch & Hahn.

Altoona. Pa W. H. & L. C. Wolfe.

Atlanta, Ga Alexander-EIyea Co.

Phillips & Crew Co.

Baltimore, Md Cohen & Hughes.

E. F. Droop & Sons Co.
H. R. Eisenbrandt Sons.
Wm. McCallister.
. M. H. Andrews.
.E. E. Forbes Piano Co.

Boston, Mass Oliver Ditson Co.

Eastern Talking Machine Co.
M. Steinert & Sons Co.
.American Talking Machine Co.
.W. D. Andrews.
Neal, Clark & Neal Co.

Burlington, Vt American Phonograph Co.

Butte, Mont Orton Brothers.

Canton, O The Klein & Heflelman Co.

Charlotte, N. C Stone & Barringer Co.

Chicago, III Lyon & Healy.

The Talking Machine Co.
The Rudolph Wurlitzer Co.

Cincinnati, O The Rudolph Wurlitzer Co.

Cleveland. O W. H. Buescher & Sons.

Collister & Sayle.
Eclipse Musical Co.

Columbus, O The Perry B. Whitsit Co.

Dallas, Tex Thos. Goggan & Bro.

Dayton, O The Fetterly Piano Mfg. Co.

Denver, Colo Knight-Campbell Music Co.

Hext Music Co.
Des Moines, Iowa. .. .Jones Piano Co.

Detroit, Mich Grinnell Bros.

Dubuque, Iowa Harger & Blish.

^uluth, Minn French & Bassett.

El Paso, Tex

Galveston, Tex

Grand Rapids, Mich

Harrisburg, Pa

Honolulu, T. H

Indianapolis, Ind.--

Jacksonville, Fla

Kansas City, Mo

Little Rock, Ark..

Lincoln, Neb

Los Angeles, Cal.
Memphis, Tenn..

Milwaukee, Wis...
Minneapolis, Minn.

Mobile, Ala

Montreal,iCanada. .
Nashville, Tenn ...

Newark, N. J

Newark, O

New Haven, Conn
New Orleans, La. . .

New York, N. Y,

.W. G. Walz Co.
.Thos. Goggan & Bro.
.J. A. J. Friedrich.
.S. A. Floyd.
.Bergstrom Music Co.

C. Koehring & Bro.

Metropolitan Talking Machine Co.

■ J. W. Jenkins Sons Music Co.

Schmelzer Arms Co.

.O. K. Houck Piano Co.
. Ross P. Curtice Co.
.Sherman, Clay & Co.
.O. K. Houck Piano Co.

E. E. Forbes Piano Co.
.Lawrence McGreal.
.Minnesota Phonograph Co.
.Wm. H. Reynalds.

Berliner Gramophone Co., Ltd.

0. K. Houck Piano Co.
.Price Phono. Co.

Ball-Fintze Co.

.Henry Horton.

.Nat'l Auto. Fire Alarm Co.
Philip Werlein, Ltd.

.Blackman Talking Machine Co.
Sol iUoom, Inc.
C. Kruno & Son. Inc.

1. Davega, Jr., Inc.
S. B. Davega Co.
Chas. H. Ditson & Co.
The Jacot Music Box Co.
Landay Brothers.

The Kegina Co.
Stanley & Pearsall.
Benj. Switky.

Victor Distributing ft Export Co.

Omaha, Neb A. Hospe Co.

Nebraska Cycle Co.

Piano Player Co.

Peoria, III Chas. C. Adams & Co.

Philadelphia. Pa J. E. Ditson & Co.

C. J. Heppe & Son.

Musical Echo Company.

Penn Phonograph Co., Inc.

Louis Buehn & Brother.

Western Talking Machine Co.

H. A. Weymann & Son.
Pittsburg, Pa Pittsburg Phonograph Co.

Powers & Henry Co.

C. C. Mellor Co., Ltd.

Standard Talking Machine Co.
Portland, Me Cressey & Allen.

Portland Talking Machine Co.

Portland, Ore Sherman, Clay & Co.

Richmond.'Va The Cable Co.

W. D. Moses & Co.

Rochester, N. Y The Talking Machine Co.

Rock Island, III Totten's Music House.

Salt Lake City, Utah. .Carstensen & Anson Music Co.

San Antonio, Tex Thos. Goggan & Bro.

San Francisco, Cal- ■•■ Sherman, Clay & Co.

Savannah, Ga Youmans & Leete.

Seattle, Wash Sherman, Clay & Co.

Sioux Falls, S. D Talking Machine Exchange.

Spokane, Wash Filer's Piano House.

Sherman-Clay & Co.
St. Louis, Mo Koerber-Brenner Music Co-

St. Louis Talking Machine Co.

St. Paul, Minn W. J. Dyer & Bro.

Koehler & Hinrichs.
Syracuse, N. Y W. D. Andrews.

Toledo, O The Hayes Music Co.

A. J. Rummel Arms Co.

Whitney & Currier Co.
Washington, D.C John F. Ellis & Co.

6

THE TALKING MACHINE WORLD.

DOMINATES SAVAGE BEASTS. .

The Power of the Talking Machine Again Re-
vealed Most Convincingly by a Wancering
Peddler Who Kept a Pack of Savage Wolves
in Subjection by This Means.

There have been accounts' of the talking ma-
chine aiding hunters through reproducing the
calls of wild fowl and stories galore where the
tones of savage beast and often more savage men
have been recorded amid thrilling experiences,
tut the prize must be awarded for a story which
comes to us from Two Harbors, Minn., wherein
is described how a wandering pedler kept a
pack of savage wolves in subjection with the
tones of a talker.

Adam Jonas Sekah has visited the lumber
camps" and homesteads in the great northwest
regularly for over a decade, selling cheap jew-
elry, trinkets, etc., without any particularly stir-
ring ' adventures.

One day recently he left a camp where he had
-been plying his trade, to walk to one several
miles distant. Owing to the open winter the
wolves that infest that section have been unable
to capture a sufficient number of fleet-footed
deer and other game to ward off starvation and
consequently have been only too anxious to make
a meal of any traveler they could overcome. The
lumbermen warned Sekad not to attempt the
trip so near nightfall, but with business in pros-
pect he decided to risk the trail, hauling his
ware on a small sled.

He had not traveled an hour before he dis-
covered that he had lost the trail with no chance
of picking it up again In the night.

On his toboggan he had a talking machine,
carried to amuse the camp inmates at night and
thus popularize himself. He recalled the chann
with which music is said to influence the most
savage breast. He quickly pushed a delapidated
table in the shack to the door, grabbed the ma-
chine, got it in working order, slipped in a
record, and just as the first of the pack reached
the threshold, it commenced a rollicking minstrel
melody. The effect was magical. With the first
whirl of the machine, the astonished leader
jumped in the air as if shot and retreated to
a safe distance, and the balance of the pack
dropped on their haunches in astonishment.

Sekah ran the record through a couple of times
and then changed it quickly to one of the marine
band. The pack grew uneasy, but were held as
if fascinated. Others came creepUng in from
the shadows and in a short time there was an
audience the like of which no other musician
ever entertained. He estimated that there were
thirty-odd wolves in the pack. He gave them
everything from "Whistling Mike" to Italian
opera, or from a coon breakdown to a bugle
call.

One record would produce a chorus of howls;
at the next they would indicate their pleasure
by playful antics and sawed-off yelps. Again
they would crouch as if in terror, and at the
next would sit on their haunches and listen with
dignified attention.

At times, when he attempted a momentary
lay-off, they advanced to the door with threaten-
ing mien, every hair on their backs bristling,
and their great fangs laid bare. Ragtime was
received with dignified solemnity and church
music induced the most ridiculous capers. For
several hours they kept Sekah busy. Sekah be-
came tired, but life was sweet and he kept on
amusing the pests. He finally tried a new piece
written in Duluth and which, by the way, is
used by the brass bands in that city during the
present campaign.

When this- was reached the pack slunk away
in the brush, and soon the only evidence of their
having attended the entertainment was the
packed snow in the clearing.

Sekah managed to build a fire in the remains
of an old stove in the shack and kept watch all
night, with the horn of the machine protruding
from the doorway like a 13-inch cannon on Fight-
ing Bob Evans' flagship. In the morning he re-
traced his steps to the camp he had left the night
before, none the worse for his adventure, but
with a fund of experience the like of which no
other man could relate.

PHONOGRAPHS TEACH.

Give Beverly Pupils Correct Accent in French
and German.

Phonographs are to be used in the language
department at the Beverly High School, Boston,
Mass.

Talking machines have been purchased by the
school department with a full assortment of
French and German records, and the students
are expected to be able to obtain a better under-
standing of the correct pronunciation of the lan-
guages through the use of the records made b}^
famous teachers of the languages.

There are over seventy records in the two lan-
guages and the outcome of the experiment will
be watched with much interest for the Beverly
school is the first in Essex county to introduce
talking machines as an aid to the study of French
and German.

FIRST TIME TALKER WAS ATTACHED.

Some people are musically inclined and seek
to hear all of it they can, while others have it
forced upon them whether or no, as was the case
in Wausau, Wis., as told by the Herald of that
city: "The latest acquisition to the sheriff's of-
fice is a graphophone, which found its way into
that official's sanctum through the instrumental-
ity of an attachment. A merchant of the city
was unable to collect a certain sum of money
from another resident, and a member of the
sheriff's force was authorized to take all the prop-
erty not exempt from attachment, which proved
to be a graphophone and a dozen and a half rec-
ords. The officers of the law are often called
upon to perform duties of this kind, but this was
the first time that a talking machine was in-
cluded in the list of articles attached."

NEW ZONOPHONE JOBBERS.

The Ewing Company Have Arranged to Handle
the Products of the Universal Talking Ma-
chine Mfg. Co. in New York City — Plans and
Purposes Explained.

The latest arrival in New York's jobbing
circle is the Ewing Co., formerly the New York
& Lima Trading Co., whose temporary offices
and stock rooms are at 203-205 West Broadway,
this city. This company will handle the com-
plete product of the Universal Talking I\Iachine
Mfg. Co., of Newark, N. J., and will devote their
whole attention to supplying the wants of the
trade in these goods. The officers are Joseph
Ewing, president; F. E. Repplier, secretary;
C. D. Mahoney, treasurer.

In a chat with The World Mr. Ewing said:
"For some time I have been contemplating en-
tering the talking machine business, and after
investigating the field thoroughly, decided to
take up the Zonophone line, both on account of
its high standard of perfection and because it
seemed to offer bigger possibilities in the future
for dealers as well as jobbers. As to our future
plans, they can be stated in a nutshell: carry-
ing but the one line, we shall make it a point
to always have on hand everything that is listed
in the catalog. We shall wholesale only, and
our entire force, including a large staff of sales-
men, will devote their attention exclusively to
the dealers, as I am a firm believer in the say-
ing, 'one cannot serve two masters.' On or about
April first we are planning to move into larger
and more commodious quarters on Warren
street, which being in the jobbing section, will
be convenient for the visiting trade, who will
always find a warm welcome awaiting them."

THERE MUST BE CO-OPERATION.

Successful mcdern business is nothing more
than anticipating demands and being ready to
supply them before the other fellow wakes up.
But the shrewdest buyer, the cleverest advertis-
ing, the most progressive merchant cannot do it
alone, if there is not hearty co-operation on the
part of employees. There must be watchfulness,
willingness and courtesy as well as push and
determination to get results. Then, wnen a
vacancy occurs higher up in the ranks, you'll be
ready to step in, big enough to fill it, and com-
petent enough to keep it. Keep step!

While Tetrazzini is delighting New York with
her living voice, London is being regaled with
her preserved notes by means of the talking
machine. A talker concert was given recently
in the White Room of the Savoy Hotel, a dozen
records of the great singer's voice being repro-
duced. Society has taken up the craze and Tet-
razzini concerts a la talking machine are quite
the rage.

Taylor Bros, have been appointed jobbers for
the Universal Talking Machine Co. in Houston,
Tex.

The Gibbs Stop Attachment for Edison

HOME and
STANDARD

Phonograph

(Patented)

HOME
PMONOGRAPH

iMM!!!«!lll!l!!Hl|!l!lliniimHl!im!milWl«f

This is the only device on the market having an indicator that
can be instantly set to accommodate any record in

the Edison catalogue and automatically stops the machine when the
music is finished ; thereby preventing the sapphire from being
damaged in running over the end of the record.

NolhinR to break or Ret out of order. Can
be applied in less (ban a minute, and requires no
tools exeept an ordinary screw driver.

Retail Prices of Attachments — For
"Standard" Phonograph, $1.00 each; for
"Home" P]>onograph, $1.60 each.

ORDER FROM YOUR/JOBBER

\\V will send lucpaiil to any tUnlcr a
sample allachnu-nt for ttic "Standard" on
receipt of 50c., or for the "Home," 76c.

Does not mar or injure the phonograph
but adds to its appearance.
Made of metal and nickel-plated.

Dealtrs Profit is 100%

(Each .•\ttachmcnt Guaranteed.)

The Gibbs Mfg. Go.

CANTON, OHIO

THE TALKING MACHINE WORLD.

7

List of New Victor Records

for April

All vocal selections have accompaniments by the Victor Orchestra

5326
5363

5331
5308

5370
5882

5371

5303

5372

5381

5350
5376

5373

S-inch 35 cents

"Shoulder Arms" March (Rose)

Arthur Pryor's Baiul

Victor Minstrels No. 9. iutroducing
"Broncho Buster" and "Pride of the

" Prairie" Victor Minstrel Company

Down in the Old Cherry Orchard
(Henry) Haydn Quartet

Happy Days — Flute and Oboe Duet
(Strelezlu) Lyons and Trepte

10-inch 60 cents

Miss Dixie (Hager) . .Arthur Pryor's Band

Dream of Happiness Waltz..

Arthur Pryor's Band

Darkies' Jubilee (Pastimes on the

Leyee) (Turner) - Victor

Orchestra (VV. B. Rogers, Conductor)

Angel's Serenade — Violoncello Solo
(Braga) Victor Sorlin

My Starlight Maid (Klein)

' Harry Macdonough

The Nightingale's Song (from "The

Tyrolean") (Zellerl . . . .Corinne Morgan
Venetian Song (Tosti) Alan Turner

Toreador Song from "Carmen" (Bizet)
Alan Turner

I'm Afraid to Come Home in the Dark
(Van Alstyne) Clarice Vance

Ifour IVeTT "Merry Willow" Record.s

."391 Vilia Song (from "The Merry Widow")

(Franz Lehar) Elise Stevenson

5394 Maxim's (from "The Merry Widow")

(Franz Lehar) Harry Macdonough

5389 The Cavalier (from "The Merry

Widow") (Franz Lehar)

Miss Stevenson and Mr. Stanley

5392 Women (from "The Merry Widow")

(Franz Lehar) Peerless Quarlet

53S7 Will He Answer Goo Goo? (Meher) . .

Ada Jones

5375 Rain-iu-the-Face (Burt) Billy Murray

5383 Bavarian Yodel (The Waterfall)

Macdonough and Watson

5388 Just Help Yourself (Von Tilzer)

Collins and Harlan

5390 "Piccolo" (from "A Waltz Dream")

(Straus)

Miss Stevenson and Mr. Stanley

5378 When Summer Tells Autumn Good-Bye

(Helf) Stanley and Macdonough

5384 Wouldn't You Like to Have Me for a

Sweetheart? (from "The Yankee

Tourist") (Robyn)

Miss Jones and Mr. Murray

5379 Keep on Smiling (Kendis-Paley) ....

Billy Murray and Haydn j3uartet

5380 Victor Minstrels No. 10 (introducing

"Bye Bye, My Sailor Boy" and
"Good Bye, Honey, Gk)od Bye") ....

. . . .' Victor Minstrel Company

5377 Uncle Josh's Letter from Home —

Y'ankee Talk Cal Stewart

5385 Schoolday Frolics — Descriptive Spe-

cialty Miss Jones and Mr. Spencer

5386 Jimmie and Maggie at "The Merry

Widow" — Descriptive Specialty. . . .
Miss Jones and Mr. Spencer

12-inch- $1.00

31696 Madame Butterfly — Fantasie (Violon-
cello Solo) (Puccini) Victor Sorlin

31095 When Life Is Brightest (Violin and

Flute Duet) (Pinsuti)

Rattay and Lyons

New Red Seal Records

Mai'cella Sembrlcli, Soprano

12 in., wiih Orchestra, $3— In Italian.
88107 The Merry Widow Waltz (Dolce

amor) Franz Lehar

X}riie.stine Scliamanii-Heinii, Contralto

12-in., with Orchestra, $3 — In English.
88108 The Rosary Nevin

Geraldine Farrar, Soprano

12-in., with Orchestra, ?3 — In Italian.

88113 Madama Butterfly — Un bel di vedremo

(Some Day He'll Come) Puccini

88114 Metistofele — L'altra notte (Last Night

in the Deep Sea) Boito

Geraldine Farrar — Antonio Scotti

12-in., with Orchestra, $4 — In Italian.
89014 Madama Butterfly — Ora a noi ! (Now
at Last) Letter Duet from Act
II Puccini

Cradski — Mattfeld — Van Hoose — Jonrnet— ^
Hei«.s

12-in., with Orchestra, .$5 — In German.
95201 Meistersinger — Quintet, Act III —
Selig, wie die Sonne (Brightly as
the Sun) ' Wagner

CaruiHO — Sembricli — Scotti — Severina

12-in., with Orchestra, $6— In Italian.
96001 Rigoletto — Quartet, Act III — Bella
figlia deir amore (Fairest Daughter
of the Graces) Verdi

Marie Mieliailowa, Soprano

10-iu., with Orchestra, $1.

61178 Traviata — Addio del passato (Fare-

well to the Bright Visions Verdi

61179 Demonio — "The Night is Calm". .....

Rubinstein

Pianoforte Solo hy Frank La Forge

10-in, $1.

64083 (a) Gavotte La Forge

(b) Papillon Lavallee

You want a// these new records. They all se//.

We start the ball rolling your way. We advertise the entire list, taking big space
in the great daily newspapers throughout the country.

This shows Victor owners what's new; creates a quick demand for every record;
and sends people right to your store to buy.

Being ready for them with the whole list means dollars in your pocket.

Having the particular record that is wanted may mean a big order and a steady
customer. Don't take the risk of lacking that record.

Prepare now for March 28th — the simultaneous opening day for April Victor
Records.

Get the whole list •

Victor Talking Machine Company, Camden, N. J., U. S. A.

Berliner Gramophone Company, of Montreal, Canadian Distributors.
TO GET BEISX RESULTS, USE OINUY VICTOR NEEDUES OIV VICTOR RECORDS

'n

8

THE TALKING MACfflNE WORLD.

HENKEL SAYS HUSTLE

And Don't Listen to "Hot Air" Stories and
Think That Is All There Is to Do to Secure
Trade — Some Interesting Views.

Charles V. Henkel, head of the Douglas
Phonograph Co., is a clear-headed business man
who believes in doing things. He has some very
pertinent views upon the trade situation which
were interestingly put forth in Douglas Items
for February. He says:

Our captains of finance and industry — as a
unit — predict a prosperous year for 1908.

Mere predictions, Mr. Dealer, will not bring
about this result as far as you are concerned.

Some people think prosperity means a time
when buyers are so anxious to part with their
money that it requires the assistance of a couple
of policemen to keep them in line.

When .you make a legitimate profit on the
capital invested in your business you are pros-
perous.

Some dealers have come into the business with
the idea that all that was necessary was to
make the required initial purchase of machines
and records, and an easy chair.

They listened to "hot air" stories told by some
salesmen and proceeded to make up their minds
what make of automobile to buy.

You know what the answer is — they have
either gone out of the business or are still in it
with a grouch.

Of course, we have not all been satisfied with
the results of the past few months, but that only
means just a little more hustle and push for the
time being.

cially strong demand for the Columbia Symphony
Grand graphophone, these instruments having
been placed in several of the most select homes
in the city, among the recent purchasers being
George Ketcham, owner of several theatres in
Ohio and Indiana, and John Huebner, a well-
known brewer.

PEDOMETERS TO MEASURE DANCES.

An Indulgence in "The Light Fantastic" Is
Now a Serious Proposition.

A WEIX-EQTnPPED ESTABLISHMENT.

One of the most successful branches of the
Columbia Phonograph Co. is that located in
Toledo, 0., which at the present time has a staff
of fifteen salesmen covering the local field and all
northwestern Ohio. This branch reports an espe-

The latest craze from London has reached the
dancing sets of all the large cities of this country
and every one who is "in the know" in Chicago
now dances to the merry tick tick of a pedometer.
During the last few years these handy little
contrivances have been in great favor with fad-
dists who like to know ihe number of miles they
cover on their jaunts. A great number were sold
last summer, for the walking craze gained many
enthusiastic followers, but the opticians could
not explain the unprecedented sale which com-
menced in the fall and has continued to grow
during the winter.

If the pedometer is not carried in an upright
position the works will not operate — it will not
register the step. This wonderful little con-
trivance can easily be regulated to the step of
the wearer. There are figures on the scale on
the back of the works to represent inches, and
each notch intervening between the numbers
represent one inch. A pedometer can be regu-
lated to any step between 15 inches and 41 inches.
To regulate it to the length of your step measure
the distance you take at each step (from heel to
heel). If your step measures 27 inches, set the
indicator at figure 27. If your step measures 28,
move the indicator one notch toward "fast." If
your step measures 24 inches, move the indica-
tor back four notches towards "slow," etc.

The average man's step measures 27, and there-
fore many of the pedometers on sale at the shops
are set for a 27 inch step, so that people of or-

dinary height and "gait" r-o not have to change
the position of the indicator.

The average girl's step is much shorter than
that of a man's, but while waltzing or dancing
a two-step the length of her step increases, so
that 27 inches becomes a practical average. The
pedometers are thoroughly tested and those sell-
ing at a dollar each are warranted to be thor-
oughly reliable and accurate.

A practical style of pedometer is fitted with a
ten mile dial, spaced off into quarters, halves,
three-quarters and miles. The hand can be set
back by removing the back and turning the hand
backward or forward.

The average waltz measures one mile, it is
stated. A two-step lasting eight minutes, one
mile and a quarter. An encore of three minutes,
a fourth of a mile.

SOUTH BECOMING EDUCATED.

Opera Heard Side by Side With the Folk Song
as a Means of Entertainment and Education.

In certain portions of this great country of
ours, especially in the South, we frequently see
very humorous combinations of the old and the
new, but arranged in all seriousness of purpose.
While traveling from Washington, D. C, to
Florida via the Southern Railway last summer,
a New Yorker alighted at one of those dead
towns seemingly a part of the great sand waste
of South Carolina, and as the train was not to
start for some minutes he decided to take a short
stroll up the main street. He had reached the
Fecond house, a dilapidated, clapboard structure,
when his progress was arrested at a glance
through the door, and he burst into laughter, for
there, bending over the washtubs, was an old
negro "mammy," bandanna and all, while in an
old crib in the corner rested a coal black picka-
ninny who, instead of being crooned to sleep by
his "female parent," was drowsing off to the
tones of an aria from II Trovatore, issuing from
the horn of a cheap and much battered "talker."

RtCORDS

.RECORDS^

RECORDS

REG0RDS1

BEST CYLINDER RECORD MADE

Won't Break
Won't Wear Ont

If you have not already put in a line of these wonderful records— GET IN LINE
AT ONCE. DON'T WAIT until some live dealer in your neighborhood who knows a good thing
when he sees it, gets in ahead of you.

. • ORDER NOW and establish~yourself in this line and you will do a larger and more
profitable business. There is MONEY TO BE MADE in INDESTRUCTIBLE RECORDS.
That is what you are in business for.

Write for Circular and Full Information and send Orders to

American Talking Machine Company

586 Fulton Street

BROOKLYN, M. Y. CITY

RECORDS 1 RECORDS

L_. 1

RECORDS

THE TALKING MACHINE WORLD.

A HIRSUTE STIMULATOR.

string Records on the Talking iVlachine IVlay Be
Employed to Coax Out Those Hairs That
Have Taken a Vacation.

The talking machine is now destined to be
utilized in the important capacity of making the
hair grow. So far as any definite conclusions
have been reached it appears that string music,
including the piano, is favorable to the growth
of the hair, while wind instrurnents, especially
the wood wind, are destructive to it. As it is
possible for those who do not play string instru-
ments to receive the same nerve stimuli when
using the talking machine as when playing the
real thing it is obvious a new field of usefulness
is open for the justly praised and much abused
talking machine.

Look at Paderewski, says the advocate of the
remedy. Hasn't he some hair? And what about
Ysaye and Kubelik? Go back to Paganini and
Rubinstein and Liszt. Did you ever see a violin-
ist or a piano virtuoso who hadn't hair enough
to stock a wigmaker?

On the other hand, look over any orchestra or
brass band if you can catch it with its hats off.
Did one ever see a flute player or a cornetist or
a trombone operator who wasn't either bald or
getting there?

An attempt to explain the alleged difference
is made by assuming that the powerful vibrations
of the wind instruments drive the blood out of
the scalp, while the strings awaken a sympa-
thetic quiver in the skin and hair which has an
effect like a vibratory massage. Some of tne bar-
bers in London, Paris and Berlin who were talk-
ing of adding violin soloists or even string quar-
tets to their staff to play, for a consideration,
over the heads of the patients are now said to be
seriously considering the talking machine.

REMARKABLE SOUND EFFECTS

Produced by Reversing the Machinery of the
Phonograph — Jones Dresses Old Story in New
Dress, but It Makes Good Reading.

composers, as they can take ideas from a reversed
phonograph without being accused of plagiarism."

Wilton & Co., of Houston, Tex., are now jobbers
for Star machines and records and other product
of Hawthorne & Sheble Mfg. Co.

There is an old saying that "the longer we
live the more we learn," iand it is amazing what
"discoveries" the amateur will make in connec-
tion with the talking machine. For instance,
Francis Arthur Jones, who has just written a
"Life of Thomas A. Edison," relates the follow-
ing new old story regarding sound effects in his
chapter on phonographs:

"Many interesting experiments were made with
the phonograph, and it was soon found that by
reversing the machinery while working the most
remarkable sound effects could be produced. One
writer on the subject says: 'It is impossible for
the human voice to be so manipulated as to
produce sounds exactly backward. Even with
the letter A, which is one of the simplest sounds
made by the voice, the articulation cannot be
reversed.' At the first thought it would appear
that A is A, no matter how it is said, backward
or forward, or sideways, but the phonograph
shows this to be a mistake. The little intona-
tion that follows the first sharp sound of the
letter is scarcely noticeable when spoken, but
when the phonograph is reversed it seems that it
is a most important part of the sound. It is as
though the phonograph were trying to say 'ear,'
but could not make it. The simplest sounds,
such as the alphabet or the counting from one to
ten, are as , confusing as Greek, and a complete
sentence is worse than unintelligible.

"Musical sounds reversed in the same way,
and the intonation of a banjo makes that instru-
ment sound like a church organ, w'hile piano
music would be thought to come from a harmo-
nium by nine out of ten musicians. Such famil-
iar airs as 'Home, Sweet Home' lose their iden-
tity completely. In some oases music that is
entirely new and very sweet is produced by the
reversing process. This opens a new field for

A "WRINKLE" FOR AMERICANS.

The Gi-amophone Co., of London, Eng., recently
exhibited great enterprise in taking the entire
band of H. M. Coldstream Guards, that famous
organization of which Lieutenant MacKenzie
Rogan is musical director, down to Liverpool,
Manchester and Bradford for the purpose of hav-
ing them give concerts in connection with the
Auxeto-Gramophone. The concerts were most
successful and regular concert prices were
charged, although on previous occasions the con-
certs had been free by invitation. The audiences
in every case were large and very enthusiastic,
frequently rising to cheer some especially good
number.

The band, in addition to playing some of their
famous selections, accompanied Tetrazzini and
Melba and Caruso, as heard through the medium
of the Auxeto-Gramophone, with great precision
and excellent effect. The fact that an exclusive
audience willingly paid concert prices to hear
such an entertainment, which had previously
been given free, as before stated, opens up a new
field in the matter of musical entertainment and
marks a forward step in the musical world.

HOEFFLER CO. INCORPORATED.

The Hoeffler Manufacturing Co., of Milwaukee,
has been incorporated with the Secretary of
State of Wisconsin, with a capital of $150,000,
for the purpose of carrying on a general musical
instrument business, including talking machines.
Incorporators: Adolph HoeflBer, P. Hoeffler and
A. J. Rhubeck.

R. B. Baldwin, formerly of Orange, N. J., but
for two years manager of Taylor Bros, phono-
graph parlor, has been appointed manager of the
phonograph retail department of the 612 Main
street store of Texas Piano & Phonograph Co.,
Houston, Tex.

SPAULDING LINEN FIBRE HORNS

WILL PLEASE YOUR CUSTOMERS

'Y^J-J Y p Because they comprise all the qualities neces-
' sary for a PERFECT HORN. Being superior
in finish, free from metallic tones, made in one piece
without joints or seams, and more durable than wood
or metal.

We publish herewith a partial list of Victor Distributors who
approve and recommend the Spaulding Linen Fibre Horns.
They will be pleased to furnish you with our goods.

Dealers' Discounts and Full Information Write Them Jtt Once.

BERLINER GRAMOPHONE CO., MONTREAL
Canadian Distributors

Victor

Pattern

Only

RETAIL
PRICE

$8.00

Quartered Oak
NON-METALLIC

Albany. N. Y Fincli & Hahn.

Alioona. Pa. W. H. & L. C. Wolfe.

Baltimore, Md H. R. Eisenbrandt Sons.

Wm. McCallister.

Bangor, Me M. H. Andrews.

Birmingham, Ala . E. E. Forbes Piano Co.
Boston, Mass Oliver Ditson Co.

Eastern Talking Machine Co.

Brookljn, N.Y American Talking Machine Co.

Buffalo, N. Y W. D. Andrews.

Chicago, ill The Talking Machine Co.

Cincinnati, O The Rudolph Wurlitzer Co.

Cleveland, O CoUister & Sayle.

Eclipse Musical Co.

Columbus, 0 The Perry B. Whitsit Co.

Dayton, O The Fetterly Piano Mfg. Co.

Detroit, Mich ••• Grinnell Bros.

Dubuque, Iowa Harger & Blish.

El Paso. Texas ... W. G. Walz Co.

Galveston. Tex Thos. Goggan & Bro.

Grand Rapids, MichJ. A. J. Friedrich.
Indianapolis, Ind . . C. Koehring & Bro.
Kansas Ci(y, Mo.. .. Schmelzer Arms Co.
Minneapolis, Minn Minnesota Phonograph Co.
Mobile, Ala. Wm. H. Raynolds.

New Haven, Conn
New Orleans. La.
New York. N.Y. ..

Philadelphia, Pa.

Pittsburg. Pa.

Portland, Me

Providence, R. I.
Rock Island. III. .
Salt Lake City, U.
Savannah, Ga. .
Sioux Falls, S. D.
Spokane, Wash .
St. Louis, Mo ....

St. Paul, Minn....
Syracuse, N. Y... .

SIZE

21 in. Bell, 24 in. Long

.Henry Horton.

. National Auto. Fire Alarm Co.
. Blackman Talking Machine Co.

I. Davega, Jr.

S. B. Dayega Co.

Chas. H. Ditson & Co.

The Jacot Music Box Co.

Stanley & Pearsall.
. H. A. Weymann & Son.

J. E. Ditson & Co.

Musical Echo Co.
. Powers & Henry Co.

Standard Talking Machine Co.

Pittsburg Phonograph Co.
..Portland Talking Machine Co.
.J. Samuels & Bro.
. Totten's Music House.
. .Cartensen & Anson Co.

Youmans & Leete.
. . Talking Machine Exchange.

liilcr's Piano House.

Koerber-Brenner Music Co.

St. Louis Talking Machine Co.
.W. J. Dyer & Bro.

Koehler & Hinrichs.
.W. D. Andrews.

J.. SPAULDING & SONS CO., Talking Machine Horn Dept., ROCHESTER, N. H-

10

THE TALKING JIACHINE WORLD.

Did You Ever Figure Up Your
Profits On Talking Machine Horns?

and find there were none? Most dealers have, and that has been
the trouble. A stock of horns that ties up money ; a reduction in
price to influence a talking machine sale; a cut to meet the price
of some other dealer, and where is the profit?

It is because this situation exists in nine out of ten talking machine
stores that the

NEW EDISON
PHONOGRAPH

with its big, appropriate, properly
proportioned horn, has received
such a welcome from the trade.
The horn goes with the Phono-
graph. The price includes both.
There is a good profit in each.
The new horn puts the Phono-
graph at its best, satisfies every
purchaser, makes a stock of horns

unnecessary and makes price-cut-
ting impossible. Are you selling
the new Edison ? Are you push-
ing it? If not the most profitable
part of the talking machine
business is going to your com-
petitors. Write us or a nearby
jobber for catalogue of new models,
terms, etc.

NATIONAL PHONOGRAPH COMPANY,

59 Lakeside Ave.
ORANGE, N. J.

JOBBERS or EDISON PHONOGRAPHS AND RECORDS

Albany, N. K.— Finch & Hahn.
Allentown Pa. — G. C. Aschbach.
Astoria, N. Y. — John Rose.
Atlanta, Ga. — Atlanta Phono. Co., Phillips

& Crew Co.
Baltimore — E. F. Droop & Sons Co.
Bangor, Me. — S. L. Crosby Co.
Birmingham, Ala. — The Talking Machine
C6.

Boise, Idaho — Filers Piano House.

Boston — Boston Cycle & Sundry Co.,
Eastern Talking Machine Co., Iver John-
son Sporting Goods Co.

Brooklyn — A. D. Matthews' Sons.

Buffalo— VJ. D. Andrews, Neal, Clark &
Neal Co.

Burlington, Vt. — American Phono. Co.

Canton, O. — Klein & Heffelman Co.

Chattanooga, Tenn. — J. H. Templeman Co.

Chicago — Babson Bros., James I. Lyons,
Lyon & Hcaly, Montgomery, Ward &
Co., The Vim Co., Rudolph Wurlitzer
Co.

Cincinnati 0. — Ball-Fintze Co., Ilsen &
Co., L. E. McGreal, Rudolph Wurlitzer
Co.

Cleveland — Eclipse Musical Co.
Columbus, 0.— Perry B. Whitsit Co.
Dallas, Tex. — Southern Talking Mach. Co.
Dayton, O. — Niehaus & Dohse.
Denver — Denver Dry Goods Co., Hext
Music Co.

Dcs Moines, la. — Hopkins Bros. Co., The
Vim Co.

Detroit — American Phono. Co., Grinnell
Bros.

Dubuque, la. — Harger & Blish.
Eastpn, Po.— Willi am Werner.
Elmira, N. Y. — Elmira Arms Co.
El Paso, Tex.—\V. G. Walz Co.
Fitchburt, Mass. — Iver Johnson Sporting
Good* Co.

Fori Dodge, Iowa — Early Music House.

Fort Worth, Texas — Cummings, Shep-
herd & Co.

Gloversville, N. Y. — American Phono. Co.

Harrisburg — S. K. Hamburger.

Helena, Mont. — Frank Buser.

Houston — Texas Piano & Phono. Co.

Hoboken, N. J. — Eclipse Phonograph Co.

Indianapolis — Indiana Phono. Co., Kipp-
Link Phono Co., A. B. Wahl & Co., Inc.

Kansas City — J. W. Jenkins' Sons Music
Co., Schmelzer Arms Co.

Kingston, N. Y.- — Forsyth & Davis.

Knoxville — Knoxville Typewriter and
Phono. Co.

Lincoln Neb. — Ross P. Curtice Co., H.
E. Sidles Phono. Co.

Los Angeles — Southern California Music
Co.

Louisville — Montenegro-Riehm Music Co.
Lowell, Mass. — Thos. Wardell.
Manchester, N. H. — John B. Varick Co.
Memphis — F. M. Atwood, O. K. Houck

Piano Co.
Mihi'auk'cc — Laurence McGreal.
Minneapolis — Thomas C. Hough, Minne-
sota Phono. Co.
Mobile, Alo.—\V. H. Reynalds.
Montgomery, Ala. — R. L. Penick.
Nashville, O.— Nashville Talk. Mach. Co.,
Magrudcr & Co.

Newark, N. J. — Douglas Phono. Co., A.
O. Petit, Rapkc Phono. Co.

Newark, 0.— Ball-Fintze Co.

New Bedford, Mass. — Household Furnish-
ing Co.

New Haven — Pardee-EUenbereer Co.. Inc.
New York City — Blackman Talking Ma-
chine Co., J. F. Blackman & Son, I.

Davega, Jr., Inc., S. B. Davega Co.,
Douglas Phonograph Co., Jacot Music
Box Co., Victor H. Rapke, The Regina
Co., Siegel-Cooper Co., John Wana-
maker, Alfred Weiss.

New Orleans — ^William Bailey, Nat. Auto.
Fire Alarm Co.

Oakland, Ca/.— Kohler & Chase.

Ogden, Utah — Proudfit Sporting Goods
Co.

Oklahoma City, Okla. — Smith's Phono-
graph Co.

Omaha, Neb. — Nebraska Cycle Co., Shultz
Bros.

Oswego, N. y, — Frank E. Bolway.

Paterson, N. /.—James K. O'Dea.

Peoria, 111. — Charles C. .Adams & Co.,
Peoria Phonograph Co.

Philadelphia— "Low?. Buehn & Bro., C. J.
Heppe & Son, Lit Bros., Musical Echo
Co., Penn Phonograph Co., John Wana-
maker. Western Talking ^Iachine Co.,
H. A. Weymann & Son.

Pittsburg.- — Pittsburg Phonograph Co.,
Powers & Henry Co., Standard Talking
Machine Co.

Portland, Me.—Vf. H. Ross & Son.

Portland, Ore. — Graves & Co., Inc.

Providence — J. M. Dean Co., J. A. Fos-
ter Co.. J. Samuels & Bro.. A. T. Scat-
tergood Co.

8uebec — C. Robitaille.
uincy. III. — Quincy Phonograph Co.
Reading, Pa. — S. K. Hamburger, Reading

Phonograph Co.
Richmond — C. B. Haynes & Co.
Rochester — A. J. Deninger, Mackie Piano,

O. & M. Co., Talking Machine Co.
Sacramento. Cal. — A. J. Pommer Co.
Salt Lake City — Clayton Music Co.

& Co., Technical
Johnston Co., Koh-

San Antonio, Tex. — H. C. Rees Optical
Co.

San Francisco — Peter Bacigalupi & Sons.
^az'annah, Ga. — Youmans & Leete.
Schenectady, N. Y. — Finch & Hahn, Jay

A. Rickard & Co.
Scran t on— Ackerman

Supply Co.
Seattle, IVash.—D. S.

ler & Chase.
Sharon. Pd.—W. C. De Forest & Son.
Sioux City, Iowa — Early Music House.
Spokane, Wash. — Spokane Phono. Co.
Springfield, Mass. — Flint & Brickett Co.
St. John, N. B.—W. H. Thorne & Co.,

Ltd.

St. Louis — The Conroy Piano Co., Koer-
ber-Benner Music Co., Siiverstone Talk-
ing Machine Co.

St. Paul — W. J. Dyer & Bros., Thomas
C. Hough, Koehler & Hinrichs, Minne-
sota Phono. Co.

Syracuse — W. D. Andrews.

Toledo — Hayes Music Co.

Toronto — R. S. Williams & Sons Co.,
Ltd.

Trenton, N. /.— Stoll Blank Book and

Stationery Co., John Sykes.
Troy, N. K.— Finch & Hahn.
Utica — Clark-Horrocks Co., Arthur F.

Ferriss, Wm. Harrison, Utica Cycle Co.
Vancouver, B. C.—M. W. Waitt & Co.,

Ltd.

ll'ashingten — E. F. Droop & Sons Co.

S. Kann Sons & Co.
IVavcross, Ga. — Geo. R. Youmans.
Williamsport Pa. — W. A. Myers.
Winnipeg — K. S. Williams & Sons Co.,

Ltd.

Worcester, Mass. — Irer Johnson Sporting
Goods Co.

THE TALKING MACHINE WORLD.

11

EDWARD LYMAN BILL. ■ Editor and Proprietor

J. B. SPILLANE. Managing Editor.

Trade Representatives: Geo. B. Keller, F. H. Thompson,
W. T. Dykes, L. E. Bovvers, B. Brixtain Wilson,
A. J. NiCKLiN, L. J. Chamberlin.

Boston Office : Ernest L. Waitt, 27Sa TremoiU St.

CKicai^o Office: E. P. Van Haelingen, 195-197 Wabash
Ave.

Telephones: Central, 414; Automatic, 8643.

Philk-delohia Office : Minneapolis and St. Paul ;

H. F. Thompson, Adolf Edsten.

St. Louis Office: San Francisco Office:

Chas. N. Van Buren. S. FI. Gray, 240 Sacramento St.

Cleveland Office: G. F. Prescott.

London. England, Office:

09 Basingwell St., E. C. W. Lionel Sturdy, Manager.
Berlin, Germany, Ciias. Robinson, Breitestrasse 5.

Published the 15th of every month at I Madison Ave. N. Y

SUBSCRIPTION (including postage). United States,
Mexico, One Dollar per year; all other countries, $1.25.
England and her colonies, five shillings.

ADVERTISEMENTS. $2.00 per inch, single column, per
insertion. On quarterly or yearly contracts a special dis-
count is allowed. Advertising Pages, $60.00; special posi-
tion, $75,00.

R.EMITTANCES. should be made payable to Edward
Lyman Bill by check or Post Ofhce Order.

^^"IMPORTANT.— Advertisements or changes should
reach this office by the first of each month. Adver-
tisements arriving too late for insertion in the current
issue will, in the absence of instructions, be inserted
in the succeeding issue.

Long DistBLnce Telephones— Numbers 4677 and 4678 Gram-
ercy. Cable Address: "Elbill," New York.

NEW YORK, MARCH 15. 1908.

TWO and a half months of 1908 have already
passed into history and it may be well just
now to flgure what we have accomplished during
the expired portion of the year and how the re-
mainder may be viewed in its relation to busi-
ness. The flist two months have" been disappoint-
ing in a business sense, but could we reasonably
expect that it would be otherwise? We must
understand that the shock to trade created by
the financial disturbance of last October was
very great and quite naturally it requires some
time for the business world to recover from such
a sudden blow, which temporarily paralyzed al-
most every function. January showed a con-
siderable betterment in trade and financial af-
fairs, but the first part of February did not show
•a further improvement. On the contrary, ccllec-
tions in many cases were slower than they were
in January. March, however, has changed this
condition entirely and it is gratifying to note
that in some sections of the country financial
conditions have been restored to an almost
normal state.

TALKING MACHINE WORLD • representa-
tives throughout the Union inform us
that during the last two weeks business
men in the lai'ge commercial centers have
unhesitatingly stated that collections were
materializing in a much more satisfactory
manner. It would seem from present indi-
cations that more men will be placed back
at work every week, thus reducing- the army of
unemployed and making the money distributing
army a constantly growing one. With labor well
employed there is no question about the return
of better times and it is a most gratifying fact
that nearly every producing institution in this
country is adding to its working staff. This
shows that we have not only made the turn,
but we are building up rapidly, and everything
now points to a continued business betterment as
the year progresses. Let us however, everyone

of us, do our part in helping to restore confi-
dence. It is confidence after all that will make
the wheels of industry spin. We must recollect
that the destruction of confidence was really the
downfall of the business edifice. Ninety-five per
cent, of the business of the world is done on
credit, therefore on confidence, and when that is
destroyed the structure crumbles.

THE character and busines.s ability of every
new talking machine' dealer cannot be scru-
tinized too closely, for character in itself forms a
better asset than mere dollars. The talking ma-
chine business may be injured by starting a lot of
irresponsible men who have no knowledge either
of trade or the possibilities cf the business and
who after a very limited time retire from the
talking machine field beaten and discouraged. It
is a mighty sight better to have fewer dealers
and toetter dealers, for every wideawake, enter-
prising man is not only a business builder, but
he is a benefit to the industry. On the other
hand, every shiftless, -indifferent moneyless man
who can buy three talking' machines and two or
three hundred records and who is without am-
bition, brains or ideas is an injury to the busi-
ness. It is character that counts in the talking
machine field just the same as in any other. It
isn't the number of men that a jobber may be
carrying on his books, but it is what they are
doing in the way of sales creating that counts at
the end of the . year. Sometimes we are apt to
fcol ourselves by figuring because we have a
gieat m;ny representatives we are actually doing
business. But are we?. It is the business getting
powers of these representatives that make satis-
factoiy results appear on the books at the close
of the year. Cne good representative in a locality
who has grasped the opportunities of the talking
machine trade is worth more than a score of
indifferent men who place no energy back of
their business and who simply wait for trade
to come their way without making any effort to
secure it.

IT isn't easy to win trade in these times and
every man running a retail establishment
should flgure upon all kinds of legitimate
enterprise in order to bring buyers ware-
roomward. Stock must be displayed most
attractively. Sound-proof rooms must be created
and talking machine men all over the country
should maintain a policy of publicity which will
interest the people, and above all don't let the
talking machine drop out of notoriety in the
columns of the daily papers. Have experts call
around and look after machines which have been
sold and ascertain if they are in proper con-
dition; see that they are used machines and
not those which have dropped into disuse on ac-
count of some slight disorder in the mechanism.
It will pay every talking machine man to place
particular emphasis on that part of the business
which will insure perfect condition as the ma-
chines are sold. Let no customer be disappointed
in having machines out of order.

THEN another point which should not be
overlooked is a very simple matter for
those who inspect machines that are out of order
to have with them some of the latest records.
These, of course, can be used while testing ma-
chines and naturally they will interest the people
so that a good many orders may be taken in this
way without seeming to press the sales and,
again it would be a good plan to have all record
stocks looked over because in every stock are

uome splendid records which are not selling. Why
not get them out, in this way and have the in-
spectors of machines take around not only new
records, hut some of these that are stored away
and have become dead stock. Make dead stock
live stock.

THE recent decision rendered by the Supreme
Court, appearing in another portion of this
paper, is of interest to the entire talking ma-
chine trade. In this the United States Supreme
Court upholds a decision of the lower courts in
a suit brought by the White-_Smith Music Pub-
lishing Co., of Boston, against the Apollo Co.,
of Chicago. By unanimous vote the Court held
in this decision that perforated music rolls and
mechanical means of automatically producing
music audibly are not infringements upon
musical compositions which are thus audibly re-
produced. It may be said that this decision
harmonizes completely with those rendered by
English courts and others in lower United States
courts ill this country. This suit was entered
upon to test the statute respecting the unre-
stricted use of copyright musical compositions
for musical instruments or devices. Without
doubt this decision will have an important bear-
ing upon the copyright legislation now before
Congress, for the Committees have been awaiting
this Supreme Court decision before taking action,
and some weeks ago it was announced that no
action would be taken by either Patent Com-
mittee until the famous White-Smith case had
been decided.

COMPOSERS and -music publishers have con-
tended before the Congressional Committee
that right of copyright included all forms of
mechanical reproduction of copyrighted musical
work. The decision by the Supreme Court annihi-
lates this argument for the court has specifically
decided that mechanical reproduction is not in-
fringement under the existing law. It is believed
that no legislation broadening the scope of copy-
right covering perforated music rolls or talking
machine discs will be passed by the present Con-
gress. Congress will decide whether manu-
facturers- of mechanical reproducers of music
shall pay royalty to composers and herein comes
up the question of constitutional laws, whether
under the present constitution it may be possible
to grant royalties of a limited and stipulated
character for the reproduction of music on pat-
ented machines. There are many points in-
vol^ved in this controversy and "there are many
differences of opinion, but it is believed by many
that there will be no change in the present law
as applied to musical copyright.

IT is pleasant indeed to record the return to
health of that notable inventor Thomas A.
Edison, of whom all Americans are proud. At
the close of last month, after submitting to a deli-
cate operation the life of this grand old man,
according to medical experts, was for a short
time trembling in the balance, but thanks to
splendid medical skill and excellent vitality Mr.
Edison rallied from the shock successfully and
has been steadily improving ever since. He is
now out of all danger and has been removed from
the hospital, a statement which will gladden the
hesrts of thousands of World readers in every
land on earth who have grown to admire and
love this splendid man and inventor, who has
shed so much luster upon American inventive
ability. May the span of life be long extended
to Edison.

12

THE TALKING MACHINE WORLD.

TRADE HAPPENINGS IN INDIANA

Trade All Over the State Although Quiet Now Shows a Steady Improvement — Columbia Co.s'
New Store Opens Up — Interesting Chat With IVlanager Devine on the Business Situation —
Kipp-Link Co. Report Big Call for Victor Victrolas — Joseph Joiner Takes on the Edison
Line — Talking Machines Used in Nickelodeons — Charles Craig the Edison Jobber Doing a
Fair Business — Automatic Theaters Users of "Talkers" — Other News of Interest.

(Special to The Talking Machiue WoiM. i

Indianapolis, Ind., March 6. 1908.

The talking machine business in Indianapolis
and all over Indiana has continued quiet
throughout the last month. Collections are poor.
Conditions are due largely to lack of employment
and the heavy expenses of the winter season.
Railroads have taken advantage of the crisis and
have let out a number of employes in the State.
It must not be understood, however, that dealers
are making no sales at all. By diligent work
they are managing to keep their sales up to a
fair standard, but it is "tough sledding."

The new store of the Columbia Phonograph
Co., at Pennsylvania and Court streets, has
opened up for business. There are four sound-
proof rooms where patrons have the opportunity
to listen to music in seclusion. In addition there
is a balcony which is used as a private ofllce by
Thomas Devine, manager of the company. This
office has direct communication with the repair
department in the rear and also with the main
sales and display rooms. The commercial ma-
chine department also has a special room. All
of the buildings are well lighted and are finished
in elegant manner. The front show window is
arranged so that machines are displayed to
passere-by coming from any direction.

Thomas Devine says that the new plan of the
Columbia Co., that of putting records on sale as
promptly as they are made up, has proved to
be exceptionally satisfactory. Already the buy-
ing public, he says, has acquired the habit of
coming to the store every few days to ask tor
records. This offers an opportunity to sell many
old records which, however, are entirely new to
those who buy them.

In regard to the general business situation.
Mr. Devine said: "Business is undoubtedly more
quiet than it was a year ago at this time. But
it is far from being poor, and as a matter of
fact we have sales for all good up-to-date records
than we can get. The demand for our goods,
both disc and cylinder, has been far in excess of
the supply. Our new style cylinder machines,
that is, those with the tone arm idea, are turn-
ing out to be exceptionally good sellers. The
demand for our best disc graphophone, which
sells at $200 retail, has been a surprise to us.
From our experience in handling this type of
graphophone, we do not hesitate to say that the
trend of the times is toward the best to be had,
regardless of price. Without doubt there are
many people all over the country who have low-
priced outfits, and who could just as easily have
been induced to buy a "Symphony" had they
had the opportunity to see and hear one of these
instruments."

Warren E. Bird, manager of the commercial
department of the Columbia Co., says that a good
many business houses that had contemplated the
buying of commercial outfits the first of the year
have been hanging back waiting for financial
conditions to improve. However, Mr. Bird says
he has a number of good prospects and is well
pleased with the outlook in the commercial ma-
chine business.

Charles Craig, of the Indiana Phonograph Co.,
who handles Edison machines, is having a fair
amount of trade, but he admits that conditions
are far from what he would like to see them.

The Kipp-Link Co. continue to have a good
demand for the Victor Victrolas. This machine
has met popular favor in Indianapolis. This

firm saj' that the retail business for the last
month has been better than the wholesale busi-
ness.

Joseph Joiner has taken on the Edison ma-
chine recently. He now handles the Edison and
the Victor. Mr. Joiner sells talking machines in
connection with his piano business, and he is well
pleased with the outlook for the talking machine
business.

Carlin & Lennox report a fairly good business
in the small goods department. The trend in the
talking machine business, it is stated, is toward
the higher-priced goods.

The last month in the five-cent theater line
was marked by the opening of the "Mystic,"
which is given up to be one of the most elegant
places of its kind in the State. The Mystic will
cater to a, kind of business which is new to the
five-cent theater line. Its place is on North
Pennsylvania street, being the building recently
vacated by the Columbia Phonograph Co. This
street at this point is traversed by the aristo-
cratic classes, and it is this class of business
which the Mystic must catch. Heretofore thea-
ters of this kind have been started principally
in those streets traversed bj' the poorer and
middle classes. The Mystic is elegantly fur-
nished. It has a marble front with rich curtains.
In the operating room looking on to Pennsyl-
vania street is a circular window of variegated
glass. A Columbia Sterling graphophone is used.
The Mystic is owned by C. L. Sutherland, who
owns two other theaters of the kind in the city,
both on East Washington street. He uses a
Twentieth Centui-y Columbia in one of these and
a Sterling in the other.

The five-cent theater owned by Arthur Beck,
near the State House, continues to have a fair
business. It is stated, however, by all five-cent
theater men of the city that business has been
comparatively poor for the last month.

ADVERTISING AND SALES PUBLICITY.

It is not half so hard to get trade as it is to
retain it.

What an advertisement sets forth the adver-
tiser should bring forth.

Don't jar the "funny bone" too much. Busi-
ness is a serious matter.

Every advertising man who lives to his pro-
fession is an advance agent of optimism.

A customer dissatisfied, either in his purchase
or by the service rendered, can be marked non-
returnable.

There are some unforgetable words and sen-
tences, or phrases laat stick to the memory.
And they make pn advertisement doubly effec-
tive.

Most men do not possess the knack of charging
themselves with enthusiasm; they have to be
attached to another man's dynamo at frequent
intervals. The person who can "charge" men with
enthusiasm and selling energy quickly becomes a
leader among his fellows. — Printers' Ink.

A TEIBTJTE TO THE VICTOR.

In advertising talking machines it has been fre-
quently stated that they are capable of furnish-
ing music "suitable for young and old," and that
a person is never too old to enjoy the music of
a talker is exemplified through the fact that upon
the seventy-seventh birthday of Mrs. Rachel
Iveith, a prominent woman of Atlanta, Ga., she
was presented with a handsome Victor Victrola
and fifty of the leading red seal records by a
thoughtful relative living in San Francisco, who
accompanied the gift with a letter which stated
in part: "I find great comfort in niy talking
machine, and feel sure it will make your latter
days happier. I am duplicating each of my own
records, and what I listen to, you. too, can enjoy."

The Dallas Talking Machine Co., Dallas, Tex.,
one of the younger concerns in that state, and
who handle the V'ietor and Zon-o-phone lines,
have Iniilt up a very strong business with those
goods during the few months that they have been
established, and very recently were compelled to
move to larger quarters on Ervay street.

It's
So Easy

Yes, it is not only easy to learn a foreign
language by the I. C. S. system — the
easiest and most perfect way in the world
— but it is also easy to sell I. C. S. lan-
guage outfits. It is easy to sell them to
people who are tired of their machines as
an amusement device and will be glad to
turn them into a source of profit. It is
easy to sell them to persons going abroad
and who otherwise desire to learn a
language for the sake of the know-
ledge of it alone. It is easy to sell it
to men and women who desire to qualify for positions as translators and foreign
correspondents. It is easy to sell it to foreigners, in order that they may
learn to speak English. In fact there are a great many sound reasons why it is
easy to sell the

l.C.S. LANGUAGL SYSTEM

PHON OGR^PH

Do you sell I. C. S. Language outfits? If not, why are you thus neglecting
such an important and profitable field of your work? Why are yoti thus abso-
lutely throwing away at least one-third of your business? The Phonograph sys-
tem of language instruction is now recognized as an educational factor of great
importance and the demand for this sort of language instruction is growing by
leaps and bounds. The l.C.S. system is undoubtedly the one of the greatest
merit obtainable today. Write us a postal now for further particulars.

International Correspondence Schools

Box 918, SCRANTON, PA.

THE TALKING MACHINE WORLD.

13

Easy Dollars for You Mr. Talking Machine Dealer

THE BEST SIDE LINE YOU CAISJ CARRY. INVESTIGATE
IMOW AND INCREASE YOUR F»ROEIT EARNING CAPACITY

lOU are looking for the most attractive side
line to handle in connection with talking
machines. Something which will draw
business to your establishment and coin
you dollars. Here it is, THE IKONOGRAPH, a
genuine moving picture machine for the home, not
a toy, but a regular moving picture machine that can
be operated by anyone, anywhere, at any time, on
the same plan, and just as satisfactorily as professional
machines costing hundreds of dollars. There is
absolutely nothing like it on the market, and the
agency for the IKONOGRAPH is worth a good
deal to any business establishment.

The illustrations shown on this page will give
you a comprehensive idea of some of the various
models which we offer.

The IKONOGRAPH is a moving picture
machine for the home, but it should not be confused
with magic lanterns or stereopticons. Intelligent and
constant effort has been concentrated on this product
and as a result the new 1908 IKONOGRAPH
models are put up to the highest point of mechanical
utility. The IKONOGRAPH can be successfully
used in the home, lodge room, class room or for
any form of private or semi-public entertainment.
The mechanism is extremely simple. It is
easily managed and is absolutely safe, fool proof
and fireproof. The IKON9GRAPH is readily
operated by the most inexperienced, and the results
produced by it are amazing.

The IKONOGRAPH fills the position of a
splendid entertainer and for a real moving picture
machine is sold at a surprisingly low figure when
the remarkable work it does is considered.

Picture films for the IKONOGRAPH are sup-
plied in lengths ranging from ten to one hundred feet.
Nearly one hundred subjects are now ready. New
ones are being added every month.

Look over these illustrations and write to us for
a booklet. We know the perfection of the IKONO-
GRAPH of to-day and realize full well the oppor-
tunities which the talking machine dealer has in
offering this marvelous product in conjunction with
his regular line. Do not overlook the marvelous
business possibilities which this product has for you.
Don't write soon, but NOW.

SOLE SALES AGENT

The JOHN NEWTON PORTER CO.

253 BROADWAY, NEW YORK

MODEL C. RETAILS FOR $15.00

MODEL B. RETAILS FOR $25.00

MODEL D. RETAILS FOR $10.00

IKONOGRAPH MOVING PICTURE CAMERA

14

THE TALKING MACHINE WORLD.

Ever go
on the (Warpath?

■f Ever think harsh things about
your joblser, and then go after his
scalp? *- _

\\'hat was the trouble that led up
to the outbreak. Broken promises
— goods that didn't arrive — angry
customers — lost trade.

Then your jobber offered pro-
fuse apologies and detailed expla-
nations ; you smoked the^ pipe of
peace, and everything was just
lovely — tuitil the next time.

There shouldn't be any "next
time." No one is infallible, but a
well-organized concern like ours is
as near disappointment-proof as
can be perfected. .

\\'e have ever3'thing that an}'
dealer needs from Victors and
\*ictor Records, record cabinets,
trumpet horns, fiber cases, English
needles and other accessories to the
newest and best specialties of every
sort.

Our stock is right up to the min-
ute— no scurrying around to get
this or that when some dealer or-
ders something of us ; no excuses
for not having it ; no disappoint-
ment in not being able to get it.
We have the goods and we make
all shipments the -same day the or-
ders are received.

If you want that kind of service
— all the time — better get in touch
with us. Why not write to-day for
our latest catalogue?

The Victor Distributing
and Export Company

255 Broadway, New York

COMPETITION IN BLINKVILLE.

How Penrose Succeeded in Turning Trade
Away from the Jeni<ins' Establishment — The
Part the Tall<ing IVlachine Played in This
Historic War Faithfully Narrated.

Hiram Jinks, although, no relative of the re-
doubtable Captain Jinks, was, nevertheless, a
dealer in beans, the food the renowned officer
was supposed to have fed to his horse. Of
course, he did not deal iu beans alone, for Hiram
— called Hi Jinks for short — was proprietor or a
small general store in Blinkville.

Hiram had always enjoyed all the trade of
Blinkville up to the time of which we write, but
he had recently had occasipn to add several gray
hairs to the straggly growth on the top of his
head, for a competitor had just entered the field
in the person of Waldo Emerson Jenkins. Waldo
had established a i£neral store with the patri-
mony received f . om the estate of his father,
Silas Jenkins, wiiose demise had even been
marked by the city papers. Silas had grown
up with Blinkville, having arrived at that town
at the time when wild cats were all the rage
and the only means of transportation was tne
old reliable ox team.

Waldo was so swift that Blinkville never
would catch up with him. He had formerly
worked for Hiram, but when h's father died he
gave up his position and started a rival estab-
lishment. Worst of all, Waldo was cutting Into
Hiram's trade. Hiram saw his old customers
flocldng to the Jenkins establishment with envi-
ous eyes W^aldo's store was up to date, while
Hiram still clung to the same methods employed
by Noah in dealing out general stores on board
the ark. If it had not been for Penrose Mc-
Gillicuddy, Hiram's genial errand boy, he would
have had no trade at all, for Penrose was an in-
dustrious lad.

Penrose read the Sunday papers irom the city
and he was wise beyond his years. He hoped
some daj' to be Hiram's successor and the old
man felt kindly toward the youth. In spite of
the work of the latter, however, trade went from
bad to worse until Hiram would have given any-
thing to put Waldo out of business.

The climax came when Waldo imported a big
talking machine, and even the Corner 'Grocery
Club, which had always been wont to discuss
affairs . of state about Hiram's stove and spit
tobacco upon the floor of Hiram's establishment,
deserted to hear the music from the talker. Even
Hiram dropped into Waldo's place to see just
what kind of a machine he had.

After his visit he lelt more morose than ever.
The talking machine was a large affair and was
plentifully supplied with records of all kinds
upon the side. Penrose also paid a visit to the
Jenkins establishment and when he returned he
imparted information to Hiram that caused that
worthy to smile almost aloud.

Saturday night Penrose went to the Jenkins
establishment and, while Jenkins and the clerks
were busy, he did a few things to the records.
Then he stood by the stove and waited for events.
He didn't have to wait long.

Mrs. Muggins, proprietress of Blinkville's only
boarding house and probably the best customer
in the place, entered with Mrs. Bifkins, known
as the village gossip. While Mrs. Bifkins was
getting a small order filled by one of the clerks,
Mrs. Muggins started to tell her that it was the
anniversary of the death of Elijah Muggins, her
lamented husband.

Then Waldo broke iu: "I have a tune appro-
priate to the occasion," he said to the widow.
Then he started for the music box. He put on
the record of "The Holy City" and released the
lever. The next moment he almost fainted, for
the relentless machine bui'st forth with the
strains of "A Hot Time in the Old Town."

The look Mrs. Muggins gave him as she swept
from the store would have congealed mercury.
She went across the road and ordered a week's
supplies from Uirani. Penrose giggled up his
sleeve.

Then another diversion occurred. Mrs. Dea-

con Perkins entered. She was just informing
Mrs. Gabble that her husband, the deacon, had
gone to the city to remain two days on business.

"I can trust Isaiah anywhere," she was saying
when the strains of the talker again burst forth.
Waldo had put on what he thought was "Absence
^Makes the Heart Grow Fonder," but the music
sounded strangely like "Oh, What a Lovely
Dream."

:Mrs. Perkins purchased her groceries at
Hiram's that night. Many others, sympathizing
with her and with ;Mrs. Muggins, both incidents
having been repeated many times, followed their
example and Hiram was many shekels richer.

The climax came in Waldo's establishment
when Denny Donohoe, known as the town terror,
because of .his pugilistic ability, entered the
store. Denny was about half seas over.

"I won't give him a chance to begin a conver-
sation that the music will have any reference
to," said Waldo as he put on the record of
"Erin," and released the lever.

Denny came into the store. He didn't get far.
He heard the music and then his eyes bulged
out. He doubled up his fist, while fire seemed to
shoot from his optics.

The strains of "Down With the Irish" per-
meated the atmosphere. Denny started for the
machine. Waldo got in his way only to be floored
by a blow from the brawny Irishman's fist.
Wnen the Celt finished with the machine it was
a wreck. When he finished with Waldo the mem-
bers of the Corner Grocery Club carried him
home on a shutter.

In a week Waldo had sufficiently recovered to
prosecute Denny before a justice of the peace.
i\Iurphy was the name of the justice and it cannot
be wondered at that Denny escaped with the
costs when he explained to his countryman the
cause of the assault.

During the time that Waldo had been in bed
his trade had fallen off considerably and when
he was able to be at the store again he decided
to seek a new field. He didn't seem to be able
to make tip his differences with the women tte
talking machine had insulted, and the many
others who had. followed them to Hiram's.

Hiram took over Waldo's stock, or rather that
part of it which was not returned to the whole-
sale houses at a discount, and he and Penrose
shook hands as the train bearing Waldo steamed
away. Penrose is now a partner in the firm of
Jinks & McGillicuddy. Ch.\eles P. Axgell.

The following notice has been issued from the
office of the National Phonograph Co., in London,

Ens

"Because of the difficulties in some coun-

tries of registering dictionary words as names of
phonographs, the name of the new Ideal phono-
graph has been changed to 'Idelia.' This is a
coined word. This change will be made effective
as fast as catalogs are reprinted, and new trans-
fers will be placed on the Idelia horns as soon
as possible. The similarity in the old and new
names will prevent confusion being caused by the
change."

J. W. Riley, who handles the Edison and Vic-
tor lines in Atlanta. Ga., has moved to new quar-
ters in Walton street, that city, and will devote
special attention to the wholesale end of. his
business.

The J ^^p^^*^""

For TRllMPH and
HOME Machines

Can l>e attacheil in tivc iniinitos. No drillin.u.
K'otnrns in loss than cine socund. Nui.-^olo.-is.
speedy and siiro. Write for prices and circulars.

ACME REPEATER COMPANY. - INDIANAPOLIS, IND.

His Moslems Voice"

THE TALKING ^lACHINE WORLD.

15

We Want Manufacturars' Accounts

We handle large amounts of imported novelties and staples for which we are the
sole agents, and we would be glad to hear from any manufacturer in regard to handling
his account. We finance our own accounts and have a regular line of trade to which we
send monthly bulletins of all the new merchandise and novelties we handle. Our system
has enabled us to give bigger returns than any other house doing a similar business.
Manufacturers will find that they will receive bigger returns through our hands than any
other connection they could make. We would be glad to hear from any one who is
looking for selling agencies.

New York & Lima Trading Co. I'A^.V '".IS'iS^'i

TRADE EXPANSION IN MILWAUKEE.

Expensive Goods Dennanded — Why Salesmen
Should Look After Machine Even After It Is
Sold — McGreal's New Building — Herriman
Takes Charge at Columbia Store — Goerke
Opens Other Store — Hoeffler Incorporates.

(Special to The Talking Machiue Woi-ld.)

Milwaukee, Wis., March 9, 1908.

Milwaukee talking machine dealers are far
from finding business dull. The trade has been
exceptionally good all winter, considering the
outlook in many other fields. It would seem that
Milwaukee people buy talking machines, no ma-
ter what happens, and dealers themselves are
surprised at the way trade was maintained, even
under the adverse conditions. The sales for the
month of February were in advance of those
made in January, and dealers say that the pres-
ent month has opened with even brighter pros-
pects. Milwaukee now has almost twenty talk-
ing machine dealers who exclusively handle the
leading lines of machines and a full stock of
records. One new store was opened the past
month, and this fact is proof that Milwaukee de-
mand in the talking machine line is on the gain.
The Milwaukee trade has developed certain
marked characteristics: One of the -most obvi-
ous of these is the largely increased demand
among people of refinement and means. There
is a growing popularity for the better class of
records. Dealers say that the sale of Red Seal
records is steadily growing and attribute this
partly to the fact the interest in grand opera is
very great in the city. The demand for this
class of records the past week has been phenom-
enal, probably due to the recent presentation of
grand opera in the city. With the leaving of
the San Carlos Opera Company -the sale of
Sehumann-Heink, Constantino and Alice Nielsen
records rapidly took on larger proportions.

"Business is picking up in fine shape," said
J. H. Becker, Jr., manager of the talking ma-
chine department of the Hoeffler Manufacturing
Co., at 306-308 West Water street. "Sales are of
the best and collections are rapidly improving.
Our trade for the past month was good and we
are more than satisfied with the coming pros-
pects. At the present time we have in view the
sale of two of the large Victor Victrola inachines.
One im^portant phase of the talking machine busi-
ness was brought forcibly to my notice the other
day," said Mr.' Becker. "A lady came into our
store with a machine which she said had been
causing her much trouble. It was one that she
had purchased out of th'e city, and when I looked
at it I saw that the machine had had practically
no care whatever, and that it had been oiled very
little, if any. On inquiry I found when she had
bought the machine she had received scarcely
any information as to how the machine should
be run or as to the proper care that should be
given it. That is one of the big mistakes that
many talking machine salesmen are making.
Their one aim is to sell the machine and not as
to what happens to it after it leaves the shop.
Such a system is doing neither the machine nor
the customer justice."

Mr. Becker is an experienced talking machine
man and he has been identified with the busi-
ness for years. As a young man he started at

the repair bench and is equally familiar with the
mechanical as well as the selling end of the
business.

"The business outlook is very satisfactory,"
said Lawrence McGreal, the enterprising talking
machine dealer at 174-17G Third street. "Our
wholesale trade is especially " good, and we are
finding no fault with the retail side, but, of
course, we are at a disadvantage just now when
we are finishing our building. As soon as the
interior decorating is over with us we can learn
where we stand. The different dealers about the
city who are carrying machines and records are
reporting the best of trade."

"Business is very good indeed," said A. D. Her-
riman, the new manager of the Columbia Phono-
graph Co., in Milwaukee. "Of course, I am just
starting here, but so far I am more than sat-
isfied with trade conditions in Milwaukee. There
is certainly a great revival in the talking ma-
chine business in this city."

A. D. Herriman comes from Davenport, la.,
where he was the manager of the Columbia
branch in that city, to Milwaukee, Where he will
have charge of the Columbia interests. Some
fifteen people are now connected with the Mil-
waukee branch. Marcus Weinberg, the crack
Columbia salesman from the Chicago branch who
carried off all of the prizes in Chicago last- year,
will be with Mr. Herriman as city salesman.

A. E. Thomas, the former Columbia manager
in Milwaukee, recently retired to devote his time
to the manufacture of a number of inventions
patented by himself.

Milwaukee dealers are having much success
with the handling of the Universal tone regu-
lator. Hundreds of them, were sold the past
month and a number of them were placed on
the large Victrola machines.

A big sa:le of Edison and Victor March records
is reported by all of the dealers, and it is said
that the demand so far has greatly exceeded that
of any previous month.

C. A. Bergston, local manager of the Edison
Business Phonograph Co., has been visiting Chi-
cago. W. P. Hope, of the National Phonograph
Co., has been looking over the trade here.

A downtown talking machine branch has been
opened at" 611 Grand avenue by Simon Goerke,
the proprietor of the talking machine business, at
839 Third street. Mr. Goerke is one of the pion-
eer business men in Milwaukee, and the success
of the new branch is assured from the start. Mr.
Goerke is a practical machinist, and this puts
him in a position to do much in the regular line
for his customers. A full line of machines and
records is being handled.

H. G. Fischer, a jeweler at Jefferson, Wis., has
taken the agency for the Edison phonographs
and supplies and is supplying a very good trade.

City ofllcials about the State are showing a
fondness for talking machines. Recently, in two
different instances where there were delinquent
taxes to be collected, the property taken to sat-
isfy the demands of the laws were talking ma-
chines. It is even hinted that the sheriff in each
case now keeps the machine busy at the county
jail amusing himself and prisoners.

Miss Jennie Laven, of Superior, Wis., had a
personal tax of $15.02 that she could not pay,
and a $150 talking machine was taken by the
sheriff just as she was about to leave the city.

A merchant of Wausau, Wis., found himself in
the predicament of not being able to pay his tax
and the sheriff seized his talking machine and six
records, which will probably be placed in the
chambers of the City Council.

The Hoeffler Manufacturing €0., 306-308 West
Water street, have recently filed articles of in-
corporation, with a capital of $150,000.

A NEW TALKING MACHINE CONCERN.

The Musicphone Talking Machine Co., Jersey
City, N. J., was incorporated last Tuesday with
a capital of $100,000. Incorporators — Fred Knowl-
ton, E. J. Forham, and W. E. Allen. The com-
pany is to manufacture talking machines.

WHO SAYS BUSINESS IS BAD ?

The Edisonia -Co., Newark, N. J., in addition
to handling some nice business of the. regular
order last week, sold an Auxetophone and two
Victor Victrolas, which together with a plenti-
ful supply of records ran the total of the sales
well above the $1,000 mark. Such business can
be had, but it must be sought.

99

Big Demand for"The Heise System Ponies

Better get in ybur order for some of the 100 and ]50 Space Wire
Record Raclcs, made for home use.

QUICK SALE-GOOD PROFIT
A «30 DAY SPECIAL"

This cut will give you an idea of the
100 space rack which we are now making
for use .in homes, just as we make the
larger types in many styles for the deal-
ers' use.

The regular price of the No. 123 Rack,
holding 100 records, is $18 .for a half
dozen; the 150 Space Rack is $27 per
half dozen. They are crated in half-
dozen lots. .

SPECIAL 30 DAY PRICE

The 100 Space Rack, in half doz. lols, $15

The 150 Space Rack, " " " $20

Your Jobber Can Supply You.

SYRACUSE WIRE WORKS,

SYRACUSE,
N. Y.

Canadian Representatives: R. S. WILLIAMS & SONS CO., Toronto and Winnipeg-

16

THE TALKING MACHINE WORLD.

FOR INFORMATION

WRITE
US

NDISTRTltTim
RECORDS

WRITE
OUR

TRADE-MARK.

An Artistic Creation and A Commercial Product.

A MONEY MAKER

For TKe

JOBBER

Because

The
Dealer

Wants
Them

ESTABLISHED JOBBERS

Name.

American Talking Machine Co. . . .

Andrews, W. D

Andrews, W. D

Bollinger, R. C

Buehn, Louis, & Bro

BuUenkamp, F

Cable Co., The

Cad well, O. C, & Co

Conroy Piano Co

Curtin Alusic House

Edisonia Co., The

Finch & Hahn

Finch & Hahn

Hough, Thos. C

Kelly, P

Killea, W. J

Knight Drug Co

Massachusetts Indestructible Record

Co., The

Musical Echo Co

National Automatic Fire Alarm Co.

of La

Piano Player Co

Pommer, A. J., Co

Portland Talking Machine Co

PoAvers & Henry

Reynalds. W. H

Savage, J. K., Supply Co

Shad's, E. F., Department Store. . .

Standard Music Co

Switky, Benj

Talking Machine Co

Utica Cycle Co

Wabash jMusic Co., The

\^'hitnev & Currier Co

Whitsit, Perrv B

City.

State.

Brooklyn . . .

New York

Syracuse . . .

New York

Buffalo

New York

Fort Smith.

Arkansas

Philadelphia

Pennsylvania

New York

New York

Charleston .

So. Carolina

Sioux Fahs. .

South Dakota

St. Louis ....

Mo.

Helena

ISIontana

Newark . . .

New Jersey

Schenectady

New York

New York

Minneapolis

jMinnesota

Alontreal . . .

Canada

Albany ....

New York

Savannah . . .

Georgia

Boston

]Mass.

Philadelphia .

Pennsylvania

New Orleans

La.

(Dmaha ....

Nebraska

Sacramento

California

Portland . . .

Alaine

Pittsburg . .

Pennsylvania

Mobile ....

Alabama

St. Louis . . .

Missouri

Jacksonville

Florida

Chattanooga

Tennessee

New York. . .

New York

Birmingham.

Alabama

Utica

New York

Terre Haute

Indiana

Toledo

Ohio

Columbus . . .

Ohio

DEALER

Because

The
Public

Wants
Them

Retail At 35 Cents Tlie Record

THE

Indestructible Piionograpiiic Record Co.

Albany, N. Y., V. A.

THE TALKIN^G MACHINE WORLD.

17

"TALKER" HAVING QUITE A BOOM

in Cincinnati — Demands for Either Very Ex-
pensive or tine Popular Priced Goods — Fibre
Needle a Great Aid in Selling Machines — A
New Invention — Wurlitzer Scores Another
Building — B. Feinberg Married — Columbia
Symphony Grand in Demand — "Pagliacci"
Records Selling Well.

(Special to The Talking Miicliine Wm id i

Cincinnati, O., March 7, 1908.
Trade in talking machines is having a nice
little hoom which is being most tenderly cher-
ished and encouraged in all directions. It is
notable that the increase of sales is with the
medium-priced machines, which causes dealers
and jobbers to believe that the revival is steady
and popular. Orders received from dealers in-
clude in almost every instance a larger percent-
age of orders for medium-priced goods that for
the cheaper varieties or the most expensive.
Several of the firms who handle talking machines
in this city have boundless faith in the future
of those instruments, believing that they afford
a greater variety of music than any other in-
strument has or ever will. The improvements
lately made in attachments and adjuncts to the
talking machines have greatly increased their
popularity. The fiber needle is causing a revo-
lution in favor of the instruments to which it is
being attached. At the Wurlitzer Co. the sales
of talking machines during the past weeks were
made with the addition of the fiber needle, which
perceptibly decreases the roughness and uneven-
ness of tone. The fiber needle is not being
placed with wholesale orders, as it is the inten-
tion of the makers to convince the retail trade
first concerning the merits of the new invention,
and later through this educational process to
have it become a feature of wholesale. Inven-
tions for the talking machines are every day
brought into the stores where these are sold.
One of the latest is a small attachment designed
by a Los Angeles man, for the Victor machines.
This device permits a repetition of the piece just

ended without changing the disc. The Los An-
geles man is on his way east toward the Victor
headquarters.

The talking machine department of the R.
Wurlitzer Co., of which the wholesale has been
for several months, in another building across
the street from the store, has taken possession of
several floors in the main store and warehoused
the wholesale supplies. The inconvenience of
having this department separated from the main
body of the store was found disadvantageous. A
number of new dealers in the smaller towns are
being established by the Wurlitzer and other
agencies, in response to the improved conditions
of trade. Mr. Dietrich, of the wholesale depart-
ment, finds that his orders are coming in just
now in a most satisfactory manner, small firms
are stocking up and the jobbers sending him fine
orders by mail. Mr. Dietrich considers that mail
orders are the best possible indication of reviving
business, since they are largely unsolicited and
spontaneous.

An item of interest to the trade was the mar-
riage on Monday evening last of B. Feinberg, rep-
resenting the Western Talking Machine and
Supply Co., of Chicago, to Miss Michaelson, of
Avondale, Cincinnati. Although not totally un-
expected, the marriage of Mr. Feinberg had not
been announced to his friends who hastened to
offer their congratulations, but the young couple
had departed on an extensive wedding tour of the
east before the news of the marriage got around.

The special feature at the Columbia Phono-
graph Co. during the past several weeks has been
the new Symphony grand. Mr. Nichols, manager
of the Cincinnati agency, states that sales for
this instrument have been very good. It is the
new hornless graphophone and a handsome cabi-
net, which forms a most artistic piece of furni-
ture. The aluminum tone cylinders are also re-
ceiving much favorable attention from purchas-
ers. T. F. Murray, representing the jobbing de-
partment of the Columbia Phonograph Co., was
the last of the Columbia people to visit Mr.
Nichols, reporting the business in his department
as satisfactory.

The Smith & Nixon Piano Co., agents for the
Victor and other talking machines, have on exhi-
bition a most clever record of the Victor ma-
chines— the opera of Pagliacci — with chorus, or-
chestra, soloists all done on the Victor. It is a
most elaborate device and attracts much interest.

SUIT OVER RECORD CARTON.

Chas. J. Kintner Has Brought Suit Against the
Columbia Phonograph Co. for an Accounting
— Claims to Hold Patent on Flannel-Lined
Carton Commonly Used by the Trade.

No one ever heard that the ordinary flannel
lined carton or box used for cylinder records
was covered by a patent. But Charles J. Kint-
ner, of New York, claims to be the inventor of
this well-known and familiar container, and
about a fortnight since brought suit against the
Columbia Phonograph Co., general, in the Su-
preme Court of the District of Columbia, for
damages and an accounting. Mr. Kintner states
he had issued a license to the National Phono-
graph Co., Orange, N. J., for the use of the
carton, and made the same proposal to the Co-
lumbia Co., who promptly refused, hence the suit.

The Columbia Phonograph Co., on being re-
quested by The World for information regard-
ing the matter, related the foregoing facts, and
then added: "We are not lying awake nights
thinking about Kintner's patent. An answer to
his bill of complaint is not due until about the
middle of March. Then it is possible we may
not file an answer, but might hand Mr. Kintner
something else. The cylinder carton was always
considered common property by the trade and
we still maintain that contention."

E. L. Andrews & Son, Phoenix, Ariz., have re-
cently enlarged their talking machine department
and have also given this branch of the business
a larger portion of window display space. The
company handle Victor talking machines and re-
port excellent sales in that line.

The "ORCHESTRAPHONE" in Position for Playing

Easy to adjust; easy to operate. Machine can be started
and stopped quiclcly and conveniently.

The "ORCHESTRAPHONE'* Retails
at 2 0.^

USUAL DISCOUNTS TO THE TRADE

When ordering state mal^e and style of machine it is
wanted for.

THE WONOERFUL

ORCHESTRAPHONE

(Patent Applied For)

Makes The Talking Machine Perfect

Takes 1 Place of Horn— Tone Acoustically Perfect— Pleas-
ing to the Eye— Makes a Perfect Hornless
Talking Machine

The ORCHB:STRAPHONE has met with a wonderful success. Its many good qualities al
once present themselves to a person acquainted with tlie principles involved in tlie Tsilkins;'
Machine.

The ORCHESTRAPHONE has been designed by an expert Acoustician. It is acoustically
liorfect and its wonderful tones quickly appeal to everyone.

The ORCHESTRAPHONE can be easily adjusted to any Disc Talking Machine and con-
veniently holds in its chambers enough records for an evening's entertainment ; in another
chamber all the other aecessofies ; also a dust pi'oof chamber in which the sounding box and
record are operated, free from any outside influences ; also a sound amplifying chamber in
which the sound is projected and amplified, having all the advantages of the largest horn
which may be adjusted to practically eliminate the blasting and scratching sound so objection-
able in the Disc Machine.

Dealers have been quick to see the value ol the ORCHESTRAPHONE
as a last seller and a profit maker. They sell themselves. It has more
points of merit than have ever been presented in a talking machine accessory.

MANUFACTURED BY

THE ORCHESXRAF»HOI\JE CO

No. SIS Harrison Street

Kansas City, IVIo.

18

THE Talking machine world.

SIDE LINES
AND MONEY

CJ Are you interested in special-
ties— business gfetters - m o n e v
makers that will help out your
reofular talking; machine trade
by drawing more people to your
store and put more dollars in
your pocket through sales which
you will make ?

<| We presume you are because
business men who are progres-
sive are looking for opportunities
to expand. They do not believe
in the contraction policy.

(| To use the colloquial ex-
pression we can "put you next"
and "putting" in this case means
that we can place you in touch
with manufacturers of side lines
which you can handle harmoni-
ously in connection with talking
machines.

(][ The more trade which can be
drawn to your store the better it
will be and there are plenty of
side lines which can be handled
greatly to the profit of regular
dealers.

<j| We have detailed a member
of the World staff to investiorate
this subject carefully and we are
willing to make an interesting
report to any dealer who writes
us asking for information upon
the subject. " Address all such
correspondence to

Editor Side Line Department

The Talking Machine World

No. 1 Madison Avenne, \ew York

FIRE DESTROYS JORDAN PLANT.

The Well Known lyianufacturers of Talking
Machine and Record Cabinets Suffer Loss of
$300,000 — Covered by Insurance — Will Re-
build at Once — A Chat With Mr. Jordan and
Mr. Henkel Reveals Courage and Enterprise.

On the night of Feb. 22 the plant of E. B. Jor-
dan & Co., -Brooklyn, N. Y., was totally destroyed
by fire. This concern is well and favorably known
as manufacturers of machine and record cabinets
for the trade. The leading talking machine
makers of the country, especially in the neigh-
borhood of New York have their special line
in E. B. Jordan & Co.'s hands. The loss is placed
at $300,000, with an insuiance to cover every-
thing. The property is valued at ?500,000.

E. B. Jordan, Jr., son of E. B. Jordan, col-
lector of United States Internal Revenue for sev-
eral terms, and the present esteemed oflBcial
of that important post, and a director of the Gen-
eral Phonograph Supply Co.. said to The World,
respecting the fire: "Some of our buildings are
a total loss and the report of the daily news-
papers that our factory was a chair plant is
entirely erroneous. Years ago that was a fact,
but our entire output has been in the talking ma-
chine line, that is to say, machine and record
cabinets. We have arranged to go ahead with
our business at once, so there will be no appre-
ciable delay, and you can say that we are still

in the game and will glaaly fill all orders as re-
ceived. The fire was one of those unfortunate
events that may happen to anyone, but we still
have our men with us and nobody is hurt, but
ourselves, so to speak. We will rebuild at once
and inside of six weeks our plant will be fully
equipped."

C. V. Henkel, president and general manager of
the General Phonograph Supply Co., New York,
of whom E. B. Jordan, Jr., was a director and
the manufacturer of their wooden horns and
record cabinets, said: "While I regret exceed-
ingly the loss of the Jordan plant, where we
had a large stock of horns and cabinets in a
finished state and ready for shipment, we have
lost no time in making other arrangements, so
that our customers will not suffer." The enter-
prise of Mr. H»?nkel could not be more clearly
emphasized than in this trying moment. In
a word, obstacles of this kind give further evi-
dence of his resourcefulness and versatility.

HIGH PRICED VICTOR VICTROLA.

A Beautiful Louis XV Design Just Placed on
the Market by the Victor Co. to Sell at $300.

A new and higher priced Victor Victrola has
been placed on the market by the Victor Talking

3

viCTor, vicTr.oLA, louis xv. design.
Machine Co., Camden, N.-J., to sell at $-300, and tii
be known as model XX. Louis XV design (embel-
lished in gold). Their circular to the trade, bear-
ing on this rich and elegant style of machine,
under date of February 15, in part is as follows:
"The success of the 'Victrola' has conclusively
proven the big demand for high class Victors,

and in view of the number of requests from
distributors and dealers for more expensive
styles, we have, after considerable study of the
situation, designed the beautiful Victor 'Vic-
trola' XX (Louis XV design). The cabinet is of
selected Laguna mahogany, which possesses even
richer figure than the celebrated San Domingo
variety, the doors being 'v' paneled, with beauti-
fully matched wood, while the Louis XV period
is further emphasized by elaborate carvings
mounted with antique gold leaf."

The Victor Victrola XX was placed on sale
March 1.

KEEPING A TELEPHONE EECORD.

''It has been my unpleasant experience," said
a well-known talking machine dealer, "that tele-
phone messages received in my establishment
have been often overlooked and their instructions
neglected, because no record has been kept of
them. Also that if the message sent by the line
v\-as attended to there was no record kept for
future reference. Because of this lack, compli-
cations and disputes often arose. I would guess
that these telephone messages caused us about as
much trouble as any one other method of com-
munication.

"I have therefore had installed a system of
telephone records which keeps track of all mes-
sages received and delivered over the telephone,
or all business done by this verbal method.

"We have pads of telephone notes which are
kept on the desk of each employe who is liable

TELErHOXE NOTE SLIP.

Messirs

Date Time

Received.

' Sent.

Clerk. -

(Reply on Reverse.)
John Smith,

Talking Machines.
Telephone :

South, 1021.

to receive or send a message. Whenever a mes-
sage is received, the person by whom it is taken
puts down the name of the individual or concern
from whom it comes: also the hour and day, and
his own name. He records briefly the purport of
said message, and puts his own reply on the re-
verse. The same course is also followed when
anyone in the office calls up an outsider. These
slips are then filed away, as letters would be. It
saves us a lot of trouble."

MANUFACTURED BY

Wm. J. SCHROTH

KOBE, JAPAN.

None Genuine
Without This
Trade Mark

THE ALLEN

TALKING "machine HORN

HERETOFORE there has been a certain amount of preju-
dice, especiall)' hy those musically trained, against the Talking
Machine on account of a peculiarl}' unpleasant "blast" or metallic
sound foreign to the record.

This rasping sound is due principallj- to the horn, which in the
first place, is manufactured of metal, and secondly is generallj'^
not constructed upon scientific principles.

This fault is corrected by using the ALLEN FIBER HORN,
made by hand, of a Japanese rice fiber material, finished with a
beautiful lacquer, put on hy a new patented process in a permanent
glossy jet black color.

Beautifully Decorated by Talented Japanese Jtrtists

CAN BE USED ON ALL TALKING MACHINES

BYRON MAUZY

Sole Distributor for the United States
Byron Mauzy Music Building, 1175 O'Farrell Street

SAN FRANCISCO, CAL.

WRITE US REGARDING THE EXCLUSIVE SALE IN YOUR TERRITORY

THE TALKING MACHINE WORLD.

19

DECISION IN FAMOUS COPYRIGHT SUIT.

United States Supreme Court Upholds Decision of Lower Courts in Suit of White-Smith Co.
■ Against Apollo Co. — Maintain That Reproductions by Means of Perforated Music Rolls Is
Not Violation of Copyright — Decision of Great Importance to the Manufacturers of Talking
Machine Records — In Keeping with Rulings of European Courts — Opinion Appears Below.

When the case of the White-Smith Music Pub-
lishing Co., Boston, Mass., against the Apollo Co.,
Chicago, was instituted the talking machine trade
knew nothing and cared less about the suit.
About six years ago the taking of testimony was
begun. This procedure covered pretty nearly two
years, shifting from New York and- Boston to
Chicago and Philadelphia. The case came on for
hearing before Judge Hazel, United States Cir-
cuit Court, Southern District of New York, De-
cember 6 to 8, 1904. On June 21, 1905, a decision
was rendered in favor of the defendants. An
appeal was taken to the United States Circuit
Court of Appeals, Second Circuit, argued March
26, 1906, and an opinion was handed down on
May 25 following, the lower court being sus-
tained. Then the case was taken to the Supreme
Court of the United States on a writ of certiorari.
The hearing came on January 16, 1908, the de-
cision being filed February 24.

Counsel of eminence were engaged on both
sides, especially for the complainant, the present
Governor of the State of New York, Charles E.
Hughes, who has since become a national figure
in political life, arguing the case for the plain-
tiffs in the Circuit Court as well as in the Court
of Appeals. Of course, his official position pre-
cluded his appearance in the Supreme Court of
the United States. This is only a part of the his-
tory of this celebrated case.

With this brief recital of the bare facts to
elucidate the record, and bring this famous con-
troversy up to date, or rather to the time when
the talking machine trade began to figure; that
is to say about the time the bill for the revising,
amending and consolidating the copyright laws
was introduced in Congress during the Fifty-
ninth Congress. Then the record manufacturers
or their attorneys got busy, and from that time
on they were on the job. When the bills were
reported out of committee all of them failed of
passage with the expiration of that Congress.
As soon as the present or Sixtieth Congress con-
vened new bills were introduced almost imme-
diately. 'Shortly afterward the White-Smith case
was argued in the Supreme Court, and the chair-
men of the Senate and House Patents Committees,
to whom bills relative to copyrights are referred
for consideration and a report, deemed it best to
await the decision of the highest tribunal in the
land to clear up moot points hefore taking action.

Now that the opinion, which is final, is before
them, they will doubtless pursue the usual course;
that is to say, hold hearings, only for the sub-
mission of new testimony, however, as the sub-
ject as a whole has been pretty well thrashed out,
and then recommend for passage such a bill as
they deem, in their judgment, suitable for pas-
sage. Subsequently, when the bill is reached on
the calendar in its regular order, the fight will
be in open session, and what the outcome will be
no one can find out.

The decision, of which the complete text is sub-
joined, is by a unanimous vote of the court, and
was written by Justice Day. A brief separate
opinion, written by Justice Holmes, "specifically
concurs" with his associates, and so far as the
existing law is concerned the question of In-
fringement by record manufacturers Is finally
and definitely settled adversely to the contentions
of their opponents. In other words, composers
and music publishers have contended all along
that the right of copyright included all forms of
mechanical reproduction of the copyrighted mus-
ical work. The decision by the Supreme Court
completely knocks this idea in the head. The
court declares that mechanical reproduction is
not infringement under existing law. It remains
for Congress to determine whether the scope of
copyright shall he broadened to cover perforated
rolls, talking machines and piano-playing devices.
The court's decision is in entire harmony with

the contention, held all along, by Chairman Cur-
rier of the House Patent Committee, and by
Chairman Smoot, of the Senate Patent Commit-
tee, that mechanical reproauction does not con-
stitute infringement. The decision follows:

Full Text of the Decision.

The action was brought under the proTislons of the
copyright act, section 4952, giving to the author, in-
ventor, designer or proprietor of any book, map, chart,
dramatic or musicai composition the sole liberty of
printing, reprinting, publishing, completing, copying, ex-
ecuting, finishing and vending the same. The Circuit
Courts of the United States are given jurisdiction under
section 4970 to grant injunctions, according to the
course and principles of courts of equity in copyright
cases. The appellee (Apollo Co.) is the manufacturer
oi certain musical Instruments adapted to be used with
perforated ro'ls. The testimony discloses that certain
of these rolls, used in connection with such Instru-
ments, and being connected with the mechanism to
which they apply, reproduce in sound the melody re-
corded in the two pieces of music copyrighted by the
appellant (White-Smith Music Publishing Co.).

The manufacture of such instruments and the use
of such musical rolls has developed rapidly In recent
years in this country and abroad. The record discloses
that in 1902 from seventy to seventy-five thousand of
such Instruments were in use in the United States, and
that from one million to one million and a half of such
perforated music rolls were made in this country In
that year. It is evident tbat the question involved in
the use of such rolls is one of very considerable impor-
tance, involving large property interests, and closely
touching the rights of composers and music publishers.
The case was argued with force and ability, orally and
upon elaborate briefs.

WHBR'3 THE PIANOLA PIGUEES.

Without entering into a detailed discussion of the
mechanical construction of such instruments and rolls,
it is enough to say that they are what has become famil-
iar to the public in the form of mechanical attachments
to pianos, such as the pianola ; and the musical rolls
consist of perforated sheets, which are passed over
ducts connected with the operating parts of the mech-
anism in such manner that the same are liept sealed
until, by means of perforations in the rolls, air pressure
is admitted to the ducts which operate the pneumatic
devices to sound the notes. This is done with the aid
of an operator, upon whose skill and experience the
success of the rendition largely depends. As the roll
is drawn over the tracker board the notes are sounded
as the pei'forations admit the atmospheric pressure, the
perforations having been so arranged that the effect is
to produce the melody or tune for which the roll has
been cut.

HOW MUSIC ROLLS ARE MADE.

Speaking in a general way, it may be said that these
rolls are made in three ways: First — With the score or
staff notation before him the arranger, with the aid

of a rule or guide and a graduated schedule, marks the
position and size of the perforations on a sheet of paper
to correspond to the order of notes in the composition.
The marked sheet is then passed into the hands of an
operator who cuts the apertures, by hand, in the paper.
This perforated sheet is Inspected and corrected, and
when corrected Is called "the original." This original
is used as a stencil and by passing ink rollers OT^er It a
pattern is prepared. The stenciled perforations are
then cut, producing the master or templet. The master
is placed in the perforating machine and reproductions
thereof obtained, which are the perforated rolls in ques-
tion. Expression marks are separately copied on the
perforated music sheets by means of rubber stamps.
Second — A perforated music roll made by another man-
ufacturer may be used from which to make a new rec-
ord. Third — By playing upon a piano to which Is at-
tached an automatic recording device producing a per-
forated matrix from which a perforated roll may be
produced.

It Is evident, therefore, that persons skilled In the
art can take such pieces of sheet music In staff nota-
tion, and by means of the proper instruments make
drawings indicating the perforations, which are after-
ward outlined and cut upon the rolls In such wise as
to reproduce, with the aid of other mechanism, the
music which is recorded in the copyrighted sheets.

THEORIES ADVANCED BY LEARNED COONSBL.

The learned counsel for the parties to this action
advance opposing theories as to the nature and extent
of the copyright given by statutory laws enacted by
Congress for the protection of copyright, and a deter-
mination of which is the true one will go far to decide
the rights of the parties In this case. On behalf of the
appellant it is insisted that It Is the Intention of the
copyright act to protect the Intellectual conception which
has resulted in the compilation of notes which, when
properly played, produces the melody which is the real
invention of the composer. It is insisted that this is
the thing which Congress Intended to protect, and that
the protection covers all means of expression of the
order of notes which produce the air or melody which
the composer has Invented.

INTENTION OF COPYRIGHT ACT.

Music, It is argued, is Intended for the ear as writing
is for the eye, and that It Is the Intention of the copy-
right act to prevent the multiplication of every means
of reproducing the music of the composer to the ear.
On the other hand, it is contended that while it is true
that copyright statutes are Intended to reward mental
creations and conceptions, that the extent of this pro-
tection is a matter of statutory law, and that it has
been extended only to the tangible results of mental
conception and that only the tangible thing Is dealt
with by the law, and Its multiplication or- reproduc-
tion is all that is protected by the statute.

DOCTRINE OF STARE DECISIS INVOKED.

Before considering the construction of the statute as
an independent question the appellee Invokes the doc-
trine of stare decisis in its favor, and it is its con-
tention that in all the cases in which this question has
been up for judicial consideration it has been held that
such mechanical producers of musical tones as are In-
voked in this case have not been considered to be with-
in the protection of the copyright act : and that. If
within the power of Congress to extend protection to
such subjects, the uniform holdings have been that it
is not Intended to include them in the statutory pro-
tection given. While it may be that the decisions have
not been of that binding character that would enable
the appellee to claim the protection of the doctrine of
stare decisis to the extent of precluding further consld-

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THE

Manufacturers of Regina Music Boxes, Reginaphones, Reginapianos,
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THi: TALKING MACHINE WORLD.

21

eration of the questiou, it must be admitted that the
decisions so far as brought to our attention in the
full discussion Iiad at the bar and upon briefs have
been uniformly to 'the effect that these perforated rolls
operated in connection with mechanical devices for the
production of music are not within the copyright act.
It was held so in Kennedy against ilcTammany, 33
Fed. 584. The decision was written by .Tudge Colt in
the first circuit; the case was subsequently brought to
this court, where it was dismissed for failure to print
the record. In that case the learned judge said ;

"I cannot convince myself that these perforated
sheets of paper are copies of sheet music within the
unaniug of the copyright law. They aie not made to
be addressed to the eye as sheet music, but they form a
part of the machine. They are not designed to be used
for such purposes as sheet music, nor do they in any
sense occupy the same Held as sheet music. They are
mechanical invention made for the sole purpose of per-
forming tunes mechanically upon a musical instrument."'

STERN AGAINST KOSBT CASE CITED.

Again the matter was given careful co-nsideration in
the Court of Appeals of the District of Columbia in an
opinion by Justice Shepard (Stern against Rosey, 17
App. D. C. 562), in which that learned justice, speak-
ing for the court, said :

"We cannot regard the reproduction, through the
agency of a phonograph, of the sounds of musical in-
struments playing the music composed and published
by the complainants, as the copy or publication of the
same within the meaning of the act. The ordinary
signification of the words 'copying,' 'publishing,' etc.,
cannot be stretched to include it. It is not pretended
that the marking upon waxen cylinders can be made
by the eye or that they can be utilized in any other way
than as parts of the mechanism of the phonograph.

"Conveying no meaning then, to the eye of even an
expert musician and wholly incapable of use save in
and as a pai't of a machine specially adapted to make
them give up the records which they contain, these
prepared wax cylinders can neither substitute the copy-
right sheets of music nor serve any purpose which is
within their scope. In these respects there would seem
to be no substantial difference between them and the
metal cylinder of the old and familiar music box. and
this, though in use at and before the passage of the
copyright act. has not been regarded as infringing upon
the copyrights of autliors and publishers."

QUESTION BEPOIiE ENGLISH COURTS.

The question came before the English courts in
Bfiosey against Wright (1899 1 Ch. 836; 80 L. T. R.
561), and it was there held that these perforated rolls
did not infringe the English copyright act protecting
sheets of music. Upon appeal, Lindley, Master of the
Rolls, used this pertinent language (1900, 1 Ch. 122 ;
SI L. T. R. 265) :

"The plaintiffs are entitled to copyright in three
sheets of music. What does this mean'/ It means
that they have the exclusive right of printing or other-
wise multiplying copies of those sheets of music, i. e., of
the bars, notes, and other printed words and signs on
these sheets. But the plaintiffs have no exclusive right
to the production of the sounds indicated by or on those
sheets of music ; nor the performance in private of the
music indicated by such sheets ; nor to any mechanism
for the production of such sounds or music. The
plaintiff's rights are not infringed except by an un-.
authorized copy of their sheets of music. We need not
trouble ourselves about authority ; no question turning
on the meaning of that expression has to be considered
in this case. The only question we have to consider is
whether the defendants have copied the plaintiff's sheets
of music.

"The defendants have taken those sheets of music
and have prepared from them sheets of paper with
perforations in them, and these perforated sheets, when
put into and used with properly constructed instru-
ments or machines, v^ill produce or enable the ma-
chines to produce the music indicated on the plaintiff's
sheets. In this sense the defendant's peif orated rolls
have been copies from the plaintiff's sheets.

"But is this the kind of copyright which is prohibited
by the copyright act : or, rather, is the perforated sheet
niade as above mentioned a copy of the sheet of music
from which it is made'.' Is it a copy at all? Is it a
copy within the meaning of the copyright act? A sheet

of music is treated in the copyright act as if it were a
book or sheet of letter press. Any mode of copying
such a thing, whether by printing, writing, photography
or by some other method not yet invented, would no
doubt be copying. So, pernaps, might a perforated
sheet of paper to be sung or piayed from in the same
way as sheets of music are sung or played from. But
to play an instrument from a sheet of music which ap-
pears to the eye i^ one thing ; to play an instrument
with a perforated sheet which itself forms part of the
mechanism which produces the music is quite another
thing."

PREVIOUS ACTION OF CONGRESS APPROVED.

Since these cases were decided Congress has repeat-
edly had occasion to amend the copyright law. The
English cases, the decision of the District Court erf
Appeals, and Judge Colt's decision must have been well
known to the meuibers of Congress ; and although the
manufacture of mechanical musical instruments had
not grown to the proportions which they have since at-
tained they were well known, and the omission of Con-
gress to specifically legislate concerning them might
well be taken to be an acquiescence in the judicial
construction given to the copyright laws.

This country was not a party to the Berne convention
of 1886, concerning international copyright. After the
Berne convention the act of March 3, 1891, was passed.
Section 13 of that act provides :

"That this act shall apply only to a citizen or subject
of a foreign state or nation when such foreign state or
nation permits to citizens of the United States of
America the benefits of copyright on substantially the
same basis as to its own citizens : and when such for-
eign state or nation is a party to an international agree-
ment which provides for reciprocity in the granting of
copyright, by the terras of which agreement the United
States of America, may. at its pleasure, become a party
to such agreement. 'The existence of either of the con-
ditions aforesaid shall be determined by the President
of the United States by proclamation made from time to
time as the purposes of this act may require."

STANDING OF FOREIGN AND AMERICAN COMPOSERS.

By proclamation of the President, July 1, 1891, the
benefit of the act was given to the citizens of Belgium,
France, British possessions and Sweden, which coun-
ti'ies permitted the citizens of the United States to have
the benefit of copyright on the same basis as the citi-
zens of those countries. On April 30, 1892, the German
•Empire was included. On Oct. 31, 1892, a sirtiilar
proclamation was made as to Italy. These countries
were all parties to the Berne convention.

It could not have been the intention of Congress to
give to foreign citizens and composers advantages in
our country which, according to that convention, were
to be denied to our citizens abroad. In the last anal-
ysis this case turns upon the construction of a statute,
for it is perfectly well settled that the protection given
to copyrights in this country is wholly statutory.

CONGRESS DEALT WITH A TANGIBLE THING.

Musical compositions have been the subject of copy-
right protection since the statute of Feb. 3, 1831, and
laws have been passed including them since that time.
When -\ve turn to the consideration of the act it seems
evident that Congress has dealt with a tangible thing,
a copy of which is required to be filed with the Libra-
rian of Congress, and wherever the words are used
(copy or copies) they seem to refer to th? term in its
ordinary sense of indicating reproduction or duplica-
tion of the original. Section 4956 pro-vides that two
copies of a book, map, chart or musical composition,
etc., shall be delivered at the office of the Librarian of
Congress. Notice of copyright must be inserted in the
several copies of every edition published, if a book, or
if a musical composition, upon some visible portion
thereof. Section 4905 provides in part that the in-
fringer "shall forfeit every sheet thereof, and one dol- .
lar for every sheet of the same found in his posses-

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sion," etc., evidently referring to musical compositions
in sheets. Throughout the act it is apparent that Con-
gress has dealt with the concrete and not with an ab-
stract right of property in ideas or mental conceptions.

STATUS OP PERFORATED JIUSIC ROLLS.

We cannot perceive that the amendment of section
4966 by the act of .Jan. 6. 1897, providing a penalty for
any person publicly performing or representing any
dramatic or musical composition for which a copyright
has been obtained, can have the effect of enlarging the
meaning of the previous sections of the act, which were
not changed by the amendment. The purpose of the
amendment evidently was to- put musical compositions
on the footing of dramatic compositions so as to pro-
hibit their public performance: There is no complaint
in this case of the public performance of copyrighted
music ; nor is the question involved whether the manu-
facturers of such perforated music rolls when sold for
use in public performance might be held as contributing
infringers. This amendment was evidently passed for
the specific purpose referred to, and is entitled to little
consideration in construing the meaning of the terms of
the act theretofore in force.

MEANING OF A COPY.

What is meant by a copy? We have already referred
. to the common understanding of it as a reproduction or
duplication of a thing. A definition was given by
Bailey, J., in West against Francis, 5 B. & A., 743,
quoted with approval in Boosey against Wright. He
said : "A copy is that which comes so near to the
original as to give to every person seeing it the idea
created by the original."

Various definitions have been given by the experts
called in the case. The one which most commends it-
self to our judgment is perhaps as clear as can be
made, and defines a copy of a musical composition to
be a "written or printed record of it in intelligible nota-
tion." It may be true that in a broad sense a mechan-
ical instrument which reproduces a tune copies it; but
this is a strained and artificial meaning. When the
combination of musical sounds is reproduced tO' the ear
it is the original tune as conceived by the author which
is heard. These musical tones are not a copy which
appeals to the eye. In no sense can musical sounds
which reach us through the sense of hearing he said to
be copies as that term is generally understood, and as
we believe it was intended to be understood in the stat-
utes under consideration.

MUSICAL COMPOSITION AN INTELLECTUAL CRE.ITION.

A musical composition is an intellectual creation
which first exists in the mind of the composer ; he may
play it for the first time upon an instrument. It is not
susceptible of being copied until it has been put in a
form which others can see and read. The statute has
not provided for the protection of the intellectual con-
ception apart from the thing produced, however meri-
torious such co-nception may be, -but has provided for
the making and filing of a tangible thing, against the
publication and duplication of which it is the purpose
of the statute tc^ protect the composer.

Also it may be noted in this connection that if the
broad construction of publishing and copying contended
for by the appellants is to be given to this statute it
would seem equally applicable to the cylinder of a mu-
sic box, with its mechanical arrangement for the repro-
duction of melodious sounds, or the record of a grapho-
phone, or to the pipe organ operated by devices similar
to those in use in the pianola. All these • instruments
were well known when these various copyright acts
were passed. Can it be that it was the intention of
Congress to permit them to be held as infringements
and suppressed by injunctions?

PERFORATED ROLLS NOT READABLE AT SIGHT.

After all, what is the perforated roll? The fact is
clearly established in the testimony in this case that
even those skilled in the making of these rolls are un-
able to read them as musical compositio-ns, as those
in staff notation are read by the performer. It is true
that there is some testimony to the effect that great
skill and patience might enable the operator to read
this record as he could a piece of music written in
staff notation. But the weight of the testimony is
emphatically the other way, and they are not intended
to be read as an ordinary piece of sheet music, which
to those skilled in the art conveys, by reading, in play-
ing or singing, definite impressions of the melody.

These perforated rolls are parts of a machine which,
when duly applied and properly operated in connection
with the mechanism to which they are adapted, produce
musical tones in harmonious combination. But we
cannot think that they are copies within the meaning
of the copyright act.

RELIEF IX CONGRESS ONLY.

It may be true that the use of these perforated rolls,
in the absence of statutory protectio'n, enables the
manufacturers thereof to enjoy the use of musical
compositions for which they pay no value. But such
considerations properly address themselves to the legis-
lative and not to the judicial branch of the govern-
ment. As the act of Congress now stands we believe
it does not include these records as copies or publica-
tions of the copyrighted music involved in these cases.
The decrees of the Circuit Court of Appeals are
affirmed.

The opinion of Mr. Justice Holmes, "con-
curring specially," is as follows:

Justice Holmes' Opinion.

In view of the facts and opinions in this country and
abroad to which my brother Day has called attention. I
do not feel justified in dissenting from the judgment of
the court, but the result is to give copyright less scope
than its rational significance and the ground on which

22

THE TALKING MACHINE WORLD.

it is granted seem ta me to demand. Therefore, I de-
sire to add a few words to what he has said.

The notion of property starts, I suppose, from con-
firmed possession of a tangible article and consists in
the right to exclude others from interference with the
more or less free doing with it as one wills. But In
copyright property has reached a more abstract ex-
pression. The right to exclude is not directed to an
object in possession or owned, but is in vacuo, so to
speak. It restrains the spontaneity of men where but
fOT it there would be nothing of any kind to hinder
their doing as they saw fit. It is a prohibition of con-
duct remote from the persons or tangibles of the party
having the right. It may be infringed a thousand miles
from the owner and without his ever becoming aware
of the wrong. It is a right which could not be recog-
nized or endured for more than a limited time, and,
therefore, I may remark in passing, it is one which
hardly can be conceived except as a product of statute,
as the authorities now agree.

THE BXTEAORDINAEY EIGHT.

The ground of this extraordinary right is that the
person to wliom it is given has invented some new
collocation of visible or audible points — of lines, colors,
sounds or words. The restraint is directed against re-
producing this collocation, although but for the inven-
tion and tlie statute any one would be fi-ee to combine
the contents of the dictionary, the elements of the
spectrum, or the notes of the gamut in any way that he
had the wit to devise. The restriction is confined to
the specific form, to the collocation devised, of course,
but one would expect that, if it were to be protected at
all, that collocation would be protected according to
what was its essence. One would expect the protection
to be coextensive not only with the invention, which,
free to all, only one had the ability to achieve, but with
the possibility of reproducing the result which gives to
the invention its meaning and worth.

A musical composition is a rational collocation of
sounds apart from concepts, reduced to a tangible ex-
pression from which the collocation can be reproduced
either with or without continuous human intervention..
On principle anything that mechanically reproduces
that collocation of sounds ought to be held a copy, or
if the statute is too narrow ought to be made so by a
further act, except so far as extraneous consideration
of policy may oppose. What license may be implied
from a sale of the copyrighted article is a different and
harder question, but I leave it untouched, as license is
not relied upon as a ground for the judgment of the
court.

* * * *

The White-Smitli versus Apollo case came to
the Supreme Court hy appeal from the judgment
of the United States Circuit Court of Appeals,
of the Second Circuit, affirming the decree of the

Circuit Court of the United States for the South-
ern District of New York, rendered August 4,
1905, which dismissed the hills of complaint iiled
by the White-Smith Co. for want of equity. Mo-
tions were made to the Supreme Court to dismiss
the appeals and a petition for writ of certiorari
was filed by the White-Smith Co. In view of the
nature of the cases the writ of certiorari is
granted by the Supreme Court, the record on the
appeals to stand as a return to the writs.

The actions were brought to restrain infringe-
ment of the copyrights of two musical composi-
tions, published in the form of sheet music, en-
titled respectively. "Little Cotton Dolly," and
"Kentucky Babe." The Apollo Co. are engaged in
the sale of piano players and player pianos known
as the "Apollo" and of perforated rolls of music
used in connection therewith. The White-Smith
Co., who were the original complainants, as as-
signee of Adam Geibel, the composer, alleged com-
pliance with the copyright act and that a copy-
right was duly obtained 'by it aljout March 17,
1897. The answer was general in its nature
and upon the testimony adduced a decree .was
rendered in favor of the Apollo Co.

CROMELIN AND DYER'S VIEWS.

Interesting Remarks by Paul H. Cromelin, Vice-
President of the Columbia Co. and Frank L.
Dyer, General Counsel for the National Co.
on the Subject of Copyright.

Naturally the views of those who have taken
an active and influential part in the hearing be-
fore the Congressional Committee, and were like-
wise interested in the outcome of the White-
Smith case, have a distinct and valuable bearing
on what they believe shoiiid be incorporated in
the pending bills. Paul H. Cromelin, president of
the American Copyright League, said:

"The decision of the Supreme Court is in com-
plete accord with every decision rendered in
similar cases in this country and in England.
Also with the decision of the Supreme Court of
Belgium, handed down May, 1907; the Belgium

case, however, involving talking machine rec-
ords instead of perforated rolls. The decision
effectually disposes of the efforts of those who
have attempted to use the machinery of the
courts" to monopolize the great player industries.
Doubtless there will now be a great hue and cry
about the so-called 'rights of American compos-
ers', and strenuous efforts will now be made to
pass the Kittredge-Barchfeld bill.

"Well, everybody knows that the 'American
composer' had no more to do with starting the
present agitation against mechanical players than
you or I; that the agitation was not begun to
correct any real or fancied grievance on the part
of the composer, but was started by the attorneys
for those who were endeavoring to monopolize
the industries. It is well known, too, that the
Kittredge bill, if passed, would result in giving
to foreign publishers and composers the very
rights in our country that their own govern-
ments have refused them, and, of course, which
they deny to our citizens. The Supreme Court
pointed out that it could not have been the In-
tention of Congress to do this when they passed
the copyright act of 1891, and I do not believe
that Congress is going to do so now.

"I am hopeful that Congress will pass the
Smoot-Currier bill (H. R. 243; S. 2499). This
bill, if passed, will take nothing from the com-
poser which he ever had; deprive him of no
rights which he previously enjoyed. Its passage
will end the fight which has been waged now
for many years between the independent manu-
facturers and those who, under the pretense of
protecting the 'American composer', are seeking
to obtain a monopoly of the industries. It will,
if passed, confirm the decision of the Supreme
Court, bring our laws into conformity with the
laws of England and most of the other great
nations, and reserve to the American people the
rights which they have always had, and which
the people in other countries enjoy. The pas-
sage of such a bill is of far more importance than
to pass a law for the benefit of a few eminent
composers, and the group which is seeking the
monopoly. This calls to mind the minority re-

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THE TALKING MACHINE WORLD.

23

port which was signed by Senators Maillory,
Foster and Smoot, in which emphatic disapproval
was expressed when the Kittredge bill was up
for consideration before the Senate Committee
on Patents in the Fifty-ninth Congress. I cannot
explain my position better than by quoting the
language:

" 'We are satisfied that copyright should not
be extended so as to cover mechanical reproduc-
ing devices. In the first place, it seems to be a
clear invasion of the patent law and fails to
observe the line of demarkation that has always
been heretofore preserved between the copyright
and the patent law. In the second place, we
ought not to take such a radical departure, In
view of the fact that all the nations which have
considered the question have refused to go so far.
Thirdly, manufacturers who have invested mil-
lions, relying upon the existing statutes to pro-
tect them in their investments, should not be
despoiled for the benefit of the few; and, lastly,
the public should not be exploited for the benefit
of a group who apparently intend and expect
to obtain complete control of these industries.
We, therefore, object to the paragraph in ques-
tion which is now contained in sub-section "B"
of section 1.' "

Frank L. Dyer's Views.

Frank L. Dyer, general counsel for the Na-
tional Phonograph Co., when interviewed by The
World, remarked: "The recent decision of the
Supreme Court in the case of White-Smith Co.
vs. Apollo Co. does not solve any of the diffi-
culties which are presented by the copyright
controversy between the manufacturers of per-
forated music rolls and talking machine records
on the one hand and the composers and musical
publishers on the other. The court considers the
single question whether under existing statutes
a perforated music roll is a 'copy.' The com-
plainant argued in that case: 'that it is the
intention of the copyright act to protect the
intellectual conception which has resulted in the
compilation of notes which, when properly
played, produces the melody which is the real
invention of the composer. . . that this is
the thing which Congress intended to protect,
and that the protection covei-s all means of ex-
pression of the order of notes which produce the
air of melody which the composer has invented.'

"On the other hand it was contended by the
defendant: 'that the extent of this protection is
a matter of statutory law, and that it has been
extended only to the tangible results of mental
conception, and that only the tangible thing is
dealt with by the law, and its multiplication or
reproduction is all that is protected by the
statute.'

"After considering the prior decisions on the
point and bearing in mind that 'the protection
given to copyrights in this country is wholly
statutory,' the court said: 'It may be true that
in a broad sense a mechanical instrument which
reproduces a tune copies it; but this is a strained
and artificial meaning. When the combination
of musical sounds is reproduced to the ear it is
the original tune as conceived by the author
which is heard. These musical tones are not a
copy which appeals to the eye. In no sense can
musical sounds which reach us through the sense
of hearing be said to be copies as that term is
generally understood, and as we believe it was
intended to be. understood in the statutes under
consideration. A musical composition is an in-
tellectual creation which first exists in the mind
of the composer; he may play it for the first
time upon an instrument. It is not susceptible
of being copied until it has been put in a form
which others can see and read. The statute has
not provided for the protection of the intellec-
tual conception apart from the thing produced,
however meritorious such conception may be,
but has provided for the making and filing of
a tangible thing, against the publication and
duplication of which it is the purpose of the
statute to protect the composer.'

"The question, therefore, is still open, whether
it would be wise and politic to amend the copy-
right statutes so as to include within their
scope talking machine records and perforated

music rolls. Personally I believe that such a
law would be unconstitutional, as I conceive
that the only protection which can be accorded
the composer must be strictly limited to his
'writings' — that being the word used in the Con-
stitution.

"Possibly the Supreme Court, in referring to
the fact that 'musical tones are not a copy which
appeals to the eye,' and that a musical composition
cannot be copied except 'in a form which others
can see and read,' had this limitation in mind.
The point was certainly presented with great
force and ability in the brief filed by Judge
Walker. However this may be, the controversy
is still on, and will no doubt continue until
definitely settled one way or the other.

"My own idea is that the claim of the authors
and composers is being selfishly exploited by
the musical publishers, and by speculators be-
hind them. As a practical question I think the
rights of the manufacturers are enormously
more important, and I believe it would be un-
wise to modify the law in any way so as to
interfere with the widest possible dissemination
of music through the agency of mechanical
musical instruments. This after all is the one
question for Congress to determine. Congress
has no power under the Constitution to grant
bounties to composers, but their power in the
matter of copyright is limited to the passage
of legislation which shall 'promote the progress
of science and the useful arts.' I cannot be-
lieve that this object would be secured by so
changing the law as to make it possible to per-
mit all musical copyrights to be monopolized
and be controlled possibly by a single corpora-
tion, or by a small group of manufacturers.
Such a result might benefit a few individual
composers, but it certainly could not benefit
many of them, and while doing great injury to
many manufacturers, its evil effect on the pub-
lic would be incalculable.

"I have every confidence that Congress will
enact no legislation that wiil be anything but
fair and just, and under no circumstance do I
believe that the law will be changed to permit
a practical monopolization by a single concern
of musical copyrights."

BEST METHOD OF KEEPING SHOW CASES.

Many dealers in talking machines and side
lines are frequently at a loss as to the best
method of keeping their show cases in first-class
condition, especially if their stores are located
in a main thoroughfare. The glass in the cases
frequently becomes slightly cracked from heat
or a sudden blow, and if not attended to the
crack will spread until at least one pane of
glass is ruined. To prevent a crack from spread-
ing, scratch a line slightly beyond its extremi-
ties and at right angles to it, with a diamond
or glass cutter, and the crack will in no case
extend beyond the scratch.

For cleaning glass, a good method is as fol-
lows: Mix one ounce of whiting, one ounce of
alcohol and one ounce of water of ammonia in
a pint of water. Apply with a soft cloth, allow
to dry and then wipe off. Cases should be set
perfectly level on the floor, especially the new
all-glass variety, which, if this is not done, are
certain to warp. The legs of the case should
be propped to the required height from the floor
to insure their sitting true.

Where the wooden portions of the cases be-
come scratched, the following formula will be
found effective: Dissolve one ounce of white
wax in a pint of pure turpentine. To dissolve
the wax, place the vessel containing the turpen-
tine over a burner and warm, and apply with a
soft cloth. This will in every case greatly im-
prove the surface. If these methods on the care
of showcases are followed out they will likely
repay owners for the care taken by retaining
a better appearance for a considerable time.

Blackman Goes ''DowniiOut

But Hells StiU The White Blackman

99

Blackman Stays **Down" Ten Minutes

C It happened this way, Mr. Dealer: I heard about Mr. McAdoo's "New
Line" and although I believed it was "not on the level," thought a personnl
investigation would be best.

I "went do'wn" in "Hoboken" and "out" under the Hudson River. In ten
minutes I got to the end of my investigation and found I would have to "get up"
myself, but

You Can't Keep Blackman Down

C I walked up the steps and the first thing I saw was "Two Lines" displayed in
a show window. These lines are "on the level,"- and never "went ttnder." They
were "Blackman's Lines," and they should be yours— EDISON PHONO-
GRAPHS and VICTOR TALl^ING MACHINES.

Don't Let Your Line Keep You Down

C Handle the EDISON and VICTOR, let BLACKMAN have your orders, us.
"Blackman's System," for your Records and your PROFITS will INCREASE.

Blackman Can and Will Help You

C Don't waste time and money by making out TWO orders. Send ONE order
to BLACKMAN for any EDISON or VICTOR goods, get ONE shipment and
thus SAVE HALF the expense.

Do You Handle Both Edison and Victor?

C You are losing a lot of PROFIT if you don't.
Let us tell you how to add the missing line.

YOURS FOR IVl O U F. PROFIT

BLACKMAN TALKING MACHINE CO.

J. NEWCOMB BLACKMAN, Prop r. "THE WHITE BLACKMAN"

97 CHAMBERS ST. NEW YORK

24

THE TALKING MACHINE WORLD.

What Did You Tell the Man Who Asked You
To-Day for Zon-o-phone Records?

If you gave him the facts of the case, you said that they were more
musical, played longer, wore better and scratched less than any other
disc records made, and that our

Merry Widow and Waltz Dream

selections were everywhere pronounced the "hit" of the year.

If you did not tell him this, it was doubtless due to your not being
posted on the

ZON-O-PHONE PRODUCT FOR 1908

but SO that you may be, in addition to having an adequate supply of the
goods on hand when subsequent inquiries are made, write us immediately
for particulars regarding our proposition to the trade. Our word for it
tt will interest you.

Universal Talking Machine Mfg. Co.

CAMP AND MULBERRY STREETS

NEWARK, N. J.

ALABAMA

Mobile W. H. Reynolds.

ARIZONA

Tucson George T. Fisher, 7-9 K. Congress St.

CALIFORNIA

San Francisco. .-Peter Bacigalupi & Sons, 3 021 Golden
Gate Ave.

Los Angeles ...So. California Mus. Co., 332 S. B'way.
FLORIDA

Jacksonville... Metropolitan TalkinR Machine Co., n2.'>
Main St.

ILLINOIS

Chicago A. C. McQurg & Co., 216 Wabash Ave.

t^hicago Benj. Allen & Co., 131-141 Wabasb Ave.

Chicago......... lames ^. Lyons. 102 Van Biiren St.

IOWA

Davenport R(.l,<rt U. Smallfiold.

KANSAS

Topeka Emaheizcr & Spiclman Co., 519 Kansas

LOUISIANA

New Orleans ..Ashton Music Co., 143 Baronne St.
MAINE

Portland AV. H. Ross & Son. 43 Exchange St.

MARYLAND

Annapolis Globe House Forn. Co.

Baltimore .... C. S. Smith & Co., 649 W. Baltimore St.
Baltimore I.ouis Mazor, 1423 E. Pratt St.

Factory Distributors ef Zon-o-phone Goods;

MASSACHUSETTS

Boston.. Pike Talking Machine Co., 41 Wash-
ington St.

Boston Read & Read, 13 Essex St.

MINNESOTA

St. Paul W. J. Dyer & Bro., 21-23 \V. 5th St.

MICHIGAN

Detroit .T. E. Schmidt, 336 Gratiot Ave.

MISSOURI

Kansas Cily ...Mrs. J. Dixon, 804 Grand Ave.

Kansas City Webb-Freyschlag Music Co., 7th and

Delaware Sts.

Springfield Norton Lines, 325 Boonville St.

St. Louis Knight Mercantile Co., 211 N. 12th St.

St. Louis D. K. Myers, SS39 Finney Ave.

NEW JERSEY

Newark Edisonia Co., 57 Halsey St.

Hoboken Mclipse Phono. Co., 203 Washington St,

Paterson .1. K. O'Dca, 115 ICllison St.

NEW YORK

Astoria (L. I.I.. .Tohn Rose, 99 Flushing Ave.

Buffalo Neal. Clark & Ncal Co., 843 Main St.

Brooklyn F. W. Rous & Co., 435 Fifth Aye.

Brooklyn B. G. Warner, 3GS Livingston St.

Rochester DiifTy & Mclnncrncv Co., cor. Main,

W., and N. Fitzhugli Sts.
:New York Cily.. J. F. Blackman & Son, 2737 Third .\vi
New York Cily. . Zed Company. 77 ("h.Tntln-rs St.

OHIO

Akron Geo. Dales, 128 S. Main St.

Cincinnati J. C. Groene Mus. Pub. Co., Race and

Arcade.

Cincinnati .T. E. Poorman. Jr., 31 West ulli St.

Cincinnati RniUilnh Wurlitzer Co., 121 E. \\\\ Si.

Cleveland Flesheim & Smith, 161 Ontario St.

Columbus Columbus Piano Co., North High St.

PENNSYLVANIA

Alleghany IL A. I'.tcker, 601 Ohio St., E.

Philadelphia ...Disk Talking Machine Co.. 13 N. 9th St.
Pittsburgh C. C. MeMor & Co., 319 Fifth Ave.

SOUTH DAKOTA

Aberdeen Mc.^rthur Piano Co.

NORTH DAKOTA

Fargo Stone .Music Co., R14 First .Ave., N.

TEXAS

Austin IVtmecky Company.

Beaumont K. B. Pierce, 223 Regan St.

Dallas Dallas Talking Machine Co., 21S Com-
mercial St.
Houston Taylor Bros.

VIRGINIA

Richmond, .,,'rito Hopkins l'^n■niI^lro Co,, 7-0 West
Itroail St,

CANADA

Toronto Whalcy, Royce S; Co., 158 Vonge St.

I Winnipeg. Man.. Whaiey. Royce & Co.

THE TALKING MACHINE WORLD.

25

IMPROVED TRADE CONDITIONS IN ST. LOUIS.

February and the Opening Weeks of March Present a Most Improved Condition With a Better
Outlook — Manager Walthall's Encouraging Words — Manager Gressing Opened Up a Num-
ber of New Accounts — Kleekamp's Fine Department — J. K. Savage Co.'s Report — New Retail
Store for the St. Louis Talking Machine Co Some Recent Visitors.

(Special to The Talking Machine World.)

St. Louis, Mo., March 4, 1908.

Trade conditions for February have been much
better than January and especially so in the
wholesale department. The retail business has
been improving, though rather slowly. The sale
of records is reported to be fairly active with a
steady improvement.

Manager Walthall, of the Columbia Phono-
graph Co., states that their business for Feb-
ruary was twice as good as that of January, and
that he notes a continued improvement. This
concern recently removed its warerooms from
the second floor, corner Olive and 10th streets to
1015 Pine street. They have not closed the deal
for the lease of their new store as yet, and its
location cannot be announced at this writing.

S. C. Woodward, salesman, and Miss Florence
Conreux, saleslady, both of the Columbia Phono-
graph Co. here, were married on Wednesday,
February 26, and the happy couple have gone to
Sulphur Springs, Tex., to take charge of a Co-
lumbia Phonograph Co. office at that place.

O. A. Gressing arrived here on Monday, Feb-
ruary 17, to take the position of manager of the
St. Louis Talking Machine Co. He reports that
their February business shows a good improve-
ment, and that they opened a number of new
accounts during that period. A. L. Owen, of this
concern, is home from a two weeks' trip through
Missouri, which was very successful. L. A. Cum-
mins, also of the same concern, is home from a
trip through Illinois and Indiana.

Kleekamp Bros., the well-known piano dealers,
have opened a fine talking machine department
in their new store on South Grand avenue, and
have taken on the full Victor line. They are giv-
ing a concert every Thursday evening, which is
aiding their l)uslness very materially.

Marks Silverstone, president of the Silverstone
Talking Machine Co., reports an improvement in
the wholesale trade. .He has just added 50 feet
more of record racks in his store. Mr. Silver-
stone has been receiving the congratulations of
his friends over the recent arrival of a ten-pound
boy baby at his home.

D. K. Myers, the well-known zonophone jobber,
reports trade as being good and especially so on
records.

The J. K. Savage Supply Co., who are jobbers
here for the Indestructible records, report an
excellent demand for them, and state that their
trade on cylinder records is good, but that the
sale of disc records is slow.

A. A. Knight, zonophone dealer, reports that
his record trade has been very good, with a
steady improvement.

The Koerber-Brenner Music Co. report that
their talking machine trade showed considerable
improvement during February, and that it is
growing better each week. F. J. Childs, their
traveler, is now on a trip through Illinois.

The retail store of the St. Louis Talking Ma-
chine Co. will be moved to their new location on

Olive street about March 15. The place is being
remodeled, painted and redecorated.

W. C. Fuhri, district manager of the Columbia
Phonograph Co., and A. D. Geissler, manager of
the Talking Machine Co., of Chicago, were recent
visitors here.

George Porth, a talking machine dealer of Jef-
ferson City, Mo., was a recent visitor here.

0. A. GRESSING TAKES CHARGE

Of the Business of the St. Louis Talking Ma-
chine Co. in St. Louis — Taking Possession of
New Quarters on Olive Street.

(Special to The Talking Machine AVorld.)

St. Louis, Mo., March 10, 1908.
Readers of The World will be glad to ac-
quaint themselves with the comely features of

O. \. GTiESSING.

0. A. Gressing, who, as reported in the February
issue of this paper, has been made the manager
of the St. Louis Talking Machine Co. Mr.
Gressing has taken hold of both the wholesale
and local retail business of the company in a
manner to be expected of one of so long experi-
ence in the music trade, both as salesman and
office manager.

Mr. Gressing is now in the throes of moving,
as the St. Louis Talking Machine Co. are to
occupy magnificent new quarters at 1012 Olive
street. There will be five beautiful booths with
crystal domes, the walls will be decorated in rich
browns and tans, with a 30-inch frieze depicting

QUICK SHIPMENTS FROM ST. LOUIS

TO THE SOUTHWEST

OF

Edison Machines, Records

AND GENERAL TALKING MACHINE SUPPLIES

We carry the largest stock west of Nevsr York and we
invite your orders, which will receive immediate attention
and quick delivery.

CONROY PIANO CO.

1100 Olive Street

ST. LOUIS, MO.

We are

"FROM MISSOURI"

and our ability to

"SHOW THEM"

has put the most
exacting Dealers on
our list of
Customers.

Our stock is large and
complete and we are re-
nowned for PROMPT
SHIPMENT, with mini-
mum of "outs" and maxi-
mum of

PERFECT SERVICE

Sign a "Victor" con-
tract with us TO-DAY
and follow it up with your
order.

WHOLESALE ONLY

"With pleasure at your

service.

9?

St. Louis Talking Machine Co.

MII^LS BUII^DING

7th & St. Charles Streets
SL LOUIS, MO.

The Only Exclusive Victor Distributors
in Missouri

26

THE TALKING IMACHINE WORLD.

an English coaching scene, and altogether the
store promises to be one of the most beautiful
and best appointed for talking machine purposes
in the country.

THE SYNTHETIC TALKER.

The Great Work Accomplished by Dr. Marage
of Paris Who Has Constructed an Apparatus
Which Is a Step in the Direction of Produc-
ing a Practical Talking Machine.

Synthetic chemistry is one of the most remark-
able and fascinating developments in the scien-
tific world within comparatively recent years,
and now that the researches of our able men
have broadened out into the domain of music, as
instanced in the wonderfully successful work of
Dr. Thaddeus Cahill in the production of the
telharmonic system of electric or sj-nthetic music
the subject becomes one of still greater interest.

The latest step in this synthetic field is the
production of a real talking machine on a syn-
thetic plan. In other words, a duplication, syn-
thetically of the human plan of producing speech.
The credit for this device goes to Dr. Marage of
Paris, one of the many noted French savants,
who have shed luster on the Gallic race. He
has constructed an apparatus which is a step
in the direction of producing a practical talk-
ing machine, although it is limited to the pro-
duction of vowels. It reverses the whole series
of experiments made for the analysis of sound
and is constructed on strictly mathematical prin-
ciples. It will be remembered that with the
manometric flame of Koenig, a stretched mem-
brane is placed at the end of a mouthpiece. On
one of the faces of this membrane the air is
caused to vibrate by means of sounds, and to the
other some system of registration is applied. In
general, this consists of a very long needle con-
nected to the membrane and vibrating with it,
tracing a curve on a moving sheet of paper or on
a smoked disc. Dr. Marage reverses this method
of procedure and produces the sounds synthetic-
ally. He does away with all parts of the appar-
atus not absolutely indispensable, so that it fol-
lows that the vibration takes place in direct con-
tact with the membrane. Instead of using or-
dinary gas or a registering needle, he uses acety-
lene gas at a constant pressure. The gas is de-
livered on the reverse side of the membrane.
When the membrane is vibrated the flame
changes in intensit}% when viewed in a revolving
mirror or when reCeived on a moving band of
sensitized paper. By using the latter he ob-
tained a graphic record showing the formation
of different sounds. He found that certain vowels

— I, U, OU (in French) are formed by a series of
vibrations of different intensity and separation,
but regularly spaced. In other words, there ex-
ists for these sounds a series of continued and
similar vibrations, as shown in the first, second
and third lines of our engraving of the flames,
demonstrating vowel formation. For E and O
these vibrations are also regular, but each is
formed of two oscillations. We thus have groups
of double vibrations. Finally, in the case of A
these groups have three component vibrations.
While these observations are not especially new,
they confirm former results and render the
graphic records clearer so that they become
easier to follow.

Dr. Marage was not satisfied with the siren for
the production of the vowels. Not only the larynx
but also the checks play an important part in
the production of sound, adding the harmonies
which give the voice its character. Other ele-
ments also contribute to this special character-
istic of the voice, whereby that of each person
present can be recognized. Dr. Marage con-
structed an apparatus to reproduce the interior
of a person's mouth while pronouncing the dif-
ferent vowels, using the plastic substance em-
ployed by dentists. These false mouths, as it
were, are made of plaster of Paris, and are fitted
to sirens giving the appropriate combinations of
sounds. He then sets his machine in operation,
and the vowels are produced synthetically. Dr.
Marage purposes to modify the steam sirens used
on shipboard so they will imitate the vowel
sounds. Thus different phonetic syllables may
be obtained which may be used to form an in-
ternational alphabet. Another important appli-
cation of the synthetic process according to the
Scientific American can be made in the construc-
tion of ear trumpets that will not fatigue the
deaf, because they wil not modify the grouping
of oscillation adapted to the ear. Dr. Marage
has also constructed the "acouometer," giving
a typical sound ol the vowel A, for example,
which may be used as a standard to which cer-
tain other sounds may be referred.

SUCCESS HAS ITS PRICE.

Twenty centuries of business have honored the
infallible Greek proverb, "To earn more, learn
more." There is no truer law. The vital prob-
lem with the employer is not — how can I secure
richer dividends, but — how can I devise the ideas
and plans that will produce them.

And so with the employe, not — how can I
scheme to get promotion, but — how can I study
to fill it when it comes.

You long for bigger salary, larger proflts,
greater success. Then develop bigger ability,
larger capacity, greater thought.

No bar and padlock stands between you and
the place or opportunity of your ambition. Its
door is always open, and you can pass in when-
ever you will — ^if you can show the passport of
competency.

Success has its price — and you can pay it if
you will. But ability is the only coin that passes
current in its purchase.

OUR FOREIGN CUSTOMERS.

Amount and Value of Talking Machines
Shipped Abroad from the Port of New York.

(Special to The Talking Machine World.)

Washington, D. C, March 6, 1908.

Manufacturers and dealers in talking machines
will doubtless be interested in the figures show-
ing the exports of talking machines for the past
four weeks from the port of New York:
FEBRUARY 10.

Berlin, 6 pkgs., $1,036; Buenos Ayres, 273
pkgs., $13,821; Calcutta, 17 pkgs., $934; Colon,
21 pkgs., $1,167; Havre, 21 pkgs., $171; Havana,
5 pkgs. $371; Kingston, 10 pkgs., $187; La
Guaira, 4 pkgs., $141; London, 35 pkgs., $1,903;
8 pkgs., $239; Valparaiso, 22 pkgs., $603; Vera
Cruz, 8 pkgs., $1,412; Wellington, 19 pkgs.,
$390.

FEBRUARY 17.
Antofagasta, 1 pkg., $100; Havana, 13 pkgs.,
$455; 3 pkgs., $133; 24 pkgs., $376; Havre, 36
pkgB., $313; 6 pkgs., $679; 3 pkgs., $133; 24
pkgs., $376; Guitos, 4 pkgs., $112; London, 52
pkgs., $325; 18 pkgs., $1,462; Mexico City, 9
pkgs., $177; Trinidad, 15 pkgs., $277; Vera
Cruz, 17 pkgs., $603; Yokohama, 148 pkgs.,
$5,737.

FEBRUARY 24.
Balria, 38 pkgs., $840; Bombay, 2 pkgs., $202;
Berlin, 22 pkgs., $2,446; 4 pkgs., $255; Coventry,
10 pkgs., $418; Hamburg, 2 pkgs., $235; Havre,
21 pkgs., $135; Havana, 10 pkgs., $886; 9 pkgs.,
$476; London, 11 pkgs., $302; 4 pkgs., $125; 26
pkgs., $4,584; Manila, 8 pkgs., $544; Melbourne,
109 pkgs., $1,485; Valparaiso, 2 pkgs., $142;
Vienna, 27 pkgs., $1,381; Vera Cruz, 35 pkgs.,
$1,255.

MARCH 2.

Buenos Ayres, 39 pkgs., $485; Callao, 37 pkgs.,
$1,100; Colon, 7 pkgs., $272; Guayaquil, 3 pkgs.,
$159; Havre, 24 pkgs., $209-; Havana, 14 pkgs.,
$1,545; Kingston, 3 pkgs., $148; Limon, 13 pkgs.,
$280; London, 5 pkgs., $150; Montevideo, 39
pkgs., $485; Para, 2 pkgs., $102; 2 pkgs., $100;
Progreso, 14 pkgs., $155; Rosario, 64 pkgs., $8,-
041; Rio de Janeiro, 5 pkgs., $606; 26 pkgs.,
$880; 6 pkgs., $815; Surinam, 3 pkgs., $160;
Trinidad, 8 pkgs., $111.

A CHAT WITH J. A. MACNABB.

J. A. Macnabb, vice-president of the Universal
Talking Machine Mfg. Co., in a chat with The
World the past week, said: "The name of the
proposed 'Zon-o-phone Distributing 6 Export Co.'
has been changed to the Zed Co., owing to a mis-
apprehension as to the right to use the former
name." The new company will open shortly at
77 Chambers street, this city, and will handle
Zon-o-phone talking machines and records ex-
clusively.

VICTOR DISTRIBUTING CO.'S PUBLICITY.

Within a week or so the Victor Distributing
and Export Co., 255-257 Broadway, New York,
will issue a splendidly printed and finely illus-
trated catalog of their special disc record cabi-
nets. It will be an unusually handsome publica-
tion, reflecting more than ordinary credit upon
General Manager Williams, whose taste in such
matters is established in the trade. Mr. Williams
reported business with the V. D. & E. Co. quite
satisfactory when conditions were considered.

WcKnow

J-

dTt That we can supply the dealers of Northern Ohio and Indiana and all
\yi Michigan, both promptly and to the very best monetary advantage.

<If That there is going to be a good steady demand for Edison Phono-
graphs, Gold Moulded Records, Horns, Cranes, Repeating Attachments,
and all sundries. <If That we have put in and will keep up full lines every
day in the year and thus be prepared to fill all orders immediately. ^ That
we can, and do, ship orders the same day we receive them — no room nor time
for delay or disappointment here. C]f That you can wire or 'phone orders to
us and be assured we have the goods in stock when you want them. <|f That
we are giving the "bargains of the age" in Record Cabinets — let prices
talk — just ask prices from us. <If That prosperity has not deserted these
United States — those who think so are dyspeptic doubters — and doubters
always suffer. <][ That we earnestly solicit your trade — try us and see how
joyously we do business.

American Phonograph Co.

106 Woodward Avenue, Detroit, Micli.

THE TALKING MACHINE WORLD.

27

FROM OUR CHICAGO HEADQUARTERS

195-197 WABASH AVENUE, E. P. VAN HARLINGEN, MANAGER.

Trade Continues to Show Steady Improvement
in Botli Wholesale and Retail Lines — Effet-
tlve Victor Exploitation at Lyon & Healy's
— Arthur D. Geissler Enthusiastic Over His
Visit to the East — Some Columbia Changes
— "B." & "H." Fibre Mfg. Co. Incorporated
— Needle Business to be Expanded — Via-
scope Co. to Make Moving Picture Machines
— Andrew McCarthy East — Ivory Needle the
Latest — Talking Machine Co.'s Staff Changes
— Alice Neilson an Admirer of the Victor
Talking Machine — Photograph of the Lyon
& Healy Store — Other News of Interest.

(Special to The Talking Machine World.)

Chicago, 111., March 14, 1908.

The best news of the month is found in the ■
development of trade. Business is not booming
but it snows an improvement that is exceedingly
gratifying in view of conditions prevailing in
some othex lines and taking into consideration
the fact that talking machines are generally
classed as luxuries.

Practically everybody called upon notes an im-
proved condition, small in some instances and
very noticeable in others. The thing that im-
presses one is that those who talk most optimist-
ically about current business are those who never
slacked their efforts to get business when trade be-
gan to show a marked dropping off three months
ago. They not only did not reduce their force but
in several instances increased it. and one jobbing
house who put on several new traveling men a
couple of months ago, is able to report that Feb-
ruary showed a moderate improvement over the
corresponding month of 1907. Many dealers are
not ordering quite so freely as a year ago, but
new accounts occupy a large place in the current

business coming to hand. This is explained
largely of course on the ground that many mer-
chants, such as jewelers, furniture dealers and
music dealers — those in the "enterprising" cate-
gory— realize the advisability of installing a
good side line in times when the'r other lines
are comparatively quiet.

The big loop retailers, especially those cater-
ing to the best class of trade, find little reason
to be dissatisfied with current business. Those
downtown and in the outlying districts whose
trade is to any great extent with the working
classes, find the recovery less rapid, although
trade is slowly getting better.

Lyon & Healy have been indulging in a splen-
did piece of record exploitation this week.
Every afternoon beginning at 3 o'clock, the new
series of Victor records covering the complete
opera of I Pagliacci have been played in Aeolian
Hall in the L. & H. annex, and so great have been
the crowds that the room leading into the hall
has been filled witn seats, and there have been
few vacant ones. The opera as interpreted by
the Victor lasts for a full hour and forty min-
utes. It has been interesting to note the large
proportion of scions of Sunny Italy in the audi-
ences, and they have listened to the work of
their favorite cc-living composer and of the La
Scala artists with the most rapt attention.

Arthur D. Geissler. general manager of the
Talking Machine Co., returned on Friday of last
week from a trip to New York and Philadelphia.
He found the Victor Co. pleased with the manner
in which business is developing. The factory is
well employed in all departments, according to
Mr. Geissler. In New York he spent consider-
able time among the retailers to post himself on
the way they do things in the East. He is very
enthusiastic regarding the elegance of the stores.

the arrangement of stock, etc. At Stanley &
Pearsall's, Landay Bros.', and C. H. Ditson's he
was surprised at the volume of business in prog-
ress. Sol Bloom's talking machine parlors were
a revelation to him. He was particularly im-
pressed with the informality preserved, custom-
ers making themselves at home around the fine
mahogany tables, where they were waited upon
attentively by the clerks. Mr. Geissler spent a
couple of houi'B at Bloom's, and in that time
witnessed the sale of four Victrolas and three
Victor 5ths.

W. E. Henry, of the talking machine jobbing
house of Powers & Henry, Pittsburg, Pa., spent
several days shaking hands with his friends in
the Chicago trade this week.

The various Victor distributers here are all
well pleased with the initial sales of the Louis
XV. No. 20 Victor Victrola, which promises to
have as fine a sale as the $200 machine.

F. A. Scheuber, of the Scheuber Drug Co.,
wholesale, of Livingston, Mont., was a Chicago
visitor this week and made arrangements to be-
come an exclusive Columbia jobber, placing an
initial order of sizable proportions with Western
Wholesale Manager E. C. Plume.

Oscar M. Kiess, who has had charge of the
credits for the Columbia Phonograph Co., has
been transferred to the Kansas City office, where
he will look after credits and instalment collec-
tions. Mr. Kiess is succeeded here by A. W.
Roos, who has almost swung around the loop in
the Columbia service. Ten years ago he started
with them in St. Louis, and from thence went to
New Orleans, Rochester and Pittsburg, landing
at the Chicago office a couple of months ago.
_B. Feinberg, of the Western Talking Machine
& Supply Co., was married this week at Cincin-
nati to Miss Minna Michelson. They are now in

Don't you want some snappy
newspaper cuts

Business Tonic

A live line of goods.
An attractive store.
Advertising.

LYON & HEALY'S FACTORY SERVICE.

Mix with brains and use freely every day.

Send for our Catalogue of
Newspaper Cuts.

You would not think of putting your Doctor's prescription into the hands of a second-
rate Druggist who used stale Drugs, and employs careless Clerks. There is as much difference in
the way Victor and Edison orders are filled as there is in the way prescriptions are handled.

Lyori & Healy's factory service fills your order as carefully as if it were a prescription
upon which your life depended, and starts it off to you the same day it is received.

CHICAGO

CHICAGO

28

THE TALKING MACHINE WORLD.

IT'S ALL IN
THE BALL

TRADE NAME

IMPROVED BALL-JOINT

HORN CONNECTION

For Jill Cylinder Machines.
RETAILS AT SO CEINTS

THE MISSING LINK

This new All-Metal Ball-Joint Horn Connec
ion is a wonderful improvement over the old
style soft rubber connection.

It's beyond a doubt THE OTSSING I/INK
between the Horn and the Machine.

'"There's more than a reason."

It is a well known fact that any soft material
is a poor conductor of sound, and soft rubber is
no exception.

"TIZ-IT" is in a class by itself. It is made
of brass, nickel-plated and polished.

Improves Any Machine 100 Per Cent.

Send for )DescrIptive Circulars and DIsconnts to the Trade

Maniifacturea by

KREILING & COMPANY

North 40th Avenue and LeMoyne Street
CHICAGO. U. S. A.

the East on their wedding trip and will return
to Chicago about the 15th.

The B. & H. Fiber Mfg. Co. incorporated here
last week with a capital stock of $25,000. The
concern has been doing business as a firm and
has met with marked success in the manufacture
of the B. & H. fiber needle, with which the read-
ers of The World are familiar. The company
have purchased the interest of Mr. Barry, who
retires and is succeeded by George P. Benton, a
large lumber manufacturer and capitalist, and
who has been elected treasurer of the company,
F. D. Hall, the founder of the business and the
inventor of the fiber needle, combines the offices
of president and secretary of the company.
They are making preparations for the manufac-
ture of the needle on a larger scale than ever In
response to the steadily growing demand. Mr.
Hall exhibits many letters from dealers and
users testifying to the merit of the fiber needle,
and a number state that they have materially
increased their sales of high-grade records and
have sold machines to parties they have hitherto
been unable to interest. One of the largest talk-
ing machine concerns in the country are flooding
the mails with literature eulogizing the fiber
needle.

W. W. Parsons, manager of the Chicago branch
of the commercial graphophone department of
the Columbia Phonograph Co. has returned from
a visit to headquarters in New York.

The Viascope Co., manufacturers of moving
picture machines, of this city, has incorporated
under the laws of Oklahoma with a capital stock
of $50,000. They have been making large mov-
ing picture machines for five-cent theaters for
some time, but have now secured additional capi-
tal to increase their manufacturing facilities,
and especially with a view of making the Home
Viascope, which they expect to have actively on

the market within the next thirty days. The
oflicers of the company are as follows: Presi-
dent. John J. Pink; vice-president, Gus B. John-
son; secretary, Richard S. Pribyl; treasurer,
Nels G. Johnson. All have been partners in the
concern since its inception, with the exception
of Mr. Pribyl, who joined them several months
ago, and will give his personal attention to the
Home Viascope, in the pushing of which he will
be aided by his extensive acquaintance with the
talking machine trade.

The Quill Needle Co. are putting on the mar-
ket a neat little brush for cleaning disc records.
The "handle" fits into the needle arm the same
as a needle, and all one has to do is to turn on
the machine and the brush performs its work
without further bother.

Among the recent visitors at Babson Bros, are
C. W. Riser, Newton, 111.; B. E. Venard, Ver-
mont, 111.; P. T. Locke, Fairfield, 111.; and James
Woods, Fairbury, 111.

Lawrence Lucker, of the Minnesota Phono-
graph Co., Edison and Victor jobbers, was a Chi-
cago visitor last month.

Andrew McCarthy, treasurer of Sherman, Clay
& Co., and manager of the small goods and talk-
ing machine departments, was in Chicago last
week on his way East. He will again be with us
on his return about the middle of the month.

F. G. Cook, assistant to Retail Manager Par-
ker at the Columbia Co., has returned from
Davenport, la., where he has been filling up the
gap between former Manager Harriman's exodus
to Milwaukee and the coming of the new man-
ager, David C. Mallin. Mr. Mallin was formerly
assistant to Manager Waring at the Peoria
store.

District Manager W. C. Fuhri, of the Colum-
bia Phonograph Co.. says that they have every
reason to be gratified with the responses from

their western jobbers and dealers regarding the
abolition of the monthly lists and the issuance
of new hits as they appear. From both small
as well as large dealers the chorus is one of
enthusiastic approval. The "Waltz Dream" and
"Merry Widow" hits recently issued under the
new plan have met with a big sale, according to
Mr. Fuhri.

James I. Lyons, the pioneer jobber, returned
last week from a trip to the Bast, and is now
out of the city on a short western business
journey.

The Baldwin Mfg. Co., of 122 Monroe street,
Chicago, are putting an ivory needle on the
market that is soft enough not to scratch the
record and at the same time hard enough to
give a pure, clear tone. This needle is made of
a particular kind of ivory and is chemically
treated to toughen and strengthen it. The re-
sult is a needle that gives a particularly soft,

clear tone. It is also claimed that these needles
It

may be used several times without repointing,
and that repointing is very quickly and easily
done.. A number of good judges of talking ma-
chine operations have been testing these needles
and speak very highly of them. In fact, one of
the leading salesmen of talking machines in
Chicago does not hesitate to say that he con-
siders the Baldwin needles as eminently satisfac-
tory in every respect.

C. W. Noyes, formerlj- Western representative
for the Hawthorne-Sheble Mfg. Co., of Philadel-
phia, is no longer connected with the company.
It is understood that the company's Western
office and salesroom at 185 Dearborn street will
be continued and that someone from the factory
will be on in a few days to install a new Western
representative.

Roy Keith has been promoted to sales mana-
ger of the Talking Blachine Co. by General Mana-
ger A. D. Geissler. He has just returned from a
trip to Detroit, Port Huron, Grand Rapids. Cecil
Davidson, formerly floor salesman and superin-
tendent of the shipping department, has taken
to the road covering Wisconsin and Michigan
for the T. M. Co. Harry Berger succeeds Mr.
Davidson in the house while Harry Bllisa, young-
old Victor man looks after the order filling. Mal-
colm B. Henry, well known to the western talk-
ing machine trade and who recently joined Mr.
Geisslers' traveling force, returned recently from
a successful trip through Illinois and Indiana
and is now skirmishing through Iowa.

G. C. Knox, manager of the talking machin*
and other departments of G. Sommers & Co., the
large wholesale merchandise house of St. Paul,
was a recent visitor. He was on his return from
the East, where he inspected the factory of the
Columbia Co., for whose product Sommers &
Co. are distributors.

A. O. Arnold, of the A. 0. Arnold Jewelry and

your sales of high priced records ! !

machines to people who heretofore would
not have them ! ! !

HOW?

al^dtlni B. & H. Fibre Needles

They eliminate " needle hiss," faithfully reproduce the exact tone quality of the artist and

Absolutely Prevent Record Deterioration

SAMPLES AND DETAILS UPON APPLICATION

208 E. Kinzie St. B. & H. Fibre Manufacturing (ompany

Chicago

THE TALKING MACHINE WORLD.

29

Music Co., talking machine jobers and retailers
as well as piano dealers of Ottumwa, la., was a
recent visitor.

Miss Alice Nielson, the prominent prima donna
soprano, while in the Lyon & Healy store in Chi-
cago recently, was persuaded to pose for a photo-
graph while in the attitude of listening with un-
divided attention to a "Victor Victrola. The
photograph will be enlarged and thousands of
reproductions made from it, and it is hoped to
place one of the latter in every home in the
Windy City.

E. C. BARNES' ADDRESS

On the Methods Used in Demonstrating and
Selling Business Phonographs Delivered Be-
fore the Business Science Club in Chicago —
An Historical Essay in Which Many Facts
Interesting to Talking Machine Men Are
Presented — Edison and the Typewriter.

(Special to The Talking Machine World. J

Chicago, 111., March 4, 1908.

Edwin C. Barnes, western manager of the com-
mercial department of the National Phonograph
Co., delivered the following address before the
Business Science Club at their banquet held at
the Grand Pacific Hotel:

"It has been suggested that I show the gentle-
men present the ihethod used by my concern in
demonstrating and selling a business phono-
graph. In this connection, permit me to say
that in selling a phonograph we adopt entirely
different methods than are used in selling any
other specialty. Every man who makes his liv-
ing selling goods is very apt to say that his line
is different. That is exactly the case with me.
Our business is the prize different business. Not
only in the mental conception of the salesman,
but in actual reality and facts. We cannot make
a sale of our machine along the ordinary lines,
and furthermore we do not under any circum-
stances, at any time, endeavor to actually and
only sell a business phonograph. We will not
take an order until the prospective customer has
had at least ten days' complete trial of our ma-
chine and system, and has at the end of that
time agreed with us that it has saved him time
and money. If it has not produced an actual
saving, we will not take his order. Understand
me, I do not mean to say that we are endeavor
ing to sidestep any business, because we are hot
We are out after business like everybody else
but we secure our business by different methods

Edison Jobber
Zonophone Distributor

Carrying
Cases

Wire
Racks

for

Store Use

RE-CORD CABINETS

SPRINGS for a" makes and sires

"TI7-IT" The All-Metal Horn Connec-
* • tion for Cylinder Machines

JAMES I. LYONS

192-194 Van Buren Street
CHICAGO

"For me to endeavor to give a demonstration
of the manner in which an Edison business
phonograph is sold would be an impossibility.
The best thing I can do is to give you some idea
of what the phonograph is, how it is originated,
and what it will do. There are a great many
misconceptions regarding the use, operation and
sale of this office device, and the best thing I can
do is to explain to you in as few words as pos-
sible what the idea of the voice writing system
really amounts to.

"As everybody knows, Thomas A. Edison is the
inventor of the phonograph. He was the orig-
inator of the system of preserving sounds and re-
producing them by mechanical means. The first
phonograph invented was the business phono-
graph. The original model of Mr. Edison's ma-
chine is now in the Royal Museum in London,
England, but if you have ever been at the Busi-
ness Show, or if you go this year, you will see a
model of the first machine that Mr. Edison ever
made. Mr. Edison's idea was that this machine
should be used in business. As a joke, someone
once sang in a phonograph, and it was discov-
ered that the machine would record music. Con-
sequently the music end of the business was
evolved; but understand, gentlemen, the original
idea was strictly that of perfecting and building
a business machine. The mere accident of sing-
ing into the device resulted in what is to-day one
of the greatest businesses of its kind in the
world, that of selling music reproducing ma-
chines.

"When Mr. Sholes invented the typewriter, he
took it to Mr. Edison to perfect. I have often
heard Mr. Edison tell the story of how he first
became acquainted with this interesting and es-
sential office assistant. He tells how Mr. Sholes
came to him with an old wooden model of a
machine which he said would write letters. He
tells how he worked on it ceaselessly for a long
time, and discovered that the worst feature of
the proposition was to get the letters to line up.
After perfecting the operation of the wooden
model, Mr. Edison set to work to make a metal
machine. He built and perfected the first steel
typewriter ever produced. The castings were
made in his own shop and the parts turned out
in his own laboratory. The first machine worked
and wrote letters, and he succeeded in securing
the alignment that he sought, but he could not
understand what use the machine would ever be
from a business standpoint. In the recounting
of this story I have heard him tell how he would
ask one of his assistants to take a pen and paper
and write a given sentence while he punched it
out on the typewriter. The result was that the
penman wrote the sentence two or three times
while Mr. Edison was writing it once on the
typewriter. This seemed to prove that it would
not go.

"Notwithstanding this test, he continued to
build these steel typewriters, and the demand
steadily increased. At this time Mr. Edison was
at work on the business phonograph, believing
that it was the solution of the detail of cor-
respondence. After seeing the utility and de-
mand created for the typewriter, he saw a possi-
bility for a connection between his machine and
the writing machine, which would eventually do
away with all of the hampering details of carry-
ing on business correspondence.

"Mr. Edison found in perfecting the phono-
graph that the average busines man wants a
machine that will work automatically. He
doesn't want something that will require atten-
tion or constant fixing. When he made his first
machine with a spring motor, he found that the
detail of winding the spring was too much trou-
ble to make a spring motor machine a permanent
success, and he thereupon set about the work of
perfecting an electric machine. When you stop
to consider that the business phonograph Is op-
erated with a motor of about two butterfly power
you will realize to some extent what a task it was
and what a small amount of power it takes to
operate it. We have found by actual tests that
it requires about four volts of electricity and
costs about half as much per hour to run as the
ordinary sixteen candle power electric lamp.

COOPERATION
WITH

"^^"^^lou

iis:TflEii; Kib

TO iOUR SUCCESS

Get

VICTOR GOODS

IN FACTORY CONDITION

Why Not Buy
Direct From Us?

THE

TALKING MACHINE CO.

72=74 Wabash Ave.
CHICAGO

30

THE TALKING ISIACHTNE WORLD.

"The machine has proved to be a great time
saver in office routine. If we cannot tell a man
that he saves at least 50 per cent, of the time and
cost of producing his letters over the old short-
hand system, we don't attempt to take the order.
Did you ever stop to think how much it costs you
to turn out a business letter? You probably did
not, but let me tell you, gentlemen, that it is a
very rare case where letters do not actually cost
five cents for their production. Now with the
business phonograph, if we cannot reduce this
to two or two and one-half cents a letter, we do
not try to do business.

"The phonogi'aph idea is one of the best things
that we know of for the stenographer. It is a
great help to her in many ways. It doubles her
capacity and increases her earning powers. Fur-
ther than that it does away with the ties of old-
fashioned shorthand notes, and produces work
that is direct dictation from machine to machine.
There is no straining of eyes looking at notes, or
pondering over lines that mean something that
they are not intended to mean. It is a simple
operation of listening to the machine and Writing
what it says as it says it. A great many objec-
tions are made to every line of business, and
every salable article has to go through a certain
number of stages. For instance, I have often
heard it said that the phonograph was injurious
to the ears of the operator. We have secured
statements from the best physicians of the coun-
try on this point, and it has been proven that the
phonograph does not impair the hearing but
actually makes it more acute. It assures the busi-
ness man of an exactly accurate reproduction of
whatever he has said in exactly the manner in
which he said it. He never has to wait to call
a girl and then have her wait while arranging
her hair, or seeing that she looks all right, or
hunting for her pencil. He merely turns around,
puts his foot on the foot trip and goes ahead.
When he is through he takes his foot off and the
machine stops instantly. He can talk into the
phonograph at any hour, day or night.

"We do not endeavor to sell a machine and let
it go at that. We have a system for a conduct

of the entire operation. All machines are in-
spected twice each month for a year without cost
to the purchaser. It is a general belief that the
corrections cannot be made on the phonograph.
This is erroneous, as you will see by consulting
the chart which shows the scale. This corre-
sponds to the scale of the phonograph, and makes
it possible to make corrections or changes any-
where on the cylinder at any time. In other
words, it gives the girl an idea of what is on the
cylinder, the length and- number of letters, tele-
grams, corrections, etc., etc.

"The mission of the business phonograph is to
save the time of the business man. increase the
efficiency of his operator, produce absolute ac-
curacy, and make it possible for twice as much,
to be accomplished in a given time as formerly
by use of the old system, to lessen and lighten
office and business cares.

"Just a side light on the business. The story
is told of an executive meeting at Orange to con-
sider ways and means of reducing expenses, in-
asmuch as the present financial stringency has
affected the talking machine business just the
same as any other. A number of suggestions
were made, and one department head suggested
that the item of advertising be reduced. Mr.
Edison wrinkled up his interestirg face and re-
plied, 'No! we can't cut down the advertising, if
I have to go out in the shop and take out the
automatic screw machines, we won't cut down ad-
vertising.' This is an indication of Mr. Edison's
progressive ideas and shows what he thinks of
the value of advertising as a promoter of busi-
ness."

The surest asset that any concern can have is
advertised prestige. Its banks may fail, its offi-
cers may die, its property may be destroyed by
fire; but you simply cannot touch its "good
will," because that is engraved in the minds of
millions of people.

Alphons Westee, secretary and auditor of the
Edison companies, has been elected treasurer of
those companies, to succeed John F. Randolph.

WONDERFUL TALE FROM SAUGUS.

A wonderful tale of a natural phonograph
comes from 'Saugus, Mass., the story being as
follows :

"Happy" Dunn, whose father used to be town
crier, has an oyster that can sing. "Happy"
found the oyster in the Saugus river flats re-
cently and took it into the grocery store in East
Saugus. It was one of the largest oysters that
"Happy" had ever seen and he wanted to show it
to the boys. In passing it around some one ac-
cidentally squeezed it, and "Happy" declared
that he heard music. They tried it again, and
although the tones were thin and piping, the
strains of the "Merry Widow" waltz arose from
out the shell unmistakably. "Happy" dropped
the oyster" on the floor, dumbfounded, and it
sang, "Love Me and the World is Mine." The
words were indistinct, but the music was very
plain. "Happy" has been offered $50 for the
oyster by a Lynn man, but he declares his' in-
tention of presenting it to the Saugus Museum of
Natural History."

Great hard cider in Saugus, b'gosh!

Three record booklets were issued by the
Columbia Phonograph Co., general, this week,
namely: (1) a list of dance music, (2) vaude
ville selections, (3) Uncle Josh stories and talks
(4) an entirely new and revised advance Colum-
bia Fonotipia catalog. The latter will contain
32 numbers and more will be added as rapidly
as possible, with jno fixed date for issuance, but
as quickly as the records are pressed and pass
inspection, until the complete Fonotipia reper-
toire is before the trade.

The Birmingham Phonograph Co., Birming-
ham, Ala., who started their business at 2106
First avenue early in the fall, have had great
success with the Columbia line, which they
handle exclusively. The many employes of the
furnaces, railroads and mills in that locality
present an excellent field for the talker.

PRACTICAL^

THE

BALDWIN IVORY NEEDLE

FOR DISC TALKING MACHINES

PATENTED

Not hard enoagh to mjiste Records as a steel needle does, not soft enoagh to fail to do its -w^orfc.

Eliminates Scratching Preserves tlie Records Gives a Beautiful Tone

INEXPENSIVE, as each Needle may be used several times without change, and when worn the point may
be easily renewed on the Renewing Block, furnished free.

No change of Needle Arm necessary, on account of shape of needle, as a Special Holder is given with
each box.

Retail price for box of 25 Needles, including Special Holder and Renewing Block, $1.00. On succeeding or-
ders, without Special Holder or Block, 35 Needles will be furnished at same price.

Samples and full information sent to regular jobbers and dealers on application. Mention make of machine
when writing.

O

THE BALDWIN MANUFACTURING CO., 122 Monroe Street, CHICAGO

THE TALKING MACHINE WORLD.

31

ALICE NIELSON TO LYON & HEALY.

The Famous Operatic Artiste Pays Tribute to
the Victor Victrola.

(Special to The Talkiug Machine \Yorld.)

Chicago, 111., March 9, 1908.
When the San Carlo Opera Co. was recently
appearing at the Auditorium Theatre, in this

manager permission to have her "snap-shotted"
in the attitude of listening to one of her own
records. That she heartily approved the Victor's
reproduction of her beautiful voice is evidenced
by her facial expression in the photograph which
is herewith reproduced. Furthermore, Miss
Nielson indited the following letter:
"Messrs. Lyon & Healy.

"Gentlemen — Thank you for loaning me the
Victor Victrola. I enjoyed it more than I can

was the organizer, chief stockholder and treas-
urer.

"Plaintiff alleges that about September 25, 1899,
the defendant falsely and fraudulently repre-
sented to him that the National Gramophone Cor-
poration was in a prosperous condition ; that it
was earning large sums of money; that it had
earned and paid 19 consecutive monthly divi-
dends at the rate of 1 per cent, per month out
of its earnings; that its stock was worth more
than 75 cents on the dollar of its par value; that,
it had earned and paid a dividend of 1 per cent,
per month for March and April, 1899; that the
corporation had a factory in New Jersey where
it employed a number of persons.

"Plaintiff stated that, relying on the representa^
tions, he sold to the defendant certain real prop-
erty for $28,500 and accepted in payment there-
for $17,000 in cash and 140 shares of the stock
of the National Gramophone Corporation at the
par value of $100 each. Plaintiff alleges that the
defendant, with others, for the purpose of cheai-
ing and defrauding him, and others, had devised
and carried out the scheme of organizing the
said Gramophone Corporation; that the corpora-
tion had not paid 19 monthly dividends, had
never paid any dividend out of its earnings; that
all dividends or pretended dividends had been
paid out of its capital and the* proceeds of the
sale of its stock. Argued by Waldo G. Morse,
for appellant: .James M. Gray, for respondent."

MTJLTIPHONES FOR SAN DOMINGO.

city, Manager Goodwin, of the talking machine
department of Lyon & Healy, sent a Victor Vic-
trola to Alice Nielson's apartments at the Annex.
So delighted was the famous singer that she
readily granted the enterprising talking machine

TRADE BECOMING STRONGER.

The Growth Is Not Overpowering, but Spring
Sales Will Represent a Fair Average — Is
There a Superabundance of Jobbers?

Despite the talk of a drooping trade, alleged
to ibe existing, the most prominent jobbers and
dealers make contrary reports. To be sure there
is no special need to glorify conditions from
the housetops, as a general .sales manager of
one of the "big four" phrased it. Undoubtedly
trade is not what it should be, but at the same
time it is becoming stronger, with every indica-
tion that while the spring sales may not be up to
expectations, as framed up a year ago. still they
will represent a fair average.

More or less talk is heard of the super-
abundance of jobbers. That is to say, it is held
territorial limitation would be an excellent ar-
rangement were the machine and record manu-
facturing companies operating under controlling
patents to change their policies, oi which there
is no likelihood, at least for some time to come.
Various arguments are advanced in furtherance
of this proposition on the part of the jobbing
element, but no definite plans for rectifying the
alleged superfluity have been formulated.

tell you. I shall certainly have one for my home.
"Yours truly, Alice Nielson."

Handsome reproductions of the photograph
were sent to the customers of the company
throughout the city.

Corporation. Plaintiff sold some real property to
the corporation and took part cash and the rest
of the payment in stock. It developed that the
stock was not quite so good as represented, hence
the action. The case, in brief, is as follows:

"No. 139 — George D. Mackay, plaintiff-respon-
dent, against Frank Seaman, defendant-appellant.
Defendant appeals from a judgment of the Appel-
late Division, Second Department, affirming a
judgment of the Westchester trial term in favor
of the plaintiff. The action was brought to re-
cover $10,500. with interest, for alleged false
representations made by the defendant in the
sale to the plaintiff of stock of the National
Gramophone Corporation, of which the defendant

Thirty multiphones were shipped to Santo Do-
mingo, W. I., this week by Carlos Cadmus, a
consulting engineer, formerly of Philadelphia,
Pa., but now of Puerta Plata, oi; the black repub-
lic. Senor Cadmus, a combination of Spaniard,
Yankee and Creole, is a man of marked type,
even for that peculiar country, and he believes
his investment in the multiphone a money-maker
of large proportions.

HERZOG PRESIDENT ABROAD.

John A. Jackson, president of the Herzog Art
Furniture Co., Saginaw, Mich., accompanied by
Mrs. Jackson, sailed on the 7th inst. on the
steamer Amerika for Europe. It is the inten-
tion of Mr. Jackson to be absent about two
months visiting the principal points of interest
in Europe.

The chief factor in any man's success or fail-
ure must be his own character; that is, the
sum of his common sense, his courage, his virile
energy and capacity. Nothing can take the place
of this individual factor.

ANCIENT "TALKER" HISTORY

Brought to Light Through the Case Now Being
Heard in -the Court of Appeals in Which
Frank Seaman and the National Gramo-
phone Corporation Figure.

While the National Gramophone Co. is no
longer in existence, the fact that this concern pre-
ceded the present Victor Talking Machine Co.,
Camden, N. J., will make the subjoined state-
ment at least interesting from a historical point
of view. Frank Seaman is well known to every-
body familiar with thfe organization of the Victor
Co., and he is now a prominent figure in the pro-
fessional advertising field.

In the Court of Appeals, Albany, N. Y., Feb-
ruary 26, arguments were heard in a case that
involves some stock in the National Gramophone

No. 122

Cylinder Record Cabinet
A Good Cabinet at a Reasonable Price.

Holds 125 Cylinder Records. Height,
32% inches; Width, 17% inches; Depth,
nV> inches; Shipping Weight, 70 lbs.,
crated. Quarter-sawed Oal< top, front and
baclc. Finish: Golden or Mahogany. All
four sides and back rubbed and polished.
Note raised panel drawer fronts.

Price $13.00 List.

HumpKrey
Record

Cabinets

All Styles
All Sizes
All Finishes
At the Right Prices

Ready for Immediate
Delivery

Send in your orders

HUMPHREY BOOK CASE CO.

DETROIT, MICH.

32

THE TALKING MACHINE WORLD.

TRADE NOTES FROM "GOLDEN GATE."

Improvement in the Talking IVIachine Situation
— Out-of-Town Dealers Report Doing Best
Business — Lauder Records Popular — Sher-
man-Clay's Victrola Business — Columbia
News — Bacigalupi Says Edison Business Is
Improving — Mrs. Higley Patents Device.

(Special to The Talking Machine World.)

San Francisco, Cal., March 6, 1908.

There has been some slight improvement in
the talking machine situation during the past
two weeks, but business is still quiet in com-
parison with a year ago. Local trade is quiet,
but the outside dealers are doing a very fair
business, and some of the local houses are
keeping busy with mail orders. Mr. Miller, who
is now general manager of all the retail stores
of Kohler & Chase, reports that this feature is
keeping up finely. Mr. Wise, who is to take
charge of the talking machine department at the
Sacramento store, is at present with Mr. Brown
in the wholesale department in Oakland. The
new Lauder-EdiSon records have been received,
and Mr. Miller is greatly pleased with them. He
states that they are selling about as fast as he
can get them in.

Sherman, Clay'& Co. expect in the near future
to receive samples of the new model Victrola,
with an ornamental case. The Victrola business
is keeping up very well, though there is not as
much demand as a few weeks ago, when dealers
all over the country were getting them. Most,
of the local dealers, however, report a good many
sales at retail all the time.

W. G. Saunders, of the Vailejo agency for the
Columbia Phonograph Co., was in San Francisco
a few days ago. Mr. Stapp, who has been trav-
eling for the company in the North, also spent a
few days at the local headquarters. He reports
a very good business in Portland, Ore., which
shows more prosperity than the rest of the
northern cities. E. M. Scott, formerly of the
Los Angeles branch, has taken charge of the
local retail department on Van Ness avenue,
occupying the place recently vacated by Mr.
Sears. The company are fitting up a special
room in the Van Ness avenue store for the dem-
onstration of fine opera records.

Peter Bacigalupi says that collections show
little improvement, but the Edison business
is still improving, and is now about normal.
M. E. Gardner, of the Edison Co., is now in San
Francisco.

Mrs. J. M. Higley, of Niles, Cal., has applied

for a patent on a device she has invented to
protect talking machine records from wear.

W. L. ECKHART'S NEW VENTURE.

Resigns After Successful Career With the Co-
lumbia Co. to Engage in Business Under the
Name of the Manufacturers Outlet Co. — Will
Handle Talking Machines and Novelties —
Has Good Wishes of the Trade.

Just ten years ago in January Walter L. Eck-
hardt, who left the Columbia Phonograph Co.,
General, March 1, to start in business on his
own account, entered its service through the Bal-
timore, Md., office. His promotion had been
rapid, until when his connection ceased he was

IV.iLTKll L. KCKIIAItliT.

manager of the wholesale department — a position
that was specially created for him. After his
success in Baltimore Mr. Eckhardt was trans-
ferred successively to Washington, D. C, Chi-
cago, Cincinnati, and finally to New York. He
has had a varied experience in the talking ma-
chine business, and each office he has filled very
acceptably to the company. He has made many

friends, and in going into his new field of activ-
ity their good wishes for his continued success
will follow him.

Mr. Eckhardt's enterprise will be known as the
Manufacturers' Outlet Co., with his address tem-
porarily at 393 Broadway, New York, in which
talking machines and a general line of staple
novelties will be handled in a large way. In
order to place his lines on a proper footing, Mr.
Eckhardt may find it necessary to go abroad.

YERKES SUCCEEDS ECKHAEDT.

H. A. Yerkes, who is the New England dis-
trict manager for the Columbia Phonograph Co.,
General, with headquarters in Boston, Mass.,
was appointed at the beginning of the week gen-
eral wholesale manager of the company, succeed-
ing Walter L. Eckhardt, whose resignation is an-
nounced above. Mr. Yerkes, who is one of
the best-equipped talking machine men in the
trade, will assume the duties incident to his new
position on March 15.

NORCROSS PHONOGRAPH CO. NEWS.

In their Norcross Reproducer for indestructible
records, which combines quality with volume of
tone, the Norcross Phonograph Co., 662 Sixth
avenue, New York, have struck the fancy and
business instinct of the trade and have therefore
won a marked success. Another specialty of
this concern is the wood diaphragm for model
"C" and Columbia reproducers, which produces
truly marvelous results, bringing out the real
singing quality of the music. In a talk this
week with Mr. Norcross. proprietor of the Nor-
cross Phonograph Co., he stated that he had some
more surprises "up his sleeve" that when sprung
on the trade at an early date would ^-reate as
great a furore as his previous specialties.

DOESN'T PAY TO LOSE TEMPER.

"A great many years age," said a partner in a
large talkir.g machine concern, "while traveling
on the road, I lost my temper under very trying
circumstances, in dealing with the buyer of a
large concern. Long afterwards I secured the
services of a traveler who was intimately con-
nected with that buyer. The first time our new
man called on him he was surprised at the re-
ception he received upon presenting the firm's
card. The man with whom I had quarreled
opened up on our new representative with the
words: 'We have been good friends, and you
have always given me a square deal. It would
be a real pleasure to continue my business rela-
tions with you personally, but you can go back

and tell your employer to go to before he

gets another dollar's j?orth of business from my
firm.'

"During the years that followed, our firm was
deprived of thousands of dollars' worth of busi-
ness from him, because I had lost my self-contro;
Just once."

To a man up a tree, it would look as though
the narrator of this instructive tale had made a
second mistake as large as the first one. When
he found that an old grudge had rankled because
he had once forgotten himself and said things
he should not have said, why didn't he go to the
other man, own up, take it all back, and estab-
lish new relations? This is now one of the
foundations of good business — to be on good
terms with the other fellow: this is one of the
foiiiKlatiou stores of the trade associations.

RECENT COLUMBIA LITERATURE.

A little brochure devoted entirely to the ex-
ploitation of the Symphony Grand Graphophoue
is just out.

"Columbia Grand Opera Records. Fonotipia
Series" appears on the title page of another new
liooklet just issued by the Columbia Co. This
contains portraits and sketches of the careers ot
grand opera artists and also list of records.

r.\T. No. 877,832. JAN. 28, 1908.
Cut showing ELASTIC KACK fitted to 2 Units of Sectional Hook-
cases. Upper section (oncn) for Ill-inch Uecords. Lower section
(closed} (or 18-inQh Uccoras. Records kept in alphabetical order.

Elastic Rack

FOR

Disc Cabinets

This rack can be used with
ANY Music Cabinet, or
Sectional Bookcase or any
make Disc Cabinet.

It increases the Capacity of a
Cabinet.

Permits classification of records
by titles or alphabet or singers,
etc., etc., by means of adjust-
able indexes.

Every record can easily be found
and to its place returned.

inexpensive and attractive.

AGENTS WANTED

For further information apply to

X. CLJKIER

2025|Broa<Jway, N,Y,

THE TALKING MACttiNE WOtlL13.

Our Always Complete Stock of

EDISON

Phonographs and Records

Is in better condition than ever before.
This fact should interest Country Dealers.

It will save expense and delay to have
of your orders filled and shipped the day received.

100^"

A SUGGESTION:

When New Customers are scarce, get busy with your
Old Customers ; sell them any of the following :

Practical and Useful Accessories
EUREKA RECORD CABINETS i F^^^^^^i^^ ^^^^/^^^f^^i^^^^ ^ place

FOR DISC OR CYLINDER RECORDS \ eacli rccord aod each record in its place.

TRUETONE AMPLIFYING HORNj^^*^® entirely of wood, improves the tone
FOR CYLINDER OR DISC MACHINES I and Increases the volume.

MORRISEY REPEATING ATTACHMENT] Easily attached-no holes to driU-
FOR EDISON HOME and TRIUMPH PHONOGRAPHS ( Qulckly adjusted to auy length record.

For Edison Standard Home and Triumph Phonographs.

) Stops the machine at the end of a record

' Starts the; machine when placing record on mandril. "

WILKESLYKE DEVICE jLToinS'

FOI nilVG HORNS t Searchlight metal and Ideal leather.

A \/Lii^i.iiivT ^ A convenience in carrying machines from place to place, etc.

All TfllVF^ HyinniFIFtt ^ ^ sound regulator for Victor Taper Arm Machines, adds
^M-iM-i 1 VlH I-i^ iVlvrUir lUill, / no weight to speaker — operated while machine is playing.

Np We carry in stock all Standard Supplies and Accessories
• HORNS, CRANES, CARRYING CASES, etc., etc., etc.

34

THE TALKING INfACHINE WORLD.

TIMELY TALKS ON TIMELY TOPICS.

The trade are more or less familiar with many
phases of the copyright situation, but the per-
sonnel of the Congressional committee in ch-arge
of this interesting legislation is comparatively
unknown. Of course, with the incoming House
of Representatives some changes were made in
the Patents Clommittee, hut the Hon. Frank D.
Currier, of New Hampshire, still remains chair-
man. In the Senate such changes as have oc-
curred were due to the "fell destroyer," with the
exception of Chairman Kittredge, who was
shifted to another important committee. Senator
Smoot taking his place. Death removed first
Senator Mallory, of Florida, but his successor,
Senator Bryan, was appointed to fill the place.
Then on February 20 Senator Latimer, of South
Carolina, passed away. Who will succeed him
remains to be seen. With the shifting of the
membership, however, much speculation is be-
ing indulged in regarding their attitude on copy-
right legislation.

So far the voting inclination of Senator
Brandagee, of Connecticut, who took the place-
of Senator Kittredge, on those bills, is one of
conjecture, although it has been intimated he
will support Senator Smoot. The latter's meas-
ure favors the talking machine trade. Senator
Bryan, the youngest man who has ever received
the official salaams in the historic chamber, has
not yet been lined up, nor has he given out any
expression of opinion on this "burning question
of the hour." If the new appointee is equally
sphinx-like — and, by the way, the alleged wis-
dom of too many Senators is owl-like rather than
crafty — no one can tell what kind of a bill may
come out of committee. In fact, the topic is
one that has reached that strenuous stage when
an inquiry would doubtless receive the Delphic
reply, "Speaking of onions, how is your sister?"

Exclusive jobbing territory is still a "live
wire" in the trade, and probably always will be
as long as present conditions last. The World
has referred to this disputation at various times,
more from the jobbers' than the manufacturers'
point of view. Manufacturers who are strong
in their line, who maintain and protect prices,
have ample reason to be justified in the policy
they pursue in this respect. It must be remem-
bered that hundreds of thousands of dollars
have been expended by them to educate and in-
form the public as to the intrinsic value of their
product. In consequence thereof competition
among the jobbers or distributers, as you please,
to capture trade either directly, or via the dealer,
has not only become keen, but, to some extent,
selfish. Consequently this class of jobber has
"opinions" as to what the manufacturer should
do in the premises. Briefly, divide the country
into districts or territories and allot so many
jobbers to cover the business. It is argued were
this done- the tremendous advertising outlay of
the manufacturing companies would be lessened,
as the territorial jobbers would assume this ex-
pense, in a measure. As the poet says, "Wouldn't
that jar you! "

To be sure a few of the jobbers would do jus-
tice to the advertising proposition, but they
would be scarce. Those who would contract for
- double-pages in colors or covers in the most ex-
pensive magazines in the country are to be
guessed; three throws for each man, and then
the net results would more than likely be nit.
Probably a new company — one placing its prod-
uct on the market now — could and probably
would look after the territorial divisions, but
the great companies, whose names are known
the world around, have no time to rearrange
their selling policy, or grant exclusive privileges,
at least in the iJnited Stales. The game is too
gigantic, and unless a jobber or distributer is
husky and enterprising enough to accept the
situation as it is, he had better fire his feeble
gun and fall out of the ranks. The contingent

=)

that is out for the money have no time or
patience to discuss academical questions or wish
for a Utopian state of affairs. They simply
plunge in, do their "dandiest" and come out on
topj' asking no odds of any man, so long as they
get the goods to sell.

As Walter L. Eckhardt, who recently retired
from wholesale management of the Columbia
Phonograph Co., general, remarked recently,
"the double-face record is bound to come. We
have been compelled to furnish it for our for-
eign trade, and the time is short here when the
duplex disc will be the only thing in sight.
Why waste absolutely a whole side of a record —
as good material as the other side — when you
can hand out another selection at one and the
same time and at one price?" This gives one
pause, as it were, and Mr. Eckhardt's logic is
unanswerable.

Even the public press is beginning to sit up
and dope out possible fields of usefulness for the
talking and moving picture machines. In fact,
the St. Louis Times, in a recent issue went so
far as to consider the matter in an editorial
light and predicted that in Wew of the fact that
the talking machine companies had succeeded in
getting most natural records of the voices of the
famous singers of the day, including Caruso,
Bonci, Calve, Melba and Nordica, and have listed
entire operas, while the moving picture concerns
have pictured both operas and dramas on their
films, it will not be long before the talking ma-
chine will be adapted to spout out the "business"
in a drama, the scenes being reproduced in mov-
ing pictures.

Although the paper referred to offers the sug-
gestion seriously, stating that by that means
small towns would have the opportunity of see-
ing successful plays soon after they were pro-
duced in the larger cities, and long before regu-
lar road companies would visit the town, if then
at all, it is not necessary to remind our readers
that such combined talking machine and mov-
ing picture dramas and shows have been pro-
duced very successfully in a number of localities,
although they have not reached the stage as yet
where current plays have been reproduced for
the edification of the "small town" folk.

For years experiments have been going on
essaying to prove the commercial value and
utility of sending sound over telephone wires
direct from the talking machine. The latest de-
vice of this kind hails from Brooklyn, N. Y.,
whereby the inventor claims he has solved the
problem. He says record music has been wired
twenty miles by means of a new double dia-
phragm. While not pretending to explain in de-
tail this appliance, when being discussed by an
expert familiar with the Edison patents, he cited
one after another of the "Wizard's" inventions,
showing the drawings and specifications, to
prove that pretty nearly everything "under the
sun" in this line had been covered. When the
Edison experiments were under way the tele-

A LL Kinds of Special
^ Work in Sapphire,
Not Covered by Patents,
Made to Order, for Flat
Plate or Cylinder Ma-
chines.

ALL ORDERS ATTENDED WITH
PROMPTNESS AND CARE

PALACE PHONOGRAPH CO.

309 SPRINGFIELD AVENUE
LOUIS A. CHIPOT NEWARK, N. J.

phone wires used were between New York and
Philadelphia, and the results in the reproduc-
tion of phonograph records were almost perfect.
But nothing of anj- great commercial value fol-
lowed, and the demonstrations were carried on
more from a scientific than a practical stand-
point. Still this latest arrival in this very inter-
esting field of work may prove the open sesame
to the whole problem, and the world made richer
and happier bj' its successful application to
human affairs.

One of the best-known men in the record-mak-
ing business is firmly of the opinion that the
patent laws of the United States should be
amended so as to permit any one to manufacture
an article, providing the royalty is paid. In
other words, he would abolish the monopoly now
enjoyed by the inventors. This looks feasible
superficially, but the change is not likely to be
brought about. In the first place, such an ar-
rangement would deprive the patent attorneys
of a very profitable source of income; secondly,
the profession is as a body very much opposed
to any tinkering with the patent statutes, es-
pecially in view of the attitude of the present
Congress toward so-called monopolies. Attor-
neys with this line of practice do not hesitate to
say that were an attempt made to revise the
patent laws now, there is danger of the national
legislature reducing the "life" of a patent from
seventeen years, and therefore it would be much
better to leave well enough alone. Of course, the
patent situation in the talking machine trade 'in
certain directions is very acute, consequently the
wish of the record-making light is father to the
thought. ;

It is said, on ^ood authority, that the four
and one-half cylinder record is sure to come.
The accepted standard size is spoken of as too
short and were it lengthened a half inch two
verses of a song could be recorded, giving much
greater satisfaction than at present. One of the
record manufacturers, whose product' is attract-
ing much attention on account of its tone qual-
ity and fine finish, is working on such a record,
and it is likely to be placed on the market any
time.

IDEAL FOLDING HOEN VERY POPULAR.

The Ideal Fastener Co., 143 Liberty street.
New York, have had wonderful success with
their latest product, the Ideal folding horn,
which has appealed to the trade and public in
all sections. The horn, the details of which are
very likely quite familiar to our readers by this
time, has practicability as its most interesting
feature, and is made in two sizes for both disc
and cylinder machines. While carefully looking
after their trade in the United States, the Ideal
Fastener Co. have found time to build up a
strong export business, and have already re-
ceived orders from as far away as Hong Kong
and other points in the Orient. Truly they might
well adopt "expansion" as their motto, for they
have shown their ability to live up to it.

RECORDS OF THE MOJAVE INDIANS.

Five hundred songs and folklore legends of
the Mojave Indians have been collected into
phonograph records by A. L. Kroeber and his
wife for the department of anthropology at the
University of California. Aiding the scientist in
the work of preserving the quaint history and
sayings of this tribe of Indians are the most
intelligent men and women of the tribe.

The G. W. Larrebee Co., Kennebunk. Me., who
handle the 'Victor talking machines, have greatly
increased their sales by giving a series of mat-
inee talking machine concerts on Saturday after-
noons.

L. F. Geissler, general manager of the Victor
Talking Machine Co., Camden. N. J., was in New
York Febnuiry 2S. His son. Arthur, president of
the Talking Machine Co., Chicago, was also here

I lie following day.

THE TALKING MACHINE WORLD.

35

RINKER MUSIC CO. OPENING.

Their New Store Devoted to Talking IVIachines
and Otiier IVIusical Instruments One of the
Best Appointed in the City — Victor, Edison
and Columbia Goods and Supplies Handled.

The Rinker Music Co., of LaPayette, Ind.,
held the formal opening of their new store on
Feb. 1, and proprietor "William H. Rinker fias
since been deluged with compliments on the
perfect appointments and decorations of the new
store which is described as one of the hand-
somest establishments devoted to musical instru-
ments and talking machines in the State. It is
fourteen years since Mr. Rinker started in busi-

KINKER CO.'S "TALKER" DEPARTMENT.

ness in LaFayette and the new store bears evi-
dence to the progress he has made. The building
is a new one and was constructed especially for
Mr. Rinker's purposes. He handles Victor, Edi-
son and Columbia goods, and the accompanying
illustration gives an idea of the facilities for
caring for his talking machine trade. The after-
noon of the opening day a concert was given in
the warerooms by a well-known singer from
Ohio. In the evening a local orchestra discoursed
sweet music and the talking machine artists
were in evidence throughout the day.

SOME LATE CHICAGO NOTES.

Kreiling & Co. Experiencing a Great Demand
for Their Tiz-lt Joint Horn Connection —
Berry-Wood Specialties — Edison Co. Bring
Suit Against Kleine (Chicago) Optical Co.

(Special to The Talking Machine World.)
World Office, 195 Wabash Avenue,

Chicago, 111., March 10, 1908.
Kreiling & Co., North 40th avenue and Le
Moyne street, Chicago, are meeting with marked
success with their Tiz-It all-metal ball joint horn
connection for cylinder machines. It has now
been on the market for about two years, and so
great popularity has it reached that the majority
of the jobbers throughout the country stock it
and push it vigorously. A tribute to its excel-
lence is found in the fact that one of the large
manufacturers of dictation machines now em-
body it in every commercial machine sent out
by them.

Wm. R. Berry and Fred W. Wood, of the Berry-
Wood Piano Player Co., of Kansas City, were in
the city Saturday, March 7. They have both just
returned from an extended trip through the
Far West and along the Pacific Coast and report
excellent business on their auto-electric coin-con-
trolled piano. Kohler & Chase, of San Francisco,
now have the agency for the instrument for the
entire Pacific Coast and are pushing it ener-
getically. They have several Berry & Wood
pianos in the ferry building, San Francisco, that
are proving themselves record breakers in nickel
collecting.

With the filing of two suits in the United

States Circuit Court by the Edison Co. against
the Kleine Optical Co. and George Kleine yester-
day, the first move on the part of the Edison
Manufacturing Co. to defend the validity of its
patents covering moving pictures was made.
Other suits, it is said, will be instituted immedi-
ately against all exhibitors, showmen and users
of moving picture films made and manufactured
by anyone except those authorized to manufac-
ture under the license given them by the Edison
Manufacturing Co. recently. Both suits are
based upon patents granted to Thomas A. Edison
for improvements in kinetoscopic films, Jan. 12,
1904. The bills of complaint allege that the de-
fendants have caused to be made, used, and sold
within the district and elsewhere within the
United States kinetoscopic films embodying and
containing these inventions.

W. E. Gilmore, president and general manager
of the National Phonograph Co., arrived in Chi-
cago to-day.

THE "TALKER'^S SPELLBINDER.

Not Used in Elections in This Country as
Largely as in England — A Prime Factor as
Vote Getter if Properly Utilized — Dealers
Should Get After Political Parties.

The part the talking machine is to play in the
forthcoming national campaign in this country is
still a matter of uncertainty. In the last politi-
cal campaign in England, as well as in the pres-
ent agitation for a tariff on imported goods, the
talking machine has been used to great advan-
tage as a "spellbinder" throughout Great Britain,
In fact, it has become an accepted medium for
transmitting the opinions of public men to the
people, and is also being used with great effect
by the strenuous women who composed the "suf-
fragette party," and who demand the rights of
the ballot.

It is generally conceded that the use of the
talking machine in politics has been a great suc-
cess in Europe, but as much cannot be said for
it in this country. During the last gubernatorial
campaign Wm. R. Hearst, the opposing candidate
to the present Governor of New York State, used
the talker, but in a very inadequate way.

The talking machine in politics must be sys-
tematically and intelligently utilized. The
speeches must be recorded by a professional, and
the machine employed must be entirely satisfac-
tory to the end that the audience can hear the
remarks with perfect distinctness. Then in con-
nection with the program first class operatic and
popular numbers should be interspersed so that
the interest of the audience is always maintained.

There are great possibilities for the talking
machine as a campaign orator; moreover, candi-
dates can feel assured that no hasty remarks are
made by flamboyant and excited speakers. The
talker always annunciates the policy outlined
and sticks to it. It will reach sections that no
ordinary speaker can ever hope to reach, and
viewed from any and every standpoint it is a
most valuable acquisition to the staff of any and
every national committee desiring to achieve re-
sults. It has proven most educational in almost
every line of effort it is employed, and will 'prove
as satisfactory in the political arena.

Would it not pay talking machine men in their
respective cities to get in touch with the leaders
of political parties? It is only necessary to pre-
sent some of the arguments outlined above to
convince them that the talker is just the "friend
in need" — a friend who will not make any rash
or intemperate remarks, who will always be "on
the job," whose champagne bills will be nil, and,
better than all, a friend who will make votes.

The Victor talking machine department which
was installed last October in the Heyman Co.'s
store at Grand Rapids, Mich., by Roy J. Keith,
of the Talking Machine Co., Chicago, Is doing
well under the management of Geo. S. Ricaby.

The Powers & Henry Ck>., the largest talking
machine dealers in Pittsburg, Pa., announce that
they will discontinue their retail departments
and devote themselves entirely to the wholesale
end of the business.

NOTICE

We beg to announce to
the Talking Machine Trade
in general, that owing to the
fact that the word "Zon-O-
Phone" had alfeady been filed
and incorporated in the State
of New York, it will therefore
be impossible for us to con-
tinue using the word 2/011-0-
Phone" in connection with our
corporate name. We therefore
beg the indulgence of the
Talking Machine Trade, and
herewith wish to announce that
we will hereafter be known as
the

Zed
Company

Our place of business has
already been fitted up to take
care of all the orders for Zon-
O- Phone Machines and
Records, and we can" state
that any orders sent to us will
be shipped the same day. Our
aim in the future will be to
give service, so that Dealers
will not have to carry a large
stock, but will be able to re-
ceive the goods from us the
same day as the order is re-
ceived, or if out of town, the
following day. Send for com-
plete catalogues.

ZED COMPANY

FORMERLY

Zon-O-Phone Distributing'
and Export Co.

77 Chambers SI. NEW YORK

Telephone | [ Worth

36

THE TALKING MACHINE WORLD.

TRADE HAPPENINGS IN PHILADELPHIA

Quite an Improvement in Trade — Chat With A. C. Middleton on Copyright Matters — Improved
Graphophones in Demand — Buehn & Bro. Covering .the Wholesale Trade — New Side Lines
for Western Talking Machine Co. — Zon-o-Phone Sales Increase — Lauder Records Find Favor
With Penn Phonograph Co. — Marked Increase in Business With Victor Co. — Andrew Mc-
Carthy of Sherman, Clay & Co., a Visitor — New Red Seal Records — Victor Co. Increase
Road Force — Musical Echo Co.'s Publicity Campaign — Their Concerts Attract Many.

(Special to The Talking Machine World.)

Philadelpliia, Pa., March 6, 1908.

The talking machine business in Philadelphia
has been showing quite an improvement right
along, and it has been very little affected by the
business depression; but the new things that
have been brought out right along have kept
the public interested, and there has never been
a time in the history of the talking machine
industry when prospects have looked brighter
than at present. INIuch interest has been mani-
fested by the Philadelphia trade in the recent
Supreme Court decision, which declares^ that
the copyright law as it stands does not prohibit
this form of reproduction without proprietary
rights. A. C. Middleton, secretary of the Victor
Talking Machine Co., whose headquarters are in
Camden, N. J., says that his latest information
from Washington on the subject indicates that
the amendments against the talking machine
companies would fail.

"Our position is," he says, "that to prohibit
the reproduction of musical pieces by mechanical
devices would work a great hardship upon the
majority of composers. These men go on their
knees to us to induce us to put their works upon
our machines, as it is the best of all means of
advertising them. And the public would lose
much free enjoyment of good music, if this pro-
hibition were to be made."

Joseph C. Fraley, a legal authority on copy-
rights, says, in a general way, that he regards
the decision as judicially sound. "The law, as
it stands, does not apply," he says, "to mechani-
cal devices in connection with musical composi-

tions, even though these devices happen to be
embodied on sheets of paper in certain means
of notation other than printed characters. It
applies only to printed matter. Congress un-
doubtedly has the right to amend the copyright
law." -

The Columbia Phonograph Co., of Philadel-
phia, is one of the largest general dealers in
graphophones in this city. They have been
doing a very good business since the first of the
year, but not what would naturally be expected,
as they report that their business shows only
such improvement as is the result of enlarged
advertising and increased activity on the part
of local salesmen. They have been doing parti-
cularly well on the new improved types of
graphophones, and have been receiving many old
styles in exchange. The BQ machine, which
has the same style arm and horn as the disc ma-
chine, is proving to be a great winner, and has
been the means of putting the Columbia line in
the hands of dealers who hitherto have not
handled it. The single face Fonotipia records
have also won for the firm a host of new friends
among high-grade buyers and those who appre-
ciate grand opera music. General Manager
George \V. Lyle, of New York, spent a day with
the company last week, and says he is very
much encouraged with present conditions and is
optimistic concerning the future. P. G. Under-
wood is at present traveling in the northern
part of the State for the firm, and Harry P. Van
Steenbergh is at present covering New Jersey
and nearby points.

Louis Buehn & Bro., the wholesalers and re-

tailers of the Victor and Edison talking machines,
at 45 N. Ninth street, report that their business
has been showing a gradual picking up ever
since the first of February, and that month was
a particularly good one for them. They carry
a heavier stock at present than they have ever
had before, and, with a record of conscientious
dealing back of them for the past ten years, they
have built up a trade second to none in this city.
They have a complete line of all the records cat-
aloged, and have been having a very large call,
particularly for the latest grand opera records.
They have two men on the road at present, Ed-
ward E. Buehn and R. J. Dungean, wh'o cover the
entire State as far west as Pittsburg. The firm
are about to take over the agency for the Na-
tional Phonograph Co.'s commercial business
machine. The branch house for some time have
had offices in the North American building. They
will close these offices, feeling that the Buehn
firm will be able to do full justice in the han-
dling of the instruments. Harvey Orr, who was
in charge at the North American offices, will take
charge at 45 N. 9th street.

The Western Talking Machine Co., 41-43 N.
Ninth street, is another of our largest dealers in
the Edison and Victor talking machines, and
they, too, note a gradual increase in the business
each week since the first of the year. They do
jobbing principally, but have also been having
a very good retail business. They have a man
representing the flirm throughout the State, and
report that he has been doing very well. They
contemplate putting in a new side line, but have
not made arrangements fully to announce the
nature of it as yet.

The Zon-o-phone has been showing a very sat-
isfactory increase in styles in Philadelphia. Al-
though one of the oldest talking machines on
sale in Philadelphia, the present management,
the Disc Talking Machine Co., are hustlers and
they are pushing the line hard. They also have
an agency for the Victor machine, and the two
combined are keeping the firm's headquarters at
13 N. Ninth street, always a beehive of activity.
Particular interest is centered in that establish-

It Matks a New Era in Talking Machines

The Norcross Reproducer

Constructed Especially for Indestructible Records.

Produces an unparalleled volume of tone, and immeasurably superior to anything in its class. It reproduces the

human voice as nature created it— in all its fullness and purity.

PRICE (including w^ood diaphragm) $7.50. Type for Edison machines now ready.

The biggest
stfrprise to the
talking ma-
chine commun-
ity in years.

THE DIAPHRAGM IS KING

OUR LATEST NOVELTY IS THE

WOOD DIAPHRAGm

F'or IVIodel C and Columbia Reproducers

When subjected to the impact of sound wood is the most resilient of all known substances. This is proven
by its successful use in violin bodies and sounding boards for pianos. No other material can take its place. By
a new and novel process we have succeeded in making a four-ply composite diaphragm, two of very thin wood
and two of cotton stalk tissue, all of which is compressed within a thickness of 6/lOOOths of an inch. The re-
production by this diaphragm is truly marvelous. Every detail of sound and tone finesse tliat is capable of being
recorded is brought out by this invention. It proves conclusively that the art of recording has been far in advance
of the methods of reproduction.

PRICE, Including; Cross Head and Link, $1 EACH.

Wonders will
never cease in
this progressive
age.

Norcross Phonograph Co.

New Lang BIdg., 662 Sixth Ave. (39th St.)
== NEW YORK CITY =

THE TALKING MACHINE WORLD. 37

that

o o

Something New for Jobbers!
You Want It.

Look Out for This Space
in the April Edition of The
Talking Machine World.

O

ment just at present in view of the fact
Tetrazzini is to sing in Pliiladelphia, and the
firm have some very good records made oy this
celebrated singer, particularly selections from
"Lucia," "Rigoletto" and "La Sonnambula."

The Penn Phonograph Co., at 17 S. Ninth
street, is another firm who handle the Edison
and Victor machines in large quantities. Being
a little more centrally located they enjoy an un-
usually large local business, probably one of the
biggest retail businesses in this city. They have
been having unusual success with the Lauder
records, which they have been unable to get fast
enough from the National Phonograph Co., who
control them. Edward Friedel is out on the road
for the company and is sending in some very
good orders. They report their business as pick-
ing up rapidly.

The Victor Talking Machine Co. have increased
their business very materially in February, and
are quite satisfied with present conditions. Their
record business is especially good. A number
of new distributers visited the Camden offices
recently leaving such large orders which shows
that their stock has been very materially de-
pleted. Andrew McCarthy, secretary of Sher-
man, Clay & Co., of San Francisco, has been in
the city for a few days, leaving enormous orders
for their various distributing points, among
which was a solid car-load of Victor-Victrolas for
their San Francisco branch, their trade in that
specialty being at all times remarkatole.

The Victor people have been making extensive
alterations and have reorganizejl their record
ordering department, by which they hope, within
a few weeks, to give very much better service to
their distributers than they have given in the
past.

Some wonderful work has been done in the
Victor Record Recording. Laboratory this spring
In Red Seal records, many new records by the
great artists appearing. For April they will have
some new surprises in the Red Seal work, notable
among which is the great Quintette from "The
Meistersinger," sung by Gadski, Mattfeld, Van
Hoose, Journet and Reiss — a $5 record. They
will also get out a new edition of the "Rigoletto"
Quartet record sung by Caruso, Sembrich, Scotti
and Severina. They also have a great surprise
in store for the talking machine trade for May in
the way of the most remarkable piece of record-
ing that has been yet brought out anywhere in
the world, regarding which they cannot give de-
tails at this time. The "Pagliacci," which they
brought out in March, has made a splendid hit,
judging from the orders that have been placed
therefor by our distributors. Among the recent
artists who have honored the factory with a
visit were Caruso, Farrar, Gadski and Scotti, all
of whom expressed themselves as wonderfully
well pleased with the arrangements and results
obtained in their new building.

They have added eight men to their road sell-
ing force within the last three months, and now
have the largest force they have ever had. As
these men are maintained on the road entirely
at the expense of the company, and all their
orders from dealers are sent to the distributers,
it shows the present great enterprise of the com-
pany. The results of their efforts are highly
satisfactory.

The Musical Echo Co', report that their busi-
ness has greatly improved, and they find their
orders coming in well for wholesale goods, and
their business has increased so much that dur-
ing the month of February their gain was 25
per cent, over February of 1907. This gain is
exceedingly interesting, inasmuch as it consti-
tutes the cash retail business in Victor talking
machines, high-class grand opera records, and
cabinets and supplies.

The firm have resumed their concerts, and are
giving "a musical hour" every afternoon at 3.30,
also grand concerts every Tuesday and Friday
evening. At these concerts they demonstrate the
Victor Victrola, also the Everett piano, with the
Electrelle playing attachment; also further add
to the interest of the concerts by introducing
both players and singers. At the present time
Dr. Frederick C. Freemantel is. engaged to sing

one or two numbers at each concert. Dr. Free-
mantel sings for the Victor Co., and consequently
there is a great deal of interest taken in the
Musical Echo Co.'s very excellent idea of hav-
ing some of the record makers appear in per-
son, and show the strength of contrast with the
Victor record when compared to the human
voice. Their auditorium only accommodates 350
people, but the crowd is so large that they have
to issue tickets in advance admitting only in-
vited persons and holders of tickets to the con-
cert. A large crowd assembles at the entrance
each night on account of the auditorium front-
ing on the most prominent block on Chestnut
street.

Edward J. H. Smullen, formerly of the Lewis
Talking Machine Co., is representing the Musi-
cal Echo Co. on the road, and is active in secur-
ing business from dealers through Pennsylvania,
New Jersey and Delaware, also in Maryland and
West Virginia.

HIGH=CLASS CINEMATOGRAPHY.

Capus, Rostand, and Other Great Frenchmen
Making It Possible.

Alfred Capus, Edmond Rostand, Jeanne Riche-
pin, Paul Hervieu, Henri Lavedan, and several
other of the greatest living French dramatists
have just signed contracts with the company
which holds a monopoly of the cinematograph or
moving picture shows in France.

The company propose to produce new plays
specially written by this galaxy of brilliant
young authors. The plays will be interpreted
by such artists as Sarah Bernhardt, Rejane, M.
Le Bargy, and M.' de Feraudy, to mention only
the most famous. The voices of the artists
themselves will be reproduced by phonographs,
so that they can achieve the hitherto impossible
feat of appearing simultaneously in theaters all
over the world.

This is but the latest development of the mov-
ing picture business in France. Cinematograph
shows have gradually replaced all the little
music halls and circuses for which Paris once
was famous. They now threaten to invade the
field of the Comedie Frangaise itself.

There are at present in Paris a hundred or
more shows of this nature as widely different
from the original moving picture spectacle of a
few years ago as a modern ocean liner is from
a canal boat. The cinematograph nowadays is
generally accompanied by an excellent orchestra,
or, at least, an "orchestrion," and sometimes with

choruses of fifty or more voices. The feature of
a witty and sometimes serious phonograph ac-
companiment has but recently been added. It
has been developed, however, at a great rate.

M. Rostand is now at work on three spectacu-
lar plays specially written for the cinemato-
graph. Henri Lavedan is writing a historical
play for the same sort of performance, the cen-
tral scene of which is the assassination of the
Due de Guise. Alfred Capus, who recently scored
a success at the Comedie Frangaise with his
drama, "Les deux Hommes," is writing a series
of one-act plays representative of life in Paris.

Speaking of this new field of dramatic author-
ship, M. Capus said it differed materially from
that of the ordinaiT theater. "In a general
way," he said, "the author has to bear in mind
that here he has not the usual theatrical dia-
logue to fall back upon in explaining the situa-
tions to the spectator. For the cinematograpn,
so to speak, everything is dependent upon the
action.

"If we wish to retain the attention of the
public we have to maintain unbroken connection
with each preceding scene. We can complicate
the plot as much as desirable, but we have to
keep the same leading character perpetually in
view at the risk of confusing the man 'in front.'

"And yet it is not an ordinary pantomime.
The pantomime with its grotesque action and
exaggerated facial expressions is here wholly
out of place. The cinematograph theater is
really dialogue in action — a dialogue which has
to be written as carefully as the dialogue in an
ordinary piece, and which has to be concise,
rapid, full of color, and free from everything not
indispensable."

ARRESTED FOR STEALING RECORDS.

(Special to The Talking Maetiine Woi-ld.)

Portland, Me., March 9, 1908.
For some time past Manager Bailey, of the
Portland Talking Machine Co., noticed the" reg-
ular disappearance of Victor talking machine
records, but no clue was forthcoming as to
where they went, until the arrest of Police
Officer G. H. Brown, recently charged with en-
tering and robbing stores on his beat by means
of pass keys which he possessed. When Brown's
room was searched about $500 worth of Victor
talking machine records, practically the amount
lost by the company, were found and returned to
them. The policeman was detected by a woman
who saw him coming out of a grocery store
■staggering under the weight of a big bundle of
foodstuffs.

3^

THE TALltiNG MACHINE WORLD.

ZENATELLO

{From the new Jtdvance Catalog of Columbia
Grand Opera Records— Fonotipia Series)

RECORDS BY BONCI

39239 Eallata del Duca i'Questa o qucUa"\ From Rigoletto

39339 Aria di Vasco ("O Paradiso"] From L'Africana

3969o Komaiiza di Kadames ["Celeste Aida"] ....From Aida

39698 Stanze de Ossian ["Ah, iion mi ridestai'"]

From Weether

74000 Racconto di Rodolfo ["Che geJida maniiia"]

From La Boheme

39340 Atto I. Dueto Nadir-Zurga ["Del Tempio al limi-

tar"] 1 PE.SCATOEI DI PE1!LE

This is a splendid baritone-tenor duet by Bonci and An-
tonio ilagini Coletti.

RECORDS BY ZENATELLO

39663 Aria di Alfredo ["De' miei bolleiiti .<spiiitr']

From La Teaviata
39G64 Scena della borsa ["Qncsta donna crnoscete''] . . . .

From La Teaviata

39973 Morte d'Otello ["Xiun mi tema"] From Otello

39993 Romanza di Des Grieux ["Donna ncn ridi »iai"]

From ilAxoN Lescaut

39994 Cantabile di Des Grieux ["Guardate, pazzo son"]

From Mano" Le.scaut

39995 Cantabile di Canio ["I'n tal gioco, creddelo''] . . . .

From Pagliacci

RECORDS BY SAMMARCO

39121 Monologo di Michonnet ["Ah! stupvnda, inirahile"]

From Adeian.a Lecouvbeui:

39270 Aria di Renato ["Eri tu che macchiavi"]

From Vs Ballo in JIascheea
39272 Homanza di Volframo V'Oh tu. heW astro Incan-

tatof'] From Tanxhausek

RECORDS BY KUBELIK

39164 Variaz. ulla ball, di Meflst. (Violino con accom-

pagnamento di pianoforte) From F'aust

39193 Serenata (Violino con aceompagnamento di piano-
forte)

39884 Scherzo Tarantella (Violino con aceompagna-
mento di pianoforte)

RECORDS BY RUSS

39031 Finale II ["La l ergine delgi angeU"](v;ith chorus)

From La Foeza del Destixo
39049 ["Oh quali mi risvegliano"] . ."T'he Angel's Serenade"
39056 ["La mia povera mamma''] ....From iL Libeo Santo

RECORD BY BASSI

39727 Ariso di Loris VAmor ti l ieta"] From Fedoea

RECORDS BY DIDUR

39485 Strofe di Mefistofele V'Dio dclV or"] ....From Fadst

39486 Serenata di Mefistofele ["Tu che fai I'addorment-

ata"] From Faust

39537 Prologo ["Ave, Signer"] From Mbfistofelb

RECORD BY STRAtCIARI

39058 Cavaliua di Enrico ["Viuda. funcsta smunia"]...

From Lucia di Lammermoor

RECORDS BY BARRIENTOS

39503 Part I. — Aria di Uiuorah ["Oiiihni Icggd'a"] . . . .

From Di.voiUH

39504 I'art 11. — Aria dl Dinorah ["Oinbra Icggera"] . . . .

From DiN'oiuii
39538 Cavntina di Zerlina ["Or son sola, alfin rfspiro"]

From Fh.\ Diavolo

39542 Aria dl Gilda ["Cnro iicnur"] From Rigoletto

RECORDS BY PACINI

39233 Aria dl Vlolettn ["Scmprc libera d'-gg' io"\

From Te.vviata
397C9 Racconto dl Mlml Mi rhiiniumn Mirni"]....

From La Boheiiig

COL
REC

that are listed betweer
terly supplements nov
you receive them.

And they sell. Tl
certainly made a hit.

Are you keeping in

Getting all the no
along ?

Had a copy of the
vance catalog ?

CoIumbiaPhoi\o^r

Tribune Build

RECORD BY LA SCALA CHORUS

KUBELIK

371C9 Atto L — Coro d'inlrudn/.loiie \"Hill' allm furicra"]

From La Favorita

TiElE TALKING MACHINE WORLD.

BIA
RDS

I he issues of the quar-
rro on sale as soon as

'I

Columbia hits have

ch with them ?
brinted matter right

bw Grand Opera ad-

)h Company, Gen'l

If New YorK

(From the latest Columbia Record Jinnounce'
meat Circular, just out)

4 New Ones

These are the first records of the four
songs that have waked up Broadway. And
they are as good as they are new. You'll
want all of them.

If you watch other record lists, issued
monthly, and tying you down to selling on a
certain day and not before, you will likely
find some of these selections listed as "new"
40 days after Columbia dealers have already
turned them into cash.

** Pride of tKe Prairie"

The best song of the Western plains that has
been produced. It is full of the fine broad swing
of "cowboy" music which is rapidly becoming
the leading feature o'f the big musical successes
in New York. Sung by the Columbia Quartet,
strong, tuneful and lively.

Columbia XP Cylinder Record (25c) No. 35227]
Columbia lO-inch Disc Record {60c) No. 3769

** Summertime "

When you hear this song you will immediately
remember that great success, "In the Good Old
Summer Time." This new song has all the good
points of Blanche Ring's great hit, and more.
"Summertime" has an irresistible melody, that
just fits with the title. Sung by the Columbia
Quartet, who have arranged the harmonies and
the orchestral parts so as to bring out all there
is in the music.

Columbia XP Cylinder Record {25c) No. 33229
Columbia lO-inch Disc Record (60c) No. 3771

**SweetKeart Days"

. A sentimental song of pleasant hours and
sweet memories that will appeal to everyone who .
was ever young. Sung by the Columbia Quar-
tet, and in beautiful style.

Columbia XP Cylinder Record{25c) No. 33230
Columbia lOnnch Disc Record {60c) No. 3772

**I\eep on Smiling"

A marching song with a spirited air, sung by
a new tenor, Mr. AVilliam Redmond. No' more
"taking" music has been recorded than this song-
story of the light-hearted lover who bids his
sweetheart remember that no matter how dark
the clouds are to-day, to-morrow will be fair
and bright — and "Keep On Smiling."

Columbia XP Cylinder Record (25c) No. 33228
Columbia lO^inch Disc Record (60c) No. 5770

40

THE TALKING IVIACHINE WORLD.

A RUN AROUND THE BOSTON TRADE

Members of the Trade in the Best of Spirits — Massachusetts Indestructible Record Co. Opens Up
— Ditson's AtJvertising Campaign — Grand Opera Season Helps Trade at Eastern Talking
Machine Co.'s — Boston Cycle & Sundry Co.'s Good Report — Regarding the Pike Co. — C. E.
Osgood's Attractive Window — One of the Big Song Sellers of the Day.

(Special to The Talking Machine World.)

Boston, Mass.. Marcli 14, 1908.

Spring finds the various talking machine job-
bers and retailers in the very best of spirits.
The winter's trade has been somewhat light, but
with the coming of soft weather, sunshine and
good wallving, trade at the retail houses took on
new life, and now there is every expectation of a
brisk spring business.

The chief thing of interest in the local trade
this month is the opening of the new office and
salesrooms of the Massachusetts Indestructible
Record Co., at No. 72 Bedford street, described
elsewhere in this paper. The opening of this
establishment brings to Boston R. F. Pease, who
is one of the "big ones" in the New York trade,
and it also gives to Mr. Gately, for eleven years
with the Eastern Talking Machine Co., an op-
portunity to enter a large field. Mr. Gately be-
comes manager of the sales force of the new
company, bringing to his work an expert knowl-
edge of the science of salesmanship, a pleasing
personality and indomitable hustle, The new
company started in with a bunch of orders wait-
ing to be filled, and there is even now a hint
that the -present quarters will soon be enlarged.

The advertising campaign entered upon bj'
General Manager Bobzin, of the Oliver Ditson
Co., with especial reference to the Victor ma-
chines and records, has proven a decided stimu-
lus to the very efficient department presided
over by Manager Winkelman. The big new
shipping department provided as a result of the
recent changes in location has proven its worth
many times during the last month, by the ease
with which large shipments have been taken care
of when haste was necessary.

Manager Yerkes, of the Columhia Phonograph
Co., has just returned from a business trip
through New England, and expresses himself as
being decidedly pleased at the outlook for spring
and summer business. Retail Manager Blake-
borough says that the retail trade has been in-
creased since the recent change in the method
of delivering new records, and that customers
appreciate being able to get the new things at
once, without having to wait an entire month
many tifnes for them. A big feature is being
made of the "Merry Widow" records in the dis-
play windows, and also of the new grand opera
records.

The approach of the grand opera season here
is proving a stimulus to business at the Eastern
Talking Machine Co. Wholesale Manager Cham-
berlain declares that business was never so sat
isfying as now, and that the future of the trade
is very bright. He has just received an enor-
mous shipment of Edison records. The retail

trade is much improved, especially on the higher
class goods.

The only department store handling talking
machines in Boston is the Houghton & Button
Co. The Columbia goods are in especial demand
here, and the big department does a huge busi-
ness.

Probably the greatest seller amorfg phonograph
records for the month of March is "I'm Afraid
to Come Home in the Dark," the secret being the
fact that May Irwin sang this song at a local
theater for two weeks, and now everybody wants
to hear it on the record.

The talking machine department at the C. E.
Osgood Co. had an unusually attractive window
display recently, and it caused much comment
along the Row. The display window is the
largest of any store in the city, and it took a
big stock to fill it.

Manager Andrews, of the Boston Cycle & Sun-
dry Co., is very optimistic about the trade, es-
pecially for the Edison line, which he is boom-
ing. He says that the new plan of having horn
and stand come with each machine is working
well — better than he had expected — and that
business with him is unusually good. The new
style trays and the Lynn carrying case are two
important factors in the big business of this
house.

The Pike Talking Machine Co., on Washington
street, are building up a large and valuable
trade on the Indestructible records. They are
conducting a safe and sane advertising cam-
paign with good net results.

COLUMBIA TANDEM NOTES

Create a Great Hit in the Advertising World.

The tandem notes used by the Columbia Phono-
graph Co. in their recent advertising has been
one cf the most pronounced advertising hits of
the season. George P. Metzger, advertising man-
ager of the Columbia Co. is to be congratulated
upon the success of his clever advertising cam-
paign. The Columbia tandem notes, on account
of their arrangement, show plenty of white space
dominating whatever newspaper page they are
placed in.

"Printers' Ink" devoted four pages recently to
the advertising of the Columbia Co., and Mr.
Metzger was highly complimented. When ex-
plaining the Columbia advertising policy, he
said;

"Our advertising is largely done in the interest
of our stores, in local newspapers. All of this
advertising is prepared at the general offices,
placed, checked and paid for from here. Thig

enables us to make all advertising for Columbia
graphophones and records uniform in purpose
and appearance, so that our newspaper and other
advertising, like window displays, will tie on
positively and unmistakably to the magazine and
other general work.

"In the physical form of the newspaper adver-
tising a good deal of use is made of the musical
note idea, especially of two notes tied together,
used at the top of the ad. Our idea in using these
is that they give bold, eye-catching display — they
are generally first seen of any ads in the news-
papers.

"Although an entirely familiar figure, musical
notes have never been employed in the same big,
bold style in general advertising. Their use in
our advertising has already well served their
purpose in-both newspapers and magazines. The
tandem notes form such a striking combination
cf curves and angles that the eye cannot pass
them by, though there is nothing in them to
confuse or make the eye linger on the illustra-
tion instead of dropping down into the text or
story. Their use is also appropriate to the ad-
vertising of musical instruments, and we expect
to use them further in the future."

A STARTima ADVEETISING HEADLINE.

Advertising is recognized as the most success-
ful method of spreading broadcast the reason
why a merchant should be patronized. In dis-
cussing this subject, J. Newcomb Blackman, pro-
prietor of the Blackman Talking Machine Co.,
says he believes in advertisements which are dis-
tinctive and at once draw attention, adding: "The
headline of one of our advertisements in this
issue is not to be considered as cause for worry
on the part of Blackman's creditors. First, 1
want the dealer's attention, then I desire to im-
press upon him the importance of selecting lines
that are known as successful. Dealers and job-
bers should be up-to-date, but the jobber who
has the interest of his dealer in mind will Si-
ways investigate new lines, so he will be in a
position to advise his dealer. If dealers who
read this advertisement give me an opportunity
to relate my experience with different lines, my
object will have been accomplished."

SENT "SCARE" CERCTILARS.

The attorneys of the New York Phonograph Co.
last week sent out what is termed by the trade
a "scare" circular notice to the Edison jobbers
and dealers of New York State, alleged to be
based on Judge Hazel's 'recent decision in the
case of the company against the National Phono-
graph Co. and others.

The Hall Telephone Mfg. Co.. Brooklyn, N. Y..
are perfecting an apparatus for the conveyance
of sound from a disc talking machine to any dis-
tance by the telephone wire. They have a double-
face diaphragm of peculiar delicacy, its sensitive-
ness recording the most subtle sound efforts per-
fectly and distinctly.

THE

PARDELL FOLDING BOX

The progressive dealers who wish to deliver records
to their customers in the most presentable manner use
these containers.

No. 3, holding three cylinder records, $1.25 per 100
No. 6, " six " " 1.75

No. 12, " twelve " " 2.50 "

Order them of your jobber or if he cannot sup-
ply you, write us.

THE PIRDEE-ELLENBERGER CO., NEW HAVEN, CONN.

THE TALKING MACHINE WORLD.

41

WE CONTROL THE TONE

WE IVIEAIV aUlSX WHAT WE ISAY

And wc would be very thankful for the opportunity to prove it to you

We claim that our Tone Regulators are the only successful devices ever

invented that absolutely control the Tone. With these Tone Regulators one can change the
tone of talking machines from very loud to very soft by simply turning a thumbscrew. You should have our Tone
Regulators for the following reasons: First: They do away with the soft tone needles, which are detrimental to the
records. Second: The volume of tone can be reduced without impairing the quality of same, thus enabling one to
hear with pleasure the loudest band piece in the very smallest room. Third: Tone Regulators allow expression to
any selection, thus doing away with possible monotony. Fourth: By reducing the tone in vocal selections the
words are more distinct. This can only be accomplished b}' Tone Regulators.

Tone Regulator No. 1, for Victors, Zonophones, Columbias

Cuts half size. This most practical, most effective Tone Regulator can be almost in-
/^ --^^''^L -_J- stantly fitted to any Victor Exhibition, Zonoj^ihone or Columbia Sound Box. It is simplicity

/ .ifg?K^v ^ w itself, operated by a small thumbscrew, turning off or on accord-

ing to amount of power desired. This Regulator is absolutely
free from false notes or overtones, bringing every particle of
expression out clearly and beautifully, whether at fullest or least
force of tone. It is easily adjusted without tampering with the
Diaphragm, and thus no possible risk of harm is incurred. Sold
formerly at $1.50, nOW OUly 75c. complete with Aluminum
Diaphragm Cover. -

Tone Regulator No. 2, For Victors

This most excellent Regulator can be used on any Tapering Arm Victor with
Exhibition Sound Box. Cuts are half size. It is easily applied, and can be operated
at will by simply turning thumbscrew C, making the so'und loud or soft as may be
desired. It is a most effective attachment, doing away entirely with the using of dif-
ferent size needles, which endanger the life of the record. Further-
more, the original quality $ of tone in the record is
actually preserved, thus assuring all the musical beauty,
even in the smallest room. Formerly sold for $i.oo, nOW Only
75 cents, complete with Alurhinum Cup over Diaphragm.

Tone Regulator No. 3, for Victor Tapering Arms

Cut half size. Here is an exceedingly simple Tone Regulator that does its work most per-
fectly, allovying any shade of power and expression without impairing in the least, the musical
beauty and quality of the Record. It is rather a decided benefit, since it eliminates the soft thin
needles for small rooms, which cut too deeply into the Record, gradually killing it. This Regu-
lator is easily adjusted to the Victor Machines, is worked bv a slight turn of the thumbscrew and
does not touch the Sound Box at all. Formerly $3.00, now $1.50, complete with Aluminum Cap.

Tone Regulator No. 4, for Edison Phonographs

■ These are exact cuts, half size, of our Tone Regulator for Edison Phonographs. By simply turning
the thumbscrew you can regulate the tone so that th e loudest band pieces may be listened to with pleasure
' in the smallest room. The Tone Regulator is placed between the reproducer and the rub-
ber connection or the horn. By its use the power of any Record can be lessened infin-
itely without destroying a particle of the musical beauty or expression. Easily adjusted,
easily used, easily priced, this most useful invention should certainly appeal to' all Phono-
graph users. Formerly $ I. oo, our new price, complete, only 50c.

PRICES SUBJECT TO SAME DISCOUNT AS TALKING MACHINES

THE RUDOLPH WURLITZER CO.

266 Wabasli Avenue
CHICAGO, ILL.

121 East Fouptti Street
CINCINNATI

42

THE TALKING MACHINE WORLD.

HUSTLING HOUSES OF MICHIGAN.

Big Jobbers in That State Report Improvement
in Business — Ashton's Optimistic Views and
Up-to-Date Methods — Frederick's Growing
Wholesale Trade— Other Items.

At his establishment can be found everything
in the talking machine line, and it is hardly
necessary to add that he carries the largest stock
in Western Michigan.

THE PRESIDENT A COLUMBIA PATRON.

(Special to The Talking Machine World.)

Detroit, Mich., March 9, 1908.
The talking machine trade in Detroit has
shown considerable betterment of late. E. Percy
Ashton, proprietor of the American Phonograph
Co., was in an optimistic frame of mind when
seen by The World recently. Mr. Ashton is a
thoroughly progressive man who believes in
doing business along up-to-date lines, and he not

President Roosevelt's marked tendency toward
home amusements is evidenced by the fact that
his name is on the ledger of the Washington
store of the Columbia Phonograph Co. He
knows a good thing when he hears it. Mr.
Roosevelt's children are frequent visitors in the
Columbia store and show a very keen apprecia-
tion of good music. One of their recent pur-
chases of Columbia records was paid for by a

trade for this class of records. A short time
ago, however, a contract to sing for them was
secured from Szabo Jozsef and Miss Kiss Terez,
and as a result of this arrangement the Zono-
phone Co. are now offering a list of selections
which are meeting with the unqualified indorse-
ment of those who appreciate this class of
music.

In his native land, which he left but four
years since, Mr. Jozsef ranks as one of the fore-
most tenors and since his arrival in New York,
where he is nightly appearing to the delight of
the patrons of Little Hungary, he has so ably
acquitted himself that he is everywhere known
as America's leading exponent of songs in the
Hungarian tongue.

only conducts a splendid retail business from his
well equipped store on Woodward avenue, but he
has built up a large and thriving jobbing trade
throughout the state.

Mr. Ashton has a good staff about him and
believes that by prompt service he can steadily
add to his wholesale trade, which has shown a
most satisfactory growth during this past year,
notwithstanding the panic. Michigan certainly
is a splendid state for the talking machine busi-
ness and jobbers who are keenly alive to busi-
ness possibilities have had no trouble in securing
good trade.

In Grand Rapids, Julius A. J. Friedrich, who
is the oldest dealer in Western Michigan, is pay-
ing special attention to the needs of the smaller
dealers in his vicinage. The name of Friedrich
is well known throughout Michigan, and in a
recent interview with The World Mr. Friedrich
said that he was well satisfied with the business
which he had done during the past year.

PEESIDENT ROOSEVELT'S CHECK TO THE COLUMBIA OO.

check on the Riggs National Bank^of Washing-
ton, signed by Theodore Roosevelt, and which
is reproduced herewith. Harry C. Grove, the
Washington store manager for the Columbia
Phonograph Co., sent this particular check to
the executive office of the company in New
York, where it is being kept under lock and
key, as the entire executive force to a man is
determined to get possession of it by fair means
or foul. The bidding has been keen and its face
value has been increased many hundred per
cent.

Aside from his ten solos, this list of records
also includes six duets, Miss Terez being a prom-
inent figure in their making. And in this par-
ticular the Zonophone Co. are the first in the
field, but as these are already joining in the
popularity the other selections are enjoying, it
is very evident that their novelty has not served
in any sense to impair their sale. As good
measure for the list, a 12-inch band record of
folk songs has been included.

MR. EDISON'S RECOVERY ASSURED.

SOME NOTED HUNGARIAN RECORDS.

Although the Universal Talking Machine Co.
have for some time recognized the need of a
selection of Hungarian records to complete their
catalog, their determination to offer nothing un-
less it be the best has, up to the present time,
prevented their supplying the demands of their

How is Your Trade?

make a
nearby

a good

We are
talking

orders,

^TTCan it not be helped by good service? We
B II specialty of supplying Michigan dealers in
\J| territory promptly, and it is surprising what

talking machine trade there is in Michigan,
making a feature of carrying everything that the
machine men need and we are in a position to fill
either small or large, in the quickest possible time. <If We are
building up a big jobbers trade and a good many dealers in
our territory have learned that their wants can be quickly and
accurately supplied by us. <If We might add that aside from
everything in the talking machine line if you need anything
in the musical instrument way, small goods or anything of a
similar nature, we can meet your needs. <IfWe are the oldest
house in Western Michigan and an experience of many years
in filling the wants of the trade has taught us the necessities
of the trade in this locality.

Julius A. J. rHedrich,

Grand Rapids
Mich.

The recovery of Thomas A. Edison, who under-
went an operation on February 23 for mastoi-
ditis, is now assured. The relief given the dis-
tinguished patient by the knife of the skilled
surgeon has been great, but still his hearing,
which has been impaired for many years, will
not be restored. Though Mr. Edison is in his
sixty-second year, his superb physical condi-
tion, coupled with his well-known powers of en-
durance, have been invaluable during the trying
surgical ordeal, to which he submitted with the
greatest good nature. Mr. Edison is expected to
leave the hospital in New York in about a week,
and then will go to his Florida estate at Fort
Meyers with his family, staying until May.

WALTER STEVENS' ANNUAL INSPECTION.

Following his yearly custom, Walter Stevens,
manager of the National Phonograph Co.'s export
department, starts for his annual inspection of
the Edison Mexican branch house and jobbing
business March 16. He goes direct to the City
of Mexico by rail and will be away a month.
Last year Mr. Stevens undertook this journey
in April. The sale of Edison goods in the sister
Republic is growing amazingly and certain fea-
tures of this phenomenal expansion require Mr.
Stevens' personal attention.

ANDERSON TO BRIDGEPORT.

Andrew Anderson, assistant secretary of the
Columbia Co., has shifted his base of usefulness
from the New York Tribune building to the fac-
tory at Bridgeport. Conn., where he will remain
permanently. Carl Nott, in the financial depart-
ment, has followed suit.

THE TALKING MACHINE WORLD.

43

Earl Godwin writes The World as follows:
"I believe that posterity will gather around my
marble bust which will be placed in the Poets'
Corner in the Hall of Fame and guides will point
it out as the exact life-size head and shoulders
of the man who was in a way responsible for
the immortal joke column in The Talking Ma-
chine World. Presuming such to be the case, I
cannot let my reputation rest with merely being
the instigator of the idea, but must forward you
a real talking machine joke which Mr. Thomas,
of the collection department of our New York
store, forwarded me to-day."

This is the joke referred to, and a mighty
good one it is, too:

"Music is the food of love," she hreathed. The
lovesick youth started up quickly.

"Dearest," he whispered, "I have saved up just
$9.69. Do you think we could get a phonograph
and start in light housekeeping?"

The Preacher: "We tried a phonograph choir."

The Sexton: "What success?"

The Preacher: "Fine. Nobody knew the dif-
ference till a deacon went to the loft to take up
the collection." — J. L. M.

JUST 23 — He came often and early and stayed
too late. Recently, as the clock struck eleven,
she asked him if he knew how to take eleven
ciphers and make twenty-three out of them. He
didn't, so she told him to put down eleven ciphers
in a straight line, then- to draw a perpendicular
line about half an inch long down from the right
side of the first, fifth and tenth, and up from
the right side of the fourth, seventh and eighth.
He read the results, — and vanished.

That wasn't as bad, though, as the phonograph
rigged up by a cruel father and attached to the
clock. At eight it said, "Welcome;" at nine
"Music hath charms;" at ten "Bat, drink and be
merry;" at eleven "Git!" — L. O. O'Neill.

They had been listening to the entertaining
powers of the new talking machine and the old
dragon lamp burned low.

"Oh, Edwin," she whispered as she nestled
closer to his big Apollo shoulders, "it does seem
that — that our hearts run together." ,

And a very peculiar expression came over Ed-
win's face as he held up five sticky fingers.

"What do I care about hearts running to-
gether," he snapped. "That blamed package of
home-made fudge you gave me has run together
in my pockets and ruined my new gloves."

"When you read about the way they are kill-
ing those beautiful birds down in Florida," said
Mrs. Lapsling, "you wonder how any woman can
be so heartless as to wear a vinaigrette on her
hat!" The above conversation took place in my
wareroom when a couple of prospects were look-
ing us over. — Veritas.

I had worked out a customer for two hours
and had the sale about cinched when her boy,
who accompanied her, suggested Sousa's Wash-
ington Post march. I put it on and the boy was
delighted— "I'm worried about that boy of mine,"
said the lady.

"What's the matter with the boy," I asked.

"Why, I wanted to fit him for the army or
navy, and he positively declined to study medi-
cine."— Salesman.

Miss Columbia — Here's one I heard when I was
trying to sell a talker to a couple — I see a fashion
article on bridal veils relates that a recent bride
wore her face covered on the way to the altar.

Mr. Columbia — I suppose the bride didn't want
the groom to see she was laughing at him — Jack.

The Baltimore Automatic Vending Co., Balti-
more, Md., have incorporated with a capital of
$25,000. Directors: W. F. Lambdin, N. G.
Lambdin and T. H. Ralston, all of Baltimore.

THE TALKER WITH THE FLEET.

Now that our ships are sailing

To San Francisco town.
What makes the time fly gladly,

And leaves dull care to drown?
What keeps the boys so cheerful.

And makes homesickness flee?
What music fills the balmy air?

The "talker" — see!

— Howard I'aylor Middleton.

THE GIBBS STOP ATTACHMENT.

The Gibbs stop attachment for Edison phono-
graphs is proving most popular. It is readily
attached to the machine and possesses the valu-
able feature of stopping any record in the Edison
catalog as soon a.s the music is finished, it being
possible to set the indicator in a different position
for each record. By that means the sapphire

reproducing point is prevented from running
over the end of the record and being damaged
thereby. The stop attachment is manufactured
by the Gibbs Manufacturing Co., Canton, O., who
will be pleased to furnish all details.

TETRAZZINI WiTH VICTOR CO.

The Great Soprano to Make Records for the
Victor Co. — A Valuable Acquisition.

One of the greatest coups in the record-making
line is the exclusive engagement of Mme. Tetraz-
zini, of the Manhattan Opera Co., New York,
by the Victor Talking Machine Co., Camden,
N. J. The contract was signed last week. The
ariangement is on a royalty basis, as this popular
prima donna had refused $2,000 for a single song
as offered by the Gramophone and Typewriters'
Co., Ltd., of London, Eng., according to the re-
ports in circulation. In making this announce-
ment formally regarding the engagement of Mme.
Tetrazzini, the Victor Co. say: "Owing to the
great expense incident to obtaining these records,
they will be priced as follows: Retail, $:3 each;
all dealers, $2. * * * An artistic descriptive
Tetrazzini booklet will be issued and shipped
with the records."

The Indestructible Record Co., Albany, N. Y.,
are preparing to place a full line of cylinder ma-
chines on the marl et; also an improved Nor-
cross reproducer of a much louder and more bril-
liant tone quality.

Grinnell ' Bros., pianos and talking machines
of Detroit, Mich., have bought out C. S. Wolcott,
of Hillsdale, Mich., and will continue the busi-
ness as one of their numerous branch establish-
ments.

INCREASE YOUR RECORD SALES

BY USING

THE BLACKMAN CYLINDER RECORD TRAY

(Patent Applied for)

A. Record Xray With Record I_,abel lor Less Xlian One Cent

\

Jill

PATENT APPLIED FOR

\

Tlie BLACKMAN Folding Trays I'oi- Cylinder Records are sliipped FLA'l and can be FOLDED into
STRONG TRAYS in a few seconds, as stiowu above. This tray, with Raplie Label, malses a hand^me looli-
ing record stocl< and a system you can't beat. The labels act as Silent Record Salesman and the customer
can point to the record he wants to hear. Adopt this system and your sales will not only Increase but it
will never take more than a few minutes to make up a Record order. ■ ' ' '

NET PRICES TRAYS ONLY

(Subject to Change.)

No.

Hold.

2 Records.
;-! Records.

4 Records.

5 Records,
(i Records.

Net pr 1.000 Wo'ight pr 1,000

7.50
9.00
10.50
12.00

60 lbs.
73 "
87 "
105 "
116 "

NET PRICES RAPKE LABELS

Prices Kapke Labels with Edison numbers and
titles. Domestic Selections No. 2 to 9721,
which includes December. 1907 $.3,50

Per month, thereafter (postpaid) payable in
advance 12

Columbia Labels (Domestic), per set :^.."'jn

" ^■

Note. — Price less than 1,000 same rate.
In deciding FREIGHT or EXPRESS refer to
above weights, and allow for packing.

FRF.F SAMPI F °' Tray with Label to

who writes on business letterhead.

SPECIAL DISCOUNTS TO JOBBERS

Above prices are RESTRICTED and quoted f. o. 1), New York,
their .iobber if he will supply them. If not we will srll direct.

Dealers are requested to buy through

Manufactured by

BLACKMAN TALKING MACHINE CO.

J. NEWCOMB BLACKMAN. Prop. "THE WHITE BLACKMAN" 97 CHAMBERS STREET, NEW YORK

THE Talking Macidne Would.

PRACTICAL SUGGESTIONS AND COMMENTS.

VALUE OF YIELDING TURNTABLE.

In answer to a correspondent, we may say
that one of the several individual features em-
bodied in the Victor sixth machine, which in
a measure accounts for its increased cost, is the
yielding turntable, the especial advantages of
which are defined as follows: Often the turn-

for a 12-inch turntable, since the extreme diam-
eter increases the leverage on the spindle when
under a strain, besides it gives a better bearing,
thus causing the table to run much truer.
EXPLAINING MECHANICAL CONSTRUCTION
The exact mechanical construction and action
may best be understood by noting the accom-

RUBBER CUSHION

SCREW CAP

TURNTABLE REST

FIG. I

table of a talking machine is subjected to undue panying drawings,
pressure or strains on one side, by reason of
heavy articles being placed thereon, or by rea-
son of being pressed upon heavily by a person's
hand while winding the motor. When the ma-
chine is equipped with a 12-inch turntable this
pressure on the outer edge of the turntable

To the spindle is rigidly
fitted the so-called turntable rest. When the
turntable is in its normal position, the finished
boss "H," on the lower side of the turntable,
sits evenly at all points on the turntable rest.
The accuracy with which this boss and rest are
finished insures a true running turntable, free

RUBBER CUSHION

TURNTABLE

TURNTABLE REST

FIG. 2

causes the spindle to bend, and in turn causes
the turntable to wobble and the motor to run
irregularly. To overcome this, the flexible
mounting was devised. If a person operating
the machine with a flexible mounted turntable
exerts any undue pressure on the turntable, the
strain is directly taken on the rubber cushions
attached to the top of the cabinet, instead of
on the turntable spindle, as is the case where
the turntable is fitted rigidly to the spindle.
This flexible mounting is especially desirable

SALES AGENTS WANTED

gre WANTED EXPERIENCED STATE
III SALES AGENTS with facilities for
^1 marketing to retail trade, a line of re-
markable moving picture machines and
accessories. The Ikonograph, for home use ;
business virtually a monopoly ; offers possi-
bilities equal to, or greater than the phono-
graph. Applicant must conduct agency on
strictly commission terms; all accounts carried
by home office. Must vigorously and syste-
matically canvass territory ; must intelligently
carry out suggestions of a progressive parent
organization; local interview arranged.

Address with full particuliirs

P. C. SHERMAN
Care The John Newton Porter Company

253 BROADWAY, NEW YORK CITY

from unsightly and undesirable wobbling. The
lower side of the turntable is provided with a
hub "A," which is slotted vertically, as shown
in Pig. 3. A pin "B" is mounted rigidly in the
spindle and engages in this slot. The spindle
is, therefore, used only as a means of driving
the turntable. The hole in the turntable hub
"A," in which the spindle fits, is made tapering
at both ends, as shown at point "C." When the
turntable is in its normal position it fits loosely
about the spindle, but close enough to prevent
undue play sidewise. Now, should a downward
pressure be exerted at point "D" on the turn-

SCREW CAP

TURNTABLES

'^//////////y//y///y/////y/4//^^^^

Experienced Salesmen Wanted

WANTED. — Several experienced salesmen
acquainted with the talking machine trade in the
New England States to sell the New Indestruct-
ible Records. Apply by letter only. Massachu-
setts Indestructible Record Co., 74 Bedford street,
Boston, Mass. All communications confidential.

SPINDLE

FIG. 3

table, it will tilt with point "E" as a fulcrum,
as shown in Fig. 2, until it comes in contact
with the rubber cushions. These rubber cush-
ions are just high enough to prevent the turn-
table when tilted from striking and marring the
cabinet. Now, owing to the manner in which
hub "A" is tapered at point "C," there will be
no binding on the spindle up to the point where
the turntable strikes the rubber cushions. Note
in Pig. 2 the relation of the tapered opening in
the turntable hub to the spindle at point "C."
This turntable idea is patented and controlled
by the Victor Co.

A NEW CONTROLLING DEVICE.

A. E. Thomas, of Milwaukee, Wis., inventor
of the now celebrated Dolcer used exclusively by

the Columbia Phonograph Co. on all their disc
machines, has perfected and applied for a pat-
ent for a sound-controlling deyice which he has
named the "Torvie," Applie'd to a Victor ma-
chine, this device acts instantaneously, is easy
of operation, and when one is familiar with a
piece of music, phrasing and expression can be
obtained which is wonderful. None of the semi-
tones are lost, and, in fact, critics are unani-
mous in their opinion that the "Torvic" adds
greatly to the tone of the record, and, as hai
been demonstrated by the use of the dolcer, the
life of the record is also prolonged. Mr. Thomas,
having severed his connections with the Colum-
bia Phonograph Co. as manager of their Mil-
waukee store, will manufacture and market this
latest invention himself, and will also place on
the market a number of new inventions.

FINDS CAUSE OF TREMOLO TONE.

When a dealer will pass around his experience
relative to the cure of machines it shows a spirit
that is worthy of commendation, and is certainly
appreciated by others who may be victims of the
same predicament. Therefore the following
from P. R. Pancoast, Hastings, Mich., is an ex-
ample that should be emulated: "Having had a
peculiar experience with a Home machine I here-
with write you the way I corrected the trouble.
This machine always had a peculiar tremble or
tremolo tone which I looked long to find the cause
of. It was in the governor disc, which haa be-
come untrue in the flat, and each revolution the
felt pads on the friction device would cause a
momentary stop or rather retarding which gave
the tremolo effect. To correct this I removed the
disc and sleeve and put in a jeweler's universal
or bezel chuck and turned a new- face with a
slide rest and tool, after which I stoned the face
with a slate pencil to make it smooth. When
replaced and in use the tone of the machine is
as perfect as it could be. I had looked the re-
producer over many times for some defect which
afterwards I found in the governor disc. For
the benefit of others who may have some such
trouble will say to use a pointed piece of wood
in testing for the trueness of the face."

AN OPPORTUNITY for
Foreign Manulacturers
To Create Business
In America

I am ready to close satisfactory
deals with European manufacturers
of Talking Machine specialties who
desire representation in this country.
There is a great field here for spe-
cialty manufacturers and the American
dealers are ready to take on side
lines which are attractive. 1 know the
business, having had years of exper-
ience with the dealers, and realize
the possibilities of enormous output
here for the right kind of trade at-
tractions. Address

TRADE SPECIALIST

Care oi The Talking Machine World

1 Madison Avenue NEW YORK

THE TALKING MACHINE WORLD.

45

'*THE ONLY STAR THAT TWINKLES ON BROADWAY"

The gigantic star that is displayed in the win-
dows of the Regina Co., Union Square and 17tli
street, New Yorli, is attracting no end of atten-
tion. The star is eight feet from point to point

each point of the star there is an electric globe
which illuminates it, and as it revolves these
lights are continually flashing, causing the star
to twinkle. Directly above the star is the sign

obligato, by Albert Pransella), Donizetti. Nozze
di Figaro— Voi che sapete (What Is This Feel-
ing), Mozart. Barbiere — Una voce poco fa (A
Little Voice I Hear), Rossini. Traviata — Ah,
fors' e lui (Is This the One?), Verdi. Don Gio-
vanni—Batti Batti (Scold Me, Dear Masetto),
Mozart.

CENTRAL CAMEEA CO. TO REMOVE.

(Special to The Talking Machine World.)

Chicago, 111., March 12, 1908.
The Central Camera Co., who handle talking
machines extensively in a retail way, will move
April 1 from 195 Wabash avenue, where their
talker department has occupied quarters on the
second floor, to 179 Wabash avenue, where they will
have a large ground floor store, 100 feet deep, and
where they will enjoy abundant opportunity for
effective window display. President A. Flesch is
an enterprising young man, and with the better
location and facilities may be expected to be-
come an increasingly important factor in the
trade. He carries the Victor and Edison lines.

B. F. ELLSWORTH RESIGNS.

B. F. Ellsworth, who has been business man-
ager of the Leeds & Catlin Co., of New York, for
some time past, has resigned. His successor has
not yet been appointed.

LEEDS & CATLIN CASE GOES OVER.

and consists of one 27-inch tune disc directly in
the center, and varying from the center to the
points there are five 20%-inch tune discs, five
'J5%-inch tune discs, five 12i/4-inch tune discs, five
11-inch tune discs and five S-inch tune discs. On

NEW YORK JOBBERS MEET.

'The Only Star that Twinkles on Broadway."
Between the points and running from the center
of the star are placards naming some of the dif-
ferent styles of instruments manufactured by
the Regina Co.

VICTOR CO.'S TETRAZZINI RECORDS.

Argument in the case of the Leeds & Catlin
Co., New York, appellants, against the Victor
Talking Machine Co!, Camden, N. J., appellees,
in the United States Supreme Court, has been
sent over until the fall term, commencing Octo-
ber 1. The hearing was originally put down for
May. The validity of the famous Berliner patent
is involved in this case, and the outcome is of
great importance to the talking machine trade.

Representatives of Some of the Large Concerns
Meet and Discuss Local Credit and Selling
Conditions — To Hold Monthly Conferences.

For some reason the jobbers of New York city
seem to believe that the field here being so large,
competition severe and general conditions of
such a nature as to make occasional conferences
over the situation desirable and advisable, an
informal meeting of some of the largest concerns
was held Friday evening last. They came to-
gether in the salesrooms of the Blackman Talk-
ing Machine Co., Friday of last week, the follow-
ing being present: Regina Co. (A. E. Villard),
S. B. Davega, Jacot Music Box Co. (A. H. Jacot),
1. Davega, Jr., Victor Distributing and Export
Co. (J. T. Williams and W. S. Moffatt), and the
Blackman Talking Machine Co. (J. Newcomb
Blackman and R. B. Caldwell).

These firms — actual jobbers, not department
stores — are all members of the National Associa-
tion of Talking Machine Jobbers, but the pur-
pose of the meeting was not intended to, nor did
it conflict with the work of that body. The local
credit and selling conditions were thoroughly dis-
cussed and possibly other matters of importance
in a local light were taken up, subjects with
which a national association would have no
knowledge of or interest in, excepting in a
purely academic way. At any rate the meeting
was voted a necessity and its outcome very suc-
cessful, so much so that monthly conferences will
be held hereafter. No officers were elected, nor
was any date for future meetings definitely
named.

Another meeting of a number of the talking
machine jobbers of New York was held last Mon-
day evening at S. B. Davega Co.'s salesrooms, 32
Bast 14th street. New York. Being an executive
session very little was learned of the proceed-
ings, excepting the general welfare of the local
trade was discussed. Among those present were
the Regina Co., I. Davega, Jr., Jacot Music Box
Co., Douglas Phonograph Co., S. B. Davega Co.,
Blackman Talking Machine Co., Victor H. Rapke
and the Victor Distributing and Export Co,

The Victor Talking Machine Co. will have nine
12-inch records by Madame Tetrazzini, with or-
chestra, ready for the trade next week, to retail
at $3 each: Rigoletto — Caro Nome (Dearesst
Name), Verdi. Mignon — Polonaise, "lo son
Titania" (I'm Fair Titania), Ambroise Thomas.
Lakme — Ou va la jeune Hindoue (Bell Song),
Delibes. Dinorah — Ombra Leggiera (Shadow
Song), Meyerbeer. Lucia — Mad scene (with flute

Nelson C. Durand, manager of the business
phonograph department of the National Phono-
graph Co., who has been visiting Atlanta, Ga.,
on special business, is due to arrive in New York
early next week.

The Peru Cycle Exchange, of Peru, Ind., have
recently opened a talking machine department,
handling Edison, Victor and Columbia lines.

Our Spring Catalog

Showing a complete line of
Cabinets for Disc and Cylinder
Records is now ready for
mailing. Don't fail to get one.
Designs, Finish and Prices that are
riorht. Good stock on hand for fill-
ing orders promptly. Try us.

The Cady Cabinet Company

No. Lansing, Mich.

46

THE TALKING MACHINE WORLD.

APPLIES TO "TALKER" RECORDS.

Prof. Lewis' Tribute to the Artistic and Edu-
cational Value of the Piano Player Just as
Applicable to the Talking jVlachine Hence its
Reproduction in These Columns.

The appended article, from the March number
ot the Atlantic Monthly, by Prof. Leo Rich
Lewis, who occupies the chair of music at Tufts
College, Newburyport, Mass., on "Music Educa-
tion and 'Automatics,' " applies equally well to
the talking- machine. It is possible the trade
as commercial people do not realize the many
uses in a musical way in which the talking ma-
chine is utilized, especiallj' in vocal training. It
is a fact nevertheless that individuals and even
classes employ this mechanical teacher, if the
time may be permitted to teach themselves the
correct tone, pitch, expression of musical com-
positions as rendered by eminent artists and re-
produced on records. In this respect the talking
machine exceeds the automatic player pi;no, for
the score or voice on the record is absolutely cor-
rect as to tone quality and beauty of phrasin;.
Therefore, whatever Prof. Lewis may say in
point of recommendation for industrial pur-
poses for the player, is applicable threefold to
the talking machine record. The excerpt above
referred to follows:

"The only essentials to full appreciation of
music are: first, an innate love for music (being
born to the language) ; second, an opportunity
to hear much music. Everything else follows in
the wake of this original outfit and this oppor-
tunity. The former has been and is possessed
by many; the latter could be secured by only a
few until the modern mechanical player was in-
vented, the player which is capable of rendering
symphonic works.

"Until such players came upon the market, the
lover of music could not readily get into tonal
form that which the composer has committed to
paper. Many years of study were necessary to
the acquisition of technical ability to render a
two-hand or four-hand arrangement of an over-
ture of symphony. Still longer technical prepara-
tion was necessary to the performance of great
compositions for a solo instrument. Obviously,
such playing ability could be acquired only by
those with rare opportunities and special gifts.
^ "Furthermore, opportunities to hear per-
formances of great compositions were very few.
The zealous concert-goer, living at a metropoli-
tan center, would hear in a decade perhaps ten
performances of Beethoven's third and fifth sym-
phonies, four performances of one of Mozart's
last three symphonies, as well as of Schubert's
unfinished and Schumann's first and second. The
foregoing estimate is too large rather than too
small. During that decade ten performances of
any single fugue of Bach would certainly not
have been heard in public. The concert-goer
might perhaps have opportunities to hear the
above-named and other symphonies in four-hand
arrangement; but this could happen only if ac-
complished performers were in the circle of his
friends.

"The automatic instrument has removed this
disability. The average man can now pass the
thought-substances of musical masterpieces in
review at will. Thus is established the possi-
bility of consistently developing power to think
music. Since this power is fundamental to all
musical cultivation, and since its development in
high degree is possible to every one born to the

OUR EXCLUSIVE LINE

RECORDS

AT WHOUESAUE

F. BULLENKAIVIP
922 Columbus Ave^ N. Y. CITY

language of music, the automatic instrument is
the most serviceable agent of musical education
which has come into being since instrumental
composition became independent of vocal. And
this would be true, even if automatic instru-
ments permitted the giving of no color or ex-
pression to renderings, — which is, of course, very
far from being the actual case.

"Some have thought that it was an offense
against art to permit an individual to play upon
an automatic instrument a great work in wrong
tempo and with errors of emphasis. It is true
that, if there were no possibility of correcting
earliest impressions, there might be a basis for
this view. But, just as we still are glad to
have children memorize masterpieces of liter-
ature, even though they may be incapable ot
applying correct emphasis or of grasping fully
the significance of what they are learning, so
should we be glad to allow the musically inex-
peiienced to come in contact with a great work,
even though there may be a certain distortion
of the original during the period of early ac-

"Certainly one may safely opine that the pos-
sibility of repeating this experience indefinitely,
and of varying it by the use of a great number
of masterpieces, means the attainment of a
'good' before which the so-called offense against
art dwindles into insignificance. For one who
is note-perfect in his acquaintance with a great
work, the composer has become a definite artis-
tic personality; and the interpretation of that
work under a great conductor, or at the hands
of a great performer, can begin to have its due
effect. To increase one's equipment and sus-
ceptibility in these matters is obviously the chief
goal of all musical education. Hence, as we have
said, among the agencies of musical education,
the automatic instrument is the most efficient
yet discovered."

THE "TRUETONE" WOOD DIAPHRAGM.

The "Truetone" wood diaphragm recently in-
troduced by the General Phonograph Supply Co.,
New York, now on sale, improves the tone qual-
ity greatly. The World, after hearing the demon-
sration, is frankly of the opinion that the "re-
sults are really remarkable," as General Manager
Henkel expressed it. Further, those of the
trade who have had the same pleasure, are plac-
ing advance orders. According to the company
the tendency of the trade seems to be favoring
the wooden horn, and certain manufacturers are
equipping their machines with the "Truetone"
horn and concerns of prominence are arranging
to add the "Truetone' wooden horn to their out-
fit, negotiating with the General Phonograph
Supply Co. for horns of special designs. The
company also contemplate having ready addi-
tions to their line of cabinets, both cylinder and
disc which the recent fire at the plant of E. B.
Jordan & Co., Brooklyn. N. Y., temporarily inter-
fered with. Other arrangements have been made
however and they are now in a position to fill
orders as received.

TO AID PHYSICAL CULTURE.

If the scheme of a certain Newport young lady
becomes popular it will not be very long before
each course in physical culture will be accom-
panied by a talking machine and supply of rec-
ords of stirring two-steps. Each gymnasium, too,
will necessarily be equipped with a battery of
talkers supplied with records of the latest lively
airs. But there is a reason for this proposed in-
novation, as follows:

The young lady, who resides in Harlem, was
quite run down — from too much experience with
the "subway rush," perhap.- — and her physician
decided that the remedy lay in systematic exer-
cise. He advised her to devote fifteen minutes
to light calisthenics each morning before taking
her bath. A few mornings slie succeeded in fol-
lowing out orders, then came the cold weather
and consequent lack of desire to get up "and
piance around in the cold," as she described it.
She folt the need of the exercise, so she hit upon
a new plan. She bought a phonograph and in-

stalled it in her bedroom. Then when she got
up in the morning she turned on a lively march
and proceeded to do her calisthenics to music.
"It's easy now," she told her physician. "I make
myself believe I'm doing it all for fun, and I
really enjoy it."

BASEBALL SEASON SOON OPENS.

When the baseball season opens, one of the
.first games to be played by the Douglas Baseball
Club, one of the crack amateur teams of the
country, and largely recruited from the force of
the Douglas Phonogr aph Co., New York, will play
Yale College on the Polo Grounds, New York
City. They have a date to play in Saratoga,
N. Y., also, and will probably arrange to get
away with the leading club at Albany, N. Y. The
latter dating will be arranged for by Wm. Mc
Ardle, of the wholesale traveling corps of the
Columbia Phonograph Co., G:neral, who is now-
covering the South.

HOW THEY HELP THE DEALER.

Anyone who believes that the interest of the
Victor Talking Machine Co. in their jobbers and
dealers ends when the goods are shipped from
the factory, need only to receive the bulletin ot
March records sent out by that concern and the
matter enclosed therewith to have the forego'ng
theory shattered completely. As a matter ox
fact the Victor Co. never relinquish their efforts
in the dealer's behalf. With their March buiia-
tins, for instance, they enclosed a reproduction
of the attractive 600-line, two-column advertise-
ment featuring the Victor Victrola which slj-
peared on Feb. 28. As the proof and list of
papers containing the advertisement were sent
out on the 15th of the month, the dealers had
ample time to prepare suitable copy to appear on
the same page as the company's ad. on the
selected day. So much for the campaign of pub-
licity. The Victor Co. also furnish lists of rec-
ords in both numerical and alphabetical form for
the convenience of the dealer, and the usefulness
of such lists in many instances can well be
imagined. The lists are of such size and shape
that they may be pasted in the catalogs prepared
in their respective forms and are thus turned
into permanent directories.

The Rinker Music Co., piano and talking ma-
chine dealers of La Fayette, Ind., moved into a
new store commodious and well arranged, on
January 1.

The Indestructible Phonographic Record Co..
of Albany, N. Y., have arranged for increasing
their present plant to about eight times its pres-
ent capacity in order to cope with the expansion
of their business.

Edison's New Model
Phonographs on Ex-
hibition at our Sales-
rooms,

32 East 14th Street

anc

1 26 University Place

(Wohlesale Elxclusively)

S. B. DA VEGA CO.

NEW YORK

THE TALKING MACHINE WORLD

47

69 BASINGHALL STREET, LONDON, E. C, W. LIONEL STURDY. MANAGER.

TRADE HAPPENINGS IN ENGLAND.

Business Has Not Improved as Much as Was
Expected — West of England in Best Shape —
Confidence, However, Being Restored — Disc
Records Show a Steady Advance in Popu-
larity— New Concern in the Field — Imports
of Talking Machines to Canada — Concerts at
Crystal Palace — Italian Talking Machine Co.
Introduce New Machine — Religious Feeling
Stimulated by Talking Machine — Business
in India — Artistic Ideas in Show Cards — In-
terestng Chat with Thomas Graff Regarding
Business of National Co. — Columbia Co.'s
Artistic Publicity — ^Annual Leipsic Fair —
Latest Clarion Records — Great Singers for
New York — Change in Edison Horn Equip-
ment— News from the Provinces.

(Special to The Talking Machine World.)

London, E. C, March 8, 1908.

From reports gathered among dealers and the
trade generally during the last few weeks, it is
obvious that the outlook of a month back is not
so bright now as it was then. Business has not
improved quite as much as was expected, and
while trade is not on the decline, it is precious
near marking time just now.

This condition of things seems . to be fairly
general throughout the Kingdom, and more cer-
tainly so in the northeastern counties. In quar-
ters where we do find a good, all-round trade
exists it is usually counterbalanced by a corre-
sponding depression in other districts.

The "West of England, fortunately, is in quite
a flourishing condition just now, and there
is an absence of that industrial trouble
which so easily disturbs the confidence
of the spending classes. In this quarter,
therefore, we find that dealers are bet-
ter off than their brethren 'way up north,
more especially those counties compassed N. E.,
where shipbuilding and engineering are the chler
support of the working population. These in
dustries are in rather a bad state at present,
owing either to lack of work, or, on the other
hand, threatened union and outside labor dis-
putes, which, through creating nervousness
among the workmen, has been distinctly felt in
the bearing it has exercised upon the talking
machine industry. Sales have naturally dropped,
and while for the moment general depression
has resulted, there are signs of a favorable
change in the near future. As I foreshadowed
last month, these trade upheavals are but of a
temporary character only, and even as I write
news comes to hand of a very probable early
settlement of the threatened great strike in the
engineering trade, which employs many thou-
sands of skilled workmen. And now that confi-

dence is soon to be restored, the people will loosen
their purse strings and spend money more free-
ly. And this is where the dealer comes in. A
little hard thinking will surely result in the
making of good preparations to catch and induce
the people to spend their money in machines or
records. Get your store arranged in a more
effective manner, brighten up the place; there is
always room for improvement, especially in
dressing your window. An effective window
show is a dealer's most powerful argument to
make custom. You can never be too original
in such matters, and the more concentrated
thought you bring to bear, the more effective
window display you will make. Were all deal-
ers to work along these lines, and constantly
improve the window attraction, better than is
done in hundreds of instances, think what a
grand advertising value it would have. Here,
there and everywhere the bright light of the
talking machine retailer would shine out, an
almost irresistible inducement to passers-by to
step inside and hear their favorite music. Now,
think it over and see if you can't make a better
display right away.

Disc Record Sales Increase.

Disc record sales continue to show a steady
advance over cylinders, and while phonograph
popularity is certainly not on the wane, it is an
incontestable fact that they are not making any
notable advance, but on the other hand, in com-
parison with disc sales, cylinder records are un-
doubtedly losing ground.

Marcophone Co. Organized.

A newcomer in the field is the Marcophone
Co., with a capital of £1,000, formed to manu-
facture talking machines, etc. Their offices are
located at Queen street. Hammersmith.

Decision Is Reserved.

After pleadings and legal arguments by re-
spective counsel, the oflicial referee reserved his
decision in the action of the Edison-Bell Co. vs.
the National Phonograph Co., which had been
referred to him for inquiry as to the amount of
damages the plaintiffs had suffered from the
publication of a circular by the defendants to
the effect that no other firm had a right to use
the name Edison. At the time of the action the
judge held that the circular was libelous and
directed inquiry as to damages. Much interest
will center in the official referee's finding.

Canada's Imports of Talking Machines.

The value of talking machines and accessories
imported by the Canadians during nine months
amounted to just over £18,000, but the most
interesting part of the returns lies in the fat
duty — £5,333 — which the government levied on
this head. Preference, however, is now offered
to English manufacturers, which encouragement,

we trust, will stimulate renewed endeavors on
their part to make a stronger footing In this
market.

March List of Edison Bells.

In the March list of Edison-Bell records, we
notice some new issues of the well-known old
standards "Calvary" -and "Ever of Thee," which,
in the matter of recording, are well up to the
excellent quality maintained by this company.
By the way, the Edison-Bell people announce
the forthcoming issue of a new process cylinder
record which is to sell only at a shilling. It
will be particularly distinguishable by a prettily,
yet very effectively designed box, which has re-'
cently been the subject of an interesting design
competition among dealers. Generous prizes
were offered for those designs which the com-
pany consider best, but at the time of writing
no decision has been announced.

City Manufacturing Co.'s Business.

Excellent business is reported by the City
Manufacturing Co., of 56 City Road, E. C, who
are well to the fore of late in issuing some at-
tractive publicity pointers. A recent one to
hand consists of a nicely illustrated list showing
a variety of styles in cabinets ranging in price
from 120s. down to 35s.; good quality and work-
mmship is apparent, and these goods can be
recommended to the trade with every confidence.
Ot'ier articles mentioned on their list include
^As2 record carrying cases, adaptable and useful
wire racks for cylinder and disc records, and
various sizes in disc record albums. This com-
pany has been established quite recently, yet
they are making great headway; their latest
capture being- to secure the sole agency for the
United Kingdom of the products issued by that
well known Swiss house, Mermoid Freres, whose
goods are famed for general good value. The
agency should prove very valuable in the hands
of the City Mfg. Co., and we have pleasure in
congratulating them upon their latest acquisition.

Concert at the Crystal Palace.

On the occasion of the Hearts of Oak concert
at the Crystal Palace, a grand concert Pathe-
phone provided the music, and was the chief
attraction of a very enjoyable entertainment.
A variety of selections were given — some classi-
cal, some sentimental, others comic; yet they
mostly all met with a good reception from an
audience comprising all classes of the commun-
ity. Such is the wide power of a good talking
machine in the matter of musical educatioai!

A New Machine to be Introduced:

After the principle of the "Simp," a new ma-
chine will shortly be placed on the market by
the Italian Talking Machine Co., of good quality
but cheaper in price. Mr. St. Dyktor also tells
me that he is fitting up an attractive shop in

Missing -A Weil-Known Dealer'^

DESCRIPTION: Considered a good business man, has fine store, smart, of great intellectual capacity, up-to-date, and
unusually alive to every possibility and right there when it touches his pocket. Our books show that we missed
him when we mailed out particulars of TAVORITE RECORDS the last month or two.

We Believe It's You ! If That's So ? You're Just Missing

your life's great opportunity. We can help you to just get bigger profits than ever before, and no bad stock. But you
must write us. If you don't the probability is j-our neighbor will be getting a bigger safe (instead of j'ou). Ninety-nine
per cent, of talking machine dealers w^e know want to make their pile. We don't worry much over those, but it's that
odd one we want to find. He is missing to his own disadvantage.

IF THE MISSING DEALER IS A FRIEND OF YOURS

we shall be very much obliged if you will send us his name and address. It is important
that we write him. Communications will be esteemed and should be addressed to

The International Favorite Record Co., Ltd. (ot Gt. Britain)

45 CITY ROAD, LONDON, E. C.

213 DEANSGATE, MANCHESTER

48

THE TALKING MACHINE WORLD.

FROM OUR LONDON HEADQUARTERS- (Continued.

THE

ff

GRADUATED FLEX
DIAPHRAGM

Built Like a Wheel

I Fully Protected I

Gives a Living Reproduction

The loudest, sweetest and
most natural yet obtained.

Hear what users say of it :

"... The gentleman that I fitted an 'Kxhi-
bition* box with one said there is not the slightest
doubt that it is louder, clearer and more natural. The
gentleman was not a novice either. He has pos-
sessed a gramo about 10 3'ears, always discarding
old and having the best on the market, and pos-
sesses about 5,000 records, so he ought to know."

"I have fitted and tested the 'Flex' Diaphragm
received from you for Edison 'C' Repro, and find
the results more than fulfils expectations, be-
ing an improvement on both mica and carbon, as it
is louder, clearer and sw^eeter in tone and a more
natural reproduction than either of the above, espe-
cially in the heavier notes; in fact, the best before
the public."

Price for Edison Model "C," with cross head, 2 or 50c.
Price for " Exhibition " or other disc sound-
boxes, or large Phono. Speakers, - 4/orSl.OO

POST FREE ANYWHERE

Fitting and testing if required) all sizes, extra 1/.

Literature and Testimonials from the Sole
Licensee :

DAWS CLARKE

Longford F* 1 a c e , L^ongsight
IVIanchester, Eng.

High Holborn -n-hicli will serve the double pur-
pose of a retail establishment and offices.

The Auxetophone in Carnival.

The Auxetophone now does occasional duty at
the ice carnivals held in Switzerland, as it is
found that with a temperature several degrees
below freezing point the local orchestra stand
the chance of a cold death, so to speak, or at any
rate, their enthusiasm is so much on a par with
the temperature that it is quite impossible to
skate to the spasmodic wails of the trombone.
Through the agency of Sidney Dixon, the Gramo-
phone Co.'s best instrument was requisitioned,
and it responded with such good results that
the carnivals are now said to be more popular
than ever.

A Valuable Piano.

Failing to get any music out of an old dilapi-
dated piano purchased at an auction sale, a
woman got her son-in-law to take it to pieces.
He was thinking it a profitless job when, lo and
behold! hidden among the wires was found notes
to the value of over £1,000!

Won Golden Opinions.

The Pathe concert at the Albert Hall last
month won golden opinions from several of the
leading newspapers, who devoted good space in
reporting same. Path6 Freres have now em-
bodied these views in a neat pamphlet which
dealers may have for the asking.

• Talker a Religious Inspirer.
In spite of the many diverse uses to which the
talking machine attains, it is not often the sub-
ject of religious inspiration, and so the follow-
ing short account of Its leading part in a ser-
mon will be of much interest. It was on the
occasion of an evening concert at the Marylebone
Presbyterian Church, and which was catered for
exclusively by Odeon records. The latest Odeon
disc machine was used. Orchestral, band, vocal,
violin, and other solos of a classical and senti-
mental nature provided a splendid entertain-
ment, which was very heartily appreciated by a
large gathering of people. During the interval
the Rev. George Hanson gave a short address,
the main theme of which, he said, was inspired
by the wonderful instrument that they had just
listened to, which, remarkably faithful as it was.
suggested to him a still more natural record —
that of the memory, of which we were all en-
dowed. The principle of right and wrong should
be as Indelibly engraved thereon as were the im-
pressions of our great singers' voices on the

Odeon record, and in time of temptation we
should not forget to turn on the lever of our
memory record of what's right!

Mme. Melba Returns to England.

Mme. Melba has returned to the hospitable
shores of old England, from Australia, where
she has visited all the principal centers in her
official capacity.

Ireland's New Birth.

Ireland has suffered for a good many years
from the domination of political parties whose
opinions, once the result of fresh thought, have
now become gramophone records of the minds
of dead generations.

Beka Co.'s Big Indian Business.

O. Ruhl, London agent for the Beka Co., ot
Berlin, states that his company are doing an ex-
tensive business in India, and other countries
abroad, and in consequence the home market of
late has been rather neglected in the matter of
new Issues of English pieces. It is good to learn,
however, that several excellent and popular
selections have recently been recorded in Lon-
don, which the trade may expect to receive inti-
mation of shortly, through the usual channels.
In Lindstrom machines Mr. Ruhl is experiencing
a satisfactory demand.

Gramophone in the Theaters.

The gramophone is now quite a feature in
several of London's principal theajters. The
waiting preceding the performances and during
the intervals, which to some people used to be
a tedious matter, is so no longer, inasmuch as
the latest records are now played nightly to the
people, who receive each selection with great
applause. So successful has the innovation
proved that we may expect to see it more widely
adopted by stage managers in the near future.

New Batch of Artistic Ideas.

The Pathe Co. have issued a batch of artistic
ideas for show cards which should considerably
help the dealer in drawing public attention to
Pathe goods. It seems to me that retailers do
not appreciate such deserved efforts to help
along their sales. Much time and expense is ex-
pended on these publicity matters, and it would
be pleasant to see more dealers make good use
of anything that is likely to induce custom.
The Pathe show cards are admirably carried out
and very artistic.

Multum in Parvo.

Some people are so exacting that when oppor-
tunity knocks they want her to send in a card.

A Chat With Mr. Thos. Graff.

In the course of a recent interview with your
correspondent, Thomas Graff, head of the Euro-
pean branches of the National Phonograph Co.,
had some interesting things to say in regard to
the future policy of his company. Briefly re-
ferring to the changes in, and consequent in-
creased cost of, the Edison phonograph outflts
(full particulars of which are printed elsewhere
in this department), Mr. Graff mentioned that
this new departure has been very favorably re-
ceived by the trade generally, who appreciate
the importance of substituting a larger horn
than that at present supplied. It has been said
that in view of the growing popularity of discs,
any rise nn the price of phonographs just now
might tend to hamper their sales, but be it re-
membered that proportionally better and greater
value is offered, and we think few business men
will disagree with the view that the increased
cost is more than counterbalanced by the very
considerable improvements which the company
have introduced.

Mr. Graff further states that it is their inten-.
tion to transfer the recording department and
clerical staff from Clerkenwell Road to the
Willesden factory, where the necessary altera-
tions and fixtures are now being attended to.
The removal will take place in a few weeks'
time, and it is more than likely that the old
Clerkenwell premises which have housed the
company for so many years will be abandoned
altogether in favor of a more convenient depot
in the West End of London. Thus by centralliz-
ing practically the whole of the work at Willes-
den, the company will save time in many ways,
much to the advantage of thg^ clients. These
important matters — not to lose sight also of the
price reduction — have been inaugurated during
Mr. Graff's directorate of the National's affairs
this side of the water, and needless to say they
have created many initial difficulties, which,
however, have been successfully overcome by Mr.
Graff's tactful administration of such matters.
Present trade conditions were said to be satis-
factory, all things considered, and the future
holds out good prospects of a considerable all-
round trade increase in both machines and rec-
ords.

Columbia Co.'s Artistic Catalog.

Another edition of the artistic catalog of Co-
lumbia 12-inch discs is iust out of the press.
The cover presents the portrait of Miss Ruth
Vincent in a striking setting, and inside are

it

There's Money in Them

STERLING RECORD

" STERLING " " SPECIAL" Records are the only records you can
obtain which enable you to say to your customers : " These
are the greatest value in cylinder records in the world." You
can say this because the " STERLING" "SPECIAL" is

"THE RECORD THAT'S HALF AN INCH LONGER

99

No other cylinder offers such good value, no other cylinder has
ever caused such a sensation by its sheer merit as well as its
increased length. No other record will sell so freely among
your customers. No other record needs so little introduction.
" STERLING " " SPECIAL" RECORDS will fit any standard
make of Phonographs.

Prioa 1m.
(25 Cantm)
Llbaral DIacount
tor Expori

The Russell Hunting Record Co., Ltd.

13, 15 and IT Clty^ Road, I_ondon, EZ. C, England

Australasian Representative. H.A. PARKER. 19 Hnnter St.. Sydney.N. S.W

THE TALKING MACHINE WORLD.

49

FROM OUR LONDON HEADQUARTERS- (Continued).

photographs of other leading contributors to this
special Columbia series, including Taurino Par-
vis, Anton van Rooy and David Bispham. Be-
sides the notable selections by these and other
foremost vocalists, the catalog contains some par-
ticularly choice band numbers — famous over-
tures, popular marches, etc. — by such distin-
guished musical organizations as the Banda
Espafiola, etc.

New York Getting All the Great Singers.

America's drain upon European opera artists
.is causing some alarm and discussion on the
Continent. Both German and Italian directors
bewail the emigration of all the best singers to
New Yorlt, but recognize their inability to com-
pete with the enormous salaries paid on the other
side. It is said that when the Italians want to
hear their great singers they have either the
choice of crossing the Atlantic or listening to
gramophone records. The latter should be a
good solution, and could be indulged in in private.

Ideal Now the Idelia.

The National Phonograph Co. have announced
that in consequence of certain difficulties in
registering the name "Ideal" in connection with
phonographs, their new machine will in future
be sold only under the title of "Idelia."

Some Deserved Criticisms.

No. 3 wholesale trade tally comes to hand from
the American Talking Machine Co. Apart from
the usual catalog of talking machine goods, it
contains some pertinent observations to that
class of dealer who places his stock orders else-
where, while making a convenience of the com-
pany to obtain such things as a few screws or
wheels, which orders very obviously cause more
trouble than they are worth to execute. The
company state that while disclaiming any inten-
tion of making arbitrary or offensive regulations
in their business, they feel that any bona fide
dealer should give them a portion of the more
profitable part of his orders, as they decline to

be made use of for accommodation only. No
apology is needed for this "straight talk," be-
cause genuine dealers and business men gener-
ally will respect it. There can he no doubt that
the American Talking Machine Co. deserve great
credit for initiating such a firm attitude toward
those retailers who keep practically no stock and
yet stand in competition with the man who racks
extensively from month to month. It is unfair to
encourage such dabblers in the trade, and we
sincerely hope other factors will not hesitate
to emulate the good example set them.

Gramophone Co. Reduce Price of Records.

Owing to the erection of their new factory at
Hayes, and the economy thus effected in the
manufacture of records, the Gramophone Co.
have announced a reduction of price. Records
which formerly cost 7s. 6d. for 12-inch, and 5s.
for 10-inch are now to be sold to the public at
5s. 6d. and 3s. 6d., respectively. A generous ex-
change offer is made to the trade, and agents
will be credited with the difference in prices on
all records they may have in stock.

The Annual Leipsic Fair.

The annual Leipsic Fair, held during the first
week in March, is being well attended by lead-
ing members of the trade from England, but
particulars cannot be given until our next issue.

Some Grand Opera Literature.

"Grand Opera at Popular Prices" is the appro-
priate legend which appears on the cover of a
new catalog of grand opera disc records just put
out by the Columbia Phonograph Co. These
discs present the best work of the brightest stars
in the operatic firmament. The design of the
cover at once appeals to opera lovers, for it gives
a faithful picture of the British home of grand
opera, Covent Garden Theater. This is repro-
duced from a pencil drawing and thus has the
artistic effectiveness of an etching in contrast
with the black ink letter ng. The catalog may
be had for the asking.

New Artists Making "Favorite" Records.

Last week the International Favorite Record
Co. were very busy recording quite a number of
new British selections at their London headquar-
ters, 45 City Road. Several new artistes, well
known in European musical circles, will appear
in this list, which, no doubt, will have been
issued to dealers by the time these lines appear
in print. The continued popularity of the "Fa-
vorite" records was further demonstrated on the
occasion of a talking machine concert held this
-month at the Battersea Town Hall, and where
only "Favorites" were used. A generous pro-
gram was provided by the company, and the re-
ception accorded the various selections was par-
ticularly hearty, seeing that most of the pieces
drew encores again and again; one record being
called for no less than six times!

Good Record of a Popular Song.

The Columbia Co.'s capital record of "She's a
Lassie from Lancashire" is a first-rate presenta-
tion of this most popular song of the hour.
Being sung by a Lancashire man, as only a "Lan-
cashire Lad" can sing it, there is an attractive
distinctiveness about this Columbia record, and
the excellent descriptive accompaniment, intro-
ducing the clatter of clogs and the clang of the
factory bell, contributes a further charm.

Latest List of Clarion Records.

The February list of "Clarion" records to hand
includes fourteen good titles — all sellers, if only
from the point of quality. There are two band
and two orchestral pieces, a banjo, and one oboe
solo, while the song issues cover no less than
seven good titles, and one hymn entitled "Faith
of our Fathers," by Edgar Coyle. Among the ar-
tistes are such well-known names as Woolmer
Young, Pete Hampton, C. Lester, Albert Marsh
and others. The good tonal qualities identified
with the Premier Co.'s product is well main-
tained in the February catalog of records, and
we feel sure that dealers will appreciate the com-

THE iTALIHN THLKING MfteHlNE 60.. Ltd.
Every Up-to-date Dealer must stock the "Simp" !

WHY! Because the " Simp" is the latest marvel of the world. Because the "Simp" reproduces
faithfully the living human voice within the true meaning of the word. Because the "Simp" is the limit.
We Guarantee :

No more nasal tones, no more unnatural notes, no more hoarse and metallic sounds, no more rasping
vibrations; nottiing but a natural clear, loud, rich, full, harmonious and mellow tone. The " Simp " gives
the true tone, the power and modulation of an orchestra.

The "SIMP" Disc Machine.

Retail Price from £6 12s. to £ 18.

The " Simp " eclipses
all well-known Cabi-
nets and Disc Ma-
chines at three times
the price.

The "SIMP" Diaphragm.

( With a small trumpet i Retail Price, £ 1 10s. 6d.

Thrice louder, clearer, and sweeter than any detachable
reproducer on the market to-day.

It fits any disc machine and it trebles its value to the owner.

A.SK FOR THE PSIEW CATALOGUE.

DEALERS— ?ush only the "Simp" and you will do the best business. This machine brings the fortune to you. DON'T MISS IT.

Exclusive agency wonJd he given to reliable Urm in country where we are not represented.

'%:^tZf^lS^ ST. DYKTOR, 9, Callhorpc St., Gray's Inn Road, London, W.C.

50

THE TALKING MACHINE WORLD.

FROM OUR LONDON HEADQUARTERS- (Continued).

pany's praiseworthy efforts in this direction.

Factored by American Talking IVIachine Co.

Pathe 11 in. discs and the "Clarion" record is'
now factored by the American Tallying Machine
Co., who state that the demand for these prod-
ucts is very satisfactory.

Important Letter from National Co.

The National Phonograph. Co. have sent out the
following notice of change in horn equipment
and list prices of Edison phonographs: "Begin-
ning April 15, 1908, all Edison phonographs will
be equipped with a horn support and solid metal
polygonal-shaped horn, somewhat different from
any now on the British market. The horns will
be 19 inches long, bell 11 inches in diameter;
they will be finished in black, with gilded deco-
ration, and present a very neat, as well as at-
tractive appearance. They will also produce bet
ter and more satisfactory results phonographi-
cally. It is a well known and established fact
that for several years the price of all material,
as well as labor, used in the construction of me-
chanical and musical instruments has constantly
increased; and, although we have therefore con-
sidered raising the prices of phonographs to meet
this increase in cost of manufacture, we have
withheld doing so up to the present time. Now,
however, that we are going to supply, at a still
further increase in cost, a larger horn and horn
support, we are compelled to do so, and,- begin-
ning April 15, 1908, the list prices of the different
types of Edison phonographs, including horn and
horn support, will be as follows: Gem, £2 12s.;
Standard, £4 15s.; Home, £7; Triumph, £11 lis.;
Balmoral, £14 14s.; Conqueror, £17 17s.; Alva,
£17 17s. Discounts to factors and dealers will
remain the same as at present. No changes will
be made in equipment of prices of the "Idelia"
and slot machines of any style.

Factors and dealers having a stock of machines
on hand April 15 must equip them with the new
hern and horn support and sell them at the
increased prices. To enable them to do this, we
will supply the horn and horn support separately
from machines, at the prices given below, these
prices being subject to regular machine dis-
counts; i. e., horn and born support for Gem ma-
chine at 10s., each list; horn and horn support
for Standard, Home, Triumph. Balmoral. Con-
queror or Alva, at lis., each list. Dealers should
order from their factors, and the factors from us.

We expect to be able to begin delivering ma-
chines with the new equipment on or about
March 20, but it must be distinctly understood that
such outfits must not be sold to users until on or
after April 15. There will be no objection, how-
ever, to a factor supplying them to dealers prior
to that time, provided it is understood and
agreed to that they cannot be put on sale until
that time. To meet requirements up to April
15, we will continue filling orders with the pres-
ent equipment, unless instructed otherwise. Be-
ginning March 5, we hope to be in a position to
supply sample outfits complete, to such factors as
may desire them, or to show ^nem what the new

SELF MANUFACTURED "S" LINES

SCREWS made to order for all
patterns sent in.

SOUND BOX SCREWS for
any make.

SOUND ARMS (Cheap.)

SOUND BOXES (Cheap).

STYLUS BARS.

SAPPHIRES for

all types.

SAPPHIRES in

steel holder

(needle sapphires\ and

other extra

good "S"

Lines.

» Y TO

RAlJXH,""~TxPo"Rr^**'* London, E.C,

Lloyd's Chambers, 27-29 Worship Street

NOTE NEW MDHRBSS

horn and crane will be. If you desire samples
sent you, please place your order immediately,
plainly specifying thereon: "One each Grem,
Standard. Home and Triumph machines equipped
with new style horn and horn support"; or,
should you not want all of these different styles,
specify just which particular types you do want.
To provide against delay in supplying extra horns
and supports for machines on hand, we should
thank dealers to notify their factors and factors

to notify us on March 5, as to the approximate
number of each style they will require on April
15, and would suggest your placing orders for
them as soon after March 5 as possible."

Concerned Over Mr. Edison's llliness.
"We have received a cable report this month
which states that Mr. Edison has recently under-
gone an oi>eration for mastoiditis. If such is the
case we sincerely trust that he is by now well on
the road to recovery.

TRADE REPORTS FROM THE PROVINCES.

MANCHESTEEr-DISTRICT NOTES.

Manchester, March 4, 1908.
Trade around Manchester during the past
month has been unsettled. There are no special
features to report, generally, speaking. The ques-
tions of the day that are being discussed are the
various reductions, as spoken of in another place,
and the exchange schemes that both disc and cyl-
inder makers are trying to fempt buyers with.
The general opinion is that each dealer is work-
ing for prices that do not bear anything like the
profit they should, and that all these kind of
enticements are bound eventually to come to the
ground; 2d. in the Is. (or 4 cents out of 25 cents)
is not a sufficient profit for selling a disc record
retail, and certainly Id. on 9d. (2 cents upon 18)
is a margin sufficiently small to deter the dealer
buying. The war of competition is fairly on, and
it is a question of the survival of the fittest.
Bach manufacturer here seems disposed to do his
level best to wipe his competitors off the face of
the globe; the dealer, meanwhile, to work upon
profits that are quite uaremunerative. Indis-
criminate trading also, as foretold months ago,
by the writer, is having the attention of a sec-
tion of retailers in the North, and the possibility
is that some combination will shortly be an-
nounced to deal with these matters.

Mr. Burrows, the well-known factor, reports
that he has had a very good season, indeed. Es-
tablished fifteen years ago, he has recently
launched out in a most praiseworthy manner,
extending his connection in all directions. To
show the remarkable growth of his business he
has opened no less than 300 fresh trade accounts
during the past four months. Approximately
the sales here have been 50 per cent, in disc and
33 1-3 per cent, in cylinder goods. His building
consists of five fioors crammed with goods from
floor to ceiling. The various special departments
contained in the building are devoted to Edison,
Edison Bell, Sterling Pathe and Zonophone prod-
ucts, and to show the extent of the sales here in
Pathe goods alone several thousand pounds have
already changed hands this year, although we
have only had a few weeks' trading. In ma-
chines, Mr. Burrows' turnover is approximately
from 3,000 to 4,000 per year. The business re-
flects the greatest credit upon all the efforts of
Miss Squire, who is the inside manageress, and
Mr. Parr, the outside i epresentative, have ma-
terially contributed to the success of this house.

At Messrs. Richardson's, Shudehill, business is
still fairly strong, sales in disc and cylinder
goods being about equal. They have recently
placed one of the largest orders ever giveu by a
Lancashire house with Messrs. Edison Co. for

"CLARION"

NEW PROCESS LONG,

CYLINDER RECORDS

You can afford to import these records and after paying all costs,
charges and duty, compete with any other make in the world.

A. WORD REGARDING QUALITY- This is perhaps unnecessary, as they speak for

themselves. Write us, the manufacturers, for samples and terms.

The Premier Manufacturing Co., Ltd., 81 City Road, London, England

THE TALKING MACHINE WORLD.

51

FROM OUR LONDON HEADOUARTERS-(Continued.)

no less than 22,000 cylinder records, the whole
of which are to be Harry Lauder's songs, in
seven various numbers. They expect enormous
sales both in Manchester and Liverpool for these
goods, and believe they will be sold within a
few days of arrival. A good season is reported
by Mr. Geddes, the manager, at both establish-
ments.

C. Duwe reports that trading has been excep-
tionally large during the past few months. Es-
sentially Mr. Duwe's business has been in cylin-
ders, he having sold in Edison's alone, during the
month of December, no less a quantity than 60,-
000 cylinders. In discs the sales here have been
practically about 50 per cent, of the cylinder turn-
over. In accessories Mr. Duwe does a large and
successful trade, supplying even the very small-
est details connected with the business. Whole-
sale factors like Mr. Duwe suffer, however, very
considerably through the indiscriminate trading
of firms who supply outsiders at trade prices,
and we agree with him in saying that too much
care cannot be taken in finding out whether a
man is in the trade or not before he receives
supplies. It should be a sine-qua-non, that no
man should be able to purchase goods in the talk-
ing machine business unless he is a bona fide
trader, selling these goods solely upon a profit
basis, thereby insuring that he will obtain the
necessary profit indispensable to enable the
trader to make both ends meet.

The new Symphony Grand Graphophone on
show at the Columbia Co.'s depot has the appear-
ance of being an exceptionally nice instrument
of solid mahogany; the case has the design of a
small piano; the results are very fine. The
rendering of the voices is much more melodious
and musical than we have previously heard.
The interior of the case has all the necessary
fittings for 10 and 12 inch records, and, alto-
gether, besides being a high class musical in-
strument, it is an exceptionally nice piece of fur-
niture. A few days ago, when the two samples
first arrived, Mr. Grossman tells us that they
were put on show and both sold the same day.

A very successful Zonophone concert was held
here at the Free Trade Hall on February 22. The
Zonophone Co. recently have been booming their
records very considerably, and these concerts are
being given in the larger towns. In furtherance of

the scheme of pushing the Zonophone records.
As a treat to record purchasers various artists
attended, giving demonstrations of their musical
abilities to enable the public to judge the ac-
curacy of the actual voices in comparison with
the reproductions on the records. Generally
speaking they were appreciated and encores were
the order of the day. There is no doubt what-
ever that the premier artist in this concert was
the wonderful concertina soloist, Alexander
Prince, and "The Lost Chord," as rendered by
him, was exceptionally fine. Others who did well
were Messrs. Oily Oakley, with his banjo;" Ernest
Pike, Stanley Kirkley, Peter Dawson and Hector
Grant. We understand that a similar concert
has also been given in Liverpool, well attended
and appreciated by all classes.

From private information received we believe
it is the aim of the Zonophone Co. here to ob-
tain by their exchange system a large bulk of
old and worn out records, already held by the
public. It is also with the object of stopping
illicit trading and dealing and refaking up old
records, that is at present so common here. The
exchange system is apparently causing this com-
pany a loss in profit, but the trouble and loss,
although it may be considerable, will have this
beneficial advantage, the customers who have
had their records some time and have worn them
out will get a cash value of approximately 6d. upon
every record they return, buying another one at
the ordinary price. This exchange scheme, how-
ever, may not last indefinitely, for in all probabil-
ity the next season's trading in Zonophone records
will be conducted upon quite a different basis.
It is more than probable that a strict agreement
will have to be signed by every dealer similar to
those enforced by other houses, which we hope
will have a beneficial effect against price cutting.

The great sensation of the month in the
North has been the reduction in price of gramo-
phone records. The new prices retail are as fol-
lows: 10 inch records, 3s. 6d. (87 cents) each,
and 12 inch, 5s, 6d. each, with an exchange value
Is. 2d. (29 cents) for 10 inch, and Is. lOd. (45
cents) for 12 inch. Two records, however, of the
same class have to be purchased to obtain this
allowance. We are pleased to see that the
company are giving credit to their agents for
the full amount of the difference as against the

old and new prices for -any stock held when the
reduction was announced.

LEEDS NOTES.

Leeds, March 2, 1908.

Trade generally in this neighborhood has been
of a very fluctuating nature. In some houses
exceptionally good business is reported. In other
cases dealers complained of a considerable lull
for the past few weeks. Pathe goods apparently
have been boomed very well in Leeds, showing
that a disc record at a reasonable price is catch-
ing on in the great Yorkshire center.

Messrs. Scott & Co. report a very good busi-
ness season in the various lines they handle,
wholesale as well as retail. This is also true of
Messrs. Hilton & Co.

H. N. Jenkins, Briggate, formerly Leeds agent
for the late Neophone Co., is now making a feat-
ure of Pathe goods. Messrs. Jenkins informed
The World representative that during the past
season they had sold considerably over 10,000
Pathe discs, and in Pathe machines they had
handled over 250 so far. Mr. Jenkins, however,
is a very pushing and up-to-date man.

The Record Phono Co. are well satisfied with
this season's progress. Analyzing the future,
however, they believe that various changes may
take place before long, necessitating the utmost
care in future buying.

Another very successful dealer is T. Byrom.
Doing a large cycle trade, he took up Pathe goods
at the beginning of the autumn, and has sold up
to the present time about 150 machines and a
very large quantity of records. Mr. Greenwood,
another large cycle merchant, reports that he has
had a good season, both in cylinder and disc trade.

We understand from Ambassador Thompson
that Pathe Fr6res are organizing a special con-
cert department for the holding of concerts in
various parts of the country, which will be under
the direction of Mr. Hillyard. The general
scheme is to hold concerts in the large halls in
conjunction with the Pathe agent for the district.
The advantages are mutual. Speaking of Pathe
Preres, we understand that the 100 franc shares
of this firm at the present time are worth ap-
proximately 1,300 francs, and paying a dividend
equal to 75 per cent.

The "World's" Register of British Manufacturers and Factors

The following are leading firms in the United Kingdom who will gladly mail Catalogues and Price Lists upon request

D PDT17TTD 68 Basinghall St..
IV. rtVlE/UrV London, e.g.. Eng.

EVERY WHOLESALE JOBBER

should get my export prices for Best French
PHONO REPROS., RECORDERS,
BLANKS and all Phono Accessories. Lists
free.

I am prepared to consider sole
representation of manufacturers of
SPECIALTIES of all kinds for
Phono and Talking Machine Trades.

IF YOU WANT TO OPEN HERE

write us at once and submit samples
and prices. Highest Bank Refer-
ences. Correspondence invited — -
English or French.

For Profitable and SOUND Business handle the

IMPERIAL DISC RECORDS

Supplied by

GILBERT KIMPTON & CO.

Peninsular House, Monument Street, London, England

THE SEYMOUR
REPRODUCER

NEW 1908 lUODEL
Enormously Improved.

Absolutely the finest phonograph' repro-
ducer on the market. Price, 12/6.

Graphophone Carrier Arms for Edison
machines to adopt same, with special sound-
tight joint, from 10/6 to 12/6.

Send for illustrated lists of above and
other up-to-date accessories.

THE MICROPHONOGRAPH COMPANY
291 Goswell Road, London, England

TALKING MACHINES

Records and
Supplies

Export a specialty. Ship-
pers are requested to state
their requirements.

American Talking Machine Co.

31 Tabernacle St., ItndOB, England

F. W. ROBINSON

"The Talkeries," 213 Deansgate,
MANCHESTER, ENGLAND

Direct Importer of all kinds of DISC
TALKING MACHINES. RECORDS,
PHONOS., CYLINDERS. ETC.. and all
goods connected with the trade.
WHOLESALE, RETAIL AND EXPORT
on cash lines atTclose market prices.

im^p> Correspondence Invited
PROMPT ATTENTION

Always open (o consider good lines suit-
able for the English and Foreign markets.
Improvements and Novelties preferred.
Send samples and prices.

SEE ADV'T ADJOINING

To Colonial and Foreign Bayers

The peculiarities of these markets
have never been more apparent than
at the present moment, requiring the
greatest care in pricing and buy-
ing, with a view to the future Hav-
ing had many years' experience, I
am prepared to buy for you upon
commission, and to keep you posted
up with all the latest productions
and act as your representative. I
buy rock bottom. Instructions to
purchase goods must be accompanied
with order on Bankers to pay cash
against Bill of Lading.

Bankers, London City and Midland
Ltd., Manchester. For terms, please
write, stating requirements, to

F. W. ROBIINSOIV,
213 Deansgate, Manchester, Eng.

The City Mfg. Co.

56 City Road, London, E. C.

We are the ONLY MANUFACTURERS IN
ENGLAND who are able to produce a
genuine British-Made article, superior
quality, to stand Foreign competition.
Records, Albums, Pedestals
Exhibition Wire Racks
are our principal lines, and we can claim
to be

The Cheapest on the Market

Wholesale only. List on Application.

52

THE TALKING MACHINE WORLD.

The failure of P. Hebden's, Ltd., talking ma-
chine and cycle agent has been announced, with
liabilities £1,427 14s. 3d.

The general trend of the trade iu Yorkshire
now is the expansion of the disc trade, as against
cylinder goods.

nVERPOOL NOTES.

Liverpool, March 3, 1908.
Liverpool at present is experiencing a lull, but
nearly everyone believes they have a good time
c-oming.

At, Messrs. Dibb's, Mr. Smith, who is one of the
keenest men in the trade, says that they cannot
grumble at results, and, o far, are quite satis-
fied.

At J. B. Cramer & Co.'s they have had a very
fine season with gramophone goods of the high-
est possible class. The great feature, of course,
is the booming of the seven Tetrazzini records.
Mr. Sinclair stated they could not obtain any-
thing like sufiBcient supplies, and have many or-
ders on their books for delivery to some of the
leading musical devotees of the North who are
anxiously awaiting them. Mr. Sinclair also tells
us that on January 20 they gave two gramophone
concerts at the Philharmonic Hall, and both per-
formances were crowded, the performers being
H. M. Coldstream Guards' Band and the Auxet-
ophone. Good sales immediately followed for
the highest price gramophone machines and
records.

In a previous issue we expressed our admira-
tion of the very fine show of goods always on
exhibition at Messrs. 'Cramer's, and there is no
doubt that their sales are certainly the largest
in Liverpool and the surrounding district.

Messrs. Thompson, Mossford & Co., of 16 South
Castle street, shippers, will henceforward be
known as Messrs. Thompson, Helsby & Co., Mr.
Helsby having been _ admitted into partnership.
Business with this house is reported as being
very good, Pathe's predominating.

Messrs. Archer & Co., of St. George's Crescent,
also report good sales, and while we were there
we listened with the greatest' satisfaction to the
way in which their manager was pushing gram-
ophone goods, always ending in good sales.

The Reliance Co., who were purchasers of a
large consignment of Edison- bell records, dis-
posed of at an auction sale in Manchester some
time ago, are now advertising these records at
6d. each (12 cents), or 4s. 6d. per dozen (9 cents
each). These prices, of course, will affect some-
what the other dealers in the town until they
have been disposed of.

BURY.

Bury, March 5, 1908.

Th Bury, Lancashire, the trade generally has
been most successful during the past season.

W. Harrison, of Rochdale Road, has recently
added another shop to his already large and ex-
tensive premises, and such has been the demand

for goods that he has been hardly able to cope
with it, being the busiest season he has had for
over eight years. Over flrty Edison phonographs
were sold by him just prior to Christmas, and
in the last eight days of the old year no less than
500 cylinder records were disposed of, irrespec-
tive of other makes of cylinder records and sup-
plies from other firms. In disc records he has
pushed Pathe goods well in this district and
given selections to crowded houses in the Theatre
Royal, with one of their compressed air ma-
chines, model D. The money taken at the doors
being devoted to the new Drill Hall fund, which
has recently been opened here by the Duke of
Connaught. Mr. Harrison also handles Pathes,
Odeons and Zonophones, apparently doing a good
trade in each. Altogether we should term Mr.
Harrison "the Bury bustler" for we do not think
any other expression would meet the case, and
we wish him a continued run of success.

G. Morris, of Bolton street and Bolton road,
and F. Warburton, also report a very good sea-
son, Mr. Morris having done especially well in
Gramophone machines and records, of which he
is the Bury agent.

A strong feeling, however, exists in this local-
ity that manufacturers should be compelled to
carry out their part of the agreements as well as
that which they insist upon the dealers" signing
and to cease supplying indiscriminate people at
trade prices, the only asset of these particular
gentlemen being a nicely printed memoranaum
form. In fact, the feeling is so strong on this
point that in all probability they will endeavor
to alter it very shortly.

DEATH OF RANDOLPH.

The Passing of the Treasurer of the National
Phonograph Sincerely Regretted by Mr. Edi-
son and the Entire Staff — Continued Illness
Brought About Despondency.

Though ill for some time, the suicide of John
F. Randolph, treasurer of the National Phono-
graph Co., Orange, N. J., on Feb. 17 at his home
in West Orange, came as a great shock to the
officers of the company and his many friends.
Besides the above office he occupied a position of
confidential trust with Thomas A. Edison, with
whom he was closely associated daily in his
laboratory, and therefore, this unfortunate event
was a personal bereavement to the eminent in-
ventor, and scientist, whose grief over Mr. Ran-
dolph's untimely death was deep and profound.
The deceased was also treasurer of the other
three Edison companies located at the Orange
works, and was held in the highest esteem by
his business associates. His illness prevented
him from attending the sixty-first celebration
of Mr. Edison's birthday on February 11, an in-
cident regretted by the entire factory and com-
pany staff. Mr. Randolph was 44 years of age,
and he leaves a widow and three children. On
the day of his funeral. February 19, the entire
works shut down and the New York offices were
closed.

SUGGESTIONS TO AID SALES.

Some Valuable Hints Set Forth in Recent Lit-
erature Issued by the Victor Co.

When transmitting their latest record cata-
log the Victor Talking Machine Co., Camden,
N. J., offered a few suggestions to assist the
dealer in sales, among which was the following:
"A certain successful Victor dealer writes that
it is the invariable and positive rule of his store
to demonstrate the Victor by first playing one of
Caruso's wonderful rec-ords, says 'Questo o'Quella'
from 'Rigoletto,' or 'Di Quella Pira,' from 'II
Trovatore', declaring that it makes no difference
whether they are playing for some one who never
even heard of grand opera. These records make
an indelible impression, one that in truth
amazes the customer and so clearly proves the
superiority of the Victor that the listener will
never be satisfied with any other instrument."

A HUSTLING INSTITUTION.

"One would never know from visiting the fac-
tory of the Universal Talking Machine Co. that
there existed the slightest depression in business
circles," a prominent member of the talking
machine trade was recently heard to remark.
"From the basement to the garret there is evi-
dence of the greatest activity, and the company
are not losing any opportunity to stimulate the
demand for their goods. Their sales force is
splendidly organized, and as a result the Zed
Co., of 77 Chambers street. New York; the Met-
ropolitan Talking Machine Co., Jacksonville,
Fla., and George T. Fisher, of Tucson, Ariz., have
recently placed large orders so as to connect
with them on a jobbing basis. Furthermore,
their extensive advertising, as well as the issue
of special literature when having offerings of
importance, such as the Tetrazzini "Merry
Widow" and "Waltz Dream" records, is, no
doubt, contributing in a large measure to the
volume of their business, which on these selec-
tions has been and continues to be simply enor-
mous.

"They have also erected ag'ainst their chim-
ney, and so facing the Pennsylvania Railroad
tracks that every passenger cannot fail to see
it, an enormous sign displaying their new trade-
mark, 'On Speaking Terms.' This baby of theirs
they hope to so popularize that it will soon
equal some of its older competitors, and the man-
ner in which they are bringing it before the
public is having a telling effect. The fact of
the matter is, with their line of machines and
records, together with their present policy, I,
with others who are familiar with the campaign
they have outlined, can only predict a bright
future for the Zonophone."

NOW THE ORCHESTEOPHONE.

The Orchestrophone Co., of 815 Harrison street,
Kansas City, Mo., show an illustration in another
portion of the present issue of their product,
the Orchestrophone. This creation is intended
to take the place of a horn and can be easily
adjusted to any disc talking machine, and con-
veniently holds in one of its sections enough
records for an evening's entertainment. In an-
other portion is a dust-proof chamber in which
sound boxes and records are operated free from
outside influences. This new claimant for trade
patronage will undoubtedly attract the attention
of dealers.

The Curtice-Baum Co., piano dealers, Omaha,
Neb., and with a branch in Fremont, Neb., have
installed complete lines of Victor talking ma-
chines anil Edison phonographs in both their
stores.

FLURSTEDT 17 CAiriTDI A NTIT CHEMISCHE

be! Apolda i. Th. Germany £j» 3 iW £/ IV L/ iA 1111 I FABRIK

The largest manufacturing plant in the world devoted
exclusively to the manufacture of Master Waxes for

Gramophone and Phonograph Recording

Sole Manufacturer of

Sauerlandt's Material for Hard Moulded Records

Attention piiid to tlic M;iiinf;iiliire ALU M ATKI'ei.XLS rROTECTEl)

of :my Spt-ciiil Mnteriiil HV I>.\TE.\TS

PHILIP NEALE,

PMOINO. EXPERT,

S Chalk Farm Rd. LONDON, N. W.

Talking Muchines of everj- description repaired.
Special terms to the trade. City address and price
list on receipt of postal. No job too small— no job
too larKC.

THE TALKING MACHINE WORLD.

53

N£W CONCERN IN BOSTON.

The Massachusetts Indestructible Record Co.
Incorporated With a Capital of $20,000 With
Headquarters at 72 Becford Street — Will
Handle Indestructible Records.

(Special to The Talking Macliine W'jrid.)

Boston, Mass., March 12, 1908.
A new firm have recently been organized in
this city that bids fair to make some decided
hustling necessary on the part of other firms in-
terested in the talking machine business. The
new firm is the Massachusetts Indestructible
RecoTd Co., incorporated under the laws of
Maine, with $20,000 capital, and fine new offices
at No. 72 Bedford street, right across the way
from Jordan-Marsh Co., in the commercial heart
of the city.

The Massachusetts Indestructible Record Co.
begin their career very auspiciously. It has as
president Harry E. Towle, a local banker —
young, ambitious, active and of excellent busi-
ness judgment. The general manager is R. F.
Pease, one of the best known men in the talking
machine business in the country. Mr. Pease
. DTings to the new company years of varied ex-
l^erience, a broad acquaintance with the person-
nel and the needs of the trade, and an unlimited
amount of push and energy. At the head of a
corps of salesmen the company have placed J. L.
Gately, for a number of years on the staff of the
Eastern Talking Machine Co., and one of the
ir.ost popular young men in the city.

The Massachusetts Indestructible Record Co.
have become the New England distributers for
the Indestructible Phonographic Record Co., of
Albany, N. Y., and will have the unusual oppor-
tunrty of being able to supply a demand that
has already been created, rather than the trouble
and expense of first creating a dernand, as most
new companies have to do.

The company's new offices and salesrooms are
ideal, both in location and arrangement. They
occupy over 2,500 square feet, all on one floor,
and there is stock capacity at present for 100,000

records. A specialty is to be made of immediate
shipments and as there are two elevators, ample
freight and express facilities, combined with
ease of access to all the railroads and a generous
supply of clerks, it seems as though there is
going to be some activity around No. 72 Bedford
street.

The indestructible record has already made
great headway in this section of the country.
Many phonograph users have lost their most
cherished records because they broke at the
slightest jar — a fall to the floor smashing them
into a thousand pieces. But the indestructible
record can be thrown across the room and will
not even be chipped. It opens up a new avenue
of trade and the organization of the new com-
pany as New England distributers indicates that
this trade is to be well taken care of.

nets would be able to note the presence within
of a talking machine, yet when the hidden
phonographs are played it is found that the
musical qualities of. -the sound as it is produced
from within these cabinets is not impaired in
the slightest. In order to appreciate the charm
of these new claimants for trade patronage, they
must be seen, for it is impossible to describe
in a written account the novelty of this new
Herzog creation. In our next issue we shall be
able to illustrate these cabinets. All who have
seen this new invention have been greatly inter-
ested and predict for it an unprecedented de-
mand. It does away with the visible horn
proposition entirely, and in its place is a beauti-
ful cabinet which is an ornament to any room
wherein placed.

A "SECRET" FOR DEALERS.

A CLEVER HERZOG CREATION.

A New Cabinet in Which the Talking Machine
Is Hidden Completely from View — Music is
Produced Without a Horn Being Visible.

Members of the talking machine trade are al-
ways interested in novelties. Something out of
the ordinary always attracts them, and for that
reason they will be particularly glad to know
that the well-known inventive ability of the head
of the Herzog Art Furniture Co. is emphasized
in producing cabinets which are a distinct de-
parture from anything which has been hitherto
put forth, and destined to create something of a
sensation in trade circles.

Recently we had the pleasure of examining
these remarkable Herzog creations at the invita-
tion of M. A. Carpell, the eastern representative
of the Herzog house. The exterior appearance
of the cabinets is graceful and they are in per-
fect harmony with the different art periods, but
their charm does not end here. They are not
merely receptacles for records, but in them are
placed Edison phonographs, and so cleverly are
they concealed that no one approaching the cabi-

The Blackman Talking Machine Co. have a
"secret," but J. Newcomb Blackman, the pro-
prietor, says that this "secret" is like most
others, "it is too good to keep." Most dealers
are interested in increasing their profits, and any
plan that will enable them to increase their rec-
ord sales without violating their contracts and
unfairly competing will certainly increase their
profits. In view of this the Blackman Co. have
prepared a very interesting little folder which
has as a title "The Secret of Increasing Record
Business." Any qualified talking machine dealer
who writes on his business letterhead or sends
a postal stating what talking machine he handles
will receive a copy of the above folder. Every
dealer should take advantage of this oppor-
tunity.

REGARDING J. V. SCHMILL OF MEXICO.

J. V. Schmill, representative for the Victor
Talking Machine Co. in Mexico City, Mex., was
the subject of a cartoon which recently appeared
in the Record, that city. The picture shows Mr.
Schmill on the front seat of an automobile, with

r

Automatic
Stopper

For EDISON STANDARD
and HOiMfE PHONOGRAPH

Just demonstrate to your cus-
tomer that with an Automatic
Stopper on his Edison he need
not touch the machine again after
once starting it. It stops after
record is finished. Everyone appreciates what
this means. Result- quick and growing sales!

Retail price for "Home" style is 25 cents.
Retail price for "Standard" model is 75 cents
each.

Place your order through your jobber ; unable to
X get them of your jobber, write us.

EASY
SALES

Adjusting Device for the Edison
Crane

Use with any Horn
Retails at $1.00

Regular machine discounts to dealers. If you want samples
send price, less discount, with the name of your jobber— we will
see that you get them.

UTICA CRANE CO.

MAKERS

UTICA

N. Y.

.J

54

THE TALKING MACHIKE WORLD.

•a Victor machine beside him. The horn is point-
ed back toward the tonneau, wherein sits the
Victor dog in characteristic attitude. In men-
tioning the cartoon the Record said: "Mr.
Schmill is one of the successful business men in
the city, and is well known throughout the re-
public of Mexico."

THE CHINESE ENJOY "TALKERS.'

Orientals in St. Louis Replace Fireworks as a
Means of Celebrating Their New Year With
Grand Opera on the Talking Machine.

(Special to The Talking Machine World.)

St. Louis, Mo., March 9, 1908.

Despite the fact that the Chinamen of this
city were forbidden by the police from cele-
brating their New Year with fireworks, a num-
ber of them succeeded in passing a very enjoj--
able day in listening to a Chinese grand opera
a la phonograph in a restaurant on South
Eighth street.

As a Chinese drama sometimes requires a week
for its adequate rendition, it was not surprising
that twenty-four records were required to com-
plete the phonograph performance. As soon as
one was finished another was placed, so that the
performance was practically continuous. There
were two characters, a man and a woman. They
sang in turn, accompanied by an orchestra which
was unable to drown their voices. The harsh
reverberations of gongs, the shrillLug of fifes
and whistles, the thunder of drums and the
strumming of the Chinese equivalent of guitars
produced a bedlam which was maddening to
Occidental ears, but the Chinese listened in rap-
ture.

It was the first time a Chinese opera by means
of a talking machine was ever heard in St.
Louis, and the performances had to be repeated
many times during the day.

OFFICERIS

OF THE

Talking Machine Jobbers'
National Association

190T-08.

President, James F. Bowers,

Lyon & Healy, Chicago, 111.
Vice-President. W. D. Andrews,

Buffalo, N. Y.

Treasurer, Louis Buehn,

Louis Buehn & Bro., Philadelphia, Pa.
Secretan', Perry B. Whitsit,

Perry B. Whitsit Co., Columbus, O.

EXECUTIVE COMMITTEE:
Lawrence McGreal, Milwaukee, Wis. ;
C. V. Henkel, Douglas Phonograph Co.,
New York, N. Y. ; C. W. Hickok, Whit-
ney & Currier Co., Toledo, O. ; W. E.
Henry, Powers & Henry Co., Pittsburg-,
Pa.; Edward H. Uhl, R. Wurlitzer Co.,
Chicago, 111.

Every Talking Machine Jobber in the United States
Shonld Join This Association.

CLEVELAND TRADE IS GOOD.

Talking Machine Dealers Are Rapidly Over-
coming the Slump Caused by the Financial
Flurry — Working Harder Than Ever.

USED m TRAINING STUDENT ACTOES.

The phonograph as "first aid" to dramatic art
has been introduced by Prof. Beziat de Bordes,
of the French department of the University of
Michigan, in training student actors for the
presentation of Moliere's "L'Ayare." By this
method Professor Bezait hopes to add feeling and
delicacy to the lines. Thirty-six records have
been carefully prepared, which will give the play
exactly as the cast is to produce it. At any
time any member of the cast may rehearse the
entire play in the solitude of his room.

(Special to The Talking Machine World.)

Cleveland. 0., March 9, 1908.

Conditions in the taiKing machine trade in
Cleveland and this vicinity are far from dis-
couraging. Notwithstanding the financial de-
pression which has affected almost every line of
business — many most seriously — the talking ma-
chine business has continued remarkably pros-
perous. Though there are a few exceptions
among the local dealers they report trade during
the winter months, as, under existing conditions,
remarkably good, and at present perceptibly im-
proving, though few large orders are included in
present sales.

The Eclipse Musical Co., exclusive jobbers of
the Edison and Victor machines, report sales
surprisingly large and that their business is now
within a small percentage of normal conditions.

Collister & Sayle, who claim to be the largest
Victor distributers in Northern Ohio, say that
business is just fair, but indications point to a

IVIassachusetts indestructible Record Co.

72 BEDFORD STREET

BOSTON, MASS.

New England Distributers

FOR THE NEW

All Records
Guaranteed

No Loss
No Breakasre

TRADE-MARK

Equal In Quality— More In Quantity

99

THAN ANY OTHER CYLINDRICAL RECORD

DEALERS— We invite your sample order, wiiicli wili receive immediaie attention

revival; that inquiries are increasing, and that
the record trade continues good.

Conditions were reported fairly good by the
Columbia Phonograph Co. It was said that while
the demand for machines has dropped off, sales
of records continue good, and indications of gen-
eral improvement are apparent.

All the talking machine dealers in the city are
well stocked, and most of them reported about
the same conditions as outlined above.

It is very evident the nard times has not so
seriously affected the talking machine business
as it has most others. The generally expressed
opinion of the trade is that with the opening of
spring there will be a revival, and business will
resume its usual activity. The strong competi-
tion in the musical line is acknowledged by all
dealers, but instead of being a detriment to busi-
ness, is spurring them on to the utmost efforts.

VICTOR TRADE-MAEK STILL "REIGNS."

Since adopting their trade-mark of "His Mas-
ter's Voice'' the Victor Talking Machine Co. have
obtained more free advertising than even that old
cartoonist's favorite, "He won't be happy 'till he
gets it." The Victor mark seems to fit into a
numerous situations, and without a great deal
of remodeling at that. In a recent issue of Judge,
the well-known comic weekly, the front page was
given over to a cartoon in colors representing
another version of "His Master's Voice," show-
ing the United States represented by a battle-
ship with an enormous cannon, which in per-
spective resembled a talker horn. At the muzzle
of the gun was a dog sitting on an island listen-
ing intently to what sound was issuing from the
gun. The dog was labeled "Japan." Of course
the idea of the cartoonist was at once appre-
ciated. The Victor Co. sent copies of the paper
containing the cartoon to all their jobbers and
more prominent dealers, accompanied by some
appropriate remarks.

INVITATION TO EDISON FROM PHOENIX.

In extending Thomas A. Edison an invitation
to come and reside in Phoenix, Ariz., during his
convalescence, the Phoenix and Maricopa County
Board of Trade did a very graceful act, and one
which will be highly appreciated by the famous
recipient and his family. The resolutions to this
effect, passed by the board Saturday last and
forwarded to Mrs. Edison, are charged with the
generous sentiment of the whole-souled people of
that beautiful section of the country. They say:

"We offer him, free of all charges, the use ol
the best private residence obtainable, furnished,
in this city, together with a carriage and coach-
man for as long as he will honor us with his
company. . . . And we reverently invoke the
grace of God upon our great countryman in this
hour of his trial and affectionately urge his ac-
ceptance of our hospitality."

SEASONABLE POETRY.

If at first you don't succeed —
Advertise!

'Tis a lesson you should heed;
Advertise!

Lest the flies bespeck your stock;
And the sheriff gives you shock.
While your future goes in hock —
Advertise!

Pay your cash for printer's ink —
Advertise!

Cheaper, far. than cards or drink:
Advertise!

Make your town sit up and think,
Put old fogies on the blink!
Advertise!

Paint the fences with your name.
Blazon to the world your fame.
Prove to all you're full of game,
Advertise!

THE TALKING MACHINE WORLD.

55

BALTIMORE TRADE IS GOOD.

Money Is Rapidly Getting Into Circulation and
Talking Machine Men Are Receiving Their
Share of It — Droop's Latest Store — Jobbing
Trade Larger Than a Year Ago — Mr. Mc-
Calister's Plan of Closing Out Slow Selling
Stock — Tells Readers of His Plans.

(Special to The Talking Machine World, i

Baltimore, Md., March 7, 1908.

There is very little to report about the talking
machine business in this city other than that the
dealers are all doing a good business. There are
few changes, and few new agencies have been
added during the past month.

Mr. Grottendick, manager for the branch store
of E. F. Droop, of Washington, D. C, in this
city, reports that they are doing a good business
with the Victor and Edison talking machines.
Despite the reported financial stringency there
seems to be plenty of money in circulation. Ow-
ing to their new quarters, business has been
very much ahead of that transacted previously
when they were located in their old home on
North Charles street. The jobbing department
is also very busy, and Mr. Grottendick is sup-
plying several new dealers in this city. A big
business is also being done with the out-of-town
retailers, whom the Droop firm control in this
State, Virginia and West Virginia.

"The popularity of the talking machine," said
Mr. Grottendick, "continues to increase with the
perfection of the machine, and to-day the talking
machine is going into many of the homes of
the wealthy as well as being a luxury with the
laboring class."

The Sanders & Stayman Co., who now sell
the Columbia and Victor, are doing a good busi-
ness, and selling many nigh grade machines and
records of the singers of the Metropolitan Opera
Co.

Taken as a whole the talking machine busi-
ness has been very good, considering the fact
that times are more or less depressed with many
men laid off, as a great many of the manufactur-

ing concerns in Baltimore are running one-half
or one-quarter time, and just prior to the holi-
days the car wheel works, in South Baltimore,
which, by the way, is one of the largest in the
country, went Into the hands of receivers and
laid off a very heavy force, and our big cotton
duck mills in the northwestern section of the
cicy having been running on reduced time, and
taking all into consideration, business is very
good. In speaking of the above, we refer to the
retail business. The jobbing end of it is larger
this season than it was last owing to the fact
of there being a great many more dealers in
Baltimore this time of the year than there were
at the same season of 1907.

In a chat with Wm. McCallister, 221 W. Balti-
more street, he said: "I have noted in your
columns a suggestion offered by a western jobber
whereby he is enabled to sell off some slow
selling stock or over-accumulation of certain
numbers of records. I have also adopted a
plan which is proving to be very good, namely,
that of taking one or two numbers that I may
have over-ordered on in one of the monthly lists,
and in order to close them out quickly, have got-
ten a rubber stencil made up, for example, as
follows: 'Ask to Hear No. 5028.' I stencil all
of my letters to talking machine customers, also
all of the catalogs for public distribution, and it
has proven to be a very good plan. I simply
mention this, and if you think it is worth while,
it may be a hint to some other dealers who may
make use of the same."

LOWER FREIGHT RATE ON HORNS.

A Reduction in the Classification of Horns Be-
comes Effective on April 1.

At a meeting of the Western Classification
Committee at Hot Springs, Va., January 15, a
reduction in the classification of talking ma-
chine or amplifying horns was ordered, to be-
come effective April 1, as follows:

Tin or sheet iron amplifying horns, first- class
nested; and one and one-half times first class,

not nested. In car loads a third class rate will
be charged, minimum weight of 16,000 pounds.
The classification on brass and nickel plated
horns will remain the same as heretofore. The
advantage of the above change to the trade is
that jobbers and dealers in making shipments to
dealers or customers will have to pay one and
one-half time first class rate on shipments of a
single horn as against double first class hereto-
fore; and first class on shipments of two or more
nested horns as against one and one-half times
first class charged formerly. It will be especially
beneficial to jobbers located west of the Missis-
sippi River, as it will now enable them to com-
pete favorably with jobbers located east of the
Mississippi.

H. T. Leeming, traffic manager of the National
Phonograph Co., Orange, N. J., was the only rep-
resentative from the trade present, but notwith-
standing the petition he filed and his oral argu-
ments, gained the commission.

CONGRATULATIONS FOR VICTOR RAPHE.

Last week Victor H. Rapke, the only man in
the business bearing that distinguished cogno-
men, and an inventor of prolific productive
power, celebrated his forty-fifth birthday. Rep-
resentatives from "talking machine row," on
Chambers street. New York, and other eminent
people in the trade, were Victor's guests at an
informal discussion of liquid goods. Their con-
gratulations to V. H. R. were hearty and sincere,
the celebrant making a few of his characteristic
remarks apropos of the occasion.

WILL BE NO CHANGE IN HORNS.

The National Phonograph Co. make a formal
announcement as follows: "The use of a flower
horn in certain of our February advertisements
and on a colored hanger of the same subject sent
to the trade at the same time, has caused some
dealers to ask if it was our intention to get out
a horn of this kind as an alternative to the pres-
ent black horns. Nothing of the kind is contem-

Openj itjdf-!

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of thye cord^!

All dorve irv 0^ momervt.

c3\iperb irvFirvi^K-Torve
2vrvd Siy\€>.

PATENTED APRIL \6'"^ 1907.

IF YOUR NEAREST JOBBER DOES NOT HAVE THEM WRITE TO US

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56

THE TALKING MACHINE WORLD.

plated. The horn shown in the illustration was
used with no other thought than to work in some
colors that would accord with the other colors in
the sketch. We now appreciate that it would
have been better not to have used the sketch in
this form. In fact, in some later uses of the
same sketch the horn was changed to accord
with the present equipment."

McQREAL'S HANDSOME NEW STORE.

One of the Best Equipped in the Country and
Splendidly Appointed in Every Department — '
Magnificent Window for Display Purposes.

I Special to The Talking Machine World.)

Milwaukee, Wis., March 8, l908.
It is no uncommon thing to hear visitors to
Milwaukee remark that the new store of Law-
rence McGreal, at 174-176 Third street, is the
finest in the country. The new building demon-
strates the fact that Mr. McGreal's enterprise has
kept pace with demands, because the appoint-

LAWBEXCE MC GEEAi'S XEW STORE.

ments of the mammoth establishment are .cer-
tainly elaborate and modern.

The entire front of the building is of glass,
and besides being attractive and beautiful plenty
of light is given to the interior. A noteworthy
feature of the store is the attractive and novel
manner in which the iine windows are displayed.
The many colored and polished horns of brass
and nickel afford a pleasing sight to the" passers-
by, who say that the display is the finest in Mil-
waukee.

Work on the interior finishings of the new
structure is now progressing as rapidly as pos-
sible. Elegant new booths are now being con-
structed, and the wall tintings, which are to be
most unique, are nearly completed. The acous-
tics of the place are of the best and everything
is arranged so that machines and records may
be judged in the best possible manner.

"Surprise
and
Delight

It luillf lease
you and
please you
friends

The Mello-Tone

Attachment is a great
improvement for the

Talking Machine or Phonograph

Produces tones natural.

Eliminates all metallic sounds and blasts.
Regulates and mellows the tone.
Can be adjusted while machine is playing.
Goes in the horn, opens and shuts.

Pricel$1.00 Each
MELLO

40 Haffisofl Avenue

Sample and prices
submitted to dealers

TONE C O.

Springfield, Mass., U. S. A.

When Lawrence McGreal started in business
in 1902 he was the exclusive distributer of talk-
ing machines for the State of Wisconsin. He
still supplies to both dealers and customers and
carries the most complete lines of machines, sup-
plies and records that can be found anywhere in
the State. To Mr. McGreal's enterprise is due
much of Milwaukee's great interest in talking
machines, for Mr. McGreal is the pioneer in the
business.

AUSTRALIA ABOLISHES DUTY

On Talking Machines and Records — Was Raised
from 20 to 35 Per Cent, but Is Now Entirely
Removed.

chine Jobbers will be held here on the l-5th inst.
Doubtless the Iroquois Hotel will be selected lor
the confeVence, though the Lafayette is also men-
tioned. A full attendance of the committee is
expected. These include L. McGreal, Milwaukee,
Wis.; C. V. Henkel, Douglas Phonograph Co.,
New York; C. W. Hickok, of the Whitney & Cur-
rier Co., Toledo, O.; W. E. Henry, of Powers &
Henry Co.. Pittsburg, Pa,; E. H. Uhl, with ttie
Rudolph Wurlitzer Co., Chicago; also the officers
of the association, ex-officio, namely, J. F. Bow-
ers, president, of Lyon & Healy, Chicago; W. U.
Andrews, vice-president, of Buffalo and Syracuse,
X. Y.; Louis Buehn, treasurer, of Buehn Bros.,
Philadelphia, Pa.; .Perry B. 'S^^litsit, secretary, of
P. B. Whitsit & Co.. Columbus, 0.

As referred to before in The World. Australia
has abolished the duty on talking machines ani
records. For several years, and until August 9,
1907, this duty was 20 per cent, ad valorem. On
and after that date •this duty was increased to
3-5 per cent. This increase in duty brought forth
a storm of protest from the users, dealers and
jobbers, and also from the press, and efforts
were immediately made to have the duty re-
stored to the old rate, which resulted in a peti-
tion being presented to Parliament, praying for
a reduction of the duty. The matter came up
for discussion December 6 1907, and then the
duty on machines, records and accessories was
entireb- removed, these articles being put on the
free list. This will be a substantial advantage
for American manufacturers in their export
trade branch.

OMIT THEIR APRIL LIST.

The Indestructible Phonograph Co. Have Such
a Press on Orders That This Step Became
Necessary This Month.

NATIONAL ASSOCIATION TO MEET

The Indestructible Phonographic Record Co.. on
account of being behind in their orders, have de-
cided to omit Iheir April list and cut their num-
ber of selections to sixteen for the next two or
three months. This is done because recent ex-
perience shows that it has been impossible to get
out the lists until late during the month for
which they were dated, and it has been proven
desirable to record the list gome weeks previous
to the date of issue to the public. On account of
the success of the .records, the only way that it is
possible to operate on tnis system is by makin.g
use of the above plan.

LANBAY BROS. INCOEPORATED.

In Buffalo on March 15 and a Large Attendance
of Jobbers Is Expected.

(Special to The 'r.nikins Machine Woild.)

Buffalo. N. Y., March .5, 1908.
A called meeting of the executive committee
of the National Association of Talking Ma-

Among the incorporations filed with the Sec-
retary of the State at Albany, N. Y.. on March
3d, was that of Landay Bros., Inc.. dealers in
talking machines, etc. Capital $2-5,000. Direc-
tors: James B. Landay. IMax Landay and Moses
A. Slone, all of New York.

LAWRENCE McGREAL

Milwaukee.

172-174 Third St.

Edison and Victor
Jobber

SUPPLIES

If It's practical
and salable I've
got It,

Cincinnati

29 East Fifth St.

Edison
Jobber

Two big jobbing houses carrying immense stock and prepared for instant
delivery, with an absolute minimum of "outs" and a maximum of perfect
service. Try me with a trial order noAv.

ASSISTANCE

I am interested in the success of every dealer buying through me, and refer every outside inquiry
to the nearest dealer, and will further his business with practical ideas born of my long experience first
as a road salesman, later as a successful jobber. Let me help plan your winter's campaign.

Yours for business,

UAWREINCE iVIcGREAU

THE TALKING MACHINE WORLD.

57

RECORD BULLETINS FOR APRIL, 1908.

IJEW EDISON GOLD MOLDED RECORDS.

Marche Turyue — I'atrol (Eilenberg) •

Edison Concert Baud

There" is'ever Was a Girl Like You tWill-

iams and Van Alstyne) Byron 0.. Harlan

Under Any Old Flag at All (Cohan)

Billy Murray

IloVn'p'ipe Medley (Original) (Violin)..... _

Charles D Almaine

Rambling Hose (Ueinzman) Harry Anthony

When You Steal a Kiss — or Two (Clark) • •

Ada .Tones and Billy Murray

A\'lien the World Don't Treat You Kight

Coine Home (Snyder) Bob Roberts

Spangles — Intermezzo (Bratton)

Edison Symphony Orchestra

When We Listened to the Chiming of the Old

Church Bell (Helf) Manuel Romain

Way Back (Keith) Collins and Harlan

The Itomanv Lass (Adams) . . . .Frank C. Stanley

Call of the' Wild March (Losey)

Edison Military Band

I'm Looking- for the Man That Wrote "The

Merry Widow 'Waltz" (Furth)

Edward M. Favor

The Vagabonds (Trowbridge) .Spencer and Girard

See-Saw (Edwards) Ada Jones

Sweetheart March (Fryor) (Xylophone)...

Albert Benzler

Flanagan's Mother-in-Law (Original)

Steve Porter

Lord. I'm Coming Home (Kirkpatrick)

Anthony and Harrison

I Got to See de Minstrel Show (Von Tilzer)

Arthur Collins

Christ Arose ( Lowry-Ecke) . Edison Concert Band
'J'he Message of the" Eyes (Ball). Allen Waterous
Si and Sis the Musical Spoons (Original)..

Ada Jones and Len Spencer

Nancy Lee (Adams-Ecke) .. Edison Male Quartet

Kain-in-the-Faee Medley (Original)

Edison Military Band

EIGHT MADE-OVER SELECTIONS.
Unless otherwise indicated, they have l>een made over
by the same artists or combinations.

Algonquin March Edison Military Baud

In the Valley Where the Blue Birds Sing. .

Byron G. Harlan

Le Carnaval de Venise (Violin)

Charles D' Almaine

Maple Leaf Forever (Formerly by W. H.

Thompson) Reinald Werrenrath

Nearer My God to Thee. . . .Edison Concert Band

Noisy Bill ".....Edison Military Band

O That We Two Were Maying (Formerly by

Miss Morgan and Mr. Stanley)

Mr. and Mrs. Waterous

W'n\tz from Faust (Violin) .. .Ctiarles D'Almaine

9T05

OTOG

9707

9798
9709

9S00

9SU1

980:;

080a
9S()4
9805

9S0P.

9807
9808
9809

9810

9811

9812

9813
9814
9815

981G
9817

8774
8409

7824

8799

8130
8717
8250

7059

NEW ZON-O-PHONE lO-INCH RECORDS.

1020
1007
1021
1008
1022

1009

1023

1010

Kill

FLUTE

1012

1013
1029

1024

1014

1015
101(i

1025

1020
lO.'iO

1031
1027

1017
1028
1018
1019

ZO.\-0-FIIONE CONCEKT BAND.

Gatlieriug of the Clans — Scotch Dance Medley..

Schiiitzelbauk — Two-Step

Sir Knights — March

Whistler — ilarch

You and You Waltzes

ZU.\-0-l'H(J.\E OKL'HESTtiA.

Cliiquita — Serenade

Miss Hook of Holland — Waltz.

Raggea Thoughts — A Black Coffee Sketch..

Skip — Schottische

SOLO BV F. S. iMAZZiOTTA WITH OUCH. ACCOilP.

Longing for Home — Melody

VOCAL SELECTIONS WITH Ol;CH. ACCO.MP.

Black Jim I'eerless Quartet

Busy Mr. Bee

Alice C. Stevenson and Frank C. Stanley

Climbing the Ladder of Love

Alice C. Stevenson and Frank C. Stanley

Qome on and Kiss Your Baby

Arthur Collins and Byron G. Harlan

Everybody's Pickin' on Me Arthur Collins

Flanagan in a Broadway Car — Humorous. .

, , Steve Porter

Flowers Outside the Cafe .*

, Frank C. Stanley and Henry Burr

lor the Red. White and Blue. .Frank C. Stanley
I m Afraid to Come Home in the Dark. . . .

„ ■ • • ■ • ; Billy Murray

One, Two Three Billy Murray

She Couldn t Keep Away from the Ten-Cent

Store . ... Fi-ed Lambert

Stars of the Summer Night. .Metropolitan Trio

Summertime Frank C. Stanley

Sweetest Flower that Blows Henry Burr

-Roger and I — Recitation

....Len Spencer and Gilbert Girard

Vagabonds-

VICTOR RECORDS FOR APRIL.

J^O; AKTHfK ritVOIl'S EAKD. SlzC

0370 Miss X)ixie (A reminiscence of cornbread

_ and sugar-cane) Ilager 10

j382 Dream of Happiness Waltz (Folle Bxtase)

Milok 10

VICTOR OECHESTHA, WALTER B. ROGERS. CONDUCTOR.

5371 Darkies Jubilee (Pastimes on the Levee)

Turner 10

VIOLIN AND FLUTB DUET BY RATTAV AND LVONS, WITH
ORCH.

31695 'When Life is Brightest Pinsuti 12

VIOLONCELLO SOLOS BY VICTOR SORLJN. WITH ORCH.

SlOOij Madame Butterfly — Fantasie Puccini 12

5393 Angel's Serenade Braga 10

TBKOK SOLO BY HARRV MACDONOUGH. WITH ORCH,

5372 My Starlight Maid (from the N. Y. Hippo-

drome) Klein 10

CONTRALTO SOLO BY CORINNE MORGAN. WITH ORCH.

5381 The Nightingale's Song (from "The Ty-
rolean") Zeller 10

DUET BY MISS STEVENSON AND MR. STANLEY WITH ORCH

5390 "Piccolo" (from "A Waltz Dream"

Oscar Straus 10

SOPRANO SOLO BV MISS ELISE STEVENSeN, WITH CHORUS
AND ORCH.

5391 Vilia Song (from "The Merry Widow")..

Lehar 10

TENOI! SOLO BY HARRY 51 ACDONOUOH . WITH ORCH.

5394 Maxim's (from "The Merry Widow") . Lehnr 10

IIIIET BY MISS STEVENSON AND MR. STANLEY. WITH ORCH.

5389 The Cavalier (from "The Merry Widow"..

Lehar .10

10

10

10
10

10

10

10

10
10

CONCERTED NU.MBER BY THE PEERLESS QUARTET, WITH
ORCH.

5392 Women (from "The Merry Widow" ). Lehar

CLARICE VANCE, WITH ORCH.

5373 I'm Afraid to Come Home in the Dark..

Van Alstyne

BARITONE SOLOS BY ALAN TURNER. WITH ORCH.

5350 Venetian Song Tosti

5370 Toreador Song from "Carmen" Bizet

COMIC SONG BY MISS ADA JONES, WITH ORCH.

5387 Will He Answer Goo Goo? Meher

COMIC SONG BY BILLY .MURRAY, WITH ORCH.

5375 Raiuin-theFace Wurt

DUET BY MACDONOUGH AND WATSON, WITH ORCH.

5383 Bavarian Yodel (The Waterfall) 10

DUET BY STANLEY .AND .MACDONOUGH, WITH ORCH.

5378 When Summer Tells Autumn Good Bye. Helf 10

BILLY MURRAY AND HAYDN yUARTET, WITH ORCH

5379 Keep on Smiling Kendis-Paley

MINSTREL RECORD.

5380 Victor Minstrels — No. 10 (introducing "Bye

Bye, My Sailor Boy" and "Good Bye,
Honey, Good Bye"

DUET BY COLLINS AND HARLAN, WITH ORCH.

5388 Just Help Yourself Von Tilzer

DUET BY MISS .TONES AND MR. MURRAY, WITH ORCH. .

5384 Wouldn't You Like to Have Me for a Sweet-

heart (from "The Yankee Tourist")....
Robyn 10

YANKEE TALK BY CAL STEWART.

5377 Uncle Josh's Letter from Home 10

DESCRIPTIVE SPECIALTIES BY illSS JONES AND MR.
SPENCER, WITH ORCH.

5385 .S^hoolday Frolics (introducing "See-Saw")
538G Jimmie and Maggie at "The Merry Widow"

ARTHUR PRYOR'S BAND.

5320 "Shoulder .4rms'' March Rose

FLUTE AND OBOE DUET BY LYONS AND TREPTE. WITH
ORCH.

5308 Happy Days . . . Strelezki

MALE QUARTET BY THE HAYDN QUARTET, WITH ORCII.

5331 Down in the Old Cherry Orchard ... Henry

.MINSTREL RECORD.

53G3 Victor Minstrels — No. 9 (introducing
"Broncho Buster" and "I'ride of the
Prairie")

OVDSKI. MATTFELD, VAN HOOSE. JOURNET AND REISS.

95201 Meistersinger — Quintet, Act III. — Selig, wie
die Sonne (Brightly as the Sun) in Ger-
man Wagner

FRANK LA FORGE, PIANIST.

(a) Gavotte La Forge

(b) Papillon Lavalle

CAliU.SO, SEMBRICH. SCOTTI AND SEVEUINA, WITH ORCH

90001 Rigoletto— Quartet, Act. Ill — Bella figlla
deir amore (Fairest Daughter of the
Graces — In Italian Verdi

MARCKLLA SEMBRICH, SOPRANO, WITH ORCH.

88107 The Merry Widow Waltz — Dolce amor — In
Italian ; Lehar

GERALDINE PARRAB, SOPR.ANO, WITH ORCH,

Madame Butterfly — Un bel di vedremo — •
(Some Day He'll Come) — In Italian...,

Puccini

Mefistofele — L'altra notte (Last Night in
the Deep Sea) — In Italian Boito

GERALDINE FARRAR AND ANTONIO SCOTTI. WITH ORCH.

80014 Madame Butterflv — Ora a noi ! (Now, at
Last!) (Letter Duet from Act II) — In
Italian Puccini

MARIE MICHAir.OWA, SOPRANO, WITH ORCH.

Traviata — Addio del passato (Farewell to

the Bright Visions) Verdi

Demonio — "The Night Is Calm" .Rubinstein

ERNESTINE SCHUMANN-HEI.NK, CO.NTRALTO, WITH ORCH.

8810.S The Rosar.v — In English Nevin 12

TRADE IN SOUTHERN CALIFORNIA.

Talking Machine Men Preparing for the Ar-
rival of Admiral Evans' Fleet — Borgun Joins
• Southern California Co. — Opera Records in
Great Demand — New City Ordinance Against
Musical Instruments Heartily Condemned —
C. E. Goodwin a Recent Visitor.

10
10

8

G4083

.SSI 13

S8114

G1178
61179

12

10
10

12

12
12

12

10
10

A salesman, to succeed, must not only have
faith *in himself, but faith in the article he is
SPlling. He should approach his customer in
such a manner as to leave no room for doubt
that he himself believes what he says of the
article Ire has to sell.

(Special to The ralking Machine Wuna. >

Los Angeles, Cal., March 4, 1908.

Los Angeles and her sister cities are very bu y
making preparations for the arrival oi the battle-
ship fleet. Business is good in general, and the
climate could hardly be improved.

Leo Weaver, a well-known music man of this
coast, has joined the Pasadena Music Co., and
reports an excellent business in the "Crown
City." Owing to the wealthy class who reside
there a fine trade is predicted.

A fire in the Chamber of Commerce building,
of San Diego, did some damage to the store of
the Southern California Music Co., in that city.
Fortunately the talking machine department was
spared and came out with little damage. Busi-
ness was not interfered with, however.

Edward Borgum is with the Southern Cali-
fornia Music Co. in the capacity of traveling
salesman. Mr. Borgum has recently left the
house of D. S. Johnston Co., Seattle. He has
visited several dealers in the "Valley" and will
leave shortly on a trip to Arizona and New
Mexico, which country has not had much atten-
tion in the talking machine line, and will doubt-
lessly prove an excellent field. The Southern
California Music Co. have just received the spe-
cial list of Tetrazzini and "Merry Widow" selec-
tions for the Zonophone, with which they are
doing considerable business.

The sale of Victor records of "Mme. Butterfly"
has been very large since the opera has visited
the city. Mr. Ruggles, of Sherman, Clay & Co.,
says they cannot get enough of them. The sam-
ple of the new Victor "Pagliacci" records has
brought in some nice orders, as they are the
finest of their kind ever heard.

C. E. Goodwin, of Lyon & Healy, is making a
short stay here.

Talking machine dealers, and, in fact, all music
houses in Pasadena, Cal., are bitter against a
new city ordinance prohibiting the use of musi-
cal instruments to attract crowds. Although di-
rected against penny arcades and moving picture
shows, it\is construed to affect all music houses
who publicly play instruments, but the dealers
state that they will continue to sell and use
talking machines, despite the ordinance. Public
opinion seems to be in favor of the music deal-
ers.

CABINETS

FOR

Disc Records and Cylinder Records

\\^p have the Cabinets that
have the price quality and
workmanship that is getting the
business.

Y^")! T would benefit yourself
by writing us for a New
Booklet illustrating this unusually
complete line.

No. 512 CABINET

Golden Qt. Oak. Holds 252 Cylinder Records
the Original Flannel Lined Cartons.

OUR NAME

The Udell Works

OUR ADDRESS

INDIANAPOLIS, IND., U. S. A.

58

THE TALKING MACHINE WORLD.

LATEST PATENTS RELATING TO TALKING
MACHINES AND RECORDS

(Specially prepared for The Talking ilachine World. j
Washington, D. C, March 7, 1908.

TrLTING TUE^'-TABLE FOE SoUND RECOEDING AND

Repeoducing Machines. Wilburn N. Dennison,
Merchantsville, N. J., assignor to Victor Talking
Machine Co., Camden, N. J. Patent No. 880,369.
One object of this invention is to provide a

7

B

^ — -y^

mounting for a turn-table used with the disc
type of sound recording and reproducing ma-
chines, which will permit the turn-table to be
tilted out of its normal iwsition upon its driv-
ing spindle without bringing any undue stress
upon the spindle to bend it. Further objects are
to support the turn-table independently of the
spindle by which it is rotated, without having
any relative motion between the said parts; to

render this por-
tion of the mech-
S anism of a talk-
ing machine ab-
^ . solutely noiseless

and frictionless;
to simplify the
construction and
to reduce the cost
of manufacture.

Figure 1 is a
central vertical
section of a device constructed in accordance with
this invention; Fig. 2 is a perspective view of a
detail of the device; Fig. 3 is a vertical section of
the deice showing the turn-table in a tilted posi-
tion; Fig. 4 is an elevation, partly in section, of
a central fragment of the device, and Fig. 5 is a
bottom view of Fig. 4.

Die Plate foe Stamping Up Sound-Recoeds.
George K. Cheney, New York, assignor by
mesne assignments to Victor Talking Machine
Co., Camden, N. J. Patent No. 879,363.

The object of this invention is to produce a
part of co-operating die-plates, by which a record
may be stamped up and finished ready for the
market, in a tingle operation of the press, there-
by avoiding the necessity of subsequently trim-
ming and polishing the same, as is now ordi-
narily required.
A further object of the invention is to pre-

vent premature contact between the die plates,
as the record is being stamped up, in order to
obtain the full and continued effect of the pres-
sure applied upon the material and thereby pro
duce a sharp, clean-cut impression, smooth and
free of surface inequalities and having the requi-
site density throughout the body of the record
disc.

In these drawings: Figure 1 is a view of the
die-plates assembled. Fig. 2 is a similar view
showing the plates separated. Fig. 3 is a sec-
tional view taken on the line s-' — .s', of Fig. 5.
Fig. 4 is a similar view taken on the lines s' — s'.

more particu-

3

of Fig. 5. Fig. 5 is a plan view of the lower
plate, and Fig. 6 is a reverse plan of the plate.

Peoduction or Disc Sound-Recobds. Thomas
H. "Macdonald, Bridgeport, Conn., assignor to
American Graphophone Co., same place. Patent
No. 878,547.

The present invention relates
larly to the manu-
facture of disc
sound-records, and
has for Its object
to cheapen the
production of
such records, and ,
at the same time
to improve their quality, especially in respect to
strength, durability and uniformity of product.

Yielding Matrix fob SouisrD-RECOEDS. Victor
H. Emerson, New York, assignor to American
Graphophone Co., Bridgeport, Conn. Patent No.
878,513.

This invention relates to the production of
sound-records by the impressing of a suitable
matrix into a disc or tablet of suitable material.
Such matrices are electroplates, formed upon a
wax-like original sound-record by the ordinary
process of electrolysis. These electroplates are
comparatively thin sheets of metal which are
backed up by heavy plates
to which they are sol-
dered or otherwise perma-
nently secured. The sur-
face of such matrix is
seldom or never a true
geometric plane, so that
if a composite tablet is to be impressed (to pro-
duce the sound-record) some provision must be
made to compensate for this want of geometric
trueness. This present invention not only pro-
vides this compensation, but also saves the time
and expense of providing the heavy backing for
the matrix, and incidentally permits a number
of matrices to be stored in a small space.

This invention consists briefly in providing a
yielding substance between the matrix and the
platen, or the plunger, of the press, so as to pro-
duce a yielding matrix which will press with
uniform pressure upon every portion of the sur-
face of the record or disc to which it is applied.

In the drawing annexed. Figure 1 is a con-
ventional representation of a press containing
the invention.

^2.

Phonogbaph. Edward L. Aiken, East Orange,
N. J., assignor to New Jersey Patent Co., West
Orange, N. J. Patent No. 873,032.

This invention relates to phonographs where-
in the sound record is carried on a tapering

mandrel the outer _ ,-

jrjtff.i.

end of which is

supported during
the operation of
the instrument by
a bearing, snch as

a pivot pin, carried .

by an end gate
which is pivoted
at one end so that
when desired it
may be turned on
its pivot and ex-
pose the end of the
mandrel so that
the sound record
may be applied to
or removed there-
from. This invention has for its object the pro-
vision of an improved form of locking latch for
holding the end gate in its closed position.

Figure 1 is a front elevation showing the in-
vention applied to a phonograph. Fig. 2 is an
end elevation of the same, and Fig. ^ is a detail
view partly in section of the locking latch.

Phonograph-Hoen. Peter Weber, East Orange,
N. J., assignor to New Jersey Patent Co., West
Orange, N. J. Patent No. 878,029.

In phonographic reproduction, superior results
are secured with horns of considerable length
and diameter, which at the present time, are

r

about 30 inches long. These horns are made of
sheet metal and great care has to be taken in
transporting them, in order that they may not
become dented or injured. Consequently, in the
shipment of a phonograph outfit, a larger box is
required for the horn than for the phonograph
itself, and this is a serious practical objection.

WILKESLYKE

Automatic Start and Stop

ATTACHMENT

This scientific attachment is made to
fit the famous Edison Standard, Home
and Triumph Phonographs. It auto=
matically starts the machine on clos=
ing the gate and stops at the end of
record, thus enabling the operator
to wait on customers or perform
other duties.

RETAILS
JOBS AT

$3.00
1.80

Every dealer should have one on his
display machine — sells on sight. Ask
your jobber to supply you.

W. D. ANDREWS

SOUe OISTRIBUTER

SYRACUSE, N. Y. BUFFALO, N. Y.

THE TALKING MACHINE WORLD.

59

These horns are also bulky in the hands of the
user, and objectionable for this reason.

The object of this invention is 'to provide a
collapsible or sectional hoi'n, having substan-
tially as good acoustical properties as a continu-
ous horn and which is as rigid as such a horn,
but which, owing to its collapsible or sectional
character, is very much less bulky than a con-
tinuous horn, whereby the objections indicated
will be overcome.

Figure 1 Is a side elevation of one form of
horn embodying the invention, showing the same
made in three sections, Fig. 2 a longitudinal
sectional view of the same, and Fig. 3 a side ele-
vation, showing the parts collapsed or folded.
Phonock.m'h-Hoens. Francis M. Murphy, Jer-
sey City, N. J., as-
signor of one-half
to Thomas Flana-
gan, same place.
Patent No.
388.

This invention
relates to iorns
for talking ma-
chines generally,
the purpose being
to modify the
sound by the ap-
plication of a
valve controlled
air inlet located
in the length of the horn and preferably about at
the juncture of the base or stem with the body
of said horn.

In the specific application of the invention,
the horn comprises ^a body or bell portion and a
stem or base, the parts being separable and the
base or stem being tapered and reversely curved
in its length, said base or stem having securing
means for positive attachment thereto of the bell
or body portion of the horn and provided with
the valve controlled air inlet at or near its larger
or coupling end.

Figure 1 is a perspective view of a phonograph
horn embodying the invention. Fig. 2 is a longi-
tudinal section of a portion of the stem or base
and the contracted end of the horn body or bell.
Fig. 3 is a detail view of the coupling end of the
stem or base showing more clearly the clamp
means for securing the horn thereto. Fig. 4 is a
transverse sectional view taken at the junction
of the horn and stem.

PHO^•o<.HA^II-HoR^^ Victor H. Rapke, New
York. Patent No. 879,797.

The purpose of the invention is to provide a
collapsible phonograph horn or megaphone,
wherein the sections can be completely sepa-

rated one from the other, and_ compactly nested,
and to provide simple means for drawing the
sections together, which means can be quickly
and conveniently applied or removed. It is a
further purpose of the invention to so construct
the horn that the vibrations will not be carried
from one section to the other, and whereby the
vibrations will be extremely light and will in no
manner interfere with the sound waves passing
through the horn; it is also a purpose to so con-
struct the horn
that there will be
absolutely no rat-
tling when the
horn is set up
and in use.

Figure 1 is a
longitudinal sec-
tion through the
improved horn,
showing one tie
rod simply fitted
thereto and a sec-
ond tie rod in
clamping engage-
ment therewith;
Fig. 2 is an en-
" "' iarged s e c t i o n

through portions of opposing body sections of
the horn, illustrating the manner in which one
section is fitted to the other; Fig. 3 is a view
similar to that shown in Fig. 2, but illustrating
the form of connection employed between the
inner or most contracted body section and the
section next thereto; Fig. 4 is an enlarged trans-
verse section through a portion of the horn,
illustrating a form of keeper employed for the
locking or clamping devices for the body sec-
tions of the horn; Fig. 5 is a longitudinal section
through the body section of the horn, showing
the said body sections nested, and Fig. 6 is a
sectional side elevation of one of the tie rods,
showing a modified construction.

PiTONOGR.ii'ii. William W. Rosenfield, New
York. Patent No. 879,589.

This invention relates to automatically op-

Talking Machine Record Cabinets

OUR SPECIALTY

So — we offer you good
value in a variety of es-
tablished sellers. You
can sell from our catalog.
It is required in every
popular store. More
goods sold with less effort
is the result of catering
Cadillac character.

INo. 1194

Cadillac Cabinet Co.

T. M. R. C. Dept. DETROIT, MICH.

erated phonographs. The invention has been
made especially with the idea of adapting a
spring motor actuated phonograph to operate to
make successive productions of a record or rec-
ords. To this end means are provided for auto-
matically rewinding the motor by which the
phonograph is given its reproducing movements,
and means for automatically raising the repro-
ducer from the record and for returning the
parts to normal or starting, position. For re-

winding the spring motor, there is provided an
electric motor and means whereby the circuit is
closed to such electric motor to cause the re-
winding of the spring naotor preferably after the
reproduction of a record, and the electric motor
also preferably actuates the automatic return
mechanism.

In the drawings Figure 1 is an elevation and
Fig. 2 a plan representing a spring motor actu-
ated phonograph of well known form provided
with rewinding and return mechanism in ac-
cordance with the present invention. Fig. 3 Is
an elevation of parts of the operating mechanism
looking from the back of Figs. 1 and 2. Fig. 4
is a transverse section and elevation at the dotted
line y, y of Fig. 2 looking toward the right. Fig.

6 is an elevation representing some of the parts
shown in Fig. 5, but in a different position. Fig.

7 is an elevation in larger size of the eccentric
disc and the parts associated therewith looking
toward the left in Figs. 1 and 2, and Fig. 8 is
an elevation of the friction coupling interposed
between the shafts of the electric motor and the
motor for directly operating the phonograph
with the friction spring omitted.

Attachment fob Phonogkaphs. Edwin. J3.,
Donaldson, Washington, D. C, assignor of one-
half to Frederick A. Linger, same place. Parent
No. 880,016.

, An object of the invention is to provide means
for imparting to the record an initial movement
or thrust to disengage the record from the cylin-
der and project it beyond the end of the cylinder
in order that the operator may handle the same
by applying his fingers to the internal wall of
the cylinder and obviate any damage to the said

fed

3

record which m:ght result from handling the ex-
terior surface. A further object of this inven-
tion is to provide a means for connecting the
record actuating device to the end gate of the
ordinary phonographs, thus releasing and actuat-
ing the record at a single operation. A still
further object of the invention is to provide an
attachment of the character note'd that can be
applied to phonographs now in common use
without in any way changing their construction:
the said attachment being simply anchored to
parts of machines as they are now made.

Figure 1 is a top plan view of a portion of a

60

THE TALKING MACHINE WORLD.

phonograph showing the invention applied there-
to. Fig. 2 is a view in elevation of the rear
thereof. Fig. 3 is a view in elevation of the end
thereof. Fig. 4 is a rear elevation showing a
modified construction. Fig. 5 illustrates another
modification. Fig 6 is a perspective view show-
ing the details of construction of the attachment
illustrated in Figs. 1 and 2. Fig. 7 is a detail
view of a further modification.

Repeoduceb foe Phonographs. Arthur C. Mes-
traud, Lincoln, Neb., assignor to Oscar J. Junge,
same place. Patent No. 880,320.

This invention relates to reproducers for phon-
ographs, and one of the principal objects of the
same is to obviate the use of a counterweighted
stylus arm in devices of this character. Another
object is to provide a reproducer or sound box
in which the stylus arm is mounted upon a
spring, and in which means are provided for

Zrg.7.

designed to be used it is impracticable to use
spring motors for the purpose of driving the
instruments and so connections are made with
the air system of a train whereby the alE_pres-
sure, which, in accordance with our general sys-
tem is constantly maintained, is employed to
drive the various parts of . the annunciator and
to actuate the several parts which are necessary
for the fully automatic operation of the devices
comprised in the present invention.

The present invention comprises a sound-re-
producing means
utilizing a sound
record, preferably
of the cylindrical
type, although
with slight modi-
fications the same
i n 9 trumentalities
may be used in
connection with
sound records of
the disc type. In
either case the
sound record
should be of ma-
terial capable of
numerous repro-
ductions.

The invention comprises a means under the
control of the air pressure in the system used
for braking and other purposes, for setting up
rotary motion of the cylindrical sound record
and feeding the sound-box across the record to

adjusting the tension of the spring to regulate
the yielding character of the stylus arm.

Still another object of the invention is to pro-
vide a reproducer of simple construction in
which weights are entirely dispensed with, and
in which the spring for supporting the stylus
arm may be quickly adjusted to regulate the
bearing of the stylus in the sound grooves of the
record.

Figure 1 is a central vertical section of a re-
producer or sound box made in accordance with
the invention. Fig. 2 is an underside plan view
of the game. Fig. 3 is a detail side \iew of the
limit loop for supporting one end of the stylus
arm spring. Fig. 4 is a detail front elevation
of the spring-holding members. Fig. 5 is a sec-
tional view of the same, taken on the line 5 — 5,
of Fig. 4. Fig. 6 is a perspective view of the
stylus arm and the supporting device therefor.
Fig. 7 is a plan view of the sheet metal blank
for holding the stylus arm spring.

Annunciatob. William C. Mayo, and John
Houlehan, El Paso, Tex., assignor of one-third to
George E. Briggs, Barstow, Texas. Patent No.
879,288.

This invention has reference to improvements
in annunciators designed more particularly for
the phonographic announcing of stations and
other routine information on cars or trains of
any character.

The invention is designed for use in connec-
tion with a complete traction system, and since

in this system the operations are mostly auto-
matic in character, it becomes necessary that all
announcements, such as the names of stations,
calls to meals, and other matters which are
usually called out by a train official shall be
made by phonographic means and shall be so
timed and arranged that each passenger shall
surely hear the announcement.

In the system in which these annunciators are

such extent and at stich times as may be neces-
sary to cause the desired announcements to be
made.

In order that the announcements may be made
at the proper time, the motor for the phono-
graphic annunciator may be under the control

of a release mechanism which may be operated
from fixed points along the roadway, and pro-
vision is also made for conducting the repro-
duced sounds to points adjacent to the seats
occupied by the passengers on the car so that
each passenger may receive an individual an-
nouncement in spoken words.

Figure 1 is a plan view, with parts in section,
of a phonographic reproducer of the cylindrical
record tablet type arranged to operate auto-
matically as many times as desired; Fig. 2 is a
skeleton view of the driving mechanism for the
structure shown
in Fig. 1; Fig. 3
is a cross section
of the cylinder
for receiving air
for driving the
mechanism; Fig.
4 is an elevation,
partly in section,
of the mechanism /^^^
employed for re-
turning the sound-
box to its initial [ ^IJ

position after hav-
ing traversed the
length of a record
cylinder; Figs. 5
to 11, both inclusive, are detail views of
various parts of the mechanism; Fig. 12 is a
sectional view, partly in diagram, of a means for
silencing the reproduction without throwing the
mechanism out of action; Fig. 13 is a plan view
of a portion of the same, and Fig. 14 is a detail
view of a portion of the structure shown in
Fig. 12.

Method or Maefsg Grasiophoxe-Record Tab-
lets. Herbert S. Berliner, Washington, D. C.
Patent No. 878,931.

This invention has reference to the manufac-
ture of gramophone sound-record tablets and has
for its object to reduce the cost of production
without impairing the durability or wearing
qualities of the record. In carrying this inven-
tion into effect, first a mixture is made of the
ingredients or elements that ultimately form
the surface in which the sound-grooves are im-
pressed, and such mixture may be made up of
barites, silica or other earthy matter, a fiber, as
cotton-flock, asbestos, shoddy or light fibrous ma-
terial, with shellac, and when desired coloring
matter may be added.

The above-named ingredients or the equiva-
lents thereof are thoroughly incorporated or
mixed together by heating and kneading, the
mixture being rolled into sheets forming a solid

MIRAPHONE

Combination
Music Box and
Talking Machine

In every respect a
superior instrument
Musically and
Mechanically.
Giving you and
your customers
splendid value, ^

Write for Catalogue, Terms and Prices

Jacot Music Box Co*

No. 39 Union Square, New York

THE TALKING MACHINE WORLD.

61

mass when cool. This solidified base composed
of granular material, a fiber, and shellac, is re-
duced by grinding to a fine powder, and such
grinding of the hard or solid mass which has a
fiber intei-mixed therewith produces a fine powder
in which the fiber is thoroughly incorporated.
It is important to note that, in order to grind
the fiber into a powder, it must be incorporated
into ar hard cold mass forming a part thereof,
and this is one of the particulars of
the improvement over other methods
which enables one to subsequently pro-
duce an entirely homogeneous fibrous
fluid for coating the hard base of my
record.

Having reduced the fibrous mass to
a fine powder, it is next brought to
fiuidity by the addition of alcohol, or
other fluid solvent of shallac, the
amount of alcohol or liquor that is
added being suflicient to reduce the
dry powder to a viscous fluid, and such
fluid is applied either to one or both
sides of a solid base or foundation, for
instance, a disc of pasteboard, wood,
metal or resinous composition, or
to a sub-base, as a sheet of paper,
which may then be reinforced by a back-
ing, and when one coat or covering has
been applied and has dried a second coat may be
applied, and so on until a surface of the desir«d
thickness is secured. The coat or coatings may
be applied by a brush or roller, and when the
solvent has evaporated, the mixture solidifies
and forms a hard coating. Before impressing
the sound-record into the surface of the tablet
or disc it is heated to render the sound-record
surface plastic, after which the sound-grooves
are impressed therein in the usual manner, the
disc being cooled while under pressure and while
in close contact with the sound-record matrix.

The inventor desires to cover in this applica-
tion the method described for producing an en-
tirely homogeneous fibrous fiuid for making a
gramophone record surface, and does not broadly
claim herein the general idea of coating a disc
with a gramophone record composition in fluid
form, drying the latter and impressing a record
therein.

The method or process is illustrated by the
accompanying diagram.

Talking Machine. John C. English, Camden,
N. J. Patent No. 877,989.

This invention consists in providing a talking
machine with two sound conveying tubes of
heavy and rigid construction, each of which is
composed of a rigid or fixed portion secured to
the side of a cabinet, or other fixed part of a
talking machine, and two hinged portions free
to be swung upwardly on horizontal pivots away
from the plane of the record, and also to be

swung about vertical pivots in a horizontal plane
over the face of the record; the swinging ends
of said sound tubes being pivoted to the oppo-
site sides of the reproducer or sound box; where-
by the said sound tubes are caused to convey the

2 — 2 of Fig. 1. Fig. 3 is a detail elevation show-
ing the parts in a different position from that
illustrated in Fig. 1. Fig. 4 is a detail plan view
partly in horizontal section.

vibrations of the diaphragm from both sides of
the sound box to independently movable horns
or any other sound amplifying device, and at the
same time to maintain the sound box, and the
stylus carried thereby, in a fixed relation with
respect to the groove of the record as the repro-
ducer or sound box travels across the same.
Figure 1 is a plan view of the improved de-

vice, mounted upon a cabinet of a talking ma-
chine. Fig. 2 is a sectional view of the line 2, 2.
Fig. 1; Fig. 3 is a section of the line 3, 3, Fig. 1;
Fig. 4 is an elevation view of the bracket or
fixed support of this device.

Talking Machine. Ira G. Fosler, Chicago.
111. Patent No. 878,516.

This invention relates to the "overrunning" of
the record after the sound reproduction has been
completed, which produces a disagreeable noise
and also tends to wear away and injure the re-
producing stylus.

The object of the invention is to provide a
simple and durable construction of talking ma-
chine which will automatically stop when the
reproducing stylus reaches the end of the sound
record to be reproduced.

In the accompanying drawing forming a part
of this specification, Figure 1 is a front eleva-
tion of a talking machine embodying the inven-
tion. Fig. 2 is a detail vertical section on line

Feed Mechanism fok Phonogeaphs. William
A. Cook, New York. Patent No. 878,121.

The invention relates to means for moving the
reproducer in unison with the spiral groove on
the record so that the reproducer-point shall be
maintained in proper relation thereto, and the
object of the pres-
ent invention is
to provide simple,
inexpensive feed-
ing means for in-
suring the en-
gamement of the
sapphire or point
with the record-
groove ,and for
easily and quickly
releasing such
feed mechanism
for a re-traverse,
oy the reproducer,
of the same or
mother record.

Fig. 1 is a side
elevation of such
an instrument equipped with the improvement.
Fig. 2 is a corresponding plan view, partly in
horizontal section. Fig. 3 is a vertical section,
partly in elevation, showing a portion of the
feed mechanism and releasing means on a larger
scale. Fig. 4 is a corresponding horizontal sec-
tion and plan view.

The Knight Drug Co., Savannah, Ga., have be-
come agents in that state for the Indestructible
Record Co.

N0RTI1WE&TERN DEALERS

WE ARE

JOBBERS AND DISTRIBUTERS

EXCUUSIVEUV OF

EDISON VICTOR

Phonographs TalKing Machines

and Supplies

MINNESOTA PHONOGRAPH CO. ?2tiitl!^7^*^itr "^^1^1"

uAURErvoE H. uucKER MINNEAPOLIS :: MINN.

62

THE TALKING MACHINE WORLD.

Leading Jobbers of TalKing MacKines in America

1

OLIVER DITSON COSViPANY

Are the largest Eastern Distributors of

Victor Talking Machines
and Records

Orders from Dealers are filled more
promptly, are packed better, are deliver-
ed in better condition, and filled more
completely by this house than any other
house m the Talking Machine business,
so our customers tell us.

150 Tremont St., BOSTOH, RflASS.

Chas.e,Ditson&Co.

Have the most completely
appointed and best equipped

VICTOR TALKING MACHINE
Department

IN NEW YORK CITY

to-day, and solicit orders from dealers, with tKe assurance
that they will be filled more prompdy, and delivered in
better condition than they can be from any other source.

N.s. 8-10-12 East Sllh St., NEW YORK CITY

You (Jan Get Gouds Here

koisojV victor

JOBBERS DISTRIBUTORS

Our wholesale depot is a mile from our retail store.
Records are not mauled over for retail customers
and then shipped out to dealers. Dealers buying
from us get brand new goods just as they come
from the factory.

LAWRENCE McGREAL, Milwaukee, Wis.

NEW ENGLAND

JOBBING HEADQUARTERS

EDISON AND VICTOR

Machines. Records ajici Supplies.
THE EASTERN TALKING MACHJNE CO.
177 Tremont Street - - BOSTON, MASS.

ECLIPSE PHONOGRAPH CO.

HOBOKEIM, J.

Edison and Zon=o=phone Jobbers

Can Guarantee Quickest Delivery
From Largest Stock in New Jersey.

JOHN F. ELLIS &. CO.

WASHINGTON, D. C.
Distributor'

"V¥4~"T'OS^ Talking
V 1 KJ£%. Machines

and RECORDS Wholesale and RetaU

Largest Stock in the Soutb

PERRY B. ■VTHITSIT

L. M. WELLER

PERRY B. WHITSIT CO.,

213 Soutli High Street,

Colambus, Ohio.

Edison
Phonograph
and R eo o

^% JOBBERS rnrh\"o^^

ng
ds

WE ARE JOBBERS IN BOTH

VICTOR & EDISON GOODS
STANDARD TALKING MACHINE CO.

435-7 WOOD ST.. PITTSBURG. PA.

Why not try a jobber who can fill your orders complete
and ship thcni the day order is received.

BIFFALO - N. Y.

NEAL,
CLARK &
NEAL CO.

o

EDISOIN
VICTOR
COLUMBIA

C iCoel-&pIrio ^ Oro.

S.MDIANAPOLIS, iND.

ViCTOR DISTRIBUTORS

Our stock is complete. Orders filled the same day
as received.

ZON-O-PHONE JOBBERS

Fresh stock, filled complete, same day. Sperial
values in needles, cabinets, wall racks, hoins,
cranes, and carrying cases.

KNIGHT MERCANTILE CO.

211 N. Tiveltth St„ ST. LOUI .

HARGER & BLISH

Western Distributors for both the

VICTOR
EDISON

It's worth wliile knowing, we never
substitute a record.

If it's in ttie catalog we've got it.

DUBUQUE, IOWA.

PITTSBUSG FIlC-NOGMAPli CO.

VICTOR. , . EDISON
JOBBERS ^"'^ JOBBERS

Largest and most complete Etock of Talkins Machines and
Records in Western Pennsylvania.

COLUMBIA JOBBERS

N.W. IOWA, NEBRASKA and SOUTH D.\KOTA (

Write to-day for terms nec-
essary to become dealers

W. A. DEAN COMPANY •'s^^gFcSf

IVI. AXWOOD

160 N. MAIN STREET
MEMPHIS, XENN.

EDISOM JOBBER

E. F. DROOP & SONS CO.

925 Pa. Avenus
WASHINGTON, D. C.

231 No. Howard St.
BALTIMORE, MD.

WhsiSesaie and Retsci
Distt^ihutors

Edison Ptiooograplis

Victor Talking Mactiines

Southern Representatives for

Topham's Carrying Cases : Herzog's Record C'abl-
rels: Searclilight. H. & S. Tea Tray and Standard
Metal Co.'s Horns and Supplies.

WEYiANN & SON

■WHOLESALE DISTRIBUTERS

niPnu Talking Machines U I prnn
UlOUn Records & Supplies flu Un

Plaf-e 3'our name ou our mailing list.
We can interest yoii.

1010 Chestnut St., Philadelphia, Pa.

Peter Bacigalupi & Sons

SAN FRANQSCO, CAL.

WHOLESALE RETAIL

1021-23 Golden Gate Ave. 1113-15 Fillmore St.

Jgg^ Edison, Zonophone

All Kinds of Automatic Musical Instrumeots
and Slot Macbines.

Special attention given DEALERS only, by Q. M.
NiSBETT, Manager, Wfiolesaie Department.

LARGEST STOCK OF EDISON PHONO-
GRAPHS AND RECORDS in the U. S.

Jacot Music Box Co.,

39 Union Sq., New York.

Mira and Stella Music Boxes.

Edison axid Victor Machines
and Records.

PACIFIC COAST

TORS OF

Vicfor Talking Machines rec'Sw

RECORDS

STEINWAY PIAXOS-LYOX & HEALY
"OWN MAKE" BAND INSTRLTVIENTS
San Francisco Portland

Las Angeles

Sherman, C!ay & Co. llliZT

KOHLER & CHASE

Oakland, Cal.

Seattle, Wash.

Jobbers of

STAR, ZONOPHONES AND
EDISON PHONOGRAPHS

BABSON BROS.

19th St. and Marshall Boulevard

CHICAGO, ILL.

Southern California Music Co.

EVERYTHING FOR TALKING MACHINES

Edison and Zon-o-Phone Jobbers

LOS ANGELES, CAL.

KLEIN & HEFFELMAN CO.

Canton, OHIO.

Edison ^ Victor

MACHINES, RECORDS AND SUPPLIES

Qnicke.?t service and most complete stock in Ohio

w

E claim Largest Stock and Best
Service, and are willing to
"SHOW YOU."

IF YOU'RE IN WESTERN MICHIGAN
it will be money in your pocket lo order

Victor MacKines and R.ecords
JULIUS A. j.° FR.IEDRICH

30-32 Canal Street. Grand Rapids, Mlchigarv

Our Motto : ' Service and a Saving

' in Transnortation Chartres

Every Jobber In this country should be represented In this department. The cost Is slight and the advantage is great.

Be sure and have your firm in the April list.

THE TALKING MACHINE WORLD.

63

I^eading Jobbers of TalKing MacKines in America

Baltimore Zonophone Jobber

THE NEW TWENTIETH CENTURY TALKING
MACHINE CO.

L. MAZOR, Proprietor

Talking Machines and Records. The Biggest
Assortment of Hebrew Records.

1423-25 E. Pratt Street, BALTIMORE, MD.

FINCH & HAHN.

Albany, Troy, Sc>-ierveotai.dy.

Jobbers of Edlsorv, Victor and Columbia

Mo^chines and Records

300.000 Records
Complete Stock Quick Service

SPALDING & CO.

log-jjj W. Jefferson St., Syracuse, N. Y.
JOBBERS

COLUMBIA MACHINES and RECORDS

Also Atliletic Goods. Fisiilng Tackle aad Cutlery

J. K. SAVAQB

The New Indestructible Cylinder Records
Star Disc Machines and Records

At Wholesale. Complete Stocks.

921 Franklin Avenue, ST. LOUIS, MO.

Paste This Where You Can Always See It !

Mr. Dealer:

We refer all Talking Machine inquiries coming from towns
where we are represented by dealers to the dealer or dealers in
that town.

VICTOR and EDISON JOBBERS

CHICAGO

Every Jobber In this country should be represented in this depart-
ment. The cost is slight and the advantage is great. Be sure
and have your lirm in the April list.

O. K. MYERS

712 Norlh Second St. ST. LOUIS. MO.

Only Exclusive Jobber in U. S. of

Zon-o-phone Machines and Records

We Fill Orders Complete Give us a Trial

C. B. HaYNES W. V. YOUMANS

C. B. HAYNES & CO.

WHOLESALE DISTRIBUTORS

EDISON PHONOGRAPHS and RECORDS

ALL SUPPLIES

603 East Main St., Riclimond, Va.

THE

TRADE-MARK

BROADWAY and 17th ST.,

NEW YORK

Factory :
Rahway, N. J.

PRICE F»HOMOGRA.F»H CO.

54-56 Clinton Street, NEWARK. N. J.

Victor Distributors

Send us your Order, you get the Goods

We don't retail. We take care of the Dealer.
Large Stock — Quick Service

Western Branch :
259 Wabash Ave., Chicago

WHOLESALE AND RETAIL

REGINA MUSIC BOXES REGINAPIANOS
REGINAPHONES SUBLIMA PIANOS

DISTRIBUTORS IN NEW YORK FOR

Victor Tallying Machines and Edison Phonograplis

Complete Stock. Prompt Deliveries.

UNIVERSAL CO. ENTERPRISE

Follow Their Tetrazzini Records with Records
of "The Waltz Dream" — The Numbers
Listed Are IVlost Interesting.

Again the "Universal Talking Machine Co.
demonstrated their thorough up-to-dateness
through a special issue of the most popular num-
bers from the new operetta "The Waltz Dream."
In taking this step, General Manager McNabb
has been influenced largely by the unprece-
dented success of his "Merry Widow" special,
for, despite the fact that every available means
has been employed to handle all orders promptly,
the demand for these has been so far in excess
of the company's expectations that they have
tieen and still are completely swamped with
orders.

Taking this into consideration, there has been

Talking Machines,
Typewriters, Phono-
graphs, Adding Ma-
chines, Cash Regis-
ters, Guns and Tools,
and on all Polished
Instruments.

It Absolutely
Prevents Rust.

Sales Quadrupled in 1907

1866

1907

WILLIAM F. NYE

NEW BEDFORD, MASS.

but six numbers made from "The Waltz Dream,"
which are as follows:

No. 1,032 — ^Gavotte, Entr'acte, Zonophone
Orchestra.

No. 1,036 — Love's Roundelay, waltz duet from
act 1, Prank C. Stanley and Henry Burr.

No. 1,033 — "Life is Love and Laughter," from
act 2, Alice C. Stevenson and chorus.

No. 1,034— "Sweetest Maid of All," kiss duet
from act 2, Alice C. Stevenson and Frank C.
Stanley.

No. 1,035 — Piccolo, Buffo duet, from act 2,
Alice C. Stevenson and Frank C. Stanley.

No. 7,066— A Waltz Dream waltz.

Embodied in a neat little folder a list and de-
scription of these as well as "The Merry Widow"
and Tetrazzini records has been prepared for
trade distribution, and we learn from good au-
thority that if the advance demand for these
selections may be taken as a basis for their
popularity, their sale will even exceed that of
"The Merry Widow."

PETITIONED IN BANKRUPTCY.

A petition in bankruptcy was filed last week
against Joseph Greenberg, dealer in music boxes
and talking machines at 64 Delancey street. New
York, by these creditors: Regina Co., $1,491;
Columbia Phonograph Co., general, $478; Jacot
Music Box Co., $343; and Victor Distributing and
Export Co., $82. It was alleged that he is in-
solvent and on January 17 transferred his entire
stock and fixtures to a man named Alexander to
defraud creditors. Judge Hough, United State?
District Court, appointed Otto M. Goldsmith re-
ceiver, with a bond cf $1,000. It was stated that
on February 4 Greenberg with the help of Alex-
ander, removed all the stock in a van to Brook-
lyn, N. Y. It was also stated that Greenberg
bought goods from the petitioning creditors after
he had given a bill of sale to Alexander.

A. P. PETIT OFF TO EUROPE.

Talking Machine Supply Co., New York, sailed
for Europe, with his wife, on February 26. He
is to be gone about two mOliths.

KAUFMANN BUYS DEPARTMENT.

Takes Over the Talking Machine Department
of the Cable Co. in Norfolk — A Visitor to
New York Recently.

The talking machine department of the Cable
Company, Norfolk, Va., has been acquired Dy
E. H. Kaufmann, in their employ, who will es-
tablish a separate business at the same address
until he can put up his own building early in
the spring." At one time Mr. Kaufmann was a
salesman with the National Phonograph Co., in
the wax record period. Later he was connected
with the Zonophone Co. He is an experienced
talking machine man, and therefore his success
is assured. Mr. Kaufmann was in New York re-
cently buying goods.

"PAGLIACCI" ON THE VICTOR.

Leoncavallo's famous two-act musical drama
"Pagliacci" recorded specially under the per-
sonal direction of the composer is announced by
the Victor Talking Machine Co. In connection
with this series of records the Victor Co. have
issued an illustrated and historical booklet in
which are depicted the various scenes and char-
acters as well as the story of the play as it pro-
gresses from the first to the last record. It also
contains a short story of the composer's life.
The popularity of "Pagliacci" is such that it is
certain the dealers will find a big demand for
these records.

A. P. Petit, general manager of the Zonophone
Distributing and Export Co., and also of the

HENRY J. HAGEN TO MEXICO.

Henry J. Hagen, manager of the Universal
Talking Machine Mfg. Co.'s recording labora-
tory. New York, sailed Feb. 27, on the Merida,
of the Ward Line, for Vera Cruz. He will be
gone six weeks, and his headquarters during his
absence will be at the Hotel Porter, City of
r.texico, Mex.

64

THE TALKING MACHINE WORLD.

Side Lines for the Talking Machine Trade

Some of the Many Specialties which will Interest Talking Machine Men are Treated of in this Department

of the widespread popularity of the fancy post
card as a medium for seasonable greetings, re-
tailers should make a point of stocking a suffi-
cient quantity of Easter styles. At a time like
this the higher priced and therefore more profit-
able lines are the kind that will find quickest
sale. By this we mean cards that will retail at
from six for a quarter to three for a quarter,
though, of course, there will always be those who
desire the cheaper grade. After Easter. hoAvever,
the special day card will be dropped temporarily
and the view card will come into its own. Each
j'ear adds to the popularity of these cards and
the retailer who keeps his stock well supplied will
find himself well repaid for his investment.
While novelty cards (by that we mean special
day cards) change each year the view cards are
standard and as long as they are of good quality
there is no fear of their becoming dead stock.
Local views are especially live sellers and the
dealer in any city or town who neglects having
a full assortment is losing a lot of good money.
Buyers never tire of them and the more there
are and the better they are the more liberal and
more profitable the business. Advance orders are
essential and the dealer who has not placed his
orders for these cards is quite likely to have
more or less trouble securing the goods when he
wants them. Already the demand is so great
that all the factories are crowded to the limit of
their capacity and orders sent in even now must
wait their turn. Whenever it is possible it is
well to obtain some exclusive views. This can
often be done by either taking a photograph or
having one taken for you of the particular object
or objects of interest in your locality and either
sending this with your order for so many thou-
sand to your manufacturer, who will print your
own name along the margin of the address side —
or else send your photograph to some well known
engraver who makes a specialty of this work
and have a cut made, from which almost any lo-
cal printer can run off any desired number. By
the latter process time can often be saved espe-
cially if manufacturers have a rush on.

While there is no question that the German
manufacturers have carried the art of lithograph-
ing to a much finer point than we have in this
country and that the cheapness of labor abroad
enable them to pay duty on the goods and still
compete with our largest factories, they have
never quite been able to understand and execute
a typical American card. This is now being
demonstrated by the large increase in American
manufacturers who are meeting with wonderful
success. The native product naturally comes a
great deal nearer pleasing the average Ameri-
can than any imported line. Home grown humor
is more striking and local art seems much bet-
t?" adapted to biins' it out.

At the entrance of a new season it is well to
call a special council of war, that is to say. an
assembly of employees, at which to outline the
plans and policy of the firm, inviting sugges-
tion and criticism as * helpful factor in clearing
away misunderstanding and in uniting forces in
a long, strong, concentrated pull for success. It
is all right for the leader to announce the gen-
eral outline of endeavor, but to invite hearty co-
operaticfn he will find it advisable to present his
views in an easy informal manner, after which
he may have to coax and cajole expressions from
the diffident many who do not fear to differ, but
sometimes lack courage to express their views.
Only too many employers underestimate the value
of discussing "ways and means" with the men
under them— overestimating their own ability
or believing that to admit themselves fallible
would lessen the respect due them. That, to say
the least, is a bigoted, short-sighted policy and
one which, if it does not exactly court disaster,
certainly is not productive of the best results.
Admitting that the head of a house possesses
wonderful business acumen, accurate knowledge
of men and other virtues that make the ideal
merchant, it is not possible for him to be every-
where. His time is taken up and needed at the
helm where he directs the policy to be carried
out by all. But who is to study the wants of the
public — that most essential thing to the wel-
fare of all merchants, big and small? Why, the
men who do the selling, ro them the customers
go. To them they praise or find fault with the
goods. To them they say, "Why haven't you got
so and so? Well, I'm sorry, but I'll have to go
elsewhere." They are the ones who have their
fingers on the trade pulse and they are the ones
who can help mosff

In planning the coming Spring campaign the
first important consideration is that chief detail
of merchandising — the buying, or in other words,
getting what customers want and keeping one's
weather eye peeled for anything new, a demand
for which you can create quickly by attractive
displays and a liberal amount of printers' ink
used in local dailies. It was for the purpose of
keeping dealers and jobbers posted on these new
lines that this department was opened, and if
we are to judge by the letters we have received
from many of our subscribers, it- is filling its
rcission satisfactorily. Of course, like all new
things, it takes some time to reach anything
like perfection and then without the co-operation
of the trade this is next to impossible. What we
want most are suggestions, for two heads are
always better than one. Then, too, if our readers
come across something good — a line that sells
■well in connection with their business, write us
about it and we will pass the good thing along.
In that way by working together we can do

much toward booming conditions in this trade
and helping our fellow workers over many a hard
bump in the road, which after all is the only
and happiest way of spending one's life.

Cameras and Photographic Supplies.

With the coming of Spring a rich field opens
up to the talking machine man in cameras and
photographic supplies, the possibilities of which
are only limited to the amount of ingenuity dis-
played by the retailer. Each day brings us
nearer to the warm balmy period which follows
tne Winter and heralds tne birth of new and
vivifying life everywhere. It is amidst this re-
juvenation that the love for outdoor pastimes
comes upon young and old alike and with it the
insatiable desire to preserve these beauties of
nature in the one way known to science, namely,
photography. Are you going to let this oppor-
tunity slip by, Mr. Dealer? If so, it will be only
to regret it when it is too late. Why not take time
by the forelock and investigate this field thor-
oughly now?

Of course it may be that other lines will ap-
peal more to your particular customers, of that
you must be the judge. But the fact remains
that if a retailer possesses enough push and am-
bition, competition, or anything else, cannot stand
in his way with these goods. Every man, woman
or child is a prospective purchaser of photo-
graphic goods if handled in the right way, and
many schemes can be worked up to win over a
good majority. For instance, make it a point
to offer each month cash or other prizes for the
best picture submitted by your customers. This
will start a keen competition and by a judicious
amount of advertising in local dailies will add
many names to your list of purchasers. Start
camera clubs and spread the news broadcast
about the pleasure to be derived from hunting
with the camera. Why is deer hunting so fas-
cinating a sport, simply because of the skill,
patience and endurance necessary to get a shot,
and yet from experience the writer can vouch
for the fact that it is a far more difficult feat
to obtain a good negative than it is a shot. And
once let a person get into the habit of trailing
with a camera and it is next to impossible to
break its influence. There are no game laws
to affect this sport, and if one has any senti-
ments against the rapid disappearance of game
in this country it is at least some satisfaction
to feel as one turns over the pages of his album
and glances at this animal or that bird, that as
far as he is concerned they are still enjoying
life to the fullest extent.

Post Cards.

Talking machine men should prepare for a big
call on Easter novelties of all kinds. In view

A SIDE LINE THAT SELLS and IS WORTH SELLING

Tliat is the whole storj- of Iii-
gersoU Watches brief!)* told.
Unlike some other side lines
now in nse, there is a real, tany -
il)le profit in each individual
sale of these watches; j'on don't
have to sell thousands of them
to make them pay, and the
margin of profit to the dealer
rani-es from 2.")'' to over 60^.
Ri<;fht now, with the demand
for expensive timepieces lower
than ever before, is the best
lime to sell.

WATCHES

Talking machine dealers ev€ry^^'here are taking
on this line and finding it profitable. Arc YOV?

They are made in several at-
tractive up-to-date styles (in-
chidinsi" the famous Dollar
Watch); they are guaranteed
ACCUR-VTK timekeepers, and
every man, woman and chila
in this country knows them.

Write for catalog and full
information of Ingersoll
Watches, also our F R K K

advertising offer to
de.\i.i-:rs.

ROBT. H. I\GERSOLL & BRO., 500 Jewellers Court, NEW YORK

THE TALKING MACHINE WORLD.

65

Just a Word to You and All
Progressive Dealers

1

Write for full

The Gillette Safety Razor has been accepted by over two million men in the last three
years as the easiest, quickest and most convenient method of obtaining a comfortable and
satisfactory shave.

During this year thousands of men will be added to the ranks of self-shavers as a result
of our extensive advertising in the leading publications of this country which is constantly
pointing out the superior features of the "Gillette" and its advantages as a time, money and
labor saver.

And it is you — the dealer — who must supply the demand. This because our advertising is
planned to create sales in your store.

Perhaps the tremendous money making possibilities of
the Gillette Safety Razor have never occurred to you.

The two million men now shaving the "Gillette" way must be supplied with new
blades. Your profit is not limited to the sale of the razor alone. Between the razor and
the blades you have one of the greatest propositions for a steady and liberal profit on the
market to-day.

information and prices, and remember — when we come into

your store with our goods, we come in
with every bit of assistance possible
in the way of making sales.

Booklets, circulars, window cards,
electros furnished free of charge upon
request. Write to-day.

Gillette Sales Company

914 KIMBALL BUILDING

BOSTON

914 Times Building
NEW YORK CITY

914 Stock Exchange Building
CHICAGO

The Gillette Safety Razor Set consists of a triple sil-
ver plated holder and twelve double edged, thin,
flexible wafer-like blades (24 keen edg-es) packed in a
velvet lined leather case. Price $5.00. Also made in
Combination Sets in a variety of styles with toilet
accessories retailing- from $6.50 to $50.00 each.

66

THE TALKING MACHINE NYORLD.

Illustrated Song Cards

Folders of four cards with chorus
of the most popular songs.
Splendidly executed in colors.
Thirty latest songs out and in
preparation.

34- samples sent prepaid on receipt of $1m50

AMERICAN LOVE SETS

WITH VERSES

Made from photographs posed by American
Beauties. Very Striking and Big Sellers

Samples and quotations on application. In order to get you acquainted
with my line it will pay you to order my complete assortment, containing
about 1 ,000 different cards, Landscapes, Flowers, Bathing Types, Children,
Animals, etc., etc., for $5.00.

I Sell to Wholesalers Only. 10 Million Cards Always in New York Stock

ART PRINTING AND PUBLISHING ESTABLISHMENT

THEODOR EISMANN,

124 WEST 18th STREET
NEW YORK

Athletic and Sporting Goods.

Even if one were not physicallj- susceptible to
the steadily increasing warmth of the suu's rays,
which heralds tne approach of Spring, all one
would need to do to learn the fact would be to
get within ear-shot of a bunch of boys, or read
the sporting columns of the dailies. Everywhere
one hears the one topic, which seems to interest
not only young America, but a good majority of
the old as well — Is it necessary to go further
and say baseball?" This game has grown
steadily in popularity by leaps and bounds and
dealers who are in the sporting goods busi-
ness are not onlj' making a good thing out
of it, but by publicity on their own hook are
giving the thing an extra boost. Now while this
national game is perhaps at this time of year
heard more about than ethers it is not the only
fish in the pond by a long shot — tennis, golf,
cricket, .basket ball, roller skating, fishing and
many other sports have their own enthusiastic
followers. And if any one doubts the opportuni-
ties open to those entering this field we would
respectfully request him to step around to the
nearest place of this kind, where if seeing is be-
lieving, it won't be long before some manu-
facturer in this field will receive his order for
the line. One of the beauties of this business
is that once you win a customer his purchases
are very apt to be not only good, but what is
equally important, frequent. If he plays golf
he will want new sticks, balls, shoes, stockings,
etc., and if he plays very much it almost amounts
to a standing order. This is also true of nearly
all the lines— they needing constant replenishing

to keep in first class condition. We want to lay
especial stress on the importance of dealers get-
■ ting in line early. Now is the time to get orders
in for if you put things oH any longer, not only
will you lose many of the initial purchasers
which are generally the largest, but the manu-
facturers, cnce the season is in full swing, will
be too rushed to give your order anything like
prompt attention.

Inexpensive Watclies.

From reports which have reached this ofnce
we note with pleasure that a number of talk-
ing machine houses have added this line and
have found it as we claimed, a first class pay-
ing side line. Especially will this be true this
j'ear, when on account of the slack in business
the public are only too glad to purchase the less
expensive articles, especially when they do not
nave to sacrifice quality in anything but the
case. For it must be admitted in justice to the
manufacturers that they have so perfected the
cheap timepiece that in point of accuracy (and
after all that is the main essential) it compares
favorably with its more ornate brother. But the
dealer has far more than this on which lo stake
his success, for these manufacturers nave adver-
tised so lavishly that in more than one case their
rame alone sells the article and all one has to
do is to set them out where all who pass may
read. There are no confusing technicalities to go
into to prove their worth, for if not satisfactory,
the purchaser knows that an exchange is assured
him. So with this line at least the manu-
facturer, dealer and consumer are all satisfied.

Safety Razors.

Since our last issue we have taken the trouble
to investigate this line pretty thoroughly and
after talking with several jobbers and dealers
in our own field, who have handled them for
some time we can unhesitatingly recommend^
this line to any one desiiing a live seller whif-h
hes at the same time that added feature — a good
profit. Of course, like in other lines, there are
good and bad razors and while we can not, of
course, be specific we would certainly recommend
those that have stood the test of constant use
ard are well known to the public, for there is no
question -abcut the selling value of a name or
trade-mark that is well and favorably known.
Every merchant who has been in business for
any length of time knows the difficulty of selling
goods, the quality of wnich is entirely unknown,
ana he also knows that the only chance of suc-
cessfully floating such goods on the market :« by
a large expenditure in advertising.

Bicycles and Motorcycles.

To judge from reports which reach this office
from various qtiarters. 1908 will see a strong re-
vival in the bicycle business in this country.
While for some years this business has lain
dormant in reality it was onjy regaining its wind
after the craze which swept over the country
some seven or eight years ago, and is even now
preparing for another lively campaign, which,
while it may not equal the former vogue, will
certainly be of large enough proportions to en-
able firms in the business to make a very i e-
srectable amount of money. Then, too, before
there was no motor cycle to help things along,
while now there are at least a half dozen well-
known makes to tempt the purchaser. These
machines are daily becoming more and more
popular and dealers who have been fortunate
enough to obtain agency rights are reaping a
harvest for their forethought.

Moving Picture Machines and Films.

While it is true in a measure that the moving
picture of to-day is but a substitute for the reality,
so was the talking machine at one time, and as
we have before stated in these columns, the job-
bers in this trade have come forward and shown
a willingness to push the moving picture ma-
chines and films among their dealers. They are
being helped materially by the manufacturers,
who are spreading the news broadcast through
the medium of advertising, but this is not all
these gentlemen are doing. Work at the factories
is being pushed to the limit and money is not
counted in the effort for improvement. Acces-
sories such as lamps, burners, tanks, stands, il-
lustrated song slides, etc.. are being brought out.
which will add materially to the profit in hand-
ling this line and dealers will find it indeed a
big thing for them — if displayed and pushed
properly. We add the foregoing condition for
the following reason: In a recent tour of the
country we came across a number of firms who
hsd neglected to push this end of their business
and consequently had become general "knock-
ers;" now it's a certainty that unless the people
know that a dealer has an article they
wi'l not come to you to buy. neither will an

Our New and Exclusive Process of Lithographing

Enables us to Lead the World

In the production of Superior Post Cards of Every Description at Lower Prices than any others. Better than Air Brush Cards, as our
colors remain unchanged.- 'We give careful attention to special designs. You will be a winner if you investigate our FLORAL, EASTER,
CHILDREN, LANDSCAPE, BIRTHDAY and NAME CARDS before ordering elsewhere.

OIR DEALERS MAKE 500% PROFIT

Send lor Special Assortment ol 2,000 Cards lor $10.00. Every one retails at two lor live cents. 11 they do not suit you we
will exchange ttiem lor others without charge. Our line excels all others in beauty of design, harmony of colors and quality of
stock. ALL PRICES AND GRADES, from $3.00 to SIO.OO per thousand. When in doubt write us.

KEYSTONE SPECIALTY COMPANY, 'pmulDEu^-mA?"?!*

THE TALKING MACHINE WORLD.

67

article sell itself. To give a machine a fair
show to demonstrate what it can do is not only
bare justice to the manufacturer — it simply
shows good business sense. Now when the article
in question is an entirely new one this is still
more necessary, for the public's taste must be
educated up to the point of purchasing before
there is any chance for success. If you have
taken this enterprise up, Mr. Dealer, don't use
half way measures. Devote a liberal amount of
space in your window to attractive displays;
keep clean, bright outfits in the front of your
store, where everyone who enters can see them;
post yourself and your salesmen on all matters
pertaining to it, so that they can talk intelli-
gently; do some advertising in your local papers
and get the people in your store, then give enter-
tainments. If you do these things, Mr. Dealer,
there is little question of your success in selling
moving picture machines and films. At any rate,
you have done yourself no harm by drawing the
public's attention to your establishment and can
feel satisfied that you have given a square deal
all around — and have run no chance of losing a
good thing.

Leather Goods.

There is the usual number of new showings
being offered by the various manufacturers of
leather goods, all of which have their good feat-
ures from a commercial tandpoint. There are
pocket-books and ladies' bags in countless de-
signs, wall hangers, doilies, table covers, secre-
taries, pipe racks, albums, portfolios, music rolls,
card cases, pillow covers and Indian novelties
galore. One large New York firm bringing out
a new illuminated line, the execution on which
it would be impossible to describe, so beautifully
are the colors worked. A novelty in this line
which is meeting with wonderful success is at-
tachable collars and cuffs for ladies coats and
suits in all shades to harmonize with the general

color scheme. This field is a most extensive one
and offers good opportunities for dealers.

Stationery Novelties.
Complete lines of Easter stationery novelties
for 1908 are now on exhibition in the various
salesrooms. Regarding general or staple lines it
appears that new num'bers are not so plentiful
as in former years. This, however, does not ap-
ply to Easter novelties which are almost wholly
transformed froni year to year. This season's
line having many live sellers, one of them being
a single quire papeterie in fabric finish paper
and envelopes, having the cover of the carton
bound in printed and embossed facsimile of an
assemblage of cigar bands and a photographic
medallion center by way of further ornamenta-
tion. In folders there appear countless designs
in water colors or engravings to tempt the pur-
chaser of Easter remembrances. One style pre-
sents a group of newly hatched chicks, another
a large-sized photographic reproduction of a rab-
bit's head, both being finished in water colors,
the binders or covers are made of mottled or
variegated fabric finish board in delicate tones,
such as pale blue, green, pink, etc., having a
figured silk ribbon bow attached in addition to a
gilt and color embossed corner piece. These
folders retail at from 25 cents to $1 each, en-
closed in envelopes ready for mailing.

Fountain and Stylographic Pens.

This is a line that finds a ready sale every-
where, and while of course it is possible to in-
vest almost any amount of money in it a small
outlay is only necessary at the start and a good
margin of profit assured. However, unless one is
going to handle a large assortment we would
advise getting only staple lines and avoid the
novelty which is the rage to-day and dead to-
morrow. Be sure, of course, to have pens to
suit all purses, that is from one dollar up, but
avoid extremes. The very cheap stuff never

gives satisfaction to the purchaser and the over-
elaborate ones too often remain except at Christ-
mas time dead stock on the dealer's hands.

MOVING PICTURES OF CLINICS.

Prof. Negro Successfully Uses Them in Demon-
strating Nervous Diseases.

Prof. Camillo Negro, of the University of
Turin, has succeeded in using the cinematograph
for clinical purposes. The attempts .hitherto
made in Paris and New York to apply this
system of photography to the demonstration of
nervous crises have not so far been successful in
clinical application, but Professor Negro's dem-
onstrations admirably illustrate the character-
istic forms of neuropathy in a human subject.

While the professor is explaining each case
the cinematograph is at the same time reproduc-
ing all the peculiar movements, of which it is
im'possible to give an idea, by a simple photo-
graphic plate. Particularly striking have been
his demonstrations of cases of organic hysterical
hemiplegia, epileptic seizures and attacks of
chorea. Professor Negro's films will shortly be
shown in London.

THE McKINLEY POST CARD NO. 3.

In the post card issued by the Government
known as the "McKinley No. 3" design, and
which is now ready for issue, a vertical line ap-
pears approximately one-third of the distance
from the left hand of the card, providing a space
in which messages may be written. According
to this users are permitted to write both on the
back and face, which affords considerably more
room for messages. The demand for the new
card is heavy, and orders have to be cut down to
make an equal distribution of the first issue.

BASE BALL GOODS

''Vhe Very !^est''

LINE OF SPORTING GOODS TO FIT IN WITH
YOUR BUSINESS. LET US TELL YOU HOW
YOU CAN MAKE MONEY.

The Official and Standard Line

OUR RESTRICTED PRICE POLICY INSURES YOU A PROFIT
THE REACH GUARANTEE PROTECTS YOU AGAINST LOSS

Write at Once for Prices, Catalogs
and Full Information to

A. J. Reach Company

1775 TULIP STREET, - PHILADELPHIA, PA.
Makers of the Official American League Ball

68

THE TALKING MACHINE WORLD.

SPECIAL DAY EMBLEMS.

About Two Billions of Them Sold in This
Country Annually.

A New York dealer in emblems of all sorts for
all occasions, as St. Valentine's day, Easter,
Washington's Birthday, St. Patrick's day. Deco-
ration Day, Fourth of July and Labor Day, says
that among all these the best sellers are those
designed for Irish celebrations, that of the vari-
ous buttons, badges, shamrocks, ornaments,
brooches and rosettes made up for Irish cele-
brations there are sold in this country altogether
about a thousand million annually, or as many
as are sold of similar emblems for the celebra-
tions of all other nationalities put together.

As the dealer puts it, suppose there are in
this country of Irishmen and their immediate
descendants, say 10,000,000 people; that would
give 10,000,000 Irish purchasers. But there are
sold of these Irish emblems a thousand million
a year, or a hundred times ten million, and who
buys them?

They are sold for souvenirs at dinners and
they are sold at fairs and to be worn at various
celebrations as well as on St. Patrick's day. Many
are lost or broken, others being bought to replace
them. Many are bought to be given away; in-
dividual purchasers buy a dozen at a time and
give them to their friends. Irish emblems ap-
pear also to be bought and worn by people of
various other nationalities.

The sale of the shamrock and other Irish em-
blems in the streets is confined to a few days
about St. Patrick's day, but preparations for this
brief period of public sale, when novelties are
introduced, are made months in advance. Em-
blems that will be offered in the streets here on
March 17 may have been designed and the manu-
facture of them begun last September. New
York dealers in these emblems and in the multi-
tudinous variety of novelties that are produced
for all sorts of other occasions as well, sell goods
all over the country and samples must be out
early.

Of St. Patrick's day emblems, for example,
there are now offered about a hundred varieties,
and the manufacturers get out new styles every
year. Dealers in distant localities, as for in-
stance on the Pacific coast, must have these
samples to select from well in advance to enable
them to give their orders in time, and it takes
time to manufacture and transport the goods,
which must arrive at their destinations in ample
time for distribution.

And the same is true of the little hatchets and
badges, emblems of one sort and another that
are specially designed for Washington's Birth-
day, as it is also for the many kinds of emblems
that are made for the various other days in the

course of the year on which emblems are worn.
They are all designed and the work of manufac-
turing them is begun long in advance, and of all
these many emblems thus designed for wear on
special days there are sold altogether in the
United States about 2,000,000,000 yearly.

"LIVE" MOVING PICTURES.

A Clever Combination of Taltcing and Picture
Machine Attract Much Favorable Notice.

(Special to The Talking Machine World.)

Boston, Mass., March 3, 1908.

Moving pictures, so realistic that it is hard to
remember the characters are not flesh and blood,
and the actors that are shown actually talking
is the latest mechanical wonder that amazed the
audience at the Hub Theater this week.

A phonograph is the secret of the startling
illusion. It is controlled by electricity from the
moving picture machine, and so cleverly is the
device arranged that the words are heard and
the lips of the characters in the pictures are seen
to move in unison.

This is the first time the latest combination
of talking and picture machines has been shown
in Boston, and to Joe Mack, the hustling young
manager of Miles Brothers' shows, goes the
honor of the latest mechanical innovation.

"At the Dentist's" is the title of the picture
series, and the screams of the unfortunate
madame, who has one aching tooth and loses
three good ones, the polite dentist's consolations,
in fact the funny side of just what many have
experienced themselves, are shown on the screen,
while the big horn of the concealed phonograph
delivers their words, apparently coming from the
speakers' own lips.

As fast as the staff of clever electricians at the
Hub can set up new apparatus, new pictures
with talking characters will be shown. Prepara-
tions are now under way to give Bostonians
grand opera by the world's greatest singers, not
only the music, but all the scenes on the stage
by moving pictures.

WESTERN FILM EXCHANGE ORGANIZED.

The Western Film Exchange Co., of Milwau-
kee, has been incorporated with the Secretary of
State of Wisconsin for the purpose of car-
rying on a moving picture machine business,
with a capital of $50,000. Incorporators: Harry
E. Aitken, John R. Freuher and H. Schneider.

TO AMALGAMATE TWO SHOWS.

Messrs. Cochrane and Fierlein, managers of
the Business Show, intend to embody the feat-
ures hitherto displayed at the Advertising Show

at their next display in Madison Square Garden,
New York, and the Coliseum, Chicago. The Ad-
vertising Show as a sepai-ate venture was not a
success. The exhibits fit in so well, however,
with the regular displays shown at the Business
Show that the amalgamation of interests is a
very wise and a proper one.

SPORTSMAN'S SHOW A SUCCESS.

Well Attended and Many Interesting Features
Introduced Which Pleased Visitors.

The fourteenth annual exhibit of the Motor
Boat and Sportsman's Show, which was held at
Madison Square Garden between Feb. 20 and
March 7, jwoved to be one of the most successful
in years, financially and otherwise. Among the
features of the show were water sports, rifle
shooting, fly-casting, bicycle racing and kindred
events. There was a Lake Placid forestry ex-
hibit from Lake Placid, N. Y., another from Long
Island; animals, birds and game fish from Maine;
mounted animals from New Brunswick, Canada,
with camp and fishing scenes; log cabins, canoes,
shoe packs, paddles and sledges for drawing cap-
tured game, and a number of live animals.
Among the trade prominently represented were
the Hendee Mfg. Co., of Springfield, Mass., mak-
ers of the well-known Indian line of motor
cycles; the Geo. V. Lyons Motor Co., United
States agents for the Minerva cycles; the Oving-
ton Co., agents for the F. & N.; the Miami Cycle
Mfg. Co., Middletown, O.; the New Haven Clock
Co., of New Haven, Conrr., who, besides manufac-
turing an inexpensive line of watches, make the
well-known Pedometer; the New York Sporting
Goods Co., etc., etc.

GREAT ARRAY OF EASTER POST CARDS.

Some very novel ideas in post cards are- now
in evidence for the Easter trade. There is not
only a larger variety this season, but more skill
and originality is displayed in the conception of
these very welcome and now almost necessary
seasonable publications. Many of them are
printed in colors and are really works of art.
The development of this post card business has
assumed tremendous proportions, and while we
have not yet equalled England or Germany in
certain lines in the matter of output, yet we are
fast approaching these countries in the artistic
quality of our creations. It is now recognized
that the high class cards are mostly all of great
educational value, and all fair-minded people are
rapidly estimating them at their true worth.
Even in the cheaper grades a higher standard is
evident.

A Double Key Harmorvica to Retail for Twenty-five Cents
TKe first offer of its kirvd ever made

Fr. Hotz Harmonicas

Present another one of their money making styles. A
Hne of Harmonicas brimful of excellent sellers from 1 0
cents to $1.00, retail. We advertise and help you sell
the goods, besides giving you a big profit and good
value for your customers.

No. 07. The Drum IVla|Or. Tliis Harmonica is tuned in two different
Iceys and can be played from both sides. Has 16 double holes, 32 reeds, niclcel
plated cover. This is a regular concert style instrument, with all reeds in perfect
tune, and is the only double Harmonica on the market to-day that can be sold for
25 cents and give satisfaction.

Fr. HOTZ

Ask y o \i r
jobber

Apply for a cM&lodue to 475 BROADWAY. NEW YORK

Canadlarv Office. 76 YORK STREET. TORONTO

No. 07

THE TALKING MACHINE WORLD.

69

A PAYING SIDE LINE.

New Models of the Ikonograph Moving Picture
Machine — The John Newton Porter Co. Have
a Comprehensive Bootclet Prepared Relating
to the Use of This Invention — Can be Sold at
Popular Prices and at a Good Profit.

That's an attractive announcement which the
John Newton Porter Co. have in another portion

of this publication. We refer to the wonderful
showing of Ikonograph models on page 13.

There are three new models ranging in price
from $10 to $25. The Ikonograph is a moving
picture machine having an extremely simple
mechanism and is easily operated by the most
inexperienced and with it surprising results are
possible. It does not belong to the magic lan-
tern family, but is a real moving picture ma-
chine.

When the Ikonograph first appeared it at-
tracted a good deal of interest and the manu-
facturers were not content with resting on their
achievements, but have sought by every possible
means to attain a higher degree, of perfection.
The 1908 Ikonograph models are remarkable
creations.

Talking machine dealers should investigate the
selling qualities of the Ikonograph. It has spe-
cial features which will blend harmoniously with
the tajking machine trade and its reasonable
price widens the avenue of distribution.

It is a splendid entertainer and can be used
in the home, lodges, churches, etc. The manu-
facturers propose to get out from fifteen to

twenty-five new subjects each month. These will
be properly cataloged and forwarded to every
owner of an Ikonograph machine. The new films
can be obtained on the payment of 10c. per foot,
so that it will be readily seen that the profits
will not cease when the Ikonograph is once sold.
On the contrary, it will pay monthly profits
because like the new records for talking ma-
chines owners will be interested in trying new
films each month.

The general sales
agents, the John New-
ton Porter Co., of 253
Broadway, New York,
have just prepared a
very attractive little
brochure which tells
all about the Ikono-
graph and its possi-
bilities. This they will
be pleased to forward to any address.

GERMAN POST CARD MEN

Organize Under Firm Name of "United German
Post Card Factories," with Offices in New
York.

A number of German manufacturers of post
cards, especially Alfred Silberman, Berlin; Hein-
rich Ross, Berlin; Waldemar Zobel. Dresden;
Max Bergman, Leijizig; Kunstdruck & Verlags-
Anstalt, Neurode; B. Richter & Co., Berlin;
Leder & Popper, Prague, Austria, and M. Croner
& Co., Berlin, have combined under the firm
name of the United German Post Card Factories
for the purpose of conducting business in the
United States. Headquarters have been opened
at 226 Lafayette street. New York, which will be
in charge of Heinrich Inoff, with Henry Kreamer
as assistant manager. The various firms men-
tioned have been doing business with the im-
porters for quite a time, but they intend to get
in closer touch with the American trade, and
for that purpose have organized as mentioned.

ORIGIN OF MOVING PICTURES.

Result of Experiment to Show Both Sides of a
Coin at Once.

The beginning of moving pictures was in this
wise: Sir John Herschel, after dinner in 1826,
asked his friend,' Charles Babbage, how he would
show both sides of a shilling at once. Babbage
replied by taking a shilling from his pocket and
holding it to a mirror.

This did not satisfy Sir John, who set the shil-
ling spinning upon the dinner table, at the same
time pointing out that if the eye is placed on a
level with the rotating coin both sides can be
seen at once. Babbage was so struck by the ex-
periment that the next day he described it to a
friend, Dr. Fitton, who made a model.

On one side of a disk was drawn a bird, on
the other side an empty bird cage; when the
card was revolved on a silk thread the bird ap-
peared to be in the cage. This model showed the
persistence of vision upon which all moving pic-
tures depend for their effect. The eye retains
the image of the object seen for a fraction of a
second after the object has been removed. This
model was called the thaumotrope.

Next came the zoetrope, or wheel of life. A
cylinder was perforated with a series of slots,
and within the cylinder was placed a band of
drawings of dancing men. On the apparatus
being slowly rotated the figures seen through the
slots appeared to be in motion. The first sys-
tematic photographs taken at regular intervals
of men and animals were made by Muybridge in
1877.

Successful advertising is mainly a matter of
experience and experiment. One must be willing
to take occasional risks, to step on stones in the
stream which may give way. One must apply
skill and common sense to the exigencies of the
case and these exigencies can rarely be foreseen.
The best advertisers make their plans elastic
enough for the occasional change. Only the in-
experienced have cast-iron rules.

Our 1908

Easter Post Card Assortments

will surprise oar dealers

(| The number of designs, the quality of the Post Cards, the
superior artistic talent shown in the designs, making altogether
a combination not surpassed in

Variety, Quality and Salability added together speiis Large Profits for Our Dealers

EASTER POST CARD 100 New Embossed Easter Post Cards

ASSORTMENT No. 200/31. 100 Designs, $1.00

By Mail at our risk 8 cents extra.

EASTER POST CARD.
ASSORTMENT No. 200/32. ~~
100 New Embossed Easter Post Cards 100 Designs
12 Gelatine Easter Post Cards
12 New Gold Easter Post Cards
12 New Plush Raised Flowers Cards
10 New Bromide Post Cards
5 New Perfumed Asst. Post Cards
5 New Silk Post Cards

158 Designs

12
12
12
12
5
5

156 Total.

156
Assorted
all

Big Prolit

Cards
Only
$2.50

EASTER POST CARD 288 Designs

ASSORTMENT No. 200/33.

250 New Embossed Easter Post Cards 200 Designs

24 New Gelatine Easter Post Cards 12

24 New Embossed in Gold Post Cards 24

12 New Plush Raised Flowers Cards 12

10 New Bromide Cards 10

10 New Metal Captions Post Cards 10

10 New Air Brush Embossed Cards 10
5 New Perfumed Asst. Cards 5
5 New Silk Cards 5

350 Total.

350
Assorted
all

Big Profit
Cards
Only
$5.00

The American News Company, INBW VORK, IV

Desk R.

V.

70

THE TALKING MACHINE WORLD.

WHOLESALE HEADQUARTERS FOR

STAMP CASE

POCKET-BOOK

MUSIC PORTFOLIO

LEATHER

Post Cards
Music RoUs
Card Cases
Bags

Pillow Covers

Albums

Music Portfolios
Pocket Books
Pipe Racks
Wall Hangers

And Other Big Selling Novelties

AGENTS WANTED

WRITE FOR PRICE LIST

Risley-Bird Mfg. Co.

94 KiftLi Avenue
IV ew York

OUR MONTHLY REVIEW.

[We solicit inquiries from our subscribers who are de-
sirous o£ any information in regard to paring side lines
which can be handled in connection with the Talking
Machine. We put you in direct touch with the leading
manufacturers. When in doubt, write us, care the
Side Line Department.]

A new addition to the ranks of manufactureis
who are now bidding for favor In the talking
machine trade is the Gillette Safetj- Razor Co.,
of Boston^ Mass., whose announcement will bs
found in this issue. We do not mean by this that
this company's product has been unknown to
this trade, as that would be impossible, inasmuch
as the name "Gillette" is synonymous with that
of the safety razor, on- account of the enormous
amount of advertising done by that company.
This, however, is their first direct offer to the
trade as a whole, and as a good live side line we
know of no better. In the first place, this razor
is known the world over, and its merits stand
unquestioned. Not only is each and every one
fully guaranteed, but all prices are strictly up-
held and dealers need have no fear of being un-
dersold by their competitors. But the fact that
this razor once sold stays sold is not the only
benefit to be derived by the retailer, for once
you have disposed of. one to a customer you have
his assured trade for all time on blades, which is
by no means the smallest end of it. Then, too,
every satisfied user is sure to be a walking ad-
vertisement for your store, and you can rea-
sonably -count on sooner or later landing his
friends. We would refer all parties interested in
live sellers for their store to the Gillette ad-
vertisement on page 65. Bear in mind that satis-
fied razor purchasers mean good talking machine
"prospects."

* * « *

Theodor Eismann, the Leipsic (Germany)

post card maker, has opened New York offices for
the American trade at 124 West 18th street, and
is meeting with excellent success. The firm have
hit upon a popular seller in their illustrated
song series, which are proving ready sellers all
over the country. There are now ready thirty-
two songs, the' leading ones of the day, includ-
ing the hits of the latest musical comedies. The
cards come four in a set, perforated so as to be
easily detached. The pictures are posed espe-
cially, and the coloring is superb. Generally two
or more lines of the chorus are under each pic-
ture. Another excellent series are the American
love sets, six in a set. The poses are from life
and the colors are vivid and true. The Eismann
Co., who have a card in this issue, will gladly
send literature to the trade.

One of the most attractive and worthy line of
cards which has been brought to our attention
for a long time is the series of Ten Command-
ments, which is being marketed hy the makers,
the Rose Co. Each of the Ten Commandments
is on a separate card, illustrated in a striking yet
reverent manner. The cards are richly printed
in colors and gold and embossed. Each is worthy
of a frame. There is no gift that a Sunday-school
teacher could present to pupils more appro-
priate or more acceptable than this series of ten
cards. The address side of the card is divided,
giving the left hand space for inscription. The
illustrations on these cards have been drawn by
a master hand. The situations in many cases
are dramatic, and a spirit of reverence charac-
terizes the handling of the whole series.

Among other good offerings in the side line de-
partment for the talking machine trade, that of
Wright & Ditson of Boston stands out conspicu-
ously, both for quality and variety of goods.

VISIT OVR NEW SAMPLE ROOMS

THE LEE PAPER CO.

(Papeteries and Flat Paper)

WE ARE SELLING AGENTS FOR.

THE NEW YORK POST CARD ALBUM
CO. (The Open Flat Albums)

THE BENZIGER CO.

(Brass and Copper Art Novelties)

THE MILLER-LEWIS CO.

(Tablets and Composition Books, Etc.)

RUSSIAN BRASS fern Jardinieres, Candelabras, etc.

THE F. L. HARDING NOVELTY CO. "SSl^V^i"

While there is little question that their best
known line is that of tennis requisites, yet deal-
ers will find them headquarters for almost every-
thing good in the athletic and sporting goods
field. One great advantage in handling this com-
pany's lines is that all one has to do to sell them
is to show them. All the champions use and
endorse the Wright & Ditson specialties, and
every youth looks forward to the day when that
well-known name shall be inscribed on all his
outfits. Though they have always stood by the
motto, "Not the cheapest but the best," still their
large assortment v^■ill meet the purse of almost
all purchasers. Talking machine men desiring
to expand will find the W. & D. line worth con-
sidering.

Some new novelties in post cards shown by the
P. L. Harding Novelty Co., of this city, are as
follows:

"Anything doing?" has a gold wedding ring
attached. "Only say yes, and you may wear
them," with miniature pants, which tells the
whole story. "Why Girls Leave Home," also with
trousers attached. "The Hard Times Greeting,"
or I'll stick like glue. "The First Pin Worn by a
Mason," a safety pin. "Don't Care a Button for
Trouble," with a large button. "You're a Corker,"
a little slangy but to the point. "I'll Look Before
I Leap," with small frog. The series comes in
sixteen different cards.

There is hardly a man or boy in the country
who does not know what the name IngersoU
stands for. It is coupled instantly with the
words "dollar watch." When these inexpensive
timepieces first made their appearance on the
market they were looked on by the public
skeptically and at best as but a poor sub-
stitute for the real article. That they are

IM6ERS0LL WATCHES

now looked on not only with respect but ea.p-erly
sought by many who could not afford the
more expensive article is due, in " a large
degree, to the perfection in manufac-
ture and the persistent publicity given the
line by its originators, Robt. H. Ingersoll &
Bro. of this city. This company have always
made it their business first to see that the quality
of their goods was assured, then to let the pub-
lie know about them and in that way aid their
many agents iu every way possible. What was
the result? The retailers soon appreciated the
fact that the factory stood behind them in all
respects, knowing that on account of the fact
that the prices were restricted and the goods
fully guaranteed they need have no fear in load-
ing up on their stock, as there would be no
deadheads to be sifted out at the end of the sea-
son and sold for junk. Many talking machine
jobbers and dealers are already handling the In-
gersoll watches with big ."uccess and before long
many more will be added to the long list of this
company's satisfied representatives.

* * * *

If at all in doubt as to where to obtain any
particular article in the post card field, dealers
cannot go far wrong if they address their in-
quiries to the American News Co. of this city,
for besides being manufacturers they are whole-
sale distributors of nearly every well-known line
in the world — and any that they do not happen
to carry they can either get or furnish the dealer
with the desired address. This company are now
pushing their Easter assortments, which are
brimful of good things and no one can afford to
miss seeing them before placing all his orders
for these goods. Of course, it is needless to say
that post cards is but a small portion of their
business, and anyone looking for books, maga-
zines, stationery of all kinds and descriptions, to-
gether with its accessories, such as school sup-
plies, fountain pens, albums, etc., will find them

THE TALKING MACHINE WORLD.

71

headquarters. The latter lines appeal to many
talking machine men as profitable.

* * * * - .

The Risley Bird Mfg. Co., are constantly adding
new and catchy novelties to their extensive line
of leather goods, one of the latest hits being
leather squaw bags for women. These are made
in three designs and finished in the usual artistic
manner. Their line of den novelties are espe-
cially recommended, such as pillow covers, pipe
racks, wall hangers, etc. They lend themselves
admirably to attractive arrangement in the
store, and should prove big sellers now, as people
are just beginning to consider what they will
need to decorate their summer homes or add cozi-
ness to the camp.

* * * *

One of the biggest sellers of the year in me-
chanical contrivances is the Mystic Reflector. This
remarkable machine projects souvenir post cards,
photographs, etc., in all the original colors on
a sheet or wall in similar manner to the stereop-
ticon, with the great advantage that one has an
inexhaustible supply of subjects at hand and is
not restricted to the stilted cut and dried glass
slides. No one who has not seen one of these ma-
chines can begin to appreciate the immense
amount of pleasure to be derived from their use.
In nearly every home will be found a more or less
complete collection of post cards and magazines
profusely illustrated, which offer numberless
other attractive pictures. These, even in their
natural size, are beautiful, but when thrown on
the screen and greatly enlarged by the machine.

with all the details brought out by the powerful
light, they (even the commonest) become won-
derful scintillating works of art. No dealer who
handles post cards can afford to be without a
good stock on hand, for not only will he find a
ready sale for them, but everyone sold will act as
a most energetic salesman, as it will arouse en-
thusiasm among his customers, who will be much
larger purchasers of cards from that time on.
The Ewing Co., formerly N. Y. & Lima Trading
Co., have obtained the sole selling rights for this
machine in the talking machine trade, and are
certainly to be congratulated, for it is a winner.

* * * *

Local view post cards can justly be called the
backbone of a dealer's stock, and when these are
exclusive views, this fact is doubly emphasized.
Now one of the best, surest and quickest ways to
obtain these cards is by getting a good photo-
graph and mailing it to an engraver who makes
a specialty of such work, with instructions as to
whether cuts for one or more colors are desired.
Such a company are Gatchel & Manning, of Phil-
adelphia, who are noted the country over for the
quality of their work. Dealers by sending photo-
graphs to them can obtain engraving plates at a
reasonable figure, from which they can have
printed on an ordinary type printing press sou-
venir post cards and other pictures at a price
much below that charged by most manufactur-
ers, without the delay or need of ordering in
large quantities necessitated by the latter method.
This company also make a specialty of de-
signing follow-up cards, catalogs, etc., and it will
certainly be of much advantage to anyone to get
their name on their mailing list.

* * * *

The new line of illustrated song cards pub-
lished by the James Lee Co., of 397 Broadway,
this city, is certainly proving a live seller wher-
ever handled, the heavy demand for their last
issue taxing their capacity to the limit. Four
things especially recommend this company's
product to the retailer — up-to-dateness, quality.

Dealers in Talking Machines

Who want a fine side line that will bring to their store
the better class of customers will find that

LAWN TENNIS GOODS

will do it. The Wright & Ditson line is the best known,
and the STANDARD of the United States. Everyone
knows their merits and they sell on sight. All the dealers
have to do is to keep a stock on hand.

The Ward & Wright Racket, $8.00

The Pim Racket - - 8.00

The Davis Racket - - 8.00

The Sutton Racket - 8.00

The Sears Racket - - 5.00

The Campbell Racket - 5.00

The Champion Racket - 4.00

1 he Golden Gate Racket- 4.00

The longwood Racket • 3.50

NETS, TAPES, POSTS, RACKET CASES. RACKETS RESTRUNG
AT SHORT NOTICE AND BY EXPERTS
Catalogues with dealer's name on cover supplied free. Send for
Trade Lists to any of our stores.

The Colombia Racket - $3.00
The Park Racket ■ ■ 2.50
The Country Clnb Racket 2.50
The Hub Racket - ■ 2.00
The Surprise Racket - 1.50
The Championship Tennis

Balls - • $5.00 Doz.
The Club Tennis Balls, 3.50 "
The Deuce Tennis Balls, 3.00 "

W.\RD & WRIGHT

WRIGHT (EL DITSON

344 Washington St., BOSTON
8 4 Wabash Ave.. CHICAGO

18 West 30th Street. NEW YORK

76 Weybosset St.. PROVIDENCE. R. I.

low price, and profit — certainly a strong hand
of trumps and one to convince the most skepti-
cal. They are also making some very attrac-
tive offers on their fine line of art pictures suit-
able for framing. These pictures are litho-
graphed in many beautiful colors and are exact
reproductions of the originals, which cost an
enormous amount of money. The titles are as
follows: Angels' Whisper, Flower Picture,
Rock of Ages, Fruit Picture, Family Record,

sfc ^ ^

One of the most comprehensive and really
clever series of comic post cards that it has
been our pleasure to see in many a day is the
Tom-Tom series published by the F. & H. Levy
Mfg. Co., of 113 East 14th street, this city.
These cards are chock full of live American
humoT, and every one brings a hearty laugh,
and with it the irresistible temptation to buy
the set, regardless of price. Lithographed in
six colors and highly glazed, they stand like a
landmark in the dealer's stock; you can't get
by without seeing them. Together with the
above merits, there's plenty of margin for profit
allowed, so get wise.

^ ^ ^ ^

Spring being now upon us, the athletic year of
1908 will shortly be started in full swing by the
opening of the baseball season, which, as it is
our most popular game, is the first to get in line
and one of the last to leave us. It is therefore
with pleasure that at such a time we can intro-
duce to the trade officially a firm that wherever
this game is played is known and respected for
the high standard and excellence of its product.
We speak of the A. J. Reach Co., of Philadelphia,

up by restricted prices and a guarantee of satis-
faction it is invincible. The Reach catalog for
1908 is a most comprehensive little volume show-
ing their complete list of gloves, balls, bats,
masks, bases, etc., and dealers or jobbers who are
looking for a live side line should send for a copy.

NEW ZEALAND IMPORT DUTIES.

The New Zealand Board of Trade has re-
cently issued a complete list of the new import
duties into that colony, and which becomes
operative April 1, 1908. The general increase
of duty on all kinds of sporting goods, toys,
athletic equipments, fishing tackle, bicycles and
other supplies which are used by dealers in side
lines is about 10 per cent.; in other words, the
old rate of duty was 20 per cent, and the new
rate is 30 per cent. Goods, however, manufac-
tured in any part of the British dominion are
imported at the same rate of duty as of old.
This is along the lines of recent colonial policy
to give preferential rates to the mother country.

POST CARD MEN ORGANIZE.

On Feb. 22, 1908, the New York Post Card
Importers and Manufacturers' Association was
formed at the Harlem Casino, this city, and the
following gentlemen elected officers: President,
J. Bergman, of the Illustrated Post Card Co.;
vice-president, A. J. Brower, Souvenir Post Card
Co.; secretary, Sigfried Morowitz, the Interna-
tional Post Card Co., and treasurer, R. Mc-
Crumm, of Bamford & Co.

An executive committee of five members was
appointed to take charge of the details incident
to placing the new association on a firm footing.

Pa. This company since its inception has de-
voted its entire efforts to the improvement and
advancement of our national sport, never restin>^
on its laurels, but always pressing forward, with
what result the world knows. Not a league that
does not use their goods and many do so ex-
clusively, from professional to schoolboy, all want
and demand them. This in itself is a great help
to the retailer, but when the line is also backed

Leather Postal Pillows, $28.50 per l.tOO. le Desigas, Hand Painted

BURNT LEATHER POST CARDS AND NOVELTIES

All our work is o( tlie best quality, finely burnt and hand
painted. We manufacture besides burnt leather postal^
burnt velvet, embossed and applique postals. We sell to
responsible jobbers only. Send for price list.

CLOVER SOUVENIR MFC. CO., 186 William St., New York

72

THE TALKING MACfflNE WORLD.

POPULAR SIDE LINE

FOR

Talking Machine Dealers

AUROCROME POST CARDS sell fast at good profit. Never out of
stock. You can reorder at any time. Ask for our price card. Do it
now, and use your letter-head.

Send 6 cents in postage for a sample of our SWEETHEART line. ;Each card retails for 10 cents.
DOOLITTLE & HULLING, IXC, 1002 ARCH STREET, PHILADELPHIA, PA.

MOVING PICTURE PROGRESS.

How the Work of Months Passes on the Screen
in a Few Minutes — How an American Visit-
ing Paris Solved the Secret of the Disappear-
ance of the Watch Fob — The Great Advance
in This Field Is Really Amazing.

Most remarkable tricks can be played by tbe
camera, but for the reproduction in the biograph
these tricks are intensified a thousandfold. For
instance, the building of a skyscraper within a
few minutes is a feat easily accomplished on the
screen. In order to do this a camera is placed
in position when the foundations begin, and by
means of slow time exposure extending over
nionths an exact reproduction of the building
can be projected on the screen, occupying less
than ten minutes.

When the old Star Theater in New York was
demolished a number of years ago a camera took
time exposure pictures of the operation, and
when finished it was possible to throw on the
screen a perfect reproduction of the work. The
theater could be demolished within five minutes,
and by reversing the films rebuilt within the
same period.

Even the growth of plants and flowers is ob-
served. • By time exposures extending over
months it is possible to reproduce exactly within
a few minutes the budding and flowering of
plants. Oranges spring from the flowers and
turn into golden fruit while you wait, or apples
come into existence like magic on the trees which
a few moments before were bare and leafless.

The moving picture taker is everywhere. The
story is told of an American who while watch-
ing some moving pictures in a hall in Paris saw
a reproduction of a Broadway throng ai the noon
hour. His interest in the old familiar scenes
was intesifled when he saw his own face and
figure in the crowd. When he was close to the
camera he was still more surprised to see a
valuable watch charm which he had always worn
attached to his fob drop and disappear from
sight.

He had mourned the loss of this jewel for sev-
eral months, but had no idea where it was lost.
Then out of the moving throng appeared a young
lady, who suddenly stooped and picked up the
charm from the pavement. The man gasped and
dropped back in his seat when he recognized the
features of the woman as she approached closer
to the camera. A few weeks later he recovered
his watch charm after he had cabled to the
woman to ascertain if there was any truth in
the strange coincidence or whether it was all
fiction.

The film companies are developing their own
plays, paying experts in pantomime to invent
plots and scenes which will show up well in
moving pictures. In Paris this work has reached
a high development, although we are making

great strides in this country. A considerable
class of expert pantomime actors depend entirely
upon the film companies for their living. They
receive all the way from $15 to $40 a week for
their services.

Then, too, the story writer comes in for a
share of the profits of the new profession. A
good story suitable for moving picture reproduc-
tion may sell from $5 to $30, or even more. The
story is not written out in magazine form, but
is a brief description of scenes and acts which
have a well defined plot. Some of the companies
are experimenting with the phonograph in con-
nection with the moving pictures, by means of
which the actors in the scenes will actually
speak and declaim as the various pantomime
scenes are thrown on the screen.

MILLS ADDRESSES PUBLISHERS.

The Mills Novelty Co., of Chicago, Would
Recompense Publishers for Use of Perforated
Music Rolls on Tlieir Automatic Musical
Machines — An Extract from Their Letter.

The Mills Novelty Co., Chicago, 111., among
the largest manufacturers of coin-operated ma-
chines in ■ the country, are also makers of an
automatic violin-playing machine which oper-
ates by means of a perforated music roll similar
to that used in player-pianos. The company, in
view of the fact that they would adopt various
musical compositions for use on their music
rolls, have addressed a letter to every publisher
of prominence in New York, stating in sub-
stance that though there was no law at present
requiring that publishers be recompensed for the
use of their publications on music rolls, and
that Congress would not pass a new copyright
bill for some time to come, still the Mills Nov-
elty Co. desired to make such recompense, be-
lieving such a course to be fair and right.

The gist of the letter, a rather long one, how-
ever, lies in the closing paragraphs, which we
quote:

"With this desire to control us, we are writ-
ing you to propose that you, and all other
music-publishing concerns who publish copy-
righted music, shall enter into an agreement
with us by which we shall have the sole right
to use your copyrighted music on which copy-
right is now existing or may be obtained within
the next twenty-five years; in return for which
exclusive privilege, we shall agree to pay a roy-
alty of five cents on each perforated sheet made
by us which copies any score arranged origi-
nally by its composer for the violin, and a roy-
alty of two and one-half cents for each sheet
which enables an automatic violin-playing ma-
chine to reproduce a composition not originally
composed for the violin.

■ "We are desirous of making the above agree-
ment without restriction of any kind beyond

this, that if there shall come upon the market
a violin-playing machine which shall compete
with ours and that machine is permitted to use
copyrighted music without compensation because
of the refusal of the courts to restrain such act,
whereby we would be put in serious jeopardy
of our rights because of this competition, then
we may, if we desire, withdraw from the further
operation of the agreement.

"In order that this agreement may be of value
to us, it is, of course, essential that it snail be
made with every publishing house. We are
writing a letter like the present one to every
publisher of copyrighted music, urging all to
favor us with a prompt reply. 'It all, or a suffi-
cient number, shall express willingness to make
an agreement on the above terms, we will send
to you for execution a form of contract which
will be identical with all publishers making a
like agreement with us. This contract will con-
tain terms as to accounting and payments."

It looks very much as though the Mills Co.
was endeavoring to emulate the example of a
well-known house in the piano trade, and get
a corner on the making of music rolls for auto-
matic violins. According to latest reports pub-
lishers have not become enthusiastic over the
scheme, and none can be found who own to
having signed up or to having any intention
of taking advantage of the offer.

RECENT INCORPORATIONS.

The Imperial Film Exchange of New York
was incorporated with the Secretary of the State
at Albany, N. Y., last week, with a capital of
$25,000. Directors— William Steiner, William
Devery, and Otto Steiner, 44 West 28th street.
New York.

* * * *

Amusement Producing Co., North Pelham,
Westchester County; capital, $5,000. Directors —
George C. Rupert, William K. Laverty, and Har-
ris B, Rothkowitz, 1 Madison avenue. New York.

:i: ^ ij; iifi

Exchange Amusement Co., New York; capital.
$5,000. Directors— Allen P. Chichester, 176 Bay
34th street; William Segur, 14 Kister Court;
Adam Yockel, 2937 West Eighth street, Brooklyn.

* * * *

Wendel Amusement Construction Co., New
York; capital, $10,000. Directors — George W.
Kutscher, 4 Tompkins avenue, St. George, S. I.;
C. Troll, 731 Columbus avenue; Max Seyfried,
304 East 124th street. New York.

* * * *

Revolving Picture and Amusement Co., New
York; capital, $25,000. Directors: Rudolph
Noel and Philip Noel, 37 and 39 Maiden Lane;
Philip Cohen, 132 Nassau street. New York.

* * * *

Spachner's Kalich Theater Co., New York;
capital, $10,000. Directors— Philip Breitbart, 312
Bast Ninth street; Samuel Cohen, 82 East Third
street; Samuel Levy, 45 Bowery, New York.
* * * *

Broadway Post Card Co., New York; capital.
$500. Directors — Frank H. Davis and Ellen E.
Davis, 2,503 Sedgwick avenue. New York; Fran-
ces B. Watson. 422 McDonough street, Brooklyn.

Squires Music House, Galesburg, 111., have soid
out their line of talking machines and small
goods to a Mr. Swanson, and will continue to
handle pianos for a month or so.

Get The Great

O IVI - T O JVK Comic Card Series

NO SECOND-HAND IDEAS

American Humor For American People
By an American Firm

ItiMl full Hint does not icquire a diasrnm ti> see the jiiUi
Fnch siili.icct an oviprinal lliouirlit.

In Series ■

32

S2

EVERY CARD A SELLER

I.il hographed In six colors and clazed. Onv .<^.■'l.0(1 s;enopa1
I'ssortment contains ail the gocd tliinjjs in Souvenir Pist
Cards and Novelties. If not sal isl'aetory mone.v refunded.
Von can"t sell Post Cards snccessfiiiiy willioiit our catalogue.
Seal free upon rer|uest.

F. & H. LEVY MANUFACTURING CO.

11,^ East 11th Street, New Yorl^

THE TALKING MACHINE WORLD.

73

For Ready-Selling Popular-Priced Post Cards

On account of the number of colors
used in lithographing our ILLUS-
TRATED SONG CARDS it would be
impossible to reproduce them in black
and white and give even a vague con-
ception of the variety and beauty of
coloring. We will therefore send
SAMPLES FREE to members of the
trade, providing all requests are written
on their letter heads.

The JAMES -LEE COMPANY is the firm to deal with.

Up-to-Date Goods,
Low Prices,
Prompt Shipments,
Courteous Treatment.

Samples and Prices sent to well -rated
Jobbers on request.

A SAMPIyU PACKAGE of 300 Assorted
Cards sent for ONH DOLLAR

TWENTY MILLION CARDS ALWAYS IN STOCK

SOMETHING NEW— Illustrated Song Cards— Double Stereoscopic View Cards

THE JAMES-LEE COMPANY

397 BroaLdwaLY. New York

7-15 W. MaLdison St., Chicago. 111.

POST CARD RECORD INACTIVITY.

A Line of Business That Has Been Largely Neg-
lected in This Country, but Which Offers
Good Opportunities.

It is somewhat strange that post card records,
which have won such great favor in Germany
and In England, do not find a market of any
consequence in this country. It would seem as
if they should win a large degree of popularity
if properly pushed. One deterring factor, how-
ever, up to a recent date was the fact that there
are no machines specially designed and sold for
post card records. This, however, is now reme-
died, for a machine can be had at a reasonaoie
price that can be sold with the cards, so to
speak, thus forming an attractive novelty for
the dealer. If this post card record idea were
developed to a greater extent it would certainly
change present day methods of correspondence.
Instead of laboriously writing a message on a
post card, the sender may simply speak into his
small talking machine, and take out a thin gelat-
inous adhesive disc containing the record. This
can be fixed to an ordinary picture post card
without obliterating the picture. The card can
then be sent through the post, and when placed
on any ordinary disc machine will sing, play and
recite, as the case may be. The public is thus
able to send their friends all the latest popular
songs and tunes on picture post card.

This statement was made by the first firm to
place the new post cards on the English market:
"The 'discal' cards, as they are called, can be
sent through the post without the slightest in-
jury, and they are fixed to the talker like any
other record. The system will also be applied
to Christmas cards, and receivers of greeting
cards will be able to hear the actual voice of the
sender wishing them the usual loving greetings."

"PEERLESS" MAKERS CELEBRATE.

F. Engelhardt & Sons Celebrate the Opening of
Their Immense New Factory at St. Johns-
villa on Feb. 21st, by Elaborate Banquet and
Reception — Congratulations Well Merited.

P. Engelhardt & Sons, the well-known manu-
facturers of the Peerless coin-operated pianos,
celebrated the opening of their immense new
factory, No. 7, at St. Johnsville, N. Y., on Feb.
21, by an elaborate banquet in the afternoon
and a reception in the evening, attended by over
a thousand persons. As guests at the banquet
were men of local prominence, employes of the
firm and their friends, and a special carload
of New York piano men and representatives of
the trade press, and all were given a hearty
welcome by Mr. Engelhardt, who is Mayor of
St. Johnsville, and his two clever and progres-
sive sons, Alfred D. and Walter L.

The occasion was one that will live long in
the memory of the citizens of St. Johnsville
and vicinity and those fortunate enough to be
numbered among the guests for the Engelhardt
family made ideal hosts and did everything in

their power to make the affair a success. The
guests of honor were Rev. Father J. L. Mor-
risey, Joseph Oktavec, Frank Faville, William
Menge, H. Guenther, Julius Breckwoldt, L. M
Ide, George W. Peck, A. D. Engelhardt, F. En
gelhardt, Walter L. Engelhardt, W. W. Howe
J. H. Reaney, E. G. Bernard, M. Williams, Sena
tor A. M. Mills, William Irving Walter, C. M
Redfleld, E. R. Hall, Joseph Wieser, George W
Gittins, Max J. de Rochemont, C. M. House, Jr.
Rev. H. W. Rockwell and Alfred P. Roth.

A large number of the guests made an in-
spection of the new factory and the visitors
found much to interest them. The new plant
is 62 X 200 feet, four stories, concrete and brick
— slow-burning construction and modern In
every particular as to automatic sprinkler sys-
tem and machinery equipment. The new fac-
tory gives the firm 48,000 square feet of addi-
tional floor space or a total of 120,000 square
feet utilized in the manufacture of player-
pianos, actions, piano keys, etc., etc.

All the machinery in the new plant will be
operated by separate electric motors, thus
eliminating all belts and consequent loss of
power by friction or lost motion, while a perfect
system for protection from fire has been in-
stalled. The new plant will be devoted almost
exclusively to player pianos and Peerless auto-
matic pianos. The firm will employ an extra
force of 200 people when the plant is in full
operation. The steady advance of this company
is a tribute to the excellence of their products,
which have been widely acclaimed for their
reliability and musical excellence.

forming the company's name was to receive the
piano upon payment of $1.

HOW THE AUTHORITIES ARE UNFAIR.

The Hickey Moving Picture Co., showing at
the Gardner Theater, Gardner, Mass., got into
trouble with the police recently when they at-
tempted to boom their show by giving away a
$300 piano by a plan which was construed by the
authorities to be a lottery and prohibited under
the State laws, and as a result the proposition
iad to be called off. The fact that church and
society fairs have been working schemes consti-
tuting worse breaches of the law, without being
hindered, has aroused the ire of the moving pic-
ture people who desired to profit only through
increased patronage. Their plan was to give
every patron a card bearing cabalistic characters,
and the first one presenting a set of seven cards

THE MERITS OF THE NICKELODEON.

It still Lives and Prospers Notwithstanding
Financial Panics and Hostile Legislation —
Answers the Demand for Short, Cheap and
Wholesome Entertainment When Well Con-
ducted— Some strong Arguments Worth
studying by Critics of These Amusements.

The efforts of merchants in New York and
other cities to put a stop to the moving picture
shows may find some response among business
men, but the great majority is on the side of the
nickelodeon. Philadelphia uses law processes,
Louisville uses fine regulations, other cities em-
ploy other means to end the existence of the 5-
cent theater, but it still lives and prospers, finan-
cial panics notwithstanding.

The nickelodeon came to answer a demand for
short, cheap, wholesome entertainment, and
passed quickly from the list of novelties into that
of standard amusements. Its home is a small
hall that will seat a few hundred people, for if
too great a crowd is admitted the amusement
transcends its privileges and is raised to the
rank of a theater and must pay a theater license
instead of an amusement license. The hall is
fitted with a small stage that supports a screen for
the pictures, while a piano or performerless
musical apparatus beats out an accompaniment
to the comedy or tragedy being portrayed by the
moving pictures. A 5-cent admission invites a
patronage that would not be given anywhere else,
and >one may leave as early as one wishes or
stay through the entire performance.

The nickelodeon was born in a little southern
town and was the inspiration of a soda fountain
man. This man had bought an expensive soda
fountain and installed it in an old drug store,
and soon found he was losing money. Just in
the midst of the financial straits his landlord
came and offered him the next door building, also
at a bargain figure. The building he already had
did not seem to he paying, but as nothing could
be worse than that one, he concluded he would
take two. He cast about in his mind for some
means of making it a paying thing, and just
then when a maker of moving pictures came
by he found his solution. The picture maker
had not been so successful himself. They de-
cided to open a small theatre that would seat a

DO YOU WANT TO MAKE YOUR POST CARD DEPARTMENT A
BIGGER SUCCESS BY CUTTING OUT COMPETITION ?

YOU CAN DO THIS IN BUT ONE WAY •

BY GETTING EXCLUSIVE SUBJECTS.

Send us your Photographs or other suitable "Copy in one color. We furnish you ENGRAVING PLATES
from which you can have printed on an ordinary type printing press SOUVENIR POST CARDS and PICTURFS
not in thousands, but as you need them. ^^KUb and PICTURES,

We also make a specialty of ORIGINAL DESIGNS FOR CATALOGUES, FOLLOW-UP CARDS ..H
OTHER ADVERTISING MATTER. Get Wise and put your name on our maUingl

GATCHEL & MANNING, Philadelphia, Pa.

74

THE TALKING MACHINE WORLD.

hundred people, and entertain them by throwing
moving pictures on a screen and have a grapho-
phone make music at the same time. They at
first charged 10 cents admission, then they saw
that half as much would be more popular and
profitable.

The nickelodeon was a success from the start.
At the end of eight or nine months the soda
fountain man and the moving picture maker had
135,000 in the bank of the small town and were
well on the highway to success. Their idea was
soon flying far and wide over the country. Big
cities and little ones took it up until there are
five thousand or over in full swing throughout
the country, with many hundreds in New York
alone. Some have even gone so far as to enlarge
their houses, and take out regular theater li-
censes at ?500 a year, so they can accommodate
the 800 or 1,000 people that their gatemen have
showed would be possible if the auditoriums were
large enough. Philadelphia, alone, has one that
clears upward of $30,000 a year, and this after
one considers the fact that the average at-
tendance of the smallest ones must average 4,000
a week at least to meet the running expenses.

New York's great trouble has been that the
noise of the "barkers' " megaphones and phono-
graphs at the entrances cause annoyance, and
formal complaints have been filed against the
nickelodeons by merchants of their neighbor-
hoods. As a result the barker may go, and the
megaphone man may follow, but the phonograph
under one of its many guises may remain, for in
this age of machinery that must soon minimize
man's services in many ways, even as a mechan-
ic throws the figures of the actors and actresses
on the canvas in the darkened rooms where owl-
eyed ushers skilfully find you a seat, so it must
eventually furnish the entrance calls, the urgent
invitations to come and see what is inside, and
all the gay music that sets you to wondering
what lies beyond the doors.

In large cities where a new foreign population
helps swell the census rolls an astonishingly
large percentage, of the audience in the nickel-
odeon is drawn from the Latin races, who cannot
speak English, who could not understand a word
of an English play, but who can understand and
enjoy a picture pantomime. Romance finds its
adherents the " world over, whether one under-
stands the language of a country or not, and
the tragedies of the Watteau shepherdess, posed,
perhaps, in some modern wood just outside
Paris, where real sheep are available, are quite
real to the audience of a New York east side
nickelodeon whether they are mentally inter-
preted in Yiddish, Italian, Bohemian, Syrian, or
Polish. The blunders of the tipsy man with the
accommodating latch-key are understandable in-

any language, when only a picture portrays them
and the tragic story of the forsaken wife and the
dying child are as real as real can be, and sympa-
thetic sniffles and visible applications of hand-
kerchiefs bear flattering tribute to the far-away
actors in some moving picture studio who acted
out the touching little drama before the power-
ful camera.

The nickelodeon in its demand for many and
varied pictures has created in the five years of
its existence a new class of actors and a new
class of playwrights. Actors who never see a
real stage, who are ever far frora real footlights,
and who never hear the plaudits of the millions
they please by their art, play out in pantomime
before the cameras the hundreds of little dramas
that the moving picture machines under their
manifold names present to audiences all over
the world r men who could jiot write a line of a
play have become famous at making plots for
the actors to interpret. The nickelodeons use
the majority of the films so prepared and talent
and ingenuity are busy keeping up the supply.

The nickelodeon audiences demand travel
scenes. They must be had, and they must be
filled with adventure, and perhaps have a bit of
romance tucked in between — ^for ever since time
began all the world has loved a lover and sym-
pathized with him in his joys and sorrows. Real
Alps are climbed, real deserts are crossed, real
dangers encountered, actual conditions of heat
and cold are endured, and more than once the
forfeit of health or life has been paid that the
baby theatre may receive films that tell a good
story and reproduce real conditions.

The first moving picture was made in 1897 — •
the Corbett-Fitzsimmons fight in Carson City —
when a film seven miles long was used and the
men fought under several hundred powerful arc
lights for the picture-maker's benefit. Certain
tricks of trade have been learned that make the
pictures better every year. One rather ex-
pensive thing is the use of ground glass only,
when the glass is to be shattered, for its edges
photograph better. Talcum powder is always
used to simulate smoke, for it does not dim the
picture. With 2,000,000 people already going
every day to these tiny theatres, and more wait-
ing to go, the maker of the show must keep a
new and varied selection of pictures. The public
has demanded pleasure in small and attractive
packages, and he must continue to meet the de-
mand.

Feed J. Haskins.

A JUSTIFIED COMPLAINT.

The manager of a house that does a large mail
order business was speaking of the checks ap-

THE MUTOSCOPE

For Summer Parks, Penny Arcades, etc., has proved itself to be the
greatest money earner of all coin-operated machines. In fact it has
made the "Penny Vaudeville" what it is to-day. The privilege of
free exchange of pictures keeping them fresh and up-to-date, make it
always attractive. Our New Type E Mutoscope, besides being hand-
somer in design, possesses many improvements in mechanism over
former models.

TYPE E

Write for Particulars

AMERICAN MUTOSCOPE 6 BIOGRAPH CO., ",

East 14th Street
NEW YORK CITY

PA.CIPIC COAST BRA.IVCH, 116 North Broadway, LOS ANGEIES. CAi.

THE F»IAIMOVA CO]VIF»AI\JY,

Manufacturers ol

44 AND 65 NOTE ELFXTRIC PLAYERS

with or without nickel In the slot attachment

SECURE THE AGENCY NOW.

117-125 Cypress Avenue,

New York.

plied to keep a correct run of the business, and
prevent errors. "They will creep in, despite all
that," he said. "The other day we received a
complaint from a customer that seemed to be
justified. 'I ordered a windmill,' he wrote, 'and
j'ou have sent me a stomach pump.' "

EASIER TO SELL THAN ORIGINATE.

It frequently happens that when a manu-
facturer brings out a rapid-selling or popular
article, it is copied by some other manufacturer,
and the latter may be able to put It on the mar-
ket at a price a little less than the original.
When the customer calls for the original article,
the substitute is handed to him, in many cases
with the remark, "just as good and a little
cheaper." This filching of ideas from one manu-
facturer by another is sometimes called piracy,
and some manufacturers seem to think any ar-
ticle not protected by patents can be copied by
them without any regard for the makers or orig-
inal. This piracy usually takes place after an
article has had a great demand created for it
by the ingenuity or shrewdness of the original
manufacturer, when the pirate comes along and
takes it. A reputable manufacturer is clearly
above such practice, preferring to win reputation
and trade for products of his own creation.

RISE IN PRICE OF CATGUT,

A considerable rise m the price of catgut for
tennis rackets has taken place during the past
month. The price list of one of the leading
manufacturers shows an increase from 25 to 35
per cent., and from all accounts trade conditions
point to an even further increase as the tennis
season draws near.

A POST CARD EXHIBITION.

It has been suggested that we should follow
the lead of Europe in having a post card exhibi-
tion so that the public can get an idea of the
immense strides made by this industry. It is
safe to say that at such an exhibition some very
striking and artistic lines could be shown that
would help to elevate the standard of the busi-
ness immeasurably.

SPECIAL^ TO THE TRADE!

FOR 30 DAYS ONLY -These 1907
Song Hits at 10c. per copy, or $10.00
per hundred :

" Every One Is In Slomberland Bnt Yon and Me "
"Twinkling Star"

" Sweethearts May Come and Sweethearts May Go "
"Where The Jessamine Is Blooming, Far Away"
Instrumental — Paula Valse Caprice

It will pay you to keep in touch with us.
Write to-day !

THIEBES-STIERLIN MUSIC CO.

ST. LOUIS, MO.

Everything in NEW and S.H.

Motion Picture
Machines

Films, Stercopticons.Song
Slitlcs and Supplits. Same
AVaiited. Catalog^ucs free.

Harbach & Co., 809 Filbert St.. Phila., Pa.

60 YEARS'
EXPERIENCE

I RADE IVIARI\5

Designs
Copyrights &c.

Anyone sending a sketch and description may
quickly ascertain our opinion free wiiother an
invention is probnhly piitentable. Conimunlcn-
tloTisstrlctlvccniiklentliil. HANDBOOK on Patents
sent free. O'Mest ntrencv for securlnfr patents.

Patents taken tlirouk'li Slunn & Co. receive
special notke, witliout clinrt:o, la the

Scientific Jittiericati*

A handsomely Ulustraled weekly. I.arKCSt clr.
cnlation of any scientillc Journal. Terms, $3 a
Tear: tour nionths, f 1. Sold by all newsdealers.

lVll]NN&Co.3«'«^<««'«'''New York

Branch OfBce. 626 F St., WasblDgtoc, D. C

I

THE TALKING MACHINE WORLD.

75

PEERLESS, STYLE D

T is an incontestable fact that the PEERLESS was the
first successful coin-operated piano made, and we all
know that experience combined with progressive ability
is of the utmost importance in reaching a high degree of success.

We have been manufacturing piano actions for more than
nineteen years and have for many years had a most complete
organization of workmen skilled in the class of work which is
most essential in building a perfect automatic piano.

The PEERLESS

Coin-Operated Piano

enjoys the distinction of being the only instrument of this kind
which can always be trusted away from the repair shop, and
this item alone makes it worth double the price of one which
is frequently out of order, and not only a great source of an-
noyance and loss to its owner but a considerable expense as well.

Some desirable territory still open.

F. ENGELHARDT & SONS

(Proprietors Peerless Piano Player Co.)

Successors to ROTH & EKGELHARDT

OFFICES:

Windsor Arcade, 51h Ave., New York

FACTORIES:

ST. JOHIVSVILIE, N. Y.

THE TALKING MACHINE WORLD.

ZON-O-PHONE

ANNOUNCEMENT TO DEALERS

ITH the extensive advertising being done in the mag-
azines at present to familiarize the public with the
merits of the Zonophone machines and records, dealers
should not miss this opportunity of placing them-
i a position to be benefited by this campaign. The
advertised features are the splendid Zonophone records
; popular

THE MERRY WIDOW
THE WALTZ DREAM

and the rage of the season, which has proven so remunerative
to dealers, namely the records by the most famous soprano,

MME. LUISA TETRAZZINI

All Zonophone records and a complete line of Zonophone ma-
chines will hereafter be carried in stock in New York, and
orders will be filled the day received. If our salesman has not
as yet called upon you, write us and one of our representatives
will be sent to you at once.

Side Lines for the Talking Machine Trade

We carry in stock the best side lines, goods on which there
is the biggest profit. Write us for our complete circulars of
our Moving Picture Machine, Mystic Reflector, Simplicity
Sewing Machine, Rex and Dandy Talking Machines, Wonuer
Gas Lamp, etc.

THE EWINQ COMPANV,

JOSEPH EWIINO,
President

FORMERLY THE NEW YORK & LIMA TRADING COMPANY

203 205 207 WEST BROADWAY NEW YORK

VOL. IV. No. 4.

SEVENTY-TWO PAGES

SINGLE COPIES. tO CENTS
PER YEAR. ONE DOLLAR

Published Each Month by Edward Lyman Bill at 1 Madison Avenue, New York, April 15, 1908

*★*****★★★**★****★*★

* _ ^ *

I STAR I

* *
**★****★★★*★★★★*★★*★

Talking Machines and Records

Lead the World

in

QUALITY, APPEARANCE, WORKMANSHIP

In order to prove this fact to every live dealer in the United
States, we have a plan whereby you can get one $40.00 Star
Machine and Twelve 10-inch Star Records absolutely free.

FILL OUT AND MAIL THE ATTACHED COUPON
to us before May 1st 1908, and we will advise you re-
garding our plan.

Hawthorne & Sheble Mfg. Co.

PHILADELPHIA, PA.

Entered as second-class matter May 2, 1005. at the post ofBce at New Xork, N. Y., under the act of Congress ot March 3, 1ST8.

THE TALKING MACHINE W ORLIJ.

Originality— Merit— Superiority

ARE COMBINED IN OUR LINE

Mr Dealer * ^ predictions

I which time will confirm.

Within a reasonable period the trade will have universally adopted

CARTON CABINET

For CYLINDER RECORDS

FOR ALL TYPES OF

CYLINDER AND DISC MACHINES

LIBRARY CABINET

For DISC RECORDS

You know what happened to the Early Bird.
The Progressive Dealer who carries our line
Will Catch the Customers.

A prominent Jobber recently stated to us that all our goods were
Practical, Useful and Salable — ^wf, "if I show them to my cus-
tomers, what will I do with the goods I have on hand now.?"
A word to the wise is sufficient, Mr. Dealer.

If your Jobber does not carry our line, let its send you the name of a'Johher who does

The volume and quality of tone and the
detail oi reproduction of cylinder records
greatly increased.

Wood, when subjected to the impact of
sound waves, is the most resilient of any
known substance. Its successful use for
violin bodies, piano sounding boards, etc .
confirms this fact.

The Tructone Wood Diaphragm is sci-
entifically constructed of '.two layers of
selected Spruce Veneer ( the mostisatisfac-
lory wood used rfor musical instruments i
covering two layers of cotton stalk tissue,
the grain of each layer running in opposite
directions to obtain uniform vibrations.

These four plies of material arc cemented
;in>l compressed together under great
pressure to the thickness of about seven
one-thousandths of an inch.

WOOD DIAPHRAGM

FOR

EDISON
Model "C" Speaker

The TRUETONE WOOD DIAPHRAGM
is furnished complete with Link and Alum-
inum Cro.sshead, which is mechanically
clamped to the Diaphragrm. no cement
being used.

II is an admitted fact that the art
ol recording sound is far in advance
of its mechanical reproduction.

Every detail of sound vibration and tone
finesse that is capable of being recorded,
is reproduced b> the Truetone Wood
Diaphragm.

Complete directions for properly mount-
ing the Diaphragm in the Speaker are
furnished with each Truetone Wood
Diaphragm.

Price. bOc. each, complete

General Phonograph Supply Co.

57 WARREN STREET, NEW YORK CITY

DESCRIPTIVE LITERATURE AND PRICES SEN I ( \ APPLICATION

The Talking Machine World

Vol. 4. No. 4.

THE "TALKER" AS CAMPAIGN ORATOR

Time for Manufacturers and Jobbers to Get in
Touch With the National Committees of the
Republican and Democratic Parties to the
End That Talking Machines May Promulgate
Their Policies Throughout the Country —
How English Politicians Utilize the Talker
— Will Prove a Vote Getter.

In last month's World we made reference to ■
the value of the talking machine as a campaign
orator, and suggested to dealers and manufac-
turers the wisdom of looking \ip the leaders of
political parties in their respective localities and
presenting the claims of the talking machine as a
means of stimulating interest in their policies.
It is needless to say that records made by emi-
nent speakers will reach parts of the country
where campaign speakers are never heard. They
carry the ideas and policies of eminent person-
alities into the home, and a permanent educa-
tional campaign is thus inaugurated which must
be prolific of results.

There is no reason on earth why the national
committees of both the Republican and Demo-
cratic parties should not utilize the talking ma-
chine the same as the great parties in England
are doing. Over there in the last national cam-
paign, and in fact in the leading questions before
the people to-day, the talking machine is very
effectively employed to promulgate the ideas of
great political leaders.

Recently we received fi'om T. Edens Osborne,
the progressive talking machine jobber of Bel-
fast, Ireland, several newspapers containing some
lengthy articles on the latest novelties shown at
his emporium. We noted reference to a series of
political gramophone records which contain por-
tions of speeches delivered by the foremost poli-
ticians upon questions of public interest, which
have already engaged, or will in the near future
engage, the attention of the House of Commons.
Not so long ago it was the ambition of a life-
time to hear the speech of some great public
man as it was actually delivered. Indeed, there
are many instances where people have traveled
immense distances to hear a speech delivered by
Gladstone, John Bright or Dan O'Connell, so that
by actual impressions, formed on the spot, they
might enter more fully into the spirit of the ar-
guments and catch the enthusiasm of these great
leaders. This has, however, now been revolu-
tionized, and if one is fortunate enough to pos-
sess a good gramophone there is no need to go
outside their own home to hear the speech of
some of our present-day political leaders. To
demonstrate the possibilities of the records Mr.
Osborne placed one of them on an ordinary
gramophone. It was a speech on home rule by
the Right Hon. Walter Long, M.P., leader of the
Irish Unionist party, and every word was enun-
ciated so clearly that it was quite easy to follow.

Thus the conservative party of England carry
on their campaign. And this utilization of the
talking machine record by the opposition party
of Great Britain is a success, in view of the fact
that the present Liberal Government has been
meeting with some very serious defeats at recent
by-elections.

There is a lesson in this for the great po-
litical parties in this country, and it will be a
wise move on their part if they get the talking
machine into action. It will prove a most ef-
fective campaign orator, and, moreover, will not
seek office. There will be no necessity of re-
warding the successful speakers with a cabinet
or ambassadorial position. The talking machine
will always be "on the job" enunciating the doc-
trines of the respective party by whom it is em-
ployed, and will surely pay well for whatever
investment is made.

H. Anthony is a new talking machine dealer
in Oroville, Cal.

New York, April 15, 1908.

MORE FANCY THAN FACT

In the Story Regarding the Commercial Talking
Machine Which Appeared in the Sun —
Writers Find It Convenient to Libel This
Valuable Business Accessory.

We clip the following from the New York Sun
of recent date: "A company that makes a busi-
ness of preparing the speeches delivered by public
men for publication finds it convenient to use
the commercial talking machine for the produc-
tion of "copy" for the printer, and, as a result,
some choice typographical errors have appeared
in print. Here are several illustrations that a
man of the company has collected : 'Mark
Hanna, that well-known vote-catcher,' came out
of the cylinder 'Mark Hanna, that well-known
goat-catcher.' Another speaker who told how
'the President's action had been validated'
doubtless would have been astonished to read
that 'the President's action was salivated.' That
sentence so dear to all students of Latin was
turned out: 'All gall is divided into three
parts.' And there was no indication as to where
he distributed them."

This makes excellent reading, but as a matter
of fact printers who use "copy" from the com-
mercial talking machine experience far fewer
mistakes than those encountered from bad copy
or illegible written matter. The commercial ma-
chine virtually makes a photograph of the voice,
and it is not right to blame the machine for the
faults of the dictator. There is a knack in talk-
ing into a commercial machine, and those who
have mastered this "art," as we may call it, of
expressing themselves clearly and intelligently,
will always get a faithful response. There will
be no trouble in the way of mistakes. The use of
the commercial machine by noted stenographers
in the leading law courts as well as in the Con-
gress of the United States is a positive proof of
its merits. In no other place is accuracy so nec-
essary.

This Sun story reminds us of a man with an
over-plus of brains and a limited knowledge of
the English language, who, in order to be in touch
with progress, purchased a commercial talking
machine. After dictating three or four letters
and having examined them, after being copied by
the typist, he flew into a rage and claimed that
be never expressed himself in such language as
appeared in printed form. It is needless to say
that the letters were full of grammatical errors,
and the typist, being a new one, failed to cor-
rect them as her predecessor had done when dic-
tation was given her. The commercial talking
machine is unquestionably susceptible to environ-
ment, and when it gets into bad company it be-
comes "one of the boys" and talks like them, but
in good society and among intelligent men it is a
faithful chronicler of all the confidence imparted
to it.

MUSICAL CULTURE EXTENDED

Through the Use of the Talking Machine and
Self-Playing Musical Instruments Says Chas.
H. Ditson of C. H. Ditson & Co.

Chas. H. Ditson, head of the famous house of
C. H. Ditson & Co., is a Arm believer in the in-
fluence of the automatic musical instruments, in-
cluding the talking machine, of course, as a
means of stimulating musical culture in this
country. Neither does he believe that trade in
small musical instruments has been injured by
the advent of these creations. In a recent talk
on the subject he said: "We contend that the
talking machine has helped the small goods busi-
ness and has also helped singing. The natural
conceit of young people has saved the day. They
are conceited in this respect, that if there is any
playing to be done they want to do it themselves.
Talking machines have no doubt in a few cases

Price Ten Cents

taken the place of an orchestra, but these cases
are so small in number, as compared with the
effect these same machines have had on the am-
bitions of young people who are musically In-
clined that the balance is strongly in favor of
the talking machine as an educator. There are
in New York City fifty-three violin schools under
the supervision of one Catholic society. There
are many other schools of the same character
conducted by other religious denominations. In
these various schools many very talented children
are discovered who later become first-class mu-
sicians. Most every military school, high school
and college throughout the country to-day has
an orchestra.

PATHE AND GAUMONT HONORED.

Nominated for the Cross of the Legion of Honor
by the French Government.

Emile Pathe, head of the great talking machine
and cinematograph house of Pathe Freres, and M.
Gaumont, who is well known as an inventor and
manufacturer of moving picture machines, have
been nominated for that honor so dear to every
Frenchman's heart, the Cross of the Legion of
Honor. This recognition by the French Govern-
ment of our Parisian confreres is an honor to
the industry throughout the world, and we cor-
dially felicitate Messrs. Pathe and Gaumont on
the honor to be bestowed upon them.

"COLONEL" STRONG IN PRISON.

Convicted of Swindling Several Persons by the
Sale of Interest in a Fictitious Company.

Joseph M. Strong, fifty-two years old, 442 Man-
hattan avenue, who says he is a salesman, but
who, the police assert, is one of the most noto-
rious confidence men in the country, was con-
victed in General Sessions last week of grand
larceny. Judge Grain sentenced him to serve not
less than three years and three months and not
more than four years and six months in State
prison.

The complainant against him was Otto Jacob-
son, of Great Barrington, Mass. It was shown in
the trial that Strong was the originator of a de-
vice known as the Anglo-American Record Ex-
change Library and Bulletin Co.

The plan unfolded to the victims was that
agencies of this company either had been or
would be established in large cities, where pho-
nograph records could be exchanged for a small
sum of money, thereby saving considerable
money to those intending to purchase such
records. Jacobson fell and paid $900 for a half
interest in the company.

There was ample evidence that there was no
such concern as the Anglo-American Record Ex-
change Library and Bulletin Co., and that the
prisoner had sold the same "rights" to at least
twenty-five other persons for sums ranging be-
tween $250 and $1,000.

RELATIONS OF BUYER AND SELLER.

The man with something to sell has always the
optimistic view surrounding his wares, and every
sensible buyer knows and appreciates this. When
both have it, there's a sale; when it isn't catch-
ing, there's cold water. Whether one or the
other, it is usually up to the buyer to be civil.
The other fellow nearly always is, because he
has to, on the face of the situation. But many a
buyer, from his momentary point of vantage,
treats the other with nearsighted lack of courtesy
that can only be harmful to himself as affecting
his temperament, character and usefulness.
Courtesy and the fair deal make buying less diffi-
cult and selling less strenuous. Confidence and
mutual respect between the two begets pleasure
and profit,

4

THE TALKING MACHINE WORLD.

LOS ANGELES NEWS BUDGET.

Trade Improves — A Visit from J. D. Beekman
Who Secures IVIany Orders for tile Zonopiione
Line — Southern California IVlusic Co. Items
—Preparing for the Arrival of the Fleet —
Quite a Demand for the Harry Lauder
Records — Other Items.

(Special to The Talking Machine World.)

Lx)s Angeles, Cal., April 5, 1908.

Trade is growing: and improving more and
more, the weather has been of the kind Southern
California is famous for, which means most per-
fect. John D. Beekman has paid this section a
\'isit and has schooled all zonophone dealers and
left many new and heneficial ideas behind him.
The good he has done for the Zono line is very
noticeable, as he has on his route along the line
installed many new jobbers and dealers. He ex-
pressed much surprise at the great development
of the trade here.

The George J. Birkel Co. have just received a
special order of new Victor Tetrazzini records
which they are advertising extensively. In their
show window is arranged a neat display of these
new records.

The Southern California Music Co. have re-
ceived one of the new Victor Victrola XX., which
was sold the same day as it was displayed. They
predict a considerable demand for this type of
machine owing to its distinct type of designs.
Their Edison wholesale department is very busy.
It has had a great run on the new Harry Lauder
records.

■ — -

The picture herewith has been adapted by tha
Southern California Music Co. fur their talking
machine trade mark and relates to a loneiy cow-
boy on. the Mojave desert with a talking machine
out on the rocks near his cabin where he is
kneeling before it with greatest interest. It is
entitled "My Partner," and was painted by Wm.
H. Richardson, of the firm's talking machine de-
partment.

The Angelus Talking Machine Co. (formerly
The Edisonia Co.) are doing a nice Edison busi-
ness selling a great many machines on their in-
stalment system.

The Pathfinder Squadron of the Battleship
Fleet has been at anchor in several nearby ports.
Great excitement prevails and preparations are
being made for the entertainment of the oflScers
and men of the fieet. Several dealers are mak-
ing splendid window displays for the occasion.

The samples of the new Victor records for
April are very attractive, especially the Red Seal
records, and the "Merry Widow" selections.

At Santa Barbara the Southern California
Music Co.'s Branch is almost ready to move in to
their new store, which is the most complete and
modern store in the city; the main part of the
new house is to be occupied by the talking ma-
chine department, was specially built sound proof
rooms for demonstrating and selling records. A
concert hall for weekly recitals is among the ad
vantages found in the new location.

Owing to the great increase in business their
old store, which was just recently refitted and
enlarged, was too small. The prospects in the
new location seem very promising and an exten -
sive advertising campaign is in full sway. Sev
eral very successful concerts have been given in
the surrounding towns with the zonophone. Ari

zona and New Mexico are sending some nice
wholesale orders to the jobbers in this city.
Many dealers who heretofore sent their orders
East are patronizing the West as much as pos-
sible. It is expected that many dealers from
outlying sections will visit the city during the
fleet's stay here. This will greatly benefit whole-
sale trade.

POPPENBERG RESTRAINED

By Injunction from Selling Victor Machine and
Records Under Price — Powers Eventually
Buys Stock so That Trouble Is Ended.

(Special to The Talking Machine World.)

Buffalo, N. Y., April 8, 1908.

On March 25 the Victor Talking Machine Co.
secured a permanent injunction against G. H.
Poppenberg, Albert Poppenberg, or any of the
several corporations alleged to be operated by
them, restraining them from selling Victor talk-
ing machines, records and attachments for less
than regular prices, the Poppenbergs having pur-
chased a large amount of Victor goods at the
sale of the assets of the bankrupt Grohs Piano
Co. The stock, valued at retail at about $8,000,
was offered by the purchasers at greatly reduced
prices, raising a storm of protest from the other
dealers in the city.

G. H. Poppenberg claimed that his brother
bought the goods while he (G. H.) was ill, and
that as the referee in bankruptcy gave absolute
title, the purchasers had the privilege of dispos-
ing of the goods at any price they saw fit.

The injunction was returnable on March 24,
but before that date P. H. Powers, a local talking
machine dealer, purchased the goods from Pop-
penberg, and it was stated that he intended to
dispose of them at regular rates, hence the
trouble was ended.

gun and fishing net to supply him with food on
the journey. Staple goods, like fiour, sugar, tea,
coffee, and salt, can be purchased from the trad-
ing posts of the Hudson Bay Co. at various
points until Fort Macpherson, the most northerly
post in Canada, is reached. He will carry as part
of his equipment a talking machine and plenty
of records, which, by the way, now form a
regular part of the make-up of every explorer.

On his last journey Mr. Stefansson went as
the ethnologist of the Anglo-American Polar Ex-
pedition, and this time he will go under the
auspices of the American Museum of Natural
History, with the object of studying the different
tribes of Eskimos, and more especially those liv-
ing in Victoria Land, along the shores of Coro-
nation Gulf.

Mr. Stefansson is about 30 years old, over six
feet tall, with a robust frame. He had planned
to do the trip quite alone, but now it is possible
that a naturalist from the American Museum of
Natural History will accompany him, as that
institution is paying an equal share of the ex-
penses with himself.

TALKER EXCITES ELOaUENCE.

Professor Blake gave a fine gramophone co"n-
cert at the home of Mr. and Mrs. John Marshall
the other night. The professor has a fine gramo-
phone and about 250 choice records, and the fine
brass band pieces from Pryor and Sousa, the
harp and violin melodies and the sacred songs
make the professor dance around in such
eesthetic joy that sometimes, 'tis said, he plays
till the golden sun of morn tears the silvery veil
of frost from the jeweled brow of night, kissing
the frosty frost sparkles trembling upon every
fence and tree, while the unpurpled east blushes
to behold old Sol dancing on his orient hills of
glory. Mount Morris (111.) Index.

TO SEEK UNKNOWN TRIBE.

Harvard Ethnologist to Study Eskimo Indians
on Coronation Gulf.

THE CENTURY TALKING MACHINE CO.

After having spent thirteen months among the
Eskimos on the north coast of Alaska in 1906 and
1907, V. Stefansson, ethnologist, of the staff of
the Peabody Museum of Harvard University, will
start again on April 15 for the Arctic, and winter
on the coast of Coronation Gulf, Prince Albert
Land, among the tribe of Eskimo Indians of
whom nothing is known.

On this expedition, as on that in 1906, Mr.
Stefansson will travel with a dog team and
native guide. He will depend entirely on his

The Century Talking Machine Co., of Dover,
has been incorporated with the Secretary of
State of Delaware, with a capital of |250,000.
Incorporators: Samuel Cohen, 439 Manhattan
avenue; William Kersting and Simon J. Shlenker,
30 Broad street, all of New York.

Nature has enabled some animals to see objects
behind them as well as in front — i. e., the horse,
the hare, the giraffe. Among human beings
there are some business men who, if they had
additional eyes in the back of their head, under
each ear and two on top of their head, they could
not see the advantage of good advertising.

ATTENTI ON !

NEW ENGLAND DEALERS

If you handle both EDISON and VICTOR,
we can offer you an advantage no other New-
England jobbing house can — One Source of
Supply for both

EDISOIN F>HOINOaRAPHS
AiND VICTOR MACHIINBS

OIVE SHIPMENT -ONE EXPRESS AGE

THERE'S AN ADVANTAGE! Try the
Eastern's Policy of Service.

THE EASTERN TALKING MACHINE CO.

177 TREMOINT ST., BOSTON, MASS.

Distributors of EDISON and VICTOR
MACHINES, Records and all Supplies

Eastern Afients for HERZOG DISK and
CYLINDER RECORD CABINETS

THE TALKING MACHINE WORLD.

5

VICTOR

"I

Are you making the most of the great opportunity that Victor Red Seal Records offer you ?

We secure the world's foremost operatic stars and other celebrated artists at enormous expense to make
records exclusively for the Victor, and we spend thousands of dollars every month advertising these famous
names in connection with the Victor.

Play a Red Seal Record to a prospective customer — and it seldom fails to make an instant impression.

Few hearers can resist a fine operatic selection sung by Caruso, Calve, Eames, Farrar, Gadski, Homer,
Melba, Plancon, Schumann-Heink, Scotti, Sembrich or Tetrazzini. Such a record shows the Victor in its true
light, as a genuine and high-class musical instrument. It converts the veriest skeptic, and often clinches a
good sale on the spot.

The "Red Seal" habit is a good one to encourage. A steady buyer of Red Seal Records is a highly
profitable customer.

An established Red Seal business not only means continuous profits from the sale of records, but it helps
you to sell the higher-priced Victors — puts your entire Victor business on the most prosperous basis.

The demand for Victor Red Seal Records is increasing rapidly. Thousands of dealers are getting the
benefit of this "profitable trade.

Are you getting your share?

Victor Talking Machine Co , Camden, N. J.

Berliner Qramophone Co., Montreal, Canadian Distributors

To get best results use only Victor needles on Victor records

Full information can be obtained from the following Victor dealers:

Bangor, Me.
Birmingham, Ala.

I

Albany, N. Y Finch & Hahn.

Altoona. Pa W. H. & L. C. Wolfe.

Atlanta, Ga Alexander-Elyea Co.

Phillips & Crew Co.

Baltimore, Md Cohen & Hughes.

E. F. Droop & Sons Co.
H. R. Eisenbrandt Sons.
Wm. McCallister.
. M. H. Andrews.
.E. E. Forbes Piano Co.

Boston, Mass Oliver Ditson Co.

Eastern Talking Machine Co.
M. Steinert & Sons Co.

Brooklyn, N. Y American Talking Machine Co.

Buffalo, N. Y W. D. Andrews.

Neal, Clark & Neal Co.

Burlington, Vt American Phonograph Co.

Butte, Mont Orton Brothers.

Canton, O The Klein & Heffelman Co.

Charlotte, N. C Stone & Barringer Co.

Chicago, III Lyon & Healy.

The Talking Machine Co.

The Rudolph Wurlitzer Co.

Cincinnati, O The Rudolph Wurlitzer Co.

Cleveland, O W. H. Buescher & Sons.

Collister & Sayle.

Eclipse Musical Co.

Columbus, O The Perry B. Whitsit Co.

Dallas, Tex Thos. Goggan & Bro.

Dayton, O The Fetterly Piano Mfg. Co.

Denver, Colo Knight-Campbell Music Co.

Hext Music Co.

De« Moines, Iowa Jones Piano Co.

Detroit, Mich Grinnell Bros.

Dubuque, Iowa Harger & Blish.

Duluth, Minn French & Bassett.

El Paso, Tex W. G. Walz Co.

Galveston, Tex Thos. Goggan & Bro.

Grand Rapids, Mich.. J. A. J. Friedrich.

Harrisburg, Pa S. A. Floyd.

Honolulu, T.H Bergstrom Music Co.

Indianapolis, Ind C. Koehring & Bro.

Jacksonville, Fla Metropolitan Talking Machine Co.

Kansas City, Mo J. W. Jenkins Sons Music Co.

Schmelzer Arms Co.

Little Rock. Ark O. K. Houck Piano Co.

Lincoln, Neb Ross P. Curtice Co.

Los Angeles, Cal Sherman, Clay & Cp.

Memphis, Tenn O. K. Houck Piano Co.

E. E. Forbes Piano Co.

Milwaukee, Wis Lawrence McGreal.

Minneapolis, Minn Minnesota Phonograph Co.

Mobile, Ala Wm. H. Reynalds.

Montreal, Canada Berliner Gramophone Co., Ltd.

Nashville, Tenn O. K. Houck Piano Co.

Newark, N. J Price Phono. Co.

Newark, O Ball-Fintze Co.

New Haven, Conn Henry Horton.

New Orleans, La Nat'l Auto. Fire Alarm Co.

Philip Werlein, Ltd.
New York, N. Y Blackman Talking Machine Co.

Sol Bloom, Inc.

C. Bruno & Son, Inc.

I. Davega, Jr., Inc.

S. B. Davega Co.

Chas. H. Ditson 4 Co.

The Jacot Music Box Co. I;
Landay Brothers.
Tlie Kegina Co.
Stanley & Pearsall.
Benj. Switky.

Victor Distributing & Export Co.

Omaha, Neb A. Hospe Co.

Nebraska Cycle Co.

Piano Player Co.
Peoria, III Chas. C. Adams & Co.

Philadelphia, Pa J. E. Ditson & Co.

C. J. Heppe & Son.

Musical Echo Company.

Penn Phonograph Co., Inc.

Louis Buehn & Brother.

Western Talking Machine Co.

H. A. Weymann & Son.
Pittsburg. Pa Pittsburg Phonograph Co.

Powers & Henry Co.

C. C. Mellor Co., Ltd.

Standard Talking Machine Co.
Portland, Me. Cressey & Allen.

Portland Talking Machine Co.

Portland, Ore Sherman, Clay & Co.

Richmond, Va The Cable Co.

W. D. Moses & Co.

Rochester, N. Y The Talking Machine Co.

Rock Island, III Totten's Music House.

Salt Lake City, Utah. .Carstensen & Anson Music Co.

San Antonio, Tex Thos. Goggan & Bro.

San Francisco, Cal -.•■Sherman, Clay & Co.

Savannah, Ga Youmans & Leete.

Seattle, Wash Sherman, Clay & Co.

Sioux Falls, S. D Talking Machine Exchange.

Spokane, Wash Eiler's Piano House.

Sherman-Clay & Co.
St. Louis, Mo Koerber-Brenner Music Co.

St. Louis Talking Machine Co.

St. Paul, Minn W. J. Dyer & Bro.

Koehler & Hinrichs.
Syracuse, N. Y W. D. Andrews.

Toledo, O The Hayes Music Co.

A. J. Rummel Arms Co.
Whitney & Currier Co.

Washington, D.C John F. Ellis & Co.

6

THE TALKING MACHINE WORLD.

TALKING MACHINES IN NATIONAL LEGISLATURE

Employed Most Successfully by the Expert Stenographers Who Comprise the Corps of Official
Reporters of the Senate and the House of Representatives.

(Special to The Talking Machine World.)

Washin^on, D. C, April 5, 1908.
This is an unusually busy year with those al-
ways busy men — ^the official reporters of the Con-
gress of the United States who chronicle the pro-
ceedings of the National Legislature. For this is
Presidential year and the opportunity is seized
by many legislators — as similar occasions have
been at intervals of four years in the past — to
make political hay while the sun shines. There-
fore, the country has a surfeit of debate liberally
flavored with politics, while the Congressional
Record is burdened with innumerable speeches
in which national issues are discussed to the
neglect of the measures ostensibly under consid-
eration.

All this means hard work and, plenty of it, for
the expert stenographers who comprise the corps
of official reporters of the Senate and House of
Representatives. Dozens of these speeches in
Congress will later be sent broadcast as campaign
ammunition. Naturally, the authors are solicit-
ous as to how their efforts will appear in cold
type and make revisions and corrections almost
without end. However, the official reporters are
well equipped to keep tab on the sayings of the
nation's lawmakers. A system has gradually
been developed which makes it possible to present
a complete detailed record of all that has trans-
pired at a daily session of either house of Con-
gress in an almost incredibly short space of time
after the body has adjourned. This is accom-
plished by having the official reporters work
in relays and by the introduction of the most
up-to-date mechanical equipment, not the least
notable feature of which is found in the business
talking machine into which most of the reporters
now "talk" their notes instead of dictating them
to stenographers or personally transcribing
them.

The present-day working system and equip-
ment of the official reporters, like this body of
shorthand experts itself, has been brought to the
stage of perfection as the result of a gradual evo-
lution. At the outset the official reporters took
their notes in shorthand and then at their leis-
ure laboriously transcribed the record in long-
hand. When the typewriter was invented it
revolutionized the labor of transcribing the re-
porter's notes, and more recently another advance
almost as notable has been made by the intro-
duction of the business phonograph or grapho-

phone. Some of the veterans of the corps of
official reporters still prefer to dictate their notes
to assistants, who take them stenographically
and transcribe them on typewriters, but the ma-
jority of the experts dictate to the "talker," the
cylinders of which are at once taken by type-
writers and a transcript made.

It is claimed that the talking machine method
is the most economical of time, and it also offers
superior advantages against error. If a type-

TRANSCKIBING FBOII COMJIEBCIAL TALKISG 5IACHINE.

writer has reason to believe that he has made an
error in transcribing from this machine he has
only to turn back the cylinder and again listen to
the remarks regarding which he is in doubt, but
if there is a suspicion of error in stenographic
notes, there is, of course, no way for the type-
writer operator to determine the matter without
consulting the official reporter who gave the dic-
tation. While on the subject of economy of
time in this work it may be noted that the
highest attainment in this line is possible where
men can read one another's shorthand notes, but
this is a rare accomplishment. However, some of
the Murphys — a family conspicuously identified
with the whole history of congressional report-

(

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OUR CATALOG will convince you that in

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WE SET THE PACE

We also manufacture a complete line of SHEET and PIANO-
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Cadillac Cabinet Company, Detroit

ing — had this gift, and it was at one time pos-
sible for one member of the family to remain
practically continuously on duty in the Senate
chamber, merely turning over his notes for trans-
cribing to his brother, who acted as his assistant.

There are six official reporters in the service
of the Senate and an equal number engaged in
the House of Representatives receiving, approxi-
mately, $5,000 each per year, and in but few of the
largest business houses in the country can there
be found a more complete equipment of talking
machines than is now installed at the Capitol.
An interesting feature of the array of "tools of
the trade" to be found at the headquarters of
the congressional reporters is the shaving ma-
chine. The function of
this apparatus is to re-
juvenate the records so
that they can be used
again and again. After
a record has served its
purpose and the chronicle
it held has been put in
typewritten form the cyl-
inder is placed in the
shaving machine and the
delicate wax surface is
shaved down until it is
ready to again record
dictation.

That the congressional
reporters must keep up
their whirlwind writing
in abbreviated form not
merely for a minute or
an hour, but for a work-
ing day of six or seven
hours, is attested by the
fact that at one recent
sitting of the House of
Representatives there
were spoken and recorded
in the legislative chamber an aggregate of 67,000
words. Of course, no one reporter keeps tab
on the proceedings for any protracted interval.
When his note book is filled he is relieved by
another reporter and repairs to the workroom of
the corps at the Capitol, where he reads his
notes to a receptive phonograph or a listening
stenographer. This done, he can, if need be, go
back and in turn relieve his alternate. Mean-
while his dictated notes are being transcribed
on the typewriter, and later in the day he must
correct the manuscript — a duty of a very exact-
ing character. Just to illustrate the skill of the
official reporters it might be cited that one of
them in a recent demonstration before the stu-
dents of a shorthand school wrote on an ordinary
blackboard with common chalk at the record-
breaking speed of 260 words per minute, making
characters that were legible in all parts of the
large school-room. The principal of the school
was so dumfounded that he had the blackboard
photographed and had a number of the persons
present make affidavit to the time occupied by the
test.

DYER & BRO.'S "PAGnACCI" CONCERTS.

(Special to The Talliing Machine World.)

St. Paul, Minn., April 7, 1908.
J. W. Dyer & Bro. recently gave the entire
opera of "II Pagliacci" with the Victor Victrola
before an audience in which local society was
well represented. Arrangements for the produc-
tion were made with Leoncavallo, the composer
of the opera, and sixteen Victor records, made,
by famous Italian singers, were required. In
connection with the concert interpretative read-
ings of the opera were given by Miss Eleanor
Miller and the whole affair proved a most unique
success, for which J. W. Dyer & Bro. received
the congratulations of all who were privileged to
enjoy the performance.

HAVE BUILT SPECIAL ROOMS.

S. Inch & Son. Placerville. Cat, will in future
devote niucli attention to the sale of talking ma-
chines and records, having had built a special
salesroom for that purpose.

THE TALKING MACiHNE WORLD.

f

May List of New Victor Records

Get the complete list. Be in position to give every customer what he wants when he
wants it. Don't make it necessary for a single customer to go to your cornpetitor's for a
record that you ought to have.

All vocal selections have accompaniments by the Victor Orchestra

8-tneb 35 cents.

No.

5345 Captain General March ... Arthur Pryor's Band
5391 Vilia Song (from "The Merry Widow").

Elise Stevenson

5416 Love Me and the World Is Mine.

Harry McDonough

10-inch 60 cents

5395 "Darkies' Spring Song" March.

Arthur Pryor's Band

5405 Rigoletto — Quartet Arthur Pryor's Band

5408 Glow Worm — Intermezzo.

With Vocal Chorus.
Victor Orchestra (W. B. Rogers, Conductor)

5411 Happy Days March (from "The Soul Kiss").

Victor Orchestra.

5412 The Evening Star (from "Tannhauser") Vio-

loncello Solo Victor Sorlin

5404 Fifth Nocturne (Leyback). Violin Solo (Or-
chestra Accompaniment) . . . .Howard Rattay

5417 American Polka. Accordion Solo.

John J. Kimmel

5407 Sweetheart Days Harry Macdonough

5396 Hoo-oo! ("Ain't You Coming Out To-Night?")

Byron G. Harlan

5413 Brown Eyes (Del Riego) Alan Turner.

5418 I Love and the World is Mine (from "A Waltz

Dream") Henry Burr

52005 Lo, Here the Gentle Lark (Flute Obligate).

Eleanor Jones

5414 My Heart at Thy Sweet Voice (from "Samson

and Delilah"). In English .. Corinne Morgan

5415 In Old Madrid Corinne Morgan

5374 That Friend of Mine Clarice Vance

5403 The Peach that Tastes the Sweetest Hangs the

Highest on the Tree Eddie Morton

5397 Smile, Smile, Smile.Miss Jones and Mr. Murray

5410 Muggsy's Dream. Descriptive Specialty.

Miss Jones and Mr. Spencer
5406 Thim Were the Happy Days. Irish Specialty.

Steve Porter

5401 An Evening at Mrs. Clancey's Boarding House.

Victor Vaudeville Company

5402 The New Parson at Darktown Church.

Peerless Quartet

5398 The Heart You Lost in Maryland You'll Find

in Tennessee Haydn Quartet

5409 He lifted Me (Revival Hymn).. Haydn Quartet

5399 My Gal Irene Collins and Harlan

5400 Jerusalem the Golden Trinity Choir

12-inch— $1.00

Madame Butterfly — Selection.

Arthur Pryor's Band

La Fleurance. Flute Solo Darivis A. Lyons

The Colleen Bawn (from "The Lily of Kil-

larney") Alan Turner

31700 Saviour, When Night Involves the Skies.

Trinity Choir

New Victor Red Seal Records

Kurico Carnso, Tenor

88115 Valse Lente (Caruso-Barthelemy) "Adorables

Tourments." 12-inch, with orchestra, $3.
In French.

Johanna Gadskl, Soprano

88116 Fliegende Hollander (Wagner) Troft ihr das

Schiff (Senta's Ballad from "Flying Dutch-
man"). 12-inch, with orchestra, $3. In
German.

88117 Irish Folk Song (Foote). 12-inch, with orches-

tra, $3. In English.

31697

31698
31699

Ernestine ScIinmann-^Heink, Contralto

8118 His Lullaby (Carrie Jacobs Bond). 12-inch,
with orchestra, $3. In English.

Emma Calve, Soprano

88119 Serenade — Chantez, riez et dormez (Gounod)
(Sing, Smile, Slumber). 12-inch. Flute
Obligato by Darius Lyons, $3. In French.

Geraldlne Farrar — Antonio Seotti

89016 Boheme (Puccini) Mimi, lo son! (Mimi, Thou

Here!) 12-inch, with orchestra, $4. In
Italian.

Geraliline Karrar — Enrico Cai-uso

89017 Madama Butterfly (Puccini). Finale Act I.—

O, quanti acchi fisi (Oh, Kindly Heavens).
12-inch, with orchestra, $4. In Italian.

Marcella Seml>ricli — Emma Eames

95202 Nozze di Figaro (Mozart) Che soave zefiiretto
(Letter Dupt — "Song to the Zephyr"). 12-
inch, with orchestra, $5. In Italian.

Farrar — Caruso — Viatox-a — Seotti

96002 Boheme (Puccini) Quartet, Act III. 12-inch,

with orchestra,

In Italian.

Sembrieli — Carnso — Seotti— Jonrnet — Sev-
erina — Dadcli

96,200 Lucia (Donizetti) Sextette, Act II. Chi mi
frena (What Restrains Me). 12-inch, with
orchestra, $7. In Italian.

A splendid list! And every record with that remarkable musical tone-quality that
distinguishes Victor Records from all others, and makes them the easiest sellers and the
best money-makers.

We help along the demand for these new records by advertising a complete descriptive
list in the daily newspapers throughout the country around the end of April.
Stock up and get the full benefit.

Victor Talking Machine Company, camden, n. j., u. s. a.

Berliner Qramophone Co., Montreal, Canadian Distributors

8

THE TALKING MACHINE WORLD.

NOW PERPETUALLY ENJOINED.

Receiver of the Talk-o-phone Co. Consents to
This Action in the Suit Brought Against
Them by the Victor Co.

(Special to The Talking Macliine World.)

Toledo, O., April 6, 1908.

Harry Ensign, receiver of the Talk-o-phone Co.,
has been granted permission by Common Pleas
Court to consent to the company being perpetu-
ally enjoined from making disc-record talking
machines. The company was put out of busi-
ness by temporary injunctions secured from the
Federal Court by the Victor Talking Machine Co.
Preparations are being made to finally wind up
the affairs of the local company, and in order to
avoid a judgment for damages for infringement
of patents the officials have agreed to having the
injunctions made perpetual, they to pay the costs
of the proceedings personally.

A deal- was recently on for the Talk-o-phone
Co. to assume a contract for the manufacture of
phonographs for another company, but it fell
through because of the failure to make financial
arrangements. An appraisement of the com-
pany's 1100,00(1 plant has been made, and its ef-
fects will be sold, very probably, in due course.

HARRY LAUDER'S RECORDS

Are Greatly in Vogue Throughout the Country
— The Clever Scotsman's Quaint Humor and
Songs Effectively "Photographed."

The records made by Harry Lauder, the Scotch
comedian, who scored such a great success in
New York recently, for the National Phonograph
Co., are proving to be among the greatest suc-
cesses ever issued by this enterprising company.
They are "live" ones in the truest sense of the
word, because in hearing them one feels that he
is listening to Lauder himself,, so accurately
"photographed" on the record are all the quaint
and winsome ways of this inimitable artist.

In his special line Lauder probably has no

HAEny LACDER.

equal. He ma3' in a measure be compared with
Chevalier, the singer of Coster songs, because
both endow their numbers with an individual
character that cannot be duplicated, although it
is often tried.

Lauder's career is a most remarkable one.

Fifteen years ago he was a miner in the coal
pits of West Scotland, glad to earn a shilling at
times by singing at local entertainments. His
fame, however, spread, and to-day he is one of
the most popular and best-known comedians in
Great Britain. His success in all the songs he
scored with in the old country was not only du-
plicated, but augmented during his limited en-
gagement in Xew York. The fact that he is to
make another visit to this country in the near
future will certainly stimulate additional interest
in the Lauder records, not merely among his
countrymen, but among all who love clean humor
and the broad, delightful "brogue" of the canny
Scot.

UTICA CYCLE CO.'S NEW QUARTERS

Secure Site at 11 and 13 Columbia Street, on
Which Handsome Building Will be Erected
— Will be Ready October 1st.

The L'tica Cycle Co., who are distributers for
Edison phonographs and records in Utica, N. Y.,
have purchased the property 'at 11 and 13 Colum-
bia street, and will erect a modem four-story
building 55 x 112 feet. The site will be com-
pletely cleared and the work of erecting the new
block will be started about May 1, with the ex-
pectation that it will be finished about October 1.
The front and side walls of the building will be
of Indiana limestone, which will give it a most
attractive appearance. On the ground floor there
will be two stores having a frontage of about 26
feet, with an entrance to the upper floors in the
center. The Cycle Co. will use the store No. 13
as an ofiice and salesrooms, the second and third
floors as stock rooms and the fourth floor as a
shop and repair department. The Utica Cycle
Co. began business in 1895. The firm consists of
M. J. and W. F. Carroll.

The Broad Street Music House. Grass Valley.
Cal., have installed a complete line of talking
machines and records.

A SOUND ARGUMENT IS NOT ONE COMPOSED LARGELY OF NOISE

SPAULDING LINEN FIBRE HORNS

SPEAK FOR THEMSELVES.

THEY REPRODUCE RECORDS WITH A CLEAR AND
NATURAL EFFECT. FAR ABOVE THAT CLASS WITH
NOISE. THEIR PERFECT APPEARANCE AND DURABILITY
APPEAL TO ALL WHO SEE THEM.

We publish herewith a partial list of Victor Distributors who
approve and recommend the Spaulding Linen Fibre Horns.
They will be pleased to furnish you with our goods.
Dealers' Discounts and Full Information Write Them Jit Once

RETAIL
PRICE

$8.00

BERLINER GRAMOPHONE CO., MONTREAL
Canadian Distributors

Victor

Pattern

Only

Albmy, N. Y Finch & Hahn.

Alioona. Pa W. H. & L. C. Wolfe.

Baltimore, Md H. R. Eisenbrandt Sons.

Wm. McCallister.

Bangor, Me M. H. Andrews.

Birmingham, Ala.. E. E. Forbes Piano Co.
Boston, Mass Oliver Ditson Co.

Eastern Talking Machine Co.

Brooklyn, N.Y American Talking Machine Co.

Buffalo. N. Y W. D. Andrews.

Neal. Clark & Ncal.

Chicago, III The Talking Machine Co.

Cincinnati, O The Rudolph Wurlitzer Co.

Cleveland. O Collister & Sayle.

Eclipse Musical Co.

Columbus. O The Perry B. Whitsit Co.

Dayton, O The Fclterly Piano Mfg. Co.

Detroit, Mich Grinncll Bros.

Dubuque, Iowa Harger & Blish.

El Paso, Texas W. G. Walz Co.

Galveston, Tex Thos. GoRgan & Bro. ^

Grand Rapids, MichJ. A. J. F'riedrich.
Indianapolis, Ind . . C. Koehring & Bro.
Kansas Cily, Mo.. . Schmelzcr Arms Co.
Minneapolis, Minn. IMinnesota Phonograph Co.
Mobile, Ala Win. II. Kaynolds.

New Haven, Conn
New Orleans. La.
New York. N.Y. ..

Philadelphia, Pa.

Pidsburg, Pa.

Portland. Me

Providence, R. I.
Rock Island. III..
Salt Lake City, U.

Savannah. Ga

Sioux Falls. S. D.
Spokane. Wash .
St Louis, No . —

Quartered Oak
NON-METALLIC

St. Paul, Minn....
Syracuse. N. Y... .

SIZE

21 in. Bell, 24 in. Long

,. Henry Horton.

. National .\uto. Fire .Marm Co.

. Blackman Talking Machine Co.

I. Davega, Jr.

S. B. Uavega Co.

Chas. H. Ditson & Co.

The Jacot Music Box Co.

Stanley & Pearsall.
. H. A. Wevmann & Son.

J. E. Ditson & Co.

Musical Eclio Co.
. Powers & Henry Co.

Standard Talking Machine Co.

Pittsburg Phonograph Co.
.Portland Talking Machine Co.
.T. Samuels & Bro.
. Totten's Music House.
, .Cartensen & Anson Co.
. Youmans & Leetc.
..Talking Machine Exchange.

Kiler's ri,-tnv> Hi>nsc.

Koerber-Brenncr Music Co.

St. Louis Talking Machine Co.
.W. J. Dyer & Bro.

Koehler & Hinrichs.
.W. D. .^ndrc\vs.

J. SPAULDING & SONS CO., Talking Machine Horn Dept., ROCHESTER, N. H.

THE TALKING MACHINE WORLD.

9

TRADE NOTES FROM ST. LOUIS.

Jobbers and Dealers Report Trade Irhprove-
ment — St. Louis Talking Machine Co. in
Their New Store — Columbia News Changes —
Concerts at Leading Clubs — F. E. Miles Miss-
ing— Some Recent Visitors — Woodward With
Conroy — About Store Equipment.

(Special to The Talking Machine World )

St. Louis, Mc, April 7, 1908.

Trade reports from the jobbers show that busi-
ness for the month of March has been about
fair, with signs of improvement right along. The
retail dealers are complaining, and, with few ex-
ceptions, report the month to have been quiet.

Manager Gressing, of the St. Louis Talking
Machine Co., has had a fair trade for the month
of March, and reports business improving right
along. They moved into their new store, at 1012
Olive street, on Monday, March 30. It is proba-
bly one of the finest and most complete talking
machine stores in every detail in the country.
Five sound parlors of Colonial architecture, all
in white, furnished in mahogany, glass and white
enamel, are arranged in a very artistic manner.
All the furnishings will be equally elaborate, in-
cluding handsome rugs for the floors.

A. L. Owen, traveler for the St. Louis Talking
Machine Co., is on a four weeks' trip through
southern Illinois, Kentucky and southeast Mis-
souri. L.. A. Cummins, traveler for the same
company, is in from a two weeks' trip through
northern Missouri and Illinois. Manager Gres-
sing, of this company, was presented recently
with a very valuable Scotch collie dog by a friend
in Milwaukee.

Manager Walthall, of the Columbia Phonograph
Co., reports business fair for the month of March,
and that it is improving. This concern will prob-
ably announce their new location soon. They
are distributing monthly a very handsome cata-
log of their new grand opera records, and which
are named the Fonotipia Series. Louis L. Mur-
phy, formerly manager of the Columbia Phono-
graph Co., at Memphis, Tenn., has been ap-
pointed assistant to Mr. Walthall, and will have
charge of the retail sales department. This com-
pany recently had a nice window display of a
facsimile of a red mill in honor of the Red
Mill theatrical company that played here two
weeks at the Olympic Theater, and in the window
they also had displayed fifteen records of songs
that they had which were sung in the Red Mill
show.

The Val Reis Piano Co. recently gave two very
fine talking machine concerts, one at the swell
St. Louis Club to its annual stag party, and the
other at the AmpMon Club, a prominent musical
organization. The finest records were played, and
as both entertainments were in charge of Alex.
McDonald, of this concern, they proved a great
treat.

W. Woodward, formerly connected with the
talking machine department of the Conroy Piano
Co., but who has been with the Columbia Pho-
nograph Co. of late, has returned to the Conroy
Piano Co.

The Silverstone Talking Machine Co. report a
fair wholesale business. A. K. Stein, traveler for

The J '^^p^^*^^''

For TRIIMPH and
HOME Machines

Can be attached in five minutes. No drillingr.
Returns in less than one second. Noiseless,
speedy and sure. Write for prices and circulars.

ACME REPEATER COMPANY, - INDIANAPOLIS, IND.

this concern, left on April 3 for a trip through
Illinois.

The Union House Furnishing Co. have added
a line of Victor talking machines and established
a talking machine department.

Fred E. Miles, manager of the sheet music and
talking machine departments of the O. K. Houck
Piano Co., Memphis and its branches, is missing.
Mr. Miles disappeared Friday, February 28, and
since that time nothing has been heard from
him, and a diligent search by his relatives and
employers has failed to reveal his where9,bouts.
Mr. Miles had been acting peculiarly for some
time prior to his disappearance, and his friends
are apprehensive lest some accident or possibly
foul play has befallen him. Mr. Miles came to
Memphis from Nashville about fifteen years ago
and has been employed continuously by the O. K.
Houck Piano Co. since that time. His father,
F. W. Miles, is employed at the Nashville house
of the same firm. His wife is also in Nashville,
but neither has any information as to his where-
abouts.

Clement Beecroft, of the Tea Tray Co., was a
visitor here during the month.

John Winkler, a dealer of Mascoutah, 111., was
a recent visitor here.

The St. Louis Talking Machine Co. are having
all the perpendicular disc record racks removed
and are replacing them with horizontal racks in
order to insure their stock being, kept in first
class condition. It has been found by experience,
claims O. A. Gressing, the manager, that no mat-
ter how much care is used the disc records are
almost sure to warp when placed on edge for any
length of time, and as the company's racks are in
such a position that the sun strikes them for
part of the day, the heat causes the records to
buckle very rapidly. In future all disc records
carried by the house will be stacked perfectly
flat.

VICTOR PUBLICITY^IN MILWAUKEE.

The Work of the Victor Co. Splendidly Aided by
Local Jobbers and Dealers.

In the regular monthly budget of advertising
matter sent out to their dealers, and together with
the announcement of the material to be supplied
for the simultaneous opening day March 28 in
the various newspapers all over the country, the
Victor Talking Machine Co. took the opportunity
to distribute a reproduction of a page from the
Milwaukee Journal of February 28, showing the
manner in which nine Victor dealers in that city
took advantage of the opportunity to place their
announcements on one page with the two column
advertisement of the Victor Co.

It was strictly a Victor page, for the one col-
umn not occupied by advertisements was given
over to an excellent story on talking machines and
how they tend to elevate the musical taste of the
public. In speaking of the growing popularity
of the talking machine the article stated as fol-
lows: "The famous Victor, made by the Victor
Talking Machine Co., is made under the Berliner
patents, the vibrations being recorded on the
sides of the grooves of the record, which is
traced in spiral form on a flat disk of hardened
material. The Victor has been given world-wide
fame through its clever advertising picture, His
Master's Voice. This picture is known in every
quarter of the world, and last year the sales of
Victors reached the enormous figure of over $25,-
000,000. Some of the greatest artists of the
world sing exclusively for the Victor Co. in the
making of records, among them Caruso, Eames,
Scotti, Melba, Plancon, Sembrich, Campanari,
Schumann-Heink and the great Patti herself."

Write-ups were also given to Lawrence Mc-
Greal and the Hoeffler Mfg. Co., portraits of Mr.
MoGreal, J. H. BecK-er, Jr., manager of the Hoef-
fler Co., being reproduced in the articles.

TALKING MACHINE DEALER FAILS.

Alpha Gross, a talking machine dealer of
Springfield, O., failed recently with liabilities of
$2,800 and assets of $2,000.

Is not

NOW

the time to set aside
preferences and to be
governed solely by

RESULTS

in selecting

YOUR
DISTRIBUTOR?

Every good feature
which

EXPERIENCE

and

JUDGMENT

could suggest to
improve

OUR SERVICE

has been incorporated
in our

BUSINESS

Get Acquainted
With Us

by signing a Victor
contract with us and
following it up with
your order.

St. Louis Talking Machine Co.

MII,LS BVIliDING

7th & St. Charles Streets
i ST. LOUIS, MO.

The Only Exclusive Victor Distributors
in Missouri

10 THE TALKING MACHINE WORLD.

People No Longer Want Merely a
Machine that will Reproduce Sounds

The novelty of a sound reproducing device has worn off. It
used to be like the dog that could stand on his head ; he inter-
ested people not because he did it well, but because he was able to
do it at all.

The wonderful thing about the Edison Phonograph is not that
it reproduces sounds but that the reproduction is as perfect as the
voice or instrument it reproduces.

It is the tone qualities of the Edison that appeal. The wax
cylinder Records, the sensitive reproducer, the smooth, long-running
motor, the mechanical excellence of all the parts and the large,
specially made horn, give the Edison Phonograph a sweetness and
clearness of tone and a faithfulness of reproduction that attracts trade
and makes quick, easy sales.

The Edison Phonograph has the reputation, the popularity and
the advertising to make it the one instrument calculated to yield
you the biggest returns with the least effort.

Order a stock from the nearest jobber, or
if you carry the line, keep it complete

NATIONAL PHONOGRAPH COMPANY,

I 5 La^keside Avenue
ORANGE. N. J.

JOBBERS OF EDISON PHONOGRAPHS AND RECORDS

Albany, N. y.— Finch & H«hn.
Alltntou/n Pa. — G. C. Aschbtch.
Astoria, N. Y. — John Rose.
Atlanta, Go. — Atlanta Phono. Co., Phillips

& Crew Co.
Baltimore — E. F. Droop & Sons Co.
Bangor, Me. — S. L. Crosby Co.
Birmingham, Ala. — The Talking Machine

Co.

Boise, Idaho — Eilers Piano House.

Boston — Boston Cycle & Sundry Co.,
Eastern Talking; Machine Co., Iver John-
son Sporting Goods Co.

Brooklyn — A. D. Matthews' Sons.

Buffalo— W. D. Andrews, Neal, Clark &
Neal Co.

Burlington, Vt. — American Phono. Co.
Canton, O. — Klein & Heffelman Co.

Chattanooga, Tenn. — J. H. Templeman Co.

Chicago — Babson Bros., James I. Lyons,
Lyon & Healy, Montgomery, Ward &
Co., The Vim Co., Rudolph Wurlitzcr
Co.

Cincinnati 0- — Ball-Fintze Co., Ilsen &
Co., L. E. McGreal, Rudolph WurliUer
Co.

Cleveland — Eclipse Musical Co.
Columbus, O.— Perry B. Whitsit Co.
Dallas, Tex. — Southern Talking Mach. Co.
Dayton, O. — Niehaus & Dohse.
Denver — Denver Dry Goods Co., Hext
Music Co.

Dcs Moines, la. — Hopkins Bros. Co., The
Vim Co.

Detroit — American Phono. Co., Grinnell
Bros.

Dubuque, la.- — Harger & Blisb.
Eaiton, Pa, — William Werner.
Elmira, N. Y. — Elmira Arms Co.
HI Paso, Tex.—W. G. Wall Co.
Fitchburg, Uast. — Iver Johnson Sporting
Good* Co.

Fort Dodge, Iowa — EarW Music House.

Fort Worth, Texas — Cummings, Shep-
herd & Co.

Gloversville, N. Y. — American Phono. Co.

Harrisburg — S. K. Hamburger.

Helena, Mont. — Frank Buser.

Houston — Texas Piano & Phono. Co.

Hoboken, N. J. — Eclipse Phonograph Co.

Indianapolis — Indiana Phono. Co., Kipp-
Link Phono Co.. .\. B. Wahl & Co., Inc.

Kansas City — J. W. Jenkins' Sons Music
Co., Sclimelzer .Arms Co.

Kingston, N. Y. — Forsyth & Davis.

Knoxville — Knoxville Typewriter and
Phono. Co.

Lincoln, Neb. — Ross P. Curtice Co., H.
E. Sidles Phono. Co.

Los Angeles — Southern California Music
Co.

Louisville — Montenegro Riehm Music Co.
Lowell, Mass.— Tbos. Wardell.
Manchester, N. H. — John B. Varick Co.
Memphis — F. M. Atwood, O. K. Houck

Piano Co.
Mil-uauhcc — Laurence McGreal.
Minneapolis — Thomas C. Hough, Minne-
sota Phono. Co.
Mobile, Ala.—W. H. Reynalds.
Montgomery, Ala. — R. L. Penick.
Naslnille, 0.— Nashville Talk. Mach. Co.,
Magrudcr & Co.

Newark, N. J. — Douglas Phono. Co., A.
O. Petit, Rapkc Phono. Co.

Newark, O. — Ball Fintze Co.

New Bedford. Mass. — Household Furnish-
ing Co.

New Haven — Pirdee-Ellenberier Co., Inc.
New York City — Blackman Talking Ma-
chine Co., J. F. Blackman & Son, I.

Daveea, Tr., Inc., S. B. Davega Co.,
Douglas Phonograph Co., Jacot Music
Box Co., Victor H. Rapke, The Regina
Co., Siegel-Cooper Co., John Wana-
maker, .Alfred Weiss.

New Orleans — William Bailey, Nat Auto.
Fire Alarm Co.

Oakland, Cal. — Kohler & Chase.

Ogden, Utah — Proudfit Sporting Goods
Co.

Oklahoma City, Okla. — Smith's Phono-
graph Co.

Omaha, Neb. — Nebraska Cycle Co., Shultz
Bros.

Oswego, N. y. — Frank E. Bolway.
Paterson, N. /.—James K. O'Dea.

Peoria, III. — Charles C. Adams & Co.,
Peoria Plionogr.iph Co.

Philadelphia — Louis Buehn & Bro., C. J.
Heppe & Son, Lit Bros., Musical Echo
Co., Penn Phonograph Co., John Wana-
maker. Western Talking ^lachine Co.,
H. A. Weymann & Son.

Pittsburg. — Pittsburg Phonograph Co.,
Powers & Henry Co., Standard Talking
Machine Co.

Portland, Me.—W. H. Ross & Son.

Portland, Ore. — Graves & Co., Inc.

Providence — J. M. Dean Co., J. A. Fos-
ter Co., T. Samuels & Bro., A. T. Scat-
tcrgood Co.

Quebec— C. Robitaille.

Quincy. III. — Quincy Phonograph Co.

Reading, Pa. — Reading Phonograph Co.

Richmond — C. B. Haynes & Co.

Rochester — A. J. Deninger, Mackie Piano,
O. & M. Co., Talkine Machine Co.

Socromenlo, Cal. — A. J. Pommer Co.

Salt Lake City — Clayton Music Co.
San Antonio, Tex. — H. C. Rees Optical
Co.

San Francisco — Peter Bacigalupi & Sons.

Schenectady, N. Y. — Finch & Hahn, Jay
A. Rickard & Co.

Scranton — Ackerman 8: Co., Technical
Supply Co.

Seattle, IVash.—D. S. Johnston Co., Koh-
ler & Chase.

Sharon, Fa.— W. C. De Forest & Son.

Sioux City, Iowa — Early Music House.

Spokane, IVash. — Spokane Phono. Co.

Springfield, Mass. — Flint & Brickett Co.

St. John, N. B.—\V. H. Thorne & Co.,
Ltd.

St. Louis — The Conroy Piano Co., Koer-
her-Iicnner Music Co., Silvcrstone Talk-
ing Machine Co.

St. Paul — W. J. Dyer & Bros., Thomas
C. Hough, Koehler & Hinrichs, Minne-
sota Phono. Co.

Syracuse — W. D. Andrews.

Toledo— Hayes Music Co.

Toronto— R. S. Williams & Sons Co.,
Ltd.

Trenton, N. 7.— Stoll Blank Book and

Stationery Co., John Sykes.
Troy, N. K.— Finch & Hahn.
Ulico — Qark-Horrocks Co., Arthur F.

Ferriss, Wm. Harrison, Utica Cycle Co.
Vancouver, B. C— M. W. Waitt & Co.,

Ltd.

Washington — E. F. Droop & Sons Co.
WaycToss, Ca. — Geo. R. Youmans.
Williamsport, Pa. — W. A. Myers.
Winnipeg — R. S. Williams & Sons Co.,
Ltd.

Worcester, Mast, — Wer Johnson Sportinc
Goods Cis.

THE TALKING MACHINE WORLD.

11

EDWARD LYMAN BILL, - Editor »nd Proprietor

J. B. SPILLANE, Managing Editor.

Trade Representatives: Geo. B. Keller, F. H. Thompson,
W. T. DVkes, L. E. Bowers, B. Brittain Wilson,
A. J. NicKLiN, L. J. Chamberlin.

Boston Office : Ernest L. Waitt, 100 Boylston St.

ChicMo Office: E. P. Van Harlingen, 195-197 Wabash
Ave.

Telephones: Central, 414; Automatic, 8643.

Phil«.deloKia Office : Minnetpelis and St. Paul :

H. F. Thompson. Adolf Edsten.

St. Louis Office : .San Francisco Office :

Chas. N. Van Buren. S. H. Gray, 240 Sacramento St.
Cleveland Office : G. F, Prescott.

London. England. Office:

69 Basingwell St., E. C. W. Lionel Sturdy, Manager.
Berlin, Germany, Chas. Robinson, Breitestrasse 5.

Published the 15th of every manth at I Madison Ave. N.Y

SUBSCRIPTION (including postage). United States,
Mexico, One Dollar per year; all other countries, $1.25.
England and her colonies, five shillings.

ADVERTISEMENTS, $2.00 per inch, single column, per
insertion. On quarterly or yearly contracts a special dis-
count is allowed. Advertising Pages, $60.00; special' posi-
tion, $75.00.

REMITTANCES, should be made payable to Edward
Lyman Bill by check or Post Office Order.

^P~IMPORTANT.— Advertisements or changes should
reach this office by the first of each month. Adver-
tisements arriving too late for insertion in the current
issue will, in the absence of instructions, be inserted
in the succeeding issue.

Long Dista.nce Telephones — Numbers 4677 and 4678 Gram
ercy. Cable Address: "Elbill," New York.

NEW YOILK. APRIL 15. 1908.

COMPETITION is always regarded as tlie life
of trade, and is it not so in the truest
sense? It is your competitor wtio keeps you
wide awake. You are watching to see what he
does in the way of improvement and innovation
in business methods — new styles, new products —
and no one watches competitive advertising more
closely than th§ man who has to meet it. Then
let us be thankful for competition, for it is com-
petition which brings out the best that is in
one. It is because we have competition that the
trade of this country has been pushed forward
in such a marvelous manner, and the men of the
talking machine trade, whether manufacturers,
jobbers or dealers have a keen interest in all
kinds of competition. Everyone studies carefully
the new announcements of innovations made
from time to time. Every wide awake man
studies advertising of his competitors, whether
local -or world-wide; it matters not. The idea
is to watch the game as it is played by the others
who are striving for trade in the same field as
yourself. There are many things to consider in
business building, and there are a good many
things worth the watching, which interest the
talking machine trade.

THERE are some jobbers who have figured
that because they have had a number of
dealers that they are doing a big business, but
are they? It doesn't always mean that quantity
pays the best, but it is the quality which counts
in the end. A dozen good representatives who
appreciate the possibilities of the talking ma-
chine business, and who are located in good ter-
ritory which has trade possibilities, are worth in-
finitely more to jobbers than a hundred careless,
indifferent men who buy an almost microscopic
amount of stock and call themselves talking ma-
chine dealers. They are not dealers in the truest
sense, and it is such men who, devote neither
timejjenergy nor perseverance to the conduct of
their business who have grown disheartened and

have in a degree injured other better intentioned
and more deserving men. The object of every
jobber should be to build character trade rather
than quantity trade.

SAI.ESMEN who are out drumming for whole-
sale orders should size up each individual
dealer. Simply because the salesman may be suc-
cessful in interesting a number of dealers to the
extent of securing orders it does not necessarily
follow that he is doing a paying business for his
employer. The best kind of salesmen are those
who show a keen, well-balanced judgment in the
selection of representatives. Salesmen who can
start the right kind of men in business are worth
a good deal to their employers, and the salesman
who figures that one good dealer is worth a dozen
indifferent pins and needle fellows is the man
who will be a business builder for his chief.
Good salesmen, among other essentials, should
understand advertising. Talking machine manu-
facturers have done much for this industry
through their publicity campaign, and every
traveling salesman who would be up-to-date
should make the most out of the publicity which
his products have received in the periodicals of
great circulation.

ADVERTISING helps to sell goods, and the
greater the publicity any special product
has the easier it is for the salesman to dispose
of it. Now the talking machine salesman who
travels among the smaller dealers knows how
these men are influenced by what they read, and
it should be the duty of these traveling salesmen
to impress upon the dealer the advantage which
he has received by the widespread general ad-
vertising carried on by some of the great talking
machine corporations. If the right kind of in-
structive talk is put forth along these lines the
small dealer may be influenced to such an extent
that he is ready to make an investment in local
advertising, and all advertising is helpful. It
will assist the successful dealer in getting more
business, and the traveling salesman can as well
impress upon the small dealer the importance of
sending out good Advertising matter direct to the
individual prospective customer. Circularizing
customers direct and employing follow-up sys-
tems much as the mail order houses do, only
on a much smaller scale, can be carried on by
every talking machine dealer in this country.

THEN again, the salesman should impress
upon the members of the retail trade the
necessity of keeping stock in condition. "Ware-
room stock should be displayed in a most up-to-
date, attractive manner. Talking machine busi-
ness will not pay if treated indifferently. Brains
and intelligence are necessary for its develop-
ment. Again, the road men can impress upon
the dealers the importance of having some mem-
ber of their wareroom staff call upon the people
at regular intervals who have purchased ma-
chines. These calls can be made with a double
object in view. That of ascertaining the real
condition of the talking machines sold, whether
they are in good repair, and whether they are
giving perfect satisfaction in every way; also
with the idea of showing off some new records.
These records can be taken from slow selling
stock, and there may be plenty of beautiful mu-
sical selections which for some cause or other
have remained in the racks until they have be-
come dead stock. That is a form, Qf E^dyertising,

if carried on intelligently, will result in bring-
ing new trade to the talking machine estab-
lishments and create among the users of talking
machines a greater respect for the houses put-
ting them forth. In other words, it will cement
friendship, and that is a good thing in a business
way, and still better when it creates added busi-
ness for the talking machine merchant.

THE salesman can impress upon the dealers
the fact that publicity which will draw
people into the store and sell goods is something
which should be considered most carefully by
them. Business getting plans which have suc-
ceeded elsewhere, and which bear the earmarks
of success, should be looked into by all up-to-
date merchants. There is always information
which the wise salesman can gather from every
possible source and impart to his clients. A
talking machine dealer will think more of the
jobber who, through his representative, supplies
him with new ideas which result in getting
business for him than he will of the men who
simply sell him goods and do not help him to
move stock. Every jobber should be thoroughly
alive to the importance of helping the retailer.
There are many things which can be done, for
it should be understood that all talking machine
dealers are not trained merchants. Some, per-
haps, have only been in the business a short
time. They have not an adequate conception of
business rules and methods. Such men should
be given models of letters and circulars which
they can use to good advantage. Arguments
should be given them which thoy can profitably
employ in getting business. Co-operation be-
tween the jobber and retailer should be the aim
of the salesman to develop. The closer one gets
to the distributing trade the better it is, and
the link between the jobber and retailer is the
traveling salesman. He is the man. who studies
for the wholesaler the actual conditions at his
hand. He can supply his house with much that
is valuable.

THE small dealer often gets his plans all eon-
fused, and at such times the jobber should
try to co-operate with him. The dealer should
be straightened out — set right. Instances have
been known where dealers, through ignorance,
have followed wrong plans and have gotten out
copy so poorly written that the whole force of
their publicity has been practically nullified. The
salesman should endeavor to direct the local
dealer's campaign, but to do this it is absolutely
essential that he has an intelligent grasp of the
advertising and business policy of his firm, and
possesses as well a practical knowledge of pub-
licity in general. The traveling man is on the
spot and his house is often hundreds of miles
away, and through the retailer can often get
suggestions which may be of advantage to the
home ofliee. There should be a helpful co-op-
eration between all the forces — manufacturing,
distributing and retailing. When this is worked
out intelligently and carefully it can only result
in benefit to the entire trade. If there is that
desire to work together existing between the
forces it must mean better things for everyone.

We should never get out of touch with each
other, and the closer the harmony existing be-
tween all branches of the trade the better it
will be for all. There are plenty of problems,
yes, but these problems can all be solved easily if
intelligent and harmonious thought is applied to-
ward their solution.

12

THE TALKING INIACHINE WORLD.

MILWAUKEE A BUSY TRADE MART.

Conditions Steadily Bettering — Hoeffler Man-
ufacturing Co. Take Agency for Edison Busi-
ness Plionograph — McGreal Chats of Limit-
ing Record Output — His Analysis of Trade
Conditions — Recent Visitors.

(Special to The Talking Machine World.)

Milwaukee, Wis., April 8, 1908.

Trade with the talking maohine people of this
city Is still very good, and improvement that has
evidently come to stay is reported by all the
dealers. There is plenty of activity in both the
wholesale and the retail lines, with enquiries
coming in week by week, and orders growing
larger. Sales in the larger and high-priced ma-
chines are steadily advancing, some of the deal-
ers reporting that they can sell more of the Vic-
tor Victrola machines than they can secure. As
the amount of money in the city increases fewer
machines are sold on the instalment plan, and
collections are gradually improving. The sale
of Red Seal records is especially good, and the
appearance of grand opera stars seems to have In-
creased the demand in this line. April records
of the leading brands are proving to be very
popular, and the sales bid fair to be equal to the
record-breaking sales of the past month.

The Milwaukee agency for the Edison business
phonograph will be managed in the future by
the HoeflSer Manufacturing Companj', 306-308
West Water street, and J. Eilhardt, with the firm,
will take charge of the sales in this line. Mr.
Eilhardt has had considerable experience in the
talking machine field, and it is believed that he
will be successful in placing many of the new
machines in local business houses. Milwaukee
is proving to be an excellent field for the busi-
ness phonograph.

Lawrence McGreal, the enterprising talking ma-
chine jobber, has recently returned from the
meeting of the advisory board of the National
Association of Talking Machine Jobbers at Buf-
falo, N. Y. Mr. McG-real approves of the plan
advocated by the association in limiting the out-

put of records by the manufacturers. It seems
that the question will be definitely decided at the
next meeting of the association in July.

"As the situation now stands," said Mr. Mc-
Greal, "the manufacturer issues books in which
a great number of records are cataloged. The
jobber finds it necessary to supply himself with
all of the records listed, and the result is that
there are great numbers that are never sold
and losses accrue to the jobber. The resolutions
passed at the recent meeting suggest that the
matter be taken up with the manufacturers, and
that they be asked to limit the output of records
so that the jobber will be assured of better re-
turns on his investment.

"All the eastern cities seem to have been af-
fected far more severely by the recent financial
flurry than has Milwaukee. The talking ma-
chine business seems to be much better here in
the West just at present than it is in the East.
It may be that the general effect has not yet
reached Milwaukee, but I am of the opinion that
Milwaukee will escape the conditions existing in
the East, and that business will continue to im-
prove as it has in the past few months. It is cer-
tain that nothing better could be asked for in
trade conditions in the talking machine field here
in Milwaukee."

The latest Victor Victrola, "Louis the
Fifteenth," first made its appearance at the
Hoefiler store, in Milwaukee, and has. been at-
tracting considerable attention. The machine is
sola at $300 and is proving to be one of the best
machines that have been put upon the market by
the Victor people.

The records of Mme. Luisa Tetrazinni, the
latest prima donna from Italy to win interna-
tional fame, are being sold by Lawrence McGreal
and are proving to be much in demand.

"Business is certainly on the gain," said A. D.
Herriman, manager of the Columbia Phonograph
Co.'s store, "and it is much better than we ex-
pected it would ever be some months ago."

"The sale of Victor Victrolas goes on unabated,"
said J. H. Becker, Jr., the hustling manager of
the talking machine department at the Hoefller

Manufacturing Co. "Business in general is good,
and I believe that the April records are selling
even better than they did last month."

George D. Ornstein, general sales manager of
the Victor Co., Camden, N. J., was recently call-
ing on the Milwaukee trade.

W. P.. Hope, Wisconsin representative of the
National Phonograph Co., spent a few days visit-
ing the local talking machine dealers. He re-
ports much improvement in trade conditions
about the State, and says it is of a healthy aspect.

Robert White, of New York, formerly with
A. D. Herriman at Davenport, la., is soon to be
with Mr. Herriman here in Milwaukee as sales-
man and general instalment manager.

W. C. Fuhri, district manager of the Columbia
Phonograph Co., with headquarters at Chicago,
was recently making a general inspection of the
Columbia business in Milwaukee, and with A. D.
Herriman closed an important wholesale deal
while in the city.

HIGH CLASSJVIACHINES SELL

In Washington, D. C, Where Business Is
Steadily Improving — Much Interest Dis-
played in Recent Copyright Hearings — Nor-
folk Branch of Columbia Co. Sold — Situation
Is Excellent.

(Special to The Talking Machine World.)

Washington, D. C., April 4, 1908.

The talking machine men in this city have
been manifesting no small degree of interest in
the copyright bill, particularly in the hearings
before the joint Patent Committee, which oc-
curred on March 26, 27 and 28. The subject of
royalty, which loomed up ■ largely in the dis-
cussions, has been discussed pro and con by local
talking machine men with varying views as to
the outcome. The lack of unanimity as to a
definite policy between the opposing forces may
result in the bill again going over to the next
session of Congress.

Business in this city is slowly but surely re-
covering, and the leading jobbers report an ex-
cellent demand for high priced Victor and Edi-
son machines. Victor Victrolas, particularly the
Louis XV. style, recently placed on the market,
are proving tremendous favorites. The operatic
records issued by this company, particularly
those by Tetrazzlni, are winning their way into
a large degree of favor.

Washington is a particularly good city for
high class goods and the more expensive records
made by the National Phonograph Go. are also
in great favor with discriminating purchasers.
The Bdijoa commercial machine is also in excel-
lent demand.

The Norfolk branch of the Columbia Phono-
graph Co. has been sold outright, and this trans-
action will give Manager Grove, of this city, more
time to devote to local trade. A recent Columbia
window which attracted much attention was de-
voted to the "Merry Widow" records. It took
the form of a miniature widow in mourning at-
tire revolving merrily in the window, and while
the garb was sad the movement was certainly joy-
ous, the contrast attracting considerable atten-
tion. Manager H. C. Grove reports excellent
sales during the past month with a steady in-
crease in the volume of business.

E. P. Droop & Sons' Co., Sanders & Stayman,
E. J. Whitson and other talking machine men
express themselves well pleased with general
conditions.

GOODWIN OPENS NEW STORE.

Francis Hare-Goodwin, who recently sold out
his talking machine business in The Mission,
San Francisco. Cal., to Benj. Curtaz, has opened
a new store at the corner of Van Ness and Wil-
low avenues, where he has installed a complete
stock of talking machines and records.

HANDLES THE VICTOR LINE.

One of the most progressive talking machine
jobbers in Florida Is Mrs. Helen A. Colcord, who
handles the Victor line In Jacksonville.

It's
So Easy

Yes, it is not only easy to learn a foreign
language by the I. C. S. system — the
easiest and most perfect way in the world
— but it is also easy to sell I. C. S. lan-
guage outfiiis. It is easy to sell them to
people who are tired of their machines as
an amusement device and will be glad to
turn them into a source of profit. It is
easy to sell them to persons going abroad
and who otherwise desire to learn a
language for the sake of the know-
ledge of it alone. It is easy to sell it
to men and women who desire to qualify for positions as translators and foreign
correspondents. It is easy to sell it to foreigners, in order that they may
learn to speak English. In fact there are a great many sound reasons why it is
easy to sell the

l.C.S. LANGUAGE SYSTEM

PHONOGR-APH

Do you sell I. C. S. Language outfits? If not, why are you thus neglecting
such an important and profitable field of your work? Why are yoti thus abso-
lutely throwing away at least one-third of your business? The Phonograph sys-
tem of language instruction is now recognized as an educational factor of great
importance and the demand for this sort of language instruction is growing by
leaps and bounds. The I. C. S. system is undoubtedly the one of the greatest
merit obtainable today. Write us a postal now for further particulars.

International Correspondence Schools

Box 918, SCRANTON, PA.

THE TALKING MACHINE WORLD.

13

EXPRESSING GOODS TO MEXICO.

Consul-General Gottschalk Explains Why Goods
Are Not Often Received by the Consignees.

Consul-General A. L. M. Gottschalk, of Mexico
City, invites attention to the fact that his office
is frequently in receipt of complaints from per-
sons in the United States who, having entrusted
to some American express company goods for
forwarding to Mexican points, discover that after
many weeks the goods have not heen received by
the consignees. He therefore explains the diffi-
culties involved and how they may be overcome,
and his remarks should prove of value to many
manufacturers and dealers in the talking ma-
chine and allied trades.

Although the goods may have been sent "ex-
pressage prepaid" from the United States, writes
Mr. Gottschalk, the consignees in Mexico justly
refuse to pay the local charges at the Mexican
end of the line or to receive the goods. In a
country like the United States, where so many
firms advertise that they will sell goods on
monthly instalments or subscriptions, delivering
them to the purchaser, "all charges prepaid," it
would be well that shippers, as well as the Amer-
ican living abroad, understood that trade between
nations, "international" or "export" trade, can-
not be carried on in the same fashion as between
towns in the States, and that they should not
ignore such rudimentary requirements as those

SIDE LINES
AND MONEY

<]( Are you interested in special-
ties— business getters — money
makers that will help out your
regular talking machine trade
by drawing more people to your
store and put more dollars in
your pocket through sales which
you will make ?

CJf We presume you are because
business men who are progres-
sive are looking for opportunities
to expand. They do not believe
in the contraction policy.

<3 To use the colloquial ex-
pression we can "put you next"
and "putting" in this case means
that we can place you in touch
with manufacturers of side lines
which you can handle harmoni-
ously in connection with talking
machines.

<J[ The more trade which can be
drawn to your store the better it
will be and there are plenty of
side lines which can be handled
greatly to the profit of regular
dealers.

<|| We have detailed a member
of the World staff to investigate
this subject carefully and we are
willing to make an interesting
report to any dealer who writes
us asking for information upon
the subject. Address all such
correspondence to

Editor Side line Department

Tbe Talking Machine World

No. 1 Madison AvenaCi New York

of the consular invoice, the payment of import
duties in foreign lands, local municipal charges
in foreign cities, etc.

Certain express companies In the United States
would do well to inform themselves as to the
local laws and customs of Mexico before allow-
ing their customers to believe that they have
"prepaid all charges" on express packages which
are being sent to Mexico. The acceptance of
such a commission on the part of an American
express company amounts almost to a misrepre-
sentation. The shipper, after such an assurance,
writes in all good faith to his consignees that he
has "prepaid all charges"; the consignee in this
country on being confronted with the bills for
freight from the American frontier to the point
of delivery, duties, stamp charges, certificates of
origin, internal revenue, or storage (through the
American shipper's delay to send down original
bills of lading), naturally refuses to accept the
goods; and everybody concerned writes indig-
nantly to the consulate-general.

The matter would seem to be a particularly
important one, as a great number of firms in
the United States who desire trade with Mexico
make it a practice to ship samples by express to
firms or persons in the country who naturally
have no desire to pay charges for the privilege
of examining American goods.

THE OUTLOOK IN TEXAS.

Business in Texas Picking Up — Some CInanges
in Houston — Unique Co. Reconstruct Store —
Jewelers and Furniture Dealers Taking on
Talking Machines — Galveston News.

(Special to The Talking Machine Woi-ld.)

Houston, Tex., April 5, 1908.

The talking machine business in Texas has
been picking up rapidly of late.

There have been some changes in the Texas
Piano & Phonograph Co. Mr. Holleman, the
founder, has disposed of part of his stock, leav-
ing Mr. Burchfleld in active charge. Mr. Conck-
ling, the former secretary, has sold his stock in
the company and accepted employment with the
local house of Goggan & Bro.

C. N. Fisher is doing a nice business in Victor
and Edison goods, besides catering to the public
amusement proposition with automatic pianos,
moving pictures, machines, etc.

E. T. Wilton, jeweler, with talking machines
as a side line, is pushing the Star machine.

Taylor Bros., jewelers, have a separate estab-
lishment for their talking machine business and
are dealers in Edison and Victor goods, besides
being jobbers for the Zonophone product.

Mr. Hudson, dealer in furniture, has the Vic-
tor as a side line, and is doing a considerable
business in instalments.

The Unique Talking Machine Co. have divided
their large store and devoted one side to talking
machines, handling the Victor and Columbia
goods. They report the demand for Columbia
cylinder records growing fast. The other portion
of the store is devoted to typewriters and auto-
mobiles.

A flying trip to Galveston shows Mr. Swanson
doing a splendid business in Edisons and Vic-
tors. The Unique Talking Machine Co., under
the able management of Messrs. Herrle and
Brick, doing, as they say, "fine and dandy" with
Victors and Columbias, besides being strictly in
the swim with their moving picture show.
Goggan & Bros., still pushing the Victor, both as
distributers and dealers, report trade holding up
well both in and out of town.

Take it all in all, the conservative dealer who
bought for cash, had no debts to pay, and was
careful of his instalment sales, has weathered
the storm with but little trouble, except the dis-
comfort of seeing daily sales fall behind the
prosperity of last year.

Mexican superstition: If a bride while dress-
ing for her wedding pricks her finger so that it
bleeds, great misfortune will follow. If a bride-
groom should accldently sit on ft tapk— you
un^eriStand Spanish?

•Ta

E STASLISHE D le 70

LARGEST MANUFACTURERS IN AMERICA

Z owjsLL , Ma ss.

We were the first
makers of needles
in the world sold
commercially for
disc talking ma-
chines.

Our needles are
to-day more ex-
clusively used
than any others in
America.

We supply not
only manufactur-
ers, but jobbers.

14

THE TALKING MACHINE WORLD.

TRADE-MARK.

Will not wear rough or scratchy —

Moulded wax records wear quickly, break easily.

Disc records wear the reproducing point—

We guarantee our records will not wear a sapphire point

DEALERS CJiN GET FULL INFOKMJiTIOH FROM US
OR FROM THE NEAREST JOBBER

ESTABLISHED JOBBERS

NAME

AMERICAN TALKING MACHINE

CO

ANDREWS, W. D

ANDREWS, W. D

BALL-FINTZE CO.
BALL-FINTZE CO.

BOLLINGER, ,R. C

BUEHN, LOUIS, & BRO....

BULLENKAMP, F

CABLE COMPANY, THE...
CAD WELL, O. C, & CO....

A. B. CLINTON & CO

CONROY PIANO CO

CURTAIN MUSIC HOUSE.

EDISONIA CO., THE

FETTERLY PIANO MFG. CO., THE,

FINCH & HAHN

FINCH & HAHN...
HARGER & BLISH.
HOUGH, THOS. C.

KELLY, P.

ADDRESS

586 Fultxin St., Brooklyn, N. Y.
Seneca St., cor. Wells, Buffalo,
N. Y.

218 Railroad St., East, Syra-
cuse, N. Y.

12 Canal St., Newark, Ohio.

108 West Third St., Cincinnati,
Ohio.

701 Garrison Ave., Ft. Smith,
Ark.

45 No. Ninth St., Philadelphia,
Pa.

922 Columbus Ave., New York
City.

Cable Building, Charleston,
S. C.

127 Phillips Ave., South, Sioux

Falls, S. D.
33 Church St., New Haven,

Conn.

S.W. Cor. 11th and Olive Sts.,

St. Louis, Mo.
15-17 West Sixth Ave.,

Helena, Mont.
57 Halsey St., Newark, N. J.
14 East Fifth St., Dayton,

Ohio.

504 State St., Schenectadv,
N. Y.

3 Third St., Troy, N. Y.

910 Main St., Dubuque, Iowa.

704 Hennepin Ave., Minne-
apolis, Minn.

374 St. Catherine St., West.
Montreal. Canada

NAME

KILLEA, W. J

KNIGHT DRUG COMPANY.

MAGRUDER & CO

MASSACHUSETTS INDESTRUCT-
IBLE RECORD CO

MONTENEGRO-RIEHM MUSIC CO.
MUSICAL ECHO CO

Mc ARTHUR PIANO CO

NATIONAL AUTOMATIC FIRE
ALARM CO., THE

PIANO PLAYER CO

POMMER, A. J., & CO

PORTLAND TALKING MACHINE
CO

POWERS & HENRY

REYNALDS, W. H

S.A.VAGE, J. K., SUPPLY CO

SMITH, R. C, & CO

STANDARD MUSIC CO.

SWITKY, BENJ

TALKING MACHINE CO.
WABASH MUSIC CO

WHITNEY & CURRIER CO.
AraiTSIT. PERRY B

ADDRESS
72-74 So. Pearl St., Albany,
N. Y.

103 Broughton St., Savannah,
Ga.

27 The Arcade, Nashville, Tenn.

72 Bedford St., Boston, Mass.
523 Third Ave., Louisville, Ky.
1217 Chestnut St., Philadelphia,
Pa.

Aberdeen, S. D. /

614-618 Gravier St., New

Orleans, La.
16th and Douglas Sts., Omaha,

Neb.

829-831 J St., Sacramento, Cal.

418 Congress St., Portland,
Maine.

Fulton Building, Pittsburg, Pa.
167 Dauphin St., Mobile, Ala.
921 Franklin Ave., St. Louis,
Mo.

68 Church St., Burlington, Vt.
9-11 East 8th St., Chattanooga,
Tenn.

27 East 14th St., New York
City.

2007 Second Ave., Birming-
ham, Ala.

823 Wabash Ave., Terre
Haute, Ind.

Toledo, Ohio.

209-213 S. High St., Columbus,

Ohio.

Retail At 35 Cents Xlie R e e o r d

Indestructible Plionograptiic Record Co.

Albany, N. Y., U. S. A.

THE TALKING MACHIISIE WORLD.

15

THE RECORD CABINET AS A BUSINESS DEVELOPER

Important Facts Presented by M. A. Carpell in a Logical Way Which Must Appeal to the
Dealer and the Salesman in Connection With the Record Proposition.

Isn't it a fact tbat every retail dealer in phono-
graphs or talking machines or graphophones real-
izes that he doesn't sell a cabinet for holding
records, either cylinder or disc, to every customer
that buys a machine? Isn't it a fact that a cabinet
doesn't go with but every fortieth machine that
is sold, and why does this condition exist?

In the first place, the retail salesman who does
the actual selling to the consumer seems to have
the idea that after he finds out how much money
the customer can reaily expect to spend on a ma-
chine and the records, he never thinks of the
cabinet. It oftentimes happens that while he
talks the machine to the customer, inducing him
to make the selection, the machine is sitting on
top of a cabinet, and, in spite of this, the cabinet
is forgotten. It seems to be a fixed idea that a
customer will demand a. cabinet later, and I
don't believe that any salesman realizes the im-
portant relation of the cabinet to the machine —
doesn't realize that the cabinet is originally and
fundamentally a record seller — doesn't consider
that it is the cabinet that makes a place in the
home for the talking machine, and, in conse-
quence, he fails to push 'it with the first original
sale.

A customer goes into a store and buys a ma-
chine. It may be a man and wife — may be the
husband alone; may be the wife alone — what-
ever may be the case. For instance, we will say
the husband has bought a machine and twenty-
five records as a Chiietma* present for his wife.
His attention is not drawn to the cabinet, and,
in consequence, he does not buy it. The machine
is sent to the house, is unpacked and naturally
causes a great surprise, and a welcome one. Of
course, it is going to be set on the table in the
parlor first. Oh! what joy and pleasure that ma-
chine affords the first two or three days. The re-
cipient can barely keep away from it; in fact, is
playing it every spare minute. Whenever a
friend calls he is given a little concert. When
the baby doesn't want to keep quiet the machine is
played for it. When "hubby" comes home at night
he is entertained with a few selections on the new
machine — all in all ^lappiness is complete and
nothing seems to be missing. Saturday comes,
the day when the house is cleaned, and the ma-
chine is lifted off the beautifully polished parlor
table, and, to utter dismay and astonishment of
its owner, 'the table is found all scratched up.
Of course, remarks are made, and it is decided
that the machine can't be kept in the parlor, so it
is removed to the table in the sitting room — ^^the
living room. This one is oak. So the lady re-
moves the machine -from the parlor into the liv-
ing room and leaves it there for a week until she
finds out that the library table has been as badly
-scratched up as the parlor table. In the mean-
time the baby has played with several records,
pulling them off the table and breaking them. Now,
she has all she can possibly do to prevent her
husband from playing that machine at night for
.fear he might discover a broken record and get
■angry! Luckily, he comes home with a package
i'of new records, and, playing them that night, he
idoesn't discover that some of the old ones have
(teen broken. But she naturally says: "What
!are we going to do with all these records? They
rare on the window-sill, they are on the tables,
they are on top of the chairs, they are on the
bureaus and on the chiffoniers, and wherever I
look I find records, and the worst feature is when
I want to play one I don't know where to find it.
iOh! I do wish my husband wouldn't buy any more
-of those records. I am getting tired of that ma-
chine anyway; I think I will put it on the floor
• in a corner of the room and take the horn off and
.put it on top, and when we want to play it will
put it back on the table and put a cloth under it
so it won't scratch the table. I am going to tell
my husband not to buy any more records; we
have got enough. Oh my! we have only had the
machine about six weeks now, and I am so tired

of it. It is in the way wherever I look — the
horn is in the way, the machine is in the way,
the records are in the way, and I can't keep the
baby away from it, and I don't want to hear it at
all. Oh! John, please don't play that machine!"

Now, Mr. Salesman, that is about the end of
your record sales. That is about the end of the
enthusiasm that you have aroused in your cus-
tomer for the main thing that you have got to
sell. It is very likely that at the first opportu-
nity this party will dispose of the whole outfit
at half the cost. But the argument the salesman
will bring forth is, that that is just the time for
a salesman to sell this disgruntled customer a
cabinet. Which is true — at least it would be if
the customer would ever come back to the same
store ; if he doesn't get disgusted with the propo-
sition before then to throw it overboard; if his
old enthusiasm isn't lost by that time by the con-
tinuous complaining of his wife and her request
to sell the outfit, sc he won't go near the store.
It is true that when he does get into the store
you can sell him a cabinet. At least in one case
out of forty you succeed, but the other thirty-
nine cases do not come back, and you have lost
thirty-nine chances to sell A cabinet, which per-
haps to some salesmen would not be a great loss.
But it is a loss when one considers that these
thirty-nine cease to buy records, and that the
dealer makes his money to a great extent on the
sale of the records. He can sell one family one
machine, but he can make a good account out
of each one of them if they continue buying

records, and they would if they had a cabinet.

Now, we will reverse the proposition and see
how this thing works when the cabinet is sold
at the time the machine is sold. Once more Mr.
Husband buys the outfit for his wife for Christ-
mas. The Al salesman realizes the situation
thoroughly — has found out that the man has $75
to spend. He sells him a $40 machine, a $20
cabinet and $15 worth of records. All are sent
up to the house, put in the parlor, cabinet is put
in a convenient corner, the machine is put on
top of the cabinet and the records placed inside
and in the proper places according to the index
that comes with the cabinet. "Oh! what a beau-
tiful outfit this is," the recipient exclaims.
"Everything such a perfect match; everything
has its place. I am so delighted with it, for it is
so easy to find those records. But we have got
to buy more records yet, for the cabinet is pretty
nearly empty!" Mr. Husband in due course is
sent back to the store, or goes there himself, and
in a feverish haste buys all the records he can
possibly carry in order to fill his cabinet. All
the' friends coming to the house are shown the
machine. It is played for them, and with a great
pride their attention is drawn to the great
amount of records that they have got, and still
there is not enough to fill the cabinet, but they
will keep on buying all the new hits that come
out once a month until the cabinet is filled — and
just think, when the cabinet is filled, they have
a chance to buy more records! They have an
index that comes with the cabinet, which is so
arranged that when the cabinet is filled with
about 200 records there is usually some among
them that are not played very often. Then the
old ones are put away and some of the new ones
that are being secured from time to time are
indexed in their place. Thus the newest things

INCREASE YOUR RECORD SALES

BY USING

THE BLACKMAN CYLINDER RECORD TRAY

(Patent Applied for)

A Recopd Tray "With Record Isabel for Less Xtian One Cent

The BLACKMAN Folding Trays for Cylinder Records are shipped FIjAT and can be FOLDED into
STRONG TRAYS in a few seconds, as sliown above. This tray, with Rapke Label, maizes a handsome look-
ing record stock and a system you can't beat. The labels act as Silent Record Salesman and the customer
can point to the record he wants to hear. Adopt this system and your sales will not only increase but it
will never take more than a few minutes to make up a Record order.

NET PRICES TRAYS ONLY

(Subject to Change.)

Hold. Net pr 1,000 Weight pr 1,000
No. 2. 2 Records. $6.00 60 lbs.

" 3. 3 Records. 7.50 73 "

" 4. 4 Records. 9.00 87 "

" 5. 5 Records. 10.50 105 "

" 6. 6 Records. 12.00 116 "

Note. — Price less than 1,000 same rate.
In deciding FREIGHT or EXPRESS refer to
above weights, and allow foir packing.

NET PRICES RAPKE LABELS

Prices Rapke Labels with Edison numbers and
titles. Domestic Selections No. 2 to 9721,
which includes December, 1907 $3,50

Per month, thereafter (postpaid) payable in
advance 12

Columbia Labels (Domestic), per set 3.50

FREE SAMPLE

of Tray with Label to
any Dealer or Jobber
who writes on business- letterhead.

SPECIAL DISCOUNTS TO JOBBERS

Above prices are RESTRICTED and quoted f. o. b. New York,
their .iobber if he will supply them. If not we will sell direct.

Dealers are requested to buy through

Manufactured by

BLACKMAN TALKING MACHINE CO.

J. NEWCOMB BLACKMAN, Prop. "THE WHITE BLACKMAN" 97 CHAMBERS STREET, NEW YORK

16

THE TALKING MACHINE WORLD.

are always in stock, the cabinet is kept full and
any record can be found at a moment's notice.

These are two different views on the subject,
which, in a rather graphic description, I wish to
draw the attention of the retail trade. I have
said before that there is only one cabinet sold
with every fortieth machine. It further proves
that every man that has a cabinet is, in a very
short time, the owner of at least 200 records,
while the 39 customers that have not a cabinet
very likely have not any more on an average than
50 records apiece. Just think what an increase
of business that would mean to every retailer if
he could sell 40 customers 200 records apiece (if
all of them had a cabinet) over what he does to-
day in selling one customer out of 40 200 records
and the other 39 only 50 records apiece. It would
mean an increase of 4,850 records to those 40
customers. What an amount of profit there is
in 4,850 records! It is needless to figure it, as
every dealer knows only too well himself how
much it amounts to, and perhaps realizes better
how much it amounts to when he has not sold
them.

In connection with this, I will say, perhaps one
reason why so many dealers sell machines and
records only and not cabinets is because only a
few carry a full, complete line. A great many
only handle them in very small quantities, and
most of them don't handle any, because they
claim they have no room in their store to show
them. This last excuse is positively ridiculous.
No matter how small a man's store may be, I
have never seen the machines sitting on the floor
anywhere, but I did see them sitting on the coun-
ter. Some counters take up a great deal of room
in the store, yet the smaller places will have a
pattern of each machine sitting on the counter.
How many counters, Mr. Dealer, do you sell in
a year? Did you ever stop and figure out how
much room a counter takes up and how much rent
you pay in proportion, according to the size of
your store, for the counter which serves mainly
for sitting the machines on top of it and showing
them off? Wouldn't it be far better to take these

counters and throw them out and buy a cabinet
for each machine suitable for the particular de-
sign and price of the particular machine that
you want it for? Show the machine on top of
the cabinet and try very hard, with every sale of
a machine, to sell a cabinet and in that way help
to realize a profit on the same room that was
formerly taken up by the counters — a profit on
the cabinet, a good, substantial profit — and be-
sides make a customer when you sell a machine
and the cabinet, that will use 200 records instead
of only 50. Thus you will keep up his lively in-
terest and enthusiasm in your goods instead of
getting disgusted with them and trying to dis-
pose of them at half-price after he bought it.

Mr. Dealer, sit down, think it over, consider it
and send your opinion about this article with
your order for cabinets to your jobber, who al-
ways carries a full stock of them for you.

M. A. Cabpell.

BUSINESS IMPROVES IN SAVANNAH.

Dealers Are Benefiting from Publicity — Rhodes
& Haverty Have Columbia Agency — Phillips
& Crew Buy the Youmans & Leete Business.

(Special to The Talking Machine World.)

Savannah, Ga., April 6, 1908.

The talking machine business in this city is
steadily improving and conditions at present are
practically normal and quite satisfactory in the
general run. The various . dealers are advertis-
ing liberally and giving free concerts. Rhodes
& Haverty, for instance, have made the last a
daily feature, the concert being given between 4
and 6 o'clock every week day and also from 8 to
11 o'clock Saturday evening, and being liberally
advertised. Many sales are said to have resulted
from among members of the audiences. Rhodes
& Haverty are furniture dealers, but have the
agency for the Columbia line and push it with a
will and are very successful.

The Ludden & Bates Southern Music House

are also advertising liberally, making a specialty
of their instalment plan of selling.

The Phillips & Crew Co. have purchased the
wholesale and retail Victor talking machine de-
partment formerly conducted by Youmans &
Leete, and will hereafter operate one of the larg-
est Victor departments in the South. The sys-
tem for handling a complete stock of records, red
seal, foreign and domestic, is now being installed,
and when finished will be complete in every de-
tail. By this transfer the Phillips & Crew Co.
become one of the largest and strongest distribu-
tors of Victor goods in the Southern states.

NEW ORLEANS TALKING IftACHINE CO.

(Special to The Talking Machine World.)

New Orleans, La., April 6, 1908.
Articles of incorporation for the New Orleans
Talking Machine Co. were filed in the office of
the Recorder of Mortgages last week. The con-
cern is authorized to deal in merchandise of all
descriptions, but will devote itself particularly to
talking machines and talking machine supplies.
The authorized capitalization is $10,000. James
I. Lyons is president, John Dymond, Jr., is vice-
president and John M. Lind is secretary.

AN TJNIftUE RECORD.

The World recently received a rather unique
record from T. Edens Osborne, a subscriber in
Belfast, Ireland, namely, that of a baby girl only
five weeks old, in the act of sobbing bitterly. It
is certainly a unique contribution to The World
archives. As Mr. Osborne says: "The repro-
duction is so painfully natural that when heard
especially by ladies the 'stop lever' has to be
used, by request, ere half of the record is
rendered, on account of the intense feelings of
sympathy and pity which the infant's 'tale of
woe' engender."

Mediocrity is almost worse than failure, says
The World philosopher.

YOUR DISTRIBUTOR

jpri;HY not get your supplies from one distributor
\^Ss who can fill ALL your wants instead of having
your shipments come in small lots from different
points. Send for our General Musical Instrument and
Talking Machine catalogs. You will find it good
business economy to send us your orders.

THE RUDOLPH WURLITZER CO-

========= DISTRIBUTORS =

Victor Talking Macliines, Edison Ptionograplis, Zonopliones, I. C. S. Language System, Herzog Cabinets

MANUFACTURERS

TALKING lUACHM SUPPLIES AND MUSICAL INSTRUMENTS

CINCINNATI =^= DISTRIBUTING POINTS ==== CHICAGO

THE TALKING MACHINE WORLD.

17

INDIANAPOLIS NEWS BUDGET.

Increase in Trade During Last Month — Co-
lumbia Fonotipia Records in Demand —
"Mme. Butterfly" Window — Albert iVlorley
Convalescent — Unique Phonograph Co. In-
crease Trade 20 Per Cent. — The Commercial
Amusement Co. Incorporated' — Nickelodeon
Business improving — Other News.

(Special to The Talking Machine World.)

Indianapolis, Ind., April 6, 1908.

Indianapolis tallying machine dealers report a
slight increase in the trade on machines during
the last month with about the same class and
volume of trade on records. There have been no
new conditions materially to affect the talking
machine business, though the dealers expect bet-
ter business within a short time, as the summer
camps and olub houses will begin to open. This
always causes an increase both in the sale of
records and machines.

The Columbia Phonograph Co. have just re-
ceived their first large shipment of the Fonotipia
grand opera records. There had been an un-
usual demand for these records before the ship-
ment arrived and since they have been received
there has been an exceptionally good sale. Rec-
ords by Zenatello, Didur and Russ have been in
special demand. Indianapolis has been having a
great deal of grand opera recently and this prob-
ably accounts in part for the brisk demand for
grand opera records.

The appearance of the Savage Co. here with
Madam Butterfly a week ago gave Thomas De-
vine, manager of the Columbia Co., opportunity
for some advantageous advertising. Mr. Devine
arranged with the Savage Co. whereby he was
enabled to use in his show window a large paint-
ing of the scenes from Madam Butterfly. These
scenes from the last act of the opera formed
the background for the window and in the win-
dow were placed a number of tastefrully deco-
rated machines and 12-inch disc records of se-
lections from Madam Butterfly.

Albert Morley, of West Indianapolis, one of
the most enthusiastic talking machine men in
Indianapolis, has been ill for several days, suf-
fering from an attack of appendicitis. His con-
dition has not been serious, however, and it is
believed he will recover soon. Mr. Morley, al-
though he is not now and has never been en-
gaged in the talking machine ousiness, Is a regu-
lar subscriber to the Talking Machine World.
While he was confined to his house with illness,
Mr. Morley passed many pleasant moments read-
ing the Talking Machine World. He is one of
the enthusiastic talking machine patrons of the
city.

The Indiana Phonograph Co., who handle Edi-
son machines, have had increased business dui'-
ing the last month. Officers of the company
say that the machine business has been fully
20 per cent, better during the last month than
it was during the previous month. The record,
trade also has been better, it is stated.

The Kipp-Link Co. have had a good business
during the last month. This company are un-
usually well equipped to take care of the job-
bing trade, and it is stated that the jobbing trade
is keeping up to a high standard. The Kipp-
Link Co. handle Edisons and Victors.

The five-cent theater business is booming as
never before. A number of new houses have
been started and the five-cent theaters and penny
arcades report excellent business. This is no
doubt in part due to the great number of state
meetings and conventions which have been held
in the city during the last month. Perhaps
75,000 or 100,000 people from out in the State
have attended conventions in the city during
the last month.

E. J. Sutherland, who owns the Bijou, the
Bijou Dream and the Mystic, will open another
theater on West Washington street to be known
as the Casino. This gives Mr. Sutherland four
shows within five squares of each other, and in
the main business portion of the city. The
Mystic, which was the first five-cent theater in
Indianapolis which was established to live up to

an exclusively high-class trade, is coming up to
expectations.

A new theater has been started on Indiana
avenue for the benefit of the colored trade, This
one is called the Dixie, and this suggestive name
is expected to attract many patrons. The place
is owned by William Skinner. He will use a
Columbia Twentieth Century graphophone.

The Commercial Amusement Co., of Indian-
apolis has been incorporated at the office of the
Secretary of State. The capital stock is $10,000.
This company is a reorganization of the Man-
hattan Amusement Co., which has been running
a five-cent theater in West Washington street.
The new company will continue to operate the
West Washington street place. The directors
are Edward F. Reynolds, who was identified
with the old company, and Theodore E. Brown
I and Frank Lux.

TALKER IN CHURCH WORK.

utilized Most Successfully in Devotional Serv-
ice in Lynn, Mass., Church Recently.

(Special to The Talking Machine World.)

Lynn, Mass., April 8, 1908.

For the first time in the history of church
work in Lynn, a talking machine has been util-
ized at a strictly devotional service, not only as
an adjunct to the musical service, but as a dra-
matic agent " through reproduction of a scene
from a famous melodrama.

The innovation was introduced at the North
Congregational Church last Sunday evening, and
proved to be such a success that the talking
machine bids fair to become a part of the equip-
ment of this and other churches in Lynn. The
unique idea originated with Francis Haseltine,
principal of the Whiting grammar school.

The services opened with congregational sing-
ing, and then the talking machine was heard sing-
ing in the next room, "That Will Be Glory for
Me." The machine also gave the church scene from
the "Old Homestead," where the father. Uncle
Josh Whitcomb, searches for the wandering
Reuben, his boy, and finally meets him in front
of the Grace Church, New York. After this the
machine rendered, "Where Is My Wandering
Boy To-night?"

"SHOW YOUR GOODS.

A business philosopher would reverse an old
adage. Don't say, "If you don't see what you
want, ask for it," he advises, but "Show a man

what he wants and he will ask for it." Lead
the customer up to such things as you think he
may need; to see a thing coveted or needed is one
of the surest ways of causing its purchase. The
street boy who threw a brick through the jew-
eler's window and stole a watch advanced his
plea of justification in these words: "It made
me siclv to look at it there every time I went
by. You ought to have kept it out of sight."
The best advice that can be given to a merchant
is, "Show your goods!"

IRISH FILES BANKRUPTCY PETITION.

(Special to The Talking Machine World.)

Toledo, O., April 9, 1908.
A. L. Irish, prominent broker and real estate
dealer and vice-president of the Atlantic Phono-
graph Co., filed a voluntary petition in bank-
ruptcy in the United States Court to-day, plac-
ing his liabilities at $464,790, and assets at $76,-
000. The failure is the result of loans and in-
dorsed notes, executed principally for the At-
lantic Co. and the Talk-o-Phone Co., in which
Irish was interested.

TONIC FOR THAT "TIRED FEELING.'

Here's a tonic needed to a greater or less ex-
tent by all of us, and a few doses will go far to
tone up the business of the downhearted dealer:

DR. P. ROSPERITY,
Suite One, Business Building,

EVEIiYWHEEE.

Office hours : Phone :

All the time. Hustler A-1.

Mk. Business Man :

Cheerfulness — 1 overflowing measure.
Confidence — Sufficient.
Courage — To win.
Nerve — to stick at it.
Common Sense — A-plenty.
Smiles — Enough for everybody.
Ginger — All you've got.
Optimism — To spare.
Mix fresh every day and take "straight" every morn-
ing until cured. Avoid "cold feet."

Dr. p. Rospbrity.

WEYMANN AT FURNISHING SHOW.

H. A. Weymann & Son, Philadelphia, Pa., had
extensive display space at the House Furnishing
Show held in that city last week, at Horticul-
tural Hall, and featured especially the Victor
Victrola and Edison Ideala phonograph. Their
exhibit attracted much attention, their space
being continually crowded with interested lis-
teners when demonstrations were being made.

Elastic Rack

FOR

Disc Cabinets

This rack can be used with
ANY Music Cabinet, or
Sectional Bookcase or any
make Disc Cabinet.

3.
4.

It increases the Capacity of a
Cabinet.

Permits classification of records
by titles or alphabet or singers,
etc., etc., by means of adjust-
able indexes.

Every record can easily be found
and to its place returned.

Inexpensive and attractive.

PATENT FOR SALE

PAT. No. 877,832.

JAN. 28, 1908.

Cut showing ELASTIC RACK fitted to 2 Units of Sectional Book-
cases. Upper section (open) for 10-inch Records. Lower section
(closed) for 12-inch Records. Records kept in alphabetical order.

For information apply to

X. CLJKIERL

202S Broadway, IM.V.

18

THE TALKING MACHINE WORLD.

A GRAPHOPHONIC COURTSHIP.

How S. C Woodward Captured His Better Half
— An Interesting Story.

store recently opened there. It is safe to assume
that the curtain lectures of the future will be
delivered by a more direct means than the
graphophone.

A courtship of over a year, carried on by
means of graphophones, culminated recently in
the wedding of S. C. Woodward, a salesman with
the St. Louis, Mo., store of the Columbia Phono-
graph Co., and Miss Florence Conreux, a sales-
woman connected with the same store for the
past three years. Mr. Woodward went to St.
Louis about a year ago and was immediately
smitten with the charms of Miss Conreux. Being
somewhat bashful by nature, however, Mr. Wood-
ward looked about for some unobtrusive means
of displaying his emotions. The graphophone
solved the problem, and according to report the
courtship progressed somewhat as follows:

Mr. Woodward began with "I Could Learn to
Love You When You Smile, Smile, Smile." Miss
Conreux smiled and he was repaid. For a while
Mr. Woodward contented himself with "Dream-
ing." Then he switched to "When You Know
You're Not Forgotten by the Girl You Can't For-
get." He looked at Miss Conreux so expressively
that it began to dawn on her that something was
ailing him. To ease his mind of a terrible dread
he asked her by machinery one day: "Who Do
You Love?" He watched her for the answer. It
may have been a coincidence, but it tickled him
nearly to death when another machine began to
coo "You-u-u-u." Woodward reached for "Love
Me and the World Is Mine," and as its tri-
umphant notes pealed through the store he
walked up and down like he really did own the
universe. "Won't You Be My Honey?" was the
next step, and "Honey Boy" came back from the
other end of the store. "I'd Like to See a Little
More of You" came next. He was getting bold.
"Won't You Come Over to My House?" was the
coy answer.

He went, and the result was that the happy
couple faced the minister not long afterward
and then left for Sulphur Springs, Tex., where
Mr. Woodward will manage the new Columbia

NEVER TAXX ABOUT A COILPETITOR.

"Aida" and an aria on machines, and placarded
them as being Caruso numbers. When Constan-
tino undertook to listen to Caruso's voice he
claims he heard his own instead, and therefore
feels that a great injustice has been done him
in accrediting a rival with his work.

It is a mighty good rule to never talk about
a competitor. There is a little bit of logic
which says: A wise man talks about the virtues
of that which he has to sell, a vain man talks
about himself, and a fool talks about his com-
petitor. There is never a cent made by telling
your customers what a competitor is doing. If
they insist on telling you what he is doing, it
is a good policy to listen to it all, and then
when it comes time for you to express an
opinion, merely pass the matter over as of little
consequence and proceed to interest them in
what you are selling. So long as j'ou have the
ear of the customer you have the advantage
over all competition, and it is your duty to
proceed to fill that ear with the kind of infor-
mation which will convince its owner that he
must buy the identical thing you have to sell,
not only because it will exactly fill his needs,
but because he wants to buj' it of you, so you
can get the benefit from his trading. That is
the feeling everyone who sells goods should
strive to create. It makes no difference what
your competitor says when you once create that
feeling,- and you can only succeed in accom-
plishing this object by concentrating your entire
attention on the matter in hand, forgetting all
about your competitor, and letting him take en-
tire care of himself, while you land the order.

FOREIGN VICTOR RECORD CATALOG.

CONSTANTINO BROUGHT SUIT.

The Victor Talking Machine Co., have sent out
to their dealers a new and up-to-date addition of
their foreign record catalog, wherein are listed
all records in foreign languages. In connection
with the catalog, the Victor Co. sent a strong let-
ter to the dealers urging them to ptish the rec-
ords especially in those sections of the country
where there is a large foreign population. Con-
tinuing, the letter says:

"While it is a fact that the great majority of
foreigners in America speak English, at the
same time nothing appeals to them quite so
forcibly as some old recollection of their native
land as, for instance, some song with which they
are familiar, sung in their mother tongue. The
foreigners in the United States are a great
music-loving class, yet they are practically
neglected by Victor dealers; by neglected, we do
not mean to say dealers are not selling to some
foreigners, but there is not that concerted action
or solicitation there should be. A systematic and
direct effort applied to this great branch of the
l.uying public will show splendid results, and
there is no way you can do this better than by
familiarizing yourself with the records listed in
this catalog and approaching each nationality
with a specific Victor argument, pointing out the
reminiscences of home and fatherland that can
be obtained so perfectly through the Victor and
Victor records."

Claiming that records made by him have been
advertised as being made by Caruso, Constan-
tino, a tenor with the San Carlos Opera Co., ap-
pealed to the St. Louis Circuit Court to have R.
Wagner enjoined from continuing the practice,
as alleged. The specific charge was that Wagner
had placed records from the operas "Martha" and

WHAT INSURES BUSINESS SUCCESS.

Spasmodic attempts to get business rarely suc-
ceed permanently. It is the deliberate moving,
cautiously, gradually and intelligently, that
makes the final success.

HAVE YOU EVER STOPPED TO CONSIDER

WHY

We can afford

not only to carry on a progressive campaign pushing the now well-known

MUNSON FOLDING HORN

FOR ALL CYLirSTDER MACHINES

But have doubled our investment in order to perfect and market the

New Munson Folding Horn for all Taper Arm Disc Machines

BECAUSE

Patent 813814

Notwithstanding the regular horn business is rather dull, thcrc iS a
demand for a good, practicable, one-piece indestructible folding horn. The
public wants and needs one. The Munson Horn meets all requirements —
made of selected "Leatherette" with highly finished metal parts. Can be opened and closed in 30 seconds.
Tonal (juality perfect. All horns guaranteed not to rattle or blast.

In solid colors, Gold, Black and Red, - - Retail $5.00
Handsomely decorated by hand, fast colors, Retail $6.00

If your jobber cannot supply you, write us
direct and we will put you in touch with one in
your territory who can. And remember, THIS
HORN HAS NO RIVAL, therefore there is no
price-cutting competition to contend with.

THE FOLDING PHONOGRAPHIC HORN CO,

650-652 Ninth Ave.
NEW YORK CITY

THE TALKING MACHINE WORLD.

19

FROM OUR CHICAGO HEADQUARTERS

195-197 WABASH AVENUE, E. P. VAN HARLINGEN, MANAGER.

Iriiprovement in Business Well Maintained —
Outlook Improves Weekly — New Orleans
Talking Machine Co. Organize — -F. M.
Tracy a Benedict — Mr. Lewis Describes Con-
ditions in Mexico — ^Few Failures Among
Talker Dealers — Goodwin Believes in Re-
'citals — Edison Advertising Commended —
Manager Geissler's Enterprise — C. F. Baer's
Success — Messrs. Hawthorne and Bentel Re-
cent Visitors — Latter Discusses Trade Con-
ditions— High Grade Goods in Demand at
Lyon & Healy's — Big Orders for Fibre
Needles — Manager Plume's Eastern Trip —
Ivory Needle Selling Well — Feinberg Takes
on Player Pianos— Other News.

'tiSpcclal to Tbe Talking Machine World.)
"^^^ Chicago, 111., April 8, 1908.

■Although the past month's business in the talk-
ing machine line has not been equal to that of
last year, when a rather unusual volume of busi-
ness was transacted, still the relative improve-
ment noticed during February has been main-
tained. It is evident that western talking ma-
chine dealers, as well as those in other lines, have
been going through the cleaning-up process, and
it is safe to say that stocks were never in better
condition than at present.

. Local retail trade has been of rather erratic
nature, as is- usual to be expected at this period
on account of the variable weather. The man-
agers generally say that the month rounded up
a rather better volume of business than they an-
ticipated.

James I. Lyons, the well-known pioneer talk-
ing machine jobber, of this city, went to New
Orleans last night and created some news in the
Crescent City. Five years ago Mr. Lyons opened
a branch in the Theater Arcade, in New Orleans,
but was succeeded year before last by L. S. Gard-

ner & Co., Mr. Lyons, however, retaining an in-
terest in the business. Mr. Gardner retired from
the business entirely last month, and the Chicago
man succeeded in organizing the New Orleans
Talking Machine Co., with a capital stock of
$10,000, to continue the business in the same loca-
tion, which is considered one of the best in the
city. The officers are: James I. Lyons, presi-
dent; John Diamond, Jr., vice president, and John
M. Lind, secretary and manager. Mr. Lind was
for some years connected with the talking ma-
chine department of the Automatic Fire Alarm
Co., and has recently been manager of the talking
machine department of the Cable Company's
New Orleans branch. The company will confine
. itself to the retail business, for the present at
least.

Frank M. Tracy, manager of the Mills Novelty
Co., gave his bachelor friends a shock last month.
He went on a business trip to Philadelphia. He
had luncheon with Miss Genevieve West, whom
he met when she visited Chicago friends three
years ago, proposed to her between courses, was
married at the house of a friend the same after-
noon and sailed for Europe with his fair bride a
few days later.

Henry E. Pearson, a well-known talking ma-
chine and piano dealer of Appleton, Wis., was a
Chicago visitor recently.

The Musical Supply Co., of South Bend, Ind.,
who handle talking machines extensively, have
opened a branch store at Wolcutville, Ind.

The Eggleston Music House, at Danville, 111.,
discontinues the musical instrument business
April 1. Miss Ruth Gay, who has had the small
goods and talking machines,, continues the talk-
ing machine business. Genial Jake Eggleston will
probably go on the road for some piano house.

Judging from the tenor of a personal letter
received at the Chicago cfHee of The World from

L. L. Lewis, who recently went from Chicago to
Mexico City, Mexico, to assume the management
of the Mexican National Phonograph Co., that
gentleman is contented and happy in his new
surroundings. Lewis literally thrives on work,
and with four or five lines to handle, including
Edison phonographs and records, kinetoscopes
and films, and the business phonograph, he cer-
tainly has little opportunity to become home-
sick.

Spring has made her debut in Mexico, and Mr.
Lewis describes the weather as ideal. He rises
at 6 a. m., dresses with doors and windows wide
open and sits at the window overlooking the
street in his shirt sieves and in perfect comfort.
The acquisition of the fruit habit is a simple
matter, with oranges at a penny apiece and
bananas at 5 cents a dozen. The aesthetically in-
clined can simply revel in flowers, as you can buy
a fresh bouquet of American beauty roses, fifty in
a cluster, for 25 cents gold. With these advan-
tages, added to the fact that Mr. Lewis is an ac-
complished linguist and speaks Spanish like a
native, his sojourn in the land of the Aztec will
prove a pleasant one indeed.

Considering the fact that talking machines are
generally classed as a luxury rather than a sta-
ple, the few failures among the dealers during the
last few months of stress and strain is gratifying
indeed. One dealer, however, in Elgin did find it
necessary to take advantage of the bankruptcy
law a few weeks ago and the stock was closed
out at auction by the trustee in bankruptcy. His
stock included nearly 3,000 Edison records, and
the method adopted by the National Phonograph
Co. through his Chicago representative, A. D.
Chandler, to protect their interests is worthy of
note. Chandler was early in the field and readily
induced G. S. Adams, another Edison dealer in
Elgin, to make a bid for the entire Edison

TO DEALERS i

Give us your business and
we will keep you posted
monthly with a plan that

Send for ournew cut catalogue and supplement haS built Up Si talkiUg Uia"

chine business worth while. Follow us in your
town and you will reap the harvest too. ^^yon Heaiy
It pays to be on our list. Try it.

CHICAGO

SPECIAL! HAVE YOU TRIED THE VICTROLA YET?

Do you know that it is selling better (in dollars) than anything else on the market? We can fill
your order to-day and give you the limit of time to pay for it. Also let us supply your Victors all
ready for the fiber needle.

COMPLETE STOCK=VICTOR and EDISON:^=COMPLETE STOCK

CHICAGO

CHICAGO

20

THE TALKING MACHINE WORLD.

stock. Chandler also saw the officials and ar-
ranged to have the Edison goods put up for a
lump bid, and, as a result, the stock was speedily
transferred to the Adams store. Other record
stock in the store of the defunct dealer was
closed out at all sorts of prices to consumers.

The cylinder business in the little city of
Crown Point, Ind., just across the State line, is
evidently going to experience a boom. Both C. F.
Heidy and Phillips Bros. & Weil have recently
been made Edison dealers.

George Ornstein, sales manager of the Victor
Talking Machine Co., was a recent Chicago
visitor.

Andrew McCarthy, treasurer of Sherman, Clay
& Co., San Francisco, and manager of the com-
pany's extensive talking machine department, was
again in Chicago the latter part of last month
on his leturn to the coast fiom the East. He
paid a visit to the Victor factory at Camden.

C. E. Goodwin, of Lyon & Healy, is a dyed-in-
tbe-wool advocate of talking machine and record
exploitation via the recital route. He says that
they have made a number of sales of the entire
series of Victor "I Pagliacci" records directly
traceable to the presentation of the complete
opera every afternoon for a solid week in Aeolian
Hall recently.

A great deal of f avoi able comment is heard re-
garding the extensive advertising in the local
dailies by the National Phonograph Co. Not only
■is large space being used, tut the text is force-
ful and convincing and presents in simple but
strong manner the advantages of owning a phono-
graph. A systematic campaign such as the Edi-
son people are making along these lines cannot
but enable Edison dealers to make sales to many
people whom they have not hitherto found it pos-
sible to interest.

J. G: Brown, piano and talking machine dealer
of Gallon, O., moved into new quarters last
month and held his opening on March 28. The
store was handsomely decorated for the occa-
sion, and an Auxetophone and Victrola concert
was given. The talking machine department had
a room to itself.

Among the visitors at the Talking Machine
Co. the past month were the following: Mr.
Smith, manager of the Wisconsin Music Co., of
Madison, Wis.; the Messrs. Vandenberg Bros., of
Green Bay, Wis.: N. E. Reynolds, of the N. E.
Reynolds Mercantile Co., Burlington, la.; Mr.
Tate, of Tate & Bowerman, Munising. Mich, and
Joseph A. Pitts, Kenosha, Wis., Paul Warner,
son of W. W. Warner, well-known talking ma-
chine dealer of Madison, Wis., called on Mr.
Gelssler this week. He was on his way to
Florida, where he will spend a month fishing
and hunting.

Malcolm B. Henry, who has successfully trav-

eled Indiana and Illinois for the Talking Machine
Co., has gone to St. Louis to take charge of the
outside city trade for the retail department of
the St. Louis Talking Machine Co. He will be
succeeded by Samuel L. Straud. a young man of
long traveling experience in another line. Gen-
eral Manager Geissler says that he has had pecu-
liar success in training in bright, energetic men
from outside the trade, but they are always given
a rigorous training in the store before introduc-
ing them to a wider field. Roy Keith, the sa'.i's
manager of the company, George Davidson, Mr.
Gcissler's secretary, and Cecil Davidson are all
illustrations of this policy.

W. C. Fuhri, district manager of the Columbia
Phonograph Co., returned a couple of weeks ago
from a visit to headquarters in New York. He
reported that the officers of the company felt
greatly encouraged at the outlook, and that he
was surprised at the shipments that were being
made to all sections of the country.

C. F. Baer, manager of the Chicago branch of
the Columbia Phonograph Co., is one of the
younger men in the talking machine trade of Chi-
cago who has won a responsible position in a
comparatively short space of time by virtue of
sheer grit and faithful attention to duty. He
went with the company nine years ago, starting
in the counting room was soon made cashier and
in turn credit man, then assistant manager, and
a year and a half ago, when Mr. Wilson went to
New York, was made manager. Mr. Baer is an
enthusiastic wholesale man and points with pride
to the record of 53 new Columbia dealers started
in the last three months in the States of Illinois,
Wisconsin, Iowa and Indiana, the territory di-
rectly tributary to the Chicago office.

E. A. Hawthorne, president, and Theo. G.
Bentel, secretary and treasurer of the Haw-
thorne & Sheble Mfg. Co., spent several days in
Chicago this week, leaving for the East to-day.
Mr. Bentel, who is accompanied by his wife,
were on their return from a six weeks' trip to
the coast. They visited Portland, San Francisco
and Los Angeles, spending some time in the lat-
ter city. "It was not primarily a business trip,
but I cal'ed on our distributers in the cities I
visited," said Mr. Bentel. "The trade situation
in the Far West is showing gratifying improve-
ment, although business cannot be said to be
fully back to normal volume as yet. The progress
toward complete recovery, however, has been
such as to make the jobbers and dealers very op
timistic, and the excellent crops furnish further
reason for believing that the future is very
bright. California is now gathering the biggest
citrus crop in the history of the state. Rains at
the proper time enable the planting of grain
v.nder the best possible conditions. New sections
are being developed wonderfully, and the fruit

If you want a

pleased and satisfied customer, and want to re-
tain his patronage, sell him a

TIZ=IT

HORN CONNECTION

IT S ALL IN
THE BALL

TRADE NAME

This new Ail-Metal Ball-Joint Horn Connec-
tion is a wonderful improvement over the old
style soft rubber connection.

"There's MORE than a reason."

It will improve the best machine ever made.

Will fit all Edison Phonographs and Cylinder
Graphophones.

Retails at 50 Cents.

Send for Descriptive Circulars and Disconati to the Trade

Manufactured only by

KREILING & COMPANY

North 40th Avenue and LeMoyne Street
CHICAGO. V. S. A.

and cantaloup industries of the Imperial valley
in Southern California are growing in a manner
that is simply marvelous. Talking machine dis-
tributors on the coast always carry large stocks
but, under the conditions of the last few months,
there has been little buying and they have done
little more than to order the new monthly rec-
ords. Stocks are being depleted rapidly and
were probably never lower than at present. On
our way out we were accompanied by Mr. O'Neil,
of O'Neil & James, and his wife, and we had a
delightful and interesting journey. We spent
some days in the mining district of Arizona, and
the ladies of the party were naturally interested
in seeing for themselves the actual processes of
winning the treasures from the earth."

Mr. Hawthorne spoke encouragingly of condi-
tions the country over as reflected by their busi-
ness. "It was exceedingly gratifying to me," he
said, "to find that last month our sales were 33
per cent, ahead of February."

Save Records By Using

BALDWIN'S IVORY NEEDLES
m DISC TALKING MACHINES

= PATENTED =

Eliminates Scratcliing Preserves the Records Gives a Beautifnl Tone

The Baldv^in Ivory Needles for Disc Talking Machines are made of the finest and hardest Ivory, chemically treated, so
that they give a beautiful tone.

Among their particular advantages are the absence of metallic sound and freedom from the scratching noise peculiar to
metal needles. Each needle may be used several times v^ithout change, and wrhen wrorn, the point may be easily removed on
the renewing block in each box.

It is unnecessary to have any change made in the regular needle holder of the Talking Machine on account of the
triangular shape of the Ivory Needles, as a Special Holder is Furnished w^ith each box.

Retail price per Box of 25 Needles, including Special Holder Attachment and Renewring Block, $1.00.

— WHAT USERS SAY —

Evanston. 111.. March 26. 1908.

1 have made a ihoroURh test of your Ivory Needles and am greatly pleased with them. I have tried. 1 think, evrr>' kind ofTalkinK
Mucliinc Needle offered the public and consider the Baldwin Ivory Needle superior to all others, as it has the quality of not^wearing

th

rd.

Yours truly.

J. H. WILBUR.

Samples and full information sent to regular jobbers and dealers on application. Mention make of machine w^hen VN^riting.

THE BALDWIN MANUFACTURING CO. 122 moimrqe street, Chicago

THE TALKING MACHINE WORLD.

21

The Hawthorne & Sheble Manufacturing Co.
have closed their branch office in Chicago and
have made arrangements for the handling of
their business here by their present Chicago af-
filiations.

L. C. McChesney, advertising manager of the
National Phonograph Co., spent Thursday and
Friday of last week in Chicago conferring with
the company's representatives here.

The proportion of sales of high priced goods at
this time, when total sales are admittedly below
high water mark, is a matter of surprise in the
trade. C. E. Goodwin, of Lyon & Heaiy, says
that he never saw the Victor- Victrola business
better than at present. One of Lyon & Healy's
travelers has averaged a "V-V" a day for sev-
eral weeks. Dealers have evidently learned their
little lesson and are going after the better clas:;
of trade vigorously. In a local retail way, too,
the Victrola looms up large. The photograph of
Alice Nielson listening to the Victrola, which
was sent to about everybody in the Blue Book,
brought more traceable results than were thought
possible. This is simply an illustration of what
an original and artistic piece of advertising can
accomplish.

F. D. Hall, president and treasurer of the B. &
H. Fibre Mfg. Co., received an order this month
for 1,000,000 fiber needles from one Euro-
pean concern, and several others were from 250,-
000 to 500,000. These orders were placed after
tpsts covering periods of from four to five months.
Actual shipments the past month have shown
conclusively that the fiber needle has passed the
introductory stage and has come into its own
in a large way. The Chicago branch of the Ru-
dolph Wurlitzer Co. have a solid window devpted
to the B. & H. The quantities of bamboo poles
are used in the display, and the various stages
of manufacture are illustrated. Various Japanese
decorations and curios distributed through the
window give to the display an oriental aspect and
attiact at once the attention of the passerby.

The Columbia Phonograph Co. have discon-
tinued their Lincoln avenue store, having secured
a good dealer in the vicinity who will handli
the complete line of Columbia goods exclusively
and will go after the trade energetically. Peter
M. Streit is the new dealer, and he will devote
the entire store at 1010 Lincoln avenue to the
talking machine department.

W. H. Gray, of the traveling force of the Chi-
cago branch of the Rudolph Wurlitzer Co., has
just returned from a trip through Wisconsin. He
says the dealers report that the farmers are re-
covering from their timidity and are beginning
to buy goods other than the necessities of life
with some freedom.

Among the recent visitors at the Wurlitzer Co.
were B. A. Vaughn of Princeton, 111., and Mr.
Stephan, of Ashton, 111.

E. C. Barnes, western manager of the Edison
Business Phonograph Co., is back from a trip
to Cincinnati and Louisville. On the train he
made a delightful acquaintance in Senator Bailey
of Texas. Oil was not the topic of conversation,
however.

The W. G. Walz Co., of El Paso, Texas, have
evidently worked the talking machine in their
territory very thoroughly. They say that they
have a dealer for either the Victor or Edison
line, or both, in every town of 300 people or
more within a radius of 600 miles of El Paso.

E. C. Plume, western wholesale manager for
the Columbia Phonograph Co., returned on Fj i
day from a flying trip to headquarters in Nh\v
York. Mr. Plume was very much pleased to find
that President Easton is rapidly recovering from
the effects of his recent accident.

The new ivory needle for disc machines prom-
ises to become an important factor in the trade.
Large local dealers who are handling it report
that it is giving satisfaction to their customers.
The makers. The Baldwin Mfg. Co., 122 Monroe
street, have perfected attachments for both Co-
lumbia and Victor machines, which are instantly
attachable and removable and hold the ivory
needle firmly in place.

Charles G. Myers, who was recently made man-
ager of the Aurora store of James I. Lyons, has
increased the business materially since he took
hold.

C. F. Crane, well known to the piano trade of
the West, and formerly representing the Krell
Auto-grand and later the Playola Co., has been
made sales manager of the United States Music
Co., manufacturers of perforated music. The
company have met with great success in cutting
music for electric pianos. "The electric piano
proposition presents greater difficulties to the
music roll cutter than one not acquainted with
the fact would imagine," remarked Mr. Freisted,
of the company. "We have found it necessary to
make special music for each of the well-known
electric pianos, the various instruments requir-
ing not only different widths, but also paper of
different textures. It has required a great deal
of experimenting, but we have the satisfaction
now of knowing that we can furnish music ex-
actly adapted to the peculiarities of any electric
player." Now that the company have moved to
their new factory at Milwaukee and Western
avenues, they are preparing to greatly increase
their" output and the scope of their operations.

B. Feinberg returned last week from his east-
ern wedding trip. While in New York he made
arrangements with F. Engelhardt & Sons for the
Illinois State agency for the Peerless electric
coin-operated piano, and a shipment of the well-
known instruments is now on the way. The line
will be shown at 6 Madison street. Mr. Feinberg
will have a capable assistant in the person of

Edison Jobber
Zonophone Distributor

Carrying
Cases

Wire

Record

Racks

RECORD CABINETS

SPRINGS for all makes and sizes

**TIZ-IT" T''* All-Metal Horn Connec-
* * tion for Cylinder Machines

JAMES I. LYONS

192-194 Van Buren Street
CHICAGO

P. p. Bender, who was formerly connected with
the Chicago agency of the Peerless, and ha^
been at the factory at St. Johnsville, N. Y., for
the past six months thoroughly posting himself
on the construction of the instruments.

GROWTH OF "TALKER" INDUSTRY

Has Been Remarkable in Every Way — Its In-
fluence in an Educational Way — Its Merits
Acknowledged the World Over.

In a recent article under the caption of "Operas
at Home," the Milwaukee (Wis.) Journal dwelt
at length upon the increasing popularity of the
talking machine in the home, having the follow-
ing to say, in part:

"The growth of the talking machine business
during the last decade has been marvelous in-
deed. A few years ago talking machines were
handled chiefly by musical instrument stores as
a mere novelty. To-day, these same stores de-
rive a large part of their revenue from the talk-
ing machine business, and many large institu-

A.D.GEISSLER

General Manager.,

Cable Address TALKMACH

Long Oirtance Telephones CENTRAL { |^34

72-74 WABASH AVE.

Chicago

Records

If this letter-head does not greet you regularlj^ when you open your
mail, write us and return mail will bring you interesting news.

The Talking Machine Co.

22

THE TALKING MACHINE WORLD.

tiona have sprung up that relj' solely upon this
commodity. The great popularity which the
talking machine has attained is due largely to
the perfection to which the instrument has been
brought and to the fact that the talking machine
satisfies an inborn longing for good music.

"The industry has developed certain marked
characteristics. One of the most obvious of these
is the largely increased demand among people
of refinement and means. But by far the most
important characteristic is the rapidly growing
popularity of the records of a better class of
music.

"It ' is an interesting study for the merchants
£elling records to note the stages of development
through which the talking machine owner passes.
The first records are bought to amuse only. The
mere novelty of song and speech suffices. In
this primary stage the favorite selections are
comic songs, martial strains and dance music.
After a few months the desire for better music
becomes apparent. The purchaser now shows an
interest in operatic music and selections from
the masters. In every case the change is always
in an upward direction, which is perfectly na-
tural for, as all faculties are developed through
exercise, the sense of musical appreciation is at
first stimulated and then becomes discriminating,
leaning tow-ard the higher order as the sense is
developed. While there have been musicians of
note who in the past may have rebelled against
the mechanical reproduction of music, there is at
present no doubt of the important part the talk-
ing machine is playing in elevating the musical
sense of the world's inhabitants. This develop-
ment of the musical taste, through the medium
of the talking machine, is especially noticeable
in children, and in no other way can the child's
musical education be so cheaply and thoroughly
obtained. Dealers are placing these machines
In homes on an easy payment plan.

"That the popularity of the talking machine is
not confined to the poor is best shown by the
fact that many of the crowned heads of Europe
delight in listening to the sound reproductions
of these marvelous entertainers. Kins Edward

of England has a machine aboard the royal
yacht. The king and queen of Spain each have
their instruments and spend many happy hours
in the romantic halls of the palace in Madrid
listening to the melodious strains of the masters
of music. The shah of Persia is quite an en-
thusiast. He possesses many of the largest and
smallest talking machines extant. The su;tan ot
Turkey also whiles awaj' many a happy hour
listening to the sweet strains of music. When
talking machines were first introduced in Tur-
key they created quite a serious discussion. Many
claimed that it was a sacrilege for a good Mussel-
man to listen to this device of the evil one, but
all superstitious opposition is now swept away
and quite a healthy trade in the machines is car-
ried on with the Ottoman empire."

CADY SECTIONAL CABINETS

Are Destined to Prove Most Popular Witli tlie
Trade — Something of Their Individual Fea-
tures Set Forth.

The Cady Cabinet Co., Lansing. Mich., have
put on the market an entirely new and original
style of cylinder record cabinet, namely, the Sec-
tional Cabinet, illustrated herewith, which makes
it possible for the'' talking machine owner to start
■with one or two sections, sufficient for a limited
supply of records and as his stock increases more
sections may be added as needed. Only the best
quarter-sawed oak is used in the construction
of these cabinets. All rarts are hand rubbed
and polished, the drawer bottoms are three-ply
veneered and are equipped with strong paste-
board pegs. The idea of the folding shelf, which
can be attached at any time, however, is only to
be used when the cabinet becomes too high for
placing the machine on top.

The cabinet has proved an immediate success
wherever shown, and so strong has the demand
for them become that the large stock prepared
by the company for the spring trade was entirely
exhausted in a fortnight after the first sjmples

THE CADY SECTIOXAL C.U5INET.

were sent out, and the Cady factory has been
pushed to capacity to turn out the sectional cabi-
nets in sufficient quantity to keep up with orders.

"NOES" THAT LEAD TO SAFETY.

A commercial man while in Xew South Wales
not long ago copied the following from a placard
suspended in the window of a small shop:
"If I rest I rust.
If I trust I bust;

Therefore — ■
No rest, no rust,
No trust, no bust.
Four "Noes" that indicate, as plain as the nose
on a man's face, the road that leads to safetv.

Cheap goods at low prices win sales; good
goods at fair prices, customers. The quality is
remembered after the price has been forgotten.

If you have a stock purchased at high cost
and wish to realize on it — advertise.

The Fibre Needle has
secured for us nearly
i,ooo new customers
and a sale approximat-
ing 15,000 every day."

Fibre
Needles

PATENT ISSUED
NOVEMBER 12, 1907

The above is from an advertisement in
the Chicago daily papers, by one of the
largest dealers in the country.

THIS TELLS THE STORV!

Write for samples and full information

No Scratching
No Rasping
No Blasting

B. & H. Fibre Mfg. Go.

208 East Kinzie Street, Chicago

Records
Good Forever

THE TALKING MACHINE WORLD.

23

TRADE HAPPENINGS IN PHILADELPHIA

Business on Healthy Basis — Jobber Believes Too Many Non-Salable Records Are Placed on the
Market — Weymann & Sons' Display — Buehn & Bro. Secure Agency for Edison Business
Phonograph — High Class Goods in Demand at Penn Store — Erwin Says American Public
Is Being Educated by The Talker — Columbia Opera Records.

(Special to The Talking Maeliine World.)

Philadelphia, Pa., April 10, 1908.

The talking machine business in this city and
surrounding territory showed quite a favorable
increase during the early part of March, but,
as is always the case during the Lenten season,
it has fallen off toward the last of the month,
and while April has been fair, jobbers and deal-
ers are not looking for much until after Easter.
This is very far from discouraging, however, as
general conditions have greatly improved, with
collections very fair. Dealers who were com-
pelled to give notes have been meeting them
promptly on the day of maturity; in turn the
jobbers (who, it might be well to state here,
have more ready money now on hand than in
many months) were enabled to discount all bills
with the factories.

A subject much discussed in trade circles
here, and one which is probably of more or less
general interest, is the issuance by the factories
of a specified number of records each month re-
gardless of the season of the year or the quality
of selections obtainable or chosen for exploita-
tion. In speaking of this one jobber said:
"There are a number of things that I believe
should be changed by the factories, and one in
particular which under the present conditions
is doing both jobbers and dealers a great deal
of harm. I speak of the putting out by the fac-
tories of too many non-salable records simply
for the sake of a showing or to keep to a speci-
fied number regardless of the season. For in-
stance, in the fall and winter, when the theaters
are all open and well patronized, there is bound
to be "a larger call and demand for a larger
variety of records than in the summer or even
late spring, when the public devotes its atten-
tion more to outdoor recreation. For the same
reason there are always more popular songs to
choose from in the former period. Therefore, in
marketing the same number of records the year
round, what is bound to and is happening? In
the winter it is often the case that the selections
are too few, while in the spring and summer the
reverse is always true. The consequence is that
jobbers and dealers, but most emphatically the
former, sees his stock of dead, non-salable stuff
steadily increasing. He knows when ordering it
what is bound to happen, but because it's listed
he's got to have the goods. Now, it strikes me
that if the men higher up would just split things
up a little, come on us a little heavier when
business is good and help us instead of hindering
when it is light, they would be working more not
only for the betterment of the trade in general,
but themselves, too, which, after all, amounts
to the same thing." Another suggestion, whicn
seems just and practical, was that when a manu-

THAT LATEST SONG HIT

they're all asking for will be out first on

■'1

TTDTsrR'orri'gr'

RECORDS

I

Barrels of them at your disposal. Write
for catalogue.

F.BULLENKAMP

New York Jobber 922 Columbus Ave.

Rapke's Labels Now in Stock

facturer contemplates bringing out any new
style machines, jobbers should be notified con-
fidentially some time before dealers. The rea-
sons for this are obvious. Only too many of
the latter order from hand to mouth, and the
minute one of these hear of a new model, tne
first thing he does is to inform his customers,
prospective and otherwise, of the change. What
is the consequence? They naturally want the
latest. You couldn't sell them the older styles.
The dealer doesn't mind this; he has none to
work off. It's the jobber, however, who is up
against it.

One of the features at the House Furnishing
Show which was held in this city during the
week of April 6, at Horticultural Hall, was the
handsome exhibit of H. A. Weymann & Sons,
the well known talking machine jobbers. It
consisted of demonstrations of the Victor Vic-
trola and Edison Ideal phonograph, the other
lines exhibited by them being their own line of
"Weymann Keystone State" violins, mandolins,
guitars, and banjos, Weymann pianos, and sheet
music. This company occupied space 47, which,
though one of the best, did not prove half large
enough to handle the large crowds that were
drawn by their display and attractive musical
program.

Louis Buehn & Bro., of this city, reported trade
as very satisfactory. This company have taken
on the sole agency here for the National Phono-
graph Co.'s commercial machine, and are doing
a regular land oflice business. Trust them to
know a good thing when they see it, and the
ability and push to drive it through on the
jump.

The Penn Phonograph Co. are enjoying an
especially lively demand for high-class goods.
The call for Red Seal records keeps them busy
filling the orders. In this line the new sextet
from "Lucia" is taking the palm. Though re-
tailing at $7, and beyond the sane purchasing
limit of the ordinary buyer, so wonderful is the
tone quality of this record that few indeed who
can raise the price can tear themselves away
without carrying it along with them.

Both Edison and Victor lines made a good
showing at the house of C. J. Heppe & Son last
month. "As with others, the demand to-day,"
said Mr. Erwin, in a chat with The World,
"seems to verge toward better machines and bet-
ter music, which I believe is due to the fact
that the American public is fast being educated
by the 'talker.' Primarily not a musical race,
the taste for high-class music is rapidly spread-
ing, the cheap ragtime giving place to light or
grand opera, which, of course, is a step forward
not only from the educational standpoint, but
what is more, to the point with us, from that of
profit. For there is no question that the better
the grade of goods, the more profitable are the
sales."

The Columbia Phonograph Co. had a very
satisfactory report to make regarding March
business, a new and interesting feature of which
was the large demand for their line of Fonotipia
records. This company are making a special
hit with those numbers made by Hammerstein's
"song birds," the reason being that since the
opera king has decided to build a large theater
here, anything connected with his "stars" aroused
intense interest.

Writing from Frankfort-on-the-Main, Germany,
undeT date of March 16, A. P. Petit, general man-
ager of the Zed Co., New York, says to The
World: "Talking machine business good. Nov-
elties aplenty. Competition the life Of trade.
Discs are the biggest sellers; this I have found
in every city." Later A. P. was heard from at
Berlin and Nauheim, where he was taking the
"waters."

Whose Fault?

When a customer comes into a
store and can't get what he wants,
the dealer generally blames it on
the jobber — the goods are ordered
but haven't arrived.

Then the jobber blames it on the
maker, and the maker on someone
else. It's always the other fellow.
And by the:: time the: explanations
are over the cttstomer is out of
sight.

Suppose the delay ,is the. jobber's
fault! Isn't that the dealer's fault?
If you blame your jobber for not
being able to give you what you
want, you surely haven't any kick
coming if your customer blames
you for the same reason ! And the
..customer is right.

He wants what he wants when
he wants it. He isn't interested in
your tale of woe — he wants the
goods. And if he can't get them
from you, he'll get .them frorn some
other dealer. "

That's the thing for .you to do,
too. If you can't get goods
promptly from one jobber, try an-
other. Try us. We have a com-
plete line of Victors and Victor
records, record cabinets, trumpet
horns, English needles, fib^r cases
and all other .specialties — and. we-,
ship every order the very same day-
it reaches us.

Don't wait until your jobber falls
down again and drags you with
him before getting -our catalogue.
Write for it today and we'll; send
it by return mail.

The Victor Distributing
and Export Company

83 Chambers Street, New York

24

THE TALKING MACHINE WORLD.

JUST A LiniE REGM-
PHONE TALK WITH YOU

Of Course You Know The REGINAPHONE.

CH It is one of the popular members of the large
and popular Regina family.

C|| It is a family, too, which is known all over the

world and there has never been any race suicide

theories applied to the Regina family.

<JI It is being steadily augmented each year by

the advent of some new and captivating Regina

youngster.

<]i The REGINAPHONE takes high rank and at
once sprang into trade popularity.
CII It is a talking machine and music box combined.
(H It has all the attraction, force and reliability of
the Regina music boxes together with the best
talking machine mechanism and the best motor
that can be found in any talking machine no
matter how much money you pay for it.
<J( These are plain facts and we stand ready to
prove the truth of every assertion which we make.
Take our word for it, it will pay you to send an
invitation to have the REGINAPHONE pay you
a visit. You will be in need of frequent visits after
that for every visit will pay you dollars.
(Jl We will be glad to supply you with any further
Reginaphone information that you desire.
CH Write, and write now, because delays are some-
times dangerous and in this case you are delaying
money making.

IHf

Manufacturers of Regina Music Boxes, Reginaphones, Reginapianos'
Regina Chime Clocks, Sublima Pianos, Automatic Talking
Machines and Coin Operated Instruments. Distributors
of Victor Talking Machines and Edison
Phonographs and Records.

Main Office and Factory, Railway, N. J.

Broadway and 17th Street, New York 2,59 Wabash Avenue, Chicago

THE TALKING MACHINE WORLD.

25

GRINNELL BROS/ NEW STORE.

One of the Most Completely Equipped in the
Central West — Fourteen Rooms Alone for
Talking Machines — Formal Opening Later.

(Special to The TalklDg Machine World.)

Detroit, Mich., April 6, 1908.

Grinnell Bros, took possession of their mag-
nificent new building on March 28, and are now
comfortably settled in their new home. The
building contains seven floors, and is one of the
most modern and best Equipped in this section
of the country, being in marked contrast to the
little frame Grinnell building of 1882.

The basement and first floor are all complete,
and it will be difficult in this or any other coun-
try to find more elaborate quarters for the dis-
play of talking machines. Fourteen rooms have
been set aside on the basement floor for show-
ing these musical devices, which have become so
popular in the last few years. The floor also
has a capacity for 200,000 records, and every
particle of the space will be needed.

On the main floor are the business offices of
the concern, the miscellaneous display of musical
instruments and the sheet music section. In
this department are 560,000 copies of sheet music
and in the storerooms 160,000 copies more, prac-
tically everything in music of prices from 10
cents to $20 a copy.

Thirty rooms are given over to the display of
pianos; there is a music roll library containing
30,000 rolls, located on the fifth floor, and a
special display of the celebrated Welte-Mignon
has been arranged on the fourth floor.

For some time to come Grinnell Bros, will
have two stores on Woodward avenue, and be-
sides their establishments in this city, the firm
have seventeen branch stores in the largest cities
of Michigan and one branch at Madison. Their
sales last year exceeded more than $2,000,000,
which most emphatically tells the story of enter-
prise and success.

GREAT VICTOR SHOWING.

Orders for Machines and Records Show Phenom-
enal Increase for March as Compared With
February.

The Victor Talking Machine Co., under recent
date, sent out a most gratifying document to the
trade in which they referred to the "March of
Prosperity," and said: "March was a month to
be thankful for," and then added this cheery
information :

"Machines — Received orders for twice as many
machines in March as we shipped in the whole
month of February.

"Records — Received orders for 75 per cent,
more records in March than we shipped the
whole month of February.

"Cancellations — Almost none (only 46 ma-
chines) for entire month.

"Dealers 'Get Busy' — Don't live from hand to
mouth any longer. Put in a stock and go after
some of that money that everybody in the coun-
try has — a Victor, properly shown, will take it
from them."

HE COULDN'T "LEARN" HIM.

"The president of a great house employing
many traveling men," said a business expert,
"appropriated a large sum to be invested in the
education of his corps of salesmen, and equip-
ment of a class in scientific salesmanship. A
few weeks after the study had been installed
he went to one of his salesmen and inquired
how he was getting along with the work. The
reply was: 'The author of that course don't
know anything about our line. He can't learn
me nothing!' And, sure enough, he could not.
When selling goods that salesman just opened
his mouth and let come out of it what would,
and it was generally filled with air."

Spring is in the air, and it is the time for the
manufacturer, jobber and dealer to assume the
dress of optimism.

RECORDS OF INDIAN MUSIC.

Native Songs Preserved by the Phonograph —
Miss- Fletcher Finds In the Music of the Red
Men Resemblances With Modern Composers,
Including Wagner — Much Power of Expres-
sion in the Melodies.

The phonograph has recently been used by the
Bureau of Ethnology, in Washington, D. C, to
register the native songs of the Indians. Several
hundred songs have thus been obtained and it
is designed to secure the most complete record
possible of the vanishing melodies. These In-
dian songs as transcribed from the phonograph
records have elicited the interest not only of
scientists but of professional musicians as well.
Credit for the records is due to Miss Alice
Fletcher, an emplioye of the bureau, who for a
number of years has interested herself in tlie
subject of Indian music.

In the records of the talking machine Indian
music has for the first time been recorded in a
satisfactorily authentic manner and the tran-
scriptions which have_ been made from them are
scientifically accurate. The Indians have no
musical notation and apparently no theories of
music. Their songs are handed down by tradition
and the phonograph will be of great value in
perpetuating them.

"Contrary to what I have found to be a gen-
eral impression among those ignorant of the
subject," said Miss Fletcher, ' the songs of the
Indians are not meaningless chants, devoid of
sweetness, power and expression. The Indian is
a natural musician. On transcribing a number
of these songs, for instance, a striking circum-
stance was noted, namely, the use of the major
chords of the over third and under third. As
you probably know this is one of the most not-
able characteristics of our modern romantie
composers.

"We find more or less oi it in Beethoven and
Schubert, still more in Schumann and Chopin,
most of all in Wagner and Liszt. This fact
ffhows, I believe, that the great romantic write. s
in going outside of the accepted harmonic limits
made a genuine discovery of natural harmonic
relations. This has long been the belief of a
number of musicians, but these Indian songs
afford strong confirmation of the justness of the
theory, for whatever else they are there can be
no question that they are absolutely natural.

"What may be called opening of the Wa-wan
or Pipe of Peace choral reminds one strongly of
numerous passages in Wagner. Yet it is perhaps
more daring than any of that master's composi-
tions, for it is a twelve measure song, beginning

in B flat and ending in C. Surely this composi-
tion is worthy of the attention of every student
of harmony as well as of the scientist. It seems
a bold statement to make, but it is one amply
justified, that all melodic and harmonic resources
to be found in our music, especially the most
modern and advanced, are also to be found in
this primitive music among a people who have
no musical notation, no musical theories, no
systematized scientific knowledge of it.

"Nor is it in harmony alone that this Indian
music reminds us of the present day ultra ro-
manticists as well as older masters. The Indian
rhythms are frequently as complicated and diffi
cult as any to be found in the works of Schu-
mann and Chopin. I -have, for example, songs
simulating precisely the rhythm of some of
Mendelssohn's 'Songs Without Words,' as well
as of compositions by Schumann and pieces of
the modern and most advanced school. One
rhythmic peculiarity of some of the songs is the
frequent use of a short note on the drumbeat or
emphatic portion of the measure, exactly such as
we find employed in ancient Scotch music.

"Every tribe has hundreds of original songs
which are its heritage. Many of them have been
handed down through generations and not only
embody the feeling of the composer but record
some past event or experience among the tribe
or clan. The people treasure them and great
care is taken to transmit them accurately.

"We with our written music have a mechanical
device by which a tone may be uniformly pro-
duced, as by the vibrations of a chord of given
length and tension, this tone becoming the stan-
dard by which all others can be regulated. The
Indians have no such mechanism for determining
a pitch, and there is no uniform key for a song,
which can be started on any note suitable to the
singer's voice.

"Yet the songs, as is shown conclusively by
some of the phonographic records which have
been obtained from different singers, are repeated
without any material variation. Men with good
voices take pride in accuracy of singing, and
often have in their memories several hundred
songs, including many from tribes with the mem
bers of which they have exchanged visits.

"The Indians did not object tO' having the
music of some of their solemn ceremonial rites
reproduced by the phonograph, but on the con-
trary were kind enough to accede to my requests
for the obtaining of good records. Perhaps that
of the Calumet or Wa-wan ceremony is the most
notable of these specimens of what may be called
Indian sacred music.

"The music is dignified and impressive
throughout, in some parts strikingly beautiful.

Grinnell Bros.

Tbe New $200,000

Grinnell Building

Conceded to be the most
beautiful and best equipped
Music House in the U. S.

DETROIT, MICH.

Largest Michigan Jobbers oi the complete

EDISON §od VICTOR

Lines, including Records and Accessories

We have everything in SUNDRIES, including: AUTOMATIC
STOPS, REPEATING ATTACHMENTS, HORN CONNECTIONS,
CRANES. TONE MODIFIERS, BRUSHES, ETC.

No annoying delays il you order from us. All
orders filled same day received.

We carry every Record listed by the Edison and Victor Co.'s.
Not one of each, but dozens, yes, hundreds each of the more popular
numbers.

An extensive line of RECORD CABINETS at
prices that are RIGHT.

If you are a Victor or an Edison Dealer in our territory com-
municate with us and learn of something very much to your advan-
tage and profit. Address :—

GRINNELL BROS.,

Grinnell Building
DETROIT, MICH.

26

THE TALKING MACHINE WORLD.

although the phonograph has not been as suc-
cessful here as in instances in -which a single
singer has made the record. An accurate tran-
script has, ho-wever, been made from the ma-
chine of this wonderful melodic expression ol
'Peace on earth, good will toward men.' "

It is interesting to hear Miss Fletcher tell
how she came to acquire an interest in Indian
music. "The first occasion," she says, "on which
I attended one of their ceremonies I was cer-
tainly not favorably impressed with the music.
Jndeed, I was nearly frightened to death by the
whole arrangement, savage and barbarous in the
extreme to my uninitiated eyes and ears. Con-
cerning the music I gleaned the impression that
while it might possess a certain degree of simple
rhythm it had little melody, the few tones being
iterative and almost if not quite lacking in ex-
pression. But some songs which I had heard
before this did not support this conclusion.

"While I was living among my Indian friends
I was stricken with a severe illness and lay for
months ministered to largely .by my companions
of the Omaha tribe. As I was thus shut in from
all the world, the Indians coming and going about
me in their affectionate solicitude, I would ask
them to sing to me. Because I was weak, I sup-
pose, they sang softly. There was none of the
distracting drum, and, devoid of the barbarous
noise which had displeased me, I realized the
sweetness, the beauty and the meaning of those
wonderful songs.

"Color and dramatic action are marked quali-
ties of Indian music. Every religious, tribal and
social ceremony, as well as personal experience,
is expressed in the melodies and there is hardly
a phase of life that does not find in a manner
of speaking its representation in sound.

"Strange to say, the funeral song is expressive
of joy and hope. That of the Omahas, of which
I have a record and which is the only one pos-
sessed by that tribe, suggests in its major strains
sunshine, birds and verdure and has a fleet,
happy movement. Nevertheless there is a latent
harmony between the song and the ceremony.

"Music, in the Indian's belief, has power to

reach the unseen world. They think the spirit
of the dead man can hear the song as it leaves
the body, and the glad cadences are to cheer him
as he goes from those to whom he was attached
on earth, the mourners showing their grief by
mutilating their bodies.

"From a purely scientific standpoint these
phonographic records are very valuable. The
songs of the Indian give us an interpretation of
his character. We can discern from these mel-
odic records his religious nature, his attitude
toward the unseen powers that control him.

"In a way, too, they are a revelation of his
social and tribal relations. In no song is there
mention of the father or the wife. The grand-
father is not alluded to as personal kindred, but
as one whom age has made wise and fit to be
trusted. The mother is only indirectly referred
to, but the sister is the representative of the fam-
ily, and personates the women of the tribe in
many songs.

"The explanation for all this is found in the
peculiar structure of the tribe and in the non-
development of the family idea as we understand
it. In fact the only recognized relationship is
the clan, or gens, a political subdivision of the
tribe.

"Among Indians, with few exceptions, the wo-
man carries the clan, and kinship is traced only
through her, the children being counted in her
clan and not in that of the father. As a man
can never marry in his own clan, he must be as
a stranger to his wife and to his own children ;
and when he dies, his brothers and sisters, who
constitute his family, are his heirs.

"So when an Indian sings of his home, his
sister, with whom he has a recognized relation-
ship, represents that home, rather than the wife
and children, who can never belong to him. The
Indian's love song is practically a song without
words, consisting of unmeaning syllables.

"Friendship is a common theme in Indian
songs. There are no songs of labor. The mys-
tery song has a peculiar origin, as it is supposed
to come to the composer in a vision, after days
and nights of fasting and supplication. The rev-

elation often comes in the form of some animal,
typifying the supernatural agency friendly to the
supplicator, and in praise of which the song is
composed.

"Sometimes the revelation is the same to dif-
ferent persons, and in this case the ene song
becomes common property, creating a bond of
fellowship and sympathy. In some of these
songs there is an element of the weird that is
truly impressive. Indeed, in this Indian music
I am sure that the accomplished composer of
to-day can find a vast world of new motifs."

GODWIN BECOMES JOURNALIST.

Earl H. Godwin, an assistant in the Columbia
Phonograph Co.'s advertising department and for
several years connected with the firm's leading
New York store, has resigned to accept a position
on the Washington, D. C. staff of the Baltimore
Sun. Mr. GrOdwin, who is also a son-in-lav7 of
Edward D. Easton, president of the company,
severed his connection on March 7. The good
wishes of many trade friends follow Mr. Godwin
into the journalistic field, where he will doubt-
less make his mark, as he is a writer of versatil-
ity and resourcefulness, with a "nose for news."

MORE TALK-O-PHONE SUITS.

(Special to The Talking Mactiine World.) ,

Toledo, 0., March 30, 1908.
Suits for $20,067.23 as balance due on two
notes have been filed in common pleas court by
the Bank of California against the Talk-O-Phone
Co. and Albert L. Irish. The notes were for |40,-
000 and $12,000, given respectively Sept. 20, 1905,
and April 16, 1906.

John Buckhardt, treasurer of the General
Phonograph Supply Co., New York, who has
been severely ill with hemorrhage of the stomach
for over a fortnight, is slowly mending. Mr.
Buckhardt is also paying teller of the Germania
Bank, and is well known among prominent bank-
ers and financiers of the metropolis.

The Wonderful Orchestraphone

(Patent Applied For)

MAKES THE TALKING MACHINE PERFECT

Takes Place of Horn— Tone Acoustically Perfect— Pleas-
ing to the Eye— Makes a Perfect Hornless
Talking Machine

The ORCHESTRAPHONE has met with a wonderful success. Its many good qualities
at once present themselves to a person acquainted with the principles involved in the Talking
Machine.

The ORCHESTRAPHONE has been designed by an expert Acoustician. It is acoustically
perfect and its wonderful tones quickly appeal to everyone.

The ORCHESTRAPHONE can be easily adjusted to any Disc Talking Machine and con-
veniently holds in its chambers enough records for an evening's entertainment; in another
chamber all the other accessories; also a dust proof chamber in which the sounding box and
record are operated, free from any outside influences; also a sound amplifying chamber in
which the sound is projected and amplified, having all the advantages of the largest horn which
may be adjusted to practically eliminate the blasting and scratching sound so objectionable in
the Disc Machine.

Dealers have been quick to see the value of the ORCHESTRAPHONE

as a last seller and a profit maker. They sell themselves. It has more points of
merit than have ever been presented in a talkmg machine accessory.

Easy to adjust; easy to operate. Machine can be started and stopped quickly and con-
veniently.

The "ORCHESTRAPHONE" Retails at 2 O . op

USUAL DISCOUNTS TO THE TRADE

When ordering state make and style of machine it is wanted for.

MANUFACTURED BY

THE ORCHESTRAPHONE CO.

No. 815 Harrison Street KANSAS CITY, MO.

The "ORCHESTRAPHONE" in Posilion for Playing

THE TALKING MACHINE WORLD.

27

CONDITIONS IN CLEVELAND

Are Most Encouraging — Factories Opening Up
and Talking iVlachine Houses Feel Trace Im-
petus— Some Recent Visitors to the City —
Columbia Co. in New Quarters — MciVlillin
Concerts Well Attended — Bailey Co. Zon-o-
phone Distributers.

. (Special to The Talking Machine World. )

Cleveland, O., April 9, 1908.

Taken as a whole, conditions in local talking
machine circles are encouraging. During the
past month trade has held its own, and in some
instances a good per cent, of increase is shoTvn.

Business generally, in all industrial lines, is
regaining its normal condition, and dealers note
with satisfaction the continual return of old cus-
tomers from the ranks of mechanics and labor-
ers, which constitute a large per cent, of the
trade.

All the dealers are selling records, and most
of them are kept busy as they have been during
the past month. The machine trade is reviving,
and a number of sales of the higher priced ones
within the past few days are reported.

A. R. Shade, representative of the Ball-Fintze
Co., Newark, O., was in the city a few days ago.
He was on his return home from a two months'
trip through this section of the Middle West,
and stated that, all things considered, he found
the talking machine business good, that dealers
were all doing well, and that he had been suc-
cessful in making a large number of sales.

The Devineau Biophone Co. are now busy at
their factory turning out the attachment in large
numbers. Sales are reported increasing.

At the Gaumont Chronophone Co.'s office, on
High street, it was stated they were doing a
good business in the West, but no particulars
could be obtained.

Daniel G. Williams, representative of the Udell
Works, manufacturers of talking machine cabi-
nets, Indianapolis, Ind., spent several days in the
city the first of the month and booked several
good orders.

The Columbia Phonograph Co. have moved
from Ninth street to 420 Prospect avenue, corner
of Fourth street Bast, a more central location,
and affording better facilities. The new store
has been fitted up with attractive fixtures and
conveniently arranged for the transaction of
business. Mr. Probeck, manager, isaid trade was
fairly good and the prospects very encouraging.
H. B. Jones, formerly in charge of the commer-
cial department, has resigned, and J. H. Roach
has been appointed to the position and is doing
remarkably well.

Prof. L. A. Luckmeier, in charge of the music
and talking machine department of Flesheim &
Smith, stated that business was very fair, con-
sidering conditions. The company handle the
Victor and Zonophone, and Regina music boxes,
with a full line of records and accessories.
Trade, the professor said, was improving, and
he feels sanguine of a good year's business.

Business is moving along very satisfactorily
at the store of W. J. Roberts, Jr. He made sales
of a number of Victor and Edison machines dur-
ing March. He stated that sales of records were
excellent and the demand increasing. "The
April lists are unusually fine," he said, "and are
selling rapidly. They are the best that have yet
been produced, and our customers are all highly
pleased with them. Prospects are fine for a good
season's trade in the talking machine line."

The Tuesday Red Seal concerts inaugurated by
McMillin are well patronized and have proven
very attractive. They are also busi-ess-bringers
and have awakened considerable interest in the
Victrola and the Miraphone, a number of sales,
it is stated, being traceable to that source. Con-
certs are given with Red Seal records on the
Victrola-, alternating with other records on the
Miraphone, using Pagliacci, Tetrazzini, Cam-
panari and other records, Mr. McMillin says
their trade has grown to nice proportions since
the opening of the store less than a year ago,
and that while the business depression affected
their trade somewhat, it is reviving and daily
improving. He reports the sale of a number of

machines within the past six weeks, with a con-
stant and growing demand for records.

The May Co. report trade good, with bright
prospects ahead. They carry a complete stock
of Red Seal Victor and Columbia records. D. E.
Lower, formerly manager of the Barberton
branch of the Geo. S. Davis Co., Akron, O., has
taken cha,rge of this department. He is an ener-
getic, experienced talking machine man, and is
a valuable acquisition.

Phil Dorn, in charge of the talking machine
department of Collister & Sayle, says sales of
machines, including an occasional Victrola, were
fair, and that the April records were selling
rapidly.

Hugh Gully, No. 924 Prospect avenue, reports
he is doing a very good business, and that his
March sales showed an increase over February.

B. L. Robbins, of Robbins & Emerson, 145
The Arcade, said they had made a number of
sales of the higher priced machines, as well as
some of the cheaper grades, during the past
month. He stated business was noticeably im-
proving.

"Business during the past month was a con-
siderable improvement over the previous one,"
said W. H. Buescher, of Buescher & Son. "This
improvement in our trade I account for by rea-
son of the resumption of business in the mills
and factories again furnishing wages to the me-
chanic. I look for a good steady business all
summer."

The Bailey Co. have been appointed exclusive
distributers of the Zonophone for Northern Ohio,
and are pushing sales of that popular machine.
Ihe manager of the department stated business
all along the line was very fair, and that they
had made sales of a number of Victor and Edi-
son machines during the past month.

By resolution of the city council the chief of
police w^as instructed to suppress at a local mov-
ing picture show pictures of the recent Collin-
wood schoolhouse fire, wherein 170 children were
burned to death. The resolution alleged that
"there are too many aching hearts over that dis-
aster to permit it to be revived for a morbidly
curious crowd." And yet for several days the
daily papers published pictures of the ghastly
horrors, without comment from the city authori-
ties.

March 4 Loring Leeds, general sales manager
of the Leeds and Catlin Co., left New York on a
special business errand to Chicago. He recently
booked an order there for 250,000 flat records
from one concern. Mr. Leeds expects to be away
about ten days. On his return he will go South
to call on the leading jobbers and catalog houses.

AUTOMOBILE RACE WINDOW.

Special Display Made by the Columbia Co. in
Denver in Connection With the New York
to Paris Race Which Has Been Highly
Praised.

(Special to The Talking Machine World.)

Denver, Col., April 6, 1908.

The Columbia Phonograph Co. made good use
of the opportunity offered by the New York to
Paris automobile race to have in their window
a very unique automobile display while the cars
were racing through Nebraska, Wyoming, Utah,
and to the Coast.

This race attracted special attention in Den-
ver, as E. Linn Matthewson, a local automobile
enthusiast and president of the Matthewson
Automobile Co., drove the Thomas car from
Cheyenne, Wyo., across the Rocky Mountains and
Great Continental Divide to Ogden, Utah. These
facts, together with the attractiveness and ap-
propriateness of the window display, induced
practically every person passing to stop and take
notice.

The automobile used in the display was built
entirely out of a B D graphophone, disc records,
small horns and supply parts, and its general
make-up, originality and the signs or cards used
in the display caused no little comment.

Since Mr. Matthewson had purchased a
graphophone from the Columbia store some few
months ago, it was in order to use this in the
display.

The two cards in the window read as follows:
(1)

COLUMBIA GRAPHOPHONES
New York — Paris and Everywhere.
(2)

E. Linn Matthewson is owner of

A Columbia Graphophone.
Some of his favorite records are:
"Thomas C 1," No. 522; "Little Chauf-
feur," No. 3431; "Out in an Automo-
bile," No. 3320; "In My Merry
Oldsmobile," No. 3564.
"Aside from the window cards the display in-
cluded maps, etc., giving in detail the progress
of the race. The entire window display was got-
ten up by C. L. Woodward, with the local Colum-
bia store, and was only one of the attractive
displays he arranges from time to time, and
which always attract great attention.

All the road men of the Universal Talking Ma-
chine Mfg. Co., Newark, N. J., are on their terri-
tory, and business is coming in at a very nice
rate.

"JOBBERS ATTENTION"

Our Advertisement in last month's World, regarding our
complete line of

TALKING MACHINE SUPPLIES

has brought us Orders from almost every Jobber in the
United States. If you have not sent us an order, do so at
once and you will save 100 % clean profit. Besides repair
parts, we sell Needles. Write for our Net Prices and Samples
at once.

Talking Machine Supply Co., rEw'^RK

28

THE TALKING MACHINE WORLD.

TIMELY TALKS ON TIMELY TOPICS

A new line of disc macliines and records is
soon to appear upon the market. The goods in
question have been under consideration for some
time, being held back by reason of litigation
into which the concern interested was led unwit-
tingly. The firm have since gone ahead on what
they claim to be original appliances, neither
purposely designed to evade existing patents,
but what they term "something entirely new."
Doubtless the so-called "mechanical feed" will
figure in the construction of the reproducing de-
vice, while the ujvand-down or vertical cut of
sound wave will be used on the records. In con-
nection with the sapphire point or needle. The
vertical cut on a disc record is practically un-
known in the American market, though a promi-
nent French manufacturer has been producing
records of this kind for a long time, and in con-
nection with which the results have been very
satisfactory — the tone quality being free from
scratch, smooth, even and resonant. The arrival
of the new line will be awaited with interest
by the trade, not only on account of the claims
set forth, but its ultimate success when the cur-
rent situation is considered.

New dealers are apt to make a mistake, in plac-
ing their initial order with the jobber, by an
InsuflBcient selection of record stock. That is to
say, dealers who aim to be sagacious merchants
and not fakers on the trade politic. Prudence
and wisdom would suggest accepting the assist-
ance and advice of the more experienced jobber
under these circumstances, but the sooner the
entire catalog of any manufacturer whose goods
are handled is ordered the better. Of course,
conditions are to be considered also.

Another honor showered on the Victor Talking
Machine Co., Camden, N. J., is that of makers of
talking machines to Her Majesty, Queen Alex-
andra of England, the greatly beloved consort
of Edward VII. Perhaps this added luster Is
not appreciated so highly by the American trade
as with the loyal subjects of Great Britain and
of her vast colonial possessions the world over.
Nevertheless it is a distinction highly valued
and of no insignificant commercial value to its
possessors. Dealers here who have a clientele
likely to be impressed with this endorsement
are not slow in using the royal warrant in con-
nection with their printed matter. The further
west one goes, however, the less is the "appoint-
ment" glorified in any relation whatever.

The annual meeting of the National Associa-
tion of Talking Machine Jobbers at Atlantic
City, July 6 and 7, promises to be one of the
most important gatherings of this active and
progressive organization. As it stands the asso-
ciation, less than a year old, has assembled un-
der its banner nearly a half of the representative
jobbers of the country. So far, the Pacific Coast,
Southwestern and Southern trade are not ade-

quately represented in the ranks, but it now
seems they will no longer hold aloof, which may
be ascribed more to geographical conditions than
to any unwillingness on their part to become
members. The July convention, which will su-
persede the constitutional date this year, for
obvious reasons, should be attended not only by
the regularly enrolled, but by other jobbers who
may merely come as "onlookers in Venice."
The latter will meet the very best men in their
line — men whom it is a pleasure to know socially
and profitably in a business way.

lecture form. He has proven to New Yorkers
how little they know of their city and how many
pretty spots, as well as dark spots, there are in
this cosmopolitan city of ours.

First and foremost the sessions of the associa-
tion will be fraught with interest to everyone
who is concerned in placing the trade on a
sounder and more satisfactory basis. This is the
sole aim and purpose of the association. Then,
as an added attraction, and one that was taken
into account when the place was selected, is the
glamor of Atlantic City itself at the height of
the summer season. The Committee of Arrange-
ments, for which three better equipped gentle-
men than those having this honor could not
have been chosen by President Bowers, are de-
termined to leave no stone unturned to make the
stay of their colleagues at this spot one ever to
be remembered. These facts should be borne in
mind, and The World joins most heartily in
urging upon each individual member and those
as yet "outside the breastworks" to now com-
mence arranging their affairs and make prepara-
tions with a view of being on hand at Atlantic
City on July 6 and 7, at least. If they can tarry
longer to enjoy a brief vacation with their fami-
lies so much the better.

So far as the United States courts have passed
upon the gold molded or casting processes for
making cylinder records, their decisions relate
solely to certain privileges under territorial sell-
ing contracts, the final adjudication of which is
still pending on appeal. An important opinion
on this question appears on another page, and a
close and careful reading will make clear this
particular point: that is, the validity of the pat-
ent was not before the court in any sense, and
if anyone should imagine this to be the case they
will be laboring under a grievous error.

In the very interesting illustrated lecture given
Thursday of last week by R. G. Knowles at Car-
negie Lyceum on "New York: Things You
Haven't Seen," he threw on the screen a number
of pictures of the Bast Side of the city, and
among others a view of a talking machine store
with a large crowd listening to some Hebrew
records being played at the door. It was a splen-
did advertisement for the Victor Company, whose
sign appeared on the window, and for the o'mier
of the store. And it was entirely gratuitous.
Mr. Knowles is one of the most noted lecturers
of the day, and his studies of out of the way
places In New York have been admirably put into

Some time ago one of the record makers of
repute imported a "line" of singers from Eng-
land in order to obtain the "true accent," etc.
This undertaking was at no little expense, and
great pains were taken to reach the very best
results. The records, on being placed upon the
American market, although principally for Brit-
ish consumption, proved "frosts." In fact, when
the imported singers had an opportunity to com-
pare themselves with the domestic "talent," they
were astonished at the cleverness and ability
shown by the native artist, which was of a
much higher order than they realized in their
most generous estimates. Briefiy, coming with
exaggerated ideas of their own importance, and
with limited knowledge, apparently, of record-
making conditions here, the so-called artists of
British brand were astonished at what they saw
and heard. The net results of the visit is that
the company bearing the expense of the impor-
tation are greatly disappointed with the demand
for what they were led to believe were destined
to be great sellers. As a matter of fact, outside
of the famous operatic singers, it seems a waste
of money to bring in, duty free, a bunch of
popular singers, who may or may not have a
reputation in "dear old Lunnon," to swell the
catalog of strictly American record manufactur-
ers. At least, this is what the company in point
asserted, and in reciting the facts, they added,
"and we were stung good and hard."

Court cases of considerable interest were dis-
posed of during the past month. The apparently
interminable suit of the New York Phonograph
Co. against the National Phonograph Co. and
others has reached another stage in its develop-
ment. Precisely the attitude of the litigation as
it concerns the trade direct is hard for a lay
man to determine. One is safe, however, in re-
porting progress, after perusing the latest opin-
ion of Judge Hazel, that appears on another page
of this issue.

Possibly the trade at large are not familiar
with the enormous business in talking machines
and records handled by a number of mail order
or catalog houses, especially in the West. It is
not altogether in the hands of firms whose
names are best known. One concern in mind,
and not in the generally credited front row,
places orders for records at the rate of 300,000
at a time, and machines — premium, of course —
in the same ratio. These concerns travel as
many as 40 men regularly, but they do not call
on the recognized dealers. They have other fish
to fry.

Again the copyright bills are before Congress,
and the talking machine representatives speci-
fically concerned in this legislation have appeared
before the Patents Committee and submitted
their arguments and statements, and filed briefs.

Recopding Horn

AT This Horn is made of pure linen, moulded in
one piece without seam or joint, insuring the
best results for record making. Size, 25x6. the
correct proportion for this purpose. Handsomely
finished in black enamel and gold striped.

#11 Dealers can increase their customers interest
b}' pushing the record-making possibilities of

RETAIL PRICE, $2.00

A Good Margin for Dealers and Jobbers

WRITE us FOR DISCOUNTS

the machine and further the sale of such articles
as these horns, blank records, etc., by doing so.

The Pardcc-Ellcnbcrgcr Co.

NEW HAVEN, COMINJ.

THE TALKING MACHINE WORLD.

29

The controversy has reached an acute stage once
more as between the music composers and the
record manufacturers, the particulars of which
are given at length on another page of The
World. Yeoman service has been rendered by
Messrs. Cromelin and Cameron, for the Columbia
Phonograph Co., General; Horace L. Pettit, for
the Victor Talking Machine Co., and Frank L.
Dyer, for the National Phonograph Co. They
have made a marked Impression upon Senate
and House committees in charge of the bill, and
their opposition to the embodiment of a royalty
on copyright music reproduced on records has
been consistent and strongly maintained. Rather
than see the bill fail of passage they will yield
to a compromise, but not of the kind so far pro-
posed. They have their own ideas of what is
right and proper under the circumstances. These
gentlemen are to be congratulated upon the
sturdy fight they are waging, as much from prin-
ciple as of commercial advantage.

The Mexican trade is evidently very desirable.
During the past month representatives from
three of the large record manufacturing com-
panies have been in the capital of the sister
republic, either looking after business and plac-
ing it on a more satisfactory basis, or securing
material and selections for additions to their list
of records. The gentlemen are experts in their
respective fields of activity, and it is hoped that
they . have met each other ere this, felicitated
each other on soon returning to God's country,
and then had a stein of pulque or something
else more palatable and less perilous, as evi-
dence of good-fellowship.

WANT RECEIVER REMOVED.

stockholder and Creditor Says Receiver of
Talkophone Co. Represents Conflicting In-
terests and Therefore Should Retire.

(Special to The Talking Machine World.)

Toledo, O., April 8, 1908.

Application has been made to the common
pleas court, by a creditor of the Atlantic Phono-
graph Co., to have Harry H. Ensign removed as
receiver of that concern, alleging that as a stock-
holder and a creditor of the Atlantic and Talk-0-
Phone Companies he represents adverse -and
clashing interests.

The creditor also asks that the court ascertain
the solvent stockholders of the Atlantic Co., out
of the $2,000,000 stock, of which one-half was
issued to purchase the property and rights of
the Talk-O-Phone Co., and that sufficient be col-
lected on the unpaid stock subseriptions to sat-
isfy the demands of the creditors.

The application states that when the Talk-0-
Phone Co. was bought out it was wholly insol-
vent, and that its assets were exceeded by its
liabilities, sp that the Atlantic Co. received noth-
ing of value for its $1,000,000 worth of stock.
The creditors of both companies are claiming
payment out of the assets of the Atlantic Co.,
which are, the petitioner says, not sufficient to
wholly satisfy the claims of the creditors of
either company.

The creditor asks that Ensign be required to
surrender the books and the records of the com-
panies of both before and after his appointment
as receiver; that a new receiver be appointed to
collect the assets and hring suit on the unpaid
stock subscriptions of which the creditor asks
the court to take an accounting.

The advent of the Zed Co. on Chambers street.
New York, completes the representation of every
manufacturing concern on "talking machine row"
between Broadway and Church street. Professor
Aal could form an interesting class in language
study on the block.

Last month, having the price, Prank E. Madi-
son, in charge of the National Phonograph Co.'s
correspondence bureau at their New York head-
quarters, indulged in a trip to Atlantic City,
N, J., for a week end's recreation. Needless to
say, Mr. Madison enjoyed the divertisements of
the bo&rd walk.

THE ECHO-TONE
( For. and Dom. Pats. Applied for)

Descriptive
Literature

Mailed for
the asking

Retail

prices

are ad-

justed so that the jobber

will be afforded liberal

profits.

DO NOT
DELAY AN
INVESTIGATION
OF THE
ECHO-TONE

Here's something entirely new
Mr. Talking Machine man

THE ECHO-TONE

The Echo-Tone is an Entirely New Talking
Machine Horn. The sound waves pass through
an inner-conductor, are projected against the
sound reflector in the rear of the horn, and re-
bound to the ear of the listener, giving a wonder-
ful reproduction of true tones of superior richness
and melody and of great range and volume. The
principle involved is the principle of the echo.
The mellowing effect of an echo on sound is
known to all.

The principles of construction of The Echo-
Tone give this horn an immense advantage over
all others.

Its tones are absolutely non-metallic.

The objection to metal horns is thus

overcome.

Its tones are brilliant and mellow in quality.

It produces great volume without agitating
the ear-drum, and yet interprets clearly
the faintest passages.

Needle scratching

is practically overcome,

for as these sounds rise, they are dis-
pelled by the louder sounds from
the horn.

It is but 10 inches in length, does nOt
project, need not be disturbed when
changing records, and in no way inter-
feres with the operator.

The Echo- Tone can be applied to cylinder

as welL as disc macnmes.

As a demonstrator The Echo-Tone is
unrivalled. Its pleasing tone effects and re-
productive qualities show off any machine to its
utmost advantage, and it brings out every bit of
music in the records played. The horn is grace-
ful in design and beautifully made. It is a triumph
of the metal-worker's art. We have a brass and
copper horn, a brass horn and an oxidized horn.
The first is particularly attractive in appearance,
with its alternating plates of the two metals, and
is specially adapted to demonstration purposes.
As a show-window feature it is invaluable, for
its distinctive beauty and novelty unfailingly
excite interest.

We want to interest YOU £rst in
The Echo-Tone. We know for certain that
when you have a line of samples to show cus-
tomers their orders will follow as a matter of
course. You will find that no matter how many
other horns a man already has, when he has
seen and heard it, he will want an Echo-Tone.
That this is not an idle boast you can soon
learn by ordering a sample.

The J. E. Frey Manufacturing' Company

118-120 Park Avenue BROOKLYN, N. Y.

hii

Showing sectional view of the
Echo-Tone

30

THE TALKING MACHINE WORLD.

OUR FOREIGN CUSTOMERS.

Amount and Value of Talking Machines Shipped
Abroad from the Port of New York.

( Special to The Talking Machine World, i

Washington, D. C. April 6, 1908.
Manufacturers and dealers in talking machines
will doubtless be interested in the figures show-
ing the exports of talking machines for the past
five weeks from the port of New York:

MARCH 10.

Berlin, 13 pkgs., $878; Bombay, 8 pkgs., $281;
Buenos Ayres, 19 pkgs., $2,232; Callao, 2 pkgs.,
$455; Corinto, 6 pkgs., $189; Havre, 28 pkgs.,
$548; Havana, 5 pkgs., $335; 12 pkgs., $317; 4
pkgs., $317; Kingston, 6 pkgs., $473; London, 9
pkgs., $675; 707 pkgs., $7,820; 29 pkgs., $1,780;
8 pkgs., $411; Manchester, 10 pkgs., $792; Mel-
bourne, 51 pkgs., $2,162; Naples, 1 pkg., $577;
Porto Plata, 6 pkgs., $395; St. Thomas, 5 pkgs.,
$399; Shanghai, 9 pkgs., $318; Sourabaya, 6
pkgs., $151; Vera Cruz, 9 pkgs., $754; 16 pkgs.,
$300; Yokohama, 45 pkgs., $2,462.

MARCH 17.

Auckland, 6 pkgs., $153; Berlin, 5 pkgs., $478
Dublin, 2 pkgs., $201; Glasgow, 4 pkgs., $161
Hamburg, 4 pkgs., $450; Havre, 13 pkgs., $1,156
Havana, 5 pkgs., $344; Kingston, 19 pkgs., $231
London, 14 pkgs., $511; 80 pkgs., $5,428; 23 pkgs.,
$1,538; Manila. 17 pkgs., $477; 2 pkgs., $687; Mel-

bourne, 409 pkgs., $10,549; Singapore, 4 pkgs.,
$187; St. Petersburg, 2 pkgs., $102; Trinidad, 8
pkgs., $132; Vera Cruz, 48 pkgs., $1,749; Vienna,
11 pkgs., $369.

MARCH 24.
Berlin, 6 pkgs., $115; (Jorinto, 7 pkgs., $337;
Colon, 3 pkgs., $323; Dalny, 8 pkgs., $1,219;
Guayaquil, 2 pkgs., $228; Hamburg, 8 pkgs., $198;
London, 37 pkgs., $1,892; 5 pkgs., $156; 5 pkgs.,
$375; 13 pkgs., $775; Milan, 28 pkgs., $515;
Natal, 6 pkgs., $150; Rio de Janeiro, 36 pkgs.,
$992; St. Jolins, 7 pkgs., $194; Vienna, 2 pkgs.,
$76; 4 pkgs., $184; Vera Cruz, 12 pkgs., $1,009.

MARCH 31.
Berlin, 3 pkgs., $196; Bombay, 17 pkgs., $1,073;
Callao, 4 pkgs., $309; Colon, 5 pkgs., $120; Glas-
gow, 6 pkgs., $370; Havana, 3 pkgs., $5,991; 2
pkgs., $211; 3 pkgs., $214; Havre, 44 pkgs.,
$1,202; London, 61 pkgs., $7,033; 9 pkgs., $474;
15 pkgs., $890; Progresso, 23 pkgs., $876.

APRIL 7.

Callao, 2 pkgs., $254; 8 pkgs., $182; Cooktown,
7 pkgs., $100; Cristobal, 35 pkgs., $1,113; Ham-
burg, 2 pkgs., $120; Havana, 13 pkgs., $1,012;
Havre, 3 pkgs., $151; Liverpool, 3 pkgs., $240;
London, 113 pkgs., $6,612; Para, 3 pkgs., $143;
Progreso, 10 pkgs., $694; Rio de Janeiro. 1 pkg.,
$209; St. Petersburg, 35 pkgs.. $2,102; Vienna,
27 pkgs., $967; Warsaw, 3 pkgs., $162; Yoko-
hama, 14 pkgs., $2,733.

F. M. PRESCOTT BACK FROM EUROPE.

F. M. Prescott. formerly president and general
manager of the International Talking Machine
Co., Berlin, Germany, and also of the Odeon Co.,
of London, Eng., with a trading arrangement
with the Fonotipia Co., Milan, Italy, who retired
from business last year after selling out his
European interests, after being abroad since
January, got back to New York April 5, on the
Amerika. Mr. Prescott went over to "collect,"
in which he was eminently successful, and with-
out resorting to pressure. He also visited the
Leipsic Fair, a yearly institution of importance
on the Continent, and saw a number of new
things and novelties in the talking machine line.
Mr. Prescott lives in retirement at Summit, N. J.,
and devotes his time mainly to raising fancy
fowls. Like W. Barry Owen, now and then the
story goes forth that Mr. Prescott is too young
a man and has too much valuable talking ma-
chine experience at his command to rest on his
laurels, and that a new enterprise in the line of
world proportions, will soon materialize, with
himself as the chief executive. These tales cause
him to smile quietly, but never a word is vouch-
safed, either in affirmation or denial.

Minges & Muzzarelli, phonograph dealers, at
64 North 13th street, Philadelphia, have dissolved
partnership, the business being taken over by
John D. Muzzarelli.

Edxjcate tKe pvibHc to-
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LYRA PHONOGRAPHS

1908
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They reproduce as well as any $15.00 Talking Machines. They can be
profitably retailed at $2.50 or even less, and will soon be exchanged for larger
machines. Write for information respecting our new destributing propositions
which are highly endorsed by leading jobbers and dealers.

WE CARRY A LARGE STOCK OF SPARE PARTS

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BERLIN NEW YORK

Write lor our 1908 Catalogue of Novelties

THE TALKING MACHINE WORLD.

31

LATEST DEVELOPMENTS IN COPYRIGHT SITUATION

Recent Hearings on Copyright Bill End with Tentative Agreement for Compromise on Part of
Certain Interests — Royalty Provisions Not Approved by Talking Machine Men — Two Sep-
arate Copyright Bills Suggested by O'Connell — Is Royalty Confiscatory? — Compromise De-
tails May Be Worked Out by Congress — Law Not Likely This Session.

(Special to The Talking Machine World.)

Washington, D. C, April 9, 1908.

The copyright situation is more turbid at
the close of this week than ever before. The
hearings before the Joint Patents Committee of
the Senate and House, which closed April 28,
with the talking machine, mechanical instru-
ment, and perforated music roll manufacturers,
together with the music companies and publish-
ers, presenting their varying views on that date,
finished up that part of the proceedings. The
representatives appearing for the talking ma-
chine trade were: Frank L. Dyer, counsel for
the National Phonograph Co., Orange, N. J.;
Paul H. Cromelin, president of the American
Copyright League, and Philip Mauro, for the Co-
lumbia Phonograph Co., General, New York; Hor-
ace L. Pettit, counsel for the Victor Talking
Machine Co., Camden, N. J.; John J. O'Connell,
counsel for the Leeds & Catlin Co., New York.

Among other matters discussed at the hear-
ings it was held by certain theatrical managers
that moving pictures with talking machine at-
tachments, reproducing plays and the accom-
panying dialogue, were ruining their business.

THE SO-CAILED COMPROMISE AGREEMENT.

Immediately following the adjournrhent of the
uearings an agreement was signed April 30, in
the nature of a compromise between certain in-
terests involved, but to which the record and
the majority of the perforated roll manufac-
turers and all music publishers were not par-
ties. A verbatim copy of this agreement follows :

Washington, March 30, 1908.
The Honorable Committee on Patents, United States
Congress :

Pursuant to the understanding reached at the final
hearing of your committee, the undersigned have met
in conference, and have arrived at the following mutual
understanding :

That we jointly request the pending copyright legis-
lation be amended to include the following :

That coffyright protection be extended to include, all
mechanical reproductions or representations of what-
soever sort, and all modes and manners of expression
by which the copyrighted work may be expressed, ex-
hibited, or reproduced to the appropriate sense ; pro-
vided, however, that such right of mechanical reproduc-
tion of a musical composition so copyrighted shall be
open to everybody upon the payment to the composer
of a royalty of two cents for each and every perforated
roll, phonograph disc, record or cylinder, music-box
cylinder, or other reproducing device, whether such
device is claimed to reproduce expression, or to be
purely mechanical.

That such royalty be paid through the medium of
copyright stamps, to be purchased at the copyright
office and to be affixed to each and every mechanical
reproducing device, one stamp to be affixed for each
copyrighted composition reproduced thereon. The sale
or lease of any record without such a stamp shall sub
ject the vendor to the penalty provided by this act.

That the provisions of this act as to mechanical re-
production of music shall relate only to compositious
copyrighted after the act goes into effect.

That the composer shall file with his application for
copyright his address and an affidavit, duly executed,
to the effect that he is the composer of the work sought
to be copyrighted and that, to his best knowledge and
belief, he is entitled to a copyright thereon.

That the fairness and propriety of full protection
to dramatic works having been uniformly admitted be-
fore the committee at its hearing and believed to be
proper by us, appropriate legislation in this regard is
requested.

Upon substantial incorporation of the foregoing sug-
gestions we and each of us pledge ourselves and the in-
terests we represent to support Senate Bill 2499 both
before the Patents Committee and in the halls of Con-
gress. Very respectfully,

JOHN J. O'CONNELL, on behalf of the National
Piano Manufacturers' Association of America.

LIGON JOHNSON, on behalf of the National As-
sociation of Theatrical Producing Managers.

LIGON JOHNSON, on behalf of Dramatic Club.

CflARLBS S. BURTON, on behalf of Melville Clark,
Melville Clark Piano Co., and Q. R. S. Co.

HARRY H. WILLIAMS, on behalf of Words and
Music Club of America.

WM. SHILLABER, Jr., on behalf of the Tel-Elec-
tric Music Co.

GEORGE W. POUND, general counsel, etc. (public
performance omitted).
If it can be legally done I am in favor of a universal
royalty, but believe that composers should get more

than 2 cents upon a roll, and that no affidavit should
be required.

VICTOR HERBERT.
We, as authors and composers, endorse the foregoing
joint statement in each and every detail and specially
request that provisions as to affidavit be retained,

WILLIAM KENDALL EVANS,
DAVE REED,
GEORGE H. BELL,
HARRY H. WILLIAMS.
ERNEST R. BALL.

LEGALITY OF STATUTOBY BOYALTY QUESTIONED.

The signature Of Victor Herbert in the above
agreement follows an expression of his attitude
in his own handwriting, to the effect that he
thinks more than two cents a record should he
paid. The talking machine interests are under-
stood to favor royalties, but of less than two
cents. This is a difference in detail, and all
questions of detail will have to be settled by the
committees and by Congress. It is, however, a
great step in advance to secure an agreement
upon principle.

Concerning the question of constitutionality, or
legality, as Victor Herbert calls it. Chairman Cur-
rier said last week he does not regard that as at
all troublesome. He. pointed out that the patent
lawyers who appeared before the committee
agreed, with one exception, that the royalty pro-
vision would be constitutional. This single ex-
ception was Albert H. Walker, author of "Walker
on Patents," who believes it would be unconstitu-
tional. Chairman Currier pointed out last week
to your correspondent that the Supreme Court of
the United States had held, in a very old case —
the Wheaton case — and more recently in a case
other than the Smith-White case this winter, that
when Congress grants such rights as those of
copyright under the constitution Congress may
attach conditions. Mr. Currier believes that the
requirement of the payment of a royalty is one
of the conditions that may be thus attached by
legislative enactment.

WILL THE TWO-BILL PROPOSITION PASS?

The agreement having been reached the ques-
tion now is, Can the bill or the two-bill propo-
sition pass before Congress adjourns about May
15? Senator Smoot and Chairman Currier be-
lieve legislation can be had this session if a
unanimous report can be laid before Congress
from each committee. An effort will be made to
have a rule introduced in the House setting time
for t^e debate on the measure and also a date
for a (Vote. Important legislation always has a
precarious chance toward the end of a session.

but the copyright situation has so changed dur-
ing the past week that Senator Smoot and Chair-
man Currier both expressed themselves to-night
as extremely hopeful.

THE COMMITTEE CHAIRMEN OPTIMISTIC.

Still Senators Smoot and Currier are optimistic
and expect to accomplish something. This may
be done by following the suggestion of Coun-
sellor John J. O'Connell, that two separate copy-
right bills be reported— one providing for general
copyright legislation, the other for merely a
musical copyright. In connection with that
suggestion Mr. O'Connell submitted to both
Senator Smoot and Representative Currier the
text of a proposed bill dealing with musical
copyright. It covered some twelve typewritten
pages and was intended to "provide revenue to
composers of music from devices for mechanical
reproduction." It was framed to cover the grant-
ing of "mechanical musical copyright," and this
is the phrase by which its object is designated
throughout the measure.

The text of the measure cannot yet be pub-
lished. The fact that this toill has been laid
before the two chairmen does not necessarily
indicate that it will be emibodied into law either
partly or in toto. The committees are in no way
bound to observe the features of the proposed
"Mechanical Musical Copyright" bill, and are not
even bound to introduce it in Congress for ref-
erence to their committees. It is practically
certain neither Senator Smoot nor Chairman
Currier a-pprove all of its provisions. In fact
both of them would incorporate changes of a
material character into the O'Connell sugges-
tions.

INTENT OF THE MECHANICAL MUSIC BILL.

While the text of the bill cannot yet be printea
it is understood that the O'Connell idea proposes
that the rights that would be secured by the
proposed "Mechanical Musical Copyright Bill"
should constitute an estate entirely distinct and
separate from that which might be derived or
acquired by virtue of any other copyright statute.
The O'Connell idea also contemplates that the
mechanical musical Copyright to be thus secured
should be the exclusive right of an author or
composer of music to receive the compensation
of 2 cents a roll, record or other device used in
the reproduction of their copyrighted composi-
tions automatically to the ear.

Then in elaborate detail the O'Connell proposi-
tion goes into every phase of the subject. It goes
into such detail, in fact, that members of the
Patents Committees would insist upon careful
scrutiny of the measure before enacting it into
law. Unless the various interests come together
the Congressional committees will probably de-

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THE TALKING MACHINE WORLD.

33

clde to go ahead on their own volition and frame
a measure in accordance with their ideas of the
justice of the situation without further awaiting
the attempt to bring the various interests to-
gether. As understood here the attitude of the
tallting machine and piano player people is not
wholly against the proposed royalty provisions.
They are understood to be of the opinion that
there should be no royalty paid on the ground
that they do not believe the Constitution con-
templated the inclusion of mechanical music
reproducing devices without the scope of exclusive
copyright domain, but it is believed by members
of the two committees that the piano player and
talking machine interests would consent to the
royalty stipulation if insisted upon by Congress.

ROYALTY NAMED DECIAKED CONFISCATOKY.

If that should be the course adopted the chief
concern of those interests would be the amount
of the royalty to he paid. Some of the talking
machine and piano player concerns have already
indicated informally to the committees their be-
lief that a royalty of two cents a roll, as con-
templated by the "compromise" of last week,
would be confiscatory. Another question inter-
esting Congressional members is whether the
imposition of a royalty would ultimately fall as
a tax upon the people. If the payment of the
proposed royalty stamps would be added to the
retail price of the music rolls, perforated rolls,
or talking machine records, there might be a
howl from the consumers, especially in the rural
districts which would be very influential with
members of Congress from suburban districts
who are nearly always solicitous about the com-
plaints of the farmer.

Again certain perforated roll representatives
have intimated that it would be easier for the
talking machine manufacturers to add the two-
cent royalty cost to the price of their records
than it would he to add it to the retail price of
the perforated rolls, for the reason that the latter
are generally sold in multiples of 25 cents. They
say that the public when accustomed to paying
multiple prices, like 25, 50 or 75 cents for a
staple article, would immediately object to pay-
ing 27, 52 and 77 cents for those same articles;
that it would be as difficult to raise the price of
a perforated roll with success from 25 to 27 cents
without a hlDwl from the public as it would be
to increase the price of a loaf of bread from 5
to 7 cents. On the other hand they declare that
as talking machine records are sold at various
irregular prices, not in multiple prices, the extra
charge of two cents could be added to the price
of discs and cylinders without attracting public
attention and criticism, in the same way that
the variation in price of meats several cents one
way or the other is paid by the public without
objection. Both interests contend that if they
have to pay the two cents a roll or record royalty
it would be unconstitutional because confiscatory.

CONGEESS TO WORK OUT COMPROMISE DETAILS.

These are some of the phases of the royalty
proposition which will attract attention before
the committees and on the floor of Congress if
it is pressed, but Congress can be safely trusted
to work out these details. The members of both
committees want to act with justice, but it has
been difficult to reconcile all of the conflicting
interests. This cannot be done without com-
promise. In this respect the copyright bill very
closely resembles tariff legislation. Schedules
cannot be framed to satisfy everybody. There
must be a compromise in all legislation of this
character, and Congress will insist upon drawing
the line of compromise itself, after hearing the
arguments of all sides.

This week a form letter, emanating or in-
spired by the Authors' and Composers' League of
America, has been coming in bunches to Senator
Smoot and Chairman Currier. The tone of these
letters is the same and almost identical as to
the subject-matter. They violently oppose a
statutory royalty proposition as illegal, uncon-
stitutional, un-American, unfair and a grave im-
position on music writers and composers. The
officers of the league are: John Philip Sousa,
president; Reginald De Koven, secretary, and
Victor Herbert, treasurer.

CONTENTIONS OF THE TALKING MACHINE MEN.

Paul H. Cromelin, vice-president of the Colum-
bia Phonograph Co., General, has been here since
last Friday. He has had several conferences
with Chairmen Smoot and Curriei-, the last tak-
ing place Wednesday and yesterday. Mr. Crom-
elin urged on the part of the American Copy-
right League, which includes the talking ma-
chine and perforated music roll people in its
membership, and of which he is president, that
records and rolls or any other device for auto-
matic or mechanical reproduction of music
should be included in the domain of copyright as
a matter of right. This view, he declared, would
be urged upon the committee, but if they were
disposed to believe all interests at stake would
be subserved by a statutory royalty fee or charge,
then the talking machine trade would submit
gracefully, at the same time submitting what
they consider would be an equitable arrange-
ment. The Patents Committees are expected to
report out a bill within the next week or ten
days.

the association, and we feel that you need us,
as we know that through the combining of your
efforts with ours we can more quickly accom-
plish things, which to all of us appear for the
betterment of the business.

"Our Committee of Arrangements will select
hotel, and make other arrangements for this
meeting, and as soon as we receive their report,
we will forward you a copy of same, and trust
that you will be able to attend this meeting.
The Committee of Arrangements consists of J. N.
Blackman, 97 Chambers street. New York; Louis
Buehn, 49 North Ninth street, Philadelphia, and
V. Henkel, 89 Chambers street. New York."

Secretary Whitsit has also sent a letter to the
members urging them to attend this meeting,
and to induce all talking machine jobbers who
have not yet joined the association to be
present.

JAMES lANDAY TO ICARRY.

TIME TO FALL IN LINE.

Talking Machine Jobbers Should Attend the
IVIeetIng of the National Association to be
Held at Atlantic City, July 6th.

Perry B. Whitsit, secretary of the National
Association of Talking Machine Jobbers, has sent
out the following communication, dated Colum-
bus, O., March 27, 1908, to members of the trade
who are not now affiliated with the association:

"The next meeting of the National Association
of Talking Machine Jobbers will be held at At-
lantic City, N. J., on July 6, 1908, and we would
be very much pleased to have you attend, as we
believe that you will profit by attending this
meeting many times for the expense and time
you will be put to.

"We have written you several times in regard
to joining the association, and we trust that we
have interested you to some extent at least. We
are making, we feel, rapid progress, as our as-
sociation is hardly six months old, and we have
to-day one hundred and one (101) members,
which is considerably more than one-half of the
talking machine jobbers of the United States.
Our membership comprises many of the most
prominent talking machine houses, and we feel
that we are not making a false statement when
we say that the membership of our association
handles at least from two-thirds to three-fourths
of all the talking machine goods sold in the
United States. We need you as a member of

James Landay, treasurer of the Zed Co., and
also senior member of Landay Bros., the Victor
distributers, of 400 Fifth avenue, New York, will
he married to Lillian Shone, of California, on
June 2. On the following day he and his bride
will sail for Europe on the New Amsterdam, of
the Holland-American Line, for a honeymoon of
two months.

At a recent directors' meeting of the Zed Co.,
Zonophone jobbers, 77 Chambers street. Max
Landay was elected president, and James Lan-
day, secretary and treasurer. A new general
sales manager, in Siegfried Aal, an experienced
talking machine man, assumed office March 30.

RECENT INCORPORATIONS.

The United Talking Machine Co., New York,
have incorporated with a capital stock of $25,000.
Directors: Clinton B. Repp, Andrew J. Morris-
sey, and Charles A. Curtin, all of New York.

The Multi-Phonograph Co., a Michigan cor-
poration, have filed incorporation papers with
the Secretary of State of Illinois, giving their
address at 1602 West 12th street, Chicago.

Humanatone Introducing Novelty Co., New
York, have incorporated with a capital of $15,-
000. Directors — George W. Stivers, James J.
Stivers and John H. Dreyer.

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34

THE TALKING MACHINE WORLD.

TRADE NOTES FROM PACIFIC COAST.

Trade Shows Some Improvement — Clark Wise
Featuring Edison Goods — Excellent Columbia
Report — Some Curtaz-Goodman Changes.

(Special to The Talking Machine World i

San Francisco, Cal., April 4, 1908.

Ben Curtaz has bought out Francis Hare-Good-
man's store on Mission street, and Mr. Goodman
has opened a new place on Van Ness avenue, at
the corner of Willow. He makes a specialty of
the Victor and Zonophone lines, but carries a
full stock of miscellaneous talking machine
goods. The new store is well arranged and
neatly fitted up, with a number of individual
demonstration rooms, and a tasteful display is
carried in the windows. Mr. Goodman is very
well satisfied with his new place, as the opening
has been marked by great success.

Sherman, Clay & Co. are expecting a large
shipment of Tetrazzini records for the Victor
machine, and report many liberal orders for
them from the local trade.

A good many of the Coast talking machine
dealers still complain of dulness, but there are
many favorable reports. Altogether, the trade
seems to show some improvement, as there is
more inquiry at nearly all the stores, and some
lines of talking machine goods, particularly pop-
ular and high-class records, are having a good sale.

Clark Wise & Co., while they have for a long
time carried Edison goods in stock, have never
really "featured" them. This week, however,
they have departed from this custom, and have
their window well filled with Edison machines
and records. They report a better business on
talking machines than they have had for some
time.

The Columbia Phonograph Co.'s Van Ness
avenue store has had about three times as much
business for the past week as during the first
week in February, and continued improvement is
looked for from now on. The afternoon con-
certs have been unusually well attended, with
the people showing a gratifying disposition to
buy. Particularly good sales have been made
on records from "The Merry Widow," particu-
larly the waltzes. In the absence of F. W.
Downe, who is still in the East, Mr. Blumenthal
is handling the commercial graphophone. The
local branch is looking forward to the arrival
of the new Fonotipia records, which are expected
to make a great hit here.

The Sultan of Turkey has ordered "The Merry
Widow" score to be phonographically recorded for
his entertainment and the delectation of the
ladies of the seraglio.

WHAT CINCINNATIANS REPORT.

Revival in Trade — Rudolph Wurlitzer Co. a
Busy Trade Mart — Smith & Nixon News —
Symphony Grand Admired — Margraf's Trip.

(Special to The Talking Machine World.)

Cincinnati, O., April 10, 1908.

The revival in the talking machine traue oi
this city continues steadily, and dealers report
a strong demand for medium-priced machines
and the many up-to-date accessories now on the
market. The jobbing trade state that orders
are plentiful for all the various styles of ma-
chines, and that the popularity of that form of
music makers is steadily on the increase.

One of the busiest concerns in the city are the
Rudolph Wurlitzer Co., who have been exploit-
ing the Victrola in an energetic manner, with
the result that the demand for those instru-
ments has kept the stock at a low point for
some time past. Many of those constituting the
elite of the city have heard the Victrola, and
having heard have ordered one sent to their
homes. The above company have also had great
success with their tone regulators for all styles
of machines, which combine simplicity with prac-
ticability, and are reasonably priced.

The Smith & Nixon Piano Co., who handle the
Victor and other lines, have had great success
with the higher class Victor records, especially
that wonderful Victor production — ^the opera of
I Pagliacci — which has created such a furore
wherever introduced. This firm report good
business, which is steadily improving.

The new Symphony grand, the latest Columbia
product, still holds the center of the stage at the
local branch of the Columbia Phonograph Co.
Manager Nichols states that its elegant appear-
ance, owing largely to the fact that the often un-
sightly and cumbersome horn is entirely done
away with, appeals to the better-class trade, with
the result that the Symphony grand is finding
a place in the drawing rooms of many prominent
people.

Harry Margraf, who represents the Rudolph
Wurlitzer Co. in the Southern territory, has re-
turned to Cincinnati with a very encouraging
report upon conditions in that section of the
country, and backs it up with a liberal bunch of
orders. Mr. Margraf looks for normal conditions
again as soon as the cotton growers obtain the
higher prices they are holding out for and turn
their crops into cash.

Rafael Cabanos, formerly manager of the Na-
tional Phonograph Co.'s branch business in the
City of Mexico, has severed this connection and
is now an Edison jobber in the same place.

PENDING IN THE COURTS.

As the Appellate Division of the New York
Supreme Court, second department, will not hand
down any decisions until April 24, the disposition
of the case of the New York Phonograph Co.
against S. B. Davega and other jobbers and deal-
ers in New York State is deferred until then
at least, and possibly later.

It has been definitely settled that argument in
the case of the Leeds & Catlin Co., appellants,
against the Victor Talking Machine Co., appellees,
will not be reached in the Supreme Court of the
United States before the October term. The
court will adjourn before reaching the calendar
numbers, namely 307 and 308. The hearing will
probably come on in November.

Testimony is still being taken in the suit for
alleged infringement of the Berliner patent,
brought by the Victor Talking Machine Co., Cam-
den, N. J., against the Duplex Phonograph Co.,
Kalamazoo, Mich. Argument of the case may be
heard this spring. The Duplex Co.'s factory is
running, however.

THE ECHO-TONE THE LATEST HORN.

Something entirely new in the line of horns
is the Echo-Tone, which is referred to very fully
elsewhere in this issue. The principle repre-
sented is unique. In this horn the sound waves
pass through an inner conductor, are projected
against the sound reflector in the rear of the
horn and rebound to the ear of the listener,
giving an excellent reproduction of the especial
quality of the voice or instruments represented
in the record. Experts who have examined the
Echo-Tone are especially enthusiastic over its
ability to bring out all the details of the music
in the records played. The horn does not project
and can be used for both cylinder and disc ma-
chines. The manufacturers will be pleased to
give fullest details to inquirers.

JOHN E. HELM'S "FIND."

When John E.- Helm, treasurer of the Douglas
Phonograph Co., New York, was in Europe, he
ran across a plaster group of the old couple that
figure in Massenet's picture of the Edison phono-
graph, and whose delight is so expressively dis-
played. It was an odd find in an out-of-way
town of Germany, and he brought them back
with him. The Douglas Co. will doubtless have
the uproarious old chap and his delighted wife
recast, and offer them to the trade as an effective
window show piece.

INJUNCTION AGAINST SCHAEFFER.

The National Phonograph Co., Orange, N. J.,
obtained a permanent injunction against Fred
G. Schaeffer, a dealer of Philadelphia, Pa., for
selling Edison records at less than the prescribed
price. Schaeffer obtained his goods through a
licensed dealer, and thus imagined he was
exempt from the company's restrictions. The
Circuit Court of the United States, eastern dis-
trict of Pennsylvania, in issuing the enjoining
order recently, said: "The patentee has an ex-
ilusive monopoly of the right to manufacture,
use and sell the patented article. These sub-
stantive rights to manufacture, use and sell may
be granted together or separately and subject to
such restrictions in each case as the patentee
may see fit to impose. He may limit the mini-
mum price at which his licensee may sell at retail
to the public, and a violation of the license by
the latter is an infringement."

HAGEN RETUENS FROM MEXICO.

Henry .1. Hagen. manager of the Univereal
Talking Machine Mfg. Co.'s reproducing labora-
tory in New York, who has been in IMexico since
early in March, sails from Vera Cruz for New
York April 16. Mr. Hagen has secured a number
of excellent instrumental and vocal originals,
which will shortly appear on the Zonophone list
of Mexican records.

Sell Wire Racks to the Record Buyer

The "fleise System" 100 and 150 Space Racks — Immensely Popular

Only two months since we announced the
manufacture of our Wire Record Racks in
.smaller sizes for home use ; in that time dealers
all over the country have ordered and re-
ordered. Are you sharing in the sale?

These racks are made in the same stj'le as
our store racks, which are in use everywhere.
Their convenience immediately appeals to rec-
ord owners. There's a good profit in tlieni
and you ought to get busy right away.

Dealers' Printed Matter is Ready

The 100 Space Racks ::, in hall doz. lots, $15
The 150 Space Racks - > » » §20

Send to your jobber or us for complete
catalog of racks for store use.

SYRACUSE WIRE WORKS,

( ;in:idian Represontnlivos : THK R. S. WILLI AMS & SONS CO.. Toronto and Winnipeur

SYRACUSE,
N. Y.

THE TALKING MACHINE WORLD.

35

SOME IMPORTANT POINTS

On Copyright Matters Sent by S. T. Cameron
to Representative Leatce.

S. T. Cameron, counsel for the American
Graphophone Co., has sent an interesting letter
to Hon. Eugene W. Leake, of the Patent Com-
mittee of the House of Representatives, dated
March 30, the salient points of which we can only
present, owing to lack of room. The letter has
been ordered included in the official report of
the copyright hearings:

Dear Sir : — During the hearings before the joint com-
mittees on patents of the Senate and House on Satur-
day last, you asked several of the gentlemen who were
addressing the committee to tell you why, if Congress
included in the copyright bill a provision recognizing
the meclianical reproduction of musical compositions
as an infringement of the copyright for such musical
productions. Congress should be asked to couple with
such a clause a provision for the granting of universal
royalties to all parties who might desire to mechan-
ically reproduce the musical composition. Some of the
gentlemen thus questioned by you gave partial and, to
my mind, very incomplete and unsatisfactory reasons
for this requirement, and others (doubtless because of
the shortness of time at their disposal) failed to an-
swer the question at all.

It appears to me that the question is a very perti-
nent one and that, as a member of Congress dele-
gated to pass laws for the best interests of all the
people, you were entitled to have received a frank and
full answer to your question. The fact that you were
not fully and clearly answered, and the further fact
that I believe I may he able to throw some light upon
the subject, are my excuses for intruding upon your
time with the present communication. 1 am one of
those who believe that such an act, if passed, would
be unconstitutional, but it is not my purpose at this
time to discuss that question, and what I say hereafter
will be based on the idea that you assumed the con-
stitutionality of the act in asking your question.

There can be no question that in order to be within
the constitiation every act granting copyright or patent
protection to authors or inventors must have for its
object "the advancement of science and the useful
arts." A study of the copyright and patent laws now
on the statute-books will make it perfectly clear that
such laws are based upon the proposition that, in con-
sideration of some benefit moving tO' the public from
the author or inventor, the people grant to the autlior
or inventor certain specified monopolies. Thus, the law
in relation tO' patents requires that before the exclusive
right to make, vend and use a given Invention shall be
accorded to the inventor, he shall file an application in
the Patent Office describing his invention in such full,
clear, concise and exact terms as will enable one skilled
in tie art to make, construct, compound or use the
invention for which patent is sought. The manifest
object of this requirement is that after the expiration
of the seventeen-year monopoly granted by the patent,
the public shall be in full and complete possession of
the invention in such form that all these skilled In
that art may utilize it. If the inventor fails to do
this ; if perchance he obtains a patent and it can be
made to appear that he has purposely concealed or
withheld information in regard to some essential fea-
ture of his invention which the public was entitled to
have, his patent will be void for this reaso'n. . . .

Now under the present copyright laws, it has been
held by the Supreme Court that the author shall have
for a certain limited time the monopoly of the right to
make copies of his writings, and it has likewise been
held that the mechanical reproduction of the music or
the thought expressed by the written characters is not
an infringement of this monopoly granted by the law
to the author. The composer now' comes forward and
asks the public through their representatives to- grant
them an extension of the monopoly which they now
possess ; asks that that monopoly be expanded so as
to include the mechanical reproduction of the music
or the thoughts represented by the written characters.

Assuming that Congress has authority under the
constitution to grant this at all, and assuming that
Congress believes that such a measure would make for
the advancement of science and the useful arts, is it
not perfectly proper that in granting this extension of
the monopoly heretofore granted they should reserve
to the public the right to reproduce on mechanical in-
struments the musical conception of the author by any
member of the public who is willing to pay a certain
stipulated royaltv to the composer? I think it is.
Such an act offers an additional incentive to the
composer. . ,

The author in return for the exclusive monopoly
granted him for a limited period to publish copies of
his composition puts the public, through such published
copies, in possession of his composition, and by paying
a stipulated price for such copies the public gets the
use of the composition, and the courts have held that
they have also acquired the clear right to_ the me-
chanical reproduction of a musical composition. The
people are now asked to part with this right, and it is
manifestly clearly within the rights of the people to
sav to the composer: We will grant you the exclusive
right to collect royalties for this mechanical repro-
duction of your composition, but we will reserve to the
entire public the right to this mechanical reproduc-
tion upon the payment to you of the stipulated I'oyalty,
believing that thereby we will contribute to the ad-
vancement of science and the useful arts in a -way
best calculated to promote the interests of all the

^^It'siiould be borne In mind that a patent or a copy-
right is granted to the inventor or author under the
law because, as the moving reason for the grant it is
believed that to do- so will advance science and the
useful arts, and therefore will be in the interests of all
the people. Otherwise, no patent or copyright -would
he granted at all. Now manifestly of Congress in its
wisdom believes that the interests of all the pwple
would be best served by placing certain limitations
upo-n the extension of the copyright monopoly of the
character under consideration, there is every reason
why such restriction or limitations should be placed
thereon.

JUST INCORPORATED.

Among the incorporators filed with the secre-
tary of the state on Saturday was that of the
Manufacturers' Outlet Co., New York, to handle
talking machines and all kinds of side lines;
-iapital ?15,000. Directors: Walter L. Eckhardt,
New York; H. D. Rooseri, Brooklyn, and G. H.
Haulenheck, Stamford, Conn.

THE HERZOG CYLO=PHONE.

Clever Invention in WInich the Talker Is Con-
cealed— Of Interest to Talking Machine
Men.

PHONOGRAPH IN THE ARCTIC.

Interesting Letter to Mr. Gilmore from Major
Hersey, Who Accompanied the Wellman Ex-
position.

Last month we made mention of a clever
Herzog creation in the form of a novel cabinet
in which a talking machine is hidden completely
from view. 'Some very clear illustrations repre-
senting this new trade novelty will be found on
page 39 of the present issue of The World. These
views should be studied carefully, for they give
to the beholder, a comprehensive idea of what
the Herzog Co. term their Cylo-phone.

It will be seen upon examination that the
phonograph is always ready for use, cleverly
concealed in this new Herzog invention, but a
mere external examination does not convey an
adequate impression of the benefits of the Cylo-
phone. The cabinets are very cleverly designed
and all who have listened to the phonographs

I-IEAKINO THE PHOXOGR.VPII XE.in THE

within them have not hesitated to express them-
selves in the warmest terms of approval of this
wonderful trade invention. The musical quali-
ties are not impaired in the slightest and the
Cylo-phone is a new claimant for trade patron-
age which is destined at once to attract interest
cf talking machine people everywhere.

B. B. GOODMAN A VISITOR.

Last week B. B. Goodman, manager of the talk-
ing machine and music departments of the
Bailey Co., the leading dry goods emporium of
Cleveland, 0., was in New York and Philadel-
phia lately. He visited the plants of the National
Phonograph Co., Orange, N. J., and also the
New York headquarters: the Victor Talking Ma-
chine Co., Camden, N. J.; the Universal Talking
Machine Co., Newark, N. J., the lines of which
his establishment handles. Speaking of the
Zonophone goods, recently added, he said: "We
consider the Zonophone line the equal, if not the
superior, of any in the market, and we are con-
fident of doing a splendid business with it —
probably going ahead of the others."

Just before the Wellman Expedition left on
its search for the North Pole, President Gilmore,
of the National Phonograph Co., presented Major
H. B. Hersey, the prominent meteorological ex-
pert and executive officer of the expedition, with
a handsome Edison Home phonograph and a
liberal supply of records. How the members of
the party enjoyed the gift while located in the
Arctic regions was described by a letter sent to
Mr. Gilmore by . Major Hersey last summer,
which, however, failed to reach Orange. The let-
ter was accompanied by a photograph of the
party enjoying the phonograph music, and for-
tunately the National Phonograph Co. succeeded
in getting duplicates of both letter and picture,
both of which we reproduce through their cour-
' ■., tesy. The letter,

dated Camp Well-
man, Dane's Isl-
and, Spitzbergen,
July 25, 1907,
reads as follows:
"I want to tell
you how the
phonograph works
up here in the
Arctic close to 80°
north latitude.
We unpacked it
soon after arriv-
ing here and
found it to be in
perfect condition.
The records came
through the rough
trip without in-
NonTH FOLE. jupy^ Powler,

our surgeon, was appointed 'master of ceremo-
nies,' and soon had the records rolling out the
sweet song that carried us baclt in spirit to the
homes and friends we left far away.

"And you have no idea what a treat ic is up
here in this land of eternal, ice and snow to listen
to this music. Nearly every night, if we may
say night when the sun shines 24 hours in the
day, we have the instrument at work, and we
seem never to tire of it. Two or three times a
- week we take the outfit over to 'Pike House,'
where our Norwegian workmen sleep, and give
them a serenade. They enjoy this keenly. The
other evening we took a photograph of their
quarters with the phonograph working. The ex-
pression on their faces is so good that I am
going to send you a copy of it. In closing I
will add that the phonograph and records have
given splendid satisfaction in every way. H. B.
Hersey, Executive Officer."

MERWIN E. LYLE MARRIED.

OFFICERS OF NEW COMPANY.

The officers of the United Talking Machine Co..
whose corporation is referred to elsewhere, are:
C. B. Repp, president; -C. A. Curtiss, vice-presi-
dent, and A. J. Morrissey, secretary and treas-
urer. They will market a complete line of disc
and cylinder machines, records and supplies.

Besides handling talking machines as distribu-
ters and dealers, the F. W. Rous^ Co., Brooklyn,
N. Y., also carry a line of pianop, musical mer-
chandise and sheet music, doing a good business
in all of them.

March 25 Merwin E. Lyle. assistant manager
of the Baltimore office of the Columbia Phono-
graph Co., general, was married to Miss Rita
Adams, of Hacltensack, N. J. The ceremony,
which was strictly private and informal, took
place at Passaic, N. J., at the home of a friend,
in the afternoon at 5 o'clock. Geo. W. Lyle,
general manager of the Columbia Co., Merwin's
uncle, and Mrs. Lyle, were present. The young
couple went South for their honeymoon, and on
returning, in about ten days, they will reside in
the City of Monuments.

Jacob Wester, of Newark, N. J., removed to
new quarters at 332 Waverly avenue, that city,
on April 1.

THE HARMONY COMPANY, Chicago, U. S. A.

Largest Manufacturers of

GUITARS, IVIAIVDOLIINJS, GUITARS

FOREIGN TRADE SOLICITED WRITE FOR CATALOG

36

THE TALKING MACfflNE WORLD.

The 4 Biggest Columbia

The "BQ" Cylinder Graphophone

No question al30iit it — this "BO" tone-arm cylinder
machine has certainly made the hit of the season. We
have advertised it pretty extensively as the "king of all
cylinder machines" and it's matching up with that claim.
^^'e said some time ago that no man who intended to
buy a cylinder machine would hesitate very long be-
tween this "BO" and the old types, and evidently the
dealers of the country agree with us. Compact, con-
venient, shapely and simple, no rubber tube, no horn
crane, no horn stand — it has talking pomts enough for
half a dozen machines!

It's good money. Is any of it getting by _vo(//

The Symphony Grand Graphophone

The Symphony Grand Graphophone is about the
biggest sign of the times in sight of the talking machine
trade this minute. Every man who owns a piano-player,
every man who ever iiifciids to own a piano-player,
every man who likes to have the new things ahead of
his neighbors, every man who loves music and likes to
entertain — there's your immediate field.

One sale of a Symphony Graphophone makes a
heap of difference in your ledger. And don't forget
that the man who puts $200 into a Symphony Grand
Graphophone isn't going to be a small buyer of Co-
lumbia Records, either.

There's no one thing that will broaden the influence
of a talking machine store in the community like this
one incomparable musical instrument.

ColxinvbidL Phon

TRIBUNE BUIL

a

THE TALKING MACHINE WORLD.

4oney-Mahers Right Now

The New Grand Opera Records

In addition to the thirt_v-three magnificent signed
records described in our Advance List of Columbia
Grand Opera Records (Fonotipia series) we have just
issued a supplement containing thirty-three more.

This new list includes records by five artistes never
before listed — Pinkert, Magini-Coletti, Luppi, Parsi-
Pettinella and Vignas ; likewise additional records by
Bo'nci, Didur,- Stracciari, liarrientos, Sammarco, Pacini,
Russ and Kubelik, together with soprano-and-baritone
duets by Eugenia Burzio and Antonio Magini-Coletti.
The singers here represented, are beyond question the
greatest living exponents of the lyric art.

The "Hits" and "Specials"

It's hard to argue against a success.

Columbia dealers have been getting their "hits" and
turning them into money good and early. They are not
tying up their best-selling opportunity to an "opening"
day," subject to the weather — and meantime they are
getting their people into the store betiveen-times. It
■ is prett}- well proved that almost every man who used to _
buy Columbia Records by the old s_\-stem is buying more
Columbia Records now. Columbia dealers are getting
a square deal, and that enables them to turn a sc[uare
deal over to their customers — and it seems to be mighty
popular all round.

rapK Co., Gei\'l

IffG. NEW YORR

38

THE TALKING INIACfflNE WORLD.

New Hand (in store): "Please, sir!"

Matured Salesman: "Well?"

New Hand: "Please, sir, there's an English
record here among the Chinese records."

Matured Salesman: "Yes; thafs to keep 'em
in order." — Ernest Werninck.

A FOVf-L SUBSTITUTE.

Here's my contribution to the World's funny
column for this issue and I will use the elopers
as a center of attraction.

"Isn't pa awful?" sobbed the young bride who
eloped.

"What now?" faltered the bridegroom
anxiously.

"Why, you know you told me to wire pa and
tell him that we were really in need of food."

"And — and did he send the money?"

"No, he sent a talking machine with some
Caruso and Tetrazzini records, accompanied bj'
a note stating that as music was the food of love
he hoped we would get on all right until we
returned." — Joe Cose.

His Honor — "I don't quite understand, officer,
why you arrested this man. You say he was play-
ing a phonograph in his house. Is that the only
charge you have against him?"

Officer (lately imported from Emerald Isle) —
"Shure it is, yer honor! Didn't the chief him-
self, himself, tell me to arrest any one running a
sphake-aisy, at all, at all." — Ernest Werninck.

HAWTHORNE & SHEBLE MEG. CO. OFFER.

The Hawthorne & Sheble Mfg. Co., Philadel-
phia, Pa., make an exceptional offer to dealers in
their advertisement on the cover page of this
issue. This company have been in the talking
machine business for a long period, and their
offer to give away absolutely free a Star talking
machine and twelve Star records is something
entirely out of the ordinary, and will doubtless
incline dealers to send in coupons and learn
further regarding^ this offer.

BURGLARS ENTER PRICE STORE.

Burglars entered the main store of the Price
Phonograph Co., , 129 Greenpoint avenue, one
night recently, and took between $.500 and $600
worth of machines, records, and other articles.
One of the machines, a Victor, was worth $100,
while the records were of the disc variety, valued
at from $1 to $5, and were presumably chosen
for the ease with which they could be packed.
How the thieves, laden with the bulky machines,
'were able to elude the police, is one of the
numerous Brooklyn mysteries. "Various sup-
posed "fences" were watched by the police, but
the loot was not recovered.

HRE IN PITTSBURG, PA.

The Pittsburg Phonograph & Supply Co., Pitts-
burg, Pa., Suffered a loss, estimated at over
$20,000, in a Are which destroyed the building at
937-939 Liberty avenue, In which they were lo-
cated, on April 10.

Excuses are the enemies of advancement.

TRADE MORE ENCOURAGING.

Jobbers So Report the Outlook — Mail Order
Houses Now Optimistic.

Reports from jobbers of talking machines are
on the whole of a very encouraging nature. Busi-
ness is not quite up to last year's standard at
this season but it is steadily improving. An
important thing to note is that the big mail or-
der houses who were pretty hard hit, some of
them, during the holiday trade, in their talking
machine, as well as their many other depart-
ments, say that the past few weeks has shown a
marked resumption of activity in talkers and
that for the season of the year business is not
bad at all. Whatever view the readers of this
pajper may take as to the mail order business it
remains a fact that the big concerns located in
Chicago and which do a retail business spread
over a wide expanse and territory are criterions
in a large measure as to the pulse of trade in
the small cities and agricultural districts; con-
sequently the reports from th's source are full of
encouraging significance.

BRIEF AND TO THE POINT.

The Indestructible Phonographic Record Co.,
Albany, N. Y., are preparing to erect a new
building in Brooklyn, N. Y., for a recording labo-
ratory and mold-making plant., Their present
quarters are said to be much too small.

After a sttenuous week in Washington. D. C.
following the hearings before the Senate and
House Patents Committee on the copyright bill,
Paul H. Cromelin, vice-president of the Columbia
Phonograph Co., general, returned to New York
last Friday. Mr. Cromelin has been working
like a beaver on the copyright controversy, not
only recently, but for over a year.

Substantial gold-lettered signs, of impressive
size and appearance, with S. B. Davega Co., the
new corporate name thereon, now adorn the store
front of this very successful jobber and dealer
on East 14th street. New York. Lip. Kaiser's
smile is now a permanent feature.

J. Charles Groshut, secretary of the Edwin A.
Denham Co., New York, who had been in Europe
for six weeks, reached home March 17, in time
to join the parade on that date. Mr. Groshut
said he found talking machine business in Ger-
many exceedingly slow.

On March 19 Geo. J. Warner and Frederick
Burt, assistants of Walter H. Miller, manager
of the National Phonograph Co.'s recording lab-
oratory in New York, sailed for the City of
Mexico, via Vera Cruz. They will be under the
direction of Walter Stevens, now down there, in
obtaining additional Mexican selections for the
Edison catalog.

The Porter-Wrlgley Co., 70 North Broad street.
Atlanta, Ga., have taken the agency for Edison
phonographs, the department being in charge
of P. R. Stockton, who formerly represented the
National Phonograph Co. in Atlanta.

G. W. Guthrie has bought the talking machine
stock of the Harding & Miller Music Co., Prince-
ton, 111., and will add a complete line of small
goods. Mr. Guthrie was formerly manager for
the company.

The Blackman Talking Machine Co., 97 Cham-
bers street, New York, who have leased the en-
tire building, running through to Reade street,
for a term of years, will not occupy the entire
space at present. On May 1, however, they will
add 20 feet to each floor, and the several base-
ments, the remainder of the capacity being let
on short term leases, as the room may be re-
quired for their own use in a very short time.

Api il 4, A. I'l Villard, assistant general mana-
ger of the Reglna Co.'s New York store, resigned
to go in business for himself in another line.

NOW FOR ATLANTIC CITY.

First Meeting of Committee of Arrangements
in Connection With Gathering of Talking
Machine Jobbers at Atlantic City.

The first meeting of the committee of arrange-
ments, appointed by President Bowers, at the re-
cent convention of the National Association of
Talking Machine Jobbers in Buffalo, N. Y., to
make preparations for the gathering at Atlantic
City, N. J., July 6 and 7, was held at the office
of the Blackman Talking Machine Co., 97 Cham-
bers street. New York, on March 31. The
entire committee was present, namely, J. New-
comb Blackman, chairman; Louis. Buehn, of
Buehn & Bro., Philadelphia, Pa., and C. V. Hen-
kel of the Douglas Phonograph Co., New York
City.

General plans were discussed at length, and
many suggestions were offered looking to the
perfection of arrangements that will make the
meeting a memorable occasion. Application for
special railroad rates will be filed in time for
the Eastern Committee of the Trunk Line Asso-
ciation, who convene in New York April 14, to
take action upon. Mr. Buehn was appointed a
committee of one to visit Atlantic City and get
in touch with the hotels, principal boarding
houses, etc., with a view of arranging rates and
accommodations for the members of the associa-
tion and their families or friends who may ac-
company them to the meeting. The committee
will hold its next session in Atlantic City on
some Sunday in the near future, when the re-
ports of the sub-committeemen will be heard and
definitely acted upon.

The convention will take two days to dispose
of the business before them, which consists of a
complete revision of the by-laws, the election of
officers and various other important matters now
in the hands of the executive committee. It is
therefore urged upon the members to come pre-
pared to stay for July 6 and 7, and as the oppor-
tunity for visiting this famous and delightful
resort under such pleasant auspices does not
occur often, the committee of arrangements sug-
gest the wives oi\ family should be brought along
for a week's recreation and enjoyment. It will
do them all good. The association now numbers
101 on the roster, and fully 30 or 40 new members
are expected to be added before the July con-
vention, which will supersede the regular annual
meeting in September.

The Edwin A. Denham Co., of New York, have
been recently working a scheme which they af-
firm have proved to be quite a stimulant to busi-
ness. This plan has been worked by many of
the leading jobbers and dealers of the country.
In this connection Mr. Denham said:

"One jobber with whom we recently worked
the deal states that he is still one hundred ma-
chines behind-hand on his orders for large
machines sold in connection with this proposi-
tion. Another large jobber in the East stated
that he had increased his sales $1,500 in one
month to one single dealer who had been work-
ing the scheme."

The Denham Co. are now preparing to elabo-
rate on the proposition, and will cover every sec-
tion of the country.

General ^Manager iMacNabb, of the Universal
Talking Machine i\Ifg. Co., Newark, N. J., made
a special trip to Cleveland. O., going out March
23 and coming back the 2Sth following, when he
placed the Zonophone line with the Bailey Co.,
the leading department store, handling pianos,
music, etc., also. It was a splendid deal, and
"Mac" has been warmly congratulated by the
company officials for the superb manner in which
the matter was consummated. The initial order
was "fat and juicy."

Fire escapes are being erected on the Reade
street side of the building occupied by the Doug-
las Phonograph Co., 89 Chambers street. New
York. John Kaiser now expresses himself as
being safe from the fiery demon.

THE TALKING MACfflNE WORLD.

No. 740.

Concealed Horn Cylinder Record Cabinet
140 Records.

Listen To

A PERFECT TONE

Hear it at Your Jobber's

No. 740.

Golden Oak or Mahogany
"A Wonderful Seller."

Herzog Art Furniture Company

SAGINAW, WEST SIDE, MICHIGAN

No. 742

Concealed Horn Cylinder Record Cabinet
196 Records.

Our

Complete Lines
of

Cylinder

and

Disc
Cabinets

in Stock by
all Jobbers

No. 742

Golden Oak or Mahogany
"A Beauty." "Everybody's Favorite.

40

THE TALKING MACHINE WORLD.

69 BASINGHALL STREET, LONDON, E. C., W. LIONEL STURDY, MANAGER.

TRADE HAPPENINGS IN ENGLAND.

Business Conditions Unsettled — Credits Too
Easy and Overplus of Competition — Export
Trade in Talking Machines Steadily Improv-
ing— Litigation Still Continues Prominent —
Important Edison-Bell News — Premier Mfg.
Co. Discuss Export Trade — Lower Freight
Rates Desired on Talkers — National Co.
Makes Good Report — Displays at Business
Show Much Admired — The Enterprising
Japanese — Four New Discs — New Columbia
Model — The Graduated Flex Diaphragm —
The Edison Bell vs. National Co. Decision — A
Careful Analysis of Conditions in Various
Branches of the Trade — Letters from Various
Cities in the Provinces Contain the News of
the Month That Is Worthy of Mention.

(Special to The Talking Machine World.)

London, E. C, April 5, 1908.

This country is passing througti very unset-
tled times just now, and in consequence general
business is .suffering to a considerable extent,
more particularly so when we come to such lux-
uries as the talker, of which sales are anything
but pleasing. One must recognize the fact, but
nevertheless that's no brief for pessimism, as it's
the reverse that pulls men out, to win in the long
run. Business is a sensitive plant, and long
faces of a certainty will not stimulate growth.
You can indulge in greater luxuries than the
talking machine, for dismal growls and gloomy
forebodings are of the most expensive kind. But
don't do it now. Wait until business is better,
then you can afford to ; but not now. Get a ten-
cent move on you, and in the most unexpected
quarters you may wake up business; certainly
not by bemoaning fate with everybody you meet.

Collections have been slow this past month,
and in certain directions there is a greater ele-
ment of chance in getting one's money than in
the fascinating sport — known only, of course, to
tipsters — of spotting the winner. It is easier to
obtain credit in England than any other country,
and debts are allowed to stand unpaid for a
much longer period. The British system has de-
generated into almost unlawfulness, and it is
near the marking time when we shall need to
reorganize the giving and taking system of in-
discriminate long credit and bill renewing if we
don't want to go to the wall.

There is not the slightest question but what
competition is the bugbear of the talking ma-
chine trade to-day. Demand may increase, and
it does, but it is far below the enormous increase
in production that is accentuated with every new
firm that comes along— and they are many. New
goods are rushed upon the market without suf-
ficient regard to conditions or financial backing.

The result only increases the number of dis-
tributors, who far outweigh the average buying
rapacity of the public, and the result is disaster.
To make a business you must advertise, and
there is precious little in this trade. It's not a
bit of going, leaving progress in the hands of
dealers, quite a large percentage of whom know
no more of the possibilities of a talking ma-
chine than they do of keeping proper trading
books, except if it's any qualification to figure up
in a penny exercise book, and that's where we are
to-day in the home market. But what of export
trade? There is no question but what the Brit-
ish export trade in talking machines is very
much on the increase. It is a matter for hearty
congratulation, but not sufficient reason why any
one firm should ease up on mail matter or ad-
vertisement publicity. Colonial dealers are show-
ing at the present time a great desire to handle
English-made records and machines, and while
there are so few of the latter on the market —
which is to be deplored — I think that in the mat-
ter of both disk and cylinder record sales manu-
facturers would greatly benefit, now that the
colonial season is here, were they to devote
closer attention to the requirements of our
friends across the seas.

In any correspondence with English houses re-
garding orders, or inquiries for new goods, for-
eign dealers should always give the fullest par-
ticulars of their requirements.

The New Patent Law.

I believe the new patent law is having a highly
beneficial effect in this country, but certain talk-
ing machine patents manufactured abroad will
lose right of protection after August, this year,
unless they are wholly manufactured here. The
matter is already under discussion with certain
German firms.

Some Important Litigation.

In the case of the Gramaphone & Typewriter
Co., Ltd., against Josiah Walter Stanley, sur-
veyor of taxes, the court was asked to determine
whether an English company which had acquired
the business of a German company were assess-
able for income tax on the profits made in Ger-
many. The matter came up by way of appeal
by the Crown from a decision of Justice Walton
on a case stated to him by the Commissioners of
Inland Revenue. The respondent company was
registered under the Companies Acts, 1862 and
1898, to a,cquire the business of the Gramophone
Co., Ltd., as a going concern. The capital was
£600,000, divided into 100.000 preference shares
of £1 each, and .500,000 ordinary shares of £1
each. In January, 1900, a German company was
incorporated and registered in Germany, one of
the promoters being the Gramophone Co., Ltd.

. The respondent company was registered in De-
cember, 1900, and acquired the Gramophone Co.'s
business, together with the large interest which
it had in the German company. It now held all
the shares of the German company; members of
the Board of Management of the German com-
pany and the directors of the respondent com-
pany were the same, and the members of the
Board of Supervisors of the German company
were the nominees of the respondent company,
lu the year in question the total profits of the
German company amounted to £79,348, of which
£15,000 was transferred to the depreciation fund,
relating to the German company's patent rights.
The question now to be decided was whether the
respondent company was chargeable for income
tax in respect to the £15,000. Justice Walton
had held as against the Crown, that the fact that
the English company carried on business in this
country and held all the shares of the German
company did not make the business of the Ger-
man company the business of the English com-
pany, so as to render the latter assessable upon
the full amount of profits made by the German
company; hence the appeal. The Master of the
Rolls, giving judgment, held that the Crown
could only succeed by making out that the Ger-
man company was merely the agent of the Eng-
lish company, as principals in a business, and,
as they had failed to do so, the appeal must be
dismissed with costs.

Stirring Times at the Edison Bell Co.

Some interesting items are to hand from this
well-known house, of which the following new
arrangements are worthy of mention. Firstly,
the trade will shortly welcome the issue of a
double-sided needle-cut disk at the extremely low
figure of 2s. 6d. I am given to understand that
only the best talent will be presented; secondly,
it has been decided to also issue in the near
future a double-sided disk of the phonograph cut
type. Size will be SV2 inches and the price Is.
6d. That a steady demand will soon accrue, upon
these terms, is obvious.

The Edison Bell 9d. cylinder has had a good
run, but it has been found that this price is not
only destructive of all profits in every depart-
ment of the trade, but that to continue manufac-
turing would be a suicidal policy, therefore the
Edison Bell Co. have taken the bull by the horns
and have decided to cease making any further
records of this type. This means a resurrection
of the standard price of Is. To this end an im-
proved record has appeared, which has been
clothed in a label of a particularly, not to say
original, design. This box label was the recent
subject for competition among dealers, and while
no individual idea has been used, parts of vari-

REVELATION IN THE ART OF RECORDING

Favorites! Favorites! Favorites! Favorites!

NEW SUPPLEMENTARY UST FOR APRIL JUST OUT !

Grand Tone
and Finish

Extra-Super-Fine I ! !

No Scratch ; Sweet,
Clear and Mellow

Try these latest numbers, and like Oliver Twist of Dickens fame, you will want more. Obtainable from all up-to-date Dealers. Through
Kactors only, lists free.

THE INTERNATIONAL FAVORITE RECORD CO., Ltd. (of Great Britain)

45 CITY ROAD, LONDON. E. C. 213 DEANSGATE, MANCHESTER

THE TALKING MACHINE WORLD.

41

FROM OUR LONDON HEADQUARTERS- (Continued).

ous designs have gone to make up the beautiful
whole.

Interviewed upon the question of exchange
policy, Mr. Hough stated that "both factors and
dealers will be very liberally dealt with. They
will have the opportunity three times a year to
clear thei)- shelves without any loss whatever.
The company's expense in this matter will be a
large item, but it is not regarded too great in
comparison with the all around satisfaction, that
must result. There will be no reason now for
dealers to retain cut of-date or obsolete records,
but rather shall we see c]ean shelves stocked with
up-to date records. Dead stock being impossible,
tlie dealer has no occasion for jobbing old rec-
ords at cut prices, and we may therefore regard
this movement as a step in the right direction
to give every possible encouragement to retailers,
not only to refrain from undermining their own
profits and everybody else's by cutting prices,
but as a certainty of these satisfactory terms
placing at least one section of the trade .on a
more stable footing. In these efforts the Edison
Bell Co. have our hearty wishes for success.

Here's an Optimistic fVIortal.

When talking machine sales are slow, sell fly-
catchers! No, don't blame me. That's the re-
mark made to me by the head of a large con-
cern handling both talking machines and other
musical merchandise. The flies have not come
yet, but he is ready for them when they do —
poor things! Still, whatever you may say, it
suggests a spirit of optimism hard to beat. But
I would not recommend such a side line to deal-
ers, for if our enterprising men took up the sale,
the demand could not last long because the fly
race would soon be entirely exterminated. And
a flycatcher is not a flycatcher when there are
no flies to catch. See what I mean?

Opportunities for Colonial Trade.

In their advertisement this month the Pre-
mier Mfg. Co., of Clarion record fame, draw the
special attention of Colonial dealers to the mer-
its and adaptability of their product for export.
I would say here that the price alone of Clarion
records is a temptation, quite apart from their
very excellent quality, why dealer.;; abroad should
introduce them to their customers. A generous
discount is allowed to the trade, by which a good
margin is apportioned against duty charges,
where such is in force. The company are will-
ing to treat with reliable concerns who seek to
stock a record that will bring repeat orders, and
sample sets will be mailed on the usual terms.
Mr. Force, who guides the destiny of this house,
gave me some very interesting information in
the course of a recent chat I had with him, which
was to the effect that we may probably see an
early issue of something good in the disk line.
From certain masters I saw, it appears that the
possibilities of a phonograph art disk being is-
sued by this house is not far from an established
fact. Yet as it occasions subject for expectation,
I would add, certainty or time of its appearance
has yet to be definitely decided upon. Judging
from the success which their cylinder record has
achieved, the advent of a disc record from the
Premier Co. will no doubt be eagerly awaited for
by the trade at large. In view of the very keen
competition which at present exists in the disc
trade branch of this business, it will need to be
something especially good, and we have every
reason to believe it will be.

The Progressive Germans.

Reports from Germany state that a great im-
provement has been made in wireless telegraphy,
whereby with the aid of a new diaphragm which
admits light every time it receives a wave, the
necessity of somebody being at the receiver the
whole time is obviated. Instead of silver, as
hitherto used, the new coherer is prepared with
finely powdered aluminum. The result is that
each signal received gives a feeble light in the
coherer, under which is fixed a slowly moving
photographic plate, which, when developed gives
an exact account of the message.

M icrophonograph Specialties.

The Microphonograph Co., whose specialties,
by the way, are now controlled exclusively by
Mr. Seymour, have just issued a new thing in
needles. The "Seymour" Iridised Disk needle,
as it is called, has many good points (although
a needle is generally supposed to have only one
point). In this case it is diffei'ent because the
many sale-creating points include quite a few,
among which may be mentioned: wears longer
than others, minimizes scratch, gives solid tone,
and is cheap. They are creating quite a demand,
and dealers would therefore find this a profitable
line to handle.

The "Talker" in Politics.

The Conservative gramophone van political
campaign has attained a well deserved success.
By its means the voices of our great statesmen
carried influence at no less than 2,147 meetings,
and it is estimated that close upon a million peo-
ple were addressed by the talking machines.
Quite apart from its party significance, the cam-
paign should have done not a little good to still
further popularize the products of this industry.
Owing to the very unsettled conditions, however,
which are permeating even the average spender,
we fear that the benefits are not so great as they
might otherwise have been. But there is not a
doubt that by this campaign indirect influ-
ence in favor of the talker has been brought
about and has laid the foundation for future
sales.

A National Co. Announcement.

The following appears in the Edison Phono-
graph Monthly this month: "We have as yet
been unable to obtain a satisfactory alternating
current motor to run on other frequencies than
the regular, as given in our catalogue, and until
we can secure such a motor we will be unable to
fill orders for Alva phonographs and Acme coin-
slot machines to be operated on special frequen-
cies. The trade will be advised as soon as these
conditions can be changed."

Want Lower Freights on "Talkers."

Owing to the very exorbitant freight charges
of the various railway companies for the transit
of talking machine goods, several leading trade
members, at the instigation of Paul Mellerio
(Pathe Freres) and G. H. Hallett (Premier Mfg:
Co.) have banded together to discuss ways and
means of securing a reduction of rates. In-
stances are not unknown where the freight to
certain parts has entirely swamped profit on
goods sent. Every now and again, and for quite

a long time, individual protest has been made,
but now that a combination of traders is to come
about, a determined attempt will be made to
secure advantages from the railway companies
in this matter. To insure success, the whole
trade must do their level best in support of such
a most necessary movement, for only as a body
can they hope to obtain redress. The strongest
possible effect is produced by combination, and
we have no doubt that action along these lines
will secure the desired result.

New Factor Appears.
Yet another new factor has been appointed by
the Premier Mfg. Co., i. e., Messrs. Cooper Bros.,
of Goswell Road, who, I understand, will rack
extensively all titles of the now popular Clarion
records.

Hunting's New System of Recording.

Russell Hunting's new system of recording has
still further enhanced the quality of "Sterling"
specials, which, by the way, I notice are now sell-
ing at the old price of Is. without any allowance
whatever to the public. While I have never ad-
vocated a 9d. record, although one has to wel-
come what comes along, the opinion seems to be
gaining ground fast that justice cannot be done
either to the manufacturer, factor, dealer or the
man in the street in producing a record under
the price of Is., and as instance of this it is note-
worthy that both the Sterling and Edison Bell
companies are upholding — what apparently seems
to be the standard — the price of Is. for cylinder
records. Buyers — and they are many — feel quite
a grievance if any one company has not produced
all the songs and selections with which they are
familiar and maybe want, and they must be
educated to the fact that it's an expensive Job
paying artistes fees and keeping by hundreds of
matrices, quite apart from the many other items
of cost which this involves. All of which means
only one thing, which is: that at the present
rate of demand there is little profit in either han-
dling or producing a record under Is.

A New Turntabfe Attachment.

A new thing to be introduced on this market
is an ingenious turntable attachment particularly
adapted for use when playing over warped rec-
ords. It emanates from the Phonoies Co., of
Canonbury, London.

Good News from National Co.

Quite a revival in business is reported by the
National Phonograph Co., whose city depot, by
the way, has now been entirely transferred to
their new factory at Willesden, excepting the

There's Money in Them

99

3»TERLING RECORD

"STERLING" "SPECIAL" Records are the only records you can
obtain which enable you to say to your customers : " These
are the greatest value in cylinder records in the world." You
can say this because the "STERLING" "SPECIAL" is

"THE RECORD THAT'S HALF AN INCH LONGER"

No other cylinder offers such good value, no other cylinder has
ever caused such a sensation by its sheer merit as well as its
increased length. No other record will sell so freely among
your customers. No other record needs so little introduction.
" STERLING " " SPECIAL" RECORDS will fit any standard
make of Phonographs.

The Russell Hunting Record Co., Ltd.

Price 1m.
{2B Centm)
Liberal Discount
for Export

13, IS and IT City Road, I-.ondon, E. C, England
Australasian Representative, H. A. PARKER. 19 Honter Sl^ Sydney.N. S.W

42

THE TALKING MACHINE WORLD.

FROM OUR LONDON HEADOUARTERS-(Continued.)

recording department, which remains at the old
address pending the fitting up of a suitable West
End depot.

Sound Waves and Passion Service.

How sound waves interrupted a pastor's serv-
ice was demonstrated very forcibly in legal argu-
ments presented in a recent action at the courts.
The Rev. Edward Heath sought to restrain an
alleged nuisance by the Brighton Corporation's
electrical works. He complained that either by
air waves or ground waves the machinery caused
such a humming noise in the church as to hinder
the conduct of divine service. The locality and
intensity of the noise was said to vary in a pe-
culiar manner. In some parts of the church it
could be heard only when kneeling; in other
parts, only when standing or sitting. Certain
membei's testified that the sound waves gen-
erated into quite a musical hum, something re-
sembling a spinning top, while another member
Said it gave him the fidgets. For the defense it
was stated that the whole action was ridiculous,
the noise being go infinitesimal that there was
no word in the English language that could prop-
erly describe the character of the sound. In
dismissing the action his lordship was of the
opinion that such sound, if any, was rather of
a musical character than otherwise, and that
any ordinary healthy individual would not there-
fore be inconvenienced.

Exhibitors at the Business Exhibition.
From every point of view, the Business Exhi-
bition which was held last month at Olympia
proved to be a gigantic success. It was just a
big indication of the wonderful advance and
progress of commercial education to-day, for
never was it more manifested than in this gath-
ering together of business men from all parts of
the country, anxious to avail themselves of any
appliance which meant a saving of time, labor
and money. The exhibition was the center of
interest for some of the leading men of the day,
and came also under the patronage of the Prince
of Wales, who showed very keen interest in the
Dictaphone, the Columbia Phonograph Co.'s in-
vention for correspondence dictation. The
Prince and Princess of Wales paid a visit to the
Business Exhibition, where the Columbia people
had a prominent Dictaphone stand. The Prince

spent a considerable time investigating the mer-
its of the mechanical amanuensis. At his re-
quest a letter was dictated and transcribed, and
the cylinder was shaved in readiness for further
dictation, so as to illustrate the eflBciency of the
entire process. "Very clever and useful," was
the Prince's comment. He particularly asked as
to the reception this up-to-date invention was se-
curing, and was pleased to receive a long list of
leading British firms employing the Dictaphone,
as well as private users, including the Duke of
Marlborough^ the secretary of state for war, and
the postmaster-general. To these distinguished
names of Dictaphone users we understand that
of the Right Honorable A. J. Balfour has now to
be added.

The International Linguaphone Co. were also
represented by a well arranged stand displaying
a series of records of many languages, which ex-
cited quite a deal of interest among the visitors,
some of whom, on the occasion of my visit, I saw
with text-book in hand deeply engrossed in in-
tricacies of foreign pronunciation as told by the
useful Linguaphone record. Sales were brisk, and
at the end of the week results were far in ad-
vance of the best expectations.

Artistic Combined Disc Cabinet.

One of the most artistic combined disc machine •
cabinets I have seen in a long time is one
recently designed by Barnett Samuels & Son.
Although it is not quite ready for introduction
to the trade, Mr. Balcombe was good enough to
explain its principal points, which I now present
for the benefit of dealers who wish to handle
what I should style an easy selling and profitable
line. At the retail price of 25 guineas a very sub-
stantial profit is allowed to the trade. The case
is beautifully made and finished throughout in
solid mahogany, inlaid and with cabriole legs,
the whole outside measurement being about
2 ft. 6 in. square, by 5 ft. in height, which, as
will be seen, forms quite an imposing piece of
furniture for the drawing room. The motor in
one winding will run for twenty-five minutes,
and I understand is of a very superior make.
One great novelty in connection with this ma-
chine is an invisible horn, made entirely of the
same Swiss pine wood as is used for pianoforte
soundboards; further, it is shaped on the model

of a human mouth, and I may say there is no
metal whatever used in connection with this
horn. Although it has been said that a metal
horn is the only proper conductor of sound, it is
obvious that there can be no standard, as in this
case the wooden horn seems rather to improve
the tone of records, and is certainly not in any
way inferior in volume to the metal products.
Messrs. Barnett Samuels intend to construct this
machine also in oak, as more suitable for dining
rooms. Known as the Boudoir Dulciphone, it
will rank foremost in the now well-known and
popular Dulciphone series of products specialized
by this go-ahead house.

Japanese Enterprise.

In connection with the absence of business
honor in Japanese commercial life, and which I
have previously had occasion to comment upon
in these columns, the following letter from a
certain London house will be of much interest to
those interested in Eastern markets, and from
which it may be gathered that Western determi-
nation and enterprise is not on the wane. In
effect the letter states that the trade mark of
this firm, which was registered by a Japanese
merchant and upheld by the court in Japan, has,
in the face of further appeal and agitation, as-
sisted by strong representation through the for-
eign ofiice, now been canceled. Other manufac-
turers who have suffered from fraudulent imita-
tions should take heart by this example and
make another effort to establish their rights.
Musical Reciprocity.

With the object of establishing musical reci-
procity between Great Britain and Canada, Sir
Frederick Bridge will visit that country shortly.

Building Up Clarion Lists.

Evidently a determined attempt is being made
by the Clarion people to build up still further
their now rapidly growing lists. The March
issues of this popular record contain quite a gal-
axy of good things. We have several splendid
orchestral and various instrumental pieces, while
the song selections cover many of the ever wel-
come old ballads. The quality generally is ex-
cellent, with the exception of that beautiful song,
"Mary," which leaves room for improvement.
The Klingsor Cabinet.

H. Lange's successor informs me that their

The "World's" Register of British Manufacturers and Factors

The following are leading firms in the United Kingdom who will gladly mail Catalogues and Price Lists upon request

RPDT17ITD 68 BasinKhall St..
. rlVlJldJlV London. E.C., Eng.

EVERY WHOLESALE JOBBER

should Kct my export prices for Best French
PHONO REPROS., RECORDERS.
BLANKS and all Phono Accessories. Lists
free.

I am prepared to consider sole
representation of manufacturers of
SPECIALTIES of all kinds for
Phono and Talking Machine Trades.

IF YOU WANT TO OPEN HERE

write us at once and submit samples
and prices. Highest Bank Refer-
ences. Correspondence invited —
English or French.

For Profitable and SOUND Business handle the

IMPERIAL DISC RECORDS

Supplied by

GILBERT KIMPTON & CO.

Peninsular House, Monument Street, London, England

THE SEYMOUR
REPRODUCER

NEW 1908 MODEL
Enormously Improved.

Absolutely the finest phonogrraph repro-
ducer on the market. Price, 12 6.

Graphophone Carrier Arms for Edison
machines to adopt same, with special sound-
tiKht joint, from 10 6 to 12 6.

Send for illustrated lists of above and
other up-(o-date accessories.

TBE MICROPHONOGRAPH COMPANY
291 Gostvell Road, London. England

TALKING MACHINES

Records and
Supplies

Export a specialty. Ship-
pers are requested to state
their re<iuirements.

American Talking Machine Co.

Si Tabernacit SI.. Undm, England

F. W. ROBINSON

"The Talkerics. "' 21."^ Deansnate,
MANCHESTER. ENGLAND

Direcl Importer of nil kinds of DISC
TALKING MACHINES. RECORDS.
PHONOS.. CYLINDERS. ETC.. and all
Koods connected with the trade.
WHOLESALE. RETAIL AND EXPORT
on cash lines nC close market prices.

nn^p> Correspondence Invited
PROMPT ATTENTION

Alwriys open to consider Kood lines siiil-
nble for ihc Rnyrlish and Foreinn markets.
Improvements and Novelties preferred.
Send samples and prices.

sec ADVT AOJOININQ

To Coloniai and Foreign Bayers

The peculiarities of these markets
have never been more apparent than
at tlie present moment. re([uirln^ (he
Kreatesi enre in priotii;; uuil hiiy-
iiitf. with a vit'\\ to the future Hav-
luix liad ninny years' ftrperience, I
aui prepared to Imy for you upon
ooniinisNion, and to keep you posted
up witli all (he Inlesl prodnctionH
and act as your ri'P'*<"^^'''>tat I ve. I
buy r«ek bottom. Instrui titms lo
purchase noods must ht-acconipaniiMl
wUh order on Bankers to pay cash
a^'alust Hill of Lading.

Hankers, l.ondtui City and Midland
Ltd.. Manchr'ster. Kor terms, please
write .staling; re<iuli ements. to

F. W. ROBII\SO\.
*Zltl OeaiiHcnle, MoneheHior, Kns.

The City Mfg. Co.

S6 City Road, London, E. C.

We are the ONLY MANUFACTURERS IN
ENGLAND who are able to prmluoe a
genuine B r i t i s h - M a d e article, superior
quality, lo stand Forei»:n competition.
Records. Albums. Pedestals
Exliibition Wire Racks
are our principal lines, and we can claitn
to be

The Cheapest on the Market

Wholesale only. List on Application.

THE TALKING MACHINE WORLD.

43

The PREMIER MANUFACTURING CO. m

81 CITY ROAD, LONDON, ENGLAND

Ihe CLARION

" NEW PROCESS
CYLINDE

t RECORD

FULL
LENGTH

FULL
VALUE

QUALITY
EXCELLENT

TONE
PURE AND
NATURAL

BETTER

than any

SHILLING
RECORD

on the market

To Progressive Colonial Dealers

TBE MOST PROFITABLE LINE

to handle is a record that will sell
quickly. You don't want to tie up
your money in stock that you can't
sell — THAT YOU'LL AGREE.
SEEK where you will, for GOOD
QUALITY and QUICK -SELLING
the "CLARION " RECORD

STANDS PRE-EMINENT

It's the line you should handle, for
it's quality and price that tells —
brings repeat orders — and Clarions
are there all the time. RECKON
UP the advantages and ask yourself
if it's not worth while getting into
touch with us?

THE "CLARION " IS A

GOLD -MOULDED
CYLINDER RECORD

recorded under a new process which
reproduces both instrumental and
vocal music with lifelike fidelity.
We don't want to say too much,
but are prepared to stand by your
opinion. Why not

SEND FOR A SAMPLE SET

and test them for yourself.'

CLARION RECORDS

Points to Remember

A GENEROUS PROFIT
IS ALLOWED

THERE IS NO DELAY WITH
YOUR ORDER
WE SUPPLY PROMPTLY

The "CLARION " RECORD is a
money-making record, not because
we call it the quick-selling record,
but simply that the price and quality

Tempt Buyers to Come Again

WE ARE SEEKING

the best class of Dealers to stock
" Clarion " Records, and if YOU are
wanting the best class of record —
the easy-selling record — LOSE NO
TIME in applying for our complete
lists and particulars of trading in
your country.

DON'T PUT IT OFF. Write now
to the manufacturers.

The Premier Manufacturing Co.

81 City Road, LONDON, ENGLAND

SHOW BIG PROFITS

:6

FULL
LENGTH

FULL
VALUE

Up-to-Date

Lists
of Popular
Selections

2fi

EXTREME
CLIMATIC
CHANGES
DO NOT
AFFECT
"CLARION-
RECORDS

All Go Ahead Jobbers are Handling These in Australia and New Zealand. Are You ?

44

THE TALKING MACHINE WORLD.

FROM OLTR LONDON HEADQUARTERS- (Continued.)

Klingsor cabinet disc macliines have been not
only considerably improved in tone and work-
manship, but that it is proposed to make certain
reductions in the prices previously charged which
the trade will receive full particulars of in due
course. The Zora sound box, a new line handled
by this company, certainly and fully fills the
proverbial long-felt want. The stylus bar is at-
tached to the diaphragm in an original manner
and quite different from the usual way of fitting
up. By this arrangement it holds permanently
the sapphire point for phonograph cut discs with-
out in any way affecting the needle holder. Thus
the combination is both clever and useful and
will surely provide dealers with a quick selling
line.

The British Sonogram Co.

The state of affairs of the now defunct Brit-
ish Sonogram Co., who, it will be remembered,
went into voluntary liquidation last year, do not
seem to warrant the hope of any inflated divi-
dends being announced either to shareholders
or creditors.

Four New Discs.

Apart from the new Elephone double-sided rec-
ord at 3s., placed on the market recently by the
Universal Talking Machine Co., we are to see the
advent of no less than three more disc records
in the near future. No. 1 will emanate from the
Edison Bell Co., a double-sided needle-cut disc,
selling at the extraordinary price of 2s. 6d. Later
a phonograph cut disc, 8% in., double-sided, is
to be issued at Is. 6d. No. 2, from the Premier
Mfg. Co., will be a phonograph cut record, dou-
ble-sided, and the price is yet to be fixed. No. 3,
of which no particulars are to hand, is by Rus-
sell & Co., makers of the indestructible cylinder
record. There are already about a dozen disc
records on the English market, and competition
is very keen, yet supply is greater than demand,
good though that may be. Four more discs added
to this will considerably upset matters for some-
body— there is not room for all — and because the
majority of disc records are about on a par with
each other in point of quality, in the great sur-
vival from the competitive price cutting which
inevitably follows only those firms that have
given due regard to the financial side of their
undertaking will be in evidence.

To Wind Up General Phonograph Co.

A petition was presented last month for the

winding up of the General Phonograph Co., 1
Worship street, London, E. C.

Growth of Foreign Trade.

As some indication of the advance in exports,
and also of the value of publicity in The Talk-
ing Machine World, is the news to hand from
Messrs. Robinson, 213 Deansgate, Manchester,
who report vast strides in their foreign shipping
department. Recent exports include shipments
of goods to such places as Persia, China, Cali-
fornia, Australia, etc. And although Favorite
records predominate, Messrs. Robinson do a large
business also in many other makes. They are in
a position to execute any foreign order com-
pletely and promptly, and traders abroad could
not do better than place their instructions with
this firm.

Odeon Single-Sided Records.

The Sterling & Hunting Co., Ltd., have -decided
to discontinue the manufacture of Odeon double-
sided records and expect to issue within a few
days a complete catalog of the Odeon single-
sided records, which will be 10% inches in diam-
eter, containing the pick of their existing cat-
alog. The retail price of their new records will
be 3s. each. In order to protect their customers
against loss of stock in hand they have ar-
ranged to allow a rebate of 6d. on each
10%-inch Odeon double-sided record purchased
between December 1, 1907, and March 19,
1908. What . occurs to one very naturally
is that the alteration of a double-sided
record at 5s. to a single-sided record at 3s.,
not being a proportionate reduction, is therefore
an increase in price, and it has been suggested
as more satisfactory to buyers, that the price
should be divided as equally as the music has
been. But dealers must remember that the
Odeon is a 10%-inch record of flrst-class quality,
giving a good profit to the trade, and as such it is
a record worth pushing.

Must File Assets and Liabilities.

The Lancashire Traders' Association write to
the Cycle Trader in reference to the 21st section
of the Companies' Act, 1907, under which all
public companies will be required to forward to
the registrar for filing a statement in the form
of a balance sheet, which will contain a sum-
mary of its capital, all its liabilities, and of all
its assets. A private company will not be re-
quired to do this, but, unless the requirements
of section 37 of the act are complied with, the
company will be regarded as a public company,
and the particulars referred to will have to be
given. It is therefore necessary to preserve the
private character of the company, to pass and
confirm special resolutions altering the articles
of association, so as to bring the company with-
in the definition of a "private company." These
requirements come into operation on July 1
next, so that the matter should be given imme-
diate attention. Furthermore, under the 12th
section of the act, it is required to forward a
statement showing the total amount outstand-
ing of all mortgages or charges as defined by
the 10th section, except those created since 1900,
which require registration under the 14th sec-
tion of the act of 1900. The penalty for default
is £50 per day.

Waltz Dream Records.

Two of the most fascinating selections — waltz
and march — from the new musical play, "A
Waltz Dream," figure on a double-face disc in
the Columbia Su])plement for April.

The Columbia "Crown" Model.
A most notable development in cylinder talk-
ing machines is found in the Columbia "Crown"
model — a cylinder instrument fitted with the fa-
mous Columbia alumiiiiini tone-arm. It will be
remembered what an inipoitaul slop forward
was taken when the Columbia people first ap-
l)lied the aluminum tone-arm to the disc talk-
ing machine and in the adaptation of the device
to the cylinder variety, similar momentous con-
sequences to the trade may be expected. It is
a well-known fact that aluminum metal has the

unique property, as a sound conveyor, of produc-
ing a particularly mellow, realistic quality of
tone, and this always-desired effect is fully se-
cured in the "Crown."

The Graduated Flex Diaphragm.

Daws Clarke, of 5 Longford place, Longsight,
Manchester, has given me the opportunity of
testing his Graduated Flex Diaphragm, and 1
must say it is all that he claims for it. The
reproduction is extremely good; the tone being
as faithful to nature as it is possible to obtain at
the present day. I would strongly recommend
talking machine dealers to handle this line.
Built up of a specially prepared, tough, fibrous
paper, and celluloid stiffened radially in the form
of a double star, or wheel, the Graduated Flex
Diaphragm thus obtains intense vibration over
a maximum effective area, and, moreover, is un-
breakable and impervious to climatic changes,
which obviously makes it very adaptable for
sale in the tropics. Mr. Clarke claims that his
diaphragm, being very light, moderates both
wear and metallic scratch of the record. It
can be fitted to any sound box or reproducer.
Dealers everywhere should write Daws Clarke
at above address.

Edison-Bell vs. National Co. Decision.

In the matter of the now famous circular
which the National Phonograph Co. issued in
September, 1905 to the effect that no one but
themselves had a right to use the name Edison,
and from which statement emanated the Edison-
Bell Co.'s action for libel, judgment was deliv-
ered in March, 1907, in favor of the plaintiffs,
with an inquiry as to damages sustained there-
from. Defendants all along claimed that plain-
tiffs' trade had declined not through the issue
of their circular, but to competition. In his
summing up at the time. Justice Neville said
that it was quite clear to him that plaintiffs had
suffered damage, as the issue of the libelous
circular was immediately followed by a notable
falling off of their trade, and he found that gen-
eral loss of business had been proved. This
judgment was confirmed by the Court of Ap-
peals on November 28, 1907. The finality was
reached in the High Court of Justice last month
(March) when the oflScial referee gave his de-
cision as to damages, as follows: I have come
to the conclusion that the evidence and figures
produced by the plaintiffs, and put in by them,
have proved damages with the certainty and
particularity which is reasonable, having regard
to the circumstances, and to the acts themselves
by which the damage was done. As to the di-
rectors not having thought that the loss was
the result of the circular, I have carefully con-
sidered the points urged by the learned counsel
for the defendants as to the report of the direc-
tors referring to the loss to increased competi-
tion, and the absence from the minutes of any
reference to the circular, and also Mr. Fox's
evidence, and I come to the conclusion that,
notwithstanding this, they did consider the loss
was due to the circular and other causes. It is
clear from the letter of Sept. 4, 1905, from Mr.
White to Mr. Marks, referred to by the Lord
Chief Justice, and from other evidence, that the
defendants intended to convey, and did convey
to the factors and dealers, and the public, that
the plaintiffs had no right to the name of Edi-
son, and that their records were not genuine,
and that the factore and dealers must not buy
the plaintiffs' goods, but that they, the defen-
dants, did not object to their buying the Rus-
sell Hunting Co.'s Sterling records, which were
selling at Is., the same price as the plaintiffs'.
There was clearly a demand for the Is. records,
a.'; shown by the plaintiffs' sales. The circular

PHILIP NEALE,

PMOIVO. EXPERT,

.-> Chalk Farm Rd. LONDON. N. W.

TnlkliiR Mncliliies o( cvei.v description repaired.
Spoclnl terms to the trade. "City adaresa and price
list on receipt of postal. No job too small — no
job too large.

"raE

GRADUATED FLEX
DIAPHRAGM

(PROTECTED)

BUILT
LIKE A
WHEEL

The loudest and most, living reproduction yet

obtained. Read what users say of it.

For EdiMon "C," or Columbia Lyric, 2 or 50c.

For DInc Boxes or large Phono-
Speakers, - - - 4 ' or $1.00
Post free anywhere, with inHtructionti for fitting.

Fitting, ad|usting and testing (it

required) all sizes, extra, - 1/

Try one in your Exhibition Sound-box or
Model C. Full particulars and testimonials from

DAWS CLARKE

Longford F> I <i c e , Longslgtil
IVlanchesler, Eng.

THE TALKING MACHINE WORLD.

45

FROM OUR LONDON HEADOUARTERS-(Continued).

said in effect tliat tlie plaintiffs tiad no right to
sell them; if you buy them we will boycott you;
so the buyers went to the Russell Hunting Co.,
and in that way the circular increased the sales
of the Sterling records. After considering the
whole of the evidence, oral and documentary,
before me, and the arguments of the learned
counsel, I find that substantial damage was
caused to the plaintiffs by the circular; that it
increased the competition of the Russell Hunt-
ing Co., and was the cause of the plaintiffs re-
ducing their price and making rebates to their
customers. In arriving at what is a reasonable
amount for that damage to allow to the plain-
tiffs, I must take a broad view Of the whole
case, and I do not propose to go into specific
figures. I must bear in mind that the plaintiffs
were selling records on a large scale, the figures
being in 1904, 1,800,000 odd, and in 1905, 2,400,000
odd, so that any interference with their trade
would not have a slight effect. I must bear in
mind that though the reduction in price caused
a loss to the plaintiffs by their being obliged to
sell at less, on the other hand the reduction in
price led to an increased number being sold,
and the profit from this must be set off against
the loss; that some part of the falling off of
the records being sold in 1905 at the original
price of Is., as compared with those sold in
1904, was due to some factors being cut off by
the plaintiffs, and to some being bankrupt, and
that some of the falling off must be allowed for
the competition of the records of the Russell
Hunting Co., a new company being in the mar-
ket at Is., as shown by their sales before the
circular. I must also bear in mind the fact
that the plaintiffs' business was increasing up
to September, 1905, and that there was a rea-
sonable prospect, as the whole general trade was
progressing and the demand for these records
Increasing, of the increase of the plaintiffs' trade
becoming larger had not this circular interfered
with it, and also that the plaintiffs had to allow
a rebate of some £1,200 to their customers owing
to the reduction in price, and also increased
expenses in refuting the statements in the de-
fendants' circular. After endeavoring to give
due weight to all these considerations, and, as
I have said, reviewing the whole evidence, I
find that the plaintiffs have sustained damage
to the amount of £4,000, by reason of the circu-
lar issued by the defendants on Sept. 13, 1905,
as set out in the statement of the claim.

Universal Talking Machine Co. Publicity.

The Universal Talking Machine Co. have
issued their first list of instrumental records,
and also machine catalog, which is worthy con-
sideration.

An Enjoyable Recital.

At the Assembly Rooms, Wandsworth, a very
successful graphophone recital was recently
given. The concert was organized by the Co-
lumbia Social Club, an association of the mem-
bers of the Columbia Co.'s London factory staff.
Every available seat was occupied, and standing
room was in demand as well, and the crowded
house thoroughly appreciated the excellent
graphophonic fare provided. In addition to the
va)ried selections by the Protean mechanical
artist, enjoyable items were contributed by sev-
eral well-known singers in person. A Limerick
competition held in connection with the enter-
tainment evoked much local interest. The
Limerick was printed on the back of the admis-
sion ticket and the holder was invited to fill in
the last line in competition for a prize consist-
ing of a graphophone and records. The popular
editor of the Wandsworth Borough News under-
took the adjudication. Altogether the affair
passed off most happily.

LIVEEPOOL NOTES.

I (Special to The Talking Machine World.)

Liverpool, Eng., April 3, 1908.
Since our last report nothing very startling
has occurred in the Liverpool district. The sales
generally have been well maintained, especially
in gramophone goods. At Messrs. Cramer's, sev-

eral good sales have recently been effected for
the Par East. At Thompson, Helsby & Co.'s the
boom in Pathe goods has also been well main-
tained. They speak very highly of the latest
numbers. At Archer & Sons', where an enor-
mous quantity of gramophones, odeons and zono-
phones are kept, in stock, business has been
pretty good. • The same is true of Messrs. Dibbs,
of Ranelagh Place. Most of the dealers, how-
ever, are looking forward now to a slight lull.
The beautiful springlike weather now being ex-
perienced will no doubt make a little difference
in sales, but we do not think it will be much,

Edison records in Liverpool have had a big
run, especially those made by Hairry Lauder.
At Messrs. Richardson's, of Paradise street, we
were informed that out of the first consignment
of 10,000 records received, over 7,000 were des-
patched to various customers the same day. For
a day's despatch we should think this was a
record.

MANCHESTER NOTES.

(Sreclal to The Talking Machine World.)

Manchester, April 4, 1908.

Trade In Manchester during the past month
has fallen rather flat. There have been very
few new sales, the present sales being princi-
pally with past customers who always keep in
touch with each month's new goods as they are
placed upon the market by the manufacturers.
The recent action of the government with re-
gard to the licensing question may have some
effect upon the sales in the future; the disc ma-
chine being in the North practically a necessity
in nearly every licensed house. Hitherto the
licensing laws have allowed the publican to have
concerts during the evenings, but this has, to a
large extent, been replaced by talking machines,
of which a large number have been sold.

Speaking to a prominent dealer a few days
ago, the opinion was expressed that the talking
machine in a licensed house tends to 'keep the
customers more sober and orderly than if it did
not exist. In the ordinary way, where the pro-
prietor did not possess a machine, customers
would chat and drink, consuming far more liquor
than where there was a machine, which consid-
erably attracts the attention of the customer
from drinking only, besides providing a nice
evening's entertainment at practically a very
nominal cost.

The season now being fairly well advanced,
business is not too brisk. In view of the Easter
holidays which occur in April, the public are
chary of spending too much money. This, and
the fine weather, probably accounts for the slight
depression we are now experiencing.

We were glad to learn from D. Eraser Watson,
of Manchester, that the recent concert given in
this city on the new electric air compressor
"Pathephone" was a great success. The audi-
ence was exceptionally large and the repertoire
excellent. Mr. Watson tells us that he has had
a very fine sale season as regards Pathe goods,
with which he makes a specialty of, and he also
expresses very bright hopes as regards the future
season's trading.

BRADFORD AND HALIFAX.

(Special to The Talkins Machine World.)

Bradford, April 4, 1908.

In Bradford a decided lull is being experienced
by those in the trade. As is well known, the
western side of Yorkshire is principally a cylin-
der district, and although the sale of cylinders
has undoubtedly been larger than ever, there is
no doubt but that the disc trade has increased
very considerably over that of the past season.

The difiiculty at the end of every season is that
certain goods appear to drop out of the market
and, not being renewable lines, the dealers are
forced to sell, in many' cases, practically at cost
price or slightly under to effect a clearance.

As foretold in The Talking Machine World a
few months ago, this state of affairs has been
brought about by over-production and the multi-
plicity of new records each month, which is

bound to have a serious effect upon the trade and
prices generally. It has been suggested, and
rightly so, that if manufacturers were to con-
fine their attention to producing fewer new num-
bers per month, of a superior quality, it would
be beneficial all around, and to this we are in-
clined to agree.

Mr. Moore, of Bradford, reported that busineSis
was fairly steady.- With him there has been a
drop in sales, it is true, but nothing very serious

At Messrs. Dysons' Ltd., Mr. Tedswell is
somewhat optimistic as regards the future.

Joshua Marshall, Ltd., of Bank street, Brad-
ford, who were appointed a few months ago the
sole agents for the Gramophone Co., report a
very satisfactory state of business as regards
gramophone sales, their leading lines being prin-
cipally the higher grade goods, which have been
selling very freely.

At Appleton's, business was also reported to
be in a very satisfactory condition. They have
had enormous sales with Clarion records, and in
this district these records are well holding their
own. Pathe discs also have figured largely in
the Appleton business during the past season
and, we understand, very successfully.

In Halifax, A. Smith & Co. report business as
still very well maintained, their principal line in
disc machines being the Columbia Regal, price
eight guineas, which they state they have done
exceedingly well with. In addition, however, to
Columbia machines and discs, they handle all the
leading lines in other discs and cylinders, re-
porting altogether a very satisfactory season.

At the Phono Supply Stores, Halifax, a good
season has also been experienced, and Mr. Stod-
dart is looking forward to having a very good
summer's trade, his line being principally Gram-
ophone, Zonophone and Edison.

G. L. Goodday, formerly a well-known New
York talking machine man, is now manager of
the Berliner Gramophone Co., the Victor Talking
Machine Co.'s Canadian representatives, of To-
ronto.

AN OPPORTUNITY for
Foreign Manufacturers
To Create Business
In America

1 am ready to close satisfactory
deals with European manufacturers
of Talking Machine specialties who
desire representation in this country.
There is a great field here for spe-
cialty manufacturers and the American
dealers are ready to take on side
lines which are attractive. I know the
business, having had years of exper-
ience with the dealers, and realize
the possibilities of enormous output
here for the right kind of trade at-
tractions. Address

TRADE SPECIALIST

Care of The Talking Machine World

1 Madison Avenue NEW YORK

46

THE TALKING MACHINE WORLD.

VISIT TO LEIPZIG'S GREAT FAIR.

Notable Manufacturers of Talking Machines,
Records and Supplies from All Parts of the
Continent and England in Evidence — Taper
Arm Discs Dominate — Interesting Letter
from Our Correspondent.

(Special to The Talking Machine World.)

Berlin, Ger., April 3, 1908.

Fate having decreed that this paper should be
published on the 15th of the month, this Is the
first opportunity I have been able to secure to
present to your readers a report of that popular
fair held twice a year at Leipzig, where the
leading members of the European talking ma-
chine trade foregather in search of novelties,
and, let it be whispered softly, that they may
enjoy things and wax merrj- to their heart's de-
light. There appears to have been nothing very
startling in the way of new productions. Peter-
strasse, as usual, was the chief center of the
talking machine industry, so there was little
difficulty in obtaining a fair sight of the various
exhibits. Some of your readers are no doubt
pretty familiar with the general arrangements
adopted on these occasions, but to those not so
acquainted I may say that the usual manner of
exhibiting all appertaining to talking machine
goods is just in ordinarj- shops and offices in
the locality. You have a fair idea of things
when I tell you that in viewing talking machines
you must at the same time see boots and such-
like goods which more often than not are in
juxtaposition. The principal exhibitors, how-
ever, occupy an entire floor to themselves, and
keen rivalry is not unknown to exist among the
manufacturers in securing the best positions,
which the landlords usually take advantage of
by charging quite exorbitant prices for the
week's rental. The fair this year was particu-
larly notable for the display of taper-arm ma-
chines, practically no different to the gramo-
phone tone arm patent, which company, by the
way, I understand, is being fought by two well-
known manufacturers for cancellation of this
patent. The usual large number of disc records
were on view, and there appears to me to have
been more than average competition could stand.
Two new issues were to be noticed: that of the
"Jumbo" and the "Dacopa." Both are double-
sided discs retailing at 3s. And so far as the
Dacopa record label goes, it would be impossible
to obtain a closer imitation of the Zonophones
than that. Varieties of needles, sound boxes,
and machine furniture formed a very important
feature of the fair. And although nothing really
new was to be seen, the fact of the fair still
drawing, if anything, a larger number of visi-
tors than ever before is some demonstration of
the advance and progress of this industry.

Among the more prominent exhibitors was
Louis Bauer, Leipzig, who manufactures the Hen-
reka talking machine and automatic devices of
various kinds, and who displayed a double tone-
arm automaton Henreka machine, equipped with
two reproducers, tone arms and horns, but only
playing one record. The reproducers may be
used either singly or together, the latter method
being especially desirable for halls and other pub-
lic places. The machine is made for both private
use or for coin operation. Mermod Frores, Ste.
Croix, Switzerland, exhibited a new Starkton talk-
ing machine, a machine using neither electricity
nor compressed air. They also attracted consid-
erable attention with the world-known Miraphone
combination of disc machine and music box.

The Deutsche Sprechmachinen "Werke took the
opportunity to show their new electric machine,
and also displayed a new tone arm machine with
a soundbox that can be turned around for insert-
ing a new needle without moving the tone arm
proper.

Another novelty seen at the fair was a Phoenix
machine with a triple horn, which greatly in-
creases the volume of sound, making it especially
desirable for halls, parks, etc. There was also
shown in the Phoenix booth a fine line of horn-
less machines equipped with richly decorated
stands for drawing rooms.

Manufacturer of Ornaments for
Gramophone Cabinets

B. SIMON

Manufacturer of Hardware BERLIN, W. RITTERSTRASSE, 76

The Deutsche Novophon AVerke, displayed their
noiseless ball-bearing motors, fancy metal fas-
tened cases in which absolutely no glue is used,
and their new reproducers with double mica dia-
phragm; the Excelsior Werke, m. b. H., ex-
hibited over half a dozen new styles of disc ma-
chines; C. Beltrame displayed his own attractive
line of machines, and a nice showing of Globos
double-sided records was made. Carl Lindstrom,
G. m. b. H., had an attractive exhibit of the
Starkton machine, somewhat like the Auxeto-
phone, and some very handsome horns; the Ver-
einigte Deutsche Sprechmachinen Industrie, G. m.
b. H. featured their new low-priced record, which,
it is claimed, may be played 500 times without
noticeable deterioration in quality of tone.

Other exhibitors were the Zonophone, Ltd., the
Schwabacher Nadelfabrik (needles) ; Klingsor
Doppleton Nadel (Klingsor double-toned needle),
the Vereinigte Schallplatten Werke, the Deutsche
Bardeon Gesellschaft, m. b. H.; the Jumbo Record
Fabrik, G. m. b. H., and Herr T. Opel (talking
machines.)

F. Ad. Richter & Cie, Rudolstadt, exhibited a
new hornless machine made especially for ex-
port to tropical countries. They also displayed
a sound-box into which a needle could be inserted
without disturbing the tone arm.

During the fair two trade meetings of impor-
tance were held, the Verband Deutsche Musik-
werke und Automaten Handler, of Berlin-Leipzig,
convening in the Krystall Palast on March 3,
and the des Bundes Spreclimachinen-handler of
Germany, on March 4.

Among the members of the trade from Eng-
land who visited the fair were George Murdock
and R. Fulton (Murdock & Co.), A. Balcombe
(Barnett-Samuels) , W. Samuel, and John and
Francis Nottingham (American Talking Machine
Co.), Mr. Johnson, of Liverpool; Mr, Gilbert, of
Sheffield; 0. Ruhl (Beka Record Co.), Fr.
Rauth, Bernard Andres. M. Woolf, Mr. Bowman,
F. Whitworth (Colmore Cycle Depot), C. Hert-
sog (New Polyphone Supply Co.), W. T. Forse
(Premier Mfg. Co.), Mr. Maurice (H. Lange's
Succrs.), and A. F. Vischer, of the Favorite Co.

TRADE NEWS FROM GERMANY.

Death of Ernest Loewe of the Beka Co. — New
Giant Horn — Tax on Talkers — New Disc
Record Factory Opened — Austrian Tariff and
Talking Machines — Other News.

(Special to The Talking Machine World.)

Berlin, Germany, March 27, 1908.
The talking machine trade in this country,
while not over active, still keeps up to a very
satisfactory standard, and the various manufac-
turers are endeavoring to stimulate the business
by introducing new and improved features in
both machines and accessories. Lenzen & Co..
Krefeld-Konigshof, for instance, have purchased
the rights to a giant horn, formerly made by
Feucht & Fabi, and are conducting extensive ex-
periments in an effort to perfect its reproducing

qualities. There is considerable doubt expressed
by many factors and dealers as to the advisability
of increasing the size of horns, many already
being of unwieldy dimensions. It is argued that
as the larger part of the talking machines are
purchased by the general public, who are in many
instances residing in none too large dwellings,
large horns frequently take up space that could
be used to advantage for other purposes and
therefore tend toward making the whole outfit
unpopular. No action has been taken in the mat-
ter, however.

A tax has recently been imposed on talking
machines in that town, where they are used in
public places. Automatic shooting ranges and
cinematograph shows are also to be assessed. The
rate is as follows: On talking machines, m. 150
per year; automatic shooting ranges, m. 60, and
on cinematograph exhibitions given in a hall
accommodating 200 or more people, m. 10 daily,
or more according to the size of the audience.

A new disc record factory has been opened in
Budapest by the Brste Ungarische Schallplatten-
labrik, Aktien-Gesellschaft (First Hungarian
Disc Record Factory), and will be under the man-
agement of Herr Max Winter, well known in the
talking machine trade in Germany.

A very interesting little journal is sent out to
dealers each month by the Grammaphon Gesell-
schaft and the International Zonophone Co., m.
b. H., in conjunction. The journal is called the
"Offlzielle Grammaphon Nachrichten," and is de-
voted exclusively to information regarding the
new styles and novelties produced by those two
firms.

The Deutsche Sprechmachinen Werke, G. m. b.
H., have met with considerable success with their
special series of records for language study,
which are very clear, every word being readily
distinguishable, a point to be appreciated when
some of the other makes of foreign records have
been once heard.

The Beka-Gesellschaft have succeeded in getting
a number of excellent records of the Rheinland
Carnival, comprising tunes of South Germany and
the Rhein district.

The Deutsche Cronophon-Gesellschaft, m. b. H.,
have increased their capital from ICO. 000 marks
to 200,000 marks, and will expand the business.

Talking machines are far from being especially
favored in the Austrian tariff lists. On the ma-
chines themselves the tax is 24 kronen per 100
kilos, while the records, both cylinder and disc,
are classed as scientific instruments and as-
sessed 150 kronen per 100 kilos. A society has
been formed in an effort to have the latt='r tax re-
duced to fair proportions.

Herr Ernst Loewe. director of the Beka Rec-
ord Co.. G. m. b H.. died suddenly of heart
failure on IMarch 14. He was a prominent figure
in the German talking machine trade, with
which he became connected in 1901, when he
joined the Adler-Phonograph Co. He was later
identified with other firms, and upon the estab-
lishment of the Beka Co. he became business
manager of that concern.

FLURSTEDT
bei Apolda i. Th. Germany

E. SAVERLANDT

CHEMISCHE
FABRIK

The largest manufacturing plant in the world devoted
exclusively to the manufacture of Master Waxes for

Gramophone and Phonograph Recording

Sole Manufacturer of

Sauerlandt's Material for Hard Moulded Records

.Mtention iiiiid to the M:iiiii(;utiire
of nny Spccinl Niitoriiil

Al.I. .^l.\TKK'l.\LS rKOTECTEO
HY PATENTS

THE TALKING MACHINE WORLD.

47

ST. LOUIS' GREAT TRADE MART.

Buyers' Club Building to Cover A Block to be
Erected Where Manufactured Goods of All
Kinds Will be Exhibited for Buyers' Benefit.

POST=CARD INSTRUCTION.

German Educators Introducing Them Into Pub-
lic Schools.

(Special to The Talking Maoljine World.)

St. Louis, Mo., April 7, 1908.
A new type of business building is under way
at St. Louis, Mo., wliicb presents many unique

tt EE EE 6E EE Et tJ J E >t 51 EE EfefeE ?I t-E

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innrsffi^jjjjj iijsfetttjstE ee ee ce cceeee ee

' ; ! 5 f'll^ll-'-Hi5? iULLj^Mt W E E E E E £ E

II/. .1st itinJsa 'iiih^ .J-?-

PERMANBNT EXPOSITION BniLDING.

features never before utilized on such a large
scale. It is to be called "The Buyers' Club
Building," and will occupy the entire block
bounded by 17th, 18th and Chestnut and Pine
streets, and will be 18 stories high. All lines of
goods are to be exhibited from the basement to
the roof, special sample rooms being provided on
each floor. The plan is to bring the buyer to the
seller and make this building a sort of trade
exchange.

It is the intention of the Buyers' Building Co.
to bring 10,000 buyers to St. Louis twice an-
nually, and a number of plans in this connection
are outlined, which at least seem feasible on
paper, to the end of attracting the best classes
of buyers from great distances. On the seventh
floor, which will consist of miscellaneous manu-
factures, will be installed pianos, "talkers" and
all kinds of musical merchandise. One of the fea-
tures of the building will be a convention hall,
committee rooms, etc., the use of which will
be given free, together with the club privileges,
to visiting buyers and to conventions where the
delegates are in a position to buy goods or in-
fluence their purchase.

Consul Frank S. Hannah, in the following re-
port from Magdeburg, tells of the new educa-
tional use of pictorial post cards in Germany:
"At the recent meeting of the German Geograph-
ical Society the idea was advanced for the first
time to employ picture
postal cards as means of
instruction in the schools.
The postcard Industry has
made enormous progress
in the last few years, and
in the last few months
cards have been brought
into the market illustrative
of natural history, political
history, and for use in in-
struction in the German
language, which have met
with the hearty approval
of professors and teachers
of reputation.

"The school museum at
Breslau has undertaken to
form a collection of these
cards, and for this purpose
has requested the various
publishers to forward them
samples of their output,
that it may be determined
toi what extent they may
he used for purposes of
instruction. Further, ' two teachers in Leip-
zig have established a central bureau for
meritorious post cards of all sorts intended
for purposes of instruction, collection and
travel. They have also developed and offer for
sale two practical systems for the display and
filing of the cards. These gentlemen select and
arrange the cards most carefully according to
pedagogical principles. Such prominent educa-
tors as Harms, Tischendorf, Rudolf Schmidt and
others have endorsed the plan of using illus-
trated cards as an aid in instruction, and even
official bodies, such as the Provincial Schulkol-
legium in Potsdam, anticipate favorable results
from them."

'iiii;-, r J

BUFFALO CO. INCORPORATE.

IMPORTANT NEW ZONOPHONE JOBBERS.

Byron Mauzy, San Francisco, Cal., has become
a zonophone jobber. He placed an initial order
of $5,000 with the Universal Talking Machine
Mfg. Co., Newark, N. J. The Eilers Piano Co.,
Portland Ore., have also created jobbers of the
zonophone line by J. D. Beekman, the company's
manager of salesmen, when in that city last
month. It is likely the goods will go into the
entire chain of Eilers stores on the coast.

The Seneca Street Phonograph Co., Buffalo,
N. Y., have incorporated with a capital stock of
$20,000. Directors, E. M. Bartlett, W. W. Cham-
berlain and Lauretta M. Cass, all of Buffalo.

An old established retail Talking-
Machine company, controlling sev-
eral retail establishments in several
Eastern cities and vicinity, desires to
concentrate ujDon wholesale trade and
will dispose of its entire retail stores,
either singly or the entire number to
one purchaser. Big opportunity for
the right man. Satisfactory terms
can be arranged. Opportunity of a
lifetime. Firmly established, paying
business. Address,

TALKING MACHINE RETAILER

Care of TALKING MACHINE WORLD

I Madison Avenue, New York

A FEW WORLD BRIEFLETS.

Quit thinking about what this or that com-
petitor of yours can seemingly do so much better
than you.

Stop fearing the retail mail order houses, and
this or that store so much "bigger" than yours.

Work your own field. Use all your own tools.
No matter how little you are you can win.

Determine what territory you can reasonably
hope to draw trade from. Set out to make
everyone in that territory know you and your
store.

Admit that you cannot advertise on the scale
of the big fellow. Don't try to do so. Do less,
but make that distinctive.

Keep changing an offer of one or two things
that many people will want hard enough to come
to your store for it.

LYONS AGAIN IN LINE.

James I. Lyons, Chicago, is again a zonophone
jobber, the rehabilitation occurring last month.
His order for machines and records was of good
size.

NOTICE

To Dealers

Be on your guard and
.put in a line of

ZON-O-PHONE
RECORDS

and

MACHINES

AT once:

otherwise your competitor
will take all your trade
away. Don't you know that
the Latest *'Hits'* can
only be had on the Zon =
O'phone records, and if
you wait for the other com-
panies to make them you
will be losing business,
while your competitor who

has Z on = o = phone
Records and Machines

will be reaping a harvest.
"Don't Wait, write for a
catalogue of Zon'O'

phone Records and

Machines or drop us a
postal card and we will have
our Representative

call to explain our proposi-
tion.

ZED COMPANY

Formerly

Zon-o-phone Distributing 6 Export Co.
77 Chambers Si, NEW YORK

Telephone No. { |||| [ Worth

48

THE TALKING MACHIKE WORLD.

PRACTICAL SUGGESTIONS AND COMMENTS

AUGMENTS INTENSITY OF SOUND.

F. W. Weisman writes as follows: "A year or
more ago, if I mistake not, something appeared
in The World regarding a device for increasing
the intensity of sound, patented by some French-
man. Would you be good enough to let me
know the nature of this invention, for which 1
shall feel extremely grateful."

The invention referred to is credited to
Messrs. G. Laudet and L. Gaumont, of Paris, and
is said to be of great value in amplifying phono-
graphic reproductions, particularly in large audi-
toriums. The principle underlying the construc-
tion of this apparatus consists in transmitting
the sound vibrations concerned to and from a
convenient flame. After the first experiment*
made in this connection, utilizing the human
voice, had given satisfactory results, the voice
assuming a remarkable intensity, the experi-
menters continued their investigations, employ-
ing sources of sounds of mechanically deter-
mined intensity, with continued success. The in-
strument consists of an equilibrated distributer
to regulate the amount of the burning gas mix-
ture, and a burner wherewith the gases are con-
sumed in an ignition chamber. The apparatus
submitted to the French academy was arranged
for registering the reinforcement of sounds of
any kind on ordinary phonograms. Air and
acetylene were employed as burning gases. The
distributing mechanism consists of a chamber
into w^hich the combustible mixture is intro-
duced under pressure through a conduit. A
vane, supported on knife edges, is mounted at
the bottom of the chamber, an elastic ring being
provided to insure air-tightness. Any motion
given to the pencil is transmitted to the vane
inside of the distributer. Openings are provided
through which the gaseous mixtures are allowed
to issue in respectively equal amounts as long as
the vane is immovable. Any displacement will,
however, result in an increase of the amount
of gas issuing on one side, while the amount
issuing on the other side is reduced. The total
amount of utilized mixture remains constant,
and the pressure in the interior of the chamber
is also unaltered. The gases are collected and
conveyed to the burners through a series of con-
duits. The burners consist of a series of discs
cooled by an air current, the gases being ex-
panded and reduced to a temperature such that
combustion always occurs in the chamber, just
at the point where the gases escape from the

openings of the burner. The apparatus com-
prises two funnels. The power of the sounds
obtained, which is truly remarkable, depends on
the amount of gas mixture used and on the en-
ergy expended during its combustion.
IMPORTANCE OF THE STYLUS.

W. L. Gentle, an English subscriber, who ha.s
experimented considerably with both cylinder
and disc machines, says he has found that con-
siderable and valuable alterations in the toue
and inflections of the record may be obtained by
means of the stylus, and adds: "Bight years
ago, when talking machines were not so numer-
ous and more expensive, I made one myself. It
was very effective, but eventually I sold it and
bought a machine. I was then led to experiment
in reproducers, one of which I made of wood with
a mica diaphragm, another with a diaphragm of
ferrotype, the latter giving a mellow tone, while
a third, consisting of a watch case with mica
diaphragm, though rather metallic, proved to
give more volume than the other two. My main
motive in this letter is to show that the stylus re-
ceives insufBcient attention. I contend that it is
a most important factor in the question of re-
productive values; most of them are too large —
especially those of the button type — to reproduce
sound faithfully and minutely, as they do not
fit the grooves properly, and thus some part is
lost. The sapphire I maintain enjoys a popular-
ity which is not entirely deserved, as through its
hardness it causes in a short time scratches and
great wear to the record. It will be found, and
I have proved it to my own satisfaction, that a
glass stylus has all the clearness of the sapphire
without the evil consequences of the latter. Care
must be taken, however, to get a well shaped
point, not too sharp and yet not following the
button pattern, but rather like the smaller ellipse
of an egg. Coupled with this it must be smooth
and even, and the result will be correct traveling
of the indentations, thus obtaining exact repro-
duction."

OVERSTOCKING OF RECORDS.

Dealers who suffer from an accumulation of
old records should be interested in the manner
in which a Victor dealer has solved the problem,
and which is described in a letter sent out to all
their dealers by the Victor Talking Machine Co.,
which reads as follows: "A Western distributor
says there is no excuse for an accumulation of
old records or an overstocking of records in the
talking machine business. This dealer's ingeni-

THE JENKINS RECORD BOX

'T'HIS is the box that pleases the
customer. No wrapping, no
tying.

It is the most convenient package
for delivering records.

It

often sells
the box."

'one more to fill

Your customers will appreciate it
so much that you will never be
without it.

SHIPPED "KNOCKED DOWN"

Send us $4.85 lor a Sample Lot ol I 100 i one hundred each size

THREE -CYLINDER RECORD BOX,
SIX -CYLINDER RECORD BOX,
TWELVE- CYLINDER RECORD BOX,

$L10 PER HUNDRED
L50 PER HUNDRED
2.25 PER HUNDRED

THE J. W. JENKINS' SONS MUSIC CO.
1013-15 Walnut Street, Kansas City, Mo.

Largest Talking Machine Distributors in the West

ous and effective way of stimulating the sale of
dropped records and records which he considered
he had accumulated an overstock on, is a splen-
did red flag idea, and well worthy of emulation
on the part of Victor dealers — quite simple, too.
His record numbers on the front of his lecord
bins (in which pieces of cardboard are held in-
little tin slips, making them verj' readily re-
moved) are marked on white, blue and red
papers. The white paper designates his regular
salable stock, but when a number becomes
dropped, he takes out the white paper, putting in
a blue one. When he considers he is overstocked
on a certain record he places a red card in the
holder and offers his employees a small commis-
sion on the sale of red records and double as
much on the blue label records. It is surprising
to see what energy the salesmen will use to work
off what is considered undesirable stock. The
buyer will come in, pick up a catalog, and ask
to hear some of the records, with which he is
familiar, when many of these red and blue label
records are better and far more musical, and
they would be glad to buy them, if the clerks
would take the trouble to play them. This dealer
states that the red and blue labels have done
wonders for him. He has a report put on his
desk each morning, showing the previous day's
record sales, with the reds and blues marked,
and his salesmen take great interest in having
this list as large as possible."

SOMETHING ABOUT OZOCERITE.

In several parts o'f the world a resinous sub-
stance called ozocerite, and bearing considerable
resemblance to beeswax, is found, usually in con-
nection with rock salt and coal. There are
depots in Austria, Russia, Roumania, Egypt, Al-
geria, Canada and Mexico, but, says an eminent
authority on the subject, ozocerite has not so far
been discovered in suflScient quantities to pay for
mining anywhere except in the district of Bor-
slav, in Austrian Galicia, and on an island on
the west coast of the Caspian Sea. In mining
this mineral wax shafts are sunk until a bed, or
"nest," of ozocerite is struck. Then connecting
galleries are driven. There is considerable dan-
ger, and many lives have been lost in conse-
quence of the sudden forcing up of the soft wax
into the shafts by the enormous pressure to
which it is subjected. It is used largely for
manufacturing ceresin, which Is employed, to-
gether with beeswax, for making wax candles, as
well as in the manufacture of phonographic cyl-
inders, and for many other similar purposes.

SHELVING FROM RECORD BOXES.

In a communication to The World, F. M. At-
ft-ood, the well-known talking machine jobber of
Memphis. Tenn., writes: "I have lately in-
creased the capacity of my EJdison record bins
from 12,000 to 22,700. The new part I consider
to be both novel and original. It is what I call
sectional shelving and can be run to any height
or any length and is made entirely of lumber
taken from the Edison 300 record packing cases.
They are first knocked entirely apart except the
ends which are cut into pieces to form the height
or distance between each shelf, leaving the cleats
on to give strength. The shelf is then nailed on
the top of two of the ends also piece on the back.
They hold six records deep and ten wide. Of
course the width may be divided to suit the job-
ber or dealer. I use no partitions in them, but use
gum labels over each number. They could also
be used in connection with tray system. These
shelves are set one on top of the other and the
lower sections are held in place by quarter-inch
iron rod run through a hole .at each end. The
base should be made about 6 inches wider to
project in front and is 12 inches high. This pro-
jection of the base is very convenient to step on
in getting records from the top shelves. I have
stained the front of this a dark green and it
makes a very nice appearance. In conclusion,
will say that my wholesale business so far this
month is more than double what it was the en-
lire month of March last year.

The World would be glad to hear from other
dealers on practical topics.

THE TALKING MACfflNE WORLD.

49

"Surprise
and
Delight

Mello-Tone

Attachment is the most widely
used Modifier in the world for

Talking Machines or Phonographs

Produces tones natural.
Eliminates all metallic sounds and blasts.
Regulates and mellows the tone.
Can be adjusted while machine is playing.
Goes in the horn, opens and shuts.

fhfh l^nr^h Discounts and samples to

l/U Ililli^fl dealers on application,

MELLO-TONE CO.

40 HARRISON AVE.

SPRINGFIELD, MASS.

iviliplease
you and
please your
friends

GRAND OPERA HELPS BOSTON SALES.

Appearance of Metropolitan Opera Co. Last
Week Resulted in Great Demand for Grand
Opera Records — Ditson Co. Make Good Use
of the Event — Steady Growth of Business
With Eastern Talking Machine Co.— Doc
O'Neill a Visitor — Expansion With Osgood
— Call for Edison Goods at the Boston Cycle
and Sundry Co. — Other Items.

(Special to The Talking Machiue Woi ld. i

Boston, Mass., April 10, 1908.

May be grand opera week, with the C!onried
Company here, didn't help the talking machine
trade! It certainly made the dealers smile, for
grand opera records were selling like hot cakes,
and despite the fact that most of the dealers
stocked up pretty well, there were a number of
rush express orders for more before the week
was half over. Almost all of the dealers made
especial window displays, and used up good space
in the newspapers.

Tetrazzini records had the call at the Oliver
Ditson Co., on the Victor Red Seals, with Caruso
a close second and Plancon third. The unusually
bright and catchy advertisements issued by Gen-
eral Manager Biobzin, of the Ditson Co., in the
papers and theatre programs, were great pullers
of trade. The local trade was flooded early in
April with the handsome booklet, "Tetrazzini on
the Victor," with extracts from her songs, etc.,
and this contributed to the good results. Retail
Manager Winkelman reports also an excellent
sale on the Spaulding linen fiber horns.

Wholesale Manager Chamberlain at the East-
ern Talking Machine Co. was radiant this month
over the increase in his department, and the fact
that the outgoing shipments kept pace with the
incoming ones. The new department on the
third floor has been a great advantage to the
sales force and unusually good retail business on
the higher grade goods is reported.

"Doc" O'Neill, of the Victor staff, was a visitor
here recently, and isays the dealers of New Eng-
land speak very encouragingly of the spring
trade. He has done good business in his district
on Victor goods.

Preparations are being made daily now for
transferring the talking machine department at
Iver Johnson Oo.'s store to the fine new building
on the corner. The building will be ready for
occupancy very shortly.

"Business is fine, and we're happy," said the
manager of the Columbia Phonograph Co., this
week, and Retail Manager Blakeborough echoed
his sentiments. The two fine window displays
here have done much to call transients into the
store.

At the Edison Co.'s store a big feature has been
made of the original phonograph which inventor
Edison used. It has been a great drawing card.

The two new display rooms recently added to
the department at C. E. Osgood Co.'s are in con-
stant use. This department is fortunate in that
the music which issues from it can be heard in
the various other departments while customers
are there, and it acts as a lodestone to them.

Only the fact that his present quarters are
tilled with orders or machines in point of transit,
keeps Manager Andrews, of the Boston Cycle &
Sundry Co. from doing a war dance of joy at the
growth of the spring business with him in Edi-
son goods. He has made some big additions to
the list of dealers he supplies, and says that busi-

ness looks bright for the summer months as well.

The Massachusetts Indestructible Record Co. is
now well settled in its new quarters and, with
Ambassador Gateley out through New England, a
big trade has already been worked up. Manager
Pease has moved his personal effects from New
York, and will remain here permanently.

E. N. BUENS TO MEXICO.

Edward N. Burns, vice-president of the Amer-
ican Graphophone Co., and manager of the ex-
port department of the Columbia Phonograph
Co., General, on April 8 left New York for the
City of Mexico via New Orleans. He went to the
Crescent City by the steamship "Momun." of the
Southern Pacific Railroad line, and thence to his
ultimate destination by rail. Mrs. Burns will
accompany her husband, and he will be away
about a month. J. Coffea has had charge of the
Columbia Co.'s business in Mexico, vice Smith,
and it is pmbable he will be formally installed as
permanent manager. As Walter Stevens, mana-
ger of the National Phonograph Co.'s export de-
partment, is now in the Mexican capital, the two,
who have never met, may get together in a pleas
ant way and compare notes, and possibly indulge
in a lemonade a la Mex.

ORCHESTRAPHONE GROWS IN FAVOR.

The Orchestraphone Co., of Kansas City, Mo.,
whose advertisement appears elsewhere in this
paper, are much pleased with the manner in
which the orchestraphone has been taken up b^'
the trade. As a result of the orders which came
in the last few weeks as well as the words of
appreciation accompanying them, they are mak-
ing arrangements to turn out these cabinets in
larger quantities. It is their intention to make
a number of improvements in the new case, of

which we hope to show an illustration next
month. The orchestraphone has been built by
an expert acoustician and can be easily adjusted
to any disc talking machine. Through its use
the horn is entirely eliminated, the tone im-
proved, and any noise Incidental to the mechan-
ical operation largely removed.

SIMULATES HAND ORGAN.

Victor III Machine Employed by a Daughter of
a Talking Machine Dealer in Highland, III.,
to Good Purpose.

(Special to The Talking Machine Woi-ld.i

St. Louis, Mo., April 9, 1908.
O. A. Gressing, manager of the St. Louis Talk-
ing Machine Co., recently received the accom-
panying photograph from C. Sohiettinger, a Vic-

tor dealer at Highland, III. In the picture will
be found two young ladies about fourteen years
of age each dressed as peripatetic Italians for a
character party given recently for charity. The
girl who is grinding the organ is a daughter of
Mr. Schiettinger, and her friend and neighbor is
making the collection.

The point of the story is that this organ is
nothing more or less than a Victor III. in a small
box with a paper horn to make it weigh light.

Buy in Boston

It is the Hub of
New England and

^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^ we are located in

the centre of the

Hub with trade spokes radiating everyway and in every direction.
We can fill your orders promptly and have them on their way to
you only a short time after they have reached Boston.

We sell everything in the Talking Machine line ; machines,
horns, accessories, manufacture a number of specialties and
devote our entire energies to the wholesale trade. The retail
business is all right, but we are specialists — jobbers — and carry
the biggest and best assorted stock to be found in New
England.

When you want anything QUICK and want it RIGHT we
will appreciate your orders and you will not lose by placing them
with us.

Boston Cycle and Sundry (q.

48 Hanover Street ^ ^ Boston, Mass.

50

THE TALKING MACHINE WORLD.

while the whole is covered up to give it the sem-
blance of the family type of small organ used
by the sons of sunny Italy.

It is hardly necessary to say that this clever
idea gotten up by these girls made quite a hit
and they collected quite a sum of money for their
favorite charity.

TRADE NEWS FROM BALTIMORE.

Grand Opera Season Destined to Help Sale of
Records — Cohen & Hughes Big Victor Trade
— Droop & Sons Co. Have Big Demand for
Tetrazzini Records — Trade as a Whole Sat-
isfactory.

(Special to The Talking Machine World.)

Baltimore, Md., April 9, 1908.

With the approach of the grand opera season
in this city during Holy Week, the talking ma-
chine dealers are looking forward to good sales
of operatic records. Baltimoreans, as a whole,
are great lovers of operas, and if history repeats
itself the homes of the rich, middle classes and
the poor will resound over and over again with
the strains of the familiar selections from
"Tannhauser," "Faust," "II Trovatore," etc.
This was the case last year after the operas had
been played here, and that the same condition
will prevail is almost an assured fact, for the
reason that already orders have been received
by the dealers for these particular records. While
the operatic records for the next week or two
will hold the center of the stage, there has not
been any decrease in the sales of the popular
records. There have been a number of new
musical companies in the city the past month,
and the latest airs have consequently been
gTeatly in demand. So much for the record end
of the trade. The sales of the various makes of
talking machines have also been gratifying to
the dealers the past thirty days. The demand
for this simple form of musical amusement seems
to increase weekly and there seems to be no end
to their popularity.

Messrs. Cohen & Hughes, who are local jobbers
for the Victor machines, report that while they
have had a very good month in the way of sales
it is not quite up to the standard of last year,
hut that the demand for records has been ex-
cellent. The firm during the last two weeks
opened up two new agencies in this city for the
Victors. They also sold several big machines
during the past week.

Messrs. Sanders & Stayman, who handle both
the Victor and the Columbia machines, declare
that business has continued in excellent style

OFFICERS

OF THE

Talking Machine Jobbers'
National Association

1907-08.

President, James F. Bowers,

Lyon & Healy, Chicago, III.
Vice-President, W. D. Andrews,

Buffalo, N. Y.

Treasurer, Louis Buehn,

Louis Buehn & Bro., Philadelphia, Pa.
Secretary, Perry B. Whitsit,

Perry B. Whitsit Co., Columbus, O.

EXECUTIVE COMMITTEE:
Lawrence McGreal, Milwaukee, Wis. ;
C. V. Henkel, Douglas Phonograph Co.,
New York, N. Y. ; C. W. Hickok, Whit-
ney & Currier Co., Toledo, O. ; W. E.
Henry, Powers & Henry Co., Pittsburg,
Pa.; Edward H. Uhl, R. Wurlitzer Co.,
Chicago, 111.

Every Talking Machine Jobber in the United States
Shonld Join Ttiis Association.

i

and that the prospects for the spring trade are
very encouraging. The sale of high grade rec-
ords has been particularly brisk.

Manager Joseph A. Grottendick, of the local
stores of the E. F. Droop & Sons Co., reports
that the sales of Edison and Victor machines by
the firm have been satisfactory during the month
of March. Records are also going along nicely.

The most popular records heard during the last
two weeks have been the selections sung by
Mme. Tetrazzini.

Messrs. H. I. Eisenbrandt & Sons have also had
a good month both in the way of sales of the
Victor machines and the records of popular
music.

EDISON'S GREAT MASTERY.

Of All Things and His Capacity for Taking
Pains Well Illustrated.

Thomas A. Edison, so unusual in personal ap-
pearance and manner, so extraordinary in habits
of life and methods of work, so defiant of what
most men regard as the laws of health, that he
is as different from other men in the things of

the every-day world as he has proven himself
to be above them in his mastery of the subtle
fluid that is as efficient in driving a railroad
train as it is in lighting a house. And yet
Edison does not think it comes from genius. He
lecently told ^ friend that it was about 2 per
cent.' genius and 98 per cent, hard work that
made him successful, says a writer of some emi-
nence.

A hundred instances of his unfailing capacity
for taking pains might he 'mentioned. One is
the case of his phonograph records. The ones
he first made were not quite satisfactory. He
sent his agents to the remotest corners of the
world to look for a suitable substance. Wax
after wax was tried, hardening process after
hardening process was experimented with. At
last some one, after the five years of fruitless
search, suggested soap. Finally he found a
soap, too hard to wash, but a soap all the same,
and this he uses for his records.

The germ of Edison's phonograph was evolved
by him in his telegraphic work at Indianapolis.
He was working on a "plug" circuit, with an-
other boy, the regular operator having been a
frequent imbiber of the cup that cheers. They
would each take a turn, thus being able to keep
up with the operator at the other end of the
line. Then Edison found two old Morse regis-
ters. The oue would receive the copy from the
other end at the rate of forty words a minute,
making the dots and dashes on the paper. The
other would take it off the tape thus made at
the rate of speed desired by the operator. This
went well for a long time, and the "copy" those
boys turned out was the admiration and despair
of other telegraphers and the delight of the
newspaper offices. Finally came a presidential
election night. Stuff came in so continuously
at the rate of forty words a minute that their
twenty-five word space put them an hour and a
half behind in short order. There was a howl
from the newspaper offices and an investigation.
The new invention did not score very well then,
but it did lay the foundation for the phonograph.

J. D. BEEKMAN RETURNS ILL.

J. D. Beekman, manager of salesmen, who has
been traveling in the Far West for the Universal
Talking Machine Mfg. Co., Newark, N. J., was
taken sick when in Portland, Ore., and under
instructions of the attending physician he was
advised to return home as quickly as possible.
Mr. Beekman arrived Monday in fair condition,
considering the long journey, and is now under
the care of his wife at his residence in High
Bridge, N. Y., and is doing as well as could be
expected. He had been making an unusually
good trip, creating a number of new Zonophone
jobbers among the leading firms on the coast and
throughout the West. Mr. Beekman started on
his journey in the latter part of January and
did not expect to get back to headquarters until
the end of June, his itinerary taking him into
Mexico and Cuba. He has since recovered.

UNIVERSAL CO. OFFICERS RE-ELECTED.

The annual meeting of the stockholders and
directors of the Universal Talking Machine Mfg.
Co., Newark, N. J., was held in New York Friday
of last week. The present officei-s were re-elect-
ed: President, B. G. Royal; vice-president and
general manager, John A. Macnabb; secretary,
A. C. Middletou; treasurer, Gus Vielage. The
yearly report showed the company were doing an
excellent business, and the usual dividends were
ordered paid.

FIRE CAUSES $1,200 DAMAGE.

(Special to Tho 'rnlklnp; Machine World, i

Philadelphia, Pa., March 30, 1908.
A fire in tlie building occupied by the Keen
Phonograpli Co., 4250 Main street, Manayunk,
caused a damage of $1,200 on Thursday. The
blaze, which is believed to have been caused by
a detective flue, spread with great rapidity.
About 200 talking machines and a large number
ol" r(M'ords were damaged.

BUILD UP SPRING TRADE

^ Our experience of many years is at your service in trade building.
^ We job talking machines all over Michigan and adjoining territory
and the steady growth of our jobbing business shows that dealers
appreciate quick and prompt service and accuracy in filling orders.
^ We know the needs of talking machine dealers and it has been
our aim to attend to those needs down to the minutest detail.
^ There is no house in Western Michigan which can compare
with us in age and in reputation for reliability and prompt service.
^ That surely should be worth something to 5^ou, Mr. Talking
Machine Dealer and if you are anywhere in or near our territory
write to us. ^ You can save time and you can save money and
you can build trade through a business alliance with us.

JULIUS A. J. FRIEDRICH, Grand Rapids, Mich.

THE TALKING MACHINE WORLD.

51

RECORDING OF SOUND WAVES.

Practical and Interesting Remarks on This Al-
ways Interesting Subject by Henry Seymour
in the Phono-Trader — Why the Ribbon Film
Gives a Continuous Line of Straight Track
Instead of a Continuous Curved Track as in
the Disc Record.

Numerous patents have been taken out during
the last few years in connection with the record-
ing of sound waves by means of rays of light. It
has long been known that a very close analogy
exists in the pulsatory movements connected with
the propagation of acoustic waves and light rays,
the only important difference arising in their dif-
ferent periodicity, on account of a greater vibra-
tory impulse originating one series of movements
than the other. It is not surprising, therefore,
that since the advent of the talking machine, ex-
perimentalists have devoted some attention to the
production of sound records by photography, and
perhaps Cervenka may be named as the first
worker in this field to bring the subject within
the sphere of practical application.

Cervenka's experiments appear to have been
confined to the disc form of record, and, if I re-
member aright, he demonstrated the possibilities
of his method to the students of a German uni-
versity nearly five years ago, but little has been
heard of it since, and no attempt has apparently
been made to put the discovery or system to com-
mercial profit, notwithstanding its wonderful
potentialities. My own experiments in the same
line were rather limited in scope, and I must con-
fess that I could find no really satisfactory
method of duplicating records made in this man-
ner, and there I left it. Later experiments by
others in the reproduction of sound by the agency
of light, in which the well-known action of
selenium cells is called into requisition, have
done a great deal toward the final solution of the
problem, and I have every reason to think that
in the near future the methods of sound record-
ing now in use will be entirely superseded, nnil
by methods very much like those at present em-

ployed in the manipulation of the cinematograph.

The obvious advantages in recording sound by
means of the camera and the sensitive blank film
consist in the circumstance that no resistance at
all is interposed between the vibrating disc and
the blank, which enables the disc to be absolutely
free in its vibratory activity; and it%_is claimed
that the usual surface noise -incidental to the
engagement of the reproducing apparatus with
records as at present made will be entirely elim-
inated. I am not quite sure if this claim is well
founded, and I have some reason to suspect other-
wise, yet I am disposed to think that any extrane-
ous sound as referred to is likely to be reduced
very sensibly. The amplitude of sonorous waves
is too restricted, I fear, to enable any separating
process in reprqduction to he available, so as to
preserve the multifarious and diverse sinuosities
in the track which are responsible for the re-
creation of the sounds which made them, and yet
for the track itself per se to be quite neutralized.
For, even in sound photography, the idea of a
tiack is not to be dispensed with, and the mere
agitation of the instrument, by means of which
sound prints are acoustically manifested, would
be sufficient to produce a foreign vibration equiv-
alent to the present surface noise, even though
the line of track in its neutral parts were per-
fectly straight. It is this circumstance which un-
fits the disc form in a great measure for the pur-
poses of photography, and I am apparently not
alone in this opinion, as I learn that the ribbon
torm of record has presented fewer difficulties
up to the present. The great advantage in the
libbon film, worked on spools over the disc, is
that the record is practically a continuous line of
straight track, instead of, as in the disc, a con-
tinuous curved track.

I conceive that a method might be employed to
enlarge the sinuosities of the track (which is
transparent) in the ribbon form by means of a
lens interposed between the film and the cell;
and by means of a very nice adjustment, the
straight or neutral portion of the track might be
eclipsed, and the tremulous portion actuated,
which would be impossible in a disc with close

spiral track. This is perfectly feasible, and would
decidedly remove all foreign noise in the nature
of "surface" or "track" vibration per se, as the
straight line of track (which, of course, contains
no portion of a record) would be excluded from
operating upon the cell, and therefore would not
produce sound. Every increase in the magnifica-
tion of the record track, however, would of neces-
sity have to be accompanied by a corresponding
increase in the rate of speed of the record in the
reproduction which, curiously enoug'h, would not
raise the pitch of the tones, as in the case when
operating talking machines on present lines.

The duplication of such records may be con-
veniently accomplished by the ordinary method
of rapid photographic printing, or in the manner
employed in the reproduction of films. The great
difficulty associated with the ribbon type of rec-
ord, however, is the great length of material re-
quired for the making of a single record. Such
a record would present itself as a long sinuous
transparent line, on an opaque ground, on pliable
material, equal in length to the Iwigth of such
line. Some idea of the length of material re-
quired may be gathered from the actual measure-
ment of the line of track on any record now in
use. Take for example a small Edison gold
molded cylinder record, which plays for about
two minutes, on an average. Such a record is,
say 2Vs inches in diameter, which is therefore
almost 7 inches in circumference. The record,
measured lengthwise, is say 314 inches. The
pitch of the track, similarly ascertained length-
wise, is 100 to the inch. Prom this data the
length of the whole track is, therefore, about 68
yards! Henry Seymour.

BLACKMAN INCORPORATES.

The Blackman Talking Machine Co., New
York, have incorporated with a capital of $30,-
000. Directors — J. Newcomb Blackman and Ada
L. Blackman, East Orange, N. J.- George G.
Blackman, New York.

If you do not wish some one else to profit at
your expense in your own field — advertise.

THE CADV SECTIONAL CYLINDER RECORD CABINET

No. lOOA. BASE

The Base includes two flrawers at-
tached, each coutaining 42 pegs foi'
Kecords. feize. 21 in. x 21 in., 14 in.
high, capar-itv S4 Kecnrrls.

SIX DRAWER CABINET

Here we show a Sectional Cabinet con-
taining one Base A, one Top B, and three
Iirawer Sections C, giving a capacity of
2.j2 Records. As many more C Sections
can be added as the height of the room
will permit.

(PATEIVT PEINDINO)

Constructed on the plan of the Sectional Book Case, but more practical, as owners of Phonographs are
adding to their collection of Records oftener than book collectors do to their libraries.

No. lOOB. TOP

The Top includes one drawer
containing 42 pegs for. Rec-
ords. Size, 21 in. x 21 in., G
in. high.

These Cabinets
are equipped with
Pasteboard Pegs.

No. lOOC. DRAWER SECTION

A Single Drawer Section contains 42
pegs for Records. Size. 19 in. x 19 in.,
5% in. high. The illustration shows the
three metal pegs which are inserted into
metal sockets on the next Section to
hold the Sections in place. Each Sec-
tion also has three hooUs for locking so
that the sides and back are as solid as if
they were made from one board.

All Drawers have veneered bottoms. ISo
tools are necessary in con-
necting sections.

TOP AND BASE ATTACHED

Here we show the Base A and Top B at-
tached making a complete cabinet 20 in.
liigli, having a capacity of 126 Records.
The Sections are connected with three
hooks so that the cabinet may be carried
from one room to another without sep-
arating— a feature not contained iu the
seirtional bookcase.

Write for exclusive agency as we will only sell to one dealer in
each city. Territory rapidly being assigned.

WRITE FOR CATALOG AND PRICE LIST.

THE CADY CABINET COMPANY

(INCORPORATED)
LrAlNSlJNG, JVIICI-IIQAIV, U. S. A.

52

THE TALKING MACHINE WORLD.

"SNAP SHOTS" AT^ VICTOR FACTORY.

Distinguished Visitors at Great Plant in Cam-
den— Delighted With Recording Room and
Interested in the Process by Which Records
Are Made and Preserved— Excellent Portraits
of Mme. Gadski and Miss Farrar.

Among the many distinguished visitors at the
Victor factory in Camden. N. J., recently were
Mme. Johanna Gadski, Miss Geraldine Farrar.
Sig. Scotti and Frank La Forge, all of whom ex-
pressed themselves as amazed at the extent of
the Victor plant. To quote from the "Voice of
the Victor" in this connection;

The singers were especially delighted with the
new recording room in the laboratory building,
pronouncing it acoustically perfect and declaring
it a pleasure to sing in such a room. In fact,
Mme. Gadski, jMiss Fanar and Signor Scotti,
who wsrc scheduled to sing at the Victor's New

ilMK. GADSKI EXJOYIXG THE MEI STEKS I XGER QUINTET

York laboratory, readily consented to come to
Camden to make these records in the new re-
cording room.

As the visitors naturally desired to know some-
thing of the process by which the great voices of
the age are preserved for future generations, they
were shown through the various departments of
the laboratory, and were greatly interested.
Mme. Gadski, in particular, never having seen

.MISS FAIiKAU LISTENING TO '"I'-M AFJIAID TU COME HO.ME
IN THE DARK," BY CLAIilCE VAXCE.

anything of the mechanical part of recording,
marveled at the perfection of detail and the deli-
cate adjustments necessaiy in the production of
the original matrix. Her Impression had been
that the process was a comparatively simple one
(as indeed the production of an ordinary disc
record is), but it was explained to her that much
of the high quality of Victor records is due to
the extreme care taken in every step of the work.

Miss Farrar, who before signing an exclusive
agreement with the Victor, had previously made
records in the laboratories of the principal Euro
pean companies, was greatly impressed at the
magnificent equipment of the Victor plant, and
dt the care and attention which marked every
part of the process of record taking. Signor
Scotti, who has always been much interested in
the technical part of re" rd making and is fa-
miliar with the European recording rooms, de-
clared that no laboratory In the world could be
compared to the Victor plant.

Particularly interesting and impressive to the
visitors were the massive fire and burglar proof
vaults, in which are stored in absolute safety
more than 16,000 priceless original matrices.
This is the greatest collection of voice impres-
sions in the world, and the knowledge that it is
stored here in such perfect security is most sat-
isfying, as many of these records, including sev-
eral by singers now dead, could never be re-
placed.

Mme. Gadski and Miss Farrar kindly consented
to pose for photographs while listening to their
new records, -with which they were much pleased.
Miss Farrar's highly amused expression in the
I holograph shown, however, is inspired by a rec-
ord of Clarice Vance's "I'm Afraid to Come Home
in the Dark," and her enjoyment of it is quite
evident, Mme. Gadski is shown intently listen-
ing to the great record of the Meistersinger
Quartet, which delighted her beyond measure.

The enthusiasm of the visitors is apparent
from the entries in the visitor's book. Mme.
Gadski wrote: "It is simply wonderful," while
Mr. La Forge's opinion of the Victor is expressed
as follows: "A source of the greatest enjoyment,
instruction and a wonderful teacher."

EDWARD D. EASTON'S HEALTH.

The health of Edward D. Easton, president of
the Columbia Phonograph Co., General, who
miraculously escaped death by being thrown off
a rapidly moving railroad train about a month
ago, is slowly improving. The shock to his sys-
tem was greater than at first diagnosed by the
physicians. He is out riding for a few hours
every day, and it is likely he will go to Europe
— an annual trip — before returning to business.

W. D. MOSES & CO. CREATE ftUITE A STIR.

( Special to The Talking Machine World. )

Richmond, Va., April 5, 1908,
Walter D. Moses & Co., the well-known talking
machine jobbers of 103 East Broad street, this
city, created quite a stir in musical circles in
this city upon receipt of the famous Tetrazzini
records made by the Victor Co., by sending out a
number of dainty invitations to their daily Vic-
trola concerts. Special attention was called to
the nine records by the great soprano; the entire
opera of "Pagliacci," by Caruso and the La Scala
chorus; the Merry Widow Waltz by Sembrich,
and Caruso's Don Sebastian, all the foregoing
numbers being rendered at the daily concerts
which took place from 4 to 6 p. m. The concerts
given by Moses & Co. have done much to main-
tain the interest in Victor records in Richmond
and vicinity.

The Zed Co., exclusive jobbers of the Zon-o-
phone line for Greater New York, have issued
their first circular to the trade. Their place is
now in running order.

The law of gravitation is a peculiar thing.
Just as a man feels that he is getting to the top,
the bottom drops out of things.

;Mrs. John O'Reilly will shortly open a talking
machine store in La Porte City. la.

LAWRENCE McGREAL

Milwaukee

172-174 Third St.

Edison and Victor
Jobber

SUPPLIES

If it's practical
and salable I've
got It.

Cincinnati

29 East Fif'h St.

Edl»on
Jobber

Two big jobbing houses carrying immense stock and prepared for instant
delivery, with an absolute minimum of "outs" and a maximum of perfect
service. Try me with a trial order now.

ASSISTANCE

I am interested in the success of every dealer buying through me, ami refer every outside inquiry
to the nearest dealer, and will further his business with practical ideas born of my long experience first
as a road salesman, later as a successful jobber. Let me help plan your spring campaign.

Yours for business..

LAWREINCE McGREAU

THE TALKING MACHINE WORLD.

53

DOLBEER RETURNS FROM BERMUDA

Much Improved in Health — Chats of Business
Conditions as They Look to Him at Various
Points of the Country.

On March 26th, F. K. Dolbeer, general sales
manager of the National Phonograph Co., Orange,
N. J., returned from his three weeks' vacation,
with Mrs. Dolbeer, at Hamilton, Bermuda Isl-
ands, W. I. Mr. Dolbeer had been badly run
down by pressure of business care to such an
extent that he was a victim of chronic insomnia.
His rest in the balmy air of the semi-tropical
Bermudas supplied the needed restorative, and
when he appeared at the sumptuous New York
Edison quarters, 10 Fifth avenue, Monday, he
looked like a different man, and as he expressed
it, "I am feeling fine, and the trip has been
greatly beneficial."

Mr. Dolbeer found the talking machine busi-
ness a negligible quantity in the Bermudas. "Not
a single exclusive dealer is in Hamilton," he
remarked, "and such goods as are carried are
handled as a side line, and cylinders only. 1
was out walking one day and right ahead of me
was a darky carrying a Standard, much to my
surprise, and had it not been for an engagement
I was then on my way to meet, I should have
followed the man to the delivery of the machine,
simply from amused curiosity.

"On my return to New York," continued Mr.
Dolbeer, "I found conditions very much better
than I expected. There has been a decided im-
provement in the business situation, and there is
no doubt in my mind whatever that a normal
state of affairs will prevail ere long. Yes; I am
inclined to think the western country is render-
ing a better account of itself, phonographically
speaking, than the East. The Texas and South-
west reports, however, are not at all encourag-
ing, while in California there seems to be a
dearth of ready money, and consequently busi-
ness is greatly hampered. Locally, I understand,
sales are not as brisk as they might be, but they

Figuring on the lasting quality of the signs and
their insistent demand on attention, it would
seem a flrst-rate proposition in every way. By
its extra supply of light it adds to public comfort
and safety; it particularly emphasizes your share
in the world's work, and so, being all around
pleasant and unobjectionable, leaves a good im-
pression— which is a prominent result of clever
advertising.

The flash signs are preferable, meaning those
arranged by mechanism to turn on and off auto-
matically in quick succession. They change
from darkness to light and back again, compels
attention even from the least observing.

ORIGINAL PUBLICITY SAYS.

V. K. DOLBEEK.

are bound to increase with the approach of
vvarmer weather, which is about due."

A very striking photograph of Mr. and Mrs.
Dolbeer in a donkey cart is one of the souvenirs
of their very pleasant and enjoyable journey. Clad
in white duck, wearing an immense Panama hat,
and driving under the great bending palms, the
genial sales manager of the National Co. and
his wife make a perfect picture of repose and
contentment.

A certain merchant once said he did not care
to advertise because others were advertising.
He was converted by one question being asked
him if he was going to stop selling merchandise
because his competitor was doing the same thing?
Now, his direct competitor advertises, and so
does he, but because both advertise it cannot
be said the one is following the other, unless
they make advertisements identical. Differences
in advertising methods give individuality in the
same manner as differences in window displays
make them exclusive and individual. You may
have the same class of goods, but not presented
in the advertisement upon the plan of your
neighbor. Give your advertisements originality
and they will be read.

VALUE OF ELECTRIC LIGHT SIGNS.

The Indestructible Phonographic Record Co.,
of Albany, N. Y., are doing a tremendous busi-
ness and receiving most flattering communica-
tions from jobbers and dealers regarding the
excellence of their product.

The sparkling brilliance that compels attention
Is now reasonable possible since electric sign
making has become a popular industry and is
developing into an art. The advertising possi-
bilities involved are tremendous, and money in-
vested in this channel is promptly productive.

The salesman who allows his own feelings to
prevent him from being courteous and patient
with customers has much to learn. To be suc-
cessful with others, any man must put self into
the background.

JUST THE HORN TO TAKE TO COUN TRY HOME OR CAMP

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54

THE TALKING MACfflNE WORLD.

CLEVER COLUMBIA EXPONENT

Is H. A. Yerkes, the New Manager of the
Wholesale Department of the Columbia
Phonograph Co.

H. A. Yerkes, who succeeded W. L. Eckhardt
as manager of the wholesale department of the
Columbia Phonograph Co., (Jeneral, began with

H. A. YERKES.

the company in Philadelphia, Pa., from where
he was promoted to be assistant manager at
Baltimore, Md. After serving there more than
two years he was placed in charge at Detroit,
Mich., and under his management that store
came to be regarded as a model. From Detroit
he went to Boston, Mass., and later became dis-
trict ■ manager for the >Jew England chain of
stores. Mr. Yerkes combines with a good busi-
ness head an extremely pleasing personality and
a very attractive manner. He is tactful, ener-
getic and industrious, and will doubtless score
a success in his field of usefulness.

If your purchases were made advantageously
and you wish to develop new inquiries — adver-
tise.

MOTION FOR RE=ARGl]MENT

By National Phonograph Co. in the New York
Phonograph Co.'s Suit Has Been Denied.

On a motion for a reargument by the National
Phonograph Co., Orange, N. J., on the decision

1 endered by Judge Hazel, February 5, relative to
the manufacture of records under Edison patent
No. 713,209, the court decided adversely. The
case is the celebrated one of the New York
Phonograph Co. against the National Phonograph
Co., et al, the opinion being handed down on
March 26 by Judge Hazel, United States Circuit
Court, Southern District of New York, sitting at
Buffalo, N. Y., where argument was submitted
earlier in the month. The full text of the de-
cision follows:

"It is Insisted by the defendant on this motion that
it has not used or employed the so-called expansion
process specifically described in the Edison patent No.
713,209, since the issuance of the injunction herein ;
in fact, that its cylindrical records are manufactured
under what is known as the casting process, covered by
letters patent No. 683,615, dated Oct. 1, 1901. to Miller
& Aylsworth, which is claimed to be radically different
from the expanding process. Complainant rejoins that
such processes are equivalent, and, moreover, that claims

2 and 3 of the Edison patent properly construed in-
clude the precise process used by the defendant. The
record discloses that as early as Oct. 20, 1888, Mr.
Edison filed a caveat in the patent office covering the
process described in his patent for duplicating phouo-
grams. whicli patent was issued to him more than ten
years later. That Mr. Edison regarded the invention as
a pioneer in the art, notwithstanding the issuance to him
of several other patents in 1888, covering the process,
is clearly evident from the opinion of the Circuit Court
of Appeals in National Phonograph Co. against Lam-
bert Co. (142 Fed. Rep. 164), where the patent was held
void for prior public use, and from the testimony of
defendant's witness Dyer quoted in the defendant's brief.
It may be safely concluded that although the application
for the patent was not filed until March 5, 1898, the
invention was actually conceived and used in 1888.

"The difference between the expanding and the cast-
ing processes for making phonograms is as follows : In
the expanding process the blank cylinder having a
smooth surface of wax-like material is Inserted within
a tubular mold, which carries on its inner surface a
negative presentation of the record ; the blank, by
ap])lication of heat or internal pressure, is expanded
outwardly and is then contracted or shrunk by process
of chilling. In the casting process the annular tubular
mold or matrix, having the record in relief on the inner
surface, Is placed in a vat of molten wax ; the chill
of the mold causes the wax to congeal within it, form-
ing a deposit of predetermined thickness. The interior
of the record is then reamed out and chilled to cause
its shrinkage or contraction from the inner side of the
mold and allowing its easy removal.

"Claims 2 and 3 of the patent under discussion broadly
specify a hollow cylindrical plastic phonogram, which
is formed within the matrix having a reverse phono-
gram-record on the inside wall, while claims 4, 5 and 6
specifically provide for forming the wax blank prior to
its insertion-in the matrix and then applying heat or in-
ternal pressure thereto, to produce the required expan-
sion and its subsequent contraction by chilling to en-
able its withdrawal from the mold.

"To emphasize the pioneer character of the invention
complainant points out that claims 2 and 3 were ex-
pressly inserted in the patent to bring about an inter-
ference in the Patent Office with the application of one
Joj'ce, which involved both the casting and the expand-
ing processes, and that said interference resulted in nar-
rowing the .Joyce patent. This would seem to con-
clusively indicate the scope attributed to the invention
by the patentee. Indeed, the defendant admits that
prior to the decision in National Phonograph Co.
against American Co. (135 Fed. Rep. 809). the claim
was insisted upon that the patent was of pioneer scope

and included both the expansion and casting processes.
But the defendant now relies upon the decision last
mentioned, where it was held by .Judge Piatt that
claims 2 and 3 were limited to expa"nding the blank with-
in the matrix, and that the casting process, though
claimed by the patentee, was not included in the scope
of the patent.

"The defendant urges that as the scope of the patent
has been limited by such decision to the expanding pro-
cess, the complainant cannot now be heard in favor of
a broad construction to cover the defendant's present
method of making records. Judge Piatt did not have
before him the proofs showing the earlier conception by
Mr. Edison of the processes mentioned, and upon the
limited showing before him of the state of the art he
properly restricted the scope of the patent. That Edi-
son was the pioneer in the record-making art of the
class under consideration is clear. That is to say, he
was the first to make a suitable tubular mold or ma-
trix for forming within it a wax-like phonogram-record
and then shrinking or contracting the same to enable its
removal from the mold. In my estimation claims 2
and 3 as to the complainant are entitled to a construc-
tion of sufficient scope to include the casting or dipping
process, or a process of making records equivalent to
that which is described and claimed by the patentee.

"A different rule controls this controversy than in a
case where the patent is claimed to have been infringed
by a stranger. In view of the peculiar situation and
circumstances springing from the contract rights the
defendant is estopped to limit the patent and eliminat-
ing from its apparent scope, a process which was
claimed to be included therein. No limitation is found
in the assignment of the patent. What was actually
included in the invention became the property rights of
the assignee and the asserted claim of the assignor re-
garding the scope of the patent became of material im-
portance. It is not wholly a question of legal construc-
tion of the patent to determine whether there has been
an infringement of the claims ; such rights as the com-
plainant has are found in the contract of license as
heretofore interpreted by this court.

"It is unnecessary to dwell upon the different decis-
ions enunciating conflicting doctrines of estoppel. This
case is thought to stand peculiarly by itself, and I think
complainant should have the full benefit of the unex-
pired patents and inventions under which the phono-
graph was manufactured in 1888, and while the contract
was in force. The complainant is entitled to a fairly
liberal consideration of the questions presented, and
therefore the interpretation which the defendant and
Mr. Edison have hitherto placed upon the patent con-
sidered in connection with claims 2 and 3 is entitled to
weight.

"It indicates the understanding of the parties to the
contract in relation to the character and scope of the
patents and inventions assigned to the North American
Phonograph Co. For the foregoing reasons the defendant
is estopped to deny the validity of the patent or to
invoke the prior art to limit or narrow the claims as
allowed by the patent office (Siemens-Halske Elec. Co.
against Duncan Elec. Mfg. Co.. 142 Fed. Rep. 157 ; United
States against Harvey Steel Co., 195 U. S. 310). Upon
this point there is no scarcity of authority justifying
the application in a proper case of the principle invoked.
( See cases cited in former opinion on this motion : see
also Time Telegraph Co. against Himmer, 19 Fed. Rep.
322.)

"Other propositions discussed in the briefs do not
call for any modification of the views of the court
heretofore expressed. The motion for rehearing is ue-
nied. The order of attachment will be withheld as re-
quested by the defendant, sufficient cause having been
shown, for a period of sixty days from Feb. 21. 1908,
the date when the motion for settlement of the order
was heard. If within that time the defendant appeals
from this decision to the Circuit Court of Appeals then
the attachment will be stayed until the determination of
such appeal ; provided, of course, that the appeal is per-
fected and prosecuted within a reasonable time.. So
ordered."

OBEYS COMMAND OF THE "TALKER."

The manager of the talking machine depart-
ment of George T. Fisher. Tucson, Ariz., sends
the following to The 'V\''orld, which emphasizes
the force of the talking machine: "Recently at
our store three gentlemen called and asked about
talking machines; taking them back to one of
our demonstrating rooms, the gentlemen were
asked to be seated, but they replied that they pre-
ferred to stand and listen. Asking them a second
and third time and after playing a musical num
ber, one of the Christy minstrel records was put
on the machine, but before starting the machine
again asked them to be seated, but received the
same reply, that they would stand and hear the
record. Just then the record started with the
opening overture and upon saying the words,
'Gentlemen be seated,' as if by force, down w-ent
all three."

ARE YOU STILL CHORE BOY?

Away back, when you first started, you simply
had to be all things to all customers. Then yours
was a one-man business. As your business
grew, have you grown with it? Probably you
have nodded your head in agreement many a
time to the statement that the modern business
problem is how to avoid waste. But is there any
more costly form of waste than to use the time
and energy of yourself for what could be done
by a low priced clerk? All through your store,
seek the answer to the question — Am I paying
more than I .should for this particular class of
work, cither directly or because I do not provide
lower priced help that would relieve other help
for more valuable use elsewhere? Thlnlv it over
■ — are you stil] chore boy?

^IT That we can supply the dealers of Northern Ohio and Indiana and all
\JI Michigan, both promptly and to the very best monetary advantage.

<If That there is going to be a good steady demand for Edison Phono-
graphs, Gold Moulded Records, Horns, Cranes, Repeating Attachments,
and all sundries. <If That 'we have put in and will keep up full lines every
day in the year and thus be prepared to fill all orders immediately. ^ That
we can, and do, ship orders the same day we receive them — no room nor time
for delay or disappointment here. <]f That you can wire or 'phone orders to
us and be assured we have the goods in stock when you want them. (]f That
we are giving the "bargains of the age" in Record Cabinets— let prices
talk — just ask prices from us. <]f That prosperity has not deserted these
United States — those who think so are dyspeptic doubters — and doubters
always suffer. <]f That we earnestly solicit your trade — try us and see how
joyously we do business.

American Phonograph Co.

106 Woodward Avenue, Detroit, Mich.

THE TALKING MACHINE WORLD.

55

RECORD BULLETINS FOR MAY, 1908

MUSIC TO CALL US IN THE MORNING.

Slumbers to be Broken by Song or Instrumental
Solo.

NEW VICTOR RECORDS.

No.

5395

5405
31697

10
10

12

10
10

10
10

10

10

ARTHUR PRIOR'S BAND.

Size.

"Darkies' Spring Song" Marcli (Ragtime

Two-Step) Van Alstyne 10

Rigoletto — Quartet ,• .Verdi 10

Madame Butterfly — Selection Puccini 12

VICTOR ORCHESTRA, WALTER B. ROGERS, CONDUCTOR.

5408 Glow 'Worm — Intermezzo (Gliihwiirmchen)

(with vocal chorus and bell solo).Linke 18

5411 "Happy Days" March (from "The Soul

Kiss") Levi 10

VIOLONCELLO SOLO BY VICTOR SORLIN, ACC. BY VICTOR
ORCH.

5412 The Evening Star (from "Tannhiiuser")

Wagner 10

VIOLIN SOLO BY HOWARD RATTAY, ACC. BY VICTOR ORCH.

5404 Fifth Nocturne Leybach 10

FLDTB SOLO BY DARIUS A. LYONS, ACC. BY VICTOR ORCH.

31698 La Pleurance Mayeur 12

ACCORDION SOLO BY JOHN KIM5IEL.

5417 American Polka 10

TENOR SOLO BY HARRY MACDONOUGH, WITH ORCH.

5407 Sweetheart Days Dailey 10

TENOR SOLO BY HENRY BURR, WITH ORCH.

5418 I Love, and the World Is Mine (from "A

Waltz Dream") Spross

BARITONE SOLOS BY ALAN TURNER, WITH ORCH.

5413 Brown Eyes Del Riego

31699 The Colleen Bawn (from "The Lily of Kil-

larney") Benedict

TENOR SOLO BY BYRON G. HARLAN, WITH ORCH.

5396 Hoo-oo! ("Ain't You Coming Out To-

night?") Ingraham

SOPRANO SOLO BY ELEANOR JONES, WITH ORCH.

52005 Lo ! Here the Gentle Lark Bishop

CONTRALTO SOLO BY CORINNE MORGAN, WITH ORCH

5414 My Heart at Thy Sweet Voice (from Sam-

son and Delilah) Saint-Saens

5415 In Old Madrid Trotere

"COON" SONG BY CLARICE VANCE, WITH ORCH.

5374 That Friend of Mine Van Alstyne

"coon" song by EDDIE MORTON, WITH ORCH.

5403 The Peach that Tastes the Sweetest Hangs
the Highest on the Tree Edwards

DUET BY miss JONES AND MR. MURRAY, WITH ORCH.

5397 Smile, Smile, Smile Hoffman 10

"RUBE" DUET BY COLLINS AND HARLAN, WITH ORCH.

5399 My Gal Irene — Burt 10

TRINITY CHOIR, WITH ORCH.

5400 Jerusalem the Golden Ewing 10

31700 Savior When Night Involves the Skies...

Shelley 12

IRISH SPECIALTY BY STEVE PORTER, WITH ACCORDION.

5406 Thim Were the Happy Days ! 10

MALE QUARTET BY PEERLESS QUARTET.

5402 ' The New Parson at Darktown Church 10

DESCRIPTIVE SPECIALTY BY MISS JONES AND MR.
SPENCER, WITH ORCH.

5410 Muggsy's Dream 10

IRISH SPECIALTY BY THE VICTOR VAUDEVILLE COMPANY.

5401 An Evening at Mrs. Clancey's Boarding

House 10

MALE QUARTETS BY THE HAYDEN QUARTET, WITH ORCH.

5398 The Heart You Lost in Maryland You'll
Find in Tennessee Solman

He Lifted Me Gabriel

ARTHUR PRYOR'S BAND.

Captain General March Louka 8

SOPRANO SOLO BY MISS ELISE STEVENSON, WITH ORCH.

5391 Villa Song from "The Merry Widow". Lehar 8

TENOR SOLO BY HARRY MACDONOUGH, WITH ORCH.

5416 Love Me and the World Is Mine Ball 8

SEMBRICH, CARUSO. SCOTTI. JOURNET, SEVERINA, DADDI.

96200 Lucia — Sextette, Act II., Chi mi frena
(What Restrains Me) (In Italian)....
Donizetti

FARRAR. VIAFORO, CARUSO, SCOTTI.

Boheme — Quartet, Act III (In Italian) . .

DUET BY FARRAR AND SCOTTI.

Boheme — Miami, lo son ! (Mimi, Thou
Here!) In Italian 12

A NEW CARUSO RECORD.

Valse Lente (Adorable Tourments) Caruso

Barthelemy

TWO New" gadski records.
Fliegeude Hollander — TrafEt ihr das SchifE
.- (Senta's Ballad from "Flying Dutch-
man") (In German) Wagner

Irish Folk Song (In English. ) Arthur Foote

GOUNOD'S serenade, BY CALVE.

Serenade — Chantes, riez et dormez (Sing,
^Smile, Slumber) (In French) .... Gounod

THE GREAT LOVE DUET FROM MMB. BUTTERFLY, BY FARRAR
AND CARUSO.

89017 Madama Butterfly — Finale Act I — 0 quanti
. acchi flsi (O Kindly Heavens) (In
Italian) ....Puccini 12

THj: FAMOUS LETTER DUET BY SEMBRICH AND FAMES.

95202 Nozze 'di Figaro — Che soave zeffiretto
"(Letter Duet — "Song to the Zephyr")
(In Italian) Mozart

A SCHUMANN-HEINK RECORD IN ENGLISH.

8S118 His Lullaby Carrie Jacobs Bond

.LUISA TETRAZZINI, SOPRANO, WITH ORCH. IN ITALIAN.

92014 Rigoletto — Caro nome (Dearest Name) . . .

Verdi

Mignon — Polonaise, "lo son Titania" (I'm

Fair Titania!) , Thomas

Lakme — Ou va la jeune Hlndoue (Bell

Song) Delibes

Dinorah — Omhra leggiera (Shadow Song)

Meyerbeer

Lucia- — Mad Scene (with flute obligato by

Albert Fransella) Donizetti

Nozze di Figaro — Vol che sapete (What is

this Feeling?) Mozart

Barbiere — Una voce poco fa (A Little Voice

I Hear) Rossini

Traviata — Ah, fors'e lui (Is This the One?)

Verdi

Don Giovanni — Batti batti (Scold Me. Dear
Masetto) Mozart

5409
5345

10
10

96002
89010

88115

88116

88117
88119

12

12

12
12

12

92015
92016
92017
92018
92019
92020
92021
92022

12

12

12
12

12
12

12
12

12
12

12

NEW EDISON GOLD MOULDED RECORDS.

9818
9819
9820

9821
9822

9823
9824
9825,
9826

9827

Down in a Coal Mine Edison Concert Band

If Those Lips Could Only Speak. .Allen Waterous
Cbimmie and Maggie at "The Merry Widow"

Ada Jones and Len Spencer

Love's Roundelay Anthony and Miller

Somebody That I Know and You Know,

Too Manuel Romain

My Gal Irene Collins and Harlan

Tipperary Stella Tobin

La Papillote Edison Symphony Orchestra

When Sweet Marie Was Sweet Sixteen ....

Frederic Rose

My Mother's Prayer Edison Mixed Quartet

0828 Just One Word of Consolation. . .Irving Gillette

9829 Under Freedom's Flag March

Edison Military Band

9830 Hannibal Hope Arthur Collins

9831 The Girl Who Threw Me Down

Edward M. Favor and Chorus

9832 One! Two! Three! All Over Billy Murray

9833 Jigs and Reels Charles D'Almaine

9834 Hoo-oo! Ain't You Coming Out To-night?

Byron G. Harlan

9835 Summertime Allen Waterous and Chorus

9836 Stuttering Dick Edward Meeker

9837 When You Steal a Kiss or Two . . Albert Benzler

9838 Pass It Along to Father Ada Jones

9839 The Country Constable. .. Edison Vaudeville Co.

9840 Sidewalk Conversation Steve Porter

9841 A Wee Bit o' Scotch Edison Military Band

TWO SELECTIONS MADE OVER BY SAME AUTHOR.

8765 Alexander Billy Murray

8739 Pretty Peggy (Bells) Albert Benzler

ZON-O-PHONE lO-INCH RECORDS.

1037
1038
1039
1040

1041
1042
1043

1044

1045

1046

VOCAL

1047

1048

1049

lO.-JO
1051

1052

1053

1054
1055
1056
1057

1058

1059

1060
1061

ZON-O-PHUXE CONCERT BAND.

Album Leaf (Ein Album- lilatt)

Cotton — A Southern Breakdown

Radetzky March

Red Wing — Indian Intermezzo

ZON-O-PHONE ORCHESTRA.

Luna Waltz — From the Opera "Lady Luna"....

Much Obliged to You — Medley Two-Step

Musette

Original Reels

The Talk of New York — Waltz

Virginia — A Yankee Intermezzo

SELECTIONS WITH ORCHESTRA ACCOMPANIMENT.

Cupid's Wedding Bells — Duet

Ada Jones and Billy Murray

IHl Rather Be a Little Too Soon than Just a
Little Too Late Will P. Denny

I Just Can't Keep My Feet Still When I
Hear the Band Play Arthur Collins

I Love and the World Is Mine Henry Burr

I'm Looking for the Man that Wrote "The
Merry Wido'Vv" Waltz Billy Murray

Jimmie and Maggie at "The Merry Widow"
— Descriptive. .. .Ada Jones and Len Spencer

Maggie Murphy's Lawn Party — Descrip-
tive Peerless Quartet

Pass It Along to Father Ada Jones

Praise Ye the Lord — Sacred. . Metropolitan Trio

Rambler Minstrel No. 8

Sing, Smile and Slumber — Gounod's Seren-
ade Roberta Glanville

Under Any Old Flag at All — From "The
Talk of New York" Billy Murray

Violoncello — From "Miss Hook of Holland"

Henry Burr

Warrior Bold Frank C. Stanley

Won't You Waltz "Home Sweet Home With
Me for Old Times Sake" Byron G. Harlan

NEW INDESTRUCTIBLE RECORDS.

754

755

756
757
758
7.59
700

761
702

703
764
765

766
767
768

768

Hail to the Nation Military Band

Hoo ! Hoo ! (Ain't You Coming Out To-night

Byron G. Harlan
All She Gets from the Iceman is Ice. .B. M. Favor

Cotton (Banjo SoloO Fred Van Eps

Lanky Yankee Boys in Blue Billy Murray

Torch Dance (From Henry VIII.) . .Concert Band
Love's Roundelay (From "A Waltz Dream")

Stanley & Burr

Common Sense ■. '.Bob Roberts

Waltz from the Operetta "A Waltz Dream"

Orchestra

Pass It Along to Father Ada Jones

'Way Back Collins and Harlan

Piccolo (From "A Waltz Dream')

Miss Stevenson and F. C. Stanley

Tambour der Garde Military Band

For the Red, White and Blue F. C. Stanley

Rah! Rah! Rah! (From "A Soul Kiss")..

Quartette

Kimmel March (Accordion Solo) . . . .John Kimmel

An alarm clock attacliment for a phonograph
has been patented hy P. M. Ravenskilde, of Ca-
bery, 111. By means of the attachment a phono-
graph may be made to play at any time at -which
the clock is set, the same as an alarm -will ring
at the hour set. He thinks he can rig it up so
that it -will also set a player-piano in motion.
While it is simply a novelty, yet it has some very
attractive features. For instance, a record of
some favorite song or piece may be put on the
phonograph before retiring at night and at the
desired hour in the morning the operator -will
be a-wakened and have his first impression of the
day inspired by the music's charms.

Special records can be made for special pur-
poses. The father of a young girl may place the
machine in the corner behind the piano and at
9.30 it starts: "Young man, it is time for all
fello-ws like you to seek their o^wn trundle beds."
Then again on the proper day, -when the thought
happens to come to him he can put on the record
which "Will say to him about 7 o'clock: "To-
night is lodge night, old man. Don't forget to be
on time." Of course, the good "wife "will be likely
to substitute something like this: "Old man, to-
night is lodge night, but you'd better stay at
home and get acquainted "with your family."

A French professor complains that we jump
out of bed too suddenly, and that responding in-
stantly to an alarm clock is likely to bring on
insanity. He says we should lie awake half an
hour after the call, and that our first call should
be a gentle one. To be called from slumber by
the soft notes of a piano-player or the more
raucous heigh-ho of a sailor song from a phono-
graph ought not to be a very nerve-racking ex-
perience, says Presto. And here seems to be the
opportunity for the Americans to Gallicize 'their
method of getting up in the morning — as it we^re
coming out of the shell of sleep Frenchily and
fastidiously.

HOAG WITH INDESTRUCTIBLE CO.

Andrew Hoag, who has beeh the superintendent
of the Universal Talking Machine Mfg. Co. for
many years, has accepted another position with
the Indestructible Phonograph Record Co., Al-
bany, N. Y.

A. Pasquel, who conducts the People's Store in
Winnemucca, Nev., has taken the agency for the
Edison line.

Good

Cabinets

Cheap

/TT Is it not good policy when you
Tl make a sale to also make a
satisfied customer? We know it is
and you know it. When you sell
Cabinets for Records why have any
for sale except those that will give
your store a good name and ad-
ditional prestige? Think it over.

WE make the Cabinets
that YOU should buy

THE UDELL WORKS, Inc.

INDIANAPOLIS, IND., U. S. A.

Catalog to the trade.

No. 436 DISC RECORD CABINET

IMahogany.and Golden Quartered Oak, Holds 190
12-inch Disc Records.

56

THE TALKING MACfflNE WORLD.

DEVELOPS MUSICAL TASTE.

The Educational Importance of the Talking Ma-
chine in Inculcating a Love for Music Among
the Masses Admirably Set Forth.

In view of the marriage of automatics and art
illustrated so potently in many musical instru-
ments which are playing such an important part
in the development of culiure these days, the
utility of mechanical musical contrivances is a
timely topic which has heen considered by many
of our writers. In a recent issue of The Domi-
nant Arthur E. Clappe had some well-thought-out
remarks on this subject which are worthy of
presentation to World readers. He said: "I
have always held all kinds of mechanical musical
instruments, such as music boxes, talking ma-
chines, player-pianos and aeolians, so-called, to
be of infinite usefulness in development of a taste
for music among the masses. So firmly am I
convinced of their utility and the soundness of
my position, I would, were it in my power, have
each school in the land equipped with both talk-
ing machine and player-piano, and from the pos-
sibilities of each educate children to the percep-
tion and appreciation of what is purest and best
in music. Such demonstrations of vocal and in-
strumental excellence should be supplementary
to practical tuition. As they would, at the same
time, prove interesting, restful and afford varia-
tion from the monotony of ordinary school tasks,
there can be no doubt of their beneficial discip-
linary effectiveness any more than of their power
to cultivate a keen perception of the beauties of
music. Further, and for much the same reason,
phonographs could be used among amateur bands
and orchestras as high exemplare of what is best
in performance of instrumental performances of
the best bands and orchestras are available.

"Failing opportunity to hear the originals, I
know of no better method of learning from good
models than by listening to renditions, at second
hand, of our best phonographs. Artists and
sculptors learn from studying the works of mas-
ters in their craft; they study drawing, per-
spective, color, lights and shadows, form, sym-
metry, their eyes gain in perception and hands in
deftness. In its early stages education is largely
imitative, originality comes afterward and is the
outgrowth of the sowing and cultivation of imita-
tion and effort to get beyond the copy. Aural
and mental training of instrumental musicians
to appreciate the fine points in performance, by
means of the phonograph, is no phantasy; it is
practical and a possibility. The intelligent in-
structor will not fail to realize that with such
a contrivance in hand, he could bring home
truths in teaching more palpably than by any
other means. He may be a master of verbal de-
scription, or extremely proficient in illustrating

on his instrument some point he desires to make
clear, or enforce with greater emphasis, but
neither one, nor both, afford the concrete ex-
ample to be had by listening to a well-made
record wakened into life by the mechanism of the
phonograph.

"Points to be illustrated, as to tempo, technic,
balance of tone, tune and many other incidents
in finesse of performance can be brought out and
impressed upon learners by many repetitions and
suitable comments thereon, arousing the imitative
faculty and sparing much of the labor that stu-
dents, without a model to work by, must other-
wise perform. The foregong remarks are equally
applicable to all other forms of musical studies,
vocal, instrumental, individual or collective
Hence, the utility of mechanical musical contri-
vances will be apparent as well in practical educa-
tion as in the broader field, and upon the higher
plane of universal cultivation of our people to
appreciate music as an art and superior to the
present general conception of it as an ephemeral
amusement."

LATEST VICTOR LITERATURE.

A Budget of Interesting Reading Matter for the
Trade.

With the usual hangers, monthly bulletins,
copies of magazine advertisements, etc., sent the
trade this week by the Victor Talking Machine
Co., Camden, N. J., is the front page cartoon
from a recent issue of Judge, the illustrated
comic newspaper. It represents a United States
battleship, with a horn-shaped cannon rigged up
in the bow, pointing toward Japan, where a
frightened dachshund hears "His Master's
Voice." The famous fox terrier has been car-
tooned times out of mind, and always apropos
to the point in hand, but this is one of the
cleverest take-offs yet. The picture is in its
original colors and full size, making a capital
attraction in any store. An interesting sketch,
with beautiful cuts of Tetrazzini, is given in a
separate booklet, with a list of records and ac-
companying descriptive letter press; also the
words of the operatic selections. Publicity Man-
ager Brown is right on his job.

GOOD NEWS FROM THOS. A. EDISON.

Word has been received by the officials of the
National Phonograph Co. that Thomas A. Edi-
son, who went South recently, had ariived
safely at his Florida home. Fort Meyers. He is
in prime condition, according to the letter, and
is enjoying himself with the delights of that
beautiful country, on the Gulf side, below Tampa,
and situated on a small river affording splendid
bathing and fishing. Mr. Edison was accom-

panied on his journey by one of the surgeons
assisting at the operation for mastoiditis in the
Manhattan Eye and Ear Hospital, New York,
and who will remain with his distinguished
patient until his return North, along about the
middle of April.

THE DEADLY PARALLEL COLUMN

Being Effectively Utilized by a New York
Paper in Connection With Copyright Legis-
lation.

Been a lot said lately about "canned music,"
an expression given to words and airs suflaciently
attractive to merit reproduction.

The word "attractive" is used advisedly as dis-
tinguished from "meritorious." Whether a mu-
sical effort is meritorious or not will remain as
much a mystery as whether or not Raphael out-
classes Michael Angelo in marble or on canvas.
It all depends on who is doing the arguing.

But back to our mutton, or our music rather.

Whenever music or words have been produced
sufficiently attractive to be whistled on the
streets keen agents of phonograph companies
assimilating the same, breathed or howled them
into cunningly devised machines and thence they
were reproduced on phonographs and sent wide-
spread.

It became a big business, so big that the song
writers or composers of music think they ought
to share in the profits of the phonograph con-
cerns, and a delegation has petitioned Congress
for legislation to that effect.

George Ade, not unknown to fame and In-
diana politics, who has been assisting those try-
ing to secure protection for the brainwork of
himself and others, is described as "down in
Washington trying to get Congress to pass a law
which will put a tax on every man, woman and
child in the United States who buys a phono-
graph record for the benefit of the composer of
the music."

Case stands like this:

You have no idea of
this phouograph busi-
ness. Out through the
corn belt every family
has a graphophone or
phonograph. The farm-
er comes in at night,
takes off his boots, hangs
his feet on the stove and
says ." "Boys, turn her
loose." The boys "turn
her loose" .nnd the durn
thing plays the whole
evening. — George Adc
for the contestants.

Our guess is that when
it comes to a vote the
farmer and his phono-
graph will win out and
that out in the farm-
houses of Dakota and
the mining camps of Ne-
vada, leagues distant
from any spot which an
orchestra will ever visit,
these modern entertain-
ers will continue to
brighten the lives of
those not so fortunate as
their city cousins. — The
Phonograph company.

for the other fellows.

Know nothing of the merits of the case, and
hold no brief for either side, but it looks like a
good fight.

And after that last Burns-Roche episode a good
fight is not to be sneezed at. — New York Evening
Telegram.

NORTHWESTERN DEALERS

'TRY US

WE ARE

JOBBERS AND DISTRIBUTERS

EXCUUSIVBUV OF

EDISON

VICTOR

PhonograpKs Talking Machines

and Supplies

MINNESOTA PHONOGRAPH CO. !?^;7;^;"

UAUREINCE H. U LJ CK E R MINNEAPOLIS zz MINN.

THE TALKING MACHINE WORLD.

57

LATEST PATENTS R.ELATING TO TALKING
MACHINES AND RECORDS

(Specially prepared for The Talking Machine World.)

Washington, D. C, April 8, 1908.
Sound-Reproducer. Richard Bartholomew
Smith, New York, N. Y. Patent No. 881,831.

This invention relates to reproducers, such,
for instance, as are employed in connection with
talking machines, the more particular object
being to provide for greater freedom of move-
ment of the stylus lever in order to permit a
more faithful reproduction of the vibrations and
to avoid undue wear upon the record and stylus.
More particularly stated, this invention relates
to means for permitting the stylus lever to travel
freely in a direction lateral to the general direc-
tion of travel of the diaphragm.

Figure 1 is a central vertical section on the
line 1 — 1 of Fig. 2, through a reproducer of the
so-called "Edison type," equipped with the in-
vention, this view showing the diaphragm, the

stylus lever for
actuating the
same, and the
means employed
for allowing the
stylus lever to
turn or rock in a
direction approxi-
mately parallel to
the diaphragm;
Fig. 2 is a rear
elevation of the
reproducer, show-
ing how the stylus
lever is mounted
upon the rocking
disc by aid
of a staff pivotally mounted upon the rocking
disc; Fig. 3 is an enlarged central section on
the line 3—3 of Fig. 1, through the rocking disc,
showing more particularly how the staff is sup-
ported thereupon and how the stylus lever is
connected with the staff; Fig. 4 is a perspec-
tive showing one form of swivel carrier for sup-
porting the stylus lever; Fig. 5 is a perspec-
tive showing a different form of swivel carrier
for supporting the stylus lever.

Phonograph Horn. Charles Anton Beppler,
New York, N. Y. Patent No. 881,843.

The purpose of the invention is to so con-
struct a phonograph horn that the tip can be
adjusted with equal facility to either a disc or
a cylinder record without changing the position
of the body or the bell of the horn. Another
purpose of the invention is to render the horn
compact in use, it having an S-shape or is formed
upon the lines of a compound curve, whereby
to bring the tip below yet not in contact with
the flaring portion of the bell, and also to con-

adjacent its outer marginal portion will be sub-
stantially flat or of cymbal formation, whereby
to distribute the sound over a maximum of space.

Figure 1 is a side elevation of the improved
horn having its tip set for use in connection
with the cylinder record; Fig. 2 is a sectional
side elevation of the horn showing its tip set
for use in connection with the disc record; Fig.
3 is a horizontal section taken practically on
the line 3—3 of Fig. 2; Fig. 4 is a vertical sec-
tion taken substantially on the line 4 — 4 of Fig.
2; Fig. 5 is an enlarged sectional side elevation
of the tip section of the horn; and Fig. 6 is a
detail section through a portion of the receiv-
ing end of the bell and entering end of the
body, illustrating the application of a latch de-
vice thereto.

Stylus for Talking Machines. Samuel Gol-
faden. New York, N. Y. Patent No. 881,792.
This invention relates to talking machines,

and has for its
object to provide
^ijrt^a stylus which
can be adjusted
in numerous dif-
ferent ways so
that it will al-
ways have a good
point to trace the
record, thereby
actuating the dia-
phragm in such a
manner that the
sound waves pro-
duced will be
even and the
sounds harmoni-
ous and clear. Another object is to provide aux-
iliary styli which are secured to the principal
stylus, with means to secure one of the auxiliary
styli in an operative position with one of its sev-
eral points below the principal stylus. Still an-
other object is to provide means for rigidly se-
curing the auxiliary styli to the principal stylus.

Figure 1 is a front view of the stylus with one
of the auxiliary styli secured with its point
below the point of the principal stylus; Fig. 2 is
a transverse sectional view on line 2 — 2 of Fig.
1; Fig. 3 is a sectional view on line 3 — 3 of Fig.
1; Fig. .4 is a sectional view similar to that
shown in Fig. 2 but with the points of the aux-
iliary styli above the point of the principal
stylus; Fig. 5 is a front view of a modification

struct the horn in three separable parts, namely,
a bell section, a body section, and a tip section,
in order that the horn may be stored in a mini-
mum of space.

Another purpose of the invention is to render
the tip section not only detachable but adjust-
able, and to provide said tip section with a slid-
ing ferrule member capable of being moved to
and from the record, and further, to so con-
struct the bell section that the surface at and

of the invention; and Fig. 6 is a side view of
the same.

Talking Machine. Thomas Kraemer, Phila-
delphia, Pa., assignor to Hawthorne & Sheble
Mfg. Co., same place. Patent No. 882,785.

This invention relates to talking machines and
has reference more particularly to machines of
the type employing a cylindrical sound record, a

reproducer mov-
^ - able across the
' same, and a tone
arm pivotally .
mounted at one
end and having its
free end connected
to the reproducer.
The object of the
invention is to
effect certain im-
provements in the
construction o f
machines of this
type with respect
particularly to the
devices for sup-
porting the tone arm and amplifying horn upon
the box of the machine and the tubular connec-
tion between the free end of the tone and the
reproducer.

Figure 1 is a sectional elevation of the ma-
chine. Fig. 2 -is a
top view of a por-
tion of the same,
Fig. 3 is a sec-
tional detail view
showing the tubu-
lar connection be-
tween the tone
arm and repro-
ducer, and Fig. 4
is a sectional de-
tail view on line
4—4 of Fig. 3.

Talking Ma-
chine. Thomas
Kraemer, Phila-
delphia, Pa., assignor to Hawthorne & Sheble
Mfg. Co., same place. Patent No. 881,322.

This invention relates to talking machines and
has reference, more particularly, to the sound-
conveying devices of such machines. The in-
vention is directed to the provision of an im-
proved construction of sound-conveying device
for a talking machine having therein means for
modifying the sound carried thereby as desired,
with respect to tone, magnitude, etc.

The invention is of particular utility in a
talking machine in which the reproducing

r£ THE WOOD VENEER ROM

FOR CYLINDER^AMD DISK MACHINES

The Wood Veneer Horn has the
advantage over other makes because of
its purity and mellowness of tone.

33-inch Horn, 17-inch Brass Bell, - - - - $7.50

42-inch Horn, 20-inch Brass Bell, - - - - 10.00

24-inch Morning Glory Style, 22-inch Bell, for

Disk Machine 10.00

32-inch Morning Glory Style, for Cylinder

Machines, 22-inch Bell 10.00

40% Dis<ioiint to the Trade

Jobbers should handle only these horns, as we believe that no jobber
can handle horns on \o% basis. Prices quoted the Jobber on application.

W. D. ANDREWS

SYRACUSE, N. Y.
BUFFALO, N. Y.

SOLE DISTRIBUXOR

58

THE TALKING MACHINE WORLD.

mechanism is secured upon the end of a tubular
tone arm which is pivoted upon a support fixed

in the motor box of
the machine, and
which connects with
an amplifying horn,
the sound-modifying
devices being located
within this tubular
tone arm and adjust-
able from outside the
same for the purpose
of effecting the de-
sired modification in
sound.

Figure 1 is an ele-
vation of a portion
of a talking machine,
Fig. 2 is a longitudi-
nal section of the
tone arm thereof, and Fig. 3 is a transverse
section of the tone arm on line 3 — 3 of Fig. 2.

Speaking Machine. Charles L. Chisholm,
Marysville, New Brunswick, Can. Patent 881,-
546.

The invention relates to acoustic instruments,
and particularly to recorders and reproducers
for phonographs and similar machines, and the
object in view is to provide a construction and
arrangement of diaphragm and stylus whereby
the sound waves or beats affect the diaphragm
on truly concentric lines and the stylus receives
an accurate vibration in accordance with the
sound or sounds attacking the diaphragm to
avoid the formation of secondary or false vibra-
tions due to obstacles in the way of a true and
accurate and free vibration of the diaphragm,
and thus avoid the formation of such a record
as in reproduction will result in secondary or
false tones or harmonics. To accomplish this
it has been found necessary in the first place to
support the diaphragm so that its surfaces are
entirely unobstructed and are free to vibrate
and to receive the true wave beats of sound
without interference, and to construct and ar-
range the parts so that the center of the dia-
phragm is as free as any other portion thereof
to receive the impulses of the sound waves, the
stylus receiving its motion from the accurate
center of the diaphragm on a point which is
substantially, if not theoretically, what is known
as a geometrical point of no appreciable area.
Moreover, It has been found that with the ex-
tremely thin and sensitive diaphragm ordinarily
employed in machines of this type and made
necessary by the fact that the attachment of the
stylus is accomplished by wings or discs which
obstruct and prevent the vibration of the cen-

tral portion of the diaphragm, and, also, by the
attachment of the stylus arm to the surface of
the diaphragm from the central point to the
periphery thereof, that not only are the vibra-
tions of the diaphragm broken and interfered
with, but the secondary or reduced vibrations,
owing to this ^fiexibility or sensitiveness, pro-
duce false tones and harmonics, and the real
over tones which are necessary to give charac-
ter to the fundamental tones reaching the dia-
phragm are lost or are disposed in opposition
to each other, so as to be usually changed in
character or nullified. Therefore, it has been
further found that by leaving the diaphragm en-
tirely unobstructed from this central point,
which, as above indicated, is of practically no

appreciable area
to its periphery,
a very much

J'iff 2 '!»\^- ^^^^ thicker and more
" \ rigid diaphragm

can be employed,
and that the over
tones can be re-
produced and the
vibrations accu-
rately and truth-
fully covered to
the record so as
to be subsequent-
ly reproduced.

In addition to
the foregoing it
has been found
that the necessary intimate relation or true
contact of the stylus with the center point of the
diaphragm can be effected without securing the
point of the stylus arm to the diaphragm at such
central point, and that depending upon the con-
ditions under which the machine is being used
the bearing of the point upon the center of the
diaphragm can be varied to produce greater or
less tension, and with these and other objects,
which will appear as the invention is more fully
disclosed, the invention consists in a certain
construction, combination and arrangement of
parts, it being understood that various changes
in the form, proportion, and minor details of
construction may be made without departing
from the spirit of the invention.

In the accompanying drawings — Figure 1 is a
sectional view of a recorder constructed in ac-
cordance with the invention. Fig. 2 is a face
view of the same. Fig. 3 is a detail view show-
ing the means for adjusting the spring tension.
Figs. 4, 5 and 6 are diagrams of diaphragms
showing so.und wave formations.

Reproducee. Charles L. Chisholm, Marysville,

Our Spring; Catalog

JHT Showing a complete line of
III Cabinets for Disc and Cyhnder
■ 1 Records is now ready for
mailings. Don't fail to oret one.
Designs, Finish and Prices that are
right. Good stock on hand for fill-
ing orders promptly. Try us.

The Cady Cabinet Company

No, Lansing, Mich,

minimum number

New Brunswick, Canada. Patent No. 881,547.

The invention relates to talking machines,
more especially to reproducers, and the object
in view is to provide a construction and arranger
ment of diaphragm and stylus whereby the sound
. waves or beats

i^.i .,^^>r \ affect the dia-

phragm on truly
concentric lines
starting from the
precise center of
the diaphragm,
and the stylus re-
ceives an accurate
vibration in ac-
cordance with the
^ impressions o n
the record, and
conveys them
with the least re-
sistance and a
parts directly to the
diaphragm at its center to avoid false
or secondary vibrations in the diaphragm
due to untrue vibrations of the convey-
ing means, the diaphragm being supported only
at its periphery, being wholly unobstructed on
both surfaces, and there being no attachment to
the diaphragm of the means by which tlie vibra-
tions of the stylus are conveyed thereto.

In the drawing: Figure 1 is a side view of
a reproduced constructed in accordance with the
invention. Fig. 2 is a sectional view of the
same. Fig. 3 is a detail view in perspective of
the stylus arm applied in the operative position
to the supporting table. Fig. 4 is a detail sec-
tional view of the contact end of the stylus arm
showing the preferred embodiment of the inven-
tion.

Talking Machine Needle. Gabor Konigstein,
San Francisco, Cal. Patent No. 881,594.

This invention relates to talking machines,
and especially to the needles through which the
records upon the discs are transmitted through
the remainder of the apparatus. It consists in a
novel form of the needle, so that by changing
its position, a loud or soft tone may be "trans-
mitted.

Peocess of Making Phonogbams. Ritter P.
Winne, Brooklyn, N. Y. Patent No. 881,644.

The present invention pertains to an improved
phonogram and method of making the same,
reference to same being had to the annexed draw-
ings, wherein

Figure 1 is a vertical sectional view of one
form of apparatus employed in carrying out the
process; Fig. 2, a sectional elevation of the com-
pleted phonogram or record; Fig. 3, a similar
view of the matrix or mold; Fig. 4, sectional
elevations of various members of the apparatus;
and Fig. 5, a like view of the expanding member

emplo};ed to force
the outer face of
t h e phonogram
blank into contact
with the matrix.

The main object
of the invention
is to produce a
superior celluloid
phonogram, and
preferably one in
which the back-
ing member for
the record sur-
face is molded or
given its required
and finished form
record is im-

at the

same time the
pressed upon the record surface. The phono-
gram in its preferred form may be said to com-
prise an outer face or record surface made of
celluloid, and an inner cylindrical backing or
body of pasteboard, which is molded to form in
the process of manufacture.

Soi Nn-RKi'HdDri iNG Appauati's. Francis ^V. H.
Clay, Pittsburg, Pa. Patent No. 881, G64.

This invention relates to the art of recording
and reproducing sound vibrations, and is intend-
ed principally to carry out the process of photo-
graphically recording sound as set forth in the

THE TALKING MACHINE WORLD.

59

copending application for patent thereon, No.
47,389, filed Feb. 15, 1901.

The objects of the invention are, to provide
apparatus for vibrating a beam of light in strict

consonance with the motions of a sound-actuated
body and to cause the vibrating beam to traverse
the surface of a sensitized film in a general
spiral path so that the saM beam of light-traces
an undulating path on the film; to provide a
recording machine which is easily adjusted to
rotate a plate either uniformly or so as to move
it with varying velocity in order that the mov-
ing point under the impinging beam of light
(or other recording means) may travel at a
uniform speed under the said point, whatever
the radius of motion thereon may be; to pro-
vide improved means for vibrating the beam of
light; to provide an improved mechanical mo-
tion for the purposes; to easily and accurately
adjust all the apparatus, and to generally im-
prove the design and operation of a machine
for the above purposes and others. Though the
machine is particularly designed for recording,
it is as well adapted to the function of actuating
a record for reproduction.

Figure 1 is a vertical longitudinal section
through the camera, showing the machine there-
in partly in side elevation and partly in section,
^ „ and the simplest

^ ®^ --"^ form of the actu-

ator for the light.
Fig. 2 is a partial
section through
the tube contain-
ing the pivots for
the reflector 44 in
Fig. 1. Fig. 3 is
a cross section
through the car-
riage and guide
bars of the table,
taken along line
X in Fig. 1. • Fig.
4 is a vertical sec-
tion through the
regulator spindle and shifting screw, taken
just in front of the bearing block 34 in
Fig. 1, showing also the split nut for the shift-
ing screw, etc. Fig. 5 is the elevation of the
gear 27 in Fig. 1. Fig. 6 is a vertical section
;through a modified form of the means for actu-
ating the beam of light, and its housing, etc.
Fig.; 7 is a section of another modification of the
light-vibrating means and its housing. Fig. 8 is
a diagram illustrating another arrangement of
reflectors f or„ vibrating the beam of light.
, Composition roK Making Duplicate Phono-
graph Records, Jonas W. Aylsworth, Bast
Orange, N. J., assignor to New Jersey Patent
Co., West Orange, N. J. Patent No. 880,707.

In patent No. 782,375, of February 14, 1905, is
described an improved composition for making
phonograph records, in which a hard wax such
as carnauba is added to the
usual stearates of soda and
alumina for the purpose of
making a hard composition
having the desirable properties pointed out
for use in this particular art, a non-hy-
groscopic ingredient, such as ceresin, being
also preferably added and a black pigment being
employed to give to the resulting- composition
a dark color. The supply of carnauba wax is
relatively limited, and the demand created for
the same in this art has been so great as to
make the price objectionably high. In the search
for a suitable ingredient that could be used' in
these compositions to replace the carnauba wax
there has been discovered a material which is
suitable for this purpose.

Gramophone or Other Sound-Reproducing or
Recording Machine. Luther T. Haile, Philadel-
phia, Pa., assignor, by direct and mesne assign-
ments, of one-flfth to Maurice N. Weyl and Will-
iam A. Mackie, one-fifth to Joseph W. Shanon,
one-twentieth to Frederick J. Geiger,- and one-
twenti^tk to Logan, W. Mulford, Philadelphia,
Pa". Patent No. 880,879.

The. improvements of this inventor have for
their-' general purposes or objects to cause the
Instrli'ment to produce a clearer, louder and more
natural and pleasing tone, by means operating
to- confine the vibrations which reach the repro-
ducing diaphragm to those only which are caused
by the original sound waves recorded on the
record; also to wholly prevent the direct vibra-
tory contact of needle with diaphragm and the
consequent transmission of vibrations caused by
scraping of the needle on the record, due to such
•direct connection as such parts are usually 'con-
structed, this object being effected by the pro-

twentieth to Frederick J. Geiger, and one-twen-
tieth to Logan W. Mulford, Philadelphia, -Pa,.
Patent No. 883,135. " ■■ :

The object of this invention, in devices of th6
class of sound-reproducing machines, is to effect
a duplication of the sound vibrations created by
a single stylus qr needle, by causing it to-,act
on two diaphragms, to vibrate them simultane-
ously and in opposite^'directions to each other;
then, to : receive • and collect the sound , waves
created by the pulsating di^pbragms in indepeii-
dent sound chambers or boxes operating as dfa-
phragm holders, and finally to diserharge such
sound waves from both chambers through a
single horn having a plurality of branches lead-
ing respectively to said independent sound cham-
bers.

Ta these encs this invention, which is a divis-
ion of former and pending application Serial, No.
324,978,- filed July 6,' 1906, for Letters Patent,
consists in the provision of means to mount a
pair of diaphragms face to face, in spaced rela-
tion, to cause them to be simultaneously vibrated,
in opposite directions, by a single stylus pr
needle operatively interposed between them; said
combined elements being so disposed relatively
to each other that the vibratory swing of the

vision of an intermediate flexible and preferably
elastic connection between the head of the needle
and diaphragm with means to effect such con-
nection; also the provision of simple means to
create a tension thereon for regulating the vol-
ume or intensity of the sound.

To these ends this invention comprises the
means to accomplish these several objects.

In the accompanying drawings illustrating the
invention. Fig. 1 is a sectional view of the
diaphragm and its supporting frame, the record
needle and its flexible connection with the dia-
phragm be\ng shown in elevation, the dotted
lines indicating its movements. Fig. 2 is a like
view showing a needle, hollow for part of its
length below its head, and the cord, forming
the flexible connection, passing through the
same; Fig. 3 is a section; partly in elevation, of
a double diaphragm and a ^figle record needle
intermediate the same, with -flexiBleJ connection
between the needle and each diaphragi^, sound
passages into which each diaphragm- directly
discharges its sound waves, and a single horn
into which: both of said sound passages' discharge
the sound waves.

Gramophone. Luther T. Haile, Philadelphia,
Pa., assignor by direct and mesne assignments,
of one-fifth to Maurice N. Weyl and William A.
Mackie, one-fifth to Joseph W. Shanon, one

upper end of the needle-holder caused by the
lateral play of the needle in the sound grooves
of the tablet, will be in a plane, parallel with the
plane of the faces of the diaphragms and will
always be maintained substantially equidistant
between them; independent holders for each dia-
phragm, constructed and adapted to operate as
sound-collecting chambers, means to mechani-
cally connect and operatively support the dia-
phragm holders in spaced relattoTr to each other
and to the interposed needle, and operatively to
the record or tablet actuating the needle; and
sound-conveying means consisting of a sound
horn having a plurality of receiving branches
. operating to independently receive the sound
waves collected in each sound chamber of the
diaphragm holders and merge and discharge
them through the single terminaL horn.

MIRAPHONE

Combination
Music Box and
Talking Machine

In every respect a
superior in strument ;
Musically and
Me ch ani cally.
Giving you and -
your customers
splendid value, ^

Write for Catalogue, Terms and Prices

Jacot Music Box Co*

No. 39 Union Square^ New York

60

THE TALKING MACfflNE WORLD.

Leading Jobbers of TalKing MacHines in America

OLIVER DITSON COMPANY

Are the largest Eastern Distributors of

Victor Talking Machines
and Records

Orders from Dealers are filled more
prornptly, are packed better, are deliver-
ed in better condition, and filled more
completely by this house than any other
hou=e in the Talking' Machine business,
so our customers tell us.

150 Tremont St., BOSTON, MASS.

Chas.H.Ditson&Co.

Have the most completely
appointed and best equipped

VICTOR TALKING MACHINE
Department

IN NEW YORK CITY

to-day, and solicit orders from dealers, with the assurance
that they will be filled more promptly, and delivered in
better condition than they can be from any other source.

N.s. 8-10-12 East 34th St., NEW YORK CITY

You Can Get Goods Here

JOBBERS DISTRIBUTORS

Our wholesale depot is a mile from our retail store.
Records are not mauled over for retail custnmers
and then shipped out to dealer?. Dealers buying
from us get brand new goods just as they come
from the factory.

LAWRENCE McGREAL, Milwankee, Wis.

NEW ENGLAND

JOBBING HE.ADQUARTERS

EDISON AND VICTOR

Ma.chlrxes. Recorcis &z\c{ Svipplles.
THE EASTERN TALKING MACHINE CO.

177 Tremont Street - - BOSTON. MASS.

ECLIPSE PHONOGRAPH CO.

HOBOKEN, IM. J.

Edison and Zon=o=phone Jobbers

Can Guarantee Quickest Deliver>'
From Largest Stock in New Jersey.

JOHN F. ELLIS &

CO.

WASHINGTON, D. C.

Distributor

VICTOR ^«>^A?«,,

and RECORDS Wholesale and

RetaU

Largest Stock In the South

PERKY B. WHITSIT L. M. WELLER

PERRY B. WHITSIT CO.,

213 South High Street. Columbus. Ohio.

Edison
Phonographs
and Reoords

JOBBERS

WE ARE JOBBERS IN BOTH

VICTOR & EDISON GOODS
STANDARD TALKING MACHINE CO.

435-7 WOOD ST., PITTSBURG. PA.

Why not try a jobber who can fill your orders complete
and ship them the day order is received.

BIFFALO - N. Y.

«...

o

EDISON

NEAL,
CLARK &

bbers

VICTOR

NEAL CO.

o
>->

COLUMBIA

C. Koelipino &■ Gpo.

INDIANAPOLIS, IND.

VICTOR DISTRIBUTORS

Our stock is complete. Orders filled the same day

as received.

ZON'O-PHONE JOBBERS

Fresh stock, filled complete, same day. Sperlal
values in needles, cabinets, wall racks, fiotas,
cranes, and carrying cases.

KNIGHT MERCANTILE CO.

211 N. Twelfth St.. ST. LOUI .

HARGER & BLISH

Western Distributors for both the

VICTOR
EDISON

It's worth while knowing, we never
substitute a record.

If it's in the catalog we've got it.

DUBUQUE, IOWA.

PITTSBURG PHONOGRAPH CO.

VICTOR.
JOBBERS

and

EDISON
JOBBERS

Largest and most complete stock of Talkine Machines and
Records in Western Pennsylvania.

COLUMBIA JOBBERS

N. W. IOWA. NEBRASKA and SOUTH DAKOTA

Write to-day for terms nec-
essary to become dealers

W. A. DEAN COMPANY ^'^"sffi™'''

IVl. AX WOOD

160 N. MAIN STREET
MEVfPHIS, XEIMN.

EDISON eJOBDER

E. F. DROOP & SONS CO,

925 Pa. Avenue 231 No. Howard St.

WASHINGTON, D. C. BALTIMORE. IWD.

Wholesale and Retail
Distributors

Edison Phonographs

Victor Talking Machines

Southern RepPBsentatlvea for

Topham's Carrying Cases; Herzog's Record Cabi-
nets; .Searclilight. II. & S. Tea Tray and Standard
Metal Co.'s Horns and Supplies.

WEYMANN & SON

WHOLESALE DISTRIBUTERS

CniC(iy™2 Machinesyiprnn
L U 1 0 U n Records S Supplies 1 1 Li U n

Pla<"e your name on our mailing list.
We can interest you.

1010 Chestnut St., Philadelphia, Pa.

Peter Bacigalupi & Sons

SAN FRANCISCO, CAL.

WHOLESALE RETAIL

1021-23 Golden Gate Ave. 1113-15 Fillmore St.

JQ^^^s Edison, Zonophonc
P^ALER Victor

All Kinds of Automatic Mtisical Instrufflenta
and Slot Machines.

BABSON BROS.

I 9th St. and Marshall Boulevard

CHICAGO, ILL.

Special attention given DEALERS only, by Q. M.
NISBETr, Manager, Wholesale Department.

LARGEST STOCK OF EDISON PHONO-
GRAPHS AND RECORDS In the U. S.

Southern California Music Co.

EVERYTHING FOR TALKING MACHINES

Edison and Zon-o-Phone Jobbers

LOS ANGELES, CAL.

KLEIN & HEFFELMAN CO.

Canton, OHIO.

Edison Victor

MACHINES. RECORDS AND SUPPUES

Quickest service and most complete stock In Ohio

Jacot Music Box Co.,

39 Union Sq., New York.

Mira Bind Stella Music Boxes.

Edison and Victor Machines
and Records.

PACIFIC COAST %"5I'5f"
Victor Talking Machines records

STEINWAY PLA.NOS-LYON & HEALY
'• OWN MAKE " BAND INSTRUMENTS
San Francisco PortlaBd

Les Angeles

Sherman, Clay & Co. oalliaSd"

KOHLER & CHASE

Oakland, Cal. Seattle. Wash.

Jobbers of

STAR, ZONOPHONES AND
EDISON PHONOGRAPHS

w

E claim Larg:est 5tock and Best
5ervice, and are willing to
"SHOW YOU."

IF YOU'RE IN WESTERN MICHIGAN
it will be money in your pocket to order

Victor Machiines and R.ecords
JULIUS A. j.° FRIEDREICH

30-32 Canal Streot, Grand Rapids, Mlchlaan

Our Motto • ' Q"'='' Service and a Saving
(jur MOtio . , Transnortation Charges

Every Jobber In ttala country should be represented In this department. Tlic cost Is slloht •n4 tbc a^V4nt*0C flreat.

Be sure and have your firm In the May ifst.

THE TALKING MACHINE WORLD.

61

I^eadin^ Jc

)bbers of TalKing'

MacKines in America

Baltimore Zonophone Jobber

THE NEW TWENTIETH CENTURY TALKING
MACHINE CO.

L. MAZOR, Proprietor

Talking Machines and Records. Tlie Biggest
Assortment of Hebrew Records.
1423-25 E. Pratt Street, BALTIMORE, MD.

FINCH & HAHN,

Albany. Troy, SoKeneotCLdy.

Jobbers of Edison, Victor and Colunnbla

Mdcchines and Records

300.000 R^ecords
Complete Stook Qvilck Service

EXCLUSIVELY JOBBER.

FRESH rmi\T^ie\ i\°MW/\mTnri PROMPT
STOCK ZONO-O-PHONES DELIVERY

BYRON MAUZY
SAN FRANCISCO CALIFORNIA

J. K. SAVAQB

The New Indestructible Cylinder Records
Star Disc Machines and Records

At Wholesale. Complete Stocks.

921 Franklin Avenue, ST. LOUIS, MO.

Paste This Where You Can Always See It !

Mr. Dealer:

We refer all Talking Machine inquiries coming from towns
where we are represented by dealers to the dealer or dealers in
that town.

VICTOR and EDISON JOBBERS

CHICAGO

E. T. WILTON & COMPANY

HOUSTON. TEX.

Wholesale Distributors "Star" Talking
Machines, Records, Horns, Cranes, Etc.

We have everything you need, also
JEWELRY and WATCHES

Every Jobber in this country should
be represented in this department.
The cost is slight and the advantage
is great. Be sure and have your firm
in the May list.

D. K. IViYERS

3839 Finney Avenue ST. LOUIS. MO.

Only Exclusive Jobber in U. S. of

Zon-o-phone Machines and Records

We Fill Orders Complete Give us a Trial

C. B. Haynis W. V. YouMANS

C. B. HAYNES & CO.

WHOLISALC DISTRIBUTORS

EDISON PHONOGRAPHS and RECORDS

ALL SUPPLIES

603 East Main St., Richmond, Va.

TRADE-MARK

BROADWAY and 17th ST., NEW YORK

Factory :
Rahway, N. J.

Western Branch :
259 Wabash Ave., Chicago

WHOLESALE AND RETA'L

REGINA MUSIC BOXES REGINAPIANOS
REGINAPHONES SUBLIMA PIANOS

DISTRIBUTORS IN NEW YORK FOR

Victor Talking Machines and Edison Phonographs

Complete Stock. Proqpt Deliveries.

PRICE F>HONOGRA.PH CO.

54-56 Clinton Street, NEWARK, N. J.

Victor Distributors StlM"""""

Send us your Order, you get the Goods

We don't retail. We take care of the Dealer.
Large Stock — Quick Service

TALKING MACHINE JOBBERS MEET.

Executive Committee of National Association
of Talking Machine Jobbers Held Meeting
March 15 — A Chat with C. V. Henkel.

(Special to The Talkins M.nchine World.)

Buffalo, N. Y., March 21, 1908.

The executive committee of the National As-
sociation of Talking Machine Jobbers met here
Sunday, at the salesrooms of W. D. Andrews.
All were present excepting Mr. Buehn, of Phila-
delphia. The committee were in session the en-
tire day, and matters of more than usual im-
portance were disposed of in the most amicable
manner, but not without vigorous discussion,
carried on, however, in the best of spirit. Of
course, being a secret session, nothing was di-
vulged excepting in the most general way.

On adjournment C. V. Henkel, chairman of
the Press Committee, said to The World: "We

Talking Machines,
Typewriters, Phono-
graphs, Adding Ma-
chines, Cash Regis-
ters, Guns and Tools,
and on all Polished
Instruments.

It Absolutely
Prevents Rust.

Sales Quadrupled in 1907

1866

1907

WILLIAM F. NYE

NEW BEDFORD, MASS.

had a very satisfactory meeting, indeed. Mat-
ters of interest to the association, and which
the committtee has had in hand for some time,
were acted upon. The committee ordered a spe-
cial general meeting of the association for July
6 at Atlantic City, N. J. The Committee of Ar-
rangements appointed by President Bowers con-
sists of J. Newcomb Blackman, chairman, of the
Blackman Talking Machine Co., New York; L.
Buehn, of Buehn & Bro., Philadelphia, Pa.; C. V.
Henkel, of the Douglas Phonograph Co., New
York. The time and place were chosen expressly
- for the purpose of attracting a large attendance,
and, furthermore, as the date follows closely on
the heels of the national holiday, so that mem-
bers who desire to have their families accom-
pany them can start Saturday and enjoy a pleas-
ant outing or holiday for a few days or a week.
Everyone who knows the delightful attractions
of Atlantic City at practically the height of the
summer season will take advantage of this un-
usual opportunity to visit this leading capital
on the eastern seaboard.

"If I do say so myself, the personnel of the
committee is such that the members may rest
assured that neither time nor trouble will be
spared to make their presence, not only profit-
able in a strictly business sense, but the social
features will be of a nature to be warmly en-
dorsed as a success. The time between now and
July 6 is ample for the committee to make proper
arrangements, such as they never had before.
No doubt special rates may be obtained from the
railroads, and also accommodations of the same
kind with the hotels and boarding houses, so
that members may feel assured that the comfort
of their families and themselves will be guaran-
teed.

"The meeting, which is really the annual gath-
ering of the association, is specifically called to
amend the constitution. ' To be sure this cannot
be done excepting at the regular yearly meeting
in September, unless the president calls a special
convention, which he has done in this instance.
Other matters of vital Interest to the trade will
also be discussed, of course*; and due action will
follow. The Executive Committee, in the mean-

time, will follow the usual routine of correspond-
ing with each other on various subjects, so as to
have them in shape for the convention's
pleasure."

It has been suggested that the July meeting
will render the September, or constitutional date,
superfluous, or unnecessary, and therefore that
event will be cancelled. The following were
present: L. McGreal, Milwaukee, Wis.; C. V.
Henkel, Douglas Phonograph Co., New York;
C. W. Hickok, of the Whitney & Currier Co.,
Toledo, O.; W. B. Henry, of Powers & Henry
Co., Pittsburg, Pa.; E. H. Uhl, with the Rudolph
Wurlitzer Co., Chicago; also the officers of the
association, ex-officio, namely, J. F. Bowers,
president, of Lyon & Healy, Chicago; W. D. An-
drews, vice-president, of Buffalo and Syracuse,
N. Y.; Perry B. Whitsit, secretary, of P. B.
Whitsit & Co., Columbus, O. Besides the fore-
going E. C. Goodwin, of Lyon & Healy, Chicago,
was here; also Pat Powers, of this city, and
Will Smith, of The Talking Machine Co.,
Rochester, N. Y.

BOMBERGER HAS BEEN ARRESTED.

Franklin E. Bomberger went to York City, Pa.,
a short time ago and, representing himself as
an agent of the National Phonograph Co., se-
cured a lease of a prominent store for the pur-
pose of handling a line of talking machines and
records. His actions, however, aroused sus-
picion, and the officers of the National Phono-
graph Co. at Orange, N. J., were communicated
with. They informed those interested that Mr.
Bomberger was an imposter and asked that he
be arrested. Bomberger, however, fled the city.
A few days ago, however, he was captured in
Lancaster and is now in the county jail' in York
awaiting a hearing. He is charged with im-
properly securing a signature to a lease for a
room and with falsely representing himself as an
agent for the National Phonograph Co. in mak-
ing a lease for a Bell telephone.

If you wish to profit where the other man
leaves your special field— advertise.

62

THE TALKING MACfflNE WORLD.

Side Lines for the Talking Machine Trade

I
I

It has been the aim of The World since open-
ing this department to put dealers in touch with
manufacturers in well known lines that could
be handled with profit by the talking machine
trade. That we have succeeded to a large ex-
tent in this effort is known to many of our sub-
scribers and advertisers. There is certain work,
however, that must be done bj' both parties in-
terested, and that is to follow up prospects. As
in the past The World, as well as its correspond-
ents in leading centers, will continue to keep in
touch with dealers looking for profitable side
lines, and if any of our readers find themselves
up against a puzzling problem, aYid we can do
anything, we shall be glad to do it, provided we
are furnished with particulars. If there is any-
thing the dealer wants,^ and'does not know where
to obtain it, we will endeavor to set him on the
iright track, for, being the official organ of this
trade, we feel it our duty to help our subscribers
in every way within our power, whether it be in
the line of talking machines, or general supplies!
; We have made it a jpoint as far as possible in
pur recommendations to confine ourselves to
standard, well known and advertised lines, and
have avoided the "fly-bj^-night," new, or untried
-articles, for, while these may be all right, and
in many cases sell well, on the other hand they
may not prove successful sellers, and the re-
tailer cannot afford to run any risk of tying up
capital in dead stock.

There is another thing of importance that we
would lay particular stress upon here, and that
is, -the necessity -of co-operation on the part of
the trade. By that we mean, if a jobber or
dealer comes across an article that has proven a
particularly good side line, or can make any
suggestions toward improvements of any kind we
earnestly request them to write us, and we will
keep the ball rolling by passing the helpful in-
formation along. There can be no question as
to the need in this trade of other substantial
lines to help out the dealer; we therefore hope
that we will receive all the assistance possible
in order to further a cause that is so beneficial
to the members of the industry as a whole.

The Post Card Situation.
■ The outlook for 1908 in the post card business,
as far as one can judge from the business done
in the last three months, is decidedly encourag-
ing. Instead of this field being narrowed by
any financial stringency, it has broadened out.
People instead of investing in more expensive
gifts have evidently resorted to these beautiful
and inexpensive remembrances to express their
sentiments. As a consequence the use of post
cards has increased and not diminished. Last
year's post office reports showed a growth of 40
per cent, over all past records, and even if 1908
should not surpass 1907 we must remember that
the present consumption of post cards is enor-
mous and quite large enough to keep busy all of
the reliable firms now engaged in their manu-
facture and distribution.

But wharf; we have to concern ourselves about
chiefly is the supply. This is most important,
because in the case of post cards, as in all non-
necessities, the supply frequently creates the de-
mand. Thus the trade and the public act and
react on each other, and it is practically impos-
sible to say where one influence leaves off and
the other begins.

Speaking generally the stuff for the coming
season must be good, for the public has been
educated to a certain extent, and the regular buy-
ers at any rate come mighty near knowing a
good card from a bad one, the shoddy product
standing but a poor show. As to subjects:
There Is little question as to which card will be
the biggest seller — we have in mind those known
as views. These cards always have been and
always will be the backbone of the post card in-

Some of the Many Specialties which -will Interest Talking Machine Men are Treated of in this Department

dustry. Pin your faith to them, order them
largely, but order them carefully, for there are
bad as well as good cards, obsolete as well as
up-to-date subjects, and on your choice will de-
pend your success.

Local views, especially at this time of the year,
are a mighty good investment, because of the
great amount of traveling done during the sum-
mer. As a matter of fact, almost the first thing
done by tourists or visitors in landing in a town
is to buy all the post cards of local interest to
mail to their friends at home. If you think best
to have exclusive views (and unquestionably this
is advisable), pay a fair price and get a reliable
article. Do not be too greedy. Probably as re-

tailers you get the full published price, andi
moreover, unlike most of the other articles you
sell, each little picture post card bearing your
imprint is a powerful advertise'ment — powerful
because it is the best form of advertisement, viz.,
an unconscious one. And like everything good
of its kind, if the public has had some, i±;gen-
erally wants more.

About Sporting Goods.
Dealers who are handling sporting goods have
no just cause to grumble about the recent weather
conditions. January and February have been fol-
lowed by a more than ordinarily pleasant March,
which caused a brisk demand for goods that are
usually not requested until weeks later, and

Read What a Prominent Talking Machine Jobber Says About

INGERSOLL WATCHES AS A SIDE LINE

NiOGRAPHS

32 (asl 14.St

April 3, 1908

Robert H. Ingersoll & Bro.,

500 Jewelers Court, New York.
Gentlemen:

¥e find it very pleasant from time to time to receive
commendatory letters from our dealers telling us of the suc-
cess with which they are meeting. In view of which, it has
occurred to us as possible that a slight acknowledgment of
our appreciation of the Ingersoll product is due you. We
have handled your watches for a numher of years and can
heartily recommend them to any one desiring a good, live
side-line.

Yours truly,

S. B. DAVEGA CO.

THIS IS THE WAY ALL OUR TRADE TALK

Don't You Think You Had Better Get in Line?

Write for catalogue and full information regarding INGERSOLL
WATCHES; also OUR SPECIAL ADVERTISING OFFER TO
TALKING MACHINE DEALERS.

ROBT. H. INGERSOLL & BRO., 500 Jewelers Court, New York

THE TALKING MACHINE WORLD.

63

Just a Word to You and All
Progressive Dealers

1

The Gillette Safety Razor has been accepted by over two million men in the last three
years as the easiest, quickest and most convenient method of obtaining a comfortable and
satisfactory shave.

During this year thousands of men will be added to the ranks of self-shavers as a result
of our extensive advertising in the leading publications of this country which is constantly
pointing out the superior features of the "Gillette" and its advantages as a time, money and
labor saver.

And it is you — the dealer — who must supply the demand. This because our advertising is
planned to create sales in your store.

Perhaps the tremendous money making possibilities of
the Gillette Safety I^azor have never occurred to you.

The two million men now shaving the "Gillette" way must be supplied with new
blades. Your profit is not limited to the sale of the razor alone. Between the razor and
the blades you have one of the greatest propositions for a steady and liberal profit on the
market to-day.

Write for full jjgBr information and prices, and remember — when we come into

your store with our goods, we come in
with every possible assistance in the
way of making sales.

Booklets, circulars, window cards,
electros furnished free of charge upon
request. Write to-day.

Gillette Sales Company

914 KIMBALL BUILDING

BOSTON

914 Times Building
NEW YORK CITY

914 Stock Exchange Building
CHICAGO

The Gillette Safety Razor Set consists of a triple sil-
ver plated holder and twelve double edged, thin,
flexible wafer-like blades (24 keen edges) packed in a
velvet lined leather case. Price $5.00. Also made in
Combination Sets in a variety of styles with toilet
accessories retailing- from $6.50 to $50.00 each.

64

THE TALKING MACHINE WORLD.

April is making a splendid showing so far.
There has been no "between seasons" dulness.
Everybody had wearied of cold weather, and with
the first opportunity were abroad and ripe for
sp'ort. Such conditions do not repeat themselves
very often, but in this instance the dealer who
was forehanded in stocking with spring goods
had no reason to regret his move.

Talking machine men who are contemplating
adding sporting and athletic goods as a side line
should not put off ordering a day longer than
necessary, because once the season has fairly
opened, manufacturers and jobbers of these lines
will be so swamped with the inrush of business
that it will be impossible to give anything like
prompt attention to newcomers. At best it means
delayed shipments, and the talking machine
dealer or jobber who desires to get the best re-
sults out of this line cannot afford to let the
public overlook his new addition.

As we stated last month, we firmly believe that
if one would make a great success out of sport-
ing goods he should emphasize quality rather
than price. It is not a question of how cheap but
how good. For, while there will always be a
class of trade that will look for bargains, they
are, after all, working under a delusion, for no
matter how little is paid for a worthless article,
it is dear at half the price, while if by paying a
reasonable sum something is secured that is
high-class and worth what you paid, you can
justly feel that you have obtained a bargain in
the true sense of the word. But there are other
reasons why the "quality policy" is advisable,
especially in this field. Those customers who
are real "dyed in the wool" sportsmen want only
the best the market can afford, and if yoti can-
not furnish them they will go elsewhere. Why,
even the newsboy would scoff at anything but the
real "league ball," the kind that sell for $1.50,
even if through circumstances he is compelled
to use the cheaper grades when he can't get one
of the others by waiting outside the fence for a
long foul from the bat of one of the "profs."
playing inside. Then in selling well-known lines
the retailer has all the hard, grinding missionary
work taken off his shoulders. The public are
conversant with his goods, their quality, price,
etc., and all he has to do is to make an attrac-
tive show and hang out his sign. Those who
pass will see and if they want, will buy.

The Baseball Outlook.

The successful opening of the baseball season
In New York marks the opening of a busy time
for the dealer, jobber and manufacturer. Promi-
nent baseball supplies manufacturers in all parts
of the country say that the amount of business
done in such goods this year will exceed any pre-
vious one at least 50 per cent. Already dealers
are beginning to brush up their stocks and job-
bers say that they have had all they could do
during the past month or so in getting out orders
placed from three to four months ago. The tre-
mendous hold that the game has secured upon
the fancy of the American people is a continuous
source of wonderment to those persons whose in-
terests are in one way of another related to
some phases of the national game. Always a
widely popular game in the United States, it
seems of late years to have compounded popular
interest.

Boom in Bicycle Business.

The excellent spring weather of the past month
has caused a boom in the bicycle business gener-
ally throughout the country, and dealers are re-

AMNOUNCEIVIEIMT
JOBBERS AX 1 E IN. X I O INI

Owing to the large demand that there has been for the
leather cards made by us, we have found' it necessary to
handle a f ud line of

PAPER CARDS

"SVe have searched through every nook and corner of
Europe and the domestic iLarkers and only tbose cards
that are the most popular and best tellers will be Handled
by us. Hereafter it will be unnecessary for any jobber to
have a large stock of cards on hand, as jobbers will be
able to hnd the largest assortments to be had anywhere,
and what is more, we will keep stock on hand so as to be
able to fill orders at once on the best sellers in both
paper and

LEATHER CARDS

post card pillows, pillow tops, banners, etc. As we are
acknowledged leaders in Li-ATHER CARDS it will pay
you to w-rite for further information.

186 William St.
i\E\V YOKR

Clover Sonvenir Mfg. Co.

ceiving daily calls from prospective buyers of
new wheels. This is also true in the motor-
cycle line. A large manufacturer in a recent
interview said: "Though last year was the best
in our experience, the craze is rapidly spreading,
and notwithstanding the recent slump, we look
for a big increase all along the line." In fact, in
looking over this field, about the only fault one
can find with it is that dealere have had their
troubles in getting the goods fast enough to sup-
ply the demand. However, now on account of
the number of new motors on the market and
the increased facilities of the older plants, this
should be almost done away with.

Portable Window Platforms.

Window trimmers who 'have to work with
small windows should have on hand a set of
easily portable and interchangeable boxes which
may be combined in different ways to form plat-
forms increasing in height toward the back of
the window. According to an authority, those
boxes can be made of unpainted pine, but they
should be substantial enough to stand one upon
the other securely and to bear considerable
weight. The window trimmer should figure out
for himself what their dimensions should be, but
for the ordinary small window, boxes half as
long as the window is wide and about 12 inches
square will be found convenient. Enough of
these boxes should be provided so that a series of
steps or platforms rising in height toward the
back of the window may be easily and quickly
built up. Some suitable covering of a shade
which will harmonize with the goods to be dis-
played can easily be thrown over these steps or
platforms and arranged in loose folds and puffs
so as to present a very artistic appearance.

Big Field for Post Card Albums.

A very excellent suggestion has been made
whereby dealers in post card albums can help
their sales tremendously by a little intelligent
effort. They should encourage collectors to
classify their cards, using, for instance, one
album for comics, one for European views, one
for American views, one for cards of sentiment,
etc. The dealer's knowled-ge of the kinds of cards
that each collector buys should enable him to
suggest still further classifications. This orderly
arrangement will not only lead to a greatly in-
creased sale of albums but will wonderfully
stimulate the sale of post cards themselves, be-
cause each customer will, from that time on,
have, not one collection, but several or many col-
lections to be augmented at every possible oppor-
tunity. Some collectors who have adopted the
s^eparate album plan operate a dozen or more

albums. So much for the customer who is al-
ready a systematic collector, but more important
still is the great majority — the desultory "occa-
sional buyer" of post cards. All such a customer
needs to make him a confirmed collector and
steady patron, is a good album. If every person
who comes into your store to pay a nickel for two
post cards were shown an attractive album and
given a hint of the delight and satisfaction fol-
lowing its use, the sale of albums would be in-
creased tremendously. It is certainly worth-
trying.

DIABOLO CAME FROM MALABAR.

Koravas Have Played It for Ages, Catch Spool
Without Seeing It and Do Wonders on Tight
Rope.

The origin of the game called diabolo, which
now is almost as popular in India as in the West,
has been traced to Malabar, on the coast of India
south of Bombay. In Malabar there is a class
of people called Koravas, who from time im-
memorial have played this game almost in the
same manner as its Western devotees do at the
present time. They are an interesting people of
nomadic habits. The men are clever acrobats
and rope dancers, and their women are fortune
tellers and ballad singers. The rope dancers per-
form many wonderful feats, among them being
the playing of diabolo while walking to and fro
on the tight rope.

The Korava acrobat spins the wooden spool on
a string fastened to the ends of two bamboo
sticks, throws it up to the height of a cocoanut
tree, and wlien it comes down he catches it on
the string to again throw it up. There are ex-
perts among them who can catch the spool on the
string without looking at it. There is no note-
worthy difference in make and shape of the spool
used by the Koravas and those of Europe, except
that the Malabar spool is of solid wood and a
little larger and heavier than the Western toy.

The -Koravas are a very primitive people, but
as acrobats and rope dancers they have continued
their profession for very many generations and
there is no doubt they have been expert diabolo
players for more years than can be told. They
are a people who have never traveled beyond
their own region and therefore could not have
imported the game from elsewhere.

THE POST CARD IN POLITICS

Will Unquestionably Form a Big Feature of the
Coming Presidential Campaign.

With the ever-increasing interest manifested
in the approaching presidential campaign, it is
very probable that there will be a record break-
ing demand for post cards bearing the portraits
of the various candidates. The use of post cards
in politics is no experiment, but has been thor-
oughly tested in years past and found to be a
very successful way for bringing the candidate's
name, his portrait and his claims to the atten-
tion of the voter. Owing to the present uncer-
tainty regarding who, from among the many
contestants on both sides, will be chosen to take
the field, not much preparatory work can be done
in preparing the cards, but as soon as the con-
ventions have settled the matter the various
post card manufacturers should go after the busi-
ness with a will.

MINERVA 4 1-2 H. P.

V . /

Speed 8—60 miles an hour

MOTORCYCLES AS A SIDE LINE

Minerva the Standard of Europe,

2 i-i H. P. Model
i 1-2 "
4 1-2 ••
8

S210.00
240.00
27.S.«)
.VSO.OO

MAGNETO AND SPRING FORKS EXTRA

WAGNER AMERICA'S BEST
$ 2 O O . O O

George V. Lyons Motor Co., "^'^v^'^'^^SrV '

MINERVA 2 3-4 H. P.

Speed 6—40 miles an hour

THE TALKING MACHINE WORLD.

65

Sixteen Million Famili

les

oving Picture Mad

HINK OF IT, Mr. Talking Machine
Dealer! Think of what it means for
YOU to be able to supply this want
right in the homes of your patrons.
Think of what it means for YOUR patrons to have
in their own homes the pictures of mirth and
magic, the pictures of historic interest, scenes and
incidents from all over the world that are nightly
crowding the greatest theatres of our large cities.

Not common, crude, lifeless magic lantern or
stereopticon views, but actual moving pictures of
life and action, real photographic reproductions of
actual scenes, places and people.

THE IKONOGRAPH

nome Hovio; Pidure Hadiifle

does this, and does it just as well, barring size, as
any professional machine made. Five pounds of
mechanical perfection and artistic appearance.
Any convenient light, acetylene, electricity ; a white
sheet, a window shade or wall to throw the
pictures on; any one to turn the handle. The
results will astonish you.

The moving picture tide is sweeping the land,
and with every day it grows and fastens on young
and old, rich and poor, as no other form of
amusement or recreation has ever been able to do.

Get Busy Now, Before it is Too Late

Mr. Talking Machine Dealer, Here's the Business
that Means Dollars for You. All you need is some

space for demonstrating some gray matter, and
the retums will equal if not exceed the palmy old
days of the talking machine business. Don't
write soon, but NOW.

SOLE SALES AGENT

The JOHN NEWTON PORTER CO.

253 BROADWAY, NEW YORK

MODEL C, WITH 25 FEET OF PICTURE FILM.
RETAILS FOR $15.00

MODEL B, WITH 50 FEET OF PICTURE FILM.
RETAILS FOR $25.00

MODEL D, WITH 10 FEET OF PICTURE FILM.
RETAILS FOR $10.00

IKONOGRAPH MOVING PICTURE CAMERA.
With 75 leet ol Film, Daylight Loader

66

THE TALKING MACHINE WORLD.

SAVES POST CARD PICTURES.

Order Doing Away With Postmarking at the
Office of Address.

(Special to The Talking Machine World.)

Washington, April 5, 190S.

Postmaster;General Meyer has issued an order
doing away altogether with the postmarking of
postal cards at the office of address. This action
is taken on account of the complaints that have
been received at the postoffice department on
account of postmarks placed on the message side
and on the picture side of post cards.

The department ruling heretofore in force re-
quired that all cards be postmarked with the date
of receipt at the office of address, and in order
that the messages and pictures should not be
obliterated or defaced the ruling provided that
the "received" stamp should be placed on the ad-
dress side of cards instead of on the back as in
the case of letters. This has not proved satisfac-
tor}-, and the only postmark that will appear
hereafter will be that of the sending place can-
celing the stamp on the card.

MOVING PICTURE CONTROL.

Assembly Passes Bill Placing Licensing of
Shows with Police.

By a vote of 111 to 6 the Assembly, at Albanj',
N. Y., on March 26, passed the Gluck bill, plac-
ing the licensing of moving picture shows
in. the hands of the Police Department
and increasing the license fee. The friends
of the bill declared that the character of
the moving picture shows, which are of mush-
room gi-owth in New York City, was such as to
contaminate the morals of young children, who
constitute the majority of their patrons. "Para-
dise Jimmy" Oliver and Assemblyman Eagleton,
both Tammany members of the Assembly, were
the most combative of the half-dozen that op-
posed the bill and voted against it.

MARCUS WARD & CO. FAIL.

Marcus Ward & Co., the well-known manufac-
turing stationers, with offices at 299 Broadway,
made an assignment recently to F. S. Keller, after
which a petition in bankruptcy was filed against
the company. Henry Melville has been appointed
receiver, and authorized to continue the business
temporarily. It is stated that the liabilities are
about $50,000 and assets approximately $90,000.
Marcus Ward & Co. made a specialty of calen-
dars, post cards and a number of other special-
ties handled as side lines.

800 MOVING PICTURE THEATRES.

It is said that there are 800 moving picture
theaters now in operation in this city. A very
large proportion of these are known to have been
opened within the last six months. Theaters
and music halls hitherto devoted to vaudeville,
with moving pictures as a single feature, have
been made moving picture theaters, pure and
simple. The craze caught Europe before it came

to us, and those Continental cities where a ma-
jority of the stages are occupied by moving pic-
tures furnish impressive object lessons of what
we may be coming to. It is a remarkable event
in the history of amusement enterprises.

THEATRICAL MANAGERS SORE

THE ORIGIN OF BASEBALL

W. M. Rankin Presents Some Interesting Facts
to Show That New York Has Good Claims
to Being Its Birthplace.

The old subject of the origin of baseball has
materialized with the springtime, and W. M.
Rankin takes issue with a writer in The World,
who claims the game was first played at Coopers-
town, N. Y., under the direction of Abner Double-
day in 1839. He says: "This matter in relation
to the origin of the game of baseball has been
discussed in papers for nearly forty years. It
can be shown by the flies of all the New York
papers that began writing up the game about
1853 that its origin was with the old Knicker-
bocker Club, of this city. Bostonians, with their
round ball, or rounders, and Philadelphians, with
town ball, were among the first to acknowledge
New York City as the birthplace of our present
game of baseball. The former did so in 1858
and the latter in 1860. Messrs. Charles A. Pev-
erelly and Henry Chadwick, both Englishmen,
claimed "that baseball sprang from the English
game of rounders, although the latter did in 1861
say: 'The game of baseball is, as our readers are
for the most part aware, an American game ex-
clusively as now played, although a game some-
what similar has been played in England for
many years, called "rounders," but which is played
more after the style of the Massachusetts game.
New York, however, justly lays claim to being
the originator of what is termed the "American
game." Mr. Peverelly in his book on American
sports, published in 1865, did give credit to Alex.
J. Cartwright for proposing in 1845 the organiza-
tion of a club for playing the game, which many
veterans claim he was the originator of. So you
can see that "their report" does not "settle an old
controversy," nor will it be settled until some-
thing more substantial is given than has been
produced by this "commission." ' "

DEATH OF GEORGE A. CLARK.

George A. Clark, head of the Clark-Horrocks
Co., Utica, N. Y., died at his home. No. 2 Steuben
Park, in that city on March 15. He was born in
Saquoit, N. Y., on July 31, 1826. and started in
the sporting goods business in 1854, when he
bought out his father's store, which was devoted
to the sale of fishing tackle, house furnishing
goods, toys and a general line of sporting goods,
and later built up a big business in talking ma-
chines. He did business first at No. 40, then at
No. 50, and later at No. 54 Genesee street, which
store he finally bought. He was in business on
his own account until 1881, when he admitted as
partners Hugh J. Horrocks and James H. Eng-
land. The firm became George A. Clark & Co.
and remained till it was incorporated as the
Clark-Horrocks Co.

Over Success of Popular Priced Moving Pic-
ture Shows — Apply to Committee on Patents
to Have Some Provision Embodied in New
Copyright Bill Which Will Protect Them.

Many of the dramatic managers are feeling
quite sore over the success of the popular-
priced moving picture shows which are now so
much in evidence in all the leading cities and
towns throughout the country. At the copyright
hearing before the joint committee on patents of
the House and Senate on March 26, 27 and 28, in
Washington, D. C, Wm. A. Brady took occasion
on behalf of the dramatic producers and man-
agers to score the moving picture men pretty
hard, thus emphasizing that they have really be-
come competitors of the standard theaters. Mr.
Brady, who has been a theatrical manager for
twenty years, and who has produced from 75 to
100 plays by American authors, told the commit-
tee that the situation was becoming desperate,
and that "lif this thing is not stopped it means
the ruination of us and the men who write for
the stage."

Mr. Brady stated that one of his companies had
been forced off the road, owing to the fact that
the play it was presenting was being produced
throughout the Tnited States by the aid of mov-
ing pictures with phonographic attachments. The
manuscript had been stolen, he said, and sold for
$5. "There is no law," he stated, "by which we
can go into the office of the Chicago concern
which deals in stolen manuscripts and recover our
plays. They not only steal our plays," said Mr.
Brady, "but they likewise get hold of our litho-
graphic paper and use it in front of a 5-cent thea-
ter to advertise our plays and deceive the popu-
lace." (Just think of it!)

Harry Doel Parker, a member of the National
Association of Producing Managers, said that
through the moving picture machines the public
learns the story of the play, and said that when
they have done this they lose their desire to see
the original production.

"According to your theory," said Mr. Smoot,
"how could there ever have been a successful
production of Shakespeare?"

"There was never a successful production of a
Shakespearean play," replied Mr. Parker, "with-
out a great personality to bring it forth. The
people don't go to see Hamlet, they go to see a
Booth."

Daniel Frohman indor-sed what Mr. Brady had
said.

Charles Kline, the dramatic author, made a
plea for the protection of authors. "The author
should feel, when he has completed his work, that
the work will belong to him," he said. He had
been told that one of his plays, "The Music
Master," now being presented in New York by
Da:vid Belasco, was losing money in its gallery
because a nickel theater in the vicinity is pro-
ducing it. "And the gallery," he added, "is what
profits."

The Ingersoll watches are among the most
profitable of side lines.

If You Are Looking for Post Cards Ttiat Sell

We manufacture
all our own cards.

THE FOLLOWING NUMBERS WILL INTEREST YOU:

l loral Cards, 34 subjects, suitable for Tinseling- and Name, $4.00 per thousand
" " 32 " Solid frold Background, with or

without text, .... 5.00 "
32 " Green and Gold Bronze Back-
ground, with or witliout text, 5.00 " "
l<) " Gold and Silver Background, with
cats and land.^^cape, also blank
oval space, - ... - ,").0() " "

32 " With Gold Outline, - - - 5.00 "

Birds and Klowers, 12 8ul>iects, one of our leaders, - - 4.00 " "

Red aiKl I'lu-plc Air Brush Card 12 subjects, - - - (i.OO "

AS A SPECIAL

OUR DEALERS
IVIAKE
PER CENT.
PROFIT

500

INDUCEMENT TO TALKING MACHINE DEALERS
We 'will get up a General Assortment of 1,000 of the above Cards for $5.00

THE KEYSTONE SPECIALTY COMPANY

111 South Elgtitti Street
PHILADELPHIA, PA.

THE TALKING MACHINE WORLD.

67

Dealers in Talking Machines

Who want a fine side line that will bring to their store
the better class of customers will find that

LAWN TENNIS GOODS

will do it. The Wright & Ditson line is the best known,
and the STANDARD of the United States. Everyone
knows their merits and they sell on sight. All the dealers
have to do is to keep a stock on hand.

The Ward & Wright Racket, $8.00

The Pirn Racket - - 8.00

The Davis Racket ■ - 8.00

The Sutton Racket - 8.00

The Scars Racket - - 5.00

The Campbell Racket - 5.00

The rhampion Racket - 4.00

The Golden Gate Racket- 4.00

The Longwood Racket - 3.50

NETS, TAPES, POSTS, RACKET CASES. RACKETS RESTRUNG
AT SHORT NOTICE AND BY EXPERTS
Catalogues with dealer's name on cover supplied free. Send for
Trade Lists to any of our stores.

The Colnmbia Racket - $3.00
The Park Racket - - 2.50
The Country Club Racket 2.50
The Hub Racket ■ ■ 2.00
The Surprise Racket - 1.50
The Championship Tennis

Balls - - $5.00 Doz.
The Club Tennis Balls, 3.50 "
The Deuce Tennis Balls, 3.00 "

WARD & WRIGHT

WRIGHT (EL DITSON

344 Washington St., BOSTON
8* Wabash Ave.. CHICAGO

18 West 30th Street. NEW YORK

76 Weybosset St.. PROVIDENCE. R. I.

MOVING PICTURE SHOWS SAFER.

GILLETTE RAZOR CO. IN LONDON

To Start Manufacturing Plant in Leicester,
Employing 250 People.

A cable from Londoii says the New Patents Act,
for which Lloyd George is responsible, is causing
a large number of foreign firms to start facto-
ries in Great Britain. The act is really a protec-
tionist measure, inasmuch as it provides that the
continued validity of foreign patents in Great
Britain shall be contingent on their being worked
in the United Kingdom. The newest comer is
the Gillette Safety Razor Co., of the United
States, which have decided to establish English
works. They have now acquired the Gordin Works,
at North Evington, Leicester, on a seven years'
lease, with the option to purchase. The company
will at the outset employ about two hundred and
fifty working people, with every prospect of the
number reaching four hundred or five hundred
in a few years' time.

THE SLOT MACHINE MAN.

His Work on the Subway Platforms Arouses
Interest Among the Passengers.

There is one operation that never fails to draw
a crowd, and that is the work of the man who
refills the chewing gum machines on the subway
platforms. When he takes down the front of the
slot machine the crowd begins to gather.

The man takes the weights off the tops of the
columns of pieces of candy or gum and then dives
down into his bag for the boxes he carries around.
Very deftly he slides part of a column into place
and eventually gets them all filled up. Then he
puts back the weights and replaces the front.

The last stage of all interests the onlookers the
most. That is when he pushes a slide and the
cents come rattling down. He sweeps them off
into a cardboard receptacle and then dumps them
into a bag. There always follows some remark
about "How much one of them things takes in in
a week." And after the filling man goes away
some two or three persons are bound to step up
and try the machine to see if a free piece of gum
won't come out by accident.

POST CARD IMPORTERS ORGANIZE

And Elect Officers — Will Work for the Mutual
Interests of Their Business.

• The Post Card Importers' Publishers and
Manufacturers' Protective Association, organized
on February 29 with headquarters at 1193 Broad-
way, New York, has since been reorganized for
the benefit of the body in general, and the pres-
ent officers are: John Bergman, president; A. J.
Brower, vice-president; S. Morawitz, secretary,
and R, McCrum, treasurer. The dues are fixed
at $40 per year, payable semi-annually, it being
the firm opinion of the organizers that the mem-
bers would in the course of the year receive in-
formation from the association proper and other
members, regarding credits, etc., worth many
times the annual dues.

While the greatest efforts will be directed to-
ward getting houses of standing in New York
City and vicinity to join the association, still
cordial invitations have been extended to west-
ern firms of standing to become members, and
the prospects are that before very long the
association will be national in its scope, despite
the fact that a similar organization is now being
formed in Chicago.

The association will endeavor to protect the
members from loss by bad accounts, crooked
salesmen, piracy, etc., and discourage unfair
competition in every form. The meetings are
held quarterly on the second Tuesday of. every
third month.

MILLS NOVELTY CO.'S NEW aUAETERS.

The Mills Novelty Co., Chicago, 111., the. well-
known manufacturers of coin operated machines
of all kinds, for arcades, parks and cafes, have

leased an eight story building, 118x195 ft., at
the corner of Jackson boulevard and Green street,
that city. It is said to be one of the best manu-
facturing buildings in that section of Chicago,
and the annual rental is $33,000.

TAFT RIDES FOR MOVING PICTURES.

His Evolutions in Field of Military Review
Caught for Films at Fort Myer.

Moving freely about in the evolutions incident
to a review of the cavalry and artillery at Fort
Myer. Secretary Taft was sketched, March 21,
in a notable series of photographs by moving
picture company representatives, who spent the
day at the fort in an effort to depict Mr. Taft
as Secretary of War, free from the posing inci-
dent to ordinary photographing.

Secretary Taft and General Bell, on their
mounts, moved about the field at will. It was an
ideal day, and the movements of all of the party
which went from the city to the post across the
Potomac, including Mrs. Taft and Mr. and Mrs.
Charles Taft, were depicted clearly in the run-
ning work of the films, which showed in detail
how the Secretary of War appears and acts in
the field of military review.

COLORED PHOTOGRAPH PATENTS.

Chattanooga Artist Hopes Soon to Revolution
ize Present Processes.

(Special to The Talking Machine World.)

Chattanooga, Tenn., April 5, 1908.
A. W. Judd, a local photographer, to-day an-
nounced that he had got patents on a process to
make colored photographs through which the art
will be simplified so that in future photography
in colors will be the trade of every photographer.
Mr. Judd displayed his work to-day. His photo-
graphs of flowers are complete even to the most
delicate tints. There is one drawback, but this
Mr. Judd hopes to overcome; it is impossible to
make more than one picture from a plate.

RECENT INCORPORATIONS.

Bergen Amusement Co., Jersey City. Capital,
$25,000. Incorporators — Frank A. Robbins, Frank
A. Robbins, Jr., and Charles A. Robbins. The
company is to conduct amusement places.

Penn Amusement Co., Camden. Capital, $125,-
000. Incorporators — N. A. Henry, H. Stern and
M. E. Kerr. The company is to engage in
theatrical business.

Steps to Protect Patrons from Fire and Panic —
Operators Must Prove Their Fitness to Run
the Machines — Many of Them Have Been
Incompetent in the Past — Other Precautions
to be Taken if Needed.

A municipal examining board to pass upon the
qualifications of operators of moving picture ma-
chines is the result partly of the recent catas-
trophes at moving picture shows in various parts
of the country.

When the authorities got to studying the
causes of moving picture disasters elsewhere
they found that no matter how closely ordi-
nances might be lived up to, if the machines
were in the hands of incompetent operators the
women and children who usually make up the
audiences at these cheap shows were constantly
in danger. The component parts of a panic were
always present, and it only needed a false move
on the part of the careless operator to bring
the parts together successfully.

Investigation of the fire at the moving picture
show in this city revealed the fact that the
machine was operated by a boy who was not only
unfamiliar with the apparatus he was running,
but was too young to understand that the slight-
est slip on his part might be fatal to scores of
persons who were entirely unconscious of the
risk they were running. In this case the cause
of the fire was due to the operator allowing the
arc lamp used with the moving picture machine
to set fire to the film.

The Department of Water Supply, Gas and
Electricity found that it was clearly up to it to
take steps to prevent such occurrences in the
future. It was then determined to supplement
the efforts already taken by other city officials
to make the moving picture shows less danger-
ous by investigating the conditions under which
these machines were operated and to put in
effect such restrictions as were necessary.

As a preliminary the shows to which licenses
had been granted were looked up. It was found
that many boys were permitted to run machines
which should have been in the hands of none
but competent electricians. This was apparently
due to the fact that the proprietors were deter-
mined to hire assistants as cheaply as possible.

It was decided to withhold licenses from per-
sons who could not carry on an intelligent con-
versation with the inspectors of the various de-
partments, as well as from those who, after a
few days, could not read the instructions clearly.
The department has also undertaken to register

68

THE TALKING MACHINE WORLD.

POPULAR SIDE LINE

FOR

Talking Machine Dealers

AUROCROME POST CARDS sell fast at good profit. Never out of
stock. You can reorder at anj^ time. Ask for our price card. Do it
now, and use your letter-head.
Send 6 cents in postage for a sample of our SWEETHEART line. ^Each card retails for 10 cents.
DOOLTTTLE & HULLING, INC., 1002 ARCH STREET, PHILADELPHIA, PA.

the names and addresses of all persons operating
moving picture machines, giving them a number
and making a record of their years of service
and their ability to run the apparatus.

The examination into the fitness of the oper-
ator for the work he has to do is a feature of
the department's work. The operators are taken
to the department's laboratory, where a machine
^has been fitted up. The operator is then told
to go ahead and discover all the faults he can.
These usually include paper and films littered
about the operator's booth where they might be
set on fire by the arc lamp, places where smoke
and flame could find' exit from the booth, im-
perfect shutters which might cause a fire, ex-
posed connections, changes in the rheostats. If
the operator fails to detect these dangers and
apply the proper remedies, or ask for assistance,
the license is withheld.

The department has solicited the aid of the
manufacturers of these machines in devising
safeguards, and has secured their co-operation
to such an extent that when the machines are
delivered they are as safe as they can be made.
Each machine has a number corresponding to
that on the certificate issued for Its operation.
If any one is found operating an inferior ma-
chine or violating any of the regulations laid
down his license is to be revoked.

It is expected that these safeguards will prove
entirely suflBcient, but if in the future a new
danger arises the department will rearrange en-
tirely the conditons governing the location of
such machines. It may be necessary for the
department to refuse to issue permits for moving
picture shows in the center of long blocks, and
to confine them to corner stores where there are
side exits and ample space for front" exits.

The rearrangement may mean that the ma-
chines themselves will be constructed within a
metal-lined cabinet. The entire front of the
building may have to be constructed so that it
can be thrown into a single wide doorway if
necessary.

HERE'S A MONEY MAKER.

The Peerless Coin Electric Piano Takes in Over
Eight Dollars a Day.

P. Engelhardt & Sons, proprietors of the Peer-
less Piano Player Co., of New York City and
St. Johnsville, N. Y., have received the following
eloquent tribute to the money-making powers of
their Peerless coin electric piano from S. J.
Morris, Clifton, Ariz., through Messrs. Jenkins
& Paddock, their agents in El Paso, Tex.:

"My Dear Sirs — It is just seventeen days since
you placed the Peerless Coin Electric Piano in my
place, and it pleases me to state it has taken in
$137 in nickles, up to date, an average of $8.Utj
a day. From a musical standpoint it by far
excels any instrument of the kind I have ever
seen. "Works like a charm, never giving the

slightest trouble. If properly cared for, I see
no reason why it should not wear a lifetime.
Wishing you the success you deserve for selling
so perfect an instrument as the Peerless Electric
Piano, I beg to remain, yours most respectfully,
L. J. Morris."

MARK

OUR MONTHLY REVIEW.

[We solicit inquiries from our subscribers who are de-
sirous of any information in regard to paying side lines
wlaich can be handled in connection with the Talking
Machine. We put you in direct touch with the leading
manufacturers. When in doubt, write us, care the
Side Line Department.]

One of the most po-
tent factors in the suc-
cessful merchandising
of a line is that of a
trade mark. The public
having been educated by
advertising to associate
the insignia with the
article in question,
which stands for qual-
ity or the reverse, ac-
cording to whether past
purchases proved satis-
factory or not. The
trade mark, which is
here reproduced, is that of Wright & Dit-
son, and is not only known the world over,
but wherever the game of tennis is played It
stands for the highest standard of excellence.
Their "championship" balls for the past twenty-
four years have been adopted and used exclu-
sively by the National Lawn Tennis Association
in all the championship tournaments held by
them, their other cheaper grades being equally
popular in amateur circles. In rackets the fa-
mous Ward & Wright, Pim, Davis, Sutton, Camp-
bell and Sears, have been names to conjure with,
each having been made after the designs origi-
nated by these past masters of the art. Their
complete line of nets, posts, presses, marking
tapes, cases, etc., is most complete, and if deal-
ers are looking for a first-class up-to-date line
and one which for the next six months will be a
hummer, they should not hesitate to write this
concern.

4: ^jt ^ 4:

If we are to judge by the reports which reach
this office, the well-known line of Gillette Safety
Razors seems to have been just what this trade

easiest to sell on the market. To quote one talk-
ing machine jobber: "It sells itself. All you
have to do is to let the public know you have
them. There are no technicalities to go into, they
know all about it, and realize the name Gillette

stands for guaranteed quality." Such is the
power of advertising. It is such articles as these
that this trade needs that have a standard price,
a good margin of profit. We take pleasure in
recommending fully this company's excellent
product.

* * * *

Of all classes of post cards the "local view" is
unquestionably the best and most regular seller.
The special day card moves fast for a short time,
but soon dies out and it is the former that the
retailer depends on for his regular assured profit.
Hitherto dealers have been compelled to place
large orders three and four months in advance,
these cards having all been made abroad, until

was looking for. Those who have handled them
for some time say that it is one of the best and

the F. & H. Levy Co., of this city, came to the
rescue with their novelty local view card. This
card is not a novelty in the strict sense of the
word, but a standard, and might aptly be termed
the 3 in One — as it is a combination of the floral,
the greeting and the local view card. These
cards are really worlis of art and are made to
order for the trade from photographs, pictures
or post cards of scenes the dealer desires to be
reproduced. Interested parties should write
them for a sample which will show the class of
work done; also for their new catalog, which has
some mighty clever things in it.

* * * *

The George "V. Lyons Co. have a mighty inter-
esting proposition to offer this trade in handling
Iheir famous Minerva line of motorcycles.
Though they have had the United States agency
for some time they have done little until recently
to introduce this cycle to the trade, because of

ARE YOLJ LOOKIIMG FOR SOIVIEXHIIVG IME W ?

WE HAVE 11 I X OUR

^ NOVELTY LOCAL VIEW CARD

A view beautifully executed on a highly colored embossed floral card. An idea up to the minute, one
which has created a sensation in the Post Card trade. No expense for Photos — any Post Card can be
reproduced 16 DESIGNS TO THE 1000. THE ONLY COMPANY TO GUARANTEE
DELIVERY OF LOCAL VIEW CARDS IN 10 DAYS— AND WE CAN PROVE IT. Our

Catalogue has some mighty interesting listings. A copv and sample of our view card with prices —

FREE UPON APPLICATION. ^WE ARE STILL " HUNGRY FOR BUSINESS."

F. & H. LEVY MANUFACTURING CO.,

EAST 14lti STREET
NEW YORK

THE TALKING MACHINE WORLD.

69

ZON-OPHONE

ANNOUNCEMENT TO DEALERS

ITH the extensive advertising being done in the mag-
azines at present to familiarize the public with the
merits of the Zonophone machines and records, dealers
should not miss this opportunity of placing them-
1 a position to be benefited by this campaign. The
advertised features are the splendid Zonophone records
; popular

THE MERRY WIDOW
THE WALTZ DREAM

and the rage of the season, which has proven so remunerative
to dealers, namely the records by the most famous soprano,

MME. LUISA TETRAZZINI

All Zonophone records and a complete line of Zonophone ma-
chines will hereafter be carried in stock in New York, and
orders will be filled the day received. If our salesman has not
as yet called upon you, write us and one of our representatives
will be sent to you at once.

Side Lines for the Talking Machine Trade

We carry in stock the best side lines, goods on which there
is the biggest profit. Write us for our complete circulars of
our Moving Picture Machine, Mystic Reflector, Simplicity
Sewing Machine, Rex and Dandy Talking Machines, Wonder
Gas Lamp, etc.

THE EWING COMPANV,

JOSEPH EWIIVO,
President

FORMERLY THE NEW YORK & LIMA TRADING COMPANY

203-203-207 WEST BROADWAY NEW YORK

70

THE TALKING MACHINE WORLD.

the difficulties they have had In supplying the
demand for it in this city. However, now that
they are in a position to fill all orders within
reason they are pushing things along at a lively
pace, and those who are looking for something
really high-class had better get their bids in
early as the territory is fast filling up. The
Lyons Co. have certainly got the right idea in
that they allow their dealers exclusive territoi-y,
the only stipulation made being that if a man
does not make good inside of one year he is
likely to lose his agency, as they want only live

firms to represent them.

* * * *

A series of post cards that are certainly burn-
ing things up around this section of the country
are those showing the interior workings of the
famous McAdoo tunnel which runs from Man-
Iiattan Island under the North or Hudson river
over to Hoboken on the Jersey side. These pic-
tures are wonderfully clear in detail and give a
very comprehensive idea of this masterpiece of
engineering; and though, of course, they are
what might be termed a New York local card,
they would prove just as big sellers elsewhere
on account of the national interest in this great
undertaking.

* « * *

Though the demand for bromide post cards
has always been more or less active, the sale has
been retarded because the number of subjects has
been limited. To meet this difficulty a prom-
inent firm of this city has just published a large
edition of over one hundred subjects which in-
clude comics, illustrated songs, landscapes, chil-
dren, animals and many other interesting sub-
jects.

* * * *

A large and attractive line of Decoration Day
cards are now to be had by dealers. These are
handsomely embossed in colors symbolic of the
event, such as the Grand Army hat. guns, badges,
flags, etc., and should sell well to patriotic
Americans.

SHEET MUSIC

^ This should interest all Talking
Machine Dealers as a side line.
Write us, we have one of the best
propositions to offer as a money-
maker and free advertiser.

H. A. WEYMANN & SON

Publishers and Jobbers
1010 Chestnut Street, Philadelphia, Pa

The silk embossed State Girls post card is one
of the prettiest and best made in the line of
state cards on sale at this time. These cards are
in assorted tints, with deep rich colors, the name
of the state appears in clear-cut gold letters. Each
card has the state seal, the national flag and a
lady neatly gowned, the dress, coat or waist in
silk.

* * * *

A good line of patriotic cards always prove
satisfactory. These are now to be obtained in
countless variety, such as the United States army
and navy, our presidents, presidential possibili-
ties in the coming campaign, state capitols, Pan-
ama Canal, Philippine Islands, Cuba, Porto Rico,
etc.

^ ^

One of the most active sports (perhaps the
most active) with our young people at the pres-
ent time is roller skating. The craze seems to
have caught on in nearly all parts of the United
States. It is therefore meet that we should have
a series of post cards illustrating the typical at-
titudes so well known to the beginner as well as
the expert roller skater. This new line consists
of twelve subjects, and will sell wherever the
pastime is indulged in.

It is now almost time for the dealer to turn
his attention to buying a good assortment of
summer cards. These consist of scenes from sea-
side and mountain, summer girls, etc — all of them
alive and up to date. This season's stuff is espe-
cially showy and high-class.

^ ^

Without question the new line of floral cards
just brought out by the Keystone Specialty Co.
are not only one of the most beautiful series
ever seen in this country, but are by far the most
comprehensive. Even now their factories are
pushed to the limit of their capacity, and if the
talking machine trade take hold of these cards
as they did this company's older ones, they bid
fair to be swamped. Their special offer to this
trade, which appears in their advertisement in
this department is a liberal one and worth con-
sideration.

* * * •

The A. J. Reach Co., the well-known manu-
facturers of baseball and other athletic lines,
are now working overtime in an effort to keep
abreast of their big orders. In a chat with The
■World they said: "Notwithstanding the rather
desultory conditions in other trades, the base-
ball manufacturers are facing what will prove
the biggest year since the starting of the indus-
try. This, of course, means that dealers han-
dling these goods will experience an exception

T"yPE E

THE MUTOSCOPE

For Summer Parks, Penny Arcades, etc., has proved itself to be the
greatest money earner of all coin-operated machines. In fact it has
made the "Penny Vaudeville " v\rhat it is to-day. The privilege of
free exchange of pictures keeping them fresh and up-to-date, make it
always attractive. Our New Type E Mutoscope, besides being hand-
somer in design, possesses many improvements in mechanism over
former models.

Write for Particulars

AMERICAN MUTOSCOPE 6 BIOGRAPH CO., ",

East 14th Street
NEW YORK CITY

PACIPIC COAST BRA.IVCH, 116 North Broadway, LOS ANGELES, CAl.

THE F»IAl\IOVA C01VIF»AI\JY,

Manulacturcrs oi

44 AND 65 NOTE ELECTRIC PLAYERS

with or without nickel In the slot attachment
SECURE THE AGENCY NOW.

117-125 Cypress Avenae,

New York.

ally lively season and one which will do much
toward making up the deficit caused by the slack
during the past few months." All of which will
be good news for those looking for or handling

the line.

* * * *

A very profitable line for talking machine men
is sheet music, in that it fits in so well with the
regular trade. Weymann & Son, the well-known
publishers and talking machine jobbers of Phila-
delphia, have a very attractive proposition to
offer. Don't fail to write them.

* * * *

Talking machine dealers who are contemplating
adding post cards as a side line would do well to
write the American News Co. of this city and get
their complete spring catalog which, besides list-
ing all that is good and new on the market,
gives many helpful hints that will be of immense
aid to the unsophisticated. This company is one
of the largest in the world, and beside their reg-
ular business of distributing to the four corners
cf the earth everything in the line of papers,
magazines, books, etc., do an enormous business
in stationery of all kinds, athletic goods and nov-
elties galore.

THE MEN WHO SELL THE GOODS.

Who keep the wheels of the factories going?
Who empty the warehouses and deplete the
shelves of the jobbers?

The men who go out to sell the goods. The
Captains of Commerce, who hoist their sails on
all the railroads of the country, in all the days
of the year, and go up and down the land, seek-
ing whom they can stock up with a new lot of
goods. The salesmen — ^the men who know how
to present their wares in such manner that the
party of the second part will snap them up. As
an expert observer says: "The world lifts its
hat to the man who can produce sales."

"The trained salesman," says another business
philosopher, "can always get a position when
every other line is closed, and can command a
high salary when other men are looking for posi-
tions. This is proven by the large proportion of
'salesmen wanted' ads. in the daily papers, and
by the many employes who are constantly ask-
ing for trained salesmen — men who know how,
and can make good without fail.

SPECIAL TO THE TRADE!

FOR 30 DAYS ONLY — These 1907
Song Hits at 10c. per copy, or $10.00
per hundred :

" Every One Is In Slnmberland But Yon and Me "

"Twinkling Slar"

" Sweethearts May Come and Sweethearts May Go "
"Where The Jessamine Is Blooming, Far Away"
Inslrnmental — Paula Valse Caprice

It will pay you to keep in touch with us.
Write to-day !

THIEBES-STIERLIN MUSIC CO.

ST. LOUIS. MO.

Everything in IVEW and S.H.

Motion Picture
Machines

Films, Stereopticons, Song
Slides ana Supplies. Same
Wanted. Catalog:ues free.

Harbach & Co.. 809 Filbert St.. Phila.. Pa.

60 YEARS'
EXPERIENCE

Designs
Copyrights &c.

Anvone sending a sltetrh and description may
qtilckly tiscertiiin onr opinion free wiietlier an
invention Is prolinMv patentable. Coinnuinloa-
tlonsstrictlyooniuicntliil. HANDBOOK on Patents
sent free. Oiiiost iii-enov for securlnB patents.

Piitonis talion tiiniuk'li Munn & Co. receive
spffiiil nnlicc. wllliout clitirco. lu tbo

Scientific JIniericdtt.

A hamlsnnu'lv lllnstraled weekly. I.nrcest cir-
culation of ativ soleiitltlo Journal. Terms, 13 a
Tear: tour months, 11. Sold by all newsdealers.

MUNN &Co.3«'"'- New York

Branch Office, 625 F 8U Washington, D. C

THE TALKTiNO ALACHINE WORLD.

71

An Owner of a Peerless Automatic Piano Writes

Gentlemen :

It is J list seventeen days since you placed the
Peerless ( om Operated Piano in my place and it
pleases mv to state that it has taken in $137.00 in
pickels (an average of $8,37 a day).

From a musical standpoint it far excels arty
piano of Its kmd I have ever seen.

It has never given the slightest trouble and if
properly cared for I see no reason why it should not
last a lifetime.

\\^ishmg you the success nou deserve tor making so |)crfect an instrument,
I \)e[y to rrmain, Yours x^erv trulw

SIGNED.

Are You Surprised Then That a Dealer Writes as Follows

Gentlemen :

In looking over the number ol pianos we sold last year
and the profits made from them we find we made more
money from our Peerless sales than any line we handled.

Owing to your inability to furnish us with pianos fast
enough we were compelled to buy a few Automatic pianos
: elsewhere, but found it was hard to sell anything but
Peerless.

Our experience has been that the Peerless has given
us less trouble than any Automatic piano we ever sold and
to-day we would not give it up for any line we know of.

^ With best wishes for the success of the Peerless Piano
Player Co., we beg to remain, Sincerely yours,'

SIGNED.

Don't you think this is a proposition worth looking into?

SOME DESIRABLE TERRITORY STILL OPEN

PEERLESS PIANO PLAYER CO.

P. Bngelhardt (!c Sons, Props,

OFFICES

Windsor Arcade, Fifth Avenue, New York City

72

THE TALKING MACHINE WORLD.

IT PAYS

TO PUSH

ZON-O-PHONE

TETRAZZINI RECORDS

It pays because the fame of this artist now encircles the globe. It
pays because her records yield the dealer greatly increased profits. It
pays in the satisfaction afforded your customers through their receiving
an exact duplication of this great soprano's voice. It pays, as the popular
price of 75 cents and $1.25 each, guarantees many sales to people who
either will not or cannot pay more.

As a Merchant who is on the lookout for

GOODS THAT PAY

we hope to be favored with your request for particulars concerning the
Zon-o-phone line, as an experiment will prove that everything we manu-
facture pays big, quickly and all the year round.

Universal Talking Machine Mfg. Co.

CAMP AND MULBERRY STREETS

NEWARK, N. J.

Factory Distributors •f Z*n-o-phone Goods:

ALABAMA

Mobila

ARIZONA

Tucson

CALIFORNIA

Skn Fr«nciico.

S»n Francisco
Lo> Angele* .
FLORIDA
Jkcktonville .

ILLINOIS
Chicsgo ■ ■■ ■ .
Chicsjo —
Chic*(o

IOWA

DsV<opi<:

KANSAS
Topekt .

LOUISIANA
New OrUsn.

MAINE

Porllsnd ' •
MARYLAND

Annapolis ...

Bsltimorc ....

Bsllimorc —

W. H. Reynalds.

George T. Fisher, 7-9 E. Congress St

Peter Bacigalupi & Sons, 1021 Golden

Gate Ave.
.Byron Mauzy, 1165-75 O'Farrcll St.
So. California Mus. Co., SSt S. B'way.

. Metropolitan Talking Machine Co., 323
M.iiii St.

A. C. McClurg & Co., 215 Wabash Ave.
r.mj. -Mien & Co., 181-141 Wabash Ave.
' Lyons, 192 \'an Buren St.

M.-allfield.

pielman Furn. Co., 519

<i., US Baronne St.

• ' F.v.chnr.frc St,

..C. f. , -S ft Co , ««« W. Baltimore St
..t..ouii ;■• ' J«»s E. Pratt Sl

MASSACHUSETTS
Boston I'ike's Talking Machine Co., 41 Wash-
ington St

Boston Kead & Read Co., 13 E^ssex St.

MINNESOTA

Si. Paul W. J. Dyer & Bro., 21-23 W. 5th St

MICHIGAN

Detroit...

J. E. Schmidt, 836 Gratiot Ave.

MISSOURI
Kansas Ci<y.
Kansas Cily -

, Mrs. J. Dixon, S04 Grand Ave.
. Wcbb-Kreyschlag Merc. Co., 7th and
Delaware Sts.

Springfield Morton Lines, 323 Boonville St.

St. Louis Knight MercanUle Co., 211 N. IStb St

Si. Louis D. K. Myers, 8889 Finney Ave.

NEW JERSEY

Newark Edisonia Co., S7 Halsey St

Hoboken Eclipse Phono. Co., 203 Washington St

Patcnon J. K. O'Dea. 115 Ellison St

NEW YORK

Astoria iL, John Rose, "9 Flushing Ave.

Buffalo Neal, Clark ft Neal Co., Ut Main St

Brooklyo F. \V. Rous Co.. 435 Fifth Ave.

Brooklyn B. G. '88 Livingston St

Rochester DulTy-.N Co., cjr. Main, W.,

and -N . .,.'1 Sts.

New York City,. J. F. Blackman & Son, 2737 Third Ave.
New York City. . Zed Company, 77 Chambers St.

NORTH DAKOTA

fugo .sione"s Music llouse, 614 First Ave., N.

OHIO

Akron Geo. S. Dales Co., 12S S. Main St.

Cincinnati J. C. Groene Mus. Pub. Co., Race and

Arcade.

Cincinnati J. E. Poorman, Jr., 31 West 5th St

Cincinnati Rudolph Wurlitzer Co., 121 E. 4th St

Cleveland Flesheim & Smith. HI Ontario St

Cleveland The B-iiley Company, Ontario St and

Prospect .\vt.
Columbus Columbus Piano Co., North High St

PENNSYLVANIA

Alleghany H. A. Becker, 601 Ohio St. E.

Philadelphia.. . .Disk Talking Machine Co., 18 N. 9th St

Pittsburgh C. C. .Mellor C\. I.t ! . CAO Fifth .\ve.

SOUTH DAKOTA

Aberdeen Mc.Krthur Piano Co.

TEXAS

Austin Pctraecky Company.

Beaumont.
Dallas

Houston . .
VIRGINIA
Riehmond

CANADA

Toronto. . .

B. Pierce, 223 Regan St
l>i"is Talking Machine Co., S18 Com-
ial St.

.. . .r Bros.

The Hopkins Furniture Co., T-9 West
Broad St

...Wh.-ilcy

Winnipeg. MaB..N\ linlcy. Royce & Co., Ltd.

Ltd., 15S Yonge

VOL. IV. No. 5.

SEVENTY-TWO PAGES

SINGLE COPIES, 10 CCNT5
PER YEAR. ONE DOLLAR

Published Each Month by Edward Lyman Bill at 1 Madison Avenue, New York, May 15, 1908

Star Xalking

LATEST MODEL No. 40

TVIaclnines

List Price $40.00

Two barrel spring Motor,
Oak Cabinet, 11 incta Turn
Table, Horn wood finished to
match Cabinet, made with our
patent panels.

STAR RECORDS

Comprise originality, superiority, and tone qualities that appeal. WE are daily adding new jobbers and dealers on the Star. If YOU are a progressive
Talking Machine Dealer, you should send us a sample order. You cannot longer afford to be outside of the list of live STAR dealers. New models new li.st
prices, new discounts, 15 years' experience. Catalogues and terms for the asking.

HAWTHORNE & SHEBLE MANUFACTURING COMPANY, p„rj^^/^*W"^Tir%^

Entered as second-class matter May 2, 1905.- at the post office at New Xork, N. I., under the act of Congress of March 3, 1879.

2 THE TALKING MACHINE WORLD.

UriQinality ivieril ouperiorily

ARE COMBINED IN OUR LINE

Mr Dealer * ^ predictions

( which time will confirm.

Within a reasonable period the trade will have universally adopted

LIBRARY CABINET

For DISC RECORDS

You know what happened to the Early Bird.
The Progressive Dealer who carries our line
Will Catch the Customers.

A prominent Jobber recently stated to us that all our goods were
Practical, Useful and Salable — "if I show them to my cus-
tomers, what will I do with the goods I have on hand now } "
A word to the wise is sufficient, Mr. Dealer.

If your Jobber does not carry our line, let us send you the name of a Jobber who does

The volume and quality of tone and the
detail of reproduction of cylinder records
greatly increased.

Wood, when subjected to the impact of
sound waves, is the most resilient of any
known substance. Its successful use for
violin bodies, piano sounding boards, etc , ^
confirms this fact.

The Truetone Wood Diaphragm is sci-
entifically constructed of .two layers of
selected Spruce Veneer ( the most'satisfac-
lorj' wood used for musical instruments )
covering fwo layers of cotton stalk (issue,
the grain of each layer running in opposite
directions to obtain uniform vibrations.

These four plies of material are cemented
^nd compressed together under great
pressure to the thickness of about seven
one-thousandths of an inch.

WOOD DIAPHRAGM

FOR

EDISON
Model "C" Speaker

The TRUETONE WOOD DIAPHRAGM
is furnished complete with Link and Alum-
inum Crosshead, which is mechanically
clamped to the Diaphragm, no cement
being used.

It is an admitted tact that tlie art
of recording sound is far in advance
of its mechanical reproduction.

Ever>- detail of sound vibration and tone
finesse that is capable of being recorded,
is reproduced by the Truetone Wood
Diaphragm.

Complete directions for properly mount-
ing the Diaphragm in the Speaker are
furnished with each Truetone Wood
Diaphragm.

Price. SOc. eacti, complete

General Phonograph Supply Co.

? WARREN STREET, NEW YORK CITY

OtSCRIPTIVE LITERATURE .\ND PRICES SENT ON APPLICATION

or J

The Talking Machine World

Vol. 4. No. 5, New York, May 15, 1908. Price Ten Cents

THE "TALKER" AS AN EDUCATOR.

Editorial Writers in the Daily Papers Who
First Made Light of the Talking Machine Are
Now Commencing to Realize the Importance
of This Machine — The Structure of the Great
Symphonies Is Learned and a Better Under-
standing of Music Made Possible.

The educational value of the talking machine,
particularly in the domain of music, has been the
subject of many articles in The Talking Machine
World from time to time. Many of the musical
writers in the daily papers who first made light
of the talking machine and considered it a toy
rather than a serious factor in the educational
field, are now seeing the light of reason and are
doing justice to the talker.

Truly it is about time. Only recently the
Portland Oregonian, in the course of a very well
considered editorial on the musical season in
that city, and the importance of an increased
appreciation of the classical composers, had this
to say:

"Music is a language which expresses thought
and emotion. Unless one knows its vocabulary
and syntax he is as much at a loss to discern
what the composer is driving at as he would be
listening to a Greek tragedy. People of means
who own musical instruments and have the skill
to play them can, to a degree, overcome this diffi-
culty. There is no good reason why they should
not learn the language of music as they do
French and go to hear recitals with full under-
standing of what is said by the singer or the
violin or the piano.

"The talking machines and self-playing pianos
have made it possible for music to make a genu-
ine appeal to a much wider audience than it
could a generation ago. Say what one will about
the defects of these instruments, their mechani-
cal baldness, their lack of expression, neverthe-
less they use the language of music and use it
correctly. A person can, with a talking machine
or automatic piano, learn the structure of
Beethoven's symphonies, memorize their massive
sentences, gain some insight into the master's
thought, and therefore prepare himself to listen
with understanding and rational enjoyment to
performances such as the Portland Symphony
Orchestra or the Chicago Symphony Orchestra
gives, where music appears not as a mere skele-
ton of rhythmic phrases, but clothed with the
beauty of passionate life.

"People in most European cities of a hundred
thousand population are provided with oppor-
tunities to hear good music at public expense.
We teach our children to read English and cipher
out of tlie general treasury; we even make an
effort, not very successful, to teach them to ap-
preciate Shakespeare and Milton. But thus far
we have not thought it worth while to elevate
their musical taste above ragtime. Has the
thought ever occurred to our pedagogical leaders
that it is just as ruinous to the mind to dissipate
with bad music as with bad literature? Plato
thought it was worse. We have probably got
beyond that strange conception of art in general
which looks upon it as a species of amusement.
There was a time in our national history when
we thought a novel was a book designed to be
read when a man was too weary dollar chasing
to use his mind, or when a woman needed a little
relaxation after the ravages of bridge wliist.
The theater was deemed an excellent place to
study anatomy, and music was created by Sebas-
tian Bach and Wagner to lull one into refresh-
ing dreams. What amusement is there in read-
ing such a novel as 'The Turn of the Balance,'
'The Iron Heel' or 'Tess of the d'Urbervilles'?
Who finds himself in any mood for slumber after
seeing such a play as 'Mrs. Warren's Profession'
or Hauptmann's 'Sunken Bell'? Is there any.
thing funny about i'Paradise Lgst' or 'Lear'?

I

"Art is a serious matter. The great artists
have appealed not at all to minds jaded and
weary. Their creations are not designed to be
pastimes for the frivolous or recreations for the
exhausted money grabber. They call upon the
intellect for its keenest insight and most wake-
ful energies. To go to a concert where the
'Messiah' is to be played expecting to take in
the music without any effort of attention is
fatuous. One who does so may make believe
that he has understood and enjoyed the mighty
thoughts of the great oratorio, but his pretense
will be just as silly as if he should sit down and
pretend to enjoy Virgil without first learning
Latin.

'.'Music is among the tilings which make life
worth living, just as pictures are, and noble
architecture. By proper education it would be
as easy to teach the public to understand and
enjoy good music as it is to create the taste for
good books. Silly songs are as demoralizing as
silly stories. People shake their heads after a
concert where Wagner has been played or Schu-
mann, and say, 'Very fine, no doubt, but it was
above me.' They are mistaken. It was not
above them. They were listening to a language
which they had never taken pains to learn. That
was the whole of the difficulty. When we have
mastered municipal housekeeping somewhat bet-
ter we shall probably perceive the utility of
bringing the civilizing power of great music to
bear upon the public, and shall find means to
pay for it by what we can save from the claws
of the grafters."

SOMETHING WORTH "TRYING."

A , Few Pointers Succinctly Put Which are
Worth Consideration by Salesmen and Deal-
ers Alike — Why the Slogan Should be
"Try It."

It is as easy to sell a good article as a poor
one — try it. Enthusiasm is one of the most con-
tagious things in this world; be reasonably en-
thusiastic about your goods and it will bring
results sooner or later — try it.

Know your goods and know them thoroughly
— try to be an authority on your line. The sales-
man who knows his goods, how to talk them,
when to talk them, and to whom to talk them,
will surely sell goods — and high-priced, profit-
bearing goods, too — try it.

Convince your customer that you are trying
to serve his interest as well as your employer's
— it makes a favorable and lasting impression,
and your customer looks upon you as his friend
— try it.

Avoid misrepresentation; sell an article for
just what it is — no more, no less. Sales made
any other way are not well made; they don't pay
either you or your employer. If you cannot
make a sale on honest business principles — don't
make it.

Don't lose interest in your customer after he
has purchased; make it your personal business
to see that goods have been delivered in good
condition and customer perfectly satisfied. This
may take part of your noon hour, or perhaps a
few moments during the evening — but in either
case it is time well spent. It frequently gives
you an opportunity to suggest other purchases,
something the customer may have forgotten or
overlooked; if not, your customer will appre-
ciate such attention and when they want more
goods they will surely come to you — try it.

Remember that it is better to sell to one cus-
tomer twice than to two customers once — try it.

Be pleasant at all times, smile, look your cus-
tomer (and everyone else) straight in the eye
and smile — always smile — it is a good tonic, both
for you and those with whom you come in con-
tact— try it.

Remember that your every word and action
(out of the store weU ^5 in it) i§ an adver-

tisement for or against your employer. See to
it that every move is favorable — ^try it.

Remember that your employer's success is your
success; by helping his interests, you help your
own — try it.

If one of these thoughts appeals to your judg-
ment as good or practical, don't simply say, or
think so — but try it. Look them over again and
see if there is not at least one which can be put
into practice to-day, now — try it.

POULSEN'S WIRELESS TELEPHONY.

The Inventor of the Telegraphone Discusses His
Latest Invention in an Interesting Lecture
Before the British Institution of London.

Vladimir Poulsen, the inventor of the telegra-
phone (a talking machine which has been pre-
viously referred to in The World), and whose
system of wireless telephony has been widely
discussed, delivered a lecture recently before the
British Institution in London, in which he ex-
plained the principles of his new wireless tele-
phone invention. After detailing how he had
succeeded in carrying the human voice through
the air a distance of about 200 miles, that is to
say, between Copenhagen and Berlin, Mr. Poul-
sen went on to say:

"The essence of my discovery is its simplicity,
and it resulted from another discovery I made
several years ago that the rapid passage of elec-
tricity to and fro produces an effect known as
the 'singing arc' This singing, I found, pro-
duced notes too low for the ear to hear and
some that were too high to be understood; so,
in order to make the notes understandable, I ar-
ranged an apparatus consisting of coils of wire,
joined in a series to a condenser with leads to
the source of the current, joined by two carbons
in parallel.

"I found that the current flowed rapidly in the
arc between the carbons, oscillating to and fro,
and that the oscillation was enormously im-
proved by occupying the interval between the
carbons with hydrogen gas. This resulted in
continuous, undamped waves which can easily
be tuned to any desired pitch, so that they will
only influence those instruments which are ar-
ranged to correspond with the sending instru-
ment."

Coming to the pure telephone and efforts to
establish wireless communication, Mr. Poulsen
said that the waves that Bell had harnessed by
the use of mirrors had proved to be without
value, but with the undamped waves, each ex-
actly like its predecessor, the problem had been
solved. These regular waves transmitted sound
perfectly, and by means of them it had been
possible to telephone a tune, without wires, 290
miles, and to make a human voice recognizable
at a receiving station 170 miles away from the
person speaking.

At the conclusion of Mr. Poulsen's lecture a
messenger from Queen Alexandra obtained a
copy of his remarks for her Majesty's perusal.
Later the Queen sent Mr. Poulsen a congratula-
tory letter.

E. F. DROOP & SON ENTERTAIN.

The E. F. Droop & Sons Co., Washington,
D. C, created quite a sensation during the an-
nual convention of the Daughters of the Ameri-
can Revolution in that city, recently, by giving
daily concerts in their new Victor hall. The
Auxetophone and Victor Victrola were used to
great advantage at the concerts in playing rec-
ords by Tetrazzini, Caruso and other operatic
stars. Droop & Sons Co. also made a hit during
the week the Metropolitan Opera Co. was in the
city by giving a series of Victor concerts, using
records made by artists appearing with the opera
cpjnpany. All t-heir cpjicerts paclj the }iall,

4

THE TALKING MACHINE WORLD.

NEWS FROM SOUTHERN CALIFORNIA.

Visit of Fleet Brings Crowds to Los Angeles —
Advertising Evolved for Occasion — "Uncle
Josli"' Stewart Souvenirs — Victrolas Selling
Well at Sherman, Clay's — Riverside's Excit-
ing Time — Holdgate of Reno Sells — Visitor
from Ensenada.

(Special to The Talking Machine World.)

Los Angeles, Cal., May 1, 1908.

The greatest interest of the general public
centers on the Atlantic squadron, which received
a royal welcome. The entertainment of the offi-
cers and men is on a stupendous scale, and
everyone is doing his best to make their stay a
pleasant one. Business is as usual, with pros-
pects of a steady increase owing to the large
number of visitors from outside towns and
cities who are here during "Fleet week." Sev-
eral novel and clever features for advertising
have been introduced, among them being that
of a large dancing academy, which has built on
one side of its hall a large battleship on which
the orchestra is seated; to the right are the forts
of San Francisco, and on the left a submarine
boat just coming to the surface in front of the
Japanese forts with a Victor on its back. On
one of the guns of the Japanese forts is the
Victor dog with a white flag of truce, which rep-
resents "his master's voice."

P. Prosser, proprietor of the Standard Phono-
graph Co., reports the theft of a gold-plated
Edison "Triumph," No. 58359, from his store one
night last week.

"Uncle Josh" Stewart, together with Mrs.
Stewart, have been filling a week's engagement
at one of the local theaters. He happened into
the Southern California Music Co.'s store and
related some of the experiences of a record
maker. His conversation was very interesting
and instructive as to how records are made. He
was induced by one of the local dealers to make
a record, which is a verj- interesting one, being
entirely new.

The fine new samples of the May Victor rec-
ords have been received by Sherman, Clay &
Co., among which are some of the finest selec-
tions ever listed, and which will be in great de-
mand. The great Lucia Sextet is alone one of
the greatest and finest works of the talking ma-
chine art. The dealers are well pleased with this
addition to the Victor catalog.

Sherman, Clay & Co. have received a shipment
of Victrolas in both XX and XIV styles. The
new XX is greatly admired and will find ready
sale to people who want the best.

Edw. Borgum, traveling representative of the
Southern California Music Co., has returned from
a month in Arizona and New Mexico, where he
finds great prospects for future business.

The Columbia Phonograph Co. are presenting
their patrons with the handsome new advance
list of Fonotipia grand opera records of the great
artists, such as Bonci, Bassi, Zenatello, Didur,
Stracciari, Russ, Barrientos, Sammarco, Pacini,
and Kubelik. Great public interest is shown in
these new records of voices never heard in these
parts, especially in those of the great Bonci.

Riverside has had a very exciting time which
in many ways proved serious. On April 16, early
in the afternoon, there was a terrific explosion
of a large gasoline tank at the Standard Oil
Co.'s yard, which was followed by a very hot
fire. The Sells-Floto Circus tents were pitched
not far away, and when the animals heard the
noise and excitement they caused a stampede.
The elephants broke loose and ran about through
the city, doing great damage to property in
general, killing one woman and also two horses.
The heaviest property loss was to the Riverside
Music Co. Here the animal "Snyder," the larg-
est of the herd, wrecked a $200 plate glass win-
dow and a piano and talking machine room to
the amount of $100 or more. Many other queer
things were experienced by people who risked
their lives to watch them.

A. L. Holgate, a prominent talking machine
man of Southern California, has sold out his in-
terestB in Reno, Nev., where he had built up an
excellent business with Victor and Edison goods.

The health of his wife and family depended on
his leaving, and he is considering a location in
or near Los Angeles, to open a new store.

C. R. Ptacnik, from Ensenada, Lower Cali-
fornia, has paid this city a visit in the interests
of his talking machine store. He had the pleas-
ure of sailing from Ensenada to San Diego with
the battleship fleet, and says it was an experi-
ence he will never forget.

CULTIVATING BRAZILIAN TRADE.

Splendid Opportunities for Business Long Ne-
glected Now Being TaVcen Advantage of.

At least one group of American manufacturers
are determined to get a strong foothold in South
America and endeavor to take the trade from
the Europeans, and they are the talking machine
manufacturers. A systematic study of the cost
of records desired is being made by the different
companies, and in a short time an enormous
quantity of records of Spanish and Parisian
dances and songs, as well as the most popular
Brazilian music, will be shipped to Brazil, where
it is planned to begin the campaign.

Regarding the sudden interest manifested in
the South American field, a recent consular trade
report contained the following item: "American
phonograph companies have apparently waked up
to a realization that they were losing much good
business in Brazil. For three years European
manufacturers of phonographs have had Bra-
zilian records on the market. They sent experts
here to take records from Brazilian artists in
various musical lines, and the result was that
they sold not only most of the records, but a
majority of the machines. However, American
companies will no doubt regain their prestige
now that they have come down here with that
intention. One of the largest manufacturers has
just completed a preliminary period of work in
making Brazilian records, the originals in wax
being returned to New York for duplication. An-
other company has experts at work here now
and expects in two or three months to have hun-
dreds of Brazilian records on the market. The
latter company has contracted with an American
doing business here for the agency in Southern
Brazil with the expectation of doing ?60,000
worth of business the first year, and there is no
reason why they should not realize their expec-
tations."

WHEN TO STOP ADVERTISING.

When buyers forget to forget — when competi-
tion ceases to compete; when every actual and

prospective customer has been convinced that
your product is the best of its kind and nothing
better can be produced, then, and only then,
will it be safe to get along v.'ithout advertising.

BIRD SONGS IN PHONOGRAPHS.

Englishman Tells Piiilac'elphia Ornithologists of
Attempts to Produce Sweet Notes.

(Special to The Talking Machine World.)

Philadelphia, Pa., May 2, 19U8.

The sweet notes of the nightingale will soon
be taken on phonographic records and heard in
Philadelphia if the pet aspiration of Richard
Kearton, one of England's most prominent orni-
thologists, develops into an achievement. Mr.
Kearton appeared before Philadelphia lovers of
birds a couple of days ago, exhibiting in Wither-
spoon Hall a series of moving pictures of Eng-
lish birds. President Roosevelt saw the pictures
in the White House several days ago, and ad-
judged them genuine studies from nature.

Mr. Kearton said he had made one attempt to
record a nightingale's notes, but that it had
failed because the songster heard the hum of the
machine and stopped its flow of melody to listen.
Since that time Mr. Kearton has nearly perfected
a scheme whereby the bird will be unable to
hear the scratch of the needle on the wax roll.

AN EFFECTIVE COLUIOIA WINDOW.

(Special to The Talking Machine World.)

Louisville, Ky., May 6, 1908.

Morris Silverstein, manager of the Coliimbia
Phonograph Co.'s establishment in this city, is
a great believer in artistic window display, and
has been highly complimented for his skill in
this direction by prominent authorities. One of
his recent displays consisted of a full-size grand-
father's clock made entirely of records — face,
weights, columns, etc., are all records. It is cer-
tainly a marvel of ingenuity, and crowds are
flocking to the store to see it. Mr. Silverstein's
friends, and that means everybody, are congratu-
lating him on this pretty piece of work.

Besides the clock, he has two BQ and two BO
machines in the window. Two storks are sus-
pended by black cords, from the top of the win-
dow, and in the stork's mouth is a ribbon at-
tached to one of these machines. On the ma-
chines appear a card which reads, "A new in-
crease in the Columbia family, BQ and BO
Graphophone. Come in and have them talk to
you."

ATT E N T I O N !

NEW ENGLAND DEALERS

If you handle both EDISON and VICTOR,
we can offer you an advantage no other New
England jobbing house can — One Source of
Supply for both

EDISOIN RHOIVOGRAPHS
AiND VICTOR MACHIINES

OINE SMIPMEIVTr-OINE EXPRESSAQE

THERE'S AN ADVANTAGE! Try the
Eastern's Policy of Service.

THE EASTERN TALKING MACHINE CO.

177 TREMOIVT ST., BOSTON, MASS.

Distributors of EDISON and VICTOR Eastern Agents for HERZOG DISK and

MACHINES, Records and all Supplies CYLINDER RECORD CABINETS

THE TALKING MACHINE WORLD.

5

f

Vital facts
In the Victor business

The Victor is a perfect musical instrument.

Only on the Victor can the world's greatest artists and the most popular entertainers be
heard. - .

These facts are the backbone of Victor supremacy and Victor success.

And the dealer who constantly emphasizes them is the dealer who puts his business on
a higher level, and makes the most money selling the Victor and Victor Records.

Are you taking full advantage of these vital facts to increase your prestige and your
profit?

Victor Talking Machine Co., Camden, N. J., U. S. A.

Berliner Gramophone Co., Montreal, Canadian Distributors.

To get best results, use only Victor needles on Victor Records.

t

BE READY FOR YOUR CUSTOMERS

MR. DEALER : Our special advertising campaign in leading newspapers throughout the country
has everywhere increased the demand for Victor Records. By placing a standing monthly order with
your distributor for all the new" Victor Records you will be in a position to meet the every want of every
customer.

Full information can be obtained from the following Victor dealers:

Albany, N.Y Finch & Hahn.

AHoona, P» W. H. & L. C. Wolfe.

Atlanta, Ga Alexander-Elyea Co.

Phillips & Crew Co.
Baltimore, Md Cohen & Hughes.

E. F. Droop & Sons Co.

H. R. Eisenbrandt Sons.

Wm. McCallister.

Bangor, Me M. H. Andrews.

Birmingham, AIa....E. E. Forbes Piano Co.
Boston, Mass Oliver Ditson Co.

Eastern Talking Machine Co.

M. Steinert & Sons Co.

Brooklyn, N. Y American Talking Machine Co.

Buffalo, N. Y W. D. Andrews.

Neal, Clark & Neal Co.

Burlington, Vt American Phonograph Co.

Butte, Mont Orton Brothers.

Canton, O The Klein & Heffelman Co.

Charlotte, N. C Stone & Barringer Co.

Chicago, III Lyon & Healy.

The Rudolph Wurlitzer Co.

The Talking Machine Co.

Cincinnati, O The Rudolph Wurlitzer Co.

Cleveland, O W. H. Buescher & Sons.

Collister & Sayle.

Eclipse Musical Co.

Columbus. O The Perry B. Whitsit Co.

Dallas, Tex Thos. Goggan & Bro.

Dayton, O The Fetterly Piano Mfg. Co.

Denver, Colo Hext Music Co.

Knight-Campbell Music Co.

Des Moines, Iowa Jones Piano Co.

Detroit, Mich Grinnell Bros.

Dubuque. Iowa Harger & Blish.

Duluth, Minn French & BassetL

El Paso. Tex W. G. Walz Co.

Galveston, Tex Thos. Goggan & Bro.

Grand Rapids, Mich.. J. A. J. Friedrich.

Honolulu, T.H Bergstrom Music Co.

Indianapolis, Ind C. Koehring & Bro.

Jacksonville, Fla Alexander-Elyea Co.

Kansas City, Mo J. W. Jenkins Sons Music C».

Schmelzer Arms Co.

Little Rock, Ark O. K. Houck Piano Co.

Lincoln, Neb Ross P. Curtice Co.

Los Angeles, Cal Sherman, Clay & Co.

Memphis, Tenn E. E. Forbes Piano Co.

0. K. Houck Piano Co.

Milwaukee, Wis Lawrence McGreal.

Minneapolis, Minn Minnesota Phonograph Co.

Mobile, Ala Wm. H. Reynalds.

Montreal, Canada Berliner Gramophone Co., Ltd.

Nashville, Tenn O. K. Houck Piano Co.

Newark, N.J Price Phono. Co.

Newark, 0 Ball-Fintze Co.

New Haven, Conn. .. .Henry Horton.

New Orleans, La Nat'l Auto. Fire Alarm Co.

Philip Werlein, Ltd.
New York, N. Y Blackman Talking Machine Co.

Sol Bloom, Inc.

C. Bruno & Son, Inc.

1. Davega, Jr., Inc.
S. B. Davega Co.
Chas. H. Ditson ft Co.
The Jaoot Music Box Co.
Landay Brothers, Inc.
The Regina Co.
SUnley & Pearsall.
Benj. Switk^.

Victor Distributing k Export Co.

Omaha, Neb A. Hospe Co.

Nebraska Cycle Co.

Piano Player Co.
Peoria, III Chas. C. Adams & Co.

Philadelphia, Pa J. E. Ditson & Co.

C. J. Heppe & Son.

Musical Echo Company.

Penn Phonograph Co., Inc.

Louis Buehn & Brother.

Western Talking Machine Co.

H. A. Weymann & Son.
Pittsburg, Pa Pittsburg Phonograph Co.

Powers & Henry Co.

C. C. Mellor Co., Ltd.
„ . . Standard Talking Machine Co.

Portland, Me Cressey & Allen.

Portland Talking Machine Co.

Portland, Ore Sherman, Clay * Co.

Richmond, Va The Cable Co.

W. D. Moses & Co.

R Chester, N.V The Talking Machine Co.

Rock Island, III Totten's Music House.

Salt Lake City, Utah. .Carstensen & Anson Music Co.

San Antonio, Tex Thos. Goggan & Bro.

San Francisco, Cal Sherman, Clay & Co.

Savannah, Ga Youmans & Leete.

Seattle, Wash Sherman, Clay & Co.

Sioux Falls, S. D Talking Machine Exchange.

Spokane, Wash Eiler's Piano House.

Sherman-Clay & Co.
St.LLouis. Mo Koerber-Brenner Music Co.

St. Louis Talking Machine Co.
St. Paul, Minn W. J. Dyer & Bro.

Koehler & Hinrichs.
Syracuse, N. Y W. D. Andrews.

Toledo, O The Hayes Music Co.

Whitney & Currier Co.
Washington. D.C .John F. Ellis & Co.

E. F. Droop & Sons Co.

J

6

THE TALKING MACHINE WORLD.

SENDING THE SINGER'S VOICE A THOUSAND MILES

John Noll, a Clever Young New Yorker, Has
Wonderful as Edouard Berlin's Invention

Quite the mo;t astonishing of recent inventions
is that which makes it possible to send a
speaker's or singer's voice and a photograph of
the person a thousand, two thousand or three
thousand miles away, and reproduce both the
image and voice in a distant city within twenty
minutes.

By means of a little piece of mechanism, an
electric valve, no larger than a watch, a person's
voice may be picked up, hurled a thousand miles
and reproduced in hundreds of places simultane-
ously as loud and distinct — in fact, even more
distinctly — than it sounds when coming directly
from the speaker or singer.

This opens up no end of interesting prospects.
For instance, Geraldine Farrar, the famous opera
singer, when giving one of her performances of
"Madame Butterfly" in New York could be seen
and heard at the same time in Philadelphia,
Baltimore, Washington, Boston, Chicago, Denver,
San Francisco and Los Angeles, or even in the
Philippines.

Or the nominating speeches at the national
conventions of the Independence League and Re-
publican party at Chicago, and of the Democratic
convention at Denver this coming summer may
be reproduced simultaneously in every large city
throughout the United States.

These speeches and images vibrating at the
ends of electric wires may even be picked up by
the wireless stations and flashed far out over the
sea — in fact, all around the world and to ships on
all the oceans.

This seems almost incredible, yet two devices
lately invented make these things entirely prac-
tical. It was only last month, and. in fact, within
the past foitnight, that John Noll, under the
patronage, suggestions and assistance of Dr.
'^''illiam T. Jenkins, former health officer of the
port of New York, got his invention, the telelec-
trophone, into working order.

By one of those coincidences that so often hap-
pen when some great scientific discovery is
pending, an eminent Frenchman, Edouard Belin,
invented an apparatus which completely solves
the sending of photographic images by telegraph
to great distances.

Here is where the Frenchman's timely inven-
tion comes in to make a complete reproduction
of both voice, person and scenery simultaneously
in far distant places.

The telharmonic system already sends instru-

Given Us a Most Astonishing Invention — As
to Send Photographic Images by Telegraph.

mental music to a distance, but it is by a very
complicated and expensive process. It is also
possible to hear a speaker's or singer's voice over
long distances by holding a telephone receiver
to the ear. But the telelectrophone does away
with this inconvenience and vastly broadens the
scope of long-distance transmission.

An audience may be sitting in a large hall or
theater and without any effort or straining of
the ear hear a speaker a thousand or more miles
away more distinctly than if he were on the plat-
form in front of them.

For the horns from which the voice proceeds
will be distributed all about the room, so that
there will be not simply one voice, but a dozen
or twenty voices all talking in unison, sounding
like one powerful voice.

The possibilities of such an invention are al-
most unlimited. At a fashionable function the
novelty may be introduced of Calve's voice com-
ing out of the petals of an artificial flower in the
conservatory. Caruso's high tenor notes may be
heard piping from a bush, and other operatic
favorites may warble in concert from the arc
lights.

Or it may be possible in the not distant future
for anyone who has a telephone in his home to
have a telelectrophone attachment added to it,
and by turning on a switch in the evening hear
the opera, a lecture, a political speech or what-
ever happens to be the chief attraction in the
city that evening, or some great performance in
a remote city.

But the most striking and marvelous effects
will be seen when both the telelectrophone and
long-distance photography are used together, re-
producing both voice and image so as to make
it seem as if the person were really on the stage
before the audience.

The best results in voice transmission will
naturally be secured by using copper wire in
transmission, so that the application of this in-
vention is most easily done by connection with
the present telephone circuits. These circuits,
however, practically link together all the great
cities of this country and Europe, so that there
would seem to be no practical difficulty in put-
ting the invention into operation all over the
two continents.

The inventor says that by this system the voice
could be sent by wireless, while the cable is
carrying the photographic images. In this way

an opera in New York or a political convention
in Chicago could be reproduced in Manila, great-
ly to the edification and enlightenment of Uncle
Sam's Filipino subjects.

Travelers going to and from Europe may also
soon hope to hear political speeches and first
performances of operas in New York. In fact,
an American prima donna giving a first perform-
ance in New York might be seen and heard in
London, Paris and Berlin the same evening.

The only difficulty might be the difference in
time, London being five houre earlier than New
York, and Berlin six hours, so that the begin-
ning of a performance in New York at eight
would mean one o'clock next morning in London.
But that inconvenience could easily be overcome
by making it a matinee performance in New
York. This would make it a noon function in
San Francisco, an early evening affair in Euro-
pean cities, while the poor Filipinos would have
to either sit up till about 4 o'clock in the morn-
ing or get up at that hour in order to take in
the entertainment.

At the present time the greatest activity is
going on at the Jenkins-Noll offices and labora-
tor}', at No. 109 Broad street, to construct the
necessary apparatus to launch the invention on
a world-wide scale.

A previous invention to send photographic por-
traits by telegraph was made several years ago
by Arthur Korn, of Munich. But in that case
the image received was disfigured by curious
checkered markings. M. Belin's apparatus trans-
mits a perfectly clear photograph.

It remained for American inventive genius and
adaptiveness to come forward at exactly the
psychological moment with the one thing needed
to give dramatic effect to a scientific discovery
by reproducing the voice in connection with the
image at far distant places.

John Noll is a smooth-faced young man of
twenty-seven. For ten years he was in the em-
ploy of the Bell Telephone Co., but for the past
year he has been doing experimental work. Even
before that he had been working on an idea
quite different from his recent invention, but
which really led up to it. His first effort was to
make a machine to cure deafness. He worked
on a device to create by electrical vibration a
pleasant stimulus to the ear and break up the
deadlock of the small bones which produces deaf-
ness. To do this he made a sort of artificial
electrical ear, but for lack of time and money
the thing lay dormant for a long time.

Mr. Noll took his idea to Dr. Jenkins. In dis-
cussing it a broader idea occurred to them that
this little electrical toy might be turned to far
greater account than as a mere medical instru-
ment. Young Noll set to work and made an
electric valve which would reproduce sound
vibrations over wires to long distances. What
the talking machine horn does by direct contact
with a disc this little electrical wonder will do
at the end of a wire a thousand miles away, says
a writer in the New York American.

Almost equally marvelous is the method by
which the person's image may be transmitted
clearly and distinctly by telegraph to any dis-
tance. The first thing is to throw a strong lime-
light or electric light upon the person and the
surrounding scenery which it is desired to re-
produce. The photograph which is made is
printed on carbon paper in strong relief. The
black shades are represented by a heavy layer
of material, and the lighter tones by less until
white is nothing but smooth white paper.

The photograph is wound around a cylinder,
which as it revolves touches a screen and im-
parts to it a series of vibrations representing the
irregularities on the surface of the picture. The
screen transmits these vibrations to a rheostat.
This in turn modifies an electric current accord-
ing to the vibrations. The current thus affected
puts in action a little mirror at the end of the
line, which oscillates before a black chamber
liierced by a hole. In this black space a cylinder
covered with sensitive paper revolves, and the
rays from the mirror reproduce on it the orig-
inal picture. An ordinary stereopticon can then
be used to throw it on a screen. The process of
majv|ng and ti'ftnsniitting takes twenty niinutes,

We also manufacture a complete line of SHEET and PIANO-
PLAYER ROLL MUSIC CABINETS
and BENCHES

CJtTCHV DESIGNS HIGH-GRJtDE QUJtLITY

QUICK'-ACTIOM PRICES

Cadillac Cabinet Company, Detroit

f ™ RECORD CABINETS

That Speak for Themselves

OUR CATALOG will convince you that in

Cylinder and Disk Cabinets

WE SET THE PACE

The tALl^lNG MACHINE WORLI).

New Victor Records for June

No other records sell so easily, pay such liberal profits, make so many friends, or
help your business so much as Victor Records. They have that magnificent true-to-
life musical tone-quality that everybody wants — and the only way that people can get
it is by buying Victor Records.

All vocal selections have accompaniments by the Victor Orchestra

No.

5395

5339

53S0

8-Incli 35 cents

"Darkies* Spring Song" March.

Artliur Pryor's Band

Under Any Old Flag at All (from "The Talk
of New York") Billy Murray

Victor Minstrels, No. 10 (Introducing "Bye
Bye, My Sailor Boy" and "Good-bye, Honey,
Goud-bye" Victor Minstrel Company

5406 Thim Were the Happy Days.

Irish Specialty.
Steve Porter

10-Inch 60 cents

5429 Kentucky Kut Ups. March and Two-Step.

Arthur Pryor's Band

5430 Ruy Bias Overture Arthur Pryor's Band

5453 Medley of Harry Lauder Songs.

Victor Orchestra (W. B. Rogers, Conductor)

5445 "A Waltz Dream." Selection.

Victor Orchestra (W. B. Rogers, Conductor)

5436 Gypsy Airs (Ziegeunerweisen). Part II. Violin

Solo (Orchestra Accompaniment).

Howard Rattay

5438 American Cakewalk. Accordion Solo.

John J. Ivimmel

5450 True Heart (March Ballad). . .Albert Campbell

5431 Irish Love Song Percy Hemus

5454 The Laughing Spectator. Irish Specialty.

Steve Porter

5437 Love Me and the World Is Mine.

Harry Macdonough and Haydn Quartet

5448 When It's Moonhght on the Prairie.

Harry Macdonough and Haydn Quartet

5446 Kiss Duet (Sweetest Maid of All). From "A

Waltz Dream."

Miss Stevenson and Mr. Macdonough

5451 Santiago Flynn (An Irish Mexican Episode).
Descriptive Specialty.

Miss Jones and Mr. Spencer

5456 Cat Duet (When the Song of Love is Heard).
From "A Waltz Dream."

Miss Jones and Mr. Murray

5455 Smarty Miss Jones and Mr. Murray

5449 Victor Minstrels, No. 11. (Introducing "Make
a Lot of Noise" and "Every Day She
Wanted Something Else.")

Victor Minstrel Company

5440 Big Chief Smoke Billy Murray

5433 Bon Bon Buddy (from "Bandanna Land").

Billy Murray

5439 All She Wants from the Iceman is Ice.

Miss Jones

5434 A Mighty Fortress (Luther Hymn, "Ein Feste

Burg) ) Trinity Choir

5432 Way Back Collins and Harlan

5447 Summertime Haydn Quartet

5435 Krausmeyer's Birthday Party. Descriptive Spe-

cialty Spencer and Mozarto

12-lncb-$i.00

31702 Genee Waltzes (from "The Soul Kiss").

Victor Dance Orchestra

31701 Gypsy Airs (Zigeunerweisen). Part I. Violin
Solo (Orcliestra Accompaniment).

Howard Rattay

New Victor Red Seal Records

Enrico Carnso, Tenor

7017 Rigoletto (Verdi). La Donna e Mobile (Woman
Is Fickle). 10-inch, with Orchestra, $3. In
Italian.

87018 Rigoletto (Verdi). Questo o Quella ("'Mid the
Fair Throng"). 10-inch, with Orchestra, $2.
In Italian.

88120 Lolita (Buzzi-Peccia). Spanish Serenade. 12-

inch, with Orchestra, $3. In Spanish.

88121 Trovatore (Verdi). Ah, Si Ben Mio ("The

Vows We Fondly Plighted"). 12-inch, with
Orchestra, $3. In Italian.

liOnise Homer — Enrico Carnso

89018 Trovatore (Verdi). Ai Nostri Monti ("Home
to Our Mountains"). 12-inch, with Or-
chestra, $4. In Italian.

Emma Calve, Soprano

88123 (a) Ma Lisette (18th Century), (My Lisette) ;

(fc) Le Printemps (Gounod), (The Spring).
12-inch, Piano Accompaniment, $3. In
French.

88124 Carmen (Bizet). Les Triangles des Sistres

(Gypsy Song "The Sound of Tambourine").
12-inch, with orchestra, $3. In French.

Geraldine Farrar, Soprano

88125 Nymphs et Fauns (Bemburg). Waltz Aria
(Nymphs and Fauns). 12-inch, with Or-
chestra, $3. In French.

8812G Don Giovanni (Mozart). Batti Batti (Scold
Me, Dear Masetto). 12-inch, with Orches-
tra, $3. In Italian.

Antonio Sootti, Baritone

88122 Tosca (Puccini). Cantabile Scarpia (Venal, My
Enemies Call Me). 12-inch, with Orchestra,
$3. In Italian.

A large advertisement, giving complete descriptive list of June Records, will be
published in leading daily newspapers all over the United States on May 28th, our
"Simultaneous Opening Day." (Particulars by mail later).

Get ready to follow this up, and remember that the dealer who has the complete
list of Victor Records has a big advantage over less enterprising competitors. He not
only sells more records to his own customers, but gains new customers who can't get
what they want at other dealers.

Victor Talking Machine Company, camden, n. j., u. s. a.

Berliner Qramophone Co., Montreal, Canadian Distributors
To get best results, use only Victor IVeedles on Victor F^ecords

8

THE TALKING IVIACHINE WORLD.

RECORD OF THE DEWEY PARADE.

A Rare and Valuable Record of the Days Just
After the Spanish War.

A unique and valuable phonograpli record is
owned by tbe editor of Army and Navy Life.
It is a record of the famous Dewey Land Parade
in New York taken shortly after the arrival of
the Admiral from the Philippines after the close
of the Spanish war. It is believed to be the
only one of its kind in existence. The editor of
this well-known publication occupied a seat in
the front row of a stand opposite the Waldorf-
Astoria Hotel, and for his delectation had with
him a phonograph, which he set to work just
before Sousa's band carae within range. Faintly
through the din of cheering the music of the
"Stars and Stripes" can be heard, gradually
growing clearer, and then passing away in the
overwhelming thunder of applause which greeted
the sailors of the Olympia, and which well-nigh
broke the recorder when Admiral Dewey hove in
sight.

BAD PACKING COMPLAINTS.

Justified According to a Report from Peru —
Even Phonographs Are Not Exempt.

Charles M. Pepper, special agent of the Bu-
reau of Manufactures, writing from Lima, Peru,
gives the following terse summary of one day's
complaints of American bad packing, etc., handed
him by the managers of the largest houses on
the west coast of South America, whose head-
quarters are in New York city: Vermicelli ma-
chinery arrived broken; three phonographs
broken and one phonograph missing from each
of the three cars; woodworking machinery rusty
and one piece broken; nickel tubes rusty; print-
ing paper damaged by sea water and torn; dog-
cart damaged; lavatory accessories broken and
cracked; typewriters in bad condition and parts
broken; bath and washstand broken; automobile

damaged to extent of $300, and pumping ma-
chinery damaged. Many other instances of loss
on American goods by bad packing are cited by
the special agent, and furnish actual evidence
that the often complained of packing of Ameri-
can exporters really results in loss on all sides,
both in a pecuniary and in a business sense.
It's an oft-repeated lesson that should have borne
fruit long ere this.

MAKE EDISON RECORDS IN MEXICO.

Temporary Recording Plant Opened in the
Mexican Capital — Messrs. Werner and Burt
Are in Charge.

(Special to The Talking Machine World.)

Mexico City, Mex., May 3, 1908.
A temporary recording plant of the Edison
Phonograph Co. has been opened at Santa Clara,
No. 20%, for the making of the new Mexican
records. Records will be made from masters of
the leading singers and brass bands of the re-
public. Up to the present time fifteen new selec-
tions have been made. The work will be con-
tinued for the next three months, during which
time the company will secure the best talent of
Mexico for the making of its models. G. J.
Werner, assisted by Frederick C. Burt, of the
New York recording plant, are in charge of the
work in Mexico.

NEW SOUND REPRODUCING DEVICE

Invented by Irving Kimball, a Young Inventor
of Boston — Contains Many New Ideas.

The Phonographic Symphony is the title of a
sound-reproducing device designed for use in
connection with the ordinary Edison phonograph,
which has been invented by Irving Kimball, the
young Boston inventor, who has made a scien-
tific study of the reproduction and transmission
of sound. His experimental work in this con-
nection has been with the idea in view of ob-
taining a perfect reproduction of music.

Those who have had the privilege of examin-
ing Mr. Kimball's invention state that he has
secured results in a reproductive way hereto-
fore believed beyond mechanical possibility.
Perhaps one of the most important and at once
most appreciated improvements will be noticed
in the wonderful depth of tone and freedom
from mechanical noise and harsh metallic effect.
The delicate soft tones of orchestra music, the
deep rich volume of a full band, or the beautiful
solo work of individual instruments are repro-
duced with an accuracy that delights even musi-
cal critics.

Mr. Kimball's work in this field will doubtless
interest readers of The World, and we shall
watch his labors with much interest. Mr. Kim-
ball is the inventor of numerous mechanical,
chemical and electrical specialties.

MADE mm YOUNG AND GIDDY.

Frank Schollaert was happy with his wife, six
children and his mother-in-law on their farm
near Macon, Ga., until recently, when he pur-
chased a phonograph and many records, says a
dispatch from that city. The talking machine
caused a change to come over him. The strains
of such ditties as "Just a Little Rocking Chair
and You," "I'll Wed You in the Golden Summer
Time" and the like rolled the weight of 30 years
of toil off his shoulders and he became a new
man. So new, in fact, that after each day's work
he would hurry to the house, wash, grease his
boots, sleek up and take his phonograph under
his arm and away. The mystery of the excur-
sions was solved a few days ago when Schollaert
and Mattie Upton, a neighbor's daughter, eloped.
Man, girl, phonograph and |4,800 were found in
Clinton, Mo., where an arrest was made for wife
abandonment.

PRECIOTIS POSSESSIONS.

Look well to your credit and reputation. They
are the most precious possessions a business
man can have.

A SOUND ARGUMENT IS NOT ONE COMPOSED LARGELY OF NOISE

SPAULDING LINEN FIBRE HORNS

SPEAK FOR THEMSELVES.

THEY REPRODUCE RECORDS WITH A CLEAR AND
NATURAL EFFECT. FAR ABOVE THAT CLASS WITH
NOISE. THEIR PERFECT APPEARANCE AND DURABILITY
APPEAL TO ALL WHO SEE THEM.

We publish herewith a partial list of Victor Distributors who
approve and recommend the Spaulding Linen Fibre Horns. .
They will be pleased to furnish vou with our goods.
Dealers' Discounts and Full Information Write Them Jtt Once

KF.TAIL
I'RICE

.•S8.00

BERLINER GRAMOPHONE CO., MONTREAL
Canadian Distributors

Victor

Pattern

Only

Quartered Oak
NON-METALLIC

Albany, N. Y Finch & Halin.

Alloona. V\. W. H. & L. C. Wolfe.

Baltimore, Md H. R. Eiscnbrandt Sons.

Wm. McCallister.

Bangor, Me M. H. .Andrews.

Birmingham. Ala.. E. E. Forbes Piano Co.
Boston. Mass Oliver Ditson Co.

Eastern Talking Machine Co.

Brooklyn, N.Y American Talking Machine Co.

Buffalo, N. Y W. D. Andrews.

Xeal. Clark & Neal.

Chicago, III The Talking Machine Co.

Cincinnati, O The Rudolph Wurlitzer Co.

Cleveland. O Collistcr & Sayle.

Eclipse Musical Co.

Columbui, 0 The Perry B. Whitsit Co.

Dayton, O The Feltcrly Piano Mfg. Co.

Detroit, Mich Grinnell Bros.

Dubuque, Iowa Harger & Blish.

El Paso. Texas.... W. G. Walz Co.
Galveston, Tex . . . . Thos. Goggan & Bro.
Grand Rapids, MichJ. A. J. Fricdrich.
Indianapolis, ind .. C. Kochring & Bro.
Kansas City, Mo... . Schnielzcr Arms Co.
Minneapolis, Minn. Minnesota Phonograph Co.
Mobile, Ala W'ni. H. Raynolds.

New Haven, Conn
New Orleans. La.
New York, N.Y. ..

Philadelphia, Pa.

Pittsburg, Pa.

Portland, Me

Providence. R. I.
Rock Island, III..
Salt Lake City, U.

Savannah, Ga

Sioux Falls, S. D.
Spokane, Wash . .
St. Louis, Mo

St. Paul. Minn..
Syracuse. N. Y..

SIZE

21 in. Bell, 24 in. Long

Henry Horton.

National Auto. Fire .-Marm Co.
. . IJIackman Talking Machine Co.
1. Davega, Jr.
S. B. Uavega Co.
Clias. n. Ditson & Co.
The Jacot Music Box Co.
Stanley & Pearsall.
, . H. A. Weymann & Son.
J. E. Ditson & Co.
Musical Echo Co.
.Powers & Henry Co.
.'Standard Talking Machine Co.
Pittsburg Phonograph Co.
. . Portland Talking Machine Co.
. J. Samuels & Bro.
. Totten's Music House.
. .Cartensen & Anson Co.
. Voumans & Leete.
..Talking Machine Exchange.
I'"tler's l'iaiu> House.
Koerber-Brcnncr Music Co.
St. Louis Talking Machine Co.
.\y. J. Dyer & Bro.
Kocliler & Hinrichs.
.W. D. Andrews.

J. SPAULDING & SONS CO., Talking Machine Horn Dept., ROCHESTER, N. H.

THE TALKING MACHINE WORLD.

9

NEWS FROM THE SAINTLY CITY.

April Made Splendid Showing in St. Louis —
May Has Opened With Improving Conditions
— Henry Joins St. Louis Talking Machine
Co.'s Forces — Recent Victor Visitors — Base-
ball Men Entertained — Big Sale of Premium
Machines — Manager Brewer's Report — Suit
for Infringing Edison Kinetoscope Patents.

(Special to The Talking Machine World.)

St. Louis, Mo., April 30, 1908.

Tlie talking machine business here for the
month of April is reported to have been the best
foi' any month since the first of the year, and
the jobbers are feeling better with the improv-
ing conditions.

IVIanager O. A. Gressing, of the St. Louis Talk-
ing Machine Co., reports an improvement for the
month, with more favorable conditions for the
future. Malcolm Henry, a well-known talking
machine man, has joined the sales force of this
company as city salesman.

L. F. Geissler, general manager; Mr. Childs,
head of the recording laboratory of the Victor
Talking Machine Co., and G. T. Williams, man-
ager of the Victor Distributing and Export Co.,
spent a day here recently.

Manager O. A. Gressing, of the St. Louis Talk-
ing Machine Co., and Stephen Evers, of the Bald-
win Co., recently entertained Frank Chance,
manager of the Chicago National Baseball Club,
and John Evers, a player for the same organiza-
tion, and a cousin of Stephen Evers, at dinner at
the Buckingham Annex.

A. L. Owen, salesman for this concern, recently
returned from a two weeks' trip through Ken-
tucky and Tennessee. L. A. Cummins, also sales-
man for the same concern, is home from a ten
days' trip through Missouri. Both reported that
general conditions were improving.

Manager E. B. Walthall reports that he had the
best month's business in April that he has had
since the first of the year, and that the demand
for high-class machines was quite good. He re-
ports having closed a deal with the Benedict
Mfg. Co., an eastern concern, for 500 machines,
which are being delivered to the Simmons Hard-
ware Co. of this city, to be used in connection
with a premium arrangement by them. Mr.
Walthall also states that this deal may lead to
the sale of 5,000 for the same purpose.

J. W. Helbling has accepted a position as sales-
man and outside solicitor for the Columbia
Phonograph Co.

W. A. Brenner, of the Koerber-Brenner Music
Co., recently returned from a week's business
trip to Kansas City and St. Joseph, Mo. He
reported that he found trade fair on his trip.

Marks Silverstone, president of the Silverstone
Talking Machine Co., returned recently from a
trip to Newport News and Richmond, Va.

S. R. Brewer, manager of the talking machine
department of the Thiebes-Stierlin Music Co.,
reports trade for the month as being fair, and
that he has sold a number of high-class machines.
H. L. Brewer, assistant in this department, has
resigned to accept a position in another line of
business.

D. K. Myers, Zonophone jobber, reports a fair
improvement in trade conditions.
Mr. Knight, of the Knight Mercantile Co., re-

ports having a very good record trade. His
store was robbed recently of about $75 worth of
talking machine goods, and the thieves were
captured and convicted, receiving terms in the
penitentiary.

A suit charging infringement on a pattern
belonging to Thomas A. Edison on a kineto-
graphic camera was filed here on April 22 in the
United States Circuit Court against James A.
Fortee, an artist, of this city. The plaintiff is
the Edison Mfg. Co., of Orange, N. J.

Walter Langley, salesman for the Herzog Art
Furniture Co., makers of talking machine cabi-
nets, was a recent visitor here.

HUMAN BRAIN AND PHONOGRAPH.

Wherein the Similarity Exists and Where It
Does Not — Dr. Thomson's Interesting Paper.

Briefly the two brain hemispheres in our head
are analogous to two phonographs, because
phonographs can no more themselves cover their
wax leaves with words expressing ideas than they
can make wax think, writes Dr. William Hanna
Thomson In the May Everybody's. The phono-
graphs are wonderful instruments, but they are
never anything but instruments, and so the brain
hemispheres are the instruments of the thinker,
and nothing more, for if they could themselves
think, then both hemispheres would think as a
matter of course, when, as a matter of fact, only
one of them has a single imprint of the human
mind in it.

What is it, therefore, that thinks? Unques-
tionably the human personality, which is itself
independent of the brain that it uses. So far as
the brain is concerned, it is simply physical in
its structure and chemical in its composition.
But in one of its halves we are face to face with
the tremendous exception to everything earthly.
The evolutionist can make a good showing that
in structure man's brain differs but little from
the chimpanzee's, just as it ought to in the as-
cending series of animals. But when it comes
to the human mind, the evolutionist has to quit.
What but a mind worked by a man could both
weigh and accurately locate in the heavens a
great planet, which neither he nor anyone else
had yet seen? And so the human world abounds
with innumerable utter impossibilities for mere
animals to achieve. Every article in an ordinary
city house, be it a thermometer or a book, or
anything else in it, is equally an impossibility
for animals, by any process of evolution, to
attain the power of producing.

Mentally, therefore, man is as much out of
keeping with the entire success and develop-
ments of evolution as any being from another
world would be, and those who would still say
that because the human brain so closely resem-
bles that of the ape, these two cannot be far
apart, are themselves their only good arguments.
Meanwhile, for this human thinker one instru-
ment for thinking is enough, and he does not
need two hemispheres any more than a violinist
needs two violins. The second hemisphere is
then only to provide against accidental damage
to the first, when, if he be yet young, the thinker
can in time teach it to become human also in
mental powers, but not if its chords have become
too stiffened with age.

THE OPTIMIST.

Ef Ah ax fur rain, an' Ah gits de snow,

De Lawd run de wedder — an' Ah guess He kno'i

Ef Ah ain' no place furto res' mah haid.

Praise be to Gawd, Ah kin wo'k fur bread!

Ef de co'nmeal riz, an Ah kain't buy none,

Dar's a coon dog handy — an' Ah got mah gun!

Ef de shot all gone, an' de coons roos' high,

Dar's de w'ite man's chickens fur a chicken pie!

Why should Ah mo'n 'cause Ah is so por'?

De Lawd made de niggah — an' Ah guess He kno'!

J. P. Nuckels, a music dealer of Dallas, Tex.,
has taken the agency for the Rudolph Wurlitzer
Co.'s line of electric pianos for that section, and
is preparing to give those instruments an excel-
lent representation.

Reg. U. S. Pat. Off.

^ We enjoy the rep-
^' utation and the
popularity of filling
ALL your wants.

(TTOur PERFECT
^1 SERVICE is win-
ning over to us the
most discriminating
and exacting Dealers
in the country.

No matter how
small or how big
your order may be,
PROMPTNESS, IN-
TELLIGENCE, and
THOROUGHNESS
will characterize its
EXECUTION.

Don't "wonder if it s
so." Let us prove it.

Get acquainted
with us by signing
a VICTOR Contract
with us and following
it up with your order.

St. Louis Talking Machine Co.

MIl,l,S BVII,DING

7th & St. Charles Streets
ST. LOUIS, MO.

The Only Exclusive Victor Distributors
in Missouri

The J ^^p^^^^^

For TRIUMPH and
HOME Machines

Can be attached, in five minutes. No drilling-.
Returns in less than one second. Noiseless,
speedy and sure. Write for prices and circulars.

ACME REPEATER COMPANY, - INDIANAPOLIS, INO.

10

THE TALKING MACHINE WORLD.

You Will Find the Average Talking
Machine Buyer Pretty Well Posted.

The talking machine for you to push is the one that not only has
advantages which the buyer can appreciate, but also which the buyer
knows about in advance. Everybody who reads knows that the

Edison Phonograph

is Mr. Edison's perfection of his own idea; that it has had its closest
attention for years and the benefit of his genius.

Everybody knows about its fine construction, its even, long-run-
ning motor, its delicate, indestructible reproducing point which makes
constant needle changing unnecessary, its sensitive wax records which
perfectly record and produce sounds and music and its large, specially
made horn.

We have presented these facts to possible Phonograph purchasers
so persistently and so clearly that the advantages of the Edison
Phonograph are understood by all.

This advertising by us is done in your interest as we never sell
direct. It benefits you in proportion to your energy in supplying the
demand it creates. When you give Edisons the preference you are only
doing the natural thing — making your money and building up your
business along the lines of least resistance.

NATIONAL PHONOGRAPH COMPANY, "^R'^tStV^'r

JOBBERS OF EDISON PHONOGRAPHS AND RECORDS

Albany, N. K.— Finch & Hahn.
Allentown, Pa. — G. C. Aschbach.
Astoria, N. Y. — John Rose.
Atlanta, Ca. — Atlanta Phono. Co., Phillips

& Crew Co.
Baltimore — E. F. Droop & Sons Co.
Bangor, Me. — S. L. Crosby Co.
Birmingham, Ala. — The Talking Machine

Co.

Boise, Idaho — Eilcrs Piano House.

Boston — Boston Cycle & Sundry Co.,
Eastern Talking Machine Co., Iver John-
son Sporting Goods Co.

Brooklyn — A. D. Matthews' Sons.

Buffalo— V/. D. Andrews, Neal, Qark &
Neal Co.

Burlington, K/.— American Phono Co.

Canton, O. — Klein & Heffelman Co.

Chattanooga, Tcnn. — J. II. Templeinan Co.

Chicago — ^Babson Bros., James I. Lyons,
Lyon & Healy, Montgomery, Ward S:
Co., The Vim Co., Rudolph Wurlitcer
Co.

Cincinnati, O. — Ball-Fintze Co., Ilscn &
Co., The Milncr Music Co., Rudolph
Wurlitzcr Co.

Cleveland — Eclipse Musical Co.

Columbus, 0. — Perry B. Whitsit Ca.

Dallas, Tex. — Southern Talking Macli. Co.

Dayton, O. — Niehaus & Dohsc.

Denver — Denver Dry Goods Coi, Hext
Music Co.

Des Moines, la. — Hopkins Bros.. Co., The
Vim Co.

Detroit — American Phono. .Co.» GrinncU
Bros.

Dubuque, la. — Hargcr & Blish.
F.aston, Pa. — William Werner.
r.ltnira. N. Y. l-'linira -Arni^ Co.

I I r.i.u., Tex. \\ <;. Tn.

Fitchburg. Mass. — Iver Johnson Sporting
Goods Co.

Fort Dodge, Iowa — Early Music House.

Fort Smith, Ark.—R. C. Bollinger.

Fort Worth, Texas — Cummings, Shep-
herd & Co.

Glozicr.mille, N. Y. — -American Phono Co.

Harrisburg — S. K. Hamburger.

Helena, Mont. — Frank Buser.

Houston — Texas Piano & Phono Co.

Hoboken, N. J. — Eclipse Phonograph Co.

Indianapolis — Indiana Phono. Co.. Kipp-
Link Phono. Co., A. B. Wahl & Co., Inc.

Kansas City — J. W. Jenkins' Sons Music
Co., Schmelzer Arms Co.

Kingston, N. Y. — Forsyth & Davis.

Knoxville — Knoxville Typewriter and
Phono. Co.

Lincoln, Neb. — Ross P. Curtice Co., IT.
E. Sidles Phono. Co.

Los Angeles — Southern California Music
Co.

Louisville — Montcnegro-Riehm Music Co.

Lowell, Mass. — Thos. Wardell.

Manchester, N. H. — John B. Varick Co.

Memphis — V. M. Atwood, O. K. Houck
Piano /jCo.

Milwaukee- — Laurence McGrcal.

Minneapolis — Thomas C. Hough, Minne-
sota Phono. Co.

Mobile, Ala, — W. H. Reynalds.

Montgomery, Ala. — R. L. Penick.

Nashville. 0.— Nashville Talk. Mach. Co.,
Magrudcr & Co.

Newark, N. J. — Douglas Phono. Co., A.
O. Petit, Rapke Phono. Co.

Newark, O. — Ball-Fintze Co.

Neio Bedford, Mass. — Household Furnish-
ing Co.

A'l're Haven — Pardcc-Kllcnbcrger Co., Inc.

Kczi' York City — Blackman Talking Ma-
chine Co., J. F. Blackman & Son, I.
Davega, Jr., Inc., S. B. Davega Co.,
Douglas Phonograph Co., Jacot Music
Box Co., Victor H. Rapke, The Regiua
Co., Siegel-Cooper Co., John Wana-
maker, Alfred Weiss.

New Orleans — William Bailey, Nat. Auto.
Fire Alarm Co.

Oakland, Cai. — Kohler & Chase.

Ogden, Utah — Proudfit Sporting Goods
Co.

Oklahoma City, Okla. — Smith's Phono-
graph Co.

Omaha, Neb. — Nebraska Cvcle Co., Shultz
Bros.

Os!vego, N. Y. — Frank E. Bolway.

Paterson, N. J. — James K. O'Dea.

Peoria, III. — Charles C. Adams fc Co.,
Peoria Phonograph Co.

Philadelphia — Louis Buehn & Bro., C. J.
Ileppe & Son, Lit Bri>s., Musical Echo
Co., Penn Plionograph Co., John W'ana-
maker. Western Talking .Machine Co.,
H. A. Wevmann & Son.

Pittsburg — Pittsburg Phonography Co.,
Powers & Henry Co., Sta
Machine Co.

lograpl
ndard

Talking

Portland, Me.—\V. H. Ross & Son.
Portland, Ore. — Graves & Co., Inc.
Providence—}. M. Dean Co., T. .X. Fos-
ter Co., ^. Samuels & Bro., A. T. Scat-

tergood

gucbee — C. Robitaille.
uincy. III. — Quincy Phonograph Co.
Reading, Pa. — Reading Phonograph Co,
Richmond — C, B. Ilayncs & Co.
Rochester — .\, J. Deningor, Mackie Piano,

O. ^ M. Co.. Talking Machine Co.
Sacramento, Cal. — .\. ]. Pitmmer Co.

& Co., Technical
Johnson Co., Koh-

Salt Lake City — Clayton-Daynes Music Co.
San Antonio, Te.r. — H. C. Rees Optical
Co.

.^iiK Francisco — Peter Bacigalupi & Sons.
Schenectady. N. Y. — Finch & Hahn, Jay

A. Rickard & Co.
Scranton — Ackerman

Supply Co.
Seattle, Wash.—T>: S.

ler & Chase.
Sharon. Pa. — W. C. De Forest Son.
Sioux City. Iowa — Early Music House.
Spokane, It'ash. — Spokane Phono. Co.
Springlield, Mass. — Flint & Brickett Co.
St. John, A'. B.— W. H. Thorne & Co.,

Ltd.

St. Louis — The Conroy Piano Co., Koer-
ber-Benncr Music Co., Silverstone Talk-
ing Machine Co.

St. Paul ~W. J. Dyer & Bros., Koehler &
Ilinrichs. Minnesota Phono. Co.

Syracuse — W. D. .\ndrcws.

Toledo — Hayes Music Co.

Toronto — R. S. Williams &
Ltd.

Trenton. N. Stoll Blank

Stationcrv Co.. John Sykes.
Troy, A\ — -Finch & li.ihn.
i'lica — Clark-Horrocks Co., .-\rthur F.

Feriss, \\'m. Harrison, Utica Cycle Co.
J'ancouver, B. C— M. W. Waitt Co.,

Ltd.

Washington — E. F. Droop & Sons Co.
li'aycross, Ga. — Geo. R. Yovnnans.
Il'illiamsporl, Pa.—W. A. Myers.
Il'iriiii/><:g — R, S, Williams & Sons Co.,
Ltd.

Worcester. Mass. — Iver Johnson Sporting

Goods Co.

Sons
Book

Co.,
and

THE TALKING MACHINE WORLD.

11

makers fij
sellers of

[mac^mes

EDWARD LYMAN BILL, - Editor And Praprietor

J. B. SPILLANE, Managing Editor.

Trade Representatives: Geo. B. Keller, F. H. Thompson,
W. T. DVkes, L. E. Bowers, B. Brittain Wilson,
A. J. NicKLiN, L. J. Chamberlin.

Boston Office: Ernest L. Waitt, ifSt) Eoylston St.
Chic&^o Office: E. P. Van Haklingen, 156 Wabash Ave.

PhilsLdelohiK Office : Minneapolis and St. Paul :

H. F. Thompson. Adolf Edsten.

St. Louis Office : San Francisco Office :

Chas. N. Van Buren. S. H. Gray, 240 Sacramento St.

Cleveland Office : G. F. Prescott.
Cincinnati Office : Pernard C. Bowen.

London. England, Office:

69 Basingwell St., E. C. W. Lionel Sturdy, Manager.

Berlin, Germany. Chas. Robinson, Breitestrasse 5.

Published the 15th of every m«nth at I Madison Ave. N.Y

SUBSCRIPTION (including postage), United States,
Mexico, One Dollar per year; all other countries, $1.25.
England and her colonies, five shillings.

_ ADVERTISEMENTS, $2.00 per inch, single column, per
insertion. On quarterly or yearly contracts a special dis-
count is allowed. Advertising Pages, $60.00: special posi-
tion, $75.00.

REMITTANCES, should be made payable to Edward
Lyman Bill by check or Post Office Order.

^"IMPORTANT.— Advertisements or changes should
reach this office by the first of each month. Adver-
tisements arriving loo late for insertion in the current
issue will, in the absence of instructions, be inserted
in the succeeding issue.

Long DistSLnce Telephones— Numbers 4677 and 4678 Gram-
ercy. Cable Address: "Elbill." New York.

NEW YORK. MAY 15. 1908.

. /_

NO business concern is so large or so pros-
perous tliat it does not need tlie constant
watclifulness of some responsible party to pre-
vent unnecessary expenses from creeping in. The
expense account is a very important one, and
unless it is carefully supervised it may grow to
alarming proportions. It is always difficult to
adjust because some men, when trade begins to
slow up, immediately look around to see where
thej- can pare their expense, and too frequently
they are not in touch with their trade and they
make slashes in departments which seriously
impair the efficiency of their business. No sud-
den decrease in business expenses should be
made unless the one who makes the reduction
has an intimate knowledge of the conditions
prevailing in that special department. No manu-
facturer or merchant can afford to reduce his
earning capacity in such times as these through
reduction of expense in departments which are
vital to the success of the business. No business
man can afford to forego such expenditures that
will increase trade, nor can he afford to add to
those which do not increase trade.

NO one for a moment should encourage cheap-
ness or a niggardly policy, but expenditure
without due thought is to be avoided to the ex-
treme of caution. Everyone, however, should al-
ways be in the closest touch with every depart-
ment of his business enterprise. No institution,
however small, should be clogged by indifference
or lack of system or lack of knowledge on the
part of the working force. These are times when
every business man should be close to the sub-
ject. He should familiarize himself with every
department of his business. It is a question in
our minds sometimes how many manufacturing,
jobbing and retail houses in this country can stop
a given article at any moment of passage through
their establishments and figure the cost incurred
at that moment, We might take a leaf from the
department stores with profit In cpnnection,

for the department stores are past masters in
the art of system. They hammer system week
in and week out into the minds of their depart-
ment managers until system is everywhere in
the big stores. And as a result the heads of
these great business emporiums are in touch
with every department of their business at all
times.

WITH the change of times it is necessary-
perhaps to change one's policy, at least
if that policy has not been productive of good re-
sults, but there should be no radical sub-
stitution of the policy unless the pro-
prietor himself or his chief of staff is
in the closest touch with the system
which has been in vogue in his establishment.
Therefore the absolute necessity of getting in
touch with every department of one's business,
for by so doing we approach nearer to the heart
of the business. After all, every man in business
is working primarily to increase his trade and
the legitimate earning capacity of the enterprise
under his management. How then can he do it
in a more thorough and complete manner than
by acquainting himself with the strength or
weakness of certain policies which are at present
in force?

ON the whole the talking machine trade has
been better during the past month in the
smaller towns than in the great manufacturing
centers. This condition may be easily explained
on the ground that a large number of men have
been out of employment in the great cities and
consequently have not been distributers of money
to a large degree. The depression has not been
felt in the agricultural communities and in the
lesser towns where the industries have not been
so vitally affected. There is one thing, however,
that is most gratifying when we survey the whole
business field, and that is that there have been
comparatively few failures in this trade which
have developed as a result of the financial de-
pression. This condition in itself is not only
gratifying to those who have the best interest of
the talking machine industry at heart, but it
furnishes the most positive argument of the
latent strength of the talking machine trade and
the fact that we were not overdoing the business
to such a degree as many had believed.

WITH the enormous resources of this nation;
its almost phenomenal growth of popula-
tion; its great needs for everything required in
the development and building up of a compara-
tively new and growing country; with magnifi-
cent crops demanding good prices and the people
charged with a laudable ambition, it certainly
does not seem possible that we can remain at
a position approaching a standstill for any ex-
tended period. With the coming of spring there
appears to be a reasonable return to cheerful-
ness. The talking machine jobbers and dealers
who have discussed with The World present and
future conditions appear expectant of a good
season's trade. On the whole, all things consid-
ered, trade has been very good. It has required,
however, stronger effort on the part of business
men to keep up the record to a fairly satisfac-
tory figure. Reports from the West and South
indicate that the financial depression does not
seem able to check the growth in these specially
favored regions. Dealers have been permitting
stocks to run down during the past four or five
months, and some Jobbers who had stocked up
heavily are pow fiptJip? tWv stocH so depleted

that they are compelled to place comparatively
large orders in order to take care of the demands
which are being made upon them. Taken alto-
gether, the situation is steadily improving. Things
have not gone bounding ahead at an exhilarating
pace, but there has been constant improvement
in financial and business conditions.

IT is mteresting to hear the comments made in
many trades regarding the evil effect of the
cutting of prices, and the talking machine trade
may count itself extremely fortunate, in that
price cutting is absolutely prohibited in this in
d.ustry. Some men agree that trade in any line
cannot be stimulated along healthy lines by cut-
ting prices, and certainly we believe that there
has never been a time of depression when there
was so little recourse to unwise price cutting as
there has been during the past few months. If
price cutting were generally adopted in the talk-
ing machine trade the business would be ruined so
far as stability is concerned, and very quickly at
that, and it is to the men who have so wisely
safeguarded this industry that we owe sincere
thanlts and praise. With such pressure as has
been brought to bear upon the- business world
during the past few months the talking machine
trade would have been seriously affected had it
been possible to have indulged in price cutting
to any great extent. As we view the situation,
everybody is feeling much better than a short
time ago. Dealers' stocks are light. They are
not nearly as heavy as last year at this time, but
we do not believe that merchants will place iin-
usually large orders for spring shipment. They
v/ill replenish from time to time as sales deplete
their stock. The trade will come in a fragmen-
tary manner during the entire spring for the ten-
dency of business men in every line is to buy
only for present requirements.

A NUMBER of national advertisers have been
in the habit of inserting coupons to be
filled out and mailed by those interested in the
article advertised, and it may interest a number
of World readers to know the opinion of one
who has tried coupon advertising. Humphrey
O'Sullivan, the founder of the rubber heel shoe
industry in this country is one of the largest
general advertisers, and Mr. O'Sullivan followed
up the plan of inserting coupons in his adver-
tisements for quite a period. He remarked re-
cently to The World that he was much disap-
pointed at the returns which he had received
from this form of advertising. He stated that
he had placed these return coupons in nearly
all of his advertisements for a while, and in-
cluded in the list papers of enormous circula-
tion. The total number of replies which he had
received from this form of advertising had been
infinitesinial. He also tried the same plan with
a number of the leading trade journals, and
with the same result. Another well-known ad
vertiser remarked that he had also' tried coupon
advertising, and he found that 92 per cent, of all
the replies which he received came from children
and others entirely without interest in his prod-
uct. As far as trade journals are concerned, a
straight forceful advertisement appeals to the
business man better than a coupon in which
the advertiser makes some special offer. The
business man is not looking for chromos or gifts.
What he does read closely is an intelligent an-
nouncement of some special product. That ap-
peals to him, and he has no time to fill out WH-
poji hi^Biv^ In a trade paper,

12

THE TALKING MACHINE WORLD.

MILWAUKEE MAKES GOOD REPORT.

Retail Trade Active — Wliat McGreai Says —
Call for High Class Goods at Hoeffler's —
How a Columbia Machine Increased Salary
— Edison Business Machine — Talker in the
Church — Grundman Honored — Edison Mfg.
Co. Bring Suit.

(Special to The Talking Machine World.)

Milwaukee, Wis., May 4, 1908.

Milwaukee people buy tallying machines and
records, no matter what happens, and even when
the financial situation was at its worst in the
city, talking machine dealers did not find trade
so dull at any time as to cause serious alarm.
The retail trade the past month has been excep-
tionally good, and the prospects are that good
times are ahead of the Milwaukee dealers. The
wholesale field, shows decided improvement, and
dealers about the State are beginning to stock up
once more. It is probable that at no time in
many months were stocks so low as they were
a few weeks ago, but returning confidence and
increasing sales have brought a change. The
May records on all of the leading machines are
in even greater demand than were the records
of the past month. The Red Seal and the more
expensive styles seem to be much sought for by
the best of the Milwaukee trade.

"The total of the talking machine business for
this year up to the present time is even greater
than for the same period last year," said Law-
rence McGreal, Edison and Victor distributer at
his new establishment, 172-176 Third street. "I
would not say that the number of sales is so
great, but the volume is very satisfactory, and
I believe that this is a criterion of the talking
machine trade in general for Milwaukee."

A. D. Herriman, manager of the Columbia
Phpnograph Co., said: "The retail and whole-
sale business are both showing improvement,
although the change in the latter field is taking
place more slowly. The new Columbia grand
opera records are taking very well with the
trade."

"The leading machines are selling well," said

J. H. Becker, Jr., manager of the talking ma-
chine department of the Hoeflier Mfg. Co., 306-
308 West Water street. "The spring business
from summer resort keepers about the State is
coming in at a rapid rate, and the call is for
new machines as well as for records. There is
a growing demand for the larger machines with
all of our trade, and we have some more excel-
lent prospects in this line. All of the new rec-
ords are going very well, and we can scarcely
meet the demand for the new Victor record,
'Smile, Smile, Smile.' The expensive sextet,
record, 'Lucia,' is much sought for also."

When a talking machine increases a man's
salary it is getting to be a real money maker. A
Columbia machine recently gave a Milwaukee
man a needed raise of |1..50 per week and made
his employer realize that he could not run the
establishment without him. The man in question
recently entered the Milwaukee store of the Co-
lumbia Co., and the enterprising efforts of A. D.
Herriman sold him a machine on the instalment
plan. After the customer had left, Mr. Herriman
casually called up the employer of the man to
ask a few pointers about his assistant, as he
wanted to be sure that he was to receive the
monthly payments on the sale. When the busi-
ness man at the other end of the line heard
questions fired at him as to the ability and trust-
worthiness of his valued employee, he dropped
the receiver, and turning around, said: "Durn
'em, they can't get you Jones; I'll give you that
raise on the spot." Jones now swears by the
Columbia, and is seriously considering the pur-
chase of a second machine in anticipation of
another substantial raise of salary.

Edwin Barnes and Harry Chestnut, of the
Edison Business Phonograph Co., were in Mil-
waukee for a few days recently.

The Hoeffler Mfg. Co. are having excellent suc-
cess in placing the new Edison business machine
in many of the leading olHces in this city. At
the recent Business Show held by the North-
western Furniture Co., manufacturers and deal-
ers in office furniture and supplies, the HoeflSer
Co. had a very interesting display of the Edison

business phonograph, which attracted widespread
attention among the crowds of business men
that thronged the show for four days. The ex-
hibit was under the charge of J. H. Becker, Jr.,
and practical demonstrations were made in the
art of "voice writing." Business men were made
to see that their business hours could be short-
ened and their working capacity could be in-
creased by the "From Brain to Type" system of
the Edison people.

Already the talking machine has been intro-
duced into the churches of Wisconsin. The mem-
bers of the Congregational church at Menasha
were recently given the opportunity, of listening
to a rather unique method of providing sacred
music for the regular church services. Arrange-
ments were made with Henrj' L. Sorenson, a
leading music and piano dealer, for a large
Victor Victrola to give a number of selections,
all of a sacred nature, at one of the Sunday
evening services at the church edifice. The ex-
periment was a success, and the big Victrola
captured pastor and congregation alike, while
the choir was cast into the background. As a
result, many of the large churches about the
State are considering this new application of the
talking machine, and it is believed that many
houses of worship will adopt this form of music
and that it will prove the means of drawing
larger crowds to the church services.

A. J. Grundman, former representative of the
Herzog Art Furniture Co., the firm that sup-
plies so many of the elaborate cabinets to talk-
ing machine dealers about the State of Wiscon-
sin, has just been appointed by Mayor Rose, of
Milwaukee, as one of the commissioners of public
works for the city. Mr. Grundman is one of the
popular Milwaukee salesmen who has made
friends all over the country.

William P. Hope, of the National Phonograph
Co., has been in Milwaukee for a few days, and
reports that he is finding many evidences of
growing improvement in the talking machine
field about the State of Wisconsin.

Lawrence McGreal has just sold the Cincin-
nati branch of his business to the Milner Musical
Co., of that city, and is now in Cincinnati clos-
ing up the deal. The Cincinnati business was a
successful retail and wholesale establishment,
which Mr. McGreal was forced to dispose of be-
cause of his growing interests in Wisconsin.

Three of the Milwaukee 5-cent theater pro-
prietors have been made defendants in the Fed-
eral Court in suits brought by the Edison Mfg.
Co. of New Jersey, of which Thomas A. Edison
is president. The suits are based on the alleged
unauthorized use of the moving picture machines
patented by Mr. Edison. In the complaints that
have been filed by the plaintiff, the intention of
the kinetographic camera by Mr. Edison and his
securing of letters patent on the invention is
set forth, and the unauthorized use of the ma-
chine by the defendants is charged. The court
is asked to assess damages in favor of the plain-
tiff company, and to restrain the further use of
the machine in question by the defendants.

ARE YOTJ FOSSILIZED OR UP-TO-DATE?

Newspaper advertising is one of the best
methods of introducing oneself and one's goods
to the public. Its methods are many — some new
and original, some old and conservative. With
so many forms and ways of advertising before
him, which will the merchant select? If fossil-
ized, he will always cling to the way of doing
things of fifty years ago, when he entered into
business; if conservative, there will be suflScient
plasticity of mind to reach out to something new,
but the movement will be slow, and the changes
in his old methods will be few. It is different
with the progressive man, for he is always look-
ing toward the borderland of enterprise, eager to
grasp everything new that cau be used by him
to the betterment of his methods of advertising.
Ho wants to know how to use his medium of
publicity to the best possible advantage to his
I rade.

A large failure generally means that a moder-
ate success is despised.

It's
So Easy

Yes, it is not only easy to learn a foreign
langtiage by the I. C. S. system — the
easiest and most perfect way in the world
— but it is also easy to sell I. C. S. lan-
guage outfics. It is easy to sell them to
people who are tired of their machines as
an amusement device and will be glad to
turn them into a source of profit. It is
easy to sell them to persons going abroad
and who otherwise desire to learn a
language for the sake of the know-
ledge of it alone. It is easy to sell it
to men and women who desire to qualify for positions as translators and foreign
correspondents. It is easy to sell it to foreigners, in order that they may
learn to speak English. In fact there are a great many sound reasons why it is
easy to sell the

ICS. LANGUAGESYSTEM

PHON OGR.APH

Do you sell I. C. S. Language outfits? If not, why are yon thus neglecting
such an important and profitable field of your work? Why are yott thus abso-
lutely throwing away at least one-third of your business? The Phonograph sys-
tem of language instruction is now recognized as an educational factor of great
importance and the demand for this sort of language instruction is growing by
leaps and bounds. The I.C.vS. system is undoubtedly the one of the greatest
merit obtainable today. Write us a postal now for further particulars.

International Correspondence Schools

Box 018, SCRANTON, PA.

THE TALKING MACHINE WORLD.

13

WITH THE INDIANAPOLIS TRADE.

Theatres Going Into Moving Picture Business
— Business Not Quite Up to Expectations —
Kipp-Linl< Co.'s Big Record Stoctc — Victor
Victrola for Noted Writer — Leslie's Plan of
Advertising — Graphophone Customer Pleased.

(Special to The Talking Machine World, i

Indianapolis, Ind., May 6, 1908.

Consternation lias spread among five-cent vau-
deville men of Indianapolis. It is reported on
good authority that the big theatrical houses of
the city have decided to put on five cent picture
shows during the summer months. It is under-
stood that this is a method decided on to get
back at the five-cent houses which have been
constantly encroaching on the business of the
big houses. It is stated that the big houses con-
template a war to the death on the little houses.
"We have elegantly equipped places," said the
manager of one big house. "Doesn't it stand to
reason that people would rather come in and
enjoy upholstered chairs, electric fans and all
the modern conveniences instead of patronizing
the nickel theatres where there are few modern
conveniences?" This dealer predicted that the
new movement would mean the extinction of the
little theaters during the summer months. Five-
cent vaudeville dealers generally report a slight
business during the last month.

Talking machine men, the city over, complain
of trade conditions and seem united in the opin-
ion that business is far from being up to what
had been expected for this season of the year.

"The hard times are bringing to us people we
never saw before," said Thomas Devine, of the
Columbia Co. When money is plentiful people
are not over particular as to whether they get
the best value to be had for their money. But at
a time like this they take an altogether different
view of the situation. It is true that business
is not what it might be, but it might be worse,
and I look to see it better at an early date.

D. Sommers & Co., the big instalment people

who handle the Columbia line exclusively say
that talking machine business is neither better
nor worse than the business in other lines which
they handle.

T. F. Murray, Columbia representative travel-
ing out of New York, was in the city recently.

The Kipp-Link Phonograph Co., who handle
the Edison and Victor line, are invoicing their
stock. The close of the fiscal year found them
with 80,000 records. The business of this com-
pany has kept up fairly well during April, Mr.
Kipp says, although it might have been better.
The Kipp-Link Co. are having a good sale in the
seven dollar Victor records. They are proving
unusually popular for concert purposes.

Meredith Nicholson, author of the House of a
Thousand Candles and several other popular
novels, bought a S200 Victrola of the Kipp-Link
Co. one month ago, and since that time he has
bought $160 worth of records since he bought the
machine. Mr. Nicholson likes high class music
and he is thoroughly impressed with the new
seven dollar Victor records. "I believe every
home should have a good talking machine," he
said to Mr. Kipp.

Allen Jay, of the Kipp-Link Co., is traveling
over the State attempting to find out exactly
what the jobbers wish in the way of service
from their wholesale house. "I believe it is a
good idea," said Mr. Kipp, "to find out just what
your customers wish and then give it to them in
just the way they want it."

Frank Lesley, of Massachusetts avenue, who
handles the Edison and Victor machines, is try-
ing something new in the way of advertising.
He is placing in his show window in colors pic-
tures of different characters such as the country
constable, and then is supplying catchy adver-
tising for his machines. Mr. Lesley is his own
artist. He does the pictures first in solid white
and then removes the paint to show hair, whisk-
ers, etc. In this way the pictures show at night
as well as during the day. "Have to do some-
thing these days to keep up business," said Mr.
Lesley. Mr. Lesley is having a good sale on the

Indestructible record made by the Indestructible
Record Co., of Albanjj, N. Y. Sales along other
lines are not so good. Mr. Lesley believes busi-
ness will improve within the next few weeks.

Edward fi. Hill, who handles the Edison ma-
chine on Massachusetts avenue, declares that the
change of the Edison Co., by which they put out
the big black horns and no other, has not hurt
his business in the least. "I find that the Edison
horns are popular," he said.

Some months ago Thomas Devine, of the Co-
lumbia Co., sent a $45 Sterling graphophone to a
customer out in the country. The customer
ordered the machine by mail and it happened
that he was connected with a newspaper and
was something of an artist. He was evidently
pleased with his purchase for a few days later
Mr. Devine received an excellent sketch of a
Sterling graphophone in human guise and armed
with boxing gloves. Beneath the drawing was
the legend, "Middle-weight Champion of the
World."

A PLAN WORTHY OF EMULATION.

D. S. Andrus & Co., Elmira, N. Y., have an
admirable plan for bringing the new records to
the attention of the customers as soon as they
are received. As soon as the records for the
month are received Andrus & Co. will publish a
general invitation to a free recital at their store,
at which only the new records are played, and
thus get a crowd that means many sales of both
old and new records.

TRUTH IN ADVERTISING.

The more truth you put into your advertising
the stronger it will be. A promise made must
be kept, because no business can now be sus-
tained by dishonest methods. The confidence of
people may not be abused without a reaction.
Once lost it is never regained. Some misstate-
ment is made and it will take a generation to
kill that lie.

Just the Horn to Take to Country Home or Camp

JOBBERS AND DEALERS
wKo are now Handling tHe

Ideal Folding Horn

Fiildi by <x

of tl\e cord !

All dor\c irv sv^ moment

3\iperb irvFlaijK-Totxe-

ARE MEETING WITH GREAT SUCCESS

Nashville, Tenn.

IDEAL FASTENER CO., New York.

Gentlemen: The Horns just came in and make a fine show-
ing. Enclosed please find check $20.58 for in full of account.
Please acknowledge receipt for same and oblige,

NASHVILLE TALKING MACHINE CO.

Jno. West.

Salt Lake City, Utah.
THE IDEAL FASTENER CO., 143 Liberty Street, N. Y.

Gentlemen: We received the sample of the Ideal Folding
Horn all O. K., and we think it to be the best thing we have
seen in this line. Will you kindly send us by first friiight one
dozen of these horns for cylinder machines, and oblige, yours
very truly, CLAYTON MUSIC CO.

»

OUR

WE HAVE A STACK OF SUCH LETTERS

ARE YOU CARRYING THEM? IF NOT, WHY NOT?

CUT OFF AND MAIL ATTACHED COUPON AND LEARN ABOUT

SPECIAU IINTRODUCTORV ORRER TO THB TRADB

IDEAL FASTENER CO., 388 Pearl Street, New York.

Kindly send me full particulars concerning your Special Introductory Offer to the trade.

i

Name .
Street .

City .
State

14

THE TALKING MACHINE WORLD.

EDISON
PHONOGRAPH

COLUMBIA
GRAPHOPHONE

A Revolution in the
Phonograph Horn!

No Supports No Crane

No Standard
No Special Attachment

A Revolution Indeed!

Since the advent of the Phonograph, back in the eighties, it may safely be affirmed that no real progress has
been made in the Phonograph horn ; its size has been gradually increased, thus merely accentuating the defects of
the reproduction. At last, the " IDEAL " horn has come ! A scientific device aiming at a pure, melodious
reproduction of the sound, be it either a great soprano's song, the endearment of a string instrument solo, or
the rendering of a Sousa's march. Besides, it eliminates all the bad points of the previous horns — NO SUP-
PORTS, NO CRANE, NO STANDARD, NO SPECIAL ATTACHMENT are needed with the " IDEAL ; "
all that is required is simply the turning of a small thumb screw to fasten securely the "IDEAL" horn to
the neck of the reproducer of any cylinder machine, either Edison or Columbia, or to a Devineau Biophone.

The bell of the "IDEAL," made of pure aluminum, is nearly six feet in circumference, assuring the
maximum of sound.

The elbow is made of the highest grade of ebonite, which in combination with aluminum, completely
eliminates that tin sound so strongly objectionable. In the middle part of the elbow a swivel allows the
sound to be thrown in any direction WHILE PLAYING A RECORD.

The " IDEAL " flower horn is handsomely finished and weighs but a few ounces. With the "IDEAL"
horn you get "IDEAL" music.

Jfeberal iWanufacturmg Compan|>

2095 €m 36tf) Street « - Clebelanli, <B^io

THE TALKING MACHINE WORLD.

15

FROM OUR CHICAGO HEADQUARTERS

ROOM 806, NO. 156 WABASH AVENUE, E, E. P. VAN HARLINGEN, MANAGER.

April a Disappointment to Local Talking Ma-
chine Trade, but Compared With March,
Shows Improvement — Expensive MacTiines
and Records Sell Well — World Editorial Fa-
vorably Commented On — Feinberg Opens
Victor Store — Fonotipia Records in Demand
— Edison and Victor Trade Picking Up With
Lyon & Healy — New Store in Howell, Mich.
— B. & H. Fibre Needles Shown — Manager
Williams a Chicago Visitor — Grand Opera
Artists Call at Lyon & Healy's — How Manager
Otto Develops Trade — Philpot Makes New In-
destructible Co. Jobbers — Columbia Store
Changes — Recent Visitors — Talking Machine
Co.'s New Record Brush.

(Special to The Talking Machine World.)
World Office, Room 806, No. 156 "Wabash avenue.

Chicago, May 5, 1908.
April was on the whole something of a disap-
pointment to local jobbers. The first half of the
month was exceedingly quiet,- but toward the
latter part there was a noticeable although a not
very marked improvement both in the demand for
machines and records which has continued into
May. Distributers report variously an even break
to a slight increase during April as compared
with March. Business in the aggregate with
dealers, however, can be described as fair and
the present orders that have been received re-
flect pretty accurately current sales by the deal-
ers as they are not stocking but ordering only
for immediate and insistent wants. It is gen-
erally expected that business will continue in a
rather quiet hand to mouth way during the sum-
mer but that stocks will be in such a condition
as to demand liberal orders as fall approaches.
It is rather surprising to note the proportionate
nvimber of high grade outfits which are being
sold at the present time, dealers are evidently

forcing business — where it is safest to force it — •
with the better class of trade. Local retail trade
has been fair only. As a rule it has been very
quiet in the medium and cheaper grades of ma-
chines but fairly active in the higher priced
machines and records. Grand opera week stim-
ulated record sales to a considerable extent. It
is interesting to note that the new $7 Lucia
Sextette record of the Victor Co., while marking
the high water mark in price, is already enjoying
a brisk sale. The initial stocks ordered by local
distributers were speedily exhausted, one house
selling eighteen Sextettes on the opening day
and the one following.

The editorial in last month's World on "char-
acter trade" attracted a great deal of attention.
"It deserves to be pasted in the hat of every job-
ber, manager and salesman," said one man.
"Creating dealers indiscriminately and regard-
less of their reputation for enterprise and ag-
gressiveness or the reverse is a bad policy for
the jobber and an injustice to the trade. To sell
a man an infinitesimal order just inside the re-
quirements to get him to 'try it out' when his
ambitions extend no further than that, generally
leads to failure. I think every new dealer should
have it impressed on him from the start that he
must carry a stock at all times if he expects to
buy as a dealer. I have known instances of a
merchant who wanted to buy a machine for his
own use being told that if he would buy the min-
imum quantity required to qualify as a dealer,
he would get his own machine at wholesale and
would have no trouble in disposing of the others
even if he didn't want to handle talking machines
regularly. Of course any salesman either in the
house or on the road, who will sell goods in this
way is highly culpable and should be disciplined
when his sins are discovered."

L. F. Geissler, general manager of the Victor
Talking Machine Co., who has been on a hurried
trip on personal business, spent Sunday and a
portion of Monday in Chicago with his son, A.
D. Geissler, manager of the Talking Machine Co.

B. Feinberg, well-known to the trade formerly
as a member of the Zonophone traveling forces
and for the past two years a member of the firm
of Dilbahner & Feinberg, proprietors of the
Western Talking Machine & Supply Co., will
open a retail talking machine store, handling
Victor goods exclusively, at 169 Michigan avenue,
next week. It will be an individual venture of
Mr. Feinberg's, although he still retains his in-
terest in the Western Talking Machine & Supply
Co. The new store, although not of large di-
mensions, should be admirably located for high
grade trade, the very kind that Mr. Feinberg
declares his intention of catering to almost ex-
clusively. It is the north store in the Railway
Exchange Building and adjoins Orchestra Hall.
It will be handsomely fitted up with two beautiful
mahogany booths and the decorations throughout
will be of an artistic nature. Mr. Feinberg has
secured the services of Miss Davidson, who has
tlie reputation of an expert sales woman.

W. C. Fuhri, district manager for the Columbia
Phonograph Co., returned recently from a south-
ern trip including New Orleans, Memphis, Little
Rock and other points. He reports that their
southern business has shown a noticeable picking
up recently and that March was the best month
that the Memphis branch had experienced since
last October.

The Columbia Phonograph Co. had an excellent
sale on the Bonci Fonotipia records as the result
of the appearance of the famous tenor of the
Metropolitan Grand Opera. The Scotch dialect
records of Harry Lauder issued by the National

SEND US YOUR VICTOR AND EDISON ORDERS

Don't you want some snappy
newspaper cuts?

Business Tonic

A good line of goods.
An attractive store.
Live advertising.

LYON & HEALY'S FACTORY SERVICE.

Add common sense and use freely every day.

We Supply these Cuts.

You would not think of putting your Doctor's prescription into the hands of a second-
rate Druggist' who uses stale Drugs, and employs careless Clerks. There is as much difference in
the way Victor and Edison orders are filled as there is in the way prescriptions are handled.

Lyon & Healy's factory service fills your order as carefully as if it were a prescription
upon which your life depended, and starts it off to you the same day it is received.

CHICAGO

CHICAGO

mi

16

THE TALKING MACHINE WORLD.

Phonograpli Co., are proving immense sellers in
Chicago and the West, as indicated by reports
from dealers and jobbers. Seldom has a singing
comedian sprung into such instant and wide-
spread popularity by the talking machine route
as has the canny Scotchman.

"Our wholesale business both on Edison and
Victor has shown quite a material picking up in
the last two or three weeks," said C. E. Goodwin,
of Lyon & Healy. "Locally our retail business
shows some peculiar tendencies as the result of
our own efforts on the Victor Victrola such as
the distribution of the photograph of Alice Neil-
son listening to the V. V., and other methods
aided by the widespread advertising by the Vic-
tor Co. We have actually sold more Victor Vic-
trolas in two recent weeks than any other type of
Victor."

Enoch Grill, of Reid City, Mich., has bought
out the talking machine department of H. R.
Niergarth, of that city, and will hereafter handle
Edison and Columbia goods in addition to pianos.

The Barnhard Music Co., of Kalamazoo, Mich.,
have recently added talking machines, handling
Edison, Victor and Columbia.

Whiteman & Bowers, formerly salesmen for
Grinnell Bros., of Detroit, have opened a piano
and talking machine store at Howell, Mich., han-
dling Columbia and Edison goods.

William Gunn, of Saginaw, Mich., will move
his piano and talking machine business into a
fine new store with a special room devoted to the
Edison and Columbia lines.

J. F. Bowers, treasurer of Lyon & Healy, and
president of the Talking Machine Jobbers' Na-
tional Association, has returned from a 10 days'
sojourn at French Lick Springs, Ind.

The main reception room of the talking ma-
chine department on the 4th floor at Lyon &
Healy's has been converted into a regular Jap-
anese bower in honor of the B. & H. Fiber needle.
Hundreds of bamboo poles decorate the walls and
ceilings, fans, umbrellas, curios and banners are
artistically disposed here and there, lighted Jap-
anese lanterns are suspended above the record

counter, along its entire length, and portieres
made of the bamboo sections from which the
fiber needles are split, decorate the entrances to
the aisles from which the private record rooms
open.

James L Lyons has been made a distributer for
the indestructible records of the Indestructible
Phonograph Record Co., of Albany, N. Y., and
anticipates a good demand for the new record.

Rufus T. Brady, manager of the Chicago
Stand Co., 86 E. Lake street, reports a steadily
growing demand for their phone arm attachment
for Edison and Columbia cylinder machines.
They have recently added some desirable names to
their list of phone arm distributers.

G. T. Williams, general manager of Victor
Distributing & Export Co., New York, was in
Chicago the latter part of last week. "On the
whole," remarked Mr. Williams, "I find western
conditions of a favorable nature. Business out
here is in reality better than I had expected. In
the east the wholesale talking machine trade,
W'hich was very dull the first two weeks in April,
showed a market picking up the latter half,
entirely independent of the new monthly bulletin
orders." Mr. Williams says that V. E. Moody,
who was formerly with the Talking Machine Co.
here, and who went to the V. D. & E. Co. a few
months ago, is making an excellent record for
himself in his new field.

C. W. Chestnut, who travels from the Chicago
office of the Edison Business Phonograph Co.,
spent last week in Milwaukee in attendance at
the Milwaukee Business Show. The Hoeffier
iManufacturing Co., the Milwaukee agents for the
companj', had an exhibit at the show.

Lyon & Healy featured as usual the records
of the Metroiwltan Opera Co., artists at Victor
Hall during the week of April 20, when the
company honored Chicago by its presence, with
satisfactory results on sales.

Senor Martin (Mar- tan) as he pronounces it,
of the Metropolitan forces, was a visitor at Lyon
& Healy's during the week and listened with the
keenest interest to the Victor records of the

voices of some of his associates. He was espe-
cially interested in the Caruso records, which
he praised highly. Incidentally he remarked
that Caruso was not only a consummate artist,
but a big hearted, liberal minded man in every
way. This is Mr. Martin's first season with the
Metropolitan. Caruso has made a sort of protege
of him, and constantly gives him the benefit of
his knowledge and experience in the way of
criticism and suggestion.

Mme. Sembrich, who appeared here in recital
the early part of last month, also called at Lyon
& Healy's and listened to some of her late
records.

"A man came in here the other day and bought
an 18-cent harmonica he had seen in the window,
for his little boy," said John Otto, manager of
the retail talking machine department of the
Wurlitzer Co. "Incidentally I found out he was
not a talking machine owner, and I soon had
him in a booth listening to a Victor Victrola.
The next day he called with his wife and it
ended in the purchase of a V. V. for cash. This
simply illustrates the potency of the window in
getting people into the store. It pays to display
the little things and the talking machine man
who carries small goods or side lines should
see that they are attractively exploited. The
harmonica purchaser proved a splendid talking
machine customer, but he didn't know that be
wanted a talking machine when he entered the
store. Work everything you have in stock in
your window and see a talking machine or rec-
ord prospect in everyone you attract to your
store."

W. W. Parsons, the Chicago manager for the
commercial dictation department of the Colum-
bia Phonograph Co,, returned last week from a
flying trip to headquarters in New York.

Max Landay, of Landay Bros., the Zed Co. and
the Talking Machine Supply Co. of New York,
was a recent Chicago visitor. Mr. Landay is a
"live wire" of liveliest degree, and by example and
precept preaches the gospel of constant hustle.
"In our retail business in New York," said Mr.

The Phon-Arm Attachment

(PATENT PErVDHNQ)

Made to fit EDISON STANDARD, HOME and
TRIUMPH, COLUMBIA, B. K., B. E., and B. F.

PHONOGRAPHS

When ordering be sure to state for what machine wanted, especially if for new Edison horn

No Unsightly Horn Stand or Crane.

No Wciglit on Reproducer or Feed Nut.

Horn can be turned out of way when changing
Records.

No flimsy rubber tube connection to Reproducer, or
Horn dangling loose in front of machine.

GOOD PROFIT FOR JOBBER AND DEALER

CHICAGO STAND COMPANY

86 E. LAKE ST.

RUFUS T. BRADY, Manager CHICAGO, U. S. A.

THE TALKING MACHINE WORLD.

17

Landay, "we have always made it a point to ad-
vertise the hardest when times are the dullest.
We have always found that there is business to
be secured in the summer months if you go after
it. It is an actual fact that July and August
of last year were the heaviest months of the
year with us, but it was due to our extra ad-
vertising efforts In these months. To sum up
the wise dealer will go after the trade the most
vigwously just at the time when his competitors
are relinquishing their efforts."

B. F. Philpot, manager of the Indestructible
Phonographic Record Co., of Albany, N. Y., was
in Chicago a couple of weeks ago on a trip
through the central west. Mr. Philpot was very
enthusiastic regarding the progress made by
the indestructible record and his recent trip will
add materially to the number of jobbers han-
dling the indestructible record. In the few
months since the record was placed on the mar-
ket Mr. Philpot says that their business has far
exceeded their expectation. He expects great
things from the new reproducer for indestruc-
tible records which they will soon have on the
market.

Parney Wurlitzer, in charge of the automatic
department of the Cincinnati house of the Ru-
dolph Wurlitzer Co., was a recent visitor at the
company's Chicago branch.

Mr. Childs, the famous head of the Victor Co.'s
laboratory, will come to Chicago some time this
month, it is said, to look over our local talent
and possibly to arrange for adding the voices
of some leading western singers to the Victor
collection.

Manager Elmer A. Phillips, of the Talking
Machine department of Rothschild's, and his as-
sistant, W. M. Baach, are exploiting their de-
partment vigorously. They are getting a liberal
allotment of the stores advertising space in the
daily papers and are using every means of at-
tracting the attention of the thousands of people
who visit the store. They are now giving
illustrated song recitals every afternoon, using
a new lantern, which they have on sale and

which can be lighted from the ordinary incan-
descent bulbs. They have had slides made for
many of the newer popular songs as well as the
old favorites, and use them with both Victor and
Edison records.

George Ornstein, manager of the sales depart-
ment of the Victor Talking Machine Co., is ex-
pected in Chicago about the 15th.

The Columbia Phonograph Co. have closed all
the branch stores in the outlying districts of
the city, operating in a retail way only at the
main store at 88 Wabash. The closing of the
sub-branches has been by no means simultane-
ous, but one by one they have been discontinued
as dealers have been secured in the vicinity who
are willing to carry a large stock of Columbia
goods to supply the trade which had already
been worked up. The last store to be closed was
the one at South Chicago. R. M. Brown, who
has a piano store in the vicinity, will handle the
Columbia line in a strong way.

Loring Leeds, sales manager for the Leeds,
Catlin Co., left for the east on May 1, after a
ten days' stay in Chicago. It is understood that
Mr. Leeds consummated several large deals for
the company's product while here.

Bgermann & Randolph, piano dealers of Au-
rora, 111., added talking machines about a year
ago and have made themselves a strong factor
in the trade of that city. They have a beautiful
store with a ^45-foot frontage, and are devoting
half of it to the Victor and Edison stock. Mr.
Randolph is strong on window display and they
had very effective window scenes recently ex-
ploiting specific records. The "Teddy Bear Pic-
nic," for instance, was pictured out in very
effective fashion.

Among the recent visitors at the Talking Ma-
chine Co. were James A. Pickens, of the John
Holt Co., Dubuque, la.; Mr. Peters, manager of
the talking machine department of Louerman
Bros., Marionette, Wis.; W. W. Warner, of Mad-
ison, Wis.; M. Christensen, of Rheinlander, Wis.,
and J. A. Phelps, of Sharon, Wis.

The Columbia Phonograph Co. recently received

a letter from a South Dakota farmer who stated
that he had a Columbia coin slot machine with
nice hard wood cabinet and round glass cover
and an assortment of grand records. The only
fault he had to find was that he lived on a farm
and the records took up too much room. He
wanted to exchange it for one of the latest style
"flat disc machines." He was referred to the
nearest dealer. Meanwhile the Columbia people
are trying to ascertain the regulation size of
farms in South Dakota.

The Talking Machine Co. of this city are plac-
ing on the market a new record brush which
they claim not only preserves the life of the
records upon which it is used, but insures a
good clear reproduction. All that one has to do
is to insert the handle of the little brush in the
needle arm of the sound box and start the turn
table. By the time the brush has run over the
record not only has the surface of the latter
been polished, but the dirt has been gently but
thoroughly dug out of the grooves. When the
record is cleaned the needle wears better and
does not develop a jagged point, and conse-
quently does not wear the record. These brushes
are mounted on a pasteboard card holding 24
brushes, and the assortment makes a fine coun-
ter display. The little brush costs the consumer
only 10 cents. They should prove ready sellers
and the dealer makes good profit.

GABEL'S AUTOMATIC ENTERTAINER.

A Unique and Meritorious Coin Controlled Ma-
chine— Manufacturers Move to New Quarters.

(Special to The Talking Machine World.)

Chicago, 111., May 8, 1908.
Gabel's Automatic Entertainer, the cut of
which is presented elsewhere in this issue, de-
serves to rank as one of the most unique and
meritorious coin-controlled machines on the mar-
ket. The manufacturers, the Automatic Machine
& Tool Co., have recently moved to new quar-
ters at 4650 North Ann street, this city, where

TKe Most Popular Novelty Yet Introduced

TH E RECORD SWEEPER

Preserves the life of your records.
Sold double our original stock
on the first circular.

Sent absolutely on approval,

with no responsibility
to you.

Popular Price 10 cents each.

Every customer will buy one, if
only from the novelty of it.

You Make One Hundred per Cent.

Jobbers price in quantities.

Bristles are stiff enough to do what is
claimed for them.

It does not only polish the sur-
face of the record, but it digs
the dirt out of the grooves.

Mounted twenty-four on a substantial
pasteboard card.

Retail price so low that every customer
buys one at sight.

Write us to send you one card. If they are
not all that we claim for them, if you do
not dispose of enough to make you think
they are a good thing return those you have
not sold v^ithin one week and pay for the
balance.

THE TALKING MACHINE CO.

72-74 WABASH AVENUE. CHICAGO

LAR-GEST EXCLUSIVE VICTOR. WHOLESALERS IN THE COUNTRY AND HANDLERS OF

NEEDLES AND ACCESSOR.IES

18

THE TALKING MACHINE WORLD.

they have several times the space occupied in
their former location on Canal street, and they
are prepared to supply the trade with these ma-
chines made under the direct supervision of John
Gabel, the inventor, and president of the com-
pany. The Entertainer uses only disc records.
The racks on either side of the center revolving
table contain twenty-four 10-inch records, twelve
on each side. The program is in sight, and also
an arrow which indicates the next number the
machine will play. If a special number on the
program is desired this can be accomplished by
turning a knob, which moves the arrow to the
selection desired. To put the machine in opera-
tion one has only to place a nickel in the slot
and turn the crank handle once. Both the
needles and records are changed automatically.
The machine is strictly automatic, no electrician
is necessary to keep it in running order, and it
therefore can be operated anywhere. The sound-
box is controlled and led horizontally over the
record by a screw feed attachment. The finish
of the machine is as fine as mechanical skill can
produce. The cabinet is of quarter-sawed golden
oak. The large parts of the mechanism are
finished in black enamel, handsomely decorated,
and the other working parts nickel plated and
brass finished. All aluminum parts are polished.
The mechanism is exposed on three sides, the
machine having a large plate glass panel on each
side. This makes it very attractive, as the people
can see the movements of the machine. The
machine is 60 inches high, 37 inches wide, and
15 inches deep. The sound-transmitting horn
is 40 inches long, with a handsome brass bell
on the end. Every machine is put out under
a strong guarantee by the manufacturers.

DON'T RELINQUISH ENERGY

When Tirnes Are Not Good — This Is Just the
Moment When Every Talking IVlachine IVlan
Should be Spurred on to Stronger Efforts —
It Pays to Loosen Up.

In the world of business there is no such thing
as keeping still or maintaining one position.
Advancement is the only way to success, for
when a business ceases to advance it immediately
begins to slide backward, down the hill to ulti-
mate failure. A little adversity, instead of spur-
ring a man to stronger efforts, frequently causes
him to stop hustling and begin wishing for bet-
ter conditions instead of creating more business.
Then again, with some men enthusiasm is some-
times spasmodic. For ja year or two they are
all energy, and then they begin to cool off. In
both cases the business suffers and is often ir-
reparably injured in a very short time.

An excellent editorial upon the inclination of
certain dealers to give in to poor business con-

ditions appears in the May number of the Edi-
son Phonograph Monthly under the heading,
"Loosen Up," and reads as follows:

"If we should ask every Edisen jobber and
dealer to raise his right hand to the question:
'Are you to-day making the same effort to get
business that you did six months ago?' we doubt
if one in a hundred would put up his hand.
Fully nine-tenths would frankly admit that they
were not doing so and would defend their posi-
tion with the claim that business did not war-
rant their making the effort or spending the
money. This is one of the great drawbacks of
quiet times. When everything is booming and
everybody is doing a big business, every firm
of any life advertises, circularizes and adopts
every known method for getting business. The
more they have the more they want. Their
efforts add to the work of printers, salesmen,
solicitors and scores of people in other lines.
Those in other lines then come back and buy
phonographs and records. It's a case of 'tickle
me and I'll tickle you.'

"But let something happen to business gener-
ally and everybody instinctively lets up in his
efforts. Advertising of all kinds is cut down,
salesmen are withdrawn and retrenchment be-
comes the cry. Many times this is done before
a firm's business shows any signs of being
affected and apparently only in obedience to a
cry of 'wolf.' Clerks get the germ and use it
as an excuse for relaxed efforts. The natural re-
sult of such a state of affairs is to make business
poorer and times harder. The tickling game
once stopped, the volume of everyone's business
suffers. Those who have ready money hold on
to it like grim death, fearful that it will not re-
turn if once spent.

"Business to-day needs nothing but a loosening
up on all sides. Edison jobbers and dealers can
do their part by patronizing the printer, the
newspaper publisher, by putting men on the
road and doing all the things they did six
months ago. It may seem unprofitable -for a
short time, but the printer will put more men
at work, the newspaper publisher will extend his
efforts, the families of salesmen will have more
money to spend, and before long the wheels of
business will hum as merrily as ever. Put your
shoulder to the great business wheel and do
your part in making it go round. Don't lie
down, crying, 'It's no use.' That is not the part
of the up-to-date American business man."

A WONDERFUL COMBINATION.

New Musical Instrument Invented by Indiana
Genius — Sings, Plays the Piano and Violin
and Does Other Remarkable Stunts

A workingman of Milton, Ind., is credited with
having invented a remarkable musical instru-

DEALERS
TAKE NOTICE!

We will send, prepaid, and
free of charge, a "Missing
Link" to every Dealer
who handles Edison
Phonographs and
Cylinder Graphophones.

Write for it now. You'll
need it in your business.

ADDRESS

KREILING&COMPANY

North 40th Ave. and Lc Moync St.

CHICAGO, U. S. A.

Manufacturers of the "TIZ-IT" All
Metal Ball-Joint Horn Connection
for_Cylinder Machines.

ment which, it is said, sings popular songs, plays
its own accompaniments, gives miniature vaude-
ville performances, and plays a violin all at
one time. The inventor calls his instrument the
"Vaudeano," and has made application for a
patent on it.

In constructing the combination the originator
employed an old upright piano in which he con-
cealed a phonograph. The piano also contains
an "endless fiddle bow," in form of a rubber
rope, by which the upper piano strings are
scraped in making the "violin music." By pull-
ing out a stop the rubber cord is brought into
contact with the strings and the motor controll-
ing the attachment set in motion. By a simple
method the phonograph is operated and regular
perforated paper rolls are used for the player
actions. If the inventor's arrangements are car-
ried out exactly as he thinks they will be, the
instrument will probably make its first public
appearance in the near future.

H

NO SCRATCH
NO RASP
NO BLAST

FIBRE NEEDLES

FOR.

PoLtented Nov. 12, 1907

Records
WiU Last
Forever

The following is from recent circular letter issued by one of the largest Jobbers and Dealers of Talking Machines
and Records in the world :

" In addition to the record list, we also enclose circular descriptive of the " Fibre
Needle" which is without question the only Needle that brings out the full,
round and Natural Tone of our Disc Records and still preserves the
Record. In order to obtain results follow the instructions carefully."

The above is one out of thousands. Our testimonial files aire open to all those interested !

Write for Samples, Circulars and Testimonials

208 E. KInzie Street

IVIFG. CO.

CHICAGO, ILLS.

THE TALKING MACHINE WORLD.

19

Edison Jobber
Zonophone Distributor

Carrying
Cases

Wire

Record

Racks

INDESTRUCTIBLE RECORDS
RECORD CABINETS

SPRINGS

for all makes and sizes

QUILL NEEDLES

"TIZ-IT" All-Metal Horn Connec-
tion for Cylinder Machines

JAMES I. LYONS

192-194 Van Buren Street
CHICAGO

THE SYNTHETIC TALKING MACHINE.

Experiments of Dr. Scripture of Yale in an En-
deavor to Produce Machines Giving Ef-
fects of Human Voice — What Has Already
Been Done by Other Scientists in That Direc-
tion and Their Success — An Interesting
Study of the Voice.

Reference was made in The Talking Macliine
World for March to the production of a real
talking machine on the synthetic plan by Dr.
Mirage, of Paris. It is interesting to note that
Dr. Scripture, the eminent physiologist of Yale
University, has also been engaged in experi-
ments which he hopes will lead to the construc-
tion of a machine which will be able to sing or
emit vowels similar to those sung by the human
voice. In doing so he points out the possibility
of an entire revolution in organ building, and
consequently in church music, Dr. Scripture's
work has come in for no little notoriety in the
European papers, and the Deutsche Tageszeitung,
in referring to the matter says:

"This announcement sounds slightly fantastic,
but — in spite of its American origin — it deserves
serious notice, not only on account of the well-
known reputation of Dr. Scripture, but also for
the reason that some of the experiments in the
manufacture of machines, which will emit human
sounds automatically, have been comparatively
successful. Naturally, this instrument will not
be on the same principle as a phonograph, which
is a reproducing machine. It will be an instru-
ment which will create sounds — which there is
no necessity to speak or sing into." '

If Professor Scripture is successful in his en-
deavors he will not be the first to accomplish the
task, although, of coui-se, he may secure more
perfect results than any others. Paber, Kratzen-
stein, and Kempelen each individually achieved
more or less success in this direction. Their
work it is which is, doubtless, referred to in the
comment of the German paper. These experi-
ments were very interesting and are worth notic-
ing. The so-called talking or musical figures
were automatons, extremely ingenious, but purely
and simply mechanical. The work done by
Faber, Kratzenstein, and Kempelen was much
more scientific, and is much more closely related
to the talking machine as we know it to-day,
pays the Talking Machine News,

Toward the end of the 18th century a bold
and almost successful attempt was made to con-
struct a talking machine. In 1779 the Imperial
Academy of Science in St. Petersburg proposed as
the subject of one of their annual prizes an
inquiry into the nature of the vowel sounds and
the construction of a machine to imitate them.
This prize was gained by M. Kratzenstein, who
showed that all the vowels could be distinctly
pronounced by blowing through a reed into the
lower ends of pipes of varying and irregular
shape. He claimed to have constructed a machine
that would not only pronounce the vowels, but
also such words as "papa," "mamma." There
is no reason to believe that he accomplished
more than this.

About the same time N. Kempelen, a Hungar-
ian, was occupied in the same direction. It was
he who constructed the mysterious chess-player,
which attained such celebrity. In his first at-
tempt, he produced the vowel sounds by adapting
a reed to the bottom of a funnel-shaped cavity
and placing his hand in various positions within
the funnel. This, however, was unsatisfactory.
After long study he contrived a hollow oval box,
divided into two portions, hinged together so as
to resemble jaws. This box received the sound
which issued from the tube connected to the
reed, and by opening and closing the jaws he
produced the sounds a, o, ou, and an imperfect e,
but no i. After two years' labor he succeeded in
obtaining from the jaws the sounds of the conso-
nants, p, m, and 1, and by means of these vowels
and consonants he could compose syllables and
words, such as mamma, papa, aula, lama, mulo.
The rounds ran into each other, and an aspira-
tion followed some of the consonants, so that
instead of papa the word sounded phaa-ph-a.
But with much labor he managed to surmount
many of these difficulties. He found it necessary
to imitate the organs of speech by having only
one mouth and one glottis. The mouth consisted
of a funnel or bell-shaped piece of elastic gum,
which approximated, by its physical properties,
to the softness and flexibility of the human
organs. To the mouthpiece was fixed a nose of
two tin tubes, which communicated with the
mouth. When both these tubes were open and
the mouthpiece closed, a perfect m was pro-
duced; when one was closed and the other open,
an n was sounded. He could have succeeded in
obtaining the four letters d, g, k, t, but by using
a p instead and modifying the sound in a par-
ticular manner, he contrived to deceive the ear
by a tolerable resemblance of these letters. There
seems to be no doubt that at last he was able to
produce entire words and sentences, such as

opera, astronomy, Leopoldus secundus; Roman-
orum imperator semper Augustus; je vous aime
des tons mon coeur, etc. But he never fitted up
a speaking figure, and probably, from being dis-
satisfied with the general result of his labors,
he exhibited only to his friends.

The labors of Kratzenstein and Kempelen
were, in the early 19th century, pursued by Mr.
Willis, of Cambridge, with great success. He
improved Kempelen's device, and found that he
could entirely dispense with the introduction of
the hand, and could obtain the whole series of
vowels by sliding a flat board over the mouth of
the cavity.

These experiments and others have led the
best authorities to regard the human voice as
analogous to reed pipes, the vocal chords form-
ing the reeds and the cavity of the mouth the
pipes. Voices in which over tones abound are
sharp, and even rough; those in which they are
few and faint are soft and sweet. In every
voice, however, the number and relative intensity
of the overtones depend on the form assumed by
the cavity of the mouth, which acts relatively
to the vocal chords precisely as a resonator does
to a tuning fork, or a pipe to a reed. These, it
is believed, are the views held by Professor
Scripture, and if it be true, as reported, that he
is engaged on the construction of a machine not
to reproduce but to create sound, his work will
be watched with interest by everyone to whom
the talking machine is more than a toy.

SMYTH & CO.'S CLEVER PUBLICITY.

Smyth & Co., 35 Donegall street, Belfast, Ire-
land, who handle the gramophone line in that
city, have been bringing their goods to the at-
tention of the people of that city in a rather
unique way. They employ a number of sand-
wich men to promenade the principal thorough-
fares. The man in front of the procession carries
a Victor gramophone on a tray strapped around
his neck, with a board on his back containing a
copy of the picture of "His Master's Voice," and
leads a small fox terrier by a leash. The terrier
also boasts of a coat containing the words, "His
Master's Voice." This is advertising clever
enough to emanate from a Yankee, but Mr.
Smyth is a progressive Irishman, hence half
Yankee.

Several music and talking machine stores in
Hartford, Conn., have been affected by a recent
order of the prosecuting attorney that all pro-
jecting signs must be removed by May 15.

NEEDLES

We Have Them

ALL STYLES

for all

Disc Machines

For Loud, Medium, Soft, Musical Tones "Gold" Needles,
for use on Celluloid Discs "BELL TONE," for Concert use
EXTRA LOUD.

MULTITONE. Three (3) Tones in one needle. Plays Loud,
Soft and Medium without changing the needle. Plays 10 Records
without hurt to the Record. Needles for the Victrolia Machine.

WE CARRY ALL IN STOCK, icq to envelope. 300 in
Tin Box. Special orders — packed as required — ^own printing if
desired. Made of Best English Steel. Highest Quality, Lowest
Prices, Prompt Deliveries.

C. H. CROWLEY, MaKer of Needles

274 CHVRCH STREET, NEW YORK 211 JACKSON BOULEVARD, CHICAGO

20

THE TALKING MACHINE WORLD.

TRADE HAPPENINGS IN PHILADELPHIA

Business Spasmodic But Prospects Bright — Trade Interested in Coming Convention — Louis
Buehn & Bro. Suffer Heavy Loss by Fire — Covered by Insurance — Business Resumed —
Musical Echo Co. Take Agency for 1 ndestructible Records — C. H. Robertson With Buehn Co.
— A New Buehn in Town — Weyniann & Sons Busy — What Other Talking Machine Houses
Report — Columbia Co.'s Fonotipia Records Grow in Popularity.

(Special to The Talking Machine World.)

Philadelpllia, Pa., May 8, 1908.

Business in this city for the past month was
more or less spasmodic, and just enough to
keep the interest of the trade on edge. A change
for the better has been felt all along the line,
however, since the first of the month, and every-
one feels that the near future holds forth
brighter prospects for those in the talking ma-
chine trade. Collections have been unusually
good, both wholesale and retail. The public is
showing a desire to make up all deficits on its
instalments. So after summing everything up
and weighing the pros and cons, Philadelphians
have little cause to complain and a whole lot
to be thankful for. Jobbers here are all look-
ing forward to the convention to be held at At-
lantic City early in July, and many subjects of
vital interest to the trade in general are to be
brought up and passed upon.

Louis Buehn & Bro., the well-known talking
machine jobbers, of this city, suffered a severe
loss from fire on the night of May 2. The fire
started from some unknown cause on the fourth
story of the building, and while it was put out
before it had spread to the lower floors, every-
thing was flooded by water and considerable
stock spoiled. The fire started early in the
evening while some of the employes were still
in the building getting out some rush orders,
and after the excitement was over all pitched in
to the herculean task of bringing order out of
chaos. All hands were on the job, but it was
Sunday noon before even the salesrooms re-
sumed their accustomed aspect. All dam-
age was fully covered by insurance, for which
the firm are to be congratulated. The Western
Talking Machine Co., or in other words, Adolf
Weiss, whose place adjoins the Buehn establish-
ment, also suffered some damage from water run-
ning down on his stock, which was also pro-
tected by insurance.

The Penn Phonograph Co., of this city, re-
ported trade in both departments as fair, with a
marked stiffening since the first of the month.

The Musical Echo Co. have obtained the
agency for the Indestructible record for Eastern
Pennsylvania, Southern New Jersey, Delaware,
Maryland, Virginia and West Virginia, and Wash-
ington, D. C, and are now preparing a strong
campaign to push them into prominence in their
territory. Mr. Gerson, in a chat with The World,
spoke very encouragingly of the outlook. The
Musical Echo Co. are making a strong bid for
high-class trade on their line of Everett pianos,
this department being in charge of Thomas StoU,
for twelve years previous prominently connected
with John Wanamaker. Mr. Stoll, besides being

a brilliant salesman, is a musician of ability,
and the musicales which are given weekly under
his direction are proving great trade stimulators.

C. J. Heppe & Sons reported trade as some-
what quiet during the latter part of April, but
since the first orders from their dealers have
become more frequent and of a more satisfactory
size.

Chas. D. Robertson, formerly an Edison dealer,
with a store at 4223 Lancaster avenue, has just
become aifiliated with the Buehn Co. in the ca-
pacity of retail manager. Mr. Robertson was
one of the oldest Edison dealers in this State,
having sold the line continually for the past
ten years. A man of considerable native ability,
he knows the retail end of the business from
A to Z, and judging from the results he has
already obtained, he will prove a valuable ac-
quisition to this enterprising house.

And while speaking of additions, it might be
well to explain that smile that Brother Louis
Buehn has been wearing for the past fortnight,
and which nothing, no matter how aggravating,
can scrub off, not even a bad split in a bowling
tournament, which is one of the many things in
which our friend shines. In short, on Easter
morning he was presented with a fine, strapping
boy, which, needless to say, is the picture of his
father. We are sure that the trade will unite
with The World in offering him their congratu-
lations.

Weymann & Sons are enjoying a lively call on
their various lines; in fact, so busy were they
that when your correspondent called on them
for the usual confab, none of the boys had time
for more than a handshake and a smile. At
least, this is something like it, and we hope to
see it continue.

The Columbia Phonograph Co. are meeting
with pronounced success here with their line of
Fonotipia records, and Manager Goldrup seemed
very well satisfied with things in general.

TALKING MACHINE DEALER FAILS.

A petition in bankruptcy has been filed against
Louis Sheiman, dealer in phonographs, 1960
Third avenue, New York, by these creditors:
Victor Distributing & Export Co., $1,999, and
Jacot Music Box Co., $1,213. W. E. Verplank
has been appointed receiver with authority to
continue the business temporarily. Liabilities
are $5,227, and assets $2,000.-

VICTOR VICTROLA AS ENTERTAINER.

tor Victrola, which gave selections from the
operas and late musical comedies, as well as sev-
eral popular numbers. The banqueters were
highly pleased with the entertainment, declaring
ic surpassed the usual orchestra music.

QUALITIES OF SOUND.

Importance of Understanding the Subject in
Making Both Talking Machines and Records
— A Study of Vibration and Its Value Es-
sential— Some Sound Advice.

A complete understanding of the qualities of
sound is of the utmost importance to the mak-
ers of both talking machines themselves and the
records, and continual improvement in the mak-
ing of reproducing attachments and also in the
system of recording shows a growing knowledge
of the subject. Sound may be classed under two
headings, music and noise. The former is caused
by a regular number of vibrations in a given
time, and the latter of an irregular number. The
middle C on a piano is the result of about 250
vibrations per second, that of an octave below,
125 vibrations. To go higher up the scale would
increase the number of vibrations proportion-
ately.

It is well known that the quantity of sound
decreases as the distance from its source in-
creases, due to the spreading of the sound waves
over a larger space. Naturally the more air to
be set in motion by the vibration the less their
power. To illustrate the principle pour a drop
of ink into a quantity of water. As it spreads
and mixes with the water it becomes weaker in
color, until, if there is sufficient water, it dis-
appears altogether.

The size of the vibrations also has a great
deal to do with the traveling qualities of sound.
If the string of a musical instrument is touched
lightly the vibrations are limited and the note
is soft. Should the same thing be struck vio-
lently the loudness of the note will increase in
proportion to the force of the blow.

Two notes of exactly the same pitch and
loudness but played on different instruments,
may be classified even by an amateur, owing to
different quality, the last of the three ways in
which musical notes can vary, the other two
being pitch and loudness.

A thorough study of these elements should be
made by those not already perfectly familiar
with them, for even a dealer will not find it
amiss to understand the principles of music in
dealing with an intelligent clientele.

APPOINTED VICTOR JOBBERS.

At the St. George dinner recently given at the
Hotel Ten Eyck in Albany, N. Y., the guests were
entertained, while discussing the menu, by a Vic

E. F. Droop & Sons Co., Washington, D. C,
have been appointed Victor jobbers, C. A. Droop
consummating the management upon a recent
visit to the Victor factory at Camden. This
house have long been Victor jobbers in their Bal-
timore store. They have one of the most com-
plete talking machine departments south of
Philadelphia and carry an immense stock of
both Edison and Victor machines, records and
supplies.

ecording Horn

RETAIL PRICE, $2.00

A Good Margin for Dealers and Jobbers

WRITE us FOR DISCOUNTS

AT This Horn is made of pure linen, moulded in
one piece without seam or joint, insuring the
best results for record making. Size, 25x6, the
correct proportion for this purpose. Handsomel}'
finished in black enamel and gold striped.

fll Dealers can increase their customers interest
by pushing the record-making possibilities of
the machine and further the sale of such articles
as these horns, blank records, etc., hy doing so.

The Pardcc-Ellcnbcrgcr Co.

NEW HAVEN, CONN.

THE TALKING MACHINE WORLD.

21

TRADE NEWS FROM PACIFIC COAST.

Improvement in Trade Continues — Arrival of
Fleet Causes Demand for Special Records —
Eilers Co.'s New Talker Department —
Mauzy's Zonophone Trade — Columbia Co.'s
New Quarters — News from Oakland — L. F.
Geissler a Visitor — Wiley B. Allen Co. Lease
New Building.

(Special to The Talking Machine World.)

San Francisco, Cal., May 4, 1908.
Coast talking machine business lias shown ma-
terial improvement during the month of April,
and up to the last week conditions have been
much more satisfactory than they were in Feb-
ruary and March. There has been a moderate
movement of nearly all lines of goods for the
city trade, while the country has come forward
especially well. Just now the local business is
a little upset by the anticipation of the fleet, as
the excitement works against any extensive buy-
ing. The coming of the fleet, however, has re-
sulted in a great demand for special lines of
records, on which some dealers have cleaned up
a good profit. Peter Bacigalupi & Son sold about
5,000 records of the new song, "Coming Around
the Horn," which has had a great run for a
month or so, and other dealers report similar
large sales on popular records. It was expected
that outside business would fall off considerably,
as large numbers of people are coming to San
Francisco next month, but so far there has been
little decrease. One favorable feature is a pros-
pect for large crops in most sections, which has
served to stimulate trade in the smaller towns.

The Eilers Music Co.'s new talking machine
department in the Market street store is now
running in good order. A large shipment of
stock was received about two weeks ago, and
the department was opened up very successfully.
The talking-machine demonstration rooms are
well equipped, and have been showing up to
great advantage. With a large part of one win-
dow devoted to talking machines, the company
has been doing a very satisfactory business for
the first month. The department is in charge
of Mr. McCracken, former*ly of the Portland
store of the Filers Piano House.

P. Bacigalupi, Jr., of Peter Bacigalupi & Son,
made a trip to 'Southern California early in
April. He says that the talking machine busi-
ness was a little quiet in Los Angeles at that
time.

Byron Mauzy reports considerable improve-
ment in the talking machine line since he has
been specializing on one line. With nothing
but Zonophone goods in his jobbing department,
he has been putting that line forward strongly
and with considerable success.

The wholesale department of the Columbia
Phonograph Co., in San Francisco, is moving
into a new location on O'Farrell street, in the
rear of the main retail store. Mr. Gray's office,
and probably Mr. Downe's also for the present,
will be in the rear of the store, and the addi-
tional quarters have been leased as a store-room
for stock. The new arrangement will save a
good deal of time and trouble, as formerly the
wholesale and retail departments were several
blocks apart, and frequent trips were necessary
between the stores. The stock is now being
moved, and the offices will be ready in a few
days.

Sherman, Clay & Co. have greatly enlarged
the talking machine department of their San
Jose store, putting in a separate demonstration
room and a complete equipment in the most
modem style.

Geo. W. Scott opened a store for talking ma-
chine goods recently in Richmond, Cal.

The Hauschildt Music Co., of Oakland, are
doing a lively business in this line. They are
advertising widely the undestructible record for
which they have secured the exclusive agency.

Sherman, iClay & Co. have had a steady run on
their new grand opera records, particularly the
sextette from "Lucia." As these sell for $7 each,
the business runs into considerable money. The
records are being strongly advertised, and made
attractive by large windlow displays, besides

being demonstrated on the Victrola. This, in
addition to the great interest taken by the public,
has caused a heavy demand. The stock has al-
ready been exhausted, and another shipment
is anxiously awaited. Mr. McCarthy, treasurer
of Sherman, Clay & Co., who has immediate
charge of this side of the business, is surprised
at the way the talking machine business keeps
up, while other lines are generally quiet. He
is enthusiastic over the Victrola, and states that
a steady demand for this instrument keeps the
amount of business fully up to that of last year.

L. Frederic Geissler, general manager of the
Victor Talking Machine Co., made a short visit
to San Francisco late last week, renewing old
acquaintances and visiting Sherman, Clay & Co.
Mr. Geissler was astounded at the growth made
by the city since the fire.

The Wiley B. Allen Co. have leased a build-
ing to be put up on Kearny and Sutter streets.
Provision is being made for a talking machine
department, which will occupy a large part of
the basement.

MILNER CO. EDISON JOBBERS.

The Cincinnati Concern's Latest Advance Step.

The Milner Musical Co., 25-27 West Sixth street,
Cincinnati, O., have bought out the Edison job-
bing agency of L. E. McGreal, of that city, and
will succeed that firm as wholesale representa-
tives for the Edison goods. The Milner Musical
Co. are widely known as successful dealers in pi-
anos, Edison phonographs and musical merchan-
dise. Joseph Milner, president, and Raymond
Strief, secretary and treasurer, are excellent
types of up-to-date, hustling music tradesmen,
and there is every indication that they will make
good as Edison jobbers.

HOEFFLER MFG. CO. STOCK CHANGES.

The Hoeffler Manufacturing Co., Milwaukee,
Wis., manufacturers of equipment for talking
machines and dealers in that line, have changed
their $150,000 common stock to $100,000 common
and the balance 7 per cent, preferred.

GabeFs Automatic Entertainer

'Y'HIS instrument is equipped
with twenty-four 10-inch
flat records, from which a se-
lection can be made, and both
needle and record are changed
automatically with one turn
of the handle.

'pHERE is a great demand
for the "Entertainer"

because of its many advan-
tages over other instruments
having a coin slot attachment.

JT is entirely automatic, and
the movements of the mech-
anism are in full view, which
is a great attraction.

■^HE records are easily
changed, and as there is
a variety, it will furnish any
kind of music desired.

■"pHE sound box is con-
trolled and led horizontally
over the record by a screw-
feed attachment. Therefore,
the record is reproduced more
clearly than by any other
talking machine on the
market.

'Y'HIS automatic screw-feed
machine entirely avoids
the record-fed sound box
patent and all other patents
controlled by talking machine
manufacturers.

JT is beyond question an ex-
cellent money-earner, and
so very simple that it can be
operated without any trouble.

WRITE FOR PARTICULARS TO

THe Automatic Machine and Tool Company

46-48-50 NORTH ANN STREET
CHICAGO

22

THE TALKING MACHINE WORLD.

Join the
Don't Worry Club

\\^hat's the use of worrying about
whether or not you'll get the goods
promptly every time you give your
jobber an order?

After you send the order, you
shouldn't have to give it another
thought. You ought to be able to
forget it and have your mind free
to look after other details of your
business. What's the use of wast-
ing your time and disgruntling your
customers and worrying yourself
when it isn't necessary?

All our customers are immune
from worry. They know we have
everything that's newest and best
in "\'ictors and Meter Records,
record cabinets, fiber cases, trumpet
horns, Engflish needles and other
accessories, and they need never
worry about their orders because
we're always ready for them. They
know that their orders will have
prompt attention — that we ship all
goods the same day the orders are
received. They know that we take
the best care of them and in turn
they can take the best care of their
customers.

The first step toward joining the
Don't Worry Club is to send for
our latest catalogue. The first or-
der you give us will make you a
full-fledged member, and when you
become a regular customer worry
will be a thing of the past and you'll
have no trouble in keeping in good
standing with your customers.

The Victor Distributing
and Export Company

83 Chambers Street, New York

McGREAL'S NEW ESTABLISHMENT

Formally Opened to the Public — 10,000 Visitors
on Opening Day Pay Tribute to the Enter-
prise of Mr. McGreal — Flowers and
Compliments Galore — Quarters Beautifully
Equipped — Sheet Music Department the
Latest Addition to the Business.

(Special to The Talking Machine World.)

Milwaukee, Wis., May 4, 1908.
Saturday, April 25, marked the opening by
Lawrence McGreal, wholesale and retail dealer
in the Edison and Victor talking machines and
records, of his new establishment at 172, 174, 176
Third street, which is among the largest and
handsomest talking machine houses in the
country.

Some 10,000 people thronged the place,
monopolized the retail department on the first
tioor, and even reached the spacious wholesale
rooms on the fourth floor. The full force of
fifteen clerks were kept employed all day dis-
tributing souvenirs and explaining and demon-
strating the Edison and Victor machines, es-
pecially the Victor Auxetophone and the big
Victor- Victrolas, which were a source of much
interest.

People of all classes were to be seen in the
new establishment, and among the visitors of
the day were the city olBcials, including Mayor
Rose, Treasurer Schoenecker, Controller Gawin,
Chief Janssen, of the police department; Chief
Clancy, of the fire department; Commissioners
Grundman and Sherer, and Alderman Koerner,
who all spent several hours of the afternoon
on a tour of inspection and listening to the
finest selections to be found in the McGreal
establishment.

Over 10,000 carnations and roses were dis-
tributed to the visitors. They in turn brought
elaborate floral offerings to Mr. McGreal, who
is one of the most popular business men of Mil-
waukee. One of the especially fine floral trib-
utes was the full-sized representation of a talk-
ing machine complete, with horn and all equip-
ments, done in flowers, which was the gift of
John Menge, the architect of the new building.
E. B. Genrich, a Victor and Edison dealer in the
city, also presented a unique floral design, and
the whole store was banked with flowers from
the leading business men of the city.

One of the unique souvenirs that was pre-
sented by the thousand to the visitors was an
elegant watch fob of pressed steel, representing
a Victor record on which was embossed the
well-known figure employed by the Victor ma-
chine in advertising, the dog listening to his
master's voice. On the reverse side of the fob
was the name of Lawrence McGreal. Victor dis-
tributer for Milwaukee and Wisconsin. The
whole was very neatly done and was the work of
the Schwaab Stamp & Seal Co., of Milwaukee,
while the idea originated with Mr. McGreal
alone.

One of the features of the new establishment
are the handsome booths, eight in number (four
Victor, four Edison), finished in mahogany and
French bevel plate glass, furnished with velvet
curtains and elegant chairs, built in octagonal
shape and with the best of acoustic properties,
that the records may be demonstrated to advan-
tage.

The establishment is truly a place of beauty,
and no expense has been spared in the slightest
of details. Huge, round leather settees are here
and there, and cozy corners are arranged at
convenient places. Pictures of the leading com-
posers dot the walls, while the ceilings of the
whole establishment are bordered with the Vic-
tor dog and the Victor machine.

The private and business offices in the rear
of the retail department are large and roomy,
and are fitted to correspond to the elaborate
furnishings elsewhere.

One of the innovations on the opening day
was the opening of a now sheet music depart-
ment, where a complete assortment of popular
and classical selections and teachers' supplies
are- to be found. It is In charge of Mitchell
piipojidg, ft young compose)- of note, wbp Uas

lately been in charge of the sheet music de-
partment at the Cincinnati establishment of
Mr. McGreal. "Noma," an intermezzo two-step,
a composition by j\Ir. Simonds, is proving very
popular. Mr. McGreal has discovered that many
people, after hearing a selection on the talking
machine, desire to possess the music of the piece,
and it is believed that the new department will
be very successful.

Mr. McGreal has the State agency for both
the Edison and Victor machines, and carries at
all times upward of 1,000 m.achines and 150,000
records, as well as supplies and repair necessi-
ties.

Mr. McGreal began business in ^Milwaukee in
1902, and since that time has made remarkable
progress. He has been successful in establishing
branch dealers all over the State. The past week
William E. Schmidt, salesman for Mr. McGreal,
started branch stores for the Edison and Victor
lines at Palmyra, Whitewater, Lake Mills, and
Janesville.

TALKOPHONE CO. AFFAIRS.

standard Metal Mfg. Co. Ask Court to Ascer-
tain Amount of Company's Indebtedness.

(Special to The Talking Machine World.)

Toledo, O., May 1, 1908.

In a pleading filed in Commpn Pleas court last
week the Standard Metal Manufacturing Co ,
in behalf of itself and other creditors, asks that
the court ascertain the amount of indebtedness
of the Talk-o-Phone Co., and enforce the stock-
holders' liability for a sufficient amount to pay it.

The Standard Co. allege that the liabilities
amount to $200,000; that Receiver Harry Ensign
has sold, under an order procured from the
court, all of the assets of the company to the
prejudice of the creditors; that he holds stock
in the concern and has made no attempt to en-
force the iiability of the stockholders; that he
has neglected to bring to the attention of the
court the claims of the creditors. It asks that
another receiver be appointed and that Ensign
be required to turn over the property of the
company to him.

The creditor says that by an agreement among
the stockholders the following amounts of stock
were issued without anything being paid for
them: Albert L. Irish, $162,000; George 0.
Metzger, $45,000; W. V. T. Bradley, $20,000; and
Rathbun Fuller, D. V. R. Manley, William P.
Tyler, F. G. Thompson and John P. McAfee, each
$5,000. Irish later sold his stock to iNIetzger, ii.
is alleged.

WATCHUNG
MOUNTAINS

Golf
Drives

■io Minutes from Broadwav and 90 Minutes from
Philadelphia.

Truell Hall/TT"

(Formerly Hotel Xclhcrwood.)
An Ideal Summer Home. Open All Year.

Erected at a Cost of One Half Million Dollars.

i

S Minutes from Station.
TEN ACRES OF BEAUTlFUl SHADE, HIGH AND DRY
NOT TOO HOT, NOT TOO COLD, JUST RIGHT. AMIDST JERSEY'S

PICTURE LANDS

JUaltliful Climate. E.vcellent Views.

Also Truell Inn and Truell Court.
Send for Booklet aiul Rales.

Him Moater)i Voice"

TttE TALKING MACHINE WORLD. M

INDESTRUCTIBLE CO. NEWS.

Signs Many New Jobbers Including Big Con-
cern in Halifax — Record Business Grows —
Increased Capacity of Factory and Labora-
tory— Introduce New Reproducer.

The Indestructible Phonographic Record Co.
have signed the following new jobbers during the
past month: Cochrane's Book Store, Palatka, Fla.;
J. A. McDonald Piano and Music Co., Halifax,
N. S.; James I. Lyon, Chicago, 111.; Hopkins
Bros. Co., Des Moines, la.; Ball-Fintze Co., Cin-
cinnati, O.; Ball-Fintze Co., Newark, O.; A. B.
Clinton Co., New Haven, Conn.; Early Music
House, Ft. Dodge, la.; Early Music House, Sioux
City, la.; Eclipse Musical Co., Cleveland, O.; Har-
ger & Blish, Dubuque, la.; Magruder & Co., Nash-
ville, Tenn.; McArthur Piano Co., Aberdeen, S. D.;
Montenegro-Riehm Music Co., Louisville, Ky. ;
H. E. Sidles Phono. Co., Lincoln, Neb., and R. C.
Smith & Co., Burlington, Vt. The McDonald Co.
are operating branches at Moncton, N. B.; Am-
herst, N. S.; New Glasgow, N. S., and Sydney, N.
S., and the others are well known to the jobbing
trade throughout the United States and stand
out prominently in their own localities as large
operators. The list of jobbers, which is shown in
their advertisement in this 'issue, shows many
of the old and well-known jobbing houses in
phonographic supplies.

The Indestructible Co. report that while they
are receiving many large orders for stock records
their orders for the current monthly selections
are increasing each month by leaps and bounds,
far in excess of their expectations. They are in-
creasing the capacity of their factory just as
rapidly as possible, and will, after May 1, occupy
four floors of their own large factory building,
at Albany, instead of three, as heretofore.

The work on the new building at their labora-
tory, 352 Livingston street, Brooklyn, is being
pushed rapidly to completion, and they will soon
have twice as much room as formerly. The lab-
oratory now covers a floor space of over 18,000
square feet and is five stories high.

With this issue of The Talking Machine World
the Indestructible Phonographic Record Co. are
introducing a new reproducer especially adapted
for use with their records. The reproducer is
equipped with a specially constructed wooden
diaphragm and a wedge-shaped sapphire repro-
ducing button, which is designed for the purpose
of more closely following the minute indentations
on the record. The new feature involved is that
a spring tension is attached to the floating
weight, which presses the reproducing sapphire
more firmly into the cut, thereby permitting of
a greater leverage so that the vibratory motion
is multiplied and the sound waves, therefore, are
much increased in volume. This additional pres-
sure on the sapphire ball is permissible on ac-
count of the fact that their records do not wear
out and have a hard surface. There are many
novel points about the reproducer. Their offer
to the trade and to the public, as shown in their
advertisement, is a:i extremely fair one, and
shows that they have unlimited confidence in the
reproducer.

SOME CHANGES IN ST. LOUIS.

(Special to The Talking Machine World.)

St. Louis, Mo., May 9, 1908.
•C. L. Byers has been promoted to succeed A.
L. Owen as retail manager of the St. Louis
Talking Machine Co., and M. B. Henry has been
brought from the Chicago store of the company
to fill the vacancy left by Mr. Byers. Mr. Owens
still remains with the company, but will be on
the road the greater part of the time.

James Bradt, manager of the London, Eng.,
oflice of the Columbia Phonograph Co., general,
came over in the latter part of April. He is
accompanied by Mrs. Bradt. May 5 he visited
P. V. DeGraw, assistant Postmaster-General, in
Washington, D. 'C, who was formerly manager of
the Columbia's Philadelphia ofiiee, and an old
newspaper man as well. Mr. Bradt in succession
was manager of the Boston, Philadelphia and
Baltimore branches of the Columbia Co.

IT PAYS TO ANSWER LETTERS.

How a Manufacturer in the Hardware Trade
"Got His Back Up" and Wrote a Very Saucy
Letter.

Those manufacturers and jobbers who have en-
deavored to sell by mail, and incidentally have
run across members of that class of dealers who
either through carelessness or discourtesy do not
acknowledge even personal letters, much less
business literature, will readily sympathize with
a certain manufacturer in the hardware trade,
who, having circularized a list of possible cus-
tomers without decided results, finally wrote them
the following letter:
"Mr. James Murphy, Chicago.

"Dear Sir: — 'Confound you, why don't you an-
swer me? I've been wasting postage on you for
two years, and you treat back door peddlers bet-
ter than me. You say something to them, any-
how. If you think I'm a pestiferous fool — why,
hang it, man, drop me a line to say so. It's this
uncertainty that is killing me.

"You know well enough that you're wasting
money on your old condensing process. You're
afraid to own up and say so. Maybe you're bliss-
fully ignorant of the fact, and haven't taken a
minute to think about it.

"We've sent you at least three booklets telling
you how this is, but I'll bet you a hat that you've
fired them without ever glancing at the name, as
fast as they arrived. I'll bet you never heard of
our condenser.

"Now, come back at me if you think I'm a-
liar — come back at me anyhow. Take pity on me
wasting postage on you, when I might be giving
the money to the orphans.

"Tell me what your situation is anyhow, and
let me send you that booklet. If you don't an-
swer this I'm going to frame your name and
hang it over my desk with the epitaph — 'The
Modern Mummy.' Hopefully yours,

"The Condenser Co."

BUSINESS RENEWAL IN BOSTON.

Betterment Continues — Helped by Grand Opera
Season — Eastern Talking Machine Co.'s
Generosity — Indestructible Line With Pike
Co. — Victor for the Governor.

(Special to The Talking Machine World.)

Boston, Mass., May 11, 1908.
Boston dealers in talking machines are smiling
their happiest over the unexpected renewal of
business during the grand opera season, which
means hundreds of dollars to them in the sale
of high-class records. For a number of years

Boston has been music hungry, but the grand
opera companies seldom came here, and the talk-
ing machine records of grand opera music were
not boomed. But this season has been extraor--
dinary. There have been three different operatic
companies here, and a fourth came this week.
Maybe the dealers didn't take advantage of it,
and fix up their windows with Red Seal and other
opera records! "It has brought to us a class
of trade that we never had before," said one
dealer this week, and his experience was but one
of many. Trade in general hangs at just about
the freezing point, with few prospects of a
change in temperature.

The Chelsea fire destroyed the store and stock
of Maurice Robinson, and the Eastern Talking
Machine Co. very promptly sent him a receipted
bill for his accouut, which was quite large. Mr.
Robinson has now started a store in Lynn.

Oscar J. Junge, the new general manager at
the Columbia Phonograph Co., has got settled in
his new quarters. The window displays here are
unusually attractive.

Among the trade visitors recently were "Doc."
O'Neill and J. C. Wales, of the Victor staff.

A new feature at the Eastern Talking Machine
Co. is the lining of the walls with huge plate
glass mirrors. This gives an effect of doubling
the apparent size of the store and is a big im-
provement.

"Removal 'Sale" is the war cry at the Iver
Johnson Co., and the stock is being turned very
quickly. In another week all of the departments
will be in the fine new building.

Mr. Scott, of the Edison traveling staff, was a
guest of Manager Andrews at the Boston Cycle
& Sundry Co., and he got a ride in Mr. Andrews'
new auto.

Messrs. Read & Read, owing to the building
of a new subway entrance in their building, have
removed to the Arcade building, where business
is reported as "bully."

At the store of the Pike Talking Machine Co.
a big demand is reported for the Indestructible
record. A big sign on the outside of the building
is acting as a good "puller" of patronage.

Governor Curtis Guild, who has been ill for
some time and more than once at the point of
death, bought this week a fine $100 Victor from
the Eastern Talking Machine Co. Lieutenant-
Governor Draper now owns one, and so does ex-
Governor John L. Bates. Governor Guild bought
a big stock of grand opera records.

The new warerooms of the Massachusetts In-
destructible Record Co. are now fitted up and
business is being developed there with unex-
pected rapidity. Mr. Gateley spends most of his
time "on the road."

The Value of
Quick Service

Every dealer appreci-
ates the value of prompt
service in filling orders.
Many who have sent in
orders have lost sales on
account of not receiving-
their goods shortly after
ordered.

Now, we make a spe-
cialty of the prompt and
accurate filling of all
orders. W e devote our

entire energies to the jobbing trade and having made a study of it for years we feel
fhat we are in a position to meet the requirements of retailers in the most satisfactory
manner.

When you are in Boston it will pay you to look over our establishment. You will
see one of the largest and most complete talking machine jobbing emporiums lo be
found in the United States. You will find that everything is carried which the talking
machine man needs— Machines, Records, supplies of all kinds and a number of special-
ties which we manufacture and control ourselves. It will pay you to get in touch with
us and if you are not coming to Boston, write us and your orders will receive our prompt
attention. You will have the advantage of our experience and long service.

Boston Cycle and Sundry (q,

48 Hanover Street ^ A Boston, Mass.

24

THE TALKING lilACHlNlE WOtlLt).

, RECORDS V

ir~' H

RECORDS

RECORDS

WW

Quality of Tone

Volume lo Sound

Mechanical
Superiority

Uniformity of
Executioi

Trutlitulness oj
Reproduction

Indestructibilil

Go see Our Jobber
in Your Locality —

Talk over the Record Situation with him — Hsten to the Indestruct-
ible Records — read over our Hst of Selections — and you will not
only be convinced that ours are the best records from a Musical
Standpomt, but you will immediately see their great Commercial
Value to you. The reason is; they are indestructible and the
people want them.

ESTABLISHED JOBBERS

American Phonograph Co., Detroit, Mich

American Tlkg, Mach. Co. 586 Fulton St., Brooklyn.N.Y.
W. D. Andrews. .. .Seneca St., cor. Wells, Buffalo. N. Y.

W. D. Andrews 218 E. Railroad St., Syracuse, N. Y.

Ball-Finfze Co Cincinnati, Ohio

Ball-Fintze Co 12 Canal St., Newark, Ohio

R. C. Bollinger 704 Garrison Ave., Ft. Smith, Ark.

F. Bullenkamp 922 Columbus Ave., New York City

O. C. Cadwell & Co. 127 Phillips Ave., S., Siou.K Falls, S. D.

.\. B. Clinton Co 33 Church St., New Haven, Conn.

Cochrane's Book Store Palatka, Florida

Conroy Piano Co. .S. W. cor. 11th & Olive Sts., St. Louis,
Mo.

Curtin's Music House. . .15 W. Gth Ave., Helena, Montana

Early Music House Ft. Dodge, Iowa

Early Music House 315 Court St., Sioux City, Iowa

Eclipse Musical Co 8070 E. 9th St.. Cleveland, O.

Edisonia Co 57 Halsey St., Newark, N. J.

Finch & Hahn 504 State St., Schenectady, N. Y.

Finch & Hahn 3 Third St., Troy, N. Y.

Thos. C. Hough... 714 Hennepin Ave., Minneapolis, Minn.

Hargcr & Blish 910 Main St., Dubuque, Iowa

Hopkins Brothers Co Dos Moines, Iowa

W. J. Killea 72-74 So. Pearl St., Albany, N. Y.

Knight Drug Co 103 Broughton St., Savannah, Ga.

James I. Lyons 192-194 Van Buren St., Chicago, 111.

Magruder & Co 27 The Arcade, Nashville, Tenn.

Mass. Indest. Record Co.... 72 Bedford St., Boston, Mass.

McArthur Piano Co Aberdeen, South Dakota

J. A. McDonald 41 Barrington St., Halifax. N. S.

Montenegro-Rheim Music Co. .523 3d Ave.. Louisville, Ky.

Musical Echo Co 1217 Chestnut St., Philadelphia, Pa.

Nat. Auto. Fire Alarm Co..G14-18 G ravier St., N. Orleans

Piano Player Co 16th & Douglas Sts., Omaha, Neb.

A. J. Pommer Co 829-31 J St., Sacramento, Cal.

Portland Talk. Mch. Co.. 418 Congress St., Portland, Me.

Powers & Henry Co 339 Second .-^ve.. Pittsburg, Pa.

W. H. Reynalds 167 Dauphin St., Mobile, Ala.

J. K. Savage 921 Franklin Ave., St. Louis, Mo.

H. E. Sidles Phono Co 13th &• P Sts., Lincoln, Neb.

Standard Music Co 9-11 E. 8th St., Chattanooga, Tenn.

Benj. Switky 27 E. 14th St., New York Citv

R. C. Smith Co 68 Church St.. Burlington, Vt.

Talking Machine Co 2007 2d Ave., Birmingham, Ala.

Wabash Music Co 823 Wabash Ave.. Terre Haute, Ind.

Whitney & Currier Co Toledo, Ohio

Perry B. Wliitsit 209-13 S. High St., Columbus, O.

.... , ^

\\m

:STR"DCT 'Brn \

L.

RECORDS \ .

Mi

THE TALKING MACHINE WORLD.

25

RZCQRDS

1^

RECORDS '

Wbt's'i'R'&'C^T'fBttj
RECORDS

Remarkable Advancement
in Sound Reproduction.

We give above a photograph of our new reproducer for Indestructible
Records. It gives results that are the marvel of the age. When played on
Indestructible Records it gives a full rich tone that is nearer a duplication of the
original than any sound yet rendered by any mechanical process. The wonder-
fully modulated tones of the Indestructible Record are emphasized by the use of
his marvelous reproducer and the wear upon the reproducer and record is
reduced to the minimum. The volume of sound, the full rich quality of tone, the
truthfulness of reproduction, the musical value, and the mechanical accuracy are
greatly increased by the use of the Indestructible Reproducer. This reproducer
should be played only on Indestructible Records. It will destroy wax records.
These reproducers are now handled by our Indestructible Record jobbers.
Dealers should get into immediate communication with them and secure a stock.
They retail for the present, at $3.00 each. This price permits everyone interested
in our records to benefit directly and enjoy immediately this remarkable develop-
ment in sound reproduction.

Our Otter.

For the present our jobbers will sell these reproducers to the dealers with
the understanding that any reproducer purchased from the jobber by a dealer
may be returned before October ist, 1908, and full credit will be given less the
expense of transportation. Our dealers will sell these reproducers to the public
with the understanding that they are to be given one week's trial. If at the end
of one week the reproducer does not give entire satisfaction it may be returned
and the dealer is to refund the money to the purchaser.

THE INDESTRUCTIBLE PHONOGRAPHIC RECORD CO.

By BRIAN F. PHILPOT, Manager.

Albany, N. Y., U. S. A.

, RECORDS f-

: RECORDS

i '^1

26

THE TALKING MACHINE WORLD.

PRACTICAL SUGGESTIONS AND COMMENTS

ANENT DEFECTIVE MACHINE PARTS.

In order that the position of the Victor Co.
might be understood in regard to adjusting
claims for defective and broken machine parts
they have sent out a communication in which
they set forth their attitude as follows: "The
Victor Talking Machine Co. will replace, free of
charge, through its distributers, any broken or
defective machine parts, whenever the breakage
or defectiveness is traceable to causes governed
by the Victor Talking Machine Co., or will re-
pair, within a reasonable time after shipment,
without charge, at the factory in Camden, any
inherently defective machines, providing trans-
portation charges are- prepaid. Claims for ex-
change of parts must be accompanied by full
data, giving type and serial numbers of machines
from which parts were taken, also stating cata-
log numbers of such parts, and, wherever pos-
sible, the cause for the breakage. These defec-
tive parts must be submitted for examination
upon request. No claims for springs will be con-
sidered unless the two ends of each spring, prov-
ing them to be Victor springs, are submitted in
addition to the above data. No returned ma-
chine parts or machines will be accepted either
by the Victor Talking Machine Co. or by its dis-
tributers unless a specific grant has been issued
for the return of them, and unless transportation
charges are prepaid. Dealers and distributers
are not authorized to make repairs at the expense
of the Victor Talking Machine Co.

ALTERATION OF MACHINE EQUIPMENT.

No license or permission is granted for the
alteration of any part of, or any addition to any
Victor machine, nor for the substitution for any
part of any Victor machine of a part not made
by the Victor Talking Machine Co. Victor ma-
chines or outfits must be sold and delivered ex-
actly as catalogued by the Victor Talking Machine
Co. The exchange of Victor horns for other
makes, or the substitution of other horns for
Victor horns, is absolutely prohibited.

TIME CONTROLLED PHONOGRAPH.

A time-controlled phonograph has been in-
vented by Dr. J. E. Hett, of Berlin, Ont. It is an
arrangement of the clock and phonograph, so that
at any predetermined time of night or day, but
especially in the early morning, sweet sounds
may fill the sleeper's room and so awaken him.
Now the sounds that are first impressed upon
the brain may' be a march by Sousa or any other
musical selection that may be desired, and as it

is generally believed that the first thoughts which
are induced on awakening by external sugges-
tion cling to a person more or less tenaciously
throughout the day, it is obvious that these
should be sweet and pleasant instead of harsh
and uncomforting. To determine the correct-
ness of the above supposition the doctor com-
menced a series of experiments, and, as a result
of numerous investigations upon himself, he be-
came convinced of the verity of it, and in the
end devised the combination referred to. The
mechanism is very simple and consists of a
spring which trips a lever attached at one end
to an ordinary alarm clock, while at the other
end a cord which passes over a pulley is con-
nected to the starting lever of the phonograph.
The case contains three ordinary dry-cell bat-
teries, and when the alarm lever of the clock is
tripped the phonograph is not only started, but a
miniature four-volt lamp is also turned on and
lighted. The light may, however, be turned on
or off at pleasure and the phonograph operated
likewise at will.

REPRODUCTION OF RECORD GROOVES.

Writing to the New Phonogram a reader asks
for information regarding the following: "A
friend of mine claims that if it were possible for
a skilful engraver to engrave grooves, corre- .
spending, under a microscope, to the grooves on
the outside of a phonograph record, the repro-
duction of these grooves would sound exactly
like the record, but that no engraver is skilful
enough. I claim that it is not impossible for the
engraver to do this on a small scale, but that
all the engraving in the world would not cause a
note of music. Which of us is right? Is the
sound dependent on the shape and depth of the
grooves alone, or is some principle involved
which we do not understand? If the engraver's
work showed under the microscope like a record,
would there still be a difference, if so, wherein?"

The reply by the editor to this rather odd in-
quiry is most interesting, and reads as follows:
"If an engraver was skilful enough to absolutely
imitate the grooves on an Edison record, his work
would reproduce precisely the same as the
original record. The best proof of this is the fact
that in the daj's of the old wax record a dupli-
cating process was employed in making copies of
the original. This duplicating machine was a
contrivance in which one sapphire followed the
grooves of the original record, and another sap-
phire engraved the same gi'ooves on a wax blank,
all in a purely mechanical manner. This opera-

No. 122

Cylinder Record Cabinet
A Good Cabinet at a Rcasonahle Price.
Holds 125 Cylinder Records. Height,
32V4 inches; Width, 17% inches; Depth,
17i4 inches; Shipping Weight, 70 lbs.,
crated. Quarter-sawed Oak top, front and
back. Finish: Golden or Mahogany. All
four sides and back rubbed and polished.
Note raised panel drawer fronts.

Price $1.^.00 List.

HumpKrey
Record

Cabinets

All Styles
All Sizes
All Finishes
At the Right Prices

Ready for Immediate
Delivery

Send in your orders

HUMPHREY BOOK CASE CO.

DETROIT, MICH.

tlon was, therefore, precisely the same as if the

duplicate record had been done by an engraver.
It would be exceedingly difficult to puplicate the
grooves on a talking machine record, because of
their minute variations, one from another. If
you will look at several records under a micro-
scope you will appreciate the minuteness of this
variance. The sounds are dependent upon the
shape, depth' and width of the grooves. Every
separate sound spoken or sung to the phonograph
makes an indentation as distinctive as the let-
ters of the alphabet, and the same sound repro-
duced under precisely the same conditions as to
diaphragm, blank, etc., would make precisely the
same indentation. As a matter of fact it is al-
most impossible to repeat any sound twice alike.
The word 'Hello' might be said many times by
the same individual, and the reproduction would
be found to make grooves varying in some slight
particular. The slightest shade of difference in
a sound affects the character of the indentation."
ANENT RECORD FILMS.

Some two years ago, in this publication, quite
some attention was given to an American in-
vention of producing records on a band or film
which would play instrumental or vocal numbers
for any length of time desired; in other words,
not confining the record, as now, to a limited
space as in cylinder or disc. The American de-
vice, however, did not work out satisfactorily
either as a practical or commercial proposition.
We now note that Alexander Newman, formerly
of the International Favorite Record Co., has
brought forth a somewhat similar invention
which several German experts claim is "destined
to revolutionize the talking machine trade." It
consists of a band or film, upon which the sound
waves are reproduced either photographically or
mechanically. These films can be made in any
and every length; hence the longest piece of
music or speech can be reproduced without in-
terruption. The value of this for commercial,
artistic and scientific purposes will be apparent
to everybody. A very thin, yet strong material
is used, which is also absolutely impervious to
atmospheric conditions. The film can be rolled
up into a very small space.

A NEW WAX.

A wax from the rafla palm of Madagascar is
expected to prove a substitute for beeswax. The
leaves of the palm are beaten to small frag-
ments on a mat and then boiled, the wax so ob-
tained being collected and kneaded into small
cakes. The new material is being tested for
bottling purposes, phonograph cylinders, etc.

ANDREW HOAG TO JAPAN.

Andrew Hoag, formerly factory superintendent
of the Universal Talking Machine Mfg. Co.,
Newark, N. J., and more recently said by Fred
Matthews, manager of the Indestructible Phono-
graphic Record Co.'s recording laboratory,
Brooklyn, X. Y., to be associated with them, is
reported as being on his way to Japan, for the
purpose of establishing a record pressing plant.
Mr. Hoag's movements are being followed with
much interest by those who were associated with
him here.

NEW ORCHESTROPHONE DESIGNS.

The Orchestraphone Co., of Kansas City, Mo.,
are making a number of important changes in
the design of their cabinet, and expect to have
instruments ready for the trade early in June.
An important announcement regarding the new
Orchestraphone model will appear in The "World
next month. Their inability to supply orders
sooner than June prevented them from occupy-
ing their usual space in these columns this
month.

Among the exhibitors at the Merchants' Expo-
sition and Pure Food Show, recently held in
Houston, Tex., were the Texas Piano & Phono-
.s;raph Co., of that city, who displayed a number
of talking machines of different makes, as well
as one of their leading pianos. Their booth was
a center of attraction throughout the period of
the show.

THE TALKING MACHINE WORLD.

27

EFFECTS OF TRADE DEPRESSION

Upon the Talking Machine Industry — Some In-
teresting Views by J. Newcomb Blackman
Which Are Well Worthy of Close Perusal —
The Value of Restricted Prices in Maintain-
ing Trade Stability — Stocks Which Are Not
Depreciated in Value — The Foundation of
the Talking Machine Trade Is Solid.

It is generally conceded that all business has
been effected by the general depression, which
started with the financial panic last October, and
has been felt throughout the country since that
time. The country before this period was con-
sidered at the height of prosperity, from what
appeared on the surface. During the present
depression the "light" has been "turned on," and
it will be well for manufacturers, jobbers and
dealers of talking machines and supplies to care-
fully note what it reveals.

You will have no trouble in finding people in
our line who condemn the talking machine busi-
ness at the present time, but their opinion is
probably based entirely on the fact that sales are
not as large as they were a year ago. Most things
are judged by comparison and the present condi-
tion of the talking machine industry is no excep-
tion, to this rule. Let us, therefore, compare the
effect of the business depression on the talking
machine industry as compared with other lines
of, not only luxury, but business in general.

In what line of business will you find the
statement that sales are larger than they were a
year ago? It is not likely that you can name
one case. In this respect we will say that the
comparison is about the same, although you will
find that as compared to other articles of luxury
the talking machine business has not shown as
large a decrease in sales and has certainly more
than held its own. Don't overlook the fact, how-
ever, that the word sale does not always mean
profit. How many sales at the present time
made in other lines of luxury, or even what
might be termed staple lines, are bringing the
same profit?

Is it not true that most articles sold through-
out the country in general business are regulated
very largely by the law of supply and demand,
and that prices fluctuate accordingly? Will you
not therefore find that in most lines of business
the manufacturer, jobber and dealer is not only
selling less goods, but selling them at lower
prices than he anticipated or expected would be
necessary when they were purchased? It will
be very easy for you to figure the damage this
does, not only through the dwindling of profit,
but by the depreciation of the value of stock on
hand. We will compare this condition with what
we find in the talking machine industry based
"of course" on goods sold under price restrictions.
We find that sales are less, but we do not find
that values have depreciated. The dealer still
gets full price for machines and records, so that
although he must suffer a little temporarily by
the loss in sales he makes the same percentage
of profit and stock on hand has not depreciated
in value on account of the business depression.

This condition illustrates the value of re-
stricted prices and every jobber and dealer at the
present time, to be fair, should first compare the
talking machine business with other lines in
general before attempting to criticise the former.
If he does this, and will make a fair comparison,
I think he will agree that the talking machine
business has more than held its own in sales
and stands in a class by itself in regard to values
being maintained. It is not a bad thing to be in
the talking machine business during a business
depression, if you handle lines that are sold
under restricted prices, and the present test
should be recognized as a valuable guide to the

future policy of manufacturers, jobbers and
dealers.

You will note by my remarks that I am a
strong advocate of the policy of the leading talk-
ing machine companies in insisting upon a main-
tenance of prices from the time the goods leave
the factory until they are paid for by the retail
purchasers at the full list price. This naturally
requires a firm stand on the part of the manu-
facturer in order to enforce conditions that will
insure the jobber and dealer maintaining prices
and preventing unfair competition. Suppose
most of us jobbers and dealers were not sur-
rounded by this cloak of protection at the present
time and during the last few months.

Have you considered what might have resulted
and what good cause you would have had for
complaint, not only on sales, but with the meth-
ods employed in this business? Certain dealers
who have been unable to meet their accounts as
promptly as jobbers would expect would have
been forced to dispose of their stock at prices
that would ruin the trade in that vicinity. A
dishonest dealer could have auctioned his stock
off and disappeared thus, not only hurting values
in that territory, but causing the jobber a certain
loss. This class of dealer is now held in check,
for it is generally known by auctioneers that they
have not the same liberty in selling talking ma-
chines under the hammer that they find in other
lines.

This may have kept many a dealer in the
straight path and the jobber's pocketbook in a
better condition than had the situation been
otherwise. The dealer who would like to dis-
pose of his stock and has, to a certain extent,
been attacked with what might be termed "cold
feet," I claim, is benefited because he is unable
to quit so easily at cut pi ices, and at the same
time injure others in the trade, for he will prob-
ably "stick to the ship" and "weather the storm."
There are cases where dealers will not be able
to do this, but these are handled in such a diplo-
matic way by the manufacturer that failures, so
far, have not resulted in injuring the mainten-
ance of prices. With jobbers the situation is
practically the same. Many who handle talking
machines as a side line and are not sufficiently
interested financially would not hesitate to turn
their stock into money in ways that would be
injurious to the business in general. The manu-
facturers themselves are forced to maintain the
policy which they have inaugurated, although I
have no doubt that they would have plenty of
opportunity to keep busy now if they were to
accept ruinous propositions from cut price mer-
chants, who would like an opportunity at the
present time to advertise, at cut prices, goods
known throughout the world as standard in price.

This depression of business must be only tem-
porary for the foundation of prosperity is still
here. I believe it will have a wholesome effect
on the country and on every individual, whether
he he an employer or an employe. If he makes
use of the lesson that it has taught he will
realize (if an employer) that there are certain
methods which he may have used in competing
that are not safe, risks that must not be taken
again, and that in time of prosperity his meth-
ods must not be such that they cannot stand
the inroads of adversity. The employe will
realize that when it comes to the question of
the supply being more than the demand it is
the employe who has worked for something more
than his salary that will hold his position and
will be considered a part of the organization
who has contributed to the building and will
therefore remain a part of the structure.

I do not want to get away from the subject,
but I do want to impress the reader that I hon-
estly believe that the foundation of the talking
machine business rests on restricted prices.

which have been, and I am convinced will con-
tinue to be, accepted by the public, because there
is value behind the price. People don't have to
buy talking machines and records, and it is
therefore no injustice to insist upon their pay-
ing a fair price in order that the industry may
advance and further improvements be shown,
for without a fair profit to the manufacturer,
jobber and dealer the field will soon cease to be
profitable and the industry would go backward.

During the past few months, and possibly
through the summer, the manufacturer will
make use of the present slackening of business
and prepare to stimulate the business with im-
provements or conditions that will not only make
the talking machine industry as desirable as
ever, but probably more so. The jobber who
maintains a suitable stock of goods will hold
what trade he has and probably draw trade from
others who must suffer a loss of business, be-
cause they have not had the required amount of
optimism to keep them alive. The dealer who
maintains a suitable stock and puts in all his
spare time in getting in touch with everyone in
his territory will be known and remembered in
the fall when, I believe, everything will again
have assumed a good momentum.

At that time those who have not stood the
test were probably in a class that never helped
improve the industry and a weeding out process
allowed those remaining an opportunity to
quickly regain whatever may have been lost
during the depression. This article is based
upon my own experience and convictions, and
in coming from a jobber who handles nothing
but talking machines and has seen the industry
grow since the early part of 1898, it should be
representative in every respect and I trust will
at least remove some of the wrong ideas that
a few in the industry have had regarding the
talking machine business and cause them to
refer to it with the respect that it demands.

J. Newcomb Blackman.

INJUNCTIONS VACATED.

Moving Picture Men Must Obey the Law on
Sunday.

The injunctions against the New York police
obtained by several managers of theaters and
moving picture shows for the purpose of pre-
venting police interference at their Sunday per-
formances, were swept away last week by
decisions handed down by the Appellate Division
of the Supreme Court.

In deciding on the injunction obtained by A.
L. Shepard, manager of the Manhattan Theater,
the court, in an opinion written by Justice In-
graham, referring to a rumor that Police Captain
Kelleher had threatened to stop moving pictures
in the theater on Sunday afternoon, stated that
the injunction practically barred the police from
the premises except to serve warrants, which
could only be obtained upon evidence that a
crime had been committed. In other words the
theater was segregated from the rest of the New
York City territory during a considerable por-
tion of each Sunday and the police were power-
less to enforce the criminal law during that
period and crime could be committed with im-
punity. It was made clear in the decision that
the court of equity, which had issued the in-
junctions, had no jurisdiction, not being em-
powered to shield criminals from arrest.

EVERY EMPLOYE AN ABVERTISEMENT.

Every employe is an advertisement of one
sort or another. If he cannot be a good adver-
tisement he has no right to be a bad one.

THE TATSCH PERMANENT NEEDLE

PATENT APPLIED FOR

FOR ALL DISC
TALKING MACHINES

Never has to be changed nor adjusted. Does not wear the Record. Retail Price $2.00. Sent to Jobbers and Dealers post paid for $1.00. For further particulars
and prices address :

TATSCH COAIPAIVV, 33 1 S. Spring street, UOS AINGBU,ES, CAUIHORIVIA.

28

THE TALKING MACHINE WORLD.

STEVEN'S MEXICAN TRIP.

Business Conditions Fairly Good — Visited the
Principal Cities — Relates an Amusing Ex-
perience— Call Is for Expensive Phonographs
— Dealers Conform to One Price Argument —
An Interesting Chat With the Versatile Man-
ager of the National Phonograph Co.

Walter Stevens, manager of the National Pho-
nograph Co.'s foreign department, after being in
Mexico since March 16, got back to New York
May 2, coming by rail the entire way. When
seen by The World shortly after his arrival, and
referring to his trip, which evidently had many
pleasant remembrances, he spoke as follows:
"Business, generally speaking, has fallen off
some in Mexico, out of sympathy, doubtless, with
conditions in the United States; and naturally
so, as both countries are so closely connected.
Mining, you know, is the important industry in
Mexico, and that is now looking up.

"You know our business in Mexico is conducted
by a separate company, who act as general dis-
tributers for the whole republic, with headquar-
ters in the capital and jobbers in the principal
cities. The business is exclusively conducted
through that company the same as in Europe.
Our recorders are still down there, and we will
add fully 300 new selections — vocal and instru-
mental— to our catalog before they return. We
expect to do a tremendous trade in Mexico, and
are surprised our existing business has been so
little affected.

"I visited the principal cities — Orizaba, Cor-
dova, Vera Cruz, etc., besides the City of Mexico
— and had the pleasure of meeting every one of
the Edison jobbers, who spoke most enthusiasti-
cally of their prospects. I was pleased also to
meet E. N. Bums, of the Columbia Phonograph
Co., who called at my hotel, and whom I accom-
panied on my way home as far as San Antonio,
Tex. He is a very fine gentleman, indeed. 1
also met Henry J. Hagen, with the Universal
Talking Machine Mfg. Co., of Newark, N. J., a

\

WALTEB STEVENS.

capital fellow, also, who knows his business thor-
oughly.

"On my way down I had a rather amusing
experience. As the train stopped at a way sta-
tion, or water tank, I stepped outside of the car
to look around, when I heard the most beautiful
voice singing a native song. After listening a
while my curiosity was aroused, and to satisfy it
I determined to find out where the entrancing
music came from in that forlorn spot — there were
only a half dozen shacks in the place, crude
shacks. I traced the sound to the most dis-
reputable appearing of the lot, and pushing open
the door with my foot, I saw a half dozen peons
gathered about a phonograph listening to a
Mexican record. One finds them everywhere in
Mexico — in the palaces, hotels, homes, in the

mines, in the open camps, in the mountains and
on the plains; in short, in the most unexpected
spots. They are more popular and more appre-
ciated there than at home. The reason is easy to
understand, and therefore the sales are large
and constantly increasing."

Most of Mr. Stevens' time was spent at head-
quarters in Mexico City, where the company
occupy a handsome four-story building. He
found business conditions entirely satisfactory.
The demand for phonographs at present is mostly
among the wealthier classes. President Diaz is
said to still enjoy listening to the machine which
was presented to him several years ago by Mr.
Edison. Mexicans of every degree are intensely
fond of music. Every village supports its own
band, and concerts are given several times a
week in the "Alameda" or public park. Their
taste favors grand opera and even among the
most ignorant classes one finds enthusiasm for
the Italian classics.

One of the pleasantest and most surprising
features of the National's experience in Mexico
is the readiness with which dealers conform to
the one-price feature of the dealers' agreement.
This is considered remarkable for the Mexican
storekeepers are notorious price cutters. Offer
any Mexican merchant $75 for a $100 article and
the chances are it will be knocked down to you
without delay. There was some trouble at first
making them understand, but once the advan-
tages of price-protection were made plain to
them they got into line. Mr. Stevens reports
their Mexican manager, L. L. Lewis, is doing
finely in his new field and thinks Mexico City
the real garden spot of the earth.

The Ross P. Curtice Co., Lincoln, Neb., whole-
sale dealers in pianos and musical instruments
and jobbers of the Edison and Victor lines of
machines and records, have issued a clever house
organ called the "Curtice Phonometer," which
will be published monthly and mailed to their
customers in Nebraska, Northern Kansas, East-
ern Colorado, Wyoming and South Dakota.

SAVE Tl

LIFI

OF VOUR RECORDS

BY USINB

The Place Automatic Record Brush

FOR EDISON PHONOGRAPHS AND VICTOR TALKING MACHINES.

PATENTED{3^ePtejber^25^a„d_0ct^^^^^ 2. ,906

PRICE 15 CENTS-
CAN BE USED ON ALL PHONOGRAPHS

Ileraovcs lint and dust from roconl aiitonmtlcally. Savi-s .Sapphire from woarliic lint
and prevents r*8plnii sound. Insiires a perfect playinK record. It Is equally as elllclent
when recording. It Is too cheap to be without.

No. 1 nts Triumph. >'o. 2 Standard and Home. >'o. 3 Gem.

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Automatically cleans the Record Grooves and gives the needle a
clean track to run in. Insures a clear Reproduction and prevents
Record getting scratchy. Makes the Needle wear better. Dust and
dirt in the Record grooves wear the Record out quickly and grind the
Needle so it cuts the Record. SAVE THE LIFE OF YOUR
RECORDS.

pf^^^ SAMPLES sent "po" ""equest

- to any Jobber or Dealer
who don't li.'mtlle them. Write Now

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supply you write us for the name of one who will.

MANUFACTURED
BY

BLACKMAN TALKING MACHINE CO.

97 CHAMBERS STREET, NEW YORK

J. NEWCOMB BLACKMAN
Proprietor

"The White Blackmin"

THE TALKING MACHINE WORLD.

29

TIMELY TALKS ON TIMELY TOPICS

The music publisher — one of the oldest and
best known in the business — was talking with
The World about the copyright revision. He
took a broad view of the situation, as distin-
guished from the attitude of the people who
are engaged in producing popular music. The
latter are rabid about their so-called "rights,"
in the enforcement of which, per contract, the
writer or composer is as the lamb that proceeds
to the slaughter, according to information cur-
rent in circles concerning both. The gentleman
in question frankly said: "I will admit one
thing, and that is the enormously increased sale
of music within the past ten years, at least,
brought about, without any question, by the talk-
ing machine.

"The one instance I can speak of specifically
coming under my observation is the song, 'Silver
Threads Among the Gold.' Thirty years ago it
was the great hit of the town. Hundreds of
thousands of copies were sold. It run its course,
as popular melodies will, and the sales fell away
to almost nothing. About a year back the song
had a sudden revival, and now it is again selling
by the thousands. An investigation was made
by the owners of the copyright to ascertain, if
they could, and more from curiosity than any-
thing else, the cause of the later demand. It
was found that the talking machine people had
reproduced the song on their records for the
first time. The air appealed to an entirely new
generation, hence its revival and renewed popu-
larity.

"Very likely this may apply to other old-time
selections unknown, comparatively to the present
time, but of sufficient worth and strength to com-
mend them on their merits. The publishers can-
not get away from the fact that the talking
machine is a distinct and welcome element in
creating a demand for music outside of the
beaten paths followed by us all, and therefore
this new factor in developing our business —
which it certainly is — must be reckoned with.
At the same time, I insist the writer or the
owner of the copyright has basic rights that
cannot be ignored and should be overlooked when
a new copyright bill is being framed for con-
sideration by Congress."

Reports of more or less authenticity are heard
and discussed relative to the illegitimate dupli-
cation of disc records, more commonly termed
"dubbing." It is puzzling to the trade why the
sufferers by this fraudulent practice, and whose
business must be affected by the sale of these
spurious goods do not take prompt steps to
stamp out effectually and forever this petty
thieving. Concerns whose patents are trenched
upon have always been swift in invoking the
law's interpretation of their claims and the con=
sequent enforcement of judicial decrees in pro-
tection thereof. It may be possible that legal evi-
dence of sufllcient strength and importance is
difficult to obtain which would lead to the con-
viction and punishment of the "dubbers." Per-
haps other reasons may exist why court pro-
ceedings do not ensue. Nevertheless, the leniency
and apparent indifference shown in the premises
has occasioned no end of speculation in the trade.

A party whose name has been repeatedly men-
tioned in connection with "dubbing," now talked
of as about to enlarge his field of operations,
when questioned as to the legitimacy of his
business, invariably declared his goods were in-
tended for the export trade only, and were
absolutely unknown in the domestic market.
This may be so, but a representative of a com-
pany whose high-price discs are reported as
being liberally "dubbed," when in South Amer-
ica, said he had made it his business to look
and inquire for samples of the imitation, and
was unable to find a single one anywhere; and
what is more, -none had been known. This would

naturally give rise to the inquiry, then where
do these go? Perish the thought that they are
"worked off" on the home dealers!

Another interesting development of the "dub-
bing" situation is that a plant for this purpose
is to be established in Japan, the product of
which is not to be sent to the United States,
but to other parts of the world where tariffs
do not trouble. Extensive preparations for such
an establishment are chatted about in knowing
circles as having been made; and therefore some
foundation other than idle rumor may exist for
the report. After all is said and done, however,
in so far as "dubbed" records are concerned,
and that is, they cannot be compared in point of
quality to the originals from which the spurious
"master" has been made. This is the verdict
of a prominent music publisher who was at one
time heavily interested financially in enterprises
calling for the purchase of records on a large
scale, and therefore had the "dubbed" discs
brought to his notice as "cheaper but just as
good." Careful tests demonstrated the contrary.
Hence his opinion.

With the selection of hotel quarters at At-
lantic City, N. J., where the National Associa-
tion of Talking Machine Jobbers will assemble
in annual convention July 6 and 7, and of which
the particulars appear elsewhere in this issue of
The World, the work of securing a large atten-
dance will now be aggressively carried forward.
It is safe to say that a larger number of asso-.
elation members as well as dealers and attaches
of prominent manufacturing companies will be
present than ever before. There is good reason
for this, as this eminently practical organiza-
tion is not only deserving of support and com-
mendation, but is conferring benefits on its mem-
bership difficult if not impossible to obtain in
any other way.

It is this feeling that is animating the indi-
vidual members of the committee on arrange-
ments handling the convention. They are as-
siduous and persistent in their efforts to have
each and every one oa the roll pledge themselves
to be on hand in Atlantic City in July. At the
same time they are also carrying on an active
canvass to increase the membership. The chair-
man of the committee has had a number of
conferences with his colleagues when this sub-

ject has been brought forward, and plans dis-
cussed to carry out their views. It is believed
by the committee that every member will use
his personal influence with other jobbers and
there is no reason why 50 new firms could not
be enrolled before convention time. They aim
to have 150 on the list by then, an ambition
most laudable and worthy energetic encourage-
ment.

Another topic that is beginning to attract
attention is the choice of officers and the new
executive committee. One eminent jobber, who
is known as an indefatigable worker as well as
a man of versatility and resourcefulness in the
cause, expressed himself as follows on this moot
question: "When an association is young and
endeavoring to prove its usefulness to the trade,
and the officers are laboring together harmon-
iously and producing results, why should a
change be made? To me a policy that would
tend to disrupt the present pleasant relations
between the responsible officers — they are pulling
together admirably and have laid the founda-
tions of a substantial structure — is not only in-
advisable but fraught with danger. It is one
thing to select men for the different offices and
quite another to know they can fill them accep-
tably by attending to their duties. You know
it is the old story that a man may be very pop-
ular as such, but makes a mighty poor official;
or at least, shift his work on the shoulders of an
associate, and at the same time endeavor to re-
tain the entire credit, though derelict. In other
words, 'put up a front,' and that is all there is
to it. In my judgment just now the association
should take Abraham Lincoln's advice; that is,
not swap horses while crossing a stream."

Johbers complain that several supply manufac-
turers are according the "forty and ten" priv-
ilege to dealers not entitled to it by reason of
their not having earned admittance to that fav-
ored rank in failing to place an order of cor-
responding size. Where the "forty and ten" is
granted by machine and record manufacturers
it means the dealer has bought a specified
quantity of goods. The supply people who are
criticised do not, it is claimed, insist upon deal-
ers qualifying in the same way; but if they are
on this list in buying machines and records,
then the supplier accords the same rank. The
jobbers in question aver this procedure is an
injustice to them in selling the same specialties
to their dealers in turn. In other words job-
bers who have thus expressed themselves per-
emptorily decline to push any line of goods sold

The Diaphra^in Is King'

OUR LATEST NOVELTY IS THE

WOOD DIAPHRAGM

F'or IVlodel C and Columbia Reproducers

When subjected to the impact of sound, wood Is the most resilient of all known sub-
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pianos. No other material can take its place. By a new and novel process we have suc-
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PRICE, includlns Cross Head and Link, $1 EACH.

Norcross Phonograph Co.

New Lang Bldg., 662 Sixth Ave. (39th St.) NEW YORK CITY

30

THE TAIxKING MACHINE WORLD.

under the above conditions unless the dealer
qualifies.

Since the last issue of The World, the framing
of a copyright bill by the Patents Committee of
the Senate and House has progressed little if
any. The opposition to the compromise measure
on the part of the talking machine record manu-
facturers has been sufficiently effective to again
send everything "up in the air." The latest de-
velopments in the so-called "revision of copy-
right laws," are the amendments prepared by
Arthur Steuart, chairman of the copyright com-
mittee of the American Ear Association, at the
request of a member of the House Patents Com-
mittee. It is now ceitain no \a.^' will be passed
at this session of. Congress, if at the next. Pos-
sibly a bill may be reported out of committee,
but unless a compromise that can command- the
undivided support of everyone interested in the
musical sections is formulated and agreed upon
the prospects of a new copyright act will go
a-glimmering.

Finally the official transcript of the "Hearings
Before the Committees on Patents of the Senate
and House of Representatives on Pending Bills
to Amend and Consolidate the Acts Respecting
Copyright" has been printed. It is a formidable
volume of close on to five hundred pages, the
greater part of which is taken up with assaults
on the talking machine industry cn the part of
composers, writers, publishers, theatrical man-
agers et al. These biased and often grossly mis
leading and untruthful attacks are ab"y contra-
dicted by Horace A. Pettit, on the part of the
Victor Talking Machine Co.. Camden, N. J.;
Frank L. Dyer, for the National Phonograph Co.,
Orange, N. J.; S. T. Cameron, counsel, and Paul
H. Cromelin, president of the American Musical
Copyright League, for the Columbia Phonograph
Co., General. These hearings were warm ses-
sions from the effects of which the participants
have not yet scarcely recovered.

GRAPHOPHONE CONCERTS ATTRACT.

(Special to The Talking Machine World.)

Louisville, Ky., May 9, 1908.
The local branch of the Columbia Phonograph
Co., under the management of M. Silverstein,
recently inaugurated a series of concerts with
the aid of the Symphony Grand Graphophone.
The program consisted chiefly of extracts from
the best known grand operas, with popular
music during the regular intermission and a
great crowd of music lovers took advantage of
the opportunity to hear grand opera a la grapho-
phone. Among the artists heard, through the
medium of the records, were Kubelik the violin-
ist, Bonci the great tenor, the La Scala chorus
and others almost equally well known. The
first concert was a decided success both from an
artistic and business standpoint for, besides ob-
taining a number of machine prospects, the com-
pany sold a great many Fonotipia records on
the spot. The daily papers printed some very
complimentary notices of the concert.

LECTURE BY SEIGFRIED AAL.

On April 23 Siegfried Aal, general manager
of the Zed Co., Zonophone jobbers. New York,
delivered a lecture at Lafayette Hall, the Bronx,
on "Modern Languages," their importance and
the easiest way to learn them; illustrated on the
black-board and by phonographic reproduction.
This is one of the public lectures delivered un-
der the auspices of the Board of Education of
New York. Prof. Aal's address was listened to
closely, the phonographic reproductions on the
black-board ronf rihutlng greatly to its perspicu-
ity.

It Is learned that A. P. Petit, whose connections
with the trade are known from coast to coast,
and who returned last month from a European
trip with Mrs. Petit, Is about consummating an
Important connection In the talking machine
business. "A. P." has the good wishes of a large
circle of friends In his new undertaking.

THE EDISON IN BUENOS AYRES.

One of the Thriving Branches of the Great
American Company in South America Which
Is Under the Management of T. J. Kennedy.

One of the thriving establishments selling Edi-
son phonographs and records in South America
is the Compania Edison Hispano-Amerieana, lo-
cated at Viamonte 515, Buenos Ayres. This
branch of the National Phonograph Co. is in
charge of T. J. Kennedy, who is shown standing

H.J.HAGEN BACK FROM MEXICAN TRIP. -

Among the distinguished trio who were in
Mexico for six weeks was Henry J. Hagen, man-
ager of the recording laboratory of the Universal
Talking Machine Mfg. Co., in New York. No
more popular recorder is known in the business
than Henry, and the "talent" are always ready
to "make good" without cost or price, evsn when
they may be legitimately entitled to it. In other
words, the artists will go out of their way to
render him a service anj' time. Well, Henry

EXTEBIOR OF BUE.N

in the right hand door under the company's sign
in the illustration of the company's building
shown herewith. This company, according to
the editor of the Edison Phonograph Monthly, is
making excellent headway in extending the sale
of Edison phonographs and records, and in fact
all Edison products, in South American coun-
tries. Jobbers and dealers are rapidly being
established and a large volume of business has
been created. South America is regarded as
being a great future field for Edison phono-
graphs and records, the name of Edison being
held in the highest esteem in those countries.

OS ATEES BKAXCH.

sailed into port on the "Morro Castle" April 25,
coming from Vera Cruz. Mr. Hagen is none too
loquacious when talking to the inquiring news-
paper man, but he did say this; "Trade might
be better in Mexico. A tritle slow now. I was
very successful in getting what I went after in
the way of native records. Everybody in the
trade there speaks in the highest terms of The
Talking Machine World."

WILLIAM McARDLE RESIGNS.

G. S. HOBBS FAILS.

G. S. Hobbs, dealer in talking machines, cigars,
etc., 1103 Michigan avenue. West Pullman, 111.,
filed a voluntary petition in bankruptcy last Fri-
day. He schedules his liabilities as 12.656 and
his assets as $2,184.

Wm. McArdle, who for a number of years
traveled for the Hawthorne & Sheble Mfg. Co.,
Philadelphia. Pa., going abroad for them last year
to establish an agency in Europe for their prod-
ucts, and who has been recently attached to the
wholesale department of the Columbia Phono-
graph Co., general, just completing a trip south,
resigned his position on May 1. "Mac" is well
and favorably known throughout the trade.

THE TALKING MACHINE WORLB.

31

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Records easily found
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32

THE TALKING MACHINE WORLD.

MR. MURRAY'S NEW MOVE.

Secures an Interest in the Wooden Phonograph
Horn Co. of Syracuse — Severance from Co-
lumbia Co. Regretted.

Thomas L. Murray, who has been with the
Columbia Phonograph Co., General, New York,
for nearly eleven years, covering the eastern and
Middle West territory — in fact, has represented
the company in possibly every section of the
country — resigned his position early in the month
to go in business on his own account. Tom, as

THOMAS L. MtTEEAT.

he is familiarly known throughout the trade, has
bought an interest in the Wooden Phonograph
Horn Co., Syracuse, N. Y., for he is a man of
means, as well as a very successful salesman.
Some new models and designs in the wooden
horn line will be put out at once under the
energetic management of Mr. Murray, and the
plant will be utilized to the full capacity. Mr.
Murray's departure from the Columbia Co.'s
service is greatly regretted by the executive
officers and the entire staff, and his going is
followed with the good wishes of them all for
his continued success in his new field of activity.
In this The World joins most heartily.

Among the visitors to New York recently were
Fred E. Lockwood, of Frederick E. Lockwood
Co., Norwalk, Conn., and C. E. Searles, Peeks-
kill, N. Y.

UNIVERSAL CO. ACTIVITY.

Complete Zonophone Catalog Just Out — Recent
Acquisitions of Jobbers Most Valuable —
Superintendent MacNabb a Busy Man.

The Universal Talking Machine Mfg. Co., New-
ark, N. J., have just issued a complete record
catalog which includes all domestic selections
in both 10 and 12-inch sizes, made up to April
1st, as well as a list of German, Bohemian
and Hungarian records. Speaking of them the
company say: "In recommending to you for
purchase the list of selections as given in this
catalog, it is our honest opinion that they are
the finest that can be produced. The improve-
ments in manufacture that we have made dur-
ing the past year do not, however, only apply to
our recent monthly issues, as all the older selec-
tions of questionable tone have been remade by
this process, therefore we are confident that in
this entire list there is not a record unworthy
of the approval of the most exacting taste." At
the same time a machine catalog dealing with
the new Zonophone was printed.

Later they published a "Numerical List of
Zonophone Records," including June ten inch
supplement twelve-inch lists "A," "B" and "C,"
as well as the ten-inch cut outs.

What the Universal Co. regard as among the
most valuable of their recent jobbing acquisi-
tions are the firms of Byron Mauzy, of San
Francisco, and Graves & Co., of Portland, Ore.
Both these accounts were secured by J. D. Beek-
man, manager of sales, during his trip on the
Pacific coast, from each of whom he received
large initial orders.

In addition to his duties as vice-president and
general manager of the Universal Co., J, A.
Macnabb is also superintendent of the plant.
With his bi-weekly trips to the recording labora-
tory in New York, "Mac" finds little idle time
on his hands.

OUR FOREIGN CUSTOMERS.

Amount and Value of Talking Machines
Shipped Abroad from the Port of New York.

(Srecial to The Talking Machine World.)

Washington, D. C, May 6, 1908.
Manufacturers and dealers in talking machines
will doubtless be interested in the figures show-
ing the exports of talking machines for the past
five weeks from the port of New York:

APRIL 13.

Buenos Ayres, 56 pkgs., ?1,445; Cartagena, 3
pkgs., $285; Colon, 5 pkgs,, $114; Guayaquil, 4
pkgs., $122; Hamburg, 2 pkgs., $134; Havana,

3 pkgs., $170; 8 pkgs., $232; Havre, 54 pkgs.,
$1,090; Helsingfors, 7 pkgs., $468; London, 55
pkgs., $2,869; Melbourne, 3,654 pkgs,, $30,072;
Milan, 5 pkgs., $147; Puerto Barrios, 2 pkgs.,
$173; Stockholm, 2 pkgs., $131; Vera Cruz, 10
pkgs., $268; Vienna, 8 pkgs., $216.

APRIL 20.

Buenos Ayres, 211 pkgs., $10,545; Callao, 2
pkgs., $391; Hamburg, 3 pkgs., $250; Havana, 21
pkgs., $2,030; Kingston, 9 pkgs., $240; Laguayra,
1 pkg., $152; London, 90 pkgs., $5,052; 3 pkgs.,
$113; 49 pkgs., $1,827; Montevideo, 2 pkgs., $927;
Port Limon, 17 pkgs., $307; Puerto Barrios, 25
pkgs., $795; Savanilla, 3 pkgs., $334; Surinam,
6 pkgs,, $182; Valparaiso, 17 pkgs,, $387; Vera
Cruz, 25 pkgs., $889.

APRIL 27.

Berlin, 3 pkgs., $206; 64 pkgs., $1,707; Bombay,

4 pkgs., $189; Calcutta, 5 pkgs., $355; 6 pkgs.,
$144; Corinto, 5 pkgs., $233; Havre, 6 pkgs.,
$438; Havana, 11 pkgs., $115; Liverpool. 18 pkgs.,
$2,500; 2 pkgs., $216; London, 19 pkgs,, $3,299;
Matanzas, 1 pkg., $100; Melbourne, 281 pkgs.,
$6,965; Rio de Janeiro, 29 pkgs., $1,512; South-
ampton. 2 pkgs., $231; Tamplco, 2 pkgs.. $126:
Valparaiso, 2 pkgs.. $288; Vera Cruz, 3 pkgs.,
$150.

MAY 2.

Alexandria, 8 pkgs.. $375; Buenos Ayres. 273
pkgs,, $7,667; Colon, 10 pkgs.. $322; Corinto, 8

pkgs., $144; Havana, 2 pkgs., $136; Havre, 3
pkgs., $504; Kingston, 6 pkgs., $195; Limon, 7
pkgs., $100; Liverpool, 1 pkg., $145; Melbourne,
24 pkgs., $924; Montevideo, 23 pkgs., $2,305;
Para, 13 pkgs., $1,163; Penang, 27 pkgs., $1,042;
Trinidad, 21 pkgs., $726; 1 pkg., $736; Vera Cruz,
16 pkgs., $384; Valparaiso, 137 pkgs., $1,250.

MAY 9.

Acajutla, 1 pkg., $100; Bombay, 2 pkgs., $110;
Cardiff, 7 pkgs., $182; Calcutta, 6 pkgs., $115;
Colon, 23 pkgs., $111; Havana, 1 pkg., $101;
Havre, 8 pkgs., $300; Kobe, 13 pkgs., $504; Lon-
don, 6 pkgs., $340; 46 pkgs., $1,420; 12 pkgs.,
$654; 12 pkgs.. $590; Manila, 31 pkgs., $1,999;
Melbourne, 188 pkgs., $5,801; Paramaribo, 2 pkgs.,
$126; Puerta Cabello, 2 pkgs., $150; Rio de Ja-
neiro, 7 pkgs., $995; St. Johns, 8 pkgs., $100;
Savanilla, 5 pkgs., $208; Vera Cruz, 117 pkgs.,
$4,986; Yokohama, 11 pkgs,, $400,

LATEST COPYRIGHT DEVELOPMENT.

Arthur Steuart of the American Bar Associa-
tion Drafts a Number of Important Sugges-
tions for Incorporation in the Copyright Bill.

( Special to The Talking Machine World, )

Washington, D, C, May 9, 1908,
Little progress has been made in the copyright
situation. The bill has not been reported out of
the Patents' Committee either in the Senate or
House. The latest development is embodied in
the appended:

Revised Text May 4, 1908 — Copybight Bill —

Music Pbovisions.
Reproduction of Copyright Music by Mechanical
Devices.

The following suggestions have been drafted
by Arthur Steuart, chairman of the copyright
committee of the American Bar Association, at
the request of a member of the House Committee
on Patents:

"Section 1. — Sub-sections a and e of the bill,
H. R. 243, to read: That the copyright secured
by this act shall include the exclusive right "(a)
To print, reprint, publish, copy and vend the
copyrighted work; ******

"(e) To perform the copyrighted work pub-
licly for profit if it be a musical composition on
which such right of public performance for
profit has been reserved, as provided in section
20 of this act, and for the purpose of public
performance for profit, and for the purposes set
forth in sub-section a hereof, to make any ar-
rangement or setting of it or of the melody of
it in any system of notation or any form of rec-
ord in which the thought of an author may be
recorded and from which it may be read or re-
produced. Provided, that the provisions of this
act so far as they secure copyright covering the
parts of instruments serving to reproduce me-
chanically the musical work shall include only
compositions published and copyrighted after the
passage of this act; and provided further, that
whenever the owner of a musical copyright has
used or permitted the use of the copyrighted
work upon the parts of instruments serving to
reproduce mechanically the musical work, any
other person may make similar use of the copy-
righted work upon the payment to the copyright
proprietor of a royalty equal to — • per centum of
the gross sum which may be received by such
person for such manufacture, use or sale, and
iti all cases the highest price in a series of trans-
actions shall be adopted.

"Section 4 to read as follows: Section 4. That
the works for which copyright may be secured
under this act shall include all the writings of
an author, including in the term 'writings' all
I'orms of record in which the lliought of an
author may be recorded and from which it may^
1)0 read or reproduced.

"That subject to the limitations and conditions
of this act. copyright secured hereunder shall be
entitled to all Ihe rights and remedies which
would be accorded to any other species of prop-
erty at common law."

The following to be added to section 28 of the
bill. II, U, 243, as section 27 (e):

OFFICERS

or THS

Talking Machine Jobbers'
National Association

190T-08.

President, James F, Bowers,

Lyon & Healy, Chicago, 111.
Vice-President, W, D, Andrews,

Buffalo, N. Y,

Treasurer, Louis Buehn,

Louis Buehn & Bro., Philadelphia, Pa.
Secretary, Perry B. Whitsit,

Perry B. Whitsit Co., Columbus, O.

EXECUTIVE COMMITTEE:
Lawrence McGreal, Milwaukee, Wis. ;
C. V. Henkel, Douglas Phonograph Co.,
New York, N. Y.; C. W. Hickok, Whit-
ney & Currier Co., Toledo, O. ; W. E.
Henry, Powers & Henry Co., Pittsburg,
Pa,; Edward H. Uhl, R, Wurlitzer Co.,
Chicago, III,

Every Talking Machine Jobber in Uie United Stales
Should Join This Association.

THE TALKING MACHINE WORLD.

33

"Sec. 27 (e). — Whenever the owner of a mu-
sical copyright has used or permitted the use of
the copyrighted work upon the parts of musical
instruments serving to reproduce mechanically
the musical work, then in case of infringement of
such copyright by the unauthorized manufacture
use or sale of interchangeable parts such as
discs, rolls, bands or cylinders for use in me-
chanical music-producing machines adapted to
reproduce the copyright music, no criminal action
shall be brought, and in a civil action no injunc-
tion shall be granted, but the plaintiff shall be
entitled to recover in lieu of profits and dam-
ages a royalty as provided in section 1, sub-
section e of this act."

The foregoing, as stated, is simply a suggestion
and may never be incorporated in the bill. So
far as a royalty provision is concerned, it is now
held by leading lawyers that it is both legal and
constitutional. The amendments above in no
wise prevent the formation of a monopoly so-
called, and therefore the perforated roll and
talking machine manufacturers will strongly op-
pose their adoption. Copies of the amendments
were sent John J. O'Connell, of O'Connell & Bul-
lowa, counsel for the copyright committee of
the National Piano Manufacturers' Association,
and about twenty player-piano manufacturers;
Nathan Burkan, counsel for the Music Publish-
ers' Association of the United States; Paul H.
Cromelin, president of the American Musical
Copyright League and vice-president of the
Columbia Phonograph Co., General, each of whom
are supposed to represent distinct interests and
are so scheduled by the Copyright Ofiice. Reg-
ister of Copyrights Thorvald Solberg, when asked
for an explanation of these amendments declined
to express an opinion.

PREPARE NOW FOR ATLANTIC CITY.

Hotel Chalfonte Has Been Selected as Head-
quarters by Committee of Arrangements —
Special Rates Have Been Obtained and the
Trade Should Take Advantage of This Op-
portunity to Visit This Famous Resort.

The Shaw-Wells Co., a well-known business
concern in Spokane, Wash., have just made con-
tracts for handling both the Edison and Victor
machines. They intend to give them a fine
showing and develop a good trade in their lo-
cality.

The committee of arrangements in charge of
the details of the convention of the National As-
sociation of Talking Machine Jobbers have been
very busy lately preparing for what they con-
sider will be the largest convention of jobbers
that has even been held. The gentlemen of this
committee are J. Newcomb Blackman, proprietor
of the Blackman Talking Machine Co., New York
City; C. V. Henkel, president Douglas Phono-
graph Co., New York City, and Louis Buehn, of
Louis Buehn & Bro., Philadelphia, Pa.

In giving The World the details, J. Newcomb
Blackman, chairman of the above committee,
says: "After careful consideration the Hotel
Chalfonte has been selected as headquarters. This
is by reputation one of the leading hotels in At-
lantic City, and the accommodations they have
offered are very satisfactory. A large room has
been placed at the disposal of the members as a
meeting room, as well as another room for the
accommodation of committees. A material re-
duction in the hotel rates has also been given.
This hotel is run entirely on the American plan.

"It is not the purpose of our committee to make
arrangements for members^ as we, of course, ex-
pect them to write direct; but it is suggested that
in order to get the benefit of reduced rates, either
members of the association or representatives of
manufacturers will mention that they are to at-
tend the convention as a delegate and therefore
ask accommodations based on special rates of-
fered the association. Any members who desire
to stay a week or two and would prefer accommo-
dations in some other hotel will receive sugges-
tions by addressing me, as chairman of this com-
mittee.

"I do not think a better opportunity could be

offered to jobbers and members of the trade in
general to take a pleasant vacation and at the
same time attend an important convention. In
selecting the days — July C and 7 — it was with the
idea that most everybody would arrive on the
3d or early on the morning of the 4th, thus get-
ting the benefit of Saturday, the 4th, and Sun-
day, the 5th, without taking two days from busi-
ness. The other two days, which are to be meet-
ing days, would give four days, even though no
further time could be spent there.

"I have already received considerable response
from post cards which we have sent out, indicat-
ing that a large number of jobbers will arrive on
Friday, the 3d, and spend a week or two.

"It is quite likely that most every jobber will
take some vacation himself and provide one for
the family, and with this idea in view, our com-
mittee urge Atlantic City as first choice. It is a
short run from the factory of the Victor Co. at
Camden, and not very far from the Edison fac-
tory at Orange, or their office in New York. Job-
bers will find plenty of opportunity to make use
of their trip for business visits while the family
are enjoying the pleasures of the seashore. It is
very likely that the leading manufacturers of
talking machines and supplies will be well rep-
resented, and it will be a very good opportunity
to bring jobber and manufacturer together on
anything, such as new goods, improvements and
plans for the fall business.

"We also suggest that any dealers who would
like to make this trip should take advantage of
the reduced hotel rates and railroad fare, which
we would be very glad to offer them. The second
day's session being to a very large extent an
open one, it may be that some of the live dealers
would like an opportunity to bring up subjects
from the dealers' standpoint. We do not propose
to give anybody an excuse to say that they could
not attend because they did not have information
sufficiently in advance. A letter addressed to any
member of our committee will receive prompt
attention, for we propose to make this conven-
tion a record breaker in attendance. Members of

IN BRASS AND COPPER, BRASS
AND OXIDIZED

The ECHO-TONE Horn

(PATENTS PENDING)

Last month we made STRONG
CLAIMS for THE ECHO-TONE.

Many investigated and found WE
TOLD the TRUTH.

" Sweet

AND

Clear

AS

An Echo"

MENDING THE TIMES

Something to attract attention to your window is a step in the right direction. Take a tip from the owner of one of
New York's finest stores, who says that our samples attract more attention than a $1,000 display. Put Echo-Tones in
your windows. Excited interest provides the opportunity to do business.

You may ask, "Can customers be interested?" We answer emphatically "Yes." One dealer was sent a sample on
April 17th. He has sold ten horns in less than a month at a net profit of $38.40. He recognized that here was some-
thing salable — something to talk about — and got busy.

The true tones of the Echo-Tone, its intelligently adjusted range, its amplifying qualities, its convenient size, its dis-
tinctive beauty, its novelty, its attractive prices — all these strong talking points make it easy to interest owners of talking
machines. And every horn sold sells others.

THE ECHO-TONE CAN BE APPLIED TO CYLINDER AS WELL AS DISC MACHINES

For Literature and information apply to your jobber or give us his name and we will have him post you

The J. E. PREY MANUFACTURING COMPANY,

118-120 Park Avenue,
BROOKLYN, N. Y.

THE TALKING MACHINE WORLD.

34

the association should come prepared to give
their ideas on any subject they would like con-
sidered.

"As I am also chairman of the committee on
resolutions, I would be pleased to receive letters
on any subject that members would like to have
introduced by this committee, and this will give
an opportunity to any member who cannot at-
tend the convention to have a voice in any mat
ter that interests him. It is the intention of the
committee on arrangements to have everybody
interested in the convention feel at liberty to
write for information, and we therefore extend
■this invitation to manufacturers, jobbers or deal
ers in order that everybody will be given an op-
portunity to arrange attendance."

It will be understood from Mr. Blackman's re-
marks that the committee proposes to do their
work in a manner that should bring results, and
if they will receive the support that they deserve.
Atlantic City will certainly hear from the talking
machine industry.

While the Traffic Association have not yet com-
mitted themselves regarding the application for
reduced railroad rates, it is likelj' that they will
grant the same and take action at their next
meeting, which will be held in the near future.
A circular letter will be addressed to members of
the association and the jobbing trade in general,
giving such details as are considered necessary,
and in any cases where the jobber receives this
letter and is not a member, it should be a notice
for him to immediately send in his application
for membership.

It may be that some of the jobbers do not un-
derstand the benefits of membership, and it is
therefore well to explain that one of the most
important features is the system of credit re-
ports, which are very valuable to jobbers who
have outstanding accounts. For example, one
case may "be mentioned where an account,
amounting to over |100, had been charged to
profit and loss about two years, and through the
system of credit information he learned that an-
other member had succeeded in finding the
debtor and obtaining a settlement. This resulted
in the second jobber getting busy, with the re-
sult that he made a settlement of $50, which
therefore went to the credit of profit and loss.
This is only one of many cases, and this feature
of membership alone is worth several times the
annual dues, which are but $15.

It is very much easier for manufacturers and
jobbers to get together on any subject if the
former can feel that the National Association
includes practically every jobber. Various single
ideas are brought into one perfected thought, and
improvements result. Many changes and desira-
ble improvements that have been made by the
leading manufacturers were the result of sugges-
tions made through the association. It will
therefore be understood that every new member
adds to the strength and improvement of the
organization. The dealer is also benefited, for
if he has any subject that he would like taken
up he can ask his jobber to do so through the
association, or probably a letter on the subject
addressed to the secretary would receive atten-
tion.

Everyone interested in the advancement and
improvement of the talking machine industry
should support the National Association of Talk-
ing Machine Jobbers, for it is generally conceded
that they are working in a good cause. There
should be fully 40 or 50 new members before the
convention, and if the reader is not a member it
is hoped that he will send in his application to
the secretary. Perry B. Whitsit, 213 South High
street, Columbus, O.

ARKANSAS DEALERS TO MEET.

The Hollenberg Music Co., of Little Rock, have
sent out invitations to talking machine men in
Arkansas, asking them to attend "the first an-
nual convention of graphophone, phonograph ami
talki ng machine dealers" at Hollenberg Hall in
that city, on May 21, 19ns. There will be two
sessions during the day, to be followed in the
evening by a banquet at the Hotel Marion.

7

^ Do ycu like this issue of the
World?

^ Is it not worth something to
you in your business ?

^ Do you receive it regularly ?

^ n not, why not ?

^ The lauh IS your own, lor
weve done our part in sup-
plying you with a sample copy.

^ Subscribe lor it.

^ That s the only way to get it.

^ It is worth ten times the annual
cost to you, whether your store
is in Houston, Hong Kong or
Hindoostan. We have sub-
scribers in all these places, and
they say "Yes.'

^ Be progressive and read the
World. Your competitor takes
it and he knows its value.

^ It costs one dollar yearly in
the United States and Mexico ;
all other countries, one dol-
lar and twenty-hve cents.

^ Dont delay sending in your
order; not soon, but NOW!
We can handle anything in
checks, postal orders, stamps,
and cash, at your risk.

THE

Talking Machine World

SUBSCRIPTION DEPARTMENT

1 Madison Avenue, New York

MEXICANS CAUSE TROUBLE.

Suit Brought AgainsL Representatives of Ameri-
can Talking IVlachine Companies for Infringe
ment of Laws Bearing on Musical Reproduc
tion — Interesting Chat With E. N. Burns.

On the 7th inst., aboard the "Antilles," of the
Morgan line, Edward N. -Burns, manager of the
export department of the Columbia Phonograph
Co.. general, returned from a visit to Mexico,
where he had been for a month. Chatting about
his journey with The World the following day,
he said: "I found conditions in Mexico very sat-
isfactory in SD far as the graphophone business
is concerned. Financial affairs are somewhat
akin to our own at the present time, and pos-
sibly more through sympathy than anything else.
One of my purposes in going to Mexico was to
look after a suit brought against the Espinoza
Co., our former repiesentatives in the republic,
for alleged infringement of the Mexican copy-
right law.

"In fact suits making the same charge have
been brought by several composers against the
Mexican National Phonograph Co., the National
Phonograph Co. and the agents of the Victor
Talking Machine Co. The latter case has been
decided adversely to the American interests in
the lower courts, the other cases are still pend-
ing. In the case of the Espinosa Co., which is
the Columbia Phonograph Co. suits, criminal
proceedings have been taken in addition to the
civil suit ; claim being made that tie records are
fraudulent articles and the vendore of them
should be treated in the same manner as the
vendor of a forged note.

One company had a Mexican composer record
some of his pieces by his band, but they failed to
make an agreement except for his services as a
musician, whereupon he sued for the royalty.
The Mexican law is not nearly as broad as our
existing acts, and they pertain specifically to re-
production by the graphic arts. :My impression
is that the w-hole proceeding is backed by Euro-
pean companies who control the rights in Mexico
for certain music, and it is believed that if they
can establish or enforce this exaction of royalties
for Mexican works, they will follow up with
their own proposition.

"Yes, I had the pleasure of meeting Walter
Stevens, of the National Phonograph Co. Cer-
tain phases of the copyright situation, in my
judgment, were of so important a nature that I
deemed they called for mediation on tlie part
of the United States Ambassador. Therefore I
requested Mr. Stevens to join me in a represen-
tation to that official, but finding he could not
arrange for it on account of illness. I went be^
fore the Ambassador myself. It is really a crit-
ical condition for the interests of all manufac-
turers of American talking machines doing busi-
ness in that country.

■'Business here, I understan^^ is none too good.
Is that so? In the export trade it is just the
opposite and is improving without let or hin-
drance. On my return I found one order for a
thousand machines, and three more for fifty
thousand records. That looks pretty fair. I also
heard The Talking Machine World spoken of
everywhere in the highest terms of praise. It
stands at the head of the list of publications of
this kind the world over, and no one gainsays
this richly deserved tribute."

MAX lANDAY ON THE ROAD.

Max Landay, of the Talking Machine Supply
Co., who was away all last week, returning on
the 11th, writing The World from Buffalo, N. Y.,
on May S says; "I have been away from New
York all week doing some road work for the
Talking Machine Supply Co. It was good news
that I received all the way up New York State.
Most of the jobbers that I called on reported
business as picking up. and one jobber in Roches-
ter, the Talking Machine Co., reported business
excellent. That is gratifying. Business is good
with me, and I closed quite a few orders."

THE TALKING MACHINE WORLD.

35

RECEIVER FOR MULTIPHQNE CO.

Appointed on Bankruptcy Petition by Creditors
— Validity of a $100,000 Chattel Mortgage
to Carnegie Trust Co. Employee Disputed,

Against the Multiplione Co., manufacturers c£
musical slot machines, automatic phonographs,
etc., with offices at No. 141 Broadway, a petition
in bankruptcy has been filed by Peter Zucker, at-
torney for these creditors: Isaac Thorman, $900;
Vandyck, Churchill & Co., $200, and Jacob Weiss,
fJlSS, on an assigned claim of Albers Brothers.

Judge Hough appointed Jesse Watson receiver,
under bond of $3,000, on application of Isaac
Thorman, who stated on information and belief
that the assets of the company have been wasted
by its Glficers; that more than $120,000 of the as-
.sets have been expended and no record whatso-
ever appears on the boolvs of the company as to
the disposition of this sum; that on November
2, 190V, it gave to Paul H. Sheridan, as trustee, a
chattel mortgage of $100,000, covering chattels of
the company, which was not recorded until March
21, 190S ; that he believes this chattel mortgage is
fraudulent and void as to the creditors of the
company.

Mr. Zucker said that Mr. Sheridan, to whom
the chattel mortgage was given, is a clerk in
the Carnegie Trust Co., and it was very singular
that it was not recorded until more than four
months after it was executed. He could give no
accurate figures as to the assets and liabilities of
the company, but he understood that the liabili-
ties exceeded $100,000 and the assets $25,000. The
company was incorporated May 4, 1906, with a
capital stock of $1,000, which was increased on
February 1, 190S, to $100,000. William H.
Pritchard was president and Wilbur C. Brown
treasurer.

P. S. Rumpel, formerly with the Humphrey
Bookcase Co., has joined the forces of the Cadil-
lac Cabinet Co., Detroit, Mich.

MANAGER WANTED.

Manager wanted for Edison and Victor job-
bing business. State experience, complete refer-
ences, and salary expected.* Address "Jobber,"
care Talking Machine World, 1 Madisoa avenue.
New York.

Wanted. — A co-partner in phonograph, sheet
music and small goods business in well estab-
lished piano store in live Western town. Party
would need enough capital to increase stock
some. Pine opportunity to get into nice, clean,
profitable business. Apply "Ruhtra," care this
paper.

s/aJE^ivfEN^^iS^^

Wanted. — Two good traveling salesmen who
have a thorough knowledge of the talking ma-
chine business; communications v/ill be treated
in confidence; .excellent opportunity for right
men. Address A. B. C, care The Talking Ma-
chine World, 1 Madison avenue, New York City.

~BARcXiNnifTRic^1RDSr

One lot of about 1,250 American 10-inch brand
new records, consisting of Hebrew, Italian and
Spanish selections, never been played. Will sell
at 12 cents each for the lot, if taken at once.
Address Room 314, No. 6 Madison street, Chi-
cago.

MR. DEALER t

If you are overstocked in Edisons
Gold Moulded Records I will buy any
quantity ; also Cabinets and Machines.
Send your list. All deals strictly con-
fidential.

W. W. SCOTT

239 BroaLdwaLV NEW YORK

liV.FORTANT GERMAN DECISION

Handed Down in the Suit of International Talk-
ing Machine Co., of Berlin, Against German
Gramophone Cd., Ltd., to Prevent Reproduc-
tion of Certain Copyrighted Music.

(Special to The Talking Machine Woild.)

Berlin, Germany, Apiil 28, 1908.
In a suit brought by the International Talking
Machine Co., of Berlin, against the German
Gramophone Co., Ltd., of the same place, to re-
strain the defendknts from reproducing certain
copyright music controlled by the complainants,
the court decided "that the action of the plain-
tiffs is non-suited, and that they are condemned
to bear the costs of the process." The opinion
was handed down by the Civil Chamber of the
Royal District Court, No. 1 of Berlin, on Febru-
ary 2o, 1908. It is a long and diffuse document,
in which a parallel is drawn between the repro-
duction of music by talking machines and the
piano player, the Pianola and Mignon being spe-
cifically cited as distinctive examples of the
latter.

The complainants charge an infringement of
the law of June 19, 1901, and demand that the
defendants (1) be fined and enjoined from re-
producing the following musical works on which
they hold reproducing rights: "Die lustige Wittwe"
("Merry Widow"), "Hansel and Gretel," "Meister-
singer," "Rastebinder," "Landstreicher," "Ober-
steiger," "Schwalbennest duet," "Vogelhandler,"
"Rheingold," "Walkure," "Bruder Straudinger,"
and "Versailler Festmarsch"; (2)- that a prelim-
inary injunction be issued and a suitable bond be
required on the part of the defendants.

The court holds that the delivery of a mu-
sical composition by the Pianola cannot be dis-
tinguished, from the original when 'performed
by a technically expert player, excepting per-
haps by connoisseurs of the greatest skill, and
therefore the use of copyright music is an lu-
fi ingement. It is different with the talking ma-
chine records, as the sounds are reproduced in
a purely mechanical manner, dependent on no
human assistance or auxiliary musical knowledge
as in the piano player, no matter how perfect the
voice of the singer may be rendered by the record.
Hence the talking machine is exempt from copy-
right limitations.

THE ECHO-TONE HORN IN DEMAND.

The new departure in amplifying horns, which
was announced to the trade in last month's
World, has, we learn, caused a decided sensation.
The demand for the Echo-Tone has been so active
that the manufacturers have had to increase their
factory force. In view of the fact that the manu-
facturers spent large sums of money in perfect-
ing this horn before its introduction, it is pleas-
ing to note that the efforts of the Frey Mfg. Co.
are meeting with such recognition. It is not sur-
prising that the Echo-Tone appeals strongly to
t'ne consumer; its appearance is attractive; its
. ize convenient, and its tone effects mellow and
beautiful. Indeed, its advantages are summed
up correctly by that frank critic, Alan Dale, who
says that the Echo-Tone is a winner. Prominent
jcbbers from Maine to Hawaii have taken a live
interest in the horn and are keeping the Frey
Co. busy. Dealers who have not yet investigated
the Echo-Tone should do so at once. They will
find the J. F. Frey Mfg. Co., of Brooklyn, most
1 rompt and courteous in giving all information
1 equired.

DOLBEER OFF TO THE COAST.

F. K. Dolbeer, manager of sales for the Na-
tional Phonograph Co., left Sunday night (May
10) on an extended business trip west. His first
stop was Chicago. Leaving there Tuesday night,
he will proceed gradually to the Pacific coast,
visiting all Edison jobbers in the West and
Northwest. Mr. Dolbeer is a member of the
Executive Board of New York Credit Men, and
on his return trip, expects to make Denver, Col.,
in time for the annual convention of the Na-
tional Association of Credit Men, which will be
held at that city June 23 to 2G.

JACK LONDON A^ THE VICTOR.

The Great Novelist a Great Admirer of the
Victor Talking Machine.

Jack London, novelist and magazine writer,
and a lover of everything that speaks of nature
and the lealities of life, is a great admirer of
the Victor talking machine, which he always
carries with him on his various rambles and
tours. At the present time Mr. London, accom-
panied by his wife, is sailing around the world
in a small schooner called the "Snark," and con-
spicuous in its equipment is the Victor.

The Victor Co. have recently . received a most
interesting letter from Mrs. London- in which she
speaks in the most enthusiastic manner of the
Victor, which she describes as "a joy," and adds:
"We simply revel in it, and keep it going from
early morn until late at night — with a rest now
and then, of course," etc.

RECORDS OF NETHERSOIE PLAYS.

Olga Nethersole, the well-known English
actress, who has proven so successful in emo-
tional parts, recently found a practical use for
the phonograph when she had Edison records
made of all her plays, including such productions
as "Carmen," "Sapho" and "The Awakening,"
her voice being faithfully reproduced in every
instance. The records were sealed and placed
in the vaults of a New York safe deposit com-
pany.

Miss Nethei-sole had the records made with the
object of enabling future stars to judge the
value of their work and hers by actual compari-
son instead of suffering like the players of to-
day in having their acting compared with mere
memories of triumphs of bygone stars. Booth
and the rest.

HERZOG'S SYSTEM OF RECORD FILING.

Th.e announcement of the Herzog Art Furni-
ture Co., which appears elsewhere in this issue
of The World, is worthy of careful perusal. In
addition to their models of CycloPhones which,
by the way, have commanded a great deal of in-
terest in the trade, they are showing a new and
important system of record filing. The modus
operandi is very simple. Each file holds six rec-
ords. The drawer on the side of the cabinet
holds one file, including the records, and is con-
venient to be used when playing the machine.
Each file is numbered, and an index label on the
outside of the file shows at one glance the con-
tents of each file.

By classifying the records in each file, it is
very easy to make the selection from the printed
index which hangs on the door of each Herzog
cabinet, which is another new copyrighted idea,
and will be described in the next month's issue.

The Herzog Art Furniture Co. seem to make
every effort to construct their cabinets in such a
way as to be a comfort for the actual user, and
their cabinets will be equipped with their new
filing system on application if so desired.

WURLITZER'S DISPLAY OF HORNS.

(Special to The Talking Machine World.)

Cincinnati, 0., May 9, 1908.
In honor of the May Festival in Music Hall,
the Wurlitzer house was beautifully decorated
with flowers and plants this week. Mme. Gadski
was a visitor to-day, and consented to be photo-
graphed listening to a Victor Victrola. Wur-
litzers are showing something new and unique in
imported talking machine horns. These are made
of pottery and designed in the most attractive
forms. These are placed on top of an outfit, the
sound proceeding up through the horn. One of
th?se attracted a great deal of attention, being a
combination of horn and aquarium in which a
dozen gold fish were at play.

Max Landay, of Landay Bros., New York, was
at the factory of the Victor Talking Machine Co.,
Camden, N. J., last week.

36

THE TALKING MACHINE WORLD.

BIG MONEY AN]

The prestige and profit in the higher
priced Columbia Graphophones (es-
pecially the Symphony Grand) and in
classic and operatic records, is being
demonstrated by hundreds of dealers
every day.

The trend of trade right now is unmistakable:

The Columbia Graphophone has won its way well past the 'novelty"
stage — and is fast coming into its own as the one musical instrument that
is best ■worth while.

The higher-cost types are getting a stronger hold every week, and progres-
sive dealers are building for the future with this idea in mind.

Our files of new orders for the Symphony Grand Columbia Grai)hophone
are enough evidence to us — and the proportion of re-orders tells the same
story.

The dealer who gets known by his high-grade goods will cash in a good
deal more than his share of the rest of the business of his town every time.
Those stores that command the operatic record business are pretty certain
to have a standing that brings in the popular record business also.

There is a heap of satisfaction in selling the Symphony Grand Columbia
Graphophone. The owner is so proud of it that he does a good share of
your advertising for you, and if he has musical taste enough (as he usually
has) to be well equipped with the matchless Fonotipia Series of Columbia
Grand Opera Records, you've gotten one good customer who is worth a dozen
small casual buyers.

This doesn't mean that popular music is being supplanted in the record
business. Not by a long shot. It means that you are dealing xmtli a new
customer — doing business that never came near you before — business of the
sort that the piano-player has pretty nearly monopolized for quite a while
heretofore.

Meantime your Columbm "hits" are getting the guick money. On s=ale
as soon as made — and well made, too — they are going like baseball extras
with four teams tied for the p.^nnant.

Columbia Phon«

TRIBUNE

BUILl

THE TALKING MACHINE WORLD. 37

i QUICn MONEY

JUST OUT : — Five more new Columbia Records —
including two by JOSIE SADLER, the famous
Dutch comedienne, playing leading comedy role in
"The Waltz Dream, " Broadway's biggest hit. These
five records are sure-sellers, sure enough. Every one
of them has made a great big "dent" on the "Great
White Way ' ' — where musical dents are hard to make.
The Columbia dealer is the only man who has them — yet

Humoresque on the *'Merry Widow "

Waltz

Nothing so utterly ludicrous as this clever burlesque has appeared in
years. It presents the manner in which the famous waltz air is played by
"dot leedle German band." The star performer, a trombone-player, breaks
in and gives a solo performance that is both fearful and wonderful. After
him comes a divertissement in the shape of a steam piano second only to
the trombone in point of excellence. The whole thing ends in a "Brain
Storm" finale that can be better heard than described. From first to last
it is a piece of infectious gayety which you won't want to miss. It is ar-
ranged by Herman Billstedt, well-known for his clever settings of "Every-
body Works But Father," "Bedelia," etc., and has lately been a feature at
the concerts given by Sousa and his Band.

Columbia XP Cylinder Record No. 33242— 25c.
Columbia 10-inch Disc Record No. 3828— 60c.

The Land of Bohemia

This song tells in captivating style of "The Land Where Nobody Goes
Home." It takes you away from the hard, conventional routine of business
and gives an alluring picture of another and lighter side of life. Everything
about it combines to make this one of the most admirable records ever in-
troduced. It is sung in robust style as a tenor solo by Harvey Hindermeyer,
whose splendid voice has never been heard to better advantage. The words
and music are by Ren. Shields and Geo. Evans, well-known as author and
composer of "Waltz Me Around Again, Willie."

Columbia XP Cylinder Record No. 33290— 25c.

Columbia 10-inch Disc Record No. 3900 — 60c.

rd Like To Make a Smash Mit You

This record is sung by Josie Sadler, the foremost German-dialect come-
dienne of the day, now playing in New York's latest sensation, "The Waltz

^rapK Company

SfG. NEW YORK

Dream." The song tells of one Louie Klein (evidently the proprietor of a
thriving delicatessen business), who becomes hugely enamoured of Minnie
Schmidt, the delicatessen business suffering accordingly. Louie feels called
upon to be something of a sport and accordingly buys a second-hand auto-
mobile, in which he and his lady-love encounter adventures that must be
heard to be appreciated.

Columbia XP Cylinder Record No. 33279— 25e.

Columbia 10-inch Disc Record No. 3815 — 60c.

Barn Bance, **On Our Honeymoon"

A most delightful dance air, probably the most popular and fashionable
dance of the season. It is being played by all the metropolitan orchestras,
the leaders of which give as their opinion that it is one of the best barn
dances recently published. Its composer is Charles K. Harris, known the
country over as the originator of some of the greatest popular hits ever
published. The Columbia Records of it could scarcely be improved upon.
It i's played by Prince's Orchestra in regular dance tempo, with an inci-
dental bass clarinet solo and orchestra bells accompaniment.

Columbia BC Cylinder Record No. 85162 — 50c.

Columbia 12-inch Disc Record No. 30129 — f 1.00.

Come And Hear The Orchestra

If any one of Josie Sadler's many clever skits is more popular than the
rest, this is it. It is in instant demand wherever heard. The novel man-
ner in which various instruments of the orchestra alternate with the voice
stamps it with an originality all its own. It is sung by Miss Sadler in
her happiest vein, which fact is in itself sufficient to insure it most wide-
spread popularity.

Columbia XP Cylinder Record No. 33291 — 25c.

Columbia 10-inch Disc Record No. 3901 — 60c.

38

THE TALKING IVIACHINE WORLD.

THE "TALKER" TRADE IN MEXICO

Interesting Report Regarding the Outlook fcr
Talking Machines and Supplies in Mexico.

iSlJiiciiil to ThP T:iilu!iK ihn-liin.' W oi Id.i

Wasliington, D. C, April 27, 190S.

In the course of a very interesting report to
the Department of Commerce and Labor, Special
Agent Arthur B. Butman, writing from Mexico
City, discusses the increased demand in Mexico
for American pianos and talking machines and
the competition of Germany and France in the
musical merchandise line. He says:

Phonographs or talking machines are in
greater demand in Mexico, at the present time,
than any other musical instrument. Phono-
graphs are purchased by all classes in all por-
tions of the Republic — in the large cities and
near-by towns, in mountain villages far removed,
on haciendas, and in isolated mining camps; and
for use in the last-mentioned localities the de-
mand is widespread. The phonograph of Amer-
ican manufacture predominates and in reality
holds the market. A French machine, possibly
a German, and formerly an Italian were found,
but the field is practically held by the Americans
— and nearly, if not all makes, are represented
— with small competition from the French.

I am informed that the classes of music besi
suited to the Mexican trade are classical and
operatic, marches and two-steps, or other dance
music. Ragtime and plantation melodies, so
popular with a portion of our masses, do noi
largely appeal to the people here. In Mexico one
hears the bootblack or the newsboy whistling
selections from classic and operatic airs, rather
than from what we know as the "popular songs."
I have many times during my stay in the Repub-
lic noted in the various town gatherings of one,
two, or three dozen peons, huddled as closely as
may be before the open doorway of a music store,
from whence issued the sounds of a phonograph,
and playing nearly always a classical selection or
one from some famous opera. .In style, the disc
machine is the most popular.

A good proportion of string instruments come
from the United States, with German instru-
ments of like character in keen competition. The
cheaper grades of violins and guitars find con-
siderable sale among the lower classes, whose
small purchasing power necessitates the requisite
of low cost. Italian strings are considered the
best and have the largest sale. Rosin is princi-
pally secured from Germany, owing to price, this
being approximately one-third less.

Mexican bands are numerous, and there is a
fairly large demand for brass instruments
throughout the Republic, which is principally
supplied by France. French instruments are
much better known than the American, having
been long in the field, and, perhaps partially for
this reason, better liked. The pitch of the
French-made brass instrument — one-half tone
higher than our own — -is preferred, and likewise
French instruments of high grade are lower in
price than American of the same class.

American sheet music obtains a fair sale at
present, and it has been suggested to me that
American sheet music publishers might do well to
publish vocal selections in the Spanish language,
since the sale for such would undoubtedly be
sufficiently large to warrant the action. However,
this should be a matter for the publishers' own
determining, after possessing a good knowledge
of the Spanish requirements based upon personal
investigation.

Catalogs of musical instruments sent to Mexico
should be printed in the language of the country;
If printed in English they are comparatively
worthless.

FREE EDISON ADVERTISING BANNER.

The National Phonograph Co. are getting out
a splendid advertising banner for use by Edison
dealers. It is ten feet long by three feet deep
and is elegantly printed in four colors on white
muslin. The edges are turned and stitched and

it is fixed for hanging at the front of the store.
It makes one of the handsomest signs we have
seen for use either on the store front or in the
window and must have cost the National people
no little to get out. The banners are to go for-
ward to Edison dealers July 1, through their
jobbers, and there will be no charge whatever
either for the sign or for transportation. Deal-
ers' requests specifying jobber's name must be
filed with the National Phonograph Co. at once.

TALKERS IN PALESTINE.

The Austro-Hungarian consul at Jerusalem, in
speaking of the demand for musical instruments
in Palestine, says: "German-made talking ma-
chines are imported from Vienna, as the depot for
supplying the Orient is in that city. The rec-
ords in Arabic are taken by travelers coming
here, and the negatives are sent to the factory at
Hanover to be reproduced. The American
makers have lately been competing keenly in this
i;usiness."

ANOTHER PAPER FALLS INTO LINE.

"There is a disposition on the part of some
composers to antagonize what has been called
'canned' music. The opposition is purely selfish,
however, and would not te continued if the
lessons of experience were heeded. Familiarity
with music of the better kind is essential to its
enjoyment, and a suflicient acquaintance can only
be obtained by hearing frequent productions.
This privilege is not enjoyed except by compara-
tively few people, unless through the medium of
the automatic producer. The multiplication of
the latter must, therefore, result in increasing
the number of music lovers, and consequently
redound to the benefit of the very class which is
seeking to make the works of modern composers
which have real value 'caviar' to the general." —
San Francisco Chronicle, April 27, 1908.

DICTAPHONE CO. INCORPORATED.

The Dictaphone Co. of America was incorpo-
rated on Wednesday with the Secretary of the
State of New York, capital $100,000. Directors:
T. F. Humphrey and H. Barnard. New York, and
Howard T. Fisher, Greenwich, Conn. It is the
intention of the company to develop and exploit
commercial talking machines.

BRYANT SELLS TO CABLE CO.

Willard Bryant, of Detroit, Mich., has sold his
talking machine business to the Cable Company
of that city. They have removed the depart-
ment from the basement and first floor and
erected a number of sound proof rooms..

VALUE OF A CLEAN RECORD SURFACE.

This subject has been given very careful at-
tention by J. Newcomb Blackman, proprietor of
the BlarUnian Talking Machine Co., New York.
N. v., who refers to the subject as follows:

"It Is generally known that when two surfaces
come in frictional contact, any wear that would
naturally result is increased by the presence of
any dirt or gritty substance between the two

points of contact. In the case of contact be-
tween the sapphire point on the cylinder, or the
needle on the disc record, it is therefore impor-
tant that the surface should be perfectly clean in
order to not only insure as little friction as pas-
sible, but in addition to enable the needle cr
sapphire point to accurately follow the sound

engravings thus producing a perfect vibration
aid a corresponding reproduction.

"'The talking machine manufacturers recom-
mend the use of a brush to keep the surface of
records clean, but in order to make tiiis process
automatic we have placed upon the market a
little brush known as the 'Place' Automatic Rec-
ord Brush, which is easily attached to any Edi-
son or Victor machine. The operation of clean-
ing the record before the needle comes in contact
is thereafter automatically done by the brush,
which remains in permanent position on the ma-
chine and requires no further attention."

The Blackman Co. have an advertisement in
this issue and as they are offering to furnish free
samples and will also give a liberal supply of
advertising matter to both jobbers and dealers.

FROM HERE AND THERE.

When en route to Atlantic City, N. J., as chair-
man of the committee of arrangements for the
convention of the National Association of Talk-
ing Machine Jobbers last month, J. Newcomb
Blackman, of the Blackman Talking Machine
Co.. New York, W£S detained a couple of hours
in Trenton, N. J., by a wreck on the Pennsyl-
vania Railroad. He improved his time by calling
on the trade to present the advantages of join-
ing the association. The result of his missionary
v.'ork will be the gain of several new members.
It so happened that the Democratic State Con-
vention was in session in Trenton at the time,
and Mr. Blackman, who is a notably staunch
Republican, and well known to "many of the
delegates, was unmercifully chaffed by them for
being there, r.nd pointedly asked whether he was
'learning the error of his ways" and had
changed his politics. Mr. B. took the twitting
of his "friends, the enemy," in good part, and
assured them he had not struck his fiag by a
long shot.

C. B. Haynes, of C. B. Haynes & Co., Edison
jabbers, Richmond, Va.. who was north last week,
said: "We hzd the best March since we have
been in business, but our sales were made in
the country surrounding Richmond. The city
trade is rather backward."

Emil A. Schweiger, Brooklyn, N. Y., with his
mother, went to Europe on May 5, aboard the
Kaiserin Augusta Victoria. Their destination is
Kremnitz, Germany, and they will not return
until July 8. In the meantime the brothers,
Dick and Harry, will conduct the business.

John Kaiser, general sales manager of the
Douglas Phonograph Co., New York, will prob-
ably start on an extended trip West, going to
the Coast and probably into Mexico, if not
traversing Central and South America at an early
date.

The Talking Picture Film Co., New York, have
incorporated with a capital of $2,000. Directors:
George H. Vause, E. von Elten and Woodford
Mahey, all of New York.

The Southwestern Talking Machine Co.. Hous-
ton. Tex., have incorporated with a capital stock
of $2'\000, Directors: E. W. Taylor. E. E. Tay-
lor, F. C. Taylor and E. P. Shannon.

T.\I-K1XC; M.VCIIINK IIOUNH

STAMPED y- ' '

AUK NOTED FOH OOOn'Ml-MIC
80L0 8Y OeALERS

Crane l^rns.. Horn Mfrs.. Wfslfielil,

THE TALKING MACHINE WORLD.

PICTURE MACHINE AS A* SIDE LINE.

A Short Talk on the Advantages to be Derived
from Using It in Conjunction With the
"Tall<er" for Publicity Purpcses.

Now that the different types of picture ma-
chine have reached a state of perfection as to
make them really worth while, and are so far
reduced in price as to bring them into the home
in competiton with the "talker," it behooves the
lalking machine dealer to seriously consider
them as a profitable side line and as a source
of advertising as well.

What is more interesting or will attract more
attention than pictures displayed on a screen in
the window of a store at night? The crowds out
for their evening stroll will be attracted at once,
and it is just possible that the aid of the police
department will be required to open a passage
for those who must keep moving. Any "talker"
man can show pictures in his window very
easily, and by doing so he will be killing two
birds with one stone at every shot. To illustrate
just what I mean, I will introduce to you my
plionographic friend, John Jones, No. 23 Broad
street, Blanktown, N. Y. He is making a great
deal of money, he tells me, and his prosperity
is due to the fact that he handles "talkers" and
picture machines, demonstrating them in such a
way as to enable them to advertise each other.

In the evenings when the shoppers begin their
homeward journey and the office buildings are
unloading their human freight from the eleva-
tors, then it is that my friend Jones starts things
moving in his front window. If it happens to be
about the 24th inst., and the new records for the
following month are on sale, he selects one of
the most popular and brings it before the public
eye in the following manner:

First, he throws a picture on the screen illus-
trating that particular selection. He obtains the
ideas for these pictures from the supplements
sent out each month by the manufacturers. The
one shown in the illustration accompanying this
article was taken from the cover of The New
Phonogram for January, and depicts Edison rec-
ord No. 9,727, "Don't Get Married Any More,
Ma!" He had the cover design photographed on
glass, converting it into a lantern slide.

It is not necessary to have a moving picture
machine, by the way, in order to project pictures
on the screen, as the ordinary stereopticon
or magic lantern will suffice, or even the souvenir
postal-graph, a clever little machine retailing at
$3, which will throw any picture, colored or
otheri^ise, on a screen greatly enlarged by sim-
ply having the object to be projected placed be-
hind the reflector.

Then after tlie. crowd at the window has had
time to fathom the significance of the picture, he
starts up a talking machine, upon the mandrel
of which he has placed the record tallying with
the illustration. The result is always very satis-
factory, numerous sales of that particular selec-
tion being made on the spot. He then runs
through a number of motion films portraying
scenes made more effective by incidental music
from the "talker," such as "The Baby Parade on
the Board-walk at Asbury Park, New Jersey,"
accompanied by a band record of Arthur Pryor's
selection of the same name, "The Dream of the
Rarebit Fiend," accompanied by the Edison Mili-
tary Band playing Thurban's descriptive oddity
bearing the same title, and others.

Alternating between the picture machine and
the "talker," he astonishes and pleases a large
and enthusiastic audience and wins applause and
patronage, and closing time finds him a popular
man.

The writer is firmly convinced from Mr. Jones'
experience that this method of advertising two
good things at once is "the best ever," and sug-
gests that all live dealers try it in their busi-
ness. HovsTARD Taylor Middleton.

John P. Kelsey, who has been traveling for
the General Phonograph Supply Co., New York,
is no longer in their employ. Mr. Kelsey is about
embarking in business for himself in another
line.

LATEST NEWS FROM BELFAST.

Depression in Linen Manufacturing Industry
Seriously Affects Business — Gramophone
Co.'s Political Records Create Furore —
Gramophone for Public Concerts in Parks —
Auxetophone Heard in Assembly's Hall.

(S|)ecinl to The Talking Machine World.)

Belfast, Ireland, May 1, 1908.

The depressed condition of one of our staple
industries — the manufacture of linen — which has
extended over a period of several months, has
prejudicially affected all departments of local
business. Naturally vendors of luxuries have
been the greatest sufferers, and in this connec-
tion talking machine jobbers and dealers, whose
goods certainly come under that category — both
gramophone and phonograph being now uni-
versally classed among the world's special lux-
uries— have keenly felt the marked diminution
in their turnover.

Nothing has recently transpired worthy of
special reference,, save perhaps the furore cre-
ated in this city by the Gramophone Co.'s Politi-
cal Records to which an allusion was made in
The World last month. When these unique discs
reached Belfast T. Edens Osborne immediately
issued invitations to the editors of the leading
city newspapers, many of whom called upon him
in propria persond, or when unable to do so
kindly sent their representatives. The press
notices which followed were clever and interest-
ing, and some of them replete with true Hiber-
nian humor.

Considering the successful introduction of the
gramophone last season in Heaton Park, Man-
chester, and at Clifton Park, Rotherham (York-
shire) on Easter Monday of present year, it
is anticipated that dealers will ultimately reap
a rich harvest by hiring instruments to city
councils for al fresco concerts in public parks.
The City Fathers oj Belfast have already been
approached for permission to give a free demon-
stration of the Auxetophone at the Botanic Gar-
dens (one of our numerous city parks). Should
this be granted, Mr. Osborne, who has had two
years' experience of entertaining large gather-
ings in the principal halls and theaters of Bel-
fast with this instrument, anticipates that the
enthusiasm which characterized the concerts at
Manchester and Rotterdam will be duplicated.

The Auxetophone was heard to advantage
quite recently in the Assembly's hall, Belfast, by
a representative gathering of the local "Grocers'
Assistants' Association." Two members of Par-
liament addressed the meeting (Messrs. T. H.
Sloan and J. Devlin). The applause generously

extended by the audience to the selections was
unstinted and spontaneous.

BRYAN TALKS TO PHONOGRAPH.

Records Taken of His Lecture on "The Prince
of Peace."

W. J. Bryan's lecture, "The Prince of Peace,"
which he has delivered before many Chautauqua
churches and Young Men's Christian Associa-
tion organizations, is to have a world-wide cir-
culation by means of the phonograph.

On May 5, at his home near Lincoln, Mr.
Bryan delivered part of his lecture into the pho-
nograph and delivered another instalment the
following morning. Tests show that fine records
were obtained.

OPENS BRANCH IN PHILADELPHIA.

Sol. Bloom Well Known Victor Distributor of
New York Has Leased Quarters In That City
— Handsome Store Planned.

Sol Bloom, the Victor distributer of New York,
has leased a store at 143-145 South Broad street,
opposite the Bellevue Stratford Hotel, Philadel-
phia, and is remodeling and decorating it to suit
his business. The decorations will cost $8,000,
a fountain in the rear alone figuring $2,700.
The floor is 30x100 feet, and the color scheme
will be red and white, the same as his New
York establishment. It will be ready for occu-
pancy on June 1. Allen Goldsmith, formerly
general manager for the Siegel-Cooper & Co.
store in New York, an experienced man, will be
in charge of Sol's Philadelphia enterprise, which
he claims will be the swellest place in that city.

MELLOR CO. INCREASE CAPACITY.

( Special to The Talking Machine Woi ld )

Pittsburg, Pa., May 9, 1908.
The C. C. Melior Co. have greatly increased
the capacity of their premises recently by utiliz-
ing the basement of their retail store on Fifth
avenue as salesrooms. In the basement has been
arranged one of the finest and most spacious
talking machine stores in the city, with separate
booths for the Victor, Edison and Columbia
lines, and also the Regina line, which is de-
cidedly popular in Pittsburg. The arrangement
of the rooms is entirely up-to date, windows be-
ing provided so that a single boy in the aisle can
operate two or three machines at one time.

"Space-saving and time-eaving are two of the world's
great problems."

THE MONARCH

(Space-Saving and Time-Saving)

Revolving Wire Rack for
Cylinder Records

The "Multum in parvo" of the phonographic

world Holds 1,000 Records in a space 33

inches square and places every one of the thou-
sand so that you may reach them without mov-
ing.

Absolutely the most up-to-date device for the
racking of Cylinder Records yet devised for the
dealer who has no wall space to devote to his
record stock.

An instantaneous hit with the jobbing and
retail trade.

Durable and Compact — Convenient and Attrac-
tive— Saves Space and Time — Attracts Attention
and Makes Sales. Ball Bearing — Easily Turned.

PRICE. $30.00. NET.

Ask your jobber for a complete catalog of
"The Heise System" of Wire Racks

SYRACUSE WIRE WORKS

SYRACUSE. N. Y., U. S. A.

Canadian Representatives: R. S. WILLIAMS & SONS CO., Toronto and Winnipeg-

40

THE TALKING MACHINE WORLD.

69 BASINGHALL STREET, LONDON, E. C, W. LIONEL STURDY, MANAGER.

TRADE HAPPENINGS IN ENGLAND.

A Careful Review of the Business Situation —
The Value of Optimism — Getting Piano Re-
tailers to Take Up Talking Machines —
Premier Co. Appealing to Colonial Trade —
St. Dyktor's Invention — The Franco-British
Exhibiton — Columbia Publicity — Hull Retail-
ers Form Association to Keep Up Prices —
Seymour's New Recording Principle — The
Megaphone Man Makes His Debut — Records
of Chimes — All the News of the Month —
Agitation in Favor of Penny Posts Approved
by American Ambassador — Great Popularity
of the Lauder Records.

(Special to The Talking Machine World.)

London, E. C, May 8, 1908.
From an impartial observance of conditions
there is no denying the fact that general business
in all trades, both here and on the continent, is
just now weathering a state of depression some-
what beyond the usual state of things obtaining
at this time of the year. Its effect on the talk-
ing machine section has, of course, been widely
felt, perhaps even more so in the sale of other
products which are not necessities, and dealers
seem hard put to it in their endeavors to coun-
teract the inevitable tightening up of the public
purse strings. Talking machine trade in some
quarters has been distinctly good, but labor
troubles in other parts of the country have
caused quite a slump in returns. In the north-
eastern districts about 100,000 men, of which
many are already on strike pay, are threatened
with idleness, and such is the state of uncer-
tainty which exists that the purchase of any-
thing outside absolute necessities is out of the
question. In circumstances such as these it is
no good looking back, except to profit by past
mistakes, but rather should dealers bring all
possible thought and energj' to bear upon im-
proving matters for the future. And after all,
bad as prospects may be, much may be done by
a little judicious publicity. When the old ways
of getting trade fail, strike out in a new direc-
tion; for a striving to improve matters spells
progress. Optimism is not necessarily to blind
yourself to existing circumstances, but rather to
take a sensible and bright view of the exigencies
of trade; akvays look on the sunny side, and
you'll get across when you least expect to. So
much for a little moralizing — it does one good
sometimes!

The export figures for last month show a very
satisfactory increase, most of the companies hav-
ing reported larger shipments. Our colonial
friends may be a bit exacting, but nevertheless
their business is not to be despised, and I have
every reason to believe that British manufactur-
ers are paying keener attention to export busi-
ness than ever before. We have not yet reached
that stage when it will be possible to sack the
collecting man, as his time is more occupied
than is really quite fair. He is about the only
man who is being overworked just now, as col-
lections are surprisingly slow, it being necessary
to make about a dozen calls where, in the ordi-
nary course of things, only one should be re-
quired.

There has always been a certain amount of
difficulty in moving the musical instrument re-
tailers to take up the sale of talking machines,
but we are pleased lo observe that this unhappy

condition shows distinct signs of changing. C!on-
servatism, or whatever the reason, is being
gradually broken down by the manufacturers,
and the talking machine of to-day, particularly
so in regard to the disc type, seems now to be
more generallj' recognized by pianoforte and
other musical instrument traders as something
worthy of their attention. To sell a talking
machine (for want of a better name) is not to
stop the sale of a piano, and vice versa, for of
the nature of things, while they appeal to the
same tastes, each has a different mission, and
therefore their interests do not clash. A piano
cannot give you the life-like reproduction of a
Scots Guard selection, neither can it supply or-
chestral effects, or present to us the vocal inter-
pretations of our great singers. But a talking
machine can do all this, yet cannot offer the de-
light of putting into effect one's own expressions
of favorite pieces, as 'tis possible with a piano.
And as this gains ground, so we shall see, in
place of the much respected cycle man, the talk-
ing machine industry in more appropriate hands,
which without a doubt will not only stimulate
but go far toward placing this business gener-
ally on a better footing altogether. It is com-
ing to pass, perhaps gradually, but surely, and
in the few months gone by of this season a larger
proportion of musical instrument dealers have
been won over to the possibilities of the talker.
A peculiar feature of this is that it is mostly the
disc type our friends favor; the phonograph for
some reason or other is not so generally seen.
Probably the chief reason is because disc ma-
chines and machine cabinets are more in keep-
ing with the appearance of a pianoforte show-
room, while the phonograph, with few excep-
tions, is not. Our point being the capturing of
the musical instrument dealer, we do not quarrel
with this so long as he is converted, and it only
remains which is the first class of mantifacturer
to attract him. Messrs. Pathe Freres are one
of the chief pioneers in this movement, and the
G-ramophone Co. have perhaps done more than
anybody to bring about the desired result.

A New Recording Principle.

I often hear scraps of news unofficially, and
the latest is a very interesting rumor to the
effect that Henry Seymour, the well-known talk-
ing machine expert, is experimenting upon an
entirely new recording principle, with a view to
issuing a disc record in the future. We all know
the needle-cut and the phonograph cut system,
but there appears to be another sort of cut com-
ing along, and that's a secret which time will
reveal.

What the Travelers Report.

The Commercial Travelers' Association reports
that the year has been a most trying one, travel-
ers having experienced great difficulty in keeping
up their ordinary returns, to say nothing of in-
creasing them. This keen competition for busi-
ness becomes very engrossing, and in the race
for trade each day demands greater energy.

To Conduct Business Separately.

In the course of a chat recently with Louis
Sterling. I learn that the business of Sterling &
Hunting, Ltd., will be carried on as quite distinct
from that of the Russell-Hunting Record Co.
With the former company Mr. Sterling occupies
the position of business manager, which in no
way affects his connection as managing director
of the Rui-sell-Hunting concern.

THE HARMONY COMPANY, Chicago, U. S. A.

Larncst ManufacIuriTS of

GUITARS, IVIAIMDOLIISJS DRUIViS

FOREIGN TRADF-. SOLICITF.D WRITK FOR CATAI.OC.

Music as a Medicine.

In music we have a valuable treatment which
is not now so very expensive to apply. In a few
years' time we may have auto-mechanical music
producers as common as electric batteries in our
professional instrument equipment, and as fre-
quently prescribed as light, inhalation, or bath
treatments. So says a London journal, and if
we go no further there is ample evidence that
music has a wonderfully soothing effect on the
nerves.

Some Good "Clarion" Records.

Twelve good selections appeared in the April
clarion list covering three excellent orchestral
pieces, including a record of Mascagni's famous
intermezzo of such good quality that its sale has
already reached a high figure, and the Premier
Co. have found it necessary to manufacture pretty
largely to meet the demand. "The Boston Tea
Party" is the title of one of the three military
band pieces, "while of the six songs — all finely
recorded — one of the best sellers is "Annie
Laurie," the renowned old Scotch song, which is
sung in first-rate style by Miss Ethel Dyer. As
a matter of fact we understand that all of these
issues met with a great demand.

The Premier Mfg. Co. have taken advantage
of the Colonial season to introduce their records
on a much larger scale than hitherto, and as a
consequence, to use the words of Mr. Forse, their
sales have increased enormously. Particularly is
this the case in Australia, to which country con-
signments are being constantly shipped. South
America is coming in for a deal of attention,
and in the United States jobbers requiring to
handle a first-class record, which in spite of
tariffs can be introduced profitably, should get
into touch with this company.

Beka Co. Show Cards.

The Beka Record Co. have produced two very
artistically designed show cards in connection
with their well-known discs. They are attrac-
tive and pleasing and draw reference to the com-
pany's products in an effective manner. Post
free to dealers upon request.

Pathephone Co.'s New Machine.

Model "Al" is the new machine just intro-
duced by the Pathephone Co. The motor will
play two 8 1-2-inch records at one winding, it
has a strongly made case, and is surmounted by
an attractive fiower horn. The machine is equal
to the best, and is offered at quite a moderate
figure.

On the Continental Plan.

At the headquarters of the Institute of Hygiene,
Harley street W., a model public house has been
constructed on the lines of a Continental cafe.
Music is to be supplied either from a gramo-
phone or an electric piano.

St. Dyktor's New Machine.

I understand that Mr. St. Dyktor has severed
connection with the Italian Talking Machine So-
ciety, and in future he will sell a machine of his
own manufacture. The particular features of
this machine are a double tone-arm. double
sound-box. and two trumpets. Although both
tone arms will swing from one point, they will
be quite independent of each other. Another fea-
ture is a special device by means of which the
volume of sound may be modulated or increased
at will. The machine case will be made in sev-
eral different woods; and we hear the price has
been fixed at a very reasonable figure. The new
concern is to be known as the British Biophone
Co., and premises — yet to be fixed — will be in
the City Road quarter of Phonoland.

Favorite Co.'s Improved Repertoire.

Since A. Vischer has been in charge of the
London recording rooms of the Favorite Record
Co.. with few exceptions the English repertoire,
both in popular titles and quality of tone, has

THE TALKING MACHHSTE WORLD.

41

FROM OUR LONDON HEADQUARTERS— (Continued).

been highly praiseworthy. The latest list of
titles to hand has met with a great reception
from the trade, and in many instances dealers
were moved to express their approval by letter.
1 would particularly draw attention to the fol-
lowing: "H. M. S. Pinafore" (Sullivan), No.
63,022 and 63,023. Selections 1 and 2, respec-
tively, are both recorded in a brilliant manner.
"La Paloma" (Yradur), 64,023, and "Reverie"
(Waldteufeu), 62,015, by the Earl of Lonsdale's
Private Military Band, are two compositions
skilfully reproduced, the former being noticeable
as containing an exceptionally good cornet solo.
"The Pirates of Penzance" (.Sullivan), 63,020 and
63,021, also by the Earl of Lonsdale's band, are
reproduced in capital effect, while in the case of
"Down South" (American sketch, by Myddleton),
and played by the Earl of Lonsdale's band
(63,025), and "Let's Be Lively" (Myddleton),
63,024, they comprise a combination of tonal qual-
ity and brilliancy of reproduction unsurpassed.
The songs "If Stubborn Men" (65,110), on the
reverse, "Arm, Arm, Ye Brave" (65,111), both
by Wilfred Piatt, with orchestra accompaniment,
provide excellent enjoyment. Harry Thornton
gives us two capital songs in "Old Square Bob"
(65,104), and "My Old Shaks" (65,103). Will
Terry's two comic songs, "Half-time, Turnover"
(67,054), and "The Bell Goes a'Ringin' for
Mary" (67,051), are both worthy of recommen-
dation for clear enunciation and effect. Favorite
records are increasing in demand both here and
abroad.

Exhibitors at Franco-British Exposition.

From what I hear there will be several piano-
forte and other musical instrument manufactur-
ers exhibiting at the Franco-British Exhibition,
but where are all the talking machine firms?
There is a possibility of Messrs. Pathe Freres'
taking a stand, and it is perhaps not too much
to assume that the Gramophone C!o. have it in
mind. At an international exhibition such as
this, which will be visited by millions of people,
many being traders from all parts of the world,
one would have expected the talking machine
section to be more widely represented.

Just to Think of It!

To prevent emigration of the best artistes to
New York, Italian millionaires have decided to
organize a trust, with a capital of £400,000, to
deal with the opera houses of Milan, Turin, Flor-
ence, Rome and Naples, says the Central News.

The Mysterious iVlme. X.

Pathe Freres have secured a new soprano in
the person of Madame X., who has sung two
excellent operatic selections from' "Rigoletto"
(Verdi), and "Romeo et Juliette" (Gounod).
The reproduction is well up to the standard set
by Madame Melha. Nobody seems to know who
Madame X. is and quite an air of romance is
suggested by her wish to remain anonymous.

Establishment of the Penny Post.

The city of London Corporation has received
a letter from the United States Ambassador ex-
pressing his personal appreciation of its resolu-

tion in favor of the early establishment of the
penny post between Britain and the United
States.

Two Records of Chimes.

Mr. Vischer tells me that at his request two
records have been made — "Abide With Me" and
"Lead Kindly Light," as rung by the full peal of
bells recently installed at the Munich Town Hall.
These two Favorite records will certaialy prove
favorites with the trade.

Lauder's Records Going Big.

The National Phonograph Co. report tremen-
dous sales of Harry Lauder's records, which find
a ready demand from all quarters. The famous
comedian has a fascination all his own, and the
incessant call for his records is but a natural se-
quence.

IVlr. Loewe's Death Regretted.

. All those who came into contact with B. Loewe,
the enterprising director of the Beka Record Co.,
of Berlin, will regret to learn of that gentle-
man's demise, which was reported in your Ger-
man letter last month. In 1901 he joined the
Adler Phonograph Co., and was so wrapped up
in his work that he abandoned his own profes-
sion of chemist to concentrate all available
energy upon the advancement and perfection of
sound recording and like interests. Before asso-
ciating himself with the Beka Co. he spent some
considerable time with Herr Stollwerck, and also
with the well-known house of Bumb & Koenig.

Columbia Wins Challenge Cup.

A special challenge cup has been carried off
by the Columbia "Majestic" graphophone in con-
nection with talking machine contests at Barby,
Yorkshire. To secure this trophy it was neces-
sary to score a double victory in the successive
competitions. There was keen interest in the
contests, the entries numbering, respectively, '23
and 12, but, on both occasions, the Columbia
"Majestic" graphophone beat all comers, thus
gaining for its proud owner the cup as well as
the two first prizes.

Against Pathe Freres.

The injunction restraining Messrs. Pathe
Freres from infringing the tapered arm patent
is the subject of much recent publicity by the
Gramophone Co.

Under Bankruptcy Proceedings.

Alter Kersh, 348 Hessle Road, and 124 Char-
lotte street, Kingston-upon-Hull; Harry Farmer,
55 George street, Walsall; J. Dykes, 90 Church
street, Barrow-in-Furness; A. E. Speare, 24 and
110 Earle street, Crewe.

New St. James' Hall Opened.

The New St. James' Hall, Great Portland street
W., which has seating accommodation for about
1,200 persons, was opened April 25 with a highly
successful promenade concert. The new build-
ing very effectively fills the gap created in Lon-
don musical circles by the demolition of the old
hall, beloved of musicians throughout the world.
Lyall Taylor, who is not unknown in talking
machine circles, conducts the orchestra with
much credit.

Soap Pianos!

In order to stimulate trade among their retail-
ers. Lever Bros., of Sunlight Soap fame, have
offered as prizes no less than one thousand
pianos! This is good business, but let it be
seen that the instruments are of such a quality
as to be a perpetual reminder to the lucky ones
of the donors' goods; for in any such instance
a grateful man means grateful sales and repeat
ordere for the manufacturer.

There Is Still a Tide.

There are quite as many opportunities of suc-
cess in these days as ever there were, if they
are only taken at the proper time.

Duty on Catalogs to Australia.

The revised regulations regarding duty on ad-
vertising literature sent by post to Australia state
that in such cases where the manufacturer or
producer has not an established place of busi-
ness in Australia, catalogs, price lists, show
cards, etc., may enter free of tariff, but other-
wise the charge is 6d. per pound.

New Canadian Service.

In view of the fact that America enjoys a
larger share of Canadian trade than John Bull
quite relishes, it is pertinent to report that a
determined endeavor is to be made from this
side to recapture some of the business which
should be in British hands. Two new Dominion
liners, and also a White Star boat, are in course
of building at Belfast, which, in conjunction with
another large steamer, probably the Baltic, will
be put on the Canadian route, it is expected, by
next spring. The new service is to run alter-
nately from Liverpool and Southampton.

New Feature of London Life.

The megaphone man, whose advent in Lon-
don was promised a year or more ago, has at
last arrived fi'om New York, and may now be
seen any day conducting visitors around the city.
With his back to the sights he is dealing with,
and his scarlet trumpet directed upon his car-
load of happy victims, he describes through the
megaphone, in brief sentences, the buildings and
places passed. All the chief centers of interest
came in for attention, and at the Tower of Lon-
don his two-minute essay upon a passive beef-
eater made the object of his terse remarks swell
with conscious pride. The history of the city
was all given in three hours, and the megaphone
man was afterward asked by an enthusiastic
American how he liked it. "Bully, wasn't it?
That's the way we do it in New York. I guess
London was never done so quick before, eh?"

Raise Wholesale Prices.

Messrs. Gilbert Kimpton & Co. announce their
intention of raising the wholesale price of Im-
Iferial records, to come into effect June 1.
Dealers to Keep Prices Up.

With a view, among other things, of maintain-
ing prices, and to confine the trade to bona-flde
talking machine dealers only, the Hull retailers
have banded together under the title of "The
Hull and District Phonograph Traders' Associa-
tion." The list of members is growing very

A REVELATION IN THE ART OF RECORDING

Favorites! Favorites! Favorites! Favorites!

NEW SUPPLEMENTARY LIST FOR MAY JUST OUT !

Grand Tone
and Finish

Extra-Super-Fine ! ! !

IVo Scralcli ; Sweet,
Clear and Mellow

Try these latest numbers, and like Oliver Twist of Dickens fame, you will want more. Obtainable from all up-to-date Dealers. Through
Factors only, lists free.

THE INTERNATIONAL FAVORITE RECORD CO., Ltd. (of Great Britain)

45 CITY ROAD, LONDON, E. C. 213 DEANSGATE, MANCHESTER

THE TALKING MACHINE WORLD.

FROM OUR LONDON HEADQUARTERS- iContmued.i

satisfactorily and with such success that other
towns are following this very excellent example.
From time to time I have advocated some such
organization as the only means to effectively
check the growing evil of indiscriminate price-
cutting which is indulged in for the most part
by the two-ha'pennies-for-a-penny dabbler who
very often works from a private house, or a bar-
ber's shop. To the legitimate dealer keeping a
fair representative stock, and paying the rent
and taxes of a shop, the competition in question
is not only hurtful but has a bad influence on
the whole trade generally. The formation of
the Hull association is highly commendable, and
we think worthy of the best possible support
from all manufacturers and factors, both moral-
ly and financially. To carry on a trade protec-
tion society successfully — and by that I mean in
the manner sufficiently strong to make itself
really felt, funds are a^very necessary item, for
if we are to see and feel results, there is not
the slightest doubt but what legal restraint will
have to be secured against some of the delin-
quents, as^ if a man means to cut prices, some-
thing more than a polite protest will be neces-
sary to stop him. If such measures are not pos-
sible, it follows that to protect the legitimate
trader, manufacturers and factors must initiate
a common blacklist, and agree not to supply any
goods to such persons as it is thought fit by
general consent to place thereon.

Issue Quarterly Catalog.

The British Zonophone Co. have announced
(last month) the issue of their new quarterly
catalog, which covers a full list of 7 and 10-inch
records now in stock.

Casino Records Please.

The Columbia disc records by the Casino Or-
chestra are making friends everywhere. One of
the leading music firms in Scotland, doing a
particularly high-class trade, recently said that
they were finding it necessary to keep a fu.l
stock of every Casino number published. This
significant confirmation of the strong claims
made for the Casino records on the first an-
nouncement of the series is naturally very pleas-
ing to the manufacturers.

New Artists Introduced.

The latest list of Beka records includes two
new artistes — Miss Jessie Broughton. and Arthur

Strugnell — whose songs are well recorded. A
general improvement of tone is manifest in the
records of this new Beka list.

A Safe Cinematograph Film.

The problem of finding a safe ciiematograph
film has, it is claimed, been solved by Dr. Eichen-
grun, a prominent German chemist, who has dis-
covered a substitute for the inflammable cellu-
loid of which the ordinary cinematograph film is
made. The new substitute resembles celluloid in
Its flexibility, but can cnly te set alight wirh
extreme difficulty.

Some Clever Columbia PubKcity.
A handsome folder has just been brought out
ty the Columbia Phonograph Co., iUustratiig and
describing their ''Symphony Grand" graphophone.
In appearance the "Symphony Grand" is quite
unlike a talking machine, resembling more the
design of a small upright piano than anything
else. It is made of mahogany, highly polished
and artistically carved, and would harmonize
with the most exactingly fumished interior
scheme. Beauty of appearance is matched by
beauty of tone. The sound-projecting arrange-
ments inside the cabinet yield an exquisitely
pure and natural effect, and the music is dif-
fused through the richly-carved silk-backed grill
in front of the instrument with delightful sweet-
ness. The instrument will play for half an hour
from one winding of the motor. The interior
space has been made good use of. Racks are pro-
vided for 340 discs. The operation is of the
simplest. To place a record on the turntable it
is only necessary to lift up the front cover. The
starting and stopping is controlled from without.

Premier Co.'s Double Sided Disc.

It was announced last month in these columns
that the Premier Mfg. Co. had it in mind to issue
a phonogi'aph cut double-sided disc. Since then
they have been working very rapidly, and I had
the pleasure recently of hearicg their first few
samples. Without a doubt there are many good
records on the market, but I think when traders
receive the first samples of Clarion discs they
will confirm the opinion of all those who have
been privileged to test these records, that for
all-round excellence they stand pre-eminent. It
would be premature to say more at present, but
we heartily congratulate the company upon their

very distinct advance above the average which
they have made in the matter of recording.

League to Further Cause of Music.

Under the title of the "'^viusical League," a
new organization has been formed in this coun-
try, for the purpose of furthering the cause of
music. The committee contains many eminent
men in the world of music.

Telephone Rates to Paris.

The Postmaster-General, petitioned by the
British Chamber of Commerce, says that he
hopes to make substantial reductions in the tele-
phone rate to Paris, but there will he no reduc-
tion in the postal or telegraph charges. There
has been some agitation recently to obtain
penny-a-word telegrams and penny postage.
In Lighter Vein.

Willing to Oblige. — Mistress (who is engaging
new maid and is growing rather tired of her
numerous objections): "Of course, if you object
to the children, we could drown them."

Ring Off. — Father (testing his son's knowl-
edge) : "Now, Tommy, what was the date of
William the Conqueror's great battle?"

Tommy (who has been learning to use the do-
mestic telephone) : "One, O, double six, Hast-
ings."

RESOLUTIONS WORTH ADOPTING NOW.

1. I will dispel from my mind any thoughts
of hard times.

2. I believe there is more to be gained by
push and aggressiveness than by idle talk.

3. I believe times are what we make them;
I will add my influence toward making them
good.

4. I will not allow . the investment I have in
my business to remain idle.

5. I am going to get rid of the old stock and
restock with new.

6. I am going to run my business on business
principles.

The man who sits and waits for success to
come to him is generally anticipated by the one
who goes out after her with a stuffed club.

Some men are slow and sure — most of them
simply slow.

The "World's" Register of British Manufacturers and Factors

The following are leading firms in the United Kingdom who will gladly mail Catalogues and Price Lists upon request

D DDT17TTD 68 BaslnEhall St..
IV. rlVlE/UlV London, E.C., Eng.

EVERY WHOLESALE JOBBER

should get my export prices for Best French
PHONO REPROS.. RECORDERS.
BLANKS and all Phono Accessories. Lists
free.

I am prepared to consider sole
reoresentation of manufacturers of
SPECIALTIES of all kinds for
Phono and Talking Machine Trades.

IF YOU WANT TO OPEN HERE

write us at once and submit samples
and prices. Highest Bank Refer-
ences. Correspondence invited —
English or French.

!

For Profitable and SOUND Business handle the

IMPERIAL DISC RECORDS

Supplied by

GILBERT KIMPTON & CO.

Peninsular House, Monument Street, London, England

1

THE SEYMOUR
REPRODUCER

NEW 1908 MODEL
Eoormoosly Improved.

Absolutely the finest phonograph repro-
ducer on the market. Price. 12 6.

Graphophone Carrier Arms for Edison
machines to adopt same, with spedalsound-
ti^^ht joint, from 10 6 to 12 6.

Send for illustrated lists of above and
other up-to-date accessories.

THE MICROPHONOGRXPH COMPANY
291 Goswell Road, Lonilon, England

TALKING MACHINES

Records and
Supplies

Export a specialty. Ship-
pers are requested to state
their requirements.

American Talking Machine Co.

31 Tnbernaclc Si., Londta, England

F. W. ROBIIMSON

"The Talkeries, " 21.^ Deanspate.
MANCHESTER, ENGLAND

Direct Importer of all kinds of DISC
TALKING MACHINES. RECORDS.
PHONOS.. CYLINDERS. ETC.. and all
Koods connected with the trade.
WHOLESALE. RETAIL AND EXPORT
on c.Tsh linos at closi- market prices. j

m^^^ Correspondence Invited
«^ PROMPT ATTENTION

Always opi'ii lo rwnsidrr ^rood linrs suil-
1 able for Ihe Limlish and Forfinn markois-
Improvements and Novohies preferred- |
Send samples and prices.

«CC ADV'T ADJOINING {

\ To Colonial and Foreign Bnyers

The peculiarities of these market?
have never been more api)flrent tlian
at the present moment, ronuIrlnfT (he
srenteHt care in priehis and hiiy-
ins. with a view to the f utnre Hav-
liin had innny yenrH* Hxperlenoe. I
aui prepared to buy for y»>u upon
coniniiHMlnii . and to keep you po<itt>()
up wit^i all Ihe InleHi produolionH
and act as your representative. I
l)uy rock hollom. Instructions to
purchatsc no«»d8 must be accompanied
with order on Rankers to pay cash
ui;ninst Kttl of Lading.

Rankers, London City and Midland
Ltd., ftfnncbester. For terms, please
write statini* requli ''ments. to
F. AV. ROai\M)\.
1 ''Zttt DeanHgate. ManelicMler, Kiiu.

The City Mfg. Co.

S6 City Road, London, L C

We are the ONLY MANUFACTURERS IN
ENGLAND who are able to produce a
);enuine B r i t i s h - M a d e article, superior
quality, to stand Foreign competition.
Records. Albums. Pedestals
Exiiibition Wire Racks
are our principal lines, and w e can claim
to be

The Cheapest on tile Market

Wholesale only. List on Application.

THE TALKING MACmNE WORLD.

The PREMIER MANUFACTURING CO. ^

81 CITY ROAD, LONDON, ENGLAND

OFfPER

The CLARION

" NEW PROCESS
CYLINDER

RECORD

3K

FULL
LENGTH

FULL
VALUE

QUALITY
EXCELLENT

TONE
PURE AND
NATURAL

BETTER

than any

SHILLING
RECORD

on the market

To AMERICAN JOBBERS

AND

Progressive Colonial Dealers

THE MOST PROFITABLE LINE

to handle is a record that will sell
quickly. You don't want to tie up
your money in stock that you can't
sell — THAT YOU'LL AGREE.
SEEK where you will, for GOOD
QUALITY and QUICK -SELLING
the "CLARION " RECORD

STANDS PRE-EMINENT

It's the line you should handle, for
it's quality and price that tells —
brings repeat orders — and Clarions
are there all the time. RECKON
UP the advantages and ask yourself
if it's not worth while getting into
touch with us ?

THE "CLARION " IS A

GOLD -MOULDED
CYLINDER RECORD

recorded under a new process which
reproduces both instrumental and
vocal music with lifelike fidelity.
We don't want to say too much,
but are prepared to stand by your
opinion. Why not

SEND FOR A SAMPLE SET

and test them for yourself?

44

CLARION RECORDS

FLOOD THE WORLD WITH MELODY

Points to Remember

A GENEROUS PROFIT
IS ALLOWED

THERE IS NO DELAY WITH
YOUR ORDER
WE SUPPLY PROMPTLY

The "CLARION " RECORD is a
money-making] record, not because
we call it the quick-selling record,
but simply that the price and quality

Tempt Buyers to Come Again

WE ARE SEEKING

the best class of Dealers to stock
" Clarion " Records, and if YOU are
wanting the best class of record —
the easy-selling record — LOSE NO
TIME in applying for our complete
lists and particulars of trading in
your country.

DON'T PUT IT OFF.
to the manufacturers,

Write now

The Premier Manufacturing Co.

81 City Road,

LONDON, ENGLAND

SHOW BIG PROFITS

3K

FULL
LENGTH

FULL
VALUE

Up-to-Date

Lists
of Popular
Selections

EXTREME
CLIMATIC
CHANGES
DO NOT
AFFECT
"CLARION-
RECORDS

All Go Ahead Jobbers are Handling These in Australia and New Zealand. Are You ?

44

THE TALKING MACHINE WORLD.

FROM OUR LONDON HEADQUARTERS-iContinued .

TRADE REPORTS FROM THE PROVINCES

MANCHESTER NOTES.

Manchester, May 4, 1908.

At the present moment Manchester and dis-
trict is experiencing a very flat time as regards
the talking machine industry. Removals and
auction sales are pretty frequent, and owing to
the tightness of the money market, financial
obligations, in a large number of cases, cannot
be met. Large dealers and factors all round com-
plain very seriously of the inability of their trade
customers to pay their accounts when due, and
with the sales being very slow, and general de-
pression existing in the northwest district, the
next few months do not look encouraging by any
means for a large number of the dealers. On
the other hand, in some exceptional cases, where
the up-to-date trader has been careful and pains-
taking with his customers, the connection al-
ready secured will no doubt pull him safely
through the depressing time. Already some
houses are considering the next year's require-
ments, and alterations are being made to further
adapt existing premises to future needs.

Manager Grossman, of the Columbia Phono-
graph Co., reports business keeping up very well,
notwithstanding the depression of trade here,
generally. Although machine sales are on the
slow side, there is a continually increasing de-
mand for records, the new double-sided ones,
more especially. The series of twelve records by
Miss Ruth Vincent are very popular, a favorite
selection being the "Waltz Song" from Edward
German's "Tom Jones." This is the song which
was encored nightly when sung by Miss Vin-
cent during her visit to Manchester at this
Prince's Theater. Mr. Crossman also states that
during a recent trip through the northern por-
tion of his territory, a large number of new
accounts were opened, with very satisfactory re-
sults.

We have to chronicle reports of very good
business from dealers in Hyde, Ashton-under-
Lyne, Bury and other towns, as the result of
the various Pathephone concerts given during
the past month. In Bury, particularlj', Messrs.
Harrison and Mr. Warburion inform us that
the crowd was great, even to overflowing, and
we understand that in each case, where these
concerts have been given, t'ae dealers, as well as
the audience, have been mutually delighted.

LEEDS AND DISTRICT NOTES.

Leeds, May 5, 1908.

Reports from the dealers in Leeds and dis-
trict show business as fairly satisfactory for the
time of the year. Scott & Co., the Phono Stores,
and Appleton & Co., etc., say that they are fairly
satisfied with results to date.

Hilton & Co. have experienced a very good
season, and their general manager, W. J. Rib-
bons, felt, notwithstanding his expectations of a
slack time this summer, that the trade would be
greater than ever next season. Unfortunately,
however, Leeds being a very get-at-able center,
the dealei-s are feeling somewhat the effects of
the long and continuous strike of mechanics on
the northeast coast. In Hull, Grimsby, Stockton,
Darlington, and north as far as Newcastle-on-
Tyne, this friction between masters and men
and stoppage of work considerably retards the
sale of talking machine goods, to the detriment
of the dealers. As soon, however, as the labor
conditions improve, which may be shortly, the
trade will again pick up a great deal that it has
already lost.

Mr. Jenkins, the well-known Pathephone agent,
of Leeds, states that Pathe records are holding
their own well, and that since he has made a
specialty of these records he cannot sell the
needle records as of old. In fact, so much
so, that he has considerably reduced his stock
of the latter, and added to his stock of the for-
mer, with every possible chance of success.

LIVERPOOL NOTES.

Liverpool, May 1, 1908.
In Liverpool and district there is certainly a
large decline in the sales, and fears are enter-
tained that the shipbuilding crisis may seriously
affect the talking machine business during the
next few months. At the present moment there
are upwards of 80,000 men on strike, and with a
grave crisis in view, business in the talking ma-
chine trade does not look too rosy in the near
future.

At Messrs. Richardson's, as well as Messrs.
Johnson's, Ltd., business was reported as fairly
good, taking all things into consideration.
Archer & Co., Messrs. Dibbs. Ltd., and other well-
known retail houses also report a fairly normal
condition as regards sales.

At Van Gruisen & Son's, 2)^ Bold street, where
they handle gramophone goods, as an adjunct
to their very extensive piano and music business,
sales have been very satisfactory up to the pres-
ent. In Messrs. Van Gruisen's case, however,
they have a special department fitted up entirely
for the gramophone business, and have found it
to be a necessity, whereby customei-s can sit
;ind listen and carefully inspect the goods they
aie iHiying without fear of interruption.

At Thompson, Helsby & Co., Pathe goods ap-
pear to be selling in fair quantities.

The Melograph Co.. Ltd., like a great many
others, report trade a little slow at present.

In the North of England generally, however,
tlic plionograph and talking machine goods have
lucii n^placed to a very large extent with cycles
and other accessories. The cycle people have ap-
parently relegated these goods to the back part of
tlio premises, and are busy at the present moment
with cycles for tlic summer season.

In very few instances, we are sorry to say, do
the cycle dealers attempt to cater for the trade
all the year round, and in cases where they do
not do so they generally, at the present season
of the year, sell the goods they have in stock
at any price, regardless of cost, or of any other
consideration. In exceptional cases, however, we
find a conscientious cycle dealer who does his
best to be honest to the trade in the summer as
well as winter, but without wishing to be im-
polite, these cases are very few and far between,
but where the goods are handled all the year
round it proves most beneficial, besides keeping
(or retaining previous clients) from one season
to another.

THE FOLLOW UP CAMPAIGN

Is Something That Should be Inaugurated by
Every Talking Machine Man — It Pays to
Keep Your Customers Fully Informed With
the Idea That You Are a Live Man and De-
sirous of Being of Service to Them in Every
Way Possible — All Printed Matter Should be
Logically Connected.

Nearly every dealer has on his books the
names of hundreds of people who could very
easily be made regular customers. They are
people who have bought intermittently. You
want their orders, and you want bigger orders.
If you want these accounts you should ask for
them, ask for them in the right way and at the
right time. In no way can you do this so sen-
sibly as by a direct and sj'stematic series of well
planned mail matter which will go out once a
month or oftener. The frequency with which
you send out this matter and the length of time
for which you send it depends entirely upon the
value of these accounts.

Most advertisers have the right idea as far as
the sending of printed matter to prospective
customers is concerned. They will send out in
the course of a year a miscellaneous lot of book-
lets, price lists, blotters, circulars and folders.
Thej' will send these out at irregular intervals,
and there will be no real connection between
them. This sort of matter is good, but it is not
as good as it ought to be. Neither will it get
the best results.

There should be a certain logical connection
between all pieces of printed matter. Each piece
should begin where the last one left off. There
should be one continuous argument delivered
upon the instalment plan. Each card or other
piece should be complete in Itself. It should
make one point, drive that home and clinch it
on the other side. More than this, it should not
try to do. The point made in the next piece
should go one step further and make one more
point. The whole series taken together should
tell a long, continued, interlocking story of your
goods and their advantages.

The pieces thus written should go out fre-
quently enough so that the conrection will not
be lost. The man who gets these pieces will
read them. In the end this reading, week after
week, leaves a cumulative impression, strong and
convincing. And somewhere during the life of
this series you are going to reach your man
just at the right time. That is the day you are
going to land the order.

The whole theory of good circular work then
is that it should be part of a systematic plan.
The right kind of a mail series cannot fail to
be the best investment you have ever made In
employing salesmen.

An ideal series Is one consisting of a fac-simile
letters, special postal cards, booklets and folders.
.\ facsimile letter Is an exact likeness of a

PHIUP NEALE,

PMOINO. EXPERT,

5 Chalk Farm Rd. LONDON. N. W.

Tnllxln.e Machines of every description repaired.
Special terms to the trade. City address and price
list on receipt of postal. No "Job too small — no
Job too l.Trge.

AN OPPORTUMTY lor
Foreign Manulacturers
To Create Business
In America

1 am ready to close satisfactory
deals v^rith European manufacturers
of Talking Machine specialties who
desire representation in this country.
There is a great field here for spe-
cialty manufacturers and the American
dealers are ready to take on side
lines v/hich are attractive. I know the
business, having had years of exper-
ience with the dealers, and realize
the possibilities of enormous output
here for the right kind of trade at-
tractions. Address

TRADE SPECIALIST

Care oi Tbe Talking Machine World

1 Madison Avenue NEW YORK

THE TALKING MACHINE WORLD.

45

personal, dictated, pen-signed, press-copied letter.
It has all the moral effect of a real letter. The
fact that it can be gotten up easily in lots of
from five hundred to a thousand has nothing to
do with this effect. A man receives one of these
letters at a time. He knows nothing of the
others, and for all practical purposes it is just
as good as a letter your stenographer had writ-
ten.

Special postal cards are postal cards larger
or smaller than an ordinary government postal
card. They are printed upon cardboard of vari-
ous bright lines in at least two colors of ink.
Two colors of ink taken with the color of the
card gives a three, four or even five color effect
by processes which are known to the elect. The
illustration should belong naturally to the matter
on the card, and should bring out some point in
it. The matter should be short and to the point
— about what can be read without effort in a
couple of minutes. It should be so arranged
that the meaning can be grasped in a jiffly.

A pleasant variation of the special postal card
is a folder which is so made that it does not
require an envelope. The expense of the enve-
lope is thus saved and also the time of the
person who receives it. The folder opens easily
and tells its message without any loss of time,
while its novel form makes a special claim for
recognition.

About twice a year it is well to send out a
booklet giving in detail that which cannot be
told by letter. You can do almost anything with
the public if you have the right kind of matter,
written and illustrated in the right kind of way.
The right way of pushing a thing will appeal
every time and is sure to reach the desired goal.

You will find out by a series of this kind one
of two things: either you can sell him your
goods, and you will proceed to do so, or that it
is impossible for you to ever sell them to him.
Either is worth finding out, and you can do it
in no other way as cheaply or as quickly. A
properly written, well planned mail series sent
out to a large but carefully edited list of people
in your city and outlying towns is like a fine-
toothed rake. Nothing else is so thorough or so
apt to bring in all possible orders.

The fault -with most circularizing, as stated
before, has been the haphazard way in which it
has been done. You have mailed a booklet here,
a folder there, and a letter in another place.
You have not seen to it that one man gets all
these three pieces or you have sent them so far
apart that he has forgotten the first pieces of
the series.

DITSON'S FINE VICTOR DISPLAY.

The display window of Charles H. Ditson &
Co., the great music publishing, musical mer-
chandise and piano house, 8 to 12 East 34th
street. New York, have an elaborate exhibit of
Victor goods this week. The arrangement of
cabinets, machines, records, horns and minor
essentials is artistically effective, and in conse
quence it had a crowd in front throughout the
day. This department of Ditson & Co. is devel-
oping rapidly, the increase running into aston-
ishingly large figures.

WM. E. GILMORE RETURNS.

William E. Gilmore, president of the National
Phonograph Co., has returned from a three
weeks' vacation spent with his family at Vir-
ginia Hot Springs. It was exclusively a pleasure
trip, nothing more serious than golf and moun-
tain drives receiving attention. However, Mr.
Gilmore is said to have taken the golf feature
very seriously indeed. It was his first extended
trial of the Scotch game, and between driving
the ball over the Vii'ginia mountain tops and
actively following it up, he returns to his desk
well qualified for the championship finals in
business as well as "gulf."

The King of Italy is the latest convert to the
talking machine. He was supplied with a ma-
chine by the Gramophone Co., of Milan, whom he
has appointed Court Suppliers.

THE TRADE IN GERMANY.

Improved Financial Conditions Help Business
— Many New Devices Being Exploited —
Record Prices Reduced — Double Sided Super-
seding Single Sided Records — The "Talker"
at Berlin University — Liberal Avertlsing the
Rule — Talking Machine Concerts Financial
Success — Valuable Beka Records — Contest-
ing the Field in India — New Record Com-
pany Wins Success — Columbia Co. Discon-
tinue Berlin Branch — New Style Hornless
Machines the Vogue.

(Special to The Talking Machine World.)

Berlin, Germany, May 2, 1908.

With the improvement in the financial situa-
tion in this country business is beginning to get
back to normal, and the talking machine trade,
as well as others, are gaining in spirit and are
optimistic regarding the future.

The tendency seems to be toward producing
new devices and exploiting those machines and
accessories which, while not new, have never
been taken up to any extent by the purchasing
public. There is also a noticeable tendency in
the trade to reduce the wholesale price on rec-
ords, several companies having already an-
nounced a reduction in the price of both cylin-
der and disc records, among them being the
Zonophone Co., Beka Record Co., Homophone
Co., and the Columbia Phonograph Co.

The International Zonophone Co., believing
that single-sided disc records were no longer in
active demand, made a proposition to their trad-
ers offering to take back all unused single-sided
records on special terms, provided twice the
number of double-sided records were ordered.
Up to date a large number of traders have taken
advantage of the offer and are devoting them-
selves exclusively to the sale of double-sided
records.

The Berlin University is a staunch supporter
of the talking machine and uses it to a large
extent in historical and psychological research.
Dr. von Hornbostel having found it an invaluable
aid in studying and recording for future refer-
ence the music and dialects of primitive races.

The trade through the Empire are paying
especial attention to advertising, and some won-
derful results are being obtained in the shape of
original and attractive printed matter. So good
is the general run that it is difficult to pick out
one example as being in any degree superior to
many others. Window decorating also holds the
attention of the various traders, owing largely
to the impetus given that form of local publicity
by the awarding of six prizes for the best dressed
windows by the Deutsche Grammophon Aktien-
gesellschaft, the first prize being won by J. Ch.
Detering, of Hamburg. Since the contest in De-
cember window decoration has been closely
studied.

The talking machine concerts held during the
season just closed were the most successful in
the history of the trade, it being no rarity for
1,500 or more tickets to be sold for concerts in

the larger cities. Only the best styles of the
leading machines were used, and it was quite a
tad to place two or more machines, made by dif-
ferent companies, in competition at the concerts.

Stories of the use of the talking machine for
business purposes in unique manner are fre-
quent, and it is said that a photographer of
Hamburg has one placed in his reception room,
where the opening of the door causes it to oper-
ate. It requests the customer to be seated, calls
attention to a specimen album on the table, and
quotes rates and special offers.

The foreign list of the Beka Record Co. em-
braces about every known tongue in all the six
great continents, and the records, while not ap-
pealing to Europeans in a musical sense, as a
rule, are considered invaluable to the student
of racial characteristics, and are in very good
demand.

India, as an exclusive talking machine field, is
being strongly fought for by two companies, the
Grammophon-Gesellschaft and the Beka-Gesell-
schaft, and although the former was the first in
the field, and had secured practically a monopoly
of the record trade, the Beka people are rapidly
winning a place for themselves and are doing
an excellent business.

The Jumbo-Record-Fabrik, of this city, recently
founded with a capital of 20,000 m., have already
built up a very satisfactory trade under the
direction of the able business manager, Herr A.
Gloetzner. The company manufacture records
and accessories. One reason for their success is
their unique and commanding method of adver-
tising. For some time they sent in each package
of records a double-sided disc with instructions
to play one of the sides first. The side indicated
bore a bright advertising talk regarding the
Jumbo records and the people who made them.

I suppose you are aware that the Columbia
Phonograph Co. have discontinued their branch
in this city, which was established in 1900 before
the general run of traders realized the possibili-
ties of the talking machine business. As there
are now many traders in Berlin selling the Co-
lumbia Co.'s goods, they thought it best for all
concerned to stop their retail competition.

Realizing the inartistic appearance of the
usual style of talking machine and horn when
placed in a handsomely decorated drawing room,
the various manufacturers have succeeded in pro-
ducing some highly ornamented machines minus
the trumpets that, while being capable of satis-
factory musical results, are built and finished
in a manner as to make them decidedly orna-
mental wherever placed. One of the new ma-
chines has a vase on the top which acts as the
trumpet, and which is filled with sprays of
leaves in a manner not to interfere with the
music. The effect is enchanting.

The Penn Phonograph Co., Philadelphia, Pa.,
have become members of the National Associa-
tion of Talking Machine Jobbers. Mr. Miller's
conversion was no easy job, but Louis Buehn
landed him.

FLURSTEDT p CAIfFDI AiynT CHEMISCHE

bei Apolda i. Th. Germany yJJtWf M^W\M^n.l^lM 1 FABRIK

The largest manufacturing plant in the world devoted
exclusively to the manufacture of Master Waxes for

Gramophone and Phonograph Recording

Sole Manufacturer of

Sauerlandt's Material for Hard Moulded Records

Attention paid to the Manufacture ALL MATERIALS PROTECTED

of any Special Material by PATENTS

THE TALKING I^IACHINE WORLD.

Tills space reserved by
THE JOHN NEWTON PORTER CO.
253 BROADWAY
NEW YORK

THE TALKING MACHINE WORLD.

DECREES AGAINST TALK=0=PHONE CO.

Handled Down in Favor of the Victor Talking
Macliine Co. for Infringement of Berliner
Patents.

Upon the application of the attorney for the
receiver of the Talk-o-Phone Go., the suits of the
Victor Talking Machine Co. et al. vs. the Talk-o-
Phone Co., for infringement of the Berliner
patent No. 534,543, and for infringement of the
Berliner patent No. 548,623, were disposed of in
the United States Circuit Court for the southern
district of New York on May 4, 1908, by the
entry of a decree in each case in favor of the
Victor Talking Machine Co., et al., sustaining
the validity of the patents, and enjoining the
defendant by perpetual injunction from infring-
ing the said patents.

The suit on the Berliner patent. No. 534,543,
against the Talk-o-Phone Co. was brought to re-
strain the Talk-o-Phone Co. from making and
selling a disc talking machine for reproducing
sound from disc records in infringement of the
patent, and a preliminary injunction was granted
against it at the same time the preliminary in-
junction was granted against the Leeds & Catlin
Co. in a similar suit in October, 1906. These
suits against the two companies were prosecuted
together in the United States Circuit Court
and United States Circuit Court of Appeals of
this circuit, until the Leeds & Catlin Co. case
was taken to the Supreme Court of the United
States. The decrees just entered, May 4, 1908,
dispose of these suits against the Talk-o-Phone
Co. in favor of the Victor Co.

BRISBANE ON EDISON'S GIFT.

The presentation, by Thomas A. Edison, of a
phonograph to Count Leo Tolstoi, was the sub-
ject of a very flattering editorial from the pen
of Arthur Brisbane in the New York Journal
of Wednesday, May 6th. In connection there-

with a letter was printed from Vladimir
Tchertkoff, Tolstoi's literary agent and intimate
friend, in which is expressed the great Russian
writer's appreciation of this gift. This happen-
ing formed the basis of some very flattering
words for Mr. Edison by Mr. Brisbane, who was
described as "A gentleman who represents
America and its kind of brains just about as
Tolstoi represents Russia and its mental striv-
ings."

HORACE SHEBLE LEAVES FOR EUROPE.

Horace Sheble, vice-president of the Hawthorne
& Sheble Mfg. Co., Philadelphia, Pa., sailed for
Europe May 9, for a swift trip of a couple of
weeks, on special business. He left by the
"Minneapolis," via New York.

WANTS CINEMATOGRAPH FILMS.

An American consular officer in a city of West-
ern Europe reports that a firm in his district
engaged in a general import and export business
desires to be put into communication with Amer-
ican manufacturers of printed cinematograph
films and blank films. He reports that there
should be a good sale for this class of goods in
that region. The address of the consular officer
may be obtained upon application to the Bureau
of Manufactures by referring to inquiry No. 2238.

S. W.' WILLIAMS' TRIP "UP STATE."

S. W. Williams, brother of J. T. Williams,
general manager of the Victor Distributing &
Export Co., New York, returned last week from a
selling trip through New York State. Mr. Will-
iams has made an enviable record for himself
since joining the V. D. & E. staff, as he was
entirely new to the business and had little, if
any, experience as a salesman. He was assigned
to the hardest talking machine territory in the

country, namely, New York State, and has made
good. In fact, the work he has accomplished
proves him a bright, particular star in his line.
Reports also say his marriage to an estimable
young lady from a prominent up-State family is
soon to be "pulled off," the engagement being
talked of on Chambers street as having been an-
nounced.

LAWRENCE HAS SEARCHLIGHT HORN.

Head of the Standard Metal Mfg. Co. Closes
Deal Whereby the Searchlight-Folding Horn
Will Henceforth be Manufactured by That
Concern.

An important news item in the horn depart-
ment of the industry this month is the an-
nouncement that arrangements have b.een en-
tered into between the Searchlight Horn Co. and
the Standard Metal Mfg. Co., the well-known
manufacturers of the Standard horn, Newark,
N. J., whereby the latter company will hence-
forth manufacture the Searchlight horns.

This arrangement was consummated this week
between W. A. Lawrence and W. H. Locke. It
is the intention of Mr. Lawrence, who is general
manager of the Standard Metal Co., to push the
manufacture and sale of the Searchlight horns
in this country and abroad as well. He, as well
as many others, believe that there is a big future
for the 'Searchlight Folding Horn which has
been described in these columns, and can be
easily reduced to pocket size and may be shipped
inexpensively in large or small quantities. Also
when not in use it may be folded and put away.

Under this present arrangement it would
seem as if the Seai-chlight Folding Horn had
widening possibilities, as the Standard Metal
Co. have exceptional facilities for manufacturing
and distributing horns.

The man with the goods must first know how
to show them.

HAVE YOU EVER STOPPED TO CONSIDER

WHY

We can afford
to carry on a progressive campaign in the interests of the

MUNSON FOLDING HORN

Edison, Victor, Zonophonc and Columbia Machines

BECAUSE

Patent 813814

Notwithstanding the fact that the regular horn business is rather dull,
there is a demand for a good, practicable, one-piece indestructible
folding horn. The public wants and needs one. The Munson Horn meets
all requirements— made of selected "Leatherette" with highly finished metal parts. Can be opened and closed
in 30 seconds. Tonal quality perfect. All horns guaranteed not to rattle or blast.

In solid colors, Gold, Black and Red, - - Retail $5.00
Handsomely decorated by hand, fast colors, Retail $6.00

If your jobber cannot supply you, write us
direct and we will put you in touch with one in
your territory who can. And remember, THIS
HORN HAS NO RIVAL, therefore there is no
price-cutting competition to contend with.

THE FOLDING PHONOGRAPHIC HORN CO.

650-652 Ninth Ave
NEW YORK CITY

THE TORONTO PHONOGRAPH CO., No. 474 Queen St., West, Toronto, Ont., Canadian Agents

48

THE TALKING MACHINE WORLD.

CLEVELAND'S BUDGET OF TRADE NEWS.

Satisfactory Revival of Business Reported — Talker at Funeral — Devineau a Busy Man — Ideal
Horns In Demand — Gammill's Invention — Witt Music Co. Open — May Co.'s Fine Trade —
Columbia News — Mrs. Hartwell Removes — High Class Records in Demand — Other Items.

(Special to Tne Talking Machine World.)

Cleveland, O., May 8, 1908.
Tlie talking machine dealers in Cleveland and
northern Ohio in general have no particular com-
plaint to make on trade conditions, judging from
statements obtained from those engaged exclu-
sively in the business. All claim that some
effects of the financial flurry are still felt, but
there is an indication of a satisfactory revival
in business conditions generally, and the line of
inquiries and actual consummation of business
is good.

Not quite so many machines are being sold
as during the flush times of 1907, but otherwise;
in the enormous sales of records, horns and
needles, and the ever increasing profitable repair
trade, business isn't half bad, if a dealer is just
a little bit inclined to optimism.

In the aggregate a large number of talking
machines are daily sold in Cleveland, and when
business generally again resumes its wonted ac-
tivity, normal conditions in the talking machine
trade will return, accelerated and enlarged in
volume. The field is still unoccupied and un-
limited.

Cleveland has just secured 3-cent street rail-
way fare and is on the highway to municipal
purification. The health oiHcer is now endeavor-
ing to secure the passage of an ordinance pro-
hibiting piano and other musical instrument
playing before a certain hour in the morning,
and after 10 o'clock in the evening, on the
ground that large cities should make every effort
to protect the nerves of the inhabitants by keep-
ing things as quiet as possible.

The adaptability and frequent use of the phono-
graph in unusual and surprising ways is becom-
ing less a novelty. At the funeral of Henry
Church, at the suburban town of Chagrin Falls,
held a few days ago, he preached his own funeral
sermon. Some time before his death he pre-
pared the sermon and placed it on a record him-
self. When his friends assembled for the serv-
ices they were startled to hear the voice of the
deceased thanking them for the many favors and
kindness they had shown him during his life
and long association with them.

In connection with his civic .duties, Louis
Devineau is a very busy man. He is president
of the Devineau Biophone Co. and general man-

ager of the Federal Mfg. Co., manufacturers of
the Ideal horn and talking machine novelties.
The Federal Co. are busy turning out horns, and
are now prepared to meet all demands. All the
talking machine dealers in Cleveland have them
on sale, and the universal judgment of those who
have listened to the demonstrations pronounce it
what the inventor claims, an "ideal" horn. The
company are receiving orders daily from every
section of the States, and in the same week, re-
cently, received orders for horns from Perth,
Brisbane and Melbourne, Australia; Christ-
church, New Zealand; Rio Janeiro, Brazil; St.
John, N. B.; London, Eng.; Bombay, India, and
other foreign localities.

Mr. Devineau is highly pleased with the favor
with which the "Ideal" has been received by the
public, and claims that its success is largely due
to the publicity given its merits by The Talk-
ing Machine World. "I consider it," said he,
"the only medium for advertising, and in every
particular a valuable, ably-conducted journal."

There will be at least one culprit in Cleveland
who will in the future fight shy of Mrs. Hart-
well's phonograph store, for in an attempt to
steal a Zonophone a few days ago he received
a castigation that will linger in his memory for
a long time. Mrs. Hartwell left the -salesroom
unguarded for a moment late in the afternoon
while she went tO' the repair room in the rear.
Upon her return she at once missed the ma-
chine, one of the most valuable in the store, and
she began immediate investigation. Hastening
to the street she espied a man rapidly walking
away with the machine under his arm. She
gave chase, and soon caught up with him, de-
manding the return of the Zonophone, where-
upon the stranger struck her. Now, Mrs. Hart-
well is a small woman, but she at once grappled
with the thief, and when she had finished with
him he could scarcely regain his feet. During
the melee a crowd gathered, and cheering her on,
saw to It that the man remained the "under
dog." When he begged for mercy, M^-s. Hart-
well returned triumphantly to the store with her
machine, and the police took up the hunt for a
well-known crook.

J. I. Gammill, of this city, is the inventor of
a new candidate in the talking machine field. It
is an automatic phonograph adapted to place

and displace records in a playing position upon
a phonograph. The model is intended to play
sixteen records, but it is the intention of the
company to manufacture three different sizes for
home use — 10, 16 and 32 records, respectively,
a'.Eo a machine adapted especially for penny
arcade purposes, equipped with earway tubes and
coin slot. This machine will have a capacity
of 16 records and will require the same amount
of current as a 16-candle power lamp.

The home machine will be asbolutely self-
contained — that is. there will be no necessity for
a horn nor horn stand, as this adjunct forms a
part of the cabinet and is contained therein. The
cabinet will be finished in mahogany and golden
oak, of a beautiful and striking design, and such
as will grace any parlor. The World will in a
short time give a more full and exact descrip-
tion, together with photographic cuts of the ma-
chine. It is the intention to soon place the ma-
chines upon the market.

The Witt Music Co., successors to the Cleve-
land Automatic Musical Co., have opened up a
first-class music store at 206 Prospect avenue,
running through to 2117-19 East Second street.
The location is a fine one, and the store has
been tastily fitted up in mission oak throughout,
with mission oak fixtures and furniture, and
presents a most pleasing and attractive api)€ar-
ance. The company have put in a complete line
of Victor and Edison goods, and a line of auto-
matic electrical musical instruments, consisting
of pianos, military band organs, mandolin quar-
tets, automatic phonographs, orchestral instru-
ments, etc.; also a large stock of sheet music and
musical instruments. They will do a retail and
jobbing business. The company have been very
fortunate in securing H. B. McNulty as manager.
He has had a number of years' experience in the
business, and recently connected with the Eclipse
Musical Co. as assistant manager.

W. J. Roberts, Jr., says that while business is
fair there is no rush. He stated he had just
made sales of two Victrolas, and together with
his other sales, felt as though business was
surely picking up. Demand for records, he said,
was good, especially for Caruso and Red Seal.
He has on exhibition a Louis XV. Victor Vic-
trola, which has just been added to his already
complete stock.

J. Herbert Roach, manager of the commercial
department of the Columbia Phonograph Co.,
says business is very good, and only inability to
procure machines is all that prevents having a
record-breaking month's business. He stated
that within the past week he had secured trial
orders from a number of the largest business
houses in the city. A trial, Mr. Roach says,
always secures him a client.

The May Co. are having a fine run of trade in
the talking machine line. The manager stated
they were making sales of machines daily, and
recently sold five in one day, one of which was
a Victrola. With a complete list of Red Seal
and Columbia records the sales are large and
constantly growing. The company's demonstra-
tion rooms are large, and there is scarcely any
hour during the day when there are not a num-
ber present listening to the music.

A good window dresser is by instinct a genius.
One who is able to put something in a window
that catches the eye and attention of a crowd has
solved the great problem of his job. It's strange
how many people can be attracted by some sim-
ple thing that will hold their interest. Mc-
Millin, the music and talking machine dealer,
has in his window a horn. He's had hundreds
of horns there that caught passing glances, but
this one makes people stop and gather about the
window. A card on it tells that it was used in
the Civil War, and when carried by the player
the bell was to the rear, so the music could be
lieard better by the soldiers marching to battle
behind.

Cleo. S. Bourgeois, manager of the Columbia's
l)ranch store. No. 1831 West 25th street, says
(hat tlic sales of machines are not so brisk, but
that the demand for records of all kinds is very
good. He stated that trade was showing some
improvement ri.glit along, and he thinks it

NEEDLES

MR. JOBBER: we claim that our
^ NEEDLES are the BEST

on the market and CAN'T BE BEAT. Our
PRICES are the lowest, consistent wdth GOOD
QUALITY. WE MAKE fifteen kinds put up in
stock ENVELOPES or TINS or put up in Special
designs and packages with your name. DO NOT
DELAY. WRITE FOK SAMPLES AND PRICES

The Talking Machine Supply Co., :"e"; york

THE TALKING MACHINE WORLD.

49

will be excellent for the next few weeks at least.

Mrs. Metta Hartwell has moved her phono-
graph store from 2058 West 25th street to 3032
Lorain avenue. She has fitted the new store up
in a neat and tasty style, and has so arranged
the machines and records as to present a most
inviting display to customers. She handles the
Victor, Edison and Columbia, and her facilities
for demonstrating are good. She stated business
in the new location had opened up fine, and
being the only talking machine store on the
street, thinks she will be very successful.

The Gottdiner & Wicht Co. report trade very
slow, with slight indication of revival. Mr. Gott-
diner said they were selling some records, but
that the demand for machines was almost nil.
He attributes the dulness to the closing down
and partial closing of the manufactories in that
section, and that when operations are resumed
an impetus will be given the talking rnachine
business.

"I am feeling pretty good over the way busi-
ness is coming along in our new location," said
Mr. Probeck, manager of the Columbia Phono-
graph Co., 420 Prospect avenue. "There is noth-
ing specially new to say — we are selling machines
and a good many records daily, and business is
slowly improving." Under the supervision of
Mr. Bourgeois the company have fitted up their
large window with an automatic device showing
a lady exhibiting and bending a Marconi record
and describing its merits. It is an attractive
and telling scheme.

The Eclipse Musical Co. are doing a large job-
bing trade. "Business," said Mr. Towell, man-
ager, "is running along just about as usual. We
are selling a good many high-priced machines
and records. Conditions here are better, or at
least quite as good, as in the East." Mr. Towell
has just returned from an eastern trip.

W. H. Buescher & Son report that "business
is running along on an even keel." "We are
having a good sale of records," said Mr. Bues-
cher, "especially Red Seal records. In conjunc-
tion with the Caruso concert at the Hippodrome,
May 11, we have had many calls for Caruso rec-

ords. We are also selling a good many Lucia
Sextet records, customers being unstinted in
their praise of them. There is some perceptible
improvement in business."

"Trade continues very good indeed, all things
considered," said Mr. Hugh Gully. "My sales
are increasing daily, and have sold a number
of Caruso records this week. There is an ex-
cellent demand for Red Seal, and in fact, for all
the May records."

Conditions were reported at about the same
as last month at Flesheim & Smith's. Sales of
machines, it was stated, were slow, while the
demand for records is good and improving.

viTAK cq;s strong line

Of Motion Picture Macfiines — Range in Grade
from the Popular to the Professional.

It is now over two years since the New York
Vitak Co. first started experimenting on motion
picture machines and films. At first their efforts
were directed toward the producing of a ma-
chine and outfit that would be cheap enough in
price to make a good premium or mail order
proposition. Only those conversant with the
business can realize the difficulties that were
met and overcome, but so successful were they
in this, their maiden effort, that they decided to
go a long step forward and bring out a profes-
sional machine. All this followed experience
and a closer knowledge of the requirements of
the business. They saw the great field open to
the manufacturer who would successfully con-
struct a thoroughly practical machine for the
home. They knew the obstacles that stood in the
way and would not put their machines on the
market until each and every one had been sur-
mounted.

All this experimenting took time and money,
and in the meanwhile this trade was growing
rapidly, and as each day passed by the certainty
grew that it was not simply a craze but an in-
dustry that had come to stay. Failing to im-
prove on the world-famous invention of Eberhard

Schneider, known as the "Miror Vitae," they
did the next best thing, namely, took it over
part and parcel. This machine in every way
shows an utter disregard of cost. Their own
"Vitak Standard" was constructed to give maxi-
mum efficiency at minimum cost — a machine for
those desiring the best the market could pro-
duce at a reasonable price. Again they have
been successful to the degree that it is second to
none but the "Miror Vitae." Their Home Model
completed their list, and in this is combined all
the meritorious features of its larger brothers,
only built on a smaller and less costly scale.

In other words, the present Vitak Co., which
was an outgrowth of the New York company,
control to-day the finest machines in every
branch of this business, and that their persever-
ance will be repaid goes without question. Deal-
ers handling their goods have no qualms about
being "stuck," for not a machine leaves their
factories without their written guarantee, which
fully covers it, and there is always a come-back
assured which, should it arise, they are as anx-
ious to rectify as are their representatives.

LOUIS SILVERMAN TO MARRy.

Louis Silverman, who looks out for the city
trade in the wholesale department of the Regina
Co., New York, will be married on June 28 to
Miss Frances Solomon. The ceremony will be
private. It is probable the honeymoon will be
enjoyed at Atlantic City, N. J., and prolonged
over the convention of the National Association
of Talking Machine Jobbers, which takes place
July 6 and 7.

WHEN TO STOP ADVERTISING.

When buyers forget to forget — when competi-
tion ceases to compete; when every actual and
prospective customer has been convinced that
your product is the best of its kind and nothing
better can be produced, then, and only then, will
it be safe to get along without advertising.

Cook's Automatic Stop

F^ICV ManOV absolutely necessary to the

£a9j IflUIICj Perfect Talking Machine

* mm GOLD PLATED $5.00 SILVER PLATED $4.00

L/VVl V^ll T T NICKEL PLATED $3.00

MR. DEALER—

The publicity campaign which we have just
started to familiarize the public with the merits of

COOK'S AUTOMATIC STOP for disc talking

machines will result in a great many calls being

made on you by your customers for the COOK

STOP. ^

These sales which you will make on the strength of our advertising absolutely costs you nothing, therefore, you will be cleaning up nice tidy sums
of money at no expense. All inquiries which we will receive from our advertising, will be immediately referred to the local dealer, and we will help
you in every way possible to make sales of COOK'S AUTOMATIC STOP.

To be the first in your locality to handle the COOK STOP, we would advise you to write your jobber
at once for circulars, and send an order for a quantity of COOK'S STOPS, so that you will be able to
fill orders for your customers at once, and not drive patronage which is due you to some other enterprising
dealer in your town.

PATENT
PENDING.

Cook's Automatic Stop

(Patent Pending:)

Absolutely necessary to the

Perfect Talking Machine

No more rushine to stop
the machine: Uacnine stops
as record is finished. No
more damage to the record
or sound box.

Fits Victor, Columbia,
, , Zonophone, Star, or any

othermake disc talking' mnchine,

ASK YOUR DEALER FOR COOK'S AUTOMATIC
STOP, or write us direct enclosiug $3.00, and we
will send you a stop complete by return mail.

COOK'S SALES COMPANY, Dept. P
29=^31 Liberty St., New York

Copy of advertisement being run in the Saturday
Evening Post, Collier's and other standard pub-
lications.

COOK S AUTOMATIC STOP IS THE ONLY STOP WHICH WORKS PERFECTLY ON
ALL DISC MACHINES. IT ALLOWS THE HEARER THE GREATEST ENJOYMENT;
AS WHEN THE RECORD IS FINISHED PLAYING, THE MACHINE AUTOMATICALLY
COMES TO A STOP AND WAITS IN THIS POSITION UNTIL STARTED AGAIN WITH
A NEW RECORD.

JOBBERS write for special terms.

COOK'S SALES COMPANY

29-31 Liberty Street

Telephone, 2452 John

NEW YORK CITY

50

tHE TALKING MACHINE WORLD.

"Surprise
and

Delight"

Mello-Tone

Attachment is the most widely-
used Modifier in the world for

Talking Machines or Phonographs

Produces tones natural.

Eliminates ail metallic sounds and blasts.
Regulates and mellows the tone.
Can be adjusted while machine is playing.
Goes in the horn, opens and shuts.

Discounts and samples to
dealers on application.

attribute to a better knowledge of the public of
such records. We have also had a splendid sale
of Tone Arm cylinder machines, made exclusively
by this company. The demand for dance records
continues good."

SALESMAN WHO IS A SUCCESS.

li -wiilplease
you and
Please your
J'riends

$1.00 Each

MELLO

40 HARRISON AVE.

TONE CO.

SPRINGFIELD, MASS.

TRADE NOTES FROM CINCINNATI.

April Business Satisfactory — Wurlitzer's Noon-
Day Concerts — Lucia Sextet in Demand —
Milner Musical Co. Buy McGreal Business —
Good Trade in Souvenir Cards — What the
Columbia Phonograph Co. Report — Dealers
Hustling for Business and the Trade Outlook
Has Greatly Improved.

(Special to The Talking Machine World.)

Cincinnati, O., May 8, 1908.
Local dealers in the talking machine line are
agreed that the April business was very satisfac-
tory. They claim that May looks good, prophesy-
ing that the volume of trade will total that of
April. The marked feature of April business
was a strong tendency to high-class outfits, the
dealers claiming the higher-priced machines car-
ried the day. Conditions are responsible for the
lack of sales in the cheaper lines. Many prospec-
tive buyers are either out of work or afraid to
take on the instalment propositions. The de-
mand for cheaper lines has simply gone by de-
fault.

The dealers are hustling for business, just as
the piano salesman does. This personal solicita-
tion is responsible for the increased output of
expensive machines.

The big musical event of the year, the May
Festival, is on. Prominent soloists are here.
Wurlitzers claim these artists will inspire a large
number of sales of records among the thousands
who will hear them sing.

The Rudolph Wurlitzer Co. inaugurated a
series of noonday concerts this week, which have
proved popular from the start. The concerts
begin at 11 a.m., lasting until 1 p.m. A big
Victor Victrola is used and the selections heard
are the choicest. The company are advertising
these concerts in the amusement columns of the
daily press with good effect.

The Wurlitzer Co. have just put on sale a
new Lucia Sextet record, which gives the hearer
a selection from Caruso, Scotti, Daddi, Sembrich,
Fournett, Severina, Lucia, all in one. These are
offered at $7 each. Manager Dietrich says that
customers gasp at first, but fall in line right
along. The sale has been large enough to justify
an express order for a new lot. He said also:
"The May Festival will have a healthy effect on
trade during this week and throughout the
month. We are advertising records of the solo-
ists who appear in the several concerts. Those
hearing these artists will have a keener desire
to have reproductions of their artistic triumphs
in the home. We have noted a marked interest
in this line of the business already."

The Victor salesroom across the street man-
aged by Wurlitzer was closed recently and the
stock moved to the big Wurlitzer house. The
reason assigned for the change is on account
of the better facilities for keeping the stock
clean and in displaying the machines.

Raymond Strief, of the Milner Music Co., fig-
ured in an important deal this week, which closed
up a local talking machine house. The Milner
Music Co. bought out L. E. McGreal, an Edison
jobber, located at 29 East Fifth street. This
places the Milner house in the jobbing field.
Mr. Raymond said of trade: "The talking ma-
chine business was not so good during April in
the medium and cheap lines. Business, however,
Is on the pick-up. We can report a number of
cash sales of the better grade machines this

week. The outlook for May is fine." The Milner
Co. have inaugurated the concert method of
demonstrating the new records of each month.
The Victor records are heard on the 28th of each
month, at 8 p. m., and the Edison records on the
25th of each month. One to two hundred people
visit the store at these concerts.
. The Milner Music Co. are going into the sou-
venir card business with a vengeance. A stock

The only salesman who is a success or who
goes up, is the one who does the very best he
can regardless of the effect it has on his salary.
A good plan to follow is to check up at the end
of the week and try to decide on what new
things have been learned about the goods, the
store and handling customers.

Most salesmen want the salary before they
are entitled to it. Get the ability and the salary
will come as a matter of course.

VICTOR-VICTROLA RECITAL INTERESTS.

SNAP OF P.\RT OF MILNEH CO.'S WAREBOOMS

of 50,000 is carried. The wholesale price to
dealers is such that a large profit is assured.
The April sales were large, totaling $1,000. The
month was marked by a guessing contest as to
how many cards were in one of the display win-
dows. W. F. Taylor sent in a guess of 2,537. The
correct number was 2,507. Each person guessing
bought 10 cents worth of cards. The total sales
were very large. An order for 500,000 was booked
last week by the Milner Co., which includes a
"cinch" on local views.

Manager S. H. Nichols, of the Columbia Phono-
graph Co.. said of local trade: "The April vol-
ume of trade was satisfactory. The outlook for
the present month is encouraging. We have noted
a marked increase in demand for Fonotipia grand
opera records. This increase in demand we

W. J. Dyer & Bro., St. Paul, Minn., have won ex-
pressions of praise from both press and public
of their city, through giving the entire opera
"I Pagliacci" on the Victor Victrola, at Elks"

Hall, recently.
Six hundred in-
vitations were
sent out and four
hundred people
attended, filling
the hall. The au-
dience was most
select and in a
position to thor-
oughly appreciate
the high quality,
of the entertain-
ment offered.
Miss Eleanor Mil-
ler gave interpre--
tative readings on
the opera in a
most finished
manner, and con-
tributed to much
of the success of
the entertain-
ment. An attrac-
tive program was
furnished, giving
a synopsis of the
music of the op-
era, properly arranged according to acts and
scenes. The "I'Pagliacci" records were made by
the orchestra and chorus of La Scala, Milan, the
tenor solo parts being rendered by Caruso.

OFFICE REMOVES TO FACTORY.

W. A. Lawrence, general manager of the Stan-
dard Metal Mfg. Co., has removed his New York
office in Warren street to the factory at Newark.
This change has been taken in order that Mr.
Lawrence may devote more time to the factory
needs in connection with an important business
deal announced in another column.

"There are three things which no man can do
to the satisfaction of other men — make love,
poke the fire and run a paper."

CINCINNATI

NEW. CLEAN.

STOCK

OHIO

ARE NEWLY SIGNED

Orders Filled

At Once

EDISON JOBBERS

Be sure OLnd slgrv aLgreemerxts wItK \is

POST-CARDS F.vcr.v talkitiR machine dealer should carry post-cards as a

side line. We have a stock of over 50.000 Cards. This line

nets you a Profit of 300 . Write for information. We made $659 62 in one

month; you tan do the same.

THE MILNEH MVSICAL CO., '^''^Shio^^'

THE TALKING MACHINE WORLD.

51

THE TALKING MACHINE AS A MUSICAL EDUCATOR

A Reformed Skeptic Tells The World of the Tremendous Influence in an Educational Way Which
the Talking Machine Has Exercised — People Weaned Away from Variety to Opera Houses
— A Great and Deserved Tribute to This Creation.

Chatting the other day upon the musical ren-
aissance of New York, hased, of course, upon the
great success of opera at the two leading houses
■during the past season, a prominent" writer on
musical matters said that there could be no
longer any question as to the splendid influence
of the talking machine in helping to create a
musical awakening in this as well as other cities
throughout the country. He said:

"The great improvements in these creations,
particularly in perfection of the records, has
lifted the talking machine into a leading place
as a stimulator and educator in the domain of
music. Thousands of people who have never at-
tended grand opera have been educated, so to
speak, by hearing the great artists through the
medium of the talking machine. They have be-
come enthusiastic over the singing and have been
desirous of hearing them in the flesh. I know
of a dozen friends of mine who attribute their
musical enthusiasm and interest in opera to the
education received through the talking machine,
and it is evident that this is duplicated many
times over wherever talking machines are heard
and enjoyed.

"People who were formerly content to spend
their surplus money for amusements at the lead-
ing variety houses have been weaned away to
an enjoyment of better things, just as the piano
players have educated its users to an apprecia-
tion of the splendid playing of the great orches-
tras -and leading pianists. Papers can talk as
they please about 'canned music' and the 'me-
chanical age,' but if a better appreciation of
music on the part of the masses is engendered
by a use of the 'player' and 'talker,' why every
one must approve of and support their mission.
All are means toward an end, and that end is a
greater love for the best in music among the
masses of our people.

"I will admit, of course, that every one using
talking machines and player-pianos does not use
high-class records, but it will be found out as a
matter of fact that those who have started in
with the popular airs have finished up with
Beethoven, Wagner and other of the great mas-
ters whose music will ever live. Personally I
am not an enthusiast in the matter of 'Mechan-
ical music' — in fact, I was a decided skeptic up
to a recent date, but after a careful and impar-
tial investigation I have been compelled to change
my views radically."

In this connection we quote part of a very ex-
cellent article which appeared in the Atlanta
(Ga.) Journal of April 28, in which the disap-
pearance of the old-time prejudice against the
talking machine is discussed. It reads:

"Nowadays almost every one recognizes the
perfected talking machine as a true musical in-
strument and an institution that has come to
stay. And the few who still cling to an obsolete

]VI

DEALER:

IF YOU WANT THE

EXCLUSIVE SALE OF

INDISTRT]rr?[
RECORDS

IN YOUR TOWN, WRITE AT ONCE

MUSICAL ECHO CO.

DISTRIBUTORS FOR EASTERN TERRITORY

BIG STOCK QUICK SERVICE

121T Chestnut Street, Philadelphia

prejudice are regarded by the majority of talk-
ing machine users with feelings not altogether
free from commiseration.

"The change of public sentiment is not the
result of mere accident. The talking machine
has won out on its merit. Methods of sound re-
production have been brought to a point of per-
fection almost unbelievable. And the music
and the musical talent offered by the really
high grade talking instrument proves a lure
to which even the most skeptical eventually fall
prey.

"The tone or timbre that distinguishes one
voice from another and the very breathing of
the great operatic artists are reproduced on disc
records with a realism that is little less than
miraculous. So fully do these artists realize
the sensitiveness of the modern recording de-
vice that they never attempt to make a record
unless in perfect voice. In fact, the capabilities
of the perfected disc talking machine are prac-
'tically without limit. The recording of band and
orchestral music has been reduced to such an
exact science that the tonal effect of every in-
strument, either individually or combined with
other instruments, is now preserved with abso-
lute fidelity.

"The fine musical programs that are now to be
had on the talking machine have aroused the in-
terest of music-lovers everywhere. The perfected
talking machine is no longer the purveyor of
discordant ragtime. Instead we have grand
opera by Caruso, Eames, iScotti, Sembrich, Melba
and many other artists. And Tetrazzini, the
latest sensation in the operatic world, brings to
us 'Lucia' and other triumphs of her Manhattan
engagement. Or we can hear the best classic
music by celebrated instrumentalists, such as
Josef Hollman, famous 'cellist, and Mischa El-
man, the young Russian violinist. Many of the
great artists themselves who now make records
formerly entertained a prejudice against talking
machines. The perfected talking machine gave
them an altogether different idea, and they now
consider it a distinction to be immortalized on
the talking machine disc.

"Musical critics and instructors have also
joined the ranks of the talking machine enthu-
siasts. The greatest compliment ever paid to
the talking machine came from that famous and
most critical of voice trainers, Mme. Marchesi,
the teacher of Melba and other great singers.
Mme. Marchesi was calling on her old pupil,
Melba, in Paris, and in the course of the visit
Melba, turning to a talking machine, began to
play the beautiful 'Caro Nome,' from 'Rigoletto,'
sung by herself. At the conclusion of the aria
Mme. Marchesi, astonished and delighted, ex-
claimed: 'Wonderful! It is the perfection of
perfections' — a tribute to the singer, but a greater
one to the instrument."

CHAS. F. LIGHTNER A BUSY MAN.

Charles Ferree Lightner, the traveling repre-
sentative in the export department of the Victor.
Talking Machine Co., Camden, N. J., who re-
cently returned to the United States, oscillates
between the factory and New York, having a
great deal of business to look after before set-
tling down for a good rest previous to his de-
parture for his field of activity in the Latin-
American countries. Mr. Lightner speaks Span-
ish, Portuguese and Italian, besides English;
and in chatting the other day of his linguistic
accomplishments, he said: "Of course, I am
not boasting what I can do in these foreign
tongues, and I will admit my efforts do not rep-
resent a choice variety of speech, but it goes
down there, just the same." Mr. Lightner was
in Rio de Janeiro, Brazil, when the United States
battleship fleet came into port, and also in
Buenos Ayres, Argentina, when the torpedo
flotilla called.

ZED COMPANY

ZON-O-PHONE
Distributors and Exporters

77 Chambers St., New York

Telephone No {illHWortK

Dealers who are complaining
about Dull Business are

handling all kinds of goods but
ours. There is

Always Something' Doing' in

ZON-O-PHONES

and

Zon-o-phone Records.

We have one aim, and that is
to do justice to our reputation as
the company of

HITS.

We have never failed to have
some hit or other up our sleeve.
Have you seen our latest list of
Hebrew Hiis, printed in Hebrew
type? If not, send us a postal.

We have another Surprise in
store for the Active Deaiernext
month. Want to come in on the
ground floor? Let us hear from
you by addressing

ZED COMPANY

Formerly

2on-o-phone Distributing 6 Export Co.
77 Chambers St., NEW YORK

Telephone No. { jfH [ Worth

52

THE TALKING I^IACHINE WORLD.

GRINNELL BROS.' "OPENING."

Big Assemblage Present at the Opening of
This Great Music Trade Emporium — Famous
Artists and Orchestras Supply Musical Pro-
grams of Great Merit — Talking Machine De-
partment One of the Most Complete in the
West.

(Special to The Talking Macliine World.)

Detroit, Mich., April 29, 1908.
Grinnell Bros.' new store, one of the finest
structures in America devoted exclusively to
music trade, was formally opened to the public
this week with elaborate programs, which will
continue until Friday night. Piano men are here
from all over the country — manufacturers, deal-
ers and artists, and the handsome new store on
Detroit's main thoroughfare presents a jubilant
appearance.

The store in itself Is a marvel of completeness,
and at the same time it is arranged with a
splendid idea of its appeal to the eye. In addi-
tion, the building is adorned everywhere with
special decorative effects. Flowers are every-
where, arranged with excellent taste and fitness,
and many of these floral pieces are the gifts of
the visiting manufacturers and dealers and local
business men and artists.

Concerts are being held afternoon and evening,
with four orchestras alternating in attendance,
and singers and instrumental musicians are con-
tributing to the various programs in the concert
hall on the second floor.

Preliminary to the formal opening of their
new store, Grinnell Bros, on Monday evening en-
tertained an invited company in the music hall,
where there was a special concert. Those pres-
ent were some of the local artists of note, and
the visiting manufacturers, dealers and travelers
closely allied with the music trades. Among
those present from other cities were: Ernest
Urchs, with Steinway & Sons, New York; J. R.
Mason, president of the Sterling Co.; J. C. Amie,
Sohmer & Co.; Arthur L. Wessell, of Wessell,
Nickel & Gross; J. A. Norris, vice-president of
Smith, Barnes & Strohber Co.; T. E. Dougherty,
president of Schaeffer Co.; Henry Wegman,
treasurer Wegman Piano Co.; M. Schultz; Alfred
Nichterlein, of the Overman Stool Co., Grand
Rapids; J. M. Dvorak, of Lyon & Healy; William
Brinkerhoff, of the Knight-Brinkerhoff Co.;
George J. Mulcahy, of Edmond Cote Piano Co.,
Fall River, Mass; M. E. Schoening, New York;
William H. Currier, Whitney & Currier, Toledo,
O. ; George J. Dowling, of Alfred Dolge Co.,
Dolgeville, Cal.; Henry Dreher, of B. Dreher Sons

Co.; W; C. Burgess, president of the Wegman
Piano Co.; J. P. Byrne, of Lyon & Healy,
Chicago; Frederick Reidemeister, treasurer of
Steinway & Sons, New York.

The artists for the evening were Ernest
Hutcheson, of New York; Miss Sibyl Sammis,
also of New York, and Frank Fruttchey, former
organist of Trinity Church, in New York.

The concert hall of the building was taxed to
capacity with an appreciative audience of music
lovers and critics, and the entertainment proved
to be a most enjoyable one. Mr. Fruttchey gave
the opening selection on the pipe organ, and was
followed by Mr. Hutcheson and Miss Sammis in
their respective numbers.

Concerts are being held every afternoon and
evening in the concert hall, where pianists, vocal-
ists and others are heard, and besides these there
are special entertainments in the various musi-
cal departments of the store where different in-
struments are being shown. The Grinnell people
seem to have cast business to the winds and
are giving themselves up to entertainment. The
appearance of commercialism is utterly lacking,
and good business men would say that is the
acme of commercialism. If that is so, then
Grinnell Bros, are entering upon a more inter-
esting career than that rapid rise which has al-
ready characterized their efforts.

Monday was not the opening day proper, al-
though the special entertainment was given for
invited ones that evening. The public program
opened Tuesday, and the store was crowded all
day, from morning until night.

Some of those participating in the programs
are as follows:

Ernest Hutcheson, pianist; Miss Sibyl Sammis,
soprano; Max Bendix, violinist; Lillyn Sheila
Powell, soprano; William Lavin, tenor; William
Yunck, violinist; Frank Fruttchey, organist.

Accompanists — Miss Bessie Hughes, for Mr.
Bendix; Mr. Fruttchey for Miss Sammis and
Miss Powell; Miss Lillian Gove, for Mr. Lavin
and Mr. Yunck.

Orchestras — Green's Orchestra, Al. Green, di-
rector; Finney's Orchestra, Benj. L. Shook, di-
rector; Finzel's Orchestra, William Finzel, di-
rector; Ziekel's Orchestra, Harry Zickel, direc-
tor; Detroit Philharmonic Club, Wm. Yunck, di-
rector.

There were concerts every afternoon and even-
ing from Tuesday to Friday. They were admir-
ably varied, some being organ recitals, others
orchestrelle concerts, others Victrola and Auxeto-
phone concerts, a recital by Henry Riley Fuller,
in which the Orchestrelle, Welte-Mignon, Themo-
dist Pianola were employed; recitals by Ernest

THE JENKINS RECORD BOX

T

XT IS A RECORD SELI.BR

HIS is the box that pleases the
customer. No wrapping, no
tying.

It is the most convenient package
for delivering records.

It often sells "one more to fill
the box."

Your customers will appreciate it
so much that you will never be
without it.

SHIPPED "KNOCKED DOWN"

Send us $4.85 for a Sample Lot of (100) one hundred each size

THREE-CYLINDER-RECORD BOX, $1.10 PER HUNDRED
SIX-CYLINDER RECORD BOX, 1.50 PER HUNDRED

TWELVE-CYLINDER RECORD BOX, 2.25 PER HUNDRED

THE J. W. JENKINS' SONS MUSIC CO.

KAINSAS CITV, MO-

Lari^est Talkin,^ Machine Distributors in the West

Hutcheson, who was heard through the Stein-
way, and Albert R. Saunders, who exploited the
Welte-Mignon. Nothing on such a huge musical
scale has been heard in this city in many years.

It was 25 years ago when Grinnell Bros, com-
menced business in a little one-story frame build-
ing in Detroit. To-day they have, in addition to
the grand, spacious and complete edifice just
dedicated, a large piano factory in Detroit, where
the popular Grinnell Bros, piano is built, also
18 branch stores in the principal cities of Mich-
igan. Nearly 400 persons are on their payroll.
Their business is increasing year by year, and
in 1907 passed the $2,000,000 mark.

Every variety of musical merchandise is car-
ried in the new building — from a sheet of music
or a mouth organ to a grand piano or a large
church organ. Each has its special department
and each department is complete in every detail,
having its own special expert in charge. The
arrangement of the store and the different de-
partments is perfect, and nothing has been left
undone that would add to the convenience and
comfort of patrons.

The fourteen rooms in the basement which
have been set aside for the display of talking
machines and supplies are unquestionably among
the finest devoted to talking machines to be
found in the country. The furnishings are
superb and the sound-proof rooms admirably
equipped for the comfort and convenience of
visitors. They have a storage capacity of 200,000
records, a space that is needed for their grow-
ing business. They are also showing a magnifi-
cent line of all styles of Edison and Victor ma-
chines from the popular-priced to the most ex-
pensive Victor Victrola and Auxetophone, while
the Grinnell lines of cabinets and supplies are
most comprehensive.

ENGLAND'S NEW PATENT LAW

Will Have Quite an Effect on American Export
Trade.

Consul Frank W. Makin, writing from Notting-
ham, England, dwells at length upon the effect
upon American export trade of the new British
patent law, which compels foreign holders of
patents in the United Kingdom to manufacture
therein the products covered by such patents.

The new act provides, in brief, that a foreign
patentee must manufacture his invention in this
country within three years after the date of the
British patent, if there be a demand for it;
otherwise his patent can be revoked. It is con-
ceivable that the strict and broad application of
this provision would shut out from the United
Kingdom every foreign manufactured product
which could be made, and which the British pre-
ferred should be made, in this country.

Section 24 provides that any person interested
may petition the board of trade, alleging that
the reasonable requirements of the public have
not been satisfied, and praying for the grant of
a compulsory license or the revocation of the
patent. If the parties do not come to an agree-
ment themselves, and if satisfied that a prima
facie case has been made out, "the board of
trade shall refer the petition to the court." If
the allegation is proved to the satisfaction of the
court, the patentee may be ordered to grant
licenses on such terms as the court deems just,
or if licenses will not in the court's opinion
satisfy the reasonable public requirements, the
patent may be revoked by order of the court.

Another important section (38) makes unlaw-
ful any contract prohibiting or restricting the
purchaser, lessee, or licensee of a patented article
or process from using any article or process sup-
plied or owned by any person other than the
seller, lessor, or licensor, or his nominees; or
requiring the purchaser, lessee, or licensee to ac-
quire from the seller, lessor, or licensor, or his
nominees, any article not protected by the patent.

The National Cameraphone Co. have leased a
five-story and basement warehouse at 573-579
Eleventh avenue. New York, and will remodel
the building throughout before occupying same.

THE TALKING MACHINE WORLD.

53

No. 740.

Concealed Horn Cylinder Record Cabinet
140 Records.
THE CVCLO-F»HOIVE.

Our

Complete Lines
of

Cylinder

and

Disc
Cabinets

in Stock by
all Jobbers

No. 742

Golden Oak or Mahogany
"A Beauty." "Everybody's Favorite.

THE CYCLO-F»HOIME.

Herzog's New System of Record Filing

No. 845.

Oak and Mahogany.

How Do You Like
the Arrangement?

HERZOG ART FURNITURE COMPANY,

MICH., U. S. A.

54

THE TALKING MACHINE WORLD.

TO PUSH THEIR BUSINESS.

Plans of the Southwestern Talking Machine
Co. — New Officers Elected.

(Special to The Talking Machine World.)

Houston, Tex., May 7, 190S.

The stockholders of the Southwestern Talk-
ing Machine Co. met at 605 Main street yester-
day morning at 9- o'clock and elected the follow-
ing officers for the ensuing year: E. E. Taylor,
president; F. C. Taylor, vice-president and gen-
eral manager; C. W. Taylor, secretary and
treasurer. The company is incorporated for
$25,000, being fully paid in.

The officers elected are all thoroughly competent
and conservative, well known as business men of
push and ability, and there is every confidence
of their rapid forging to the front.

F. C. Taylor, general manager of the company,
speaking of their plans, said:

"We are now organized and have the exclusive
territory of Texas for jobbing and distributing
the. Zonophone talking machine and supplies. As
the concession is a very valuable one, we did
not much relish the idea of forming a stock
company, but found we could not swing it alone,
therefore had to let some others in. The general
offices for the present will be located at our re-
tail store, 1007 Capitol avenue, until we can
secure suitable offices large enough to be in keep-
ing with the business of our new company."

GREAT EDISON ADVERTISING

Announcement in Collier's a Gem in Every Way
— First of a Series of Illustrated Ads — Big
Campaign of Publicity Inaugurated.

A most artistic example of publicity is the full
page advertisement of the National Phonograph
Co., which appeared in Collier's Weekly on May
2. It was printed in three colors, the upper part
being taken up with the beautiful drawing by
J. J. Gould, entitled "One Touch of Melody
Makes the Whole World Kin." The accompanj'-
ing text is a forceful argument for the Edison
machines and records, and the whole forms an
artistic whole which must result in the sale of
many Edison phonographs throughout the coun-
try.

This advertisement is to appear in a number
of the leading periodicals and is the first of a
new series of special illustrated announcements
which, through the magazines, will make tha
public acquainted with the merits of the Edison
specialties and thereby be of material assistance
to the dealers handling them.

Notwithstanding the so-called business depres-
sion, the National Phonograph Co. have inaug-
urated an advertising campaign for this year
which throws in the shade all previous work in
this field. It demonstrates their faith in the
country, in their product and in the loyalty and
enterprise of their dealers.

POSTAGE STAMP SLoFmACHINES

Have Been Proven a Success — -Postmaster Mor-
gan Will Now Make a Favorable Report to
the Department.

So satisfactory have the new automatic post-
age stamp vending machines proven, after a
month's trial in the General Postoffice here, that
Postmaster Edward M. Morgan is already pre-
paring an official report, which may cause in-
dorsement of the invention by the government
and its general adoption.

The three machines in the postofBce lobby have
had a great patronage, and stamp clerks at the
regular windows have found with pleasure that
their labors have been lightened, while the pub-
lic appears to have been accommodated in a
time-saving way.

"These machines have apparently done all
that has been claimed for them," said Mr. Mor-
gan recently, "and my report will show that the
public has taken kindly to them. Specific com-
mendation or Indorsement by the governmental
department is, of course, not necessary for their

continued use, but they have demonstrated their
practicability and they may be recommended for
suburban and congested postoffices."

In the entire test period of four weeks, end-
ing on May 1, there has not been one complaint
of the machines' failure. The test started first
in March, but rough jolting of the delicate mech-
anism in transportation over cobblestones and
street car tracks caused them to act a bit errati-
cally, and they were carefully readjusted. Since
then their action has been perfect.

Machines for the automatic vending of all
sorts of things, from gum to accident insurance
policies, have been in use for years, but until
this present invention, perfected under the
Dickey patents by the United States Automatic
Vending Co., no device was found that would
sell postage stamps successfully. Their action
is entirely automatic, a stamp appearing in-
stantly when the proper coins are dropped, with
no plungers to push, or springs or weights to
wind.

Three types of the machines have been on trial
here — those for vending one, two and five-cent
postage stamps. Although the capacity of each
machine is 2,000 stamps, E. W. Werden, who has
them in charge, has been kept pretty busy re-
filling the rolls in the one and two-cent boxes.

While delicate and positive, the mechanism of
these ever-ready and attentive salesmen is most
simple. The machine is simply a small metal
box, mounted on a heavy, four-legged pedestal.
In the one-cent stj^le, insertion of a copper in
an upper slot releases a weight, a stamp-wound
reel revolves as tiny teeth engage in the perfora-
tions between the stamps, and the little green
slip is pushed out. The small teeth prevent
more than one stamp being pulled out. In the
two-cent machine, the first copper releases the
weight, while the second allows the drum to
revolve. The five-cent stamp is secured by drop-
ping in a nickel. If desired, long strips of the
stamps may be procured by continuous feeding
of coins into the slots.

It is believed that thousands of the machines
will find their way into drug stores, cigar shops
and sub-stations of the postoffice, much to the

convenience of proprietors of these places and
the bustling public. They will never be closed,
and are always obliging.

Other inventions of the same company are
under construction for the vending of street car
and subway tickets, and it may be possible that
in the not distant future we will be provided
with our newspapers, our food, drink and cloth-
ing through these automatic salesmen. The only
thing that Mr. Werden believes it impossible for
his company's inventions to perform is the doing
away with work.

CLOSING OUT THE BUSINESS.

(Special to The Talking Machine World.)

Toledo, O., May 4, 1908.
L. C. Miller, receiver of the Tacoma Mfg. Co.,
has asked common pleas court for authority
to distribute the money in his hands. The only
claim filed is by H. J. Chittenden for $2,501.08
as money loaned. The company was incorpo-
rated to manufacture phonograph records, but
never operated.

INCREASE FACILITIES.

Owing to the increase in their talking machine
trade, the Mackie Piano, Organ and Music Co.,
Rochester, N. Y., have given over the entire base-
ment to that department. Additional show-
rooms have been built and a large new stock of
Edison and Victor machines and records in-
stalled. This company are jobbers of the Edison.

HANDLES THE VICTOR LINE.

One of the most progressive talking machine
jobbers in Florida is Mrs. Helen A. Colcord, who
handles the Victor line in Jacksonville.

HORN CO. INCORPORATED.

The Surprise Horn & Instrument Mfg. Co.,
New York, recently incorporated with a capital
stock of $1,000. Directors — Joseph Spornspski,
Albert Hartog and Andrew J. Cahill.

WANTED-A RIDER AGENT

IN EACH TOWN

and district to

- _ _ ride and exhibits

sample Latest Model "Rangrer" bicycle famished by us. Our agents ever>'\vhere are
making money fast. IVriie for full Particulars ajid special offer at o7ice.

NO MONBi: KEQ€IKK1> until you receive and approve of your bicycle. We ship
to anyone, anywhere in the U. S. ivitJimd a cent deposit in advance, freight, and

allow TiJiN DAYS' FKEJE TRIAL during which time you may ride the bicycle and
put it to any test you wish. If you are then not perfectly satisfied or do not wish to
keep the bicycle ship it back to us at our expense ■a.xvAycnt 'will 7iot be out (me cent,
FflrTrtRY PRIPF^ furnish tlie higrhest grade bicycles it is possible to make
■ HulUni rniUbO at one small profit above actual factory cost. You save $io
to S25 middlemen's profits by buying direct of us and have the manufacturer's guar-
antee behind your bicycle. I>0 NOT BUY a bicycle or a pair ot tires from anyone
at any price until you receive our catalogues and leam our unheard of factory
Prices and rejjzarkahle special offers to rider agents.

VAII Ufll I DC ACTAIIICUCn when you receive our beautiful catalogue and
lUU WILL DC HdlUnidnCU study our superb models at the luofiderfully
loiu prices we can make you this year. We sell the highest grade bicycles for less money
than any other factor^'- W'e are satisfied with ^i.oo profit above factor>' cost.
BICYCJ-.E I>EA1.GKS4 you can sell our bicycles under your own name plate at
our prices. Orders filled the day received.
SECOND HAND BICYCLKS., We do not regrularly handle second hand bicycles, but
usually have a number on hand^ taken ^n trade^ by our Chicago retail stores. These we clear out
'promptly at prices ranging from S3 to S8 or SlO. Descriptive bargain lists mailed free.
f^AAOTCD DDAbTCe single Avlieels, imported roller chains and pedals, parts,' repairs and
UUHd I Ln-DlfHriLd, equipment of all kinds at Jialf the umuzl retail prices,

^AiO HEDGETHORN PUNCTURE-PROOF U

8

SELF-HEALING TIRES TO IHIRODUCE, ONLY

4

I Notice the thick rubber tread
'•A'* and puncture strips "B**
and "D," also rim strip *• H"
to prevent rim cutting. This
tire will outlast anv other
make— SOFT, ELASTIC and
EASY RIDING.

The regular retail price of these tires is
SS.50 per Pair, but to introduce we will
sell you a sample pair for $4-.b0\cash wiLhorderS4.55).

NO MORE TROUBLE FROM PUNCTURES

NAILS, Taclis or Glass Avill not let the
air out. Sixty thoiisand pairs sold last j'ear.
Over two hundred thousand pairs now in use.

DESCRtPTION: Madeinall sizes. Itislively
and trasy riding.verydui ableniid lined inside with
a special cjualily ot rubber, which never becomes
porous and which closts up small punctures without allow-
ing the air to escape. We have hundreds of letters from satis-
fied customers staling that their tires have only been pumped
up once or twice in a whole season. They weigh no more ilian
an ordinary tire, tlie puncture resisting qua lilies being given
by several layers of thin, specially prepared fabric on tlie
tread. The regular price of these tires is^S-So per pair.bu t for
advertising purposeswe arc making a special factory price to
the rider of only $4. So per pair. All orders shipped same day letter is received. We ship C. O. D. on
approval. You do not pay a cent tnitil you liave examined and found them strictly as represented.

We will allow a cash discount of 5 per cent (thereby making the price per pair) if you

send FULL CASH AVITII ORDER and enclose lliis advertisement. We will also send one
nickel plated brass hand pump. Tires to be returned at OUR expense if for any reason they are
not satisfaclorj' on examination. We are perfectly reliable and money sent to us is as Siife as in a
bank. If you order a pair of these tires, you will find that they will ride easier, mn faster,
wear better, last longer and look finer than any tire you have ever used or seen at any price. We
know lliat you will be so well pleaded tliat when you want a bicycle you will give us your order.
We want you to send us a trial order at once, hence "this remarkable tire offer.

#C* V/lff/ lit ITfDCO ^*"y kind al any price until you send for a pair of

ir m fvCCl/ f ##l£<d Iledgethorii Puncture-Proof tires on approval and trial at

the speci:il intriHluctorv price quoted above; or write for our big Tire and Sundry Catalogue which
describes and tpioles all makes ami kinds of tires at alxjvit half the ustial prices.
r%f% mag%T \AgAiT ^'"^ write US a postal today. DO NOT TIUNK OF BUY'ING a bicycle
U%M fw€/ J Ww/MM m or a pair of tires from anyone until you know the new and wonderful
offers we are niakiiiy. 11 only costs a postal to learji everything. Write it NOW. ^

J. L. MEAD CYCLE COMPANY, CHICAGO, ILL

THE TALKING MACHINE WORLD.

55

SIDE LINES
AND MONEY

(J Are you interested in special-
ties— business getters - money
makers that will help out your
reofular talkino- machine trade
by drawing more people to your
store and put more dollars in
your pocket through sales which
you will make ?

<|| We presume you are because
business men who are progres-
sive are looking for opportunities
to ex^iJand. They do not believe
in the contraction policy.

Cjf To use the colloquial ex-
pression we can "put you next"
and "putting" in this case means
that we can place you in touch
with manufacturers of side lines
which you can handle harmoni-
ously in connection with talking
machines.

<|| The more trade which can be
drawn to your store the better it
will be and there are plenty of
side lines which can be handled
greatly to the profit of regular
dealers.

C| We have detailed a member
of the World staff to investigate
this subject carefully and we are
willing to make an interesting
report to any dealer who writes
us asking for information upon
the subject. Address all such
correspondence to '

Editor Side Line Department

The Talking Machine World

No. 1 Madison Avenne, New York

TRADE NOTES FROM BALTIMORE.

Trade Betterment Continues — Grand Opera
Records in Great Demand — Lyie Succeeds
Gustin as Manager of Local Columbia Store
— Other Items.

(Special to The Talking Machine World.)

Baltimore, Md., May 5, 1908.

Judging from the reports from the majority of
dealers, the talking machine trade during April
was not quite as good as that of the same month
last year but compared with the previous month
it showed up to better advantage. There has
been a steady improvement right along, and the
dealers hope that this will continue on through
the summer. They do not expect any big boom,
however, until after the warm weather passes
and, in fact, until after the presidential election.

The best part of the trade locally has been
with the sales of grand opera records. This be-
gan right after Holy Week, during which the
Metropolitan Opera Co. sang here. The demand
for records of popular airs has also been encour-
aging, and this promises to keep up. The prin-
cipal sales of the various makes of talking ma-
chines have been to families who have been pre-
paring to move to the country for the summer.
They have followed the lead of many local buyers
of last season, who made the nights pleasant
for themselves and friends during the warm
months by having these machines in their sum-
mer homes. The demand for the machines from

these particular buyers has not been so heavy
as yet, but the advance guard has already started
in with purchases, and the dealers look for a sale
as heavy as that of last season.

Manager Grottendick, of the local store of B. P.
Droop & Sons Co., reports that while the sales
of both the Victors and Edison machines have
been satisfactory, they have not been quite* up
to those of last season. They have held their
own, however, with those of a month ago. Grand
opera records have been in demand, however,
many sales of these being made. Records of
popular airs have been going off at a pretty
good rate, and Indications are ror an improve-
ment.

President G. Fred Kranz, of the Kranz-Smith
Piano Co., who handle the Victor machines, states
that the talking machine trade has been fair
during the past month. Like the others in the
business, Mr. Kranz looks for an early improve-
ment.

George A. Gustin, who has been manager of
the local store of the Columbia Phonograph Co.,
has resigned, and has been succeeded by M. B.
Lyle, formerly of the New York office.

H. R. Eisenbrandt Sons have had good sales
of Victor records, while the demand for the Vic-
tor machines has been rather encouraging.

Sanders & Stayman, who sell both the Victor
and Columbia machines, have had, according to
President G. Wright Nicols, a good month with
the talking machine trade and look for a continu-
ance of this condition. Records of both machines
have also been in great demand. Other retail
dealers make similar reports in regard to the
trade for the month.

NOW THE MUSICAL AUTOMOBILE.

Riding May be More Enjoyable Hereafter as
You Carry Your Own Orchestra Along.

A Denver inventor is perfecting a music box
that is intended to in a large measure overcome
one of the unpleasant features connected with
dodging automobiles. No longer is the shrill
honk honk of the chauffeur to startle the meek
and lowly pedestrian out of his damage suit. In-
stead, the new invention will sooth with its
warning and serve in a large measure to check
the spread of nervous prostration throughout the
land. An epidemic of the disorder has followed
close upon the perfection of the sassy gas wagon.

The invention cannot be said to be entirely
new, but is rather the elaboration of the princi-
ple of the pianola to the auto horn, sounding its
notes with a pipe organ effect. By it, instead of

the one harsh note the horn at present sounds to
warn that it is here or has been, the chauffeur
by the simple turning of a lever starts the auto-
pianola going.

There are to be several switches to the mechan-
ism. In the case of a machine having gone no
further than to graze the right ear of a man
turned broadside to it, the proper switch is
thrown and there reaches the escaping ear the
lulling strains of that grand old hymn, "Nearer,
My God, to Thee." Should the man have come
with stai'board side against the auto, he may
pick himself up, have his poise restored and his
soul kept in tune with the infinite by the dulcet
and uplifting strains of "God Be With You Till
We Meet Again," wafted to him on the zephyr of
gasoline as the auto slips away below the hori-
zon.

Now and then the chauffeur in search of nov-
elty may alternate this last with something
lively. If in a gleesome mood it may be "There
Will Be a Hot Time in the Old Town To-night,"
with which he will fade into space. If the vic-
tim should happen to be an Blk, what more ap-
propriate than "Auld Lang Syne"? In a mere
skirmish the tune of "What Are You Going to
Do When the Rent Won't Come Round?" may
cheer the pedestrian on in his hunt for a tailor
shop. In less successful bouts it may be "A Bet-
ter Day Is Coming Bye and Bye."

There is practically no limit to the possibilities
of the machine. It can be made to meet any
taste, any emergency and make the punishment
fit the crime.

It is destined to play an important part in the
movement for civic improvement now spreading
across the land. It is a step toward the higher
life, toward more beautiful living and dying. It
takes automobiling out of the list of casualties
and makes it an art. Society in the name of
humanity will demand its universal adoption,
and the inventor will probably be refusing to
answer all questions in an investigation within
a month from the day his mechanism is put upon
the market.

NEW EDISON RECORD CATALOG.

The April, 1908, issue of the Bdison record cat-
alog (American selections) is just from the
press. This is the regular four-monthly edition
and includes all domestic records through April
of this year. Like all of the Bdison catalogs this
one is remarkable for the simple, practical ar-
rangement of contents, making, it an easy mat-
ter to find the records wanted. It is certainly
a handy and attractive piece of advertising litera-
ture.

Wc Know

^IT That we can supply the dealers of Northern Ohio and Indiana and all
\j\ Michigan, both promptly and to the very best monetary advantage.

<ir That there is going to be a good steady demand for Edison Phono-
graphs, Gold Moulded Records, Horns, Cranes, Repeating Attachments,
and all sundries. <]f That we have put in and will keep up full lines every
day in the year and thus be prepared to fill all orders immediately. ^ That
we can, and do, ship orders the same day we receive them — no room nor time
for delay or disappointment here. <]f That you can wire or 'phone orders to
us and be assured we have the goods in stock when you want them. (Jf That
we are giving the "bargains of the age" in Record Cabinets — let prices
talk — just ask prices from us. <lf That prosperity has not deserted these
United States — those who think so are dyspeptic doubters — and doubters
always suffer. <If That we earnestly solicit your trade — try us and see how
joyously we do business.

American Phonograph Co.

106 Woodward Avenue, Detroit, Micli.

56

THE TALKING MACHINE WORLD.

RECORD BULLETINS FOR JUNE, 1908

9S42

9S43
S844

9845

9846
9847
9848

9849
9850

9851

9S52
9853

9854

9855
9856
9857
9858

9S59
9860
9861
9862
9863
9S64
9865

14

1559

7323
7722
7885

NEW EDISON RECOKDS.

Thousand and One Nights Waltz

Edison Concert Band
Good-Bye» Sweetheart. Good-Bye . . . .Alan Turner

When the Song of Love is Heard

Ada Jones and Billy Murray

Kag-time Don't Go with Me No More

Arthur Collins

Lollypops Albert Benzler

Just Some One Manuel Romain

Shall We Gather at the River?

Edison Mixed Quartet

Somebody Loves Yo^. Dear Harry Anthony

When It's Moonlight on the Prairie

Byron G. Harlan and Chorus
Humoresque on "The Merry Widow Waltz ". .

Edison Concert Band

Daddy's Little Tom-Boy Girl Stella Tobin

Krausmeyer's Birthday Party

Spencer and Mozarto
I Said "Hello." She Said the Same, Then We

Both Said "Good-Bve" Bob Roberts

Cecilia, With a Capital C... Edward M. Favor
Nigger in the Barnyard. . .Edison Military Band
Over the Mountain of Sorrow. . . Jas. P. Harrison
Honey, Won't You Please Come Down?... .

Collins and Harlan
All She Gets From the Iceman Is Ice. .Ada Jones
The Lanky Yankee Boys in Blue. .Edward Meeker
Yankee Girl Caprice Edison Symphony Orchestra

Big Chief Smoke Billy Murray

Santiago Flynn Ada Jones and Len Spencer

The Laughing Spectator Steve Porter

Harry Lauder Medlev Edison Military Band

FIVE SELECTIONS MADE OYER.

Bridal March from Lohengrin

Edison Concert Band
Where Is My Wandering Boy To-night:

(formerly by Harry MacDonougli ) .Reed Miller

Dare Devil March..". Edison Military Band

Dancing with Ma Baby .... Edison Military Band
American Eagle March (formerly by Edison

Concert Band) Edison Military Band

ZON-O-PHONE 10-INCH RECOEDS,

ZOX-O-PHOXE CONCERT BAND.

1062 Glow- Worm (Gliihwiirmachen) Idyl from

"The Girl Behind the Counter"

1068 Marche Lorraine

1064 Shannon — Irish Novelty March

1065 Talk of New York — Two-step

ZOX-O-fHONE OECHESTKA.

1066 Dreaming — Medley Waltz

1067 Hungarian Polka

1069 Mercedes — Spanish Waltz

1070 Prosit — A Rathskeller Intermezzo

EUPHONIUM SOLO BX MK. S. MAXTIA WITH BAND ACCOM.

1071 Simple Aveu — Romanze

FLUTE AND CLARIONET DUET BY MESSKS. MAZZIOTTA AND
HUGHES, WITH OKCH. ACCOjI.

1068 Magpie and the Parrot — Humoresque — from

the Suite "A Love Episode in Birdland."

VOCAL SELECTIONS WITH OKCH. ACCOM.

1072 Come Out and Shine, Oh. Mister Moon Ada Jones

1073 I Want to be a Merry, Merry Widow. .Ada Jones

1074 Lanky Yankee Boys in Blue Billy Murray

1075 Mary Blaine Henry Burr

1076 Nothin' Ever Worries Me Arthur Collins

1077 Owl and the Pussy Cat Peerless Quartet

1078 Rambler Minstrel No. 9..

1079 Roll Aroimd Harry Tally

1080 Santiago Flynn — A Spanish-Irish Episode. .

Ada Jones and Len Spencer

1081 Since Mv Mariutch Learned "The Merrv

Widow" Waltz Will F. Dennv

1082 Tell Mother I'll Be There Peerless Quartet

1083 Trio from "Attila" Metropolitan Trio

1084 When You Steal a Kiss or Two — Duet....

Ada Jones and Billy Murray

1085 Who Do You Love- — Duet

Arthur Collins and Bvron G. Harlan

1086 You Are My Life. My All Frank C. Stanley

MALE QUAIITET Bi' THE HAVDN QUARTET, 'WITH OUCH.

5447 Summertime Von Tilzer 10

DESCRIPIIVE SPECIALTY BY SPENCER AND MOZARTO, WITH
ORCH.

5435 Krausmeyer's Birthday Party 10

8

EIGHT-INCH RECORDS.

ARTHUR PRYOR'S BAND.

5395 "Darkies' Spring Song" March. .. 'S'on Alstyne

TENOR SOLO BY BILLY MURRAY, WITH ORCH.

5339 Under Anv Old Flag at All (from "The
Talk of New York") Cohan

MINSTREL RECORD.

5380 Victor Minstrels — No. 10, "Bye-Bye. My

Sailor Boy" and "Good-Bye, Honey"

IRISH SPECIALTY BY STEra PORTER, WITH ACCORDION

5406 Thim Were the Happy Days! Porter

ENRICO CARUSO, TENOR.

In Italian.

87017 Rigoletto — La donna 6 mobile (Woman is

Fickle) Verdi

87018 Rigoletto — Questo o quella ('Mid the Fair

Throng) Verdi

12-in"ch, with orchestra, !<3.00 each.
In Spanish

88120 Lolita — Spanish Serenade Buzzl-Peccla

In Italian.

8S121 Trovatore — Ah. si ben mio (The Vows We

Fondly Plighted j Verdi

DUET BY HOMER AND CARUSO.

In Italian.

89018 Trovatore — Ai nostri montl (Home to Our

Mountains) Verdi 12

EMMA CALVE, SOPRANO, PIANO ACCOM.

In French.

SS123 (a) Ma Lisette (My Lisette) ISth Century.. 12

(b) Le Printemps (The Spring) Gounod 12

With Orch.. in French.
88124 Carmen — Les Tringles des Sistres (Gypsy

Song. "The Sound of Tambourine") . .Bizet 12

GERAIJJINE FAERAR, SOPRANO, -WITH ORCH.

In French.

SS125 Nymphs et Fauns — Waltz Aria (Nymphs

and Fauns) Bemberg 12

In Italian.

88126 Don Giovanni — Batti batti (Scold Me, Dear

Masetto) Mozart 12

ANTONIO SCOTTI, BARITONE, WITH ORCH.

In Italian.

88122 Tosca — Cantabile Scarpia (Venal, My Ene-
mies Call Mel Puccini 12

10

to

10

10

INDESTRUCTIBLE RECORDS FOR JUNE,

With Sword and Lance (Starke) . . .Militarv Band

True Heart (E. Ball) Byron G. Harian

Sailing in My Balloon (B. Scott) Ada Jones

Somebody Lied (Jeff Branen) Arthur Collins

Irish Hearts (E. J. Evans) Fred Van Eps

Summertime (H. Von Tilzer) Male Quartet

Honey Won't You Please Come Down (D.

Reed) Collins and Harlan

When I Get Pickled (Roberts! Bob Roberts

Honeybee's Honeymoon (D. Reed)

Ada Jones and Billv Murray
Big Chief Smoke (Kolb & Raynes) .. Billy Murray

Santiago Flynn (Original)

Ada Jones and Len Spencer
Plantation Chimes (H. A. Hall) . . . .Military Band

Sweetheart Days (J. A. Dailey) Male Quartet

Bye-Bye, Dearie (H. Von Tilzer) Stanley and Burr
Medley of Irish Jigs (Original) ... .John Kimmel
In Darkest Africa (Sousa) Military Band

QUARTERLY LIST OF COLUMBIA RECORDS
FOR JUNE. JULY AND AUGUST, 1908.

PRINCE'S MILITARY BAND.

3790 Summertime Medley (Arr. by C. A. Prince) intro-
ducing "Keep On Smiling." "I'm Afraid to
Come Home in the Dark." "Summertime,"
"Much Obliged to You," "Good-Bye, Dear," and
"Harrigan." 10-in. Disc

33238 Harrigan Medley (Arr. by C. A. Prince) introduc-
ing : "Keep on Smiling." "I'm Afraid to Come
Home in the Dark," "Much Obliged to You,"

and "Harrigan" "XP" Cyl.

37S2 The Minute Man March. . (H. A. Winburn) . .

10-in. Disc.

3780 The Santiago March (W. P. Phillips) 10-ln. Disc.

BANDA ESPANOLA,

Senor C. A. Prince, Director.

40343 Porfirio Diaz iGenaro Codina) "SP" Cyl.

40356 23 de Julio (Velino M. Prezaj "XP" Cyl.

5763 Ituzaingo (Arr. Dy Vicente Fortunato) 12-in. Disc.

CORNET DUET.

With Prince's Military Band Accompaniment.

3783 Ida and Dot Polka (F. H. Losey). Played by

Buono and Chiafferelli 10-in. Disc.

PRINCE'S ORCHESTRA.

30127 Barn Dance, "Dancing in the Barn'' (Arr. by

Henri Ernst) 12-in. Disc.

85159 Columbia "BC" Cylinder Record.
33222 Waltzes from the Operetta "A Waltz Dream '

(Oscar Straus) "XP" Cyl.

3763 Columbia 10-in. Disc Record.
SOllo Columbia 12-in. Disc Record.
VOCAL SOLOS.
TENOR SOLO BY HENRY BURR, ORCH. ACCOM.
3804 As Long as the World Rolls On (Ernest

Ball) 10-in. Disc.

TENOR SOLO WITH ORCH. ACCOM.

3781 Don't Leave the Old Folks, Jennie (Rose and

Bush) 10-in. Disc.

TENOR SOLO BY HENRY BURR, ORGAN ACCOM.

3779 Hark! The Angels Sing (Mendelssohn) 10-in. Disc

TENOR SOLO BY BILLY MURRAY, ORCH. ACCOM.

3767 I'm Afraid to Come Home in the Dark (Van Al-
styne) "XP" Cyl.

BARITONE SOLO BY ARTHUR COLLINS. OKCH. ACCOM.

33232 Columbia "XP" Cylinder Record.

TENOR SOLO BY WII-LIAM REDMOND. ORCH. ACCOM.

33228 Keep on Smiling (Kendis and Paley) "XP" Cyl.
3770 Columbia 10-in. Disc Record.

TENOR SOLO BY HARVEY HINDERMEYER, ORCH. ACCOM.

33221 Maxims, from "The Merry Widow" (Franz Le-

harl "XP" Cvl.

3761 Columbia 10-in. Disc Record.

BARITONE SOLOS BY ARTHUR COLLINS. ORCH. ACCOM.

33240 Much Obliged to You (B. H. Burt) .."XP" Cyl.
3774 Parson Jones' Three Reasons (Arthur I^orig-
brake) 10-in. Disc.

TENOR SOLO BY BILLY MURB.VY, ORCH. ACCOM.

33233 So What's the Use? (Edw. Montague) "XP" Cyl

TENOR SOLO BY HENRY BURT, ORCH. ACCOM.

33234 Some Day When Dreams Come True (PhiL

Staats) "XP" Cvl.

3784 Columbia 10-in. Disc Record.

SOPRANO SOLO BY LUCY ISABELLE MARSH. ORCH. ACCOM.

3791 The Glow Worm (Paul Lincke) 10-in. Disc

SOLO BY JACK JIILLS, PIANO ACCOM.

201,499 The Kilty (Scotch Song) (J. Maclarkv)

"XP" Cyl.

TENOR SOLO BY BILLY MURR-AY, ORCH. ACCOM.

33226 Under Any Old Flag at All (George M. Cohan)

"XP " Cyl.

3768 Columbia 10-in. Disc Record.
COMIC TALKING RECORD— GERMAN.

BY HEINRICH EISENBACH.

45010 Der Foerster "XP" Cyl.

VOCAL SOLO IN GERMAN.

BARITONE SOLO BY MAX JAUNER, CLARIONET ACCOM.

45012 G'Stanzeln "XP" Cyl.

BARITONE AND TENOR DUETS.

DUET BY STANLEY .AND BURR. ORCH. ACCOM.

3803 Bye-Bye, Dearie (H. Von Tilzer) ....10-in. Disc
33241 Columbia "XP" Cylinder Record.

DUET BY COLLINS AND HARLAN, ORCH. ACCOM.

85160 Honey. Won't You Please Come Down? (Dave
Reed) "BC" Cyl.

DUET BY STANLEY AND BURR, ORCH. ACCOM.

33224 Love's Roundelay (Oscar Straus) "XP'' Cyl.

3763 Columbia 10-in. Disc Record.

DUET BY COLLINS .ANT) HARLAN. ORCH. ACCOM.

33236 Nothing Hardly Ever Troubles Me (Al. Von Til-
zer) "XP" Cyl.

SUNG IN ENGLISH BY STANLEY AND BURR. ORCH. ACCO.\I.

33235 Wanderer's Night Song (Wanderer's Nachtliedi

(Anton Rubinstein) "XP" Cyl

3802 Columbia 10-in. Disc Record.

SUNG BY STANMY AND BURR. ORCH. ACCOM.

3785 She's the Fairest Little Flower Dear Old Dixie

Ever Grew (Theo. Morse) 10-in. Disc.

VOCAL DUET IN BOHEMIAN.

TENOR AND BASS DUET, BY MARAK -iND PoLLERT, PIANO
ACCOM.

450C7 Marjanko, Marjanko ma "XP" Cvl.

NEW VICTOR RECORDS.

ARTHUR PRYOR'S BAND.

5429 Kentucky Kut Ups — March and Two-step. . . .

Frantzen 10

5430 Ruy Bias Overture Marchetti 10

VICTOR ORCHESTRA, WALTER B. ROGERS, CO-N'DUCTOR.

5453 Harry Lauder Medley 10

5445 "A Waltz Dream" Selection Strauss 10

VICTOR DANCE ORCHESTRA.

31702 Genee Waltzes from "The Soul Kiss". . . .Levi 12

VIOLI.N SULOS BY HOWARD RATTAY, ACCO.M. BY VICTOIi

oi!cn.

31701 Gypsy Airs — (Zigeunerweisen) Part I

Sarasate 12

5436 Gypsy Airs — (Zigeunerweisen) Part II

Sarasate 10

ACCORDION SOLO BY JOHN J. KIMMEL.

5438 American Cakewalk Kimmel 10

TENOR SOIX) BY ALBERT CAillPBELL, WITH OHCII.

5450 True Heart — March Ballad 10

BARITONE SOIX), PERCY HBMUS ACCOM. BY VICTOR ORCH.

5431 Irish Love Song Lang lu

IRISH SPECIAI/FY BY STEVE PORTER WITH ORCH.

54.'i4 The Laughing Spectator Porter 10

HARRY MACDONOUGH AND HAYDN QUARTET, WITH ORCH.

5437 lAive Me, and the World is Mine Ball 10

5448 When Its Moonlight on the Prairie Henry 10

SONGS BY BILLV MURRAY, WITH ORCH.

5440 Big Chief Smoke Raynes 10

5433 Bon-Hon Buddy (from "Bandanna Land")

Cook 10

ro.MIC SONG BY ADA JONES. WITH ORCII.

5439 All She Wants from the Iceman Is Ice Solraan 10

IIY.MN BY THE TRINITY CHOIR. WITH ORCH.

5434 A Mighty Fortress (Luther Hymn — "Eln"

feste Burg") Luther 10

DUF.TS BY MISS JONES AND MIL MURRAY, WITH ORCH.

545C Cat Duet (When the Song of I»ve Is

Heard) Weld-Herbert 10

5455 Smarly Von Tilzer lo

MINSTBEI. RECOKI). WITH ORCU.

■5449 Victor Minstrels — No. 11 10

DUET BY HISS STEVjINSON AND MR. MACDONOCOH, WITH
ORCII.

5440 KiRs Duet (Sweetest Maid ot All) (from "A

Waltz Dream") Strauss Id

DE.SCRIPTIVE Sl'ECIAI/TY BY MISS JONES AND MR. SPENCER
WITH MAN'IXiLIX AND ORCII.

5451 Snnllngo Flynn (An Irish-Mexican Episode). 10
DI ET IIY COLLINS AND HARLAN, WITH (IRCH.

5432 Way Back Lester-Keith 10

THE UDELL WORKS, Inc.

Indianapolis, Ind.
i II. S. A.

Makers
of

the kind
of

Cylinder Record
Cabinets
the best
Dealers
have on
their Floors

YOU need our

Cabinets
WE need your
Orders

Makers
of

the kind
of

Disc Record
Cabinets
the best
Dealers
have on

their Floors

YOU need our
Cabinets

WE need your
Orders

Write for Catalog

No. .III. CYLINDER RECORD CABINET
Golden Out'itoiI 0.ik Top. From and Back. Holds 150 Cylinder
Records in the ori>:in.il flannel linetl cartons

Write for Catalog

THE TALKING MACHINE WORLD.

57

BARITONE AND SOPRANO DUET.
SUNG BY MR. STANLEY AND MISS STEVENSON^
OliCH. ACCOM.

33223 Piccolo (Oscar Straus) "XP" Cyl.

3764 Columbia 10-in. Disc Record.
SOPRANO AND TENOR DUET.
DUET BY MISS ELSIE WOOD AND MR. HENRY BURR, ORCII.

ACCOM. HI

33225 "Kiss Duet," from "A Waltz Dream" (Oscar
Straus) "XP" Cyl.

DUET BY MISS MARSH AND MU. VON NORDEN, ORCH. ACCO.M.
37G6 Co.umbia 10-in. Disc Record.

VOCAI. QUARTETS— MALE VOICES.

SUNG BY THE COLUMBIA QUARTET, ORCH. ACCOM.

33227 Pride of tiie Prairie (Geo. Botsford). ."XP" Cyl.
371)9 Columbia 10-in. Disc Record.

33229 Summertime (Harry Von Tilzer) ...."XP" Cyl.

3771 Columbia 10-in. Disc Record.

33230 Sweetheart Days (J. Anton Dailey) .."XP" Cyl.

3772 Columbia 10-in. Disc Record.

33220 Women (Franz Lehar) "XP" Cyl.

3762 Columbia 10-in. Disc Record.

SUNG BY MENDELSSOHN MIXED QUARTET, UNACCOM.

3777 Blest Be The Tie (H. G. Nageli) 10-in. Disc

SUNG BY LEN SPENCER AND GILBERT GIRABD.

3778 Old Dog Sport (Baer) 10-in. Disc.

IRISH COMIC TALKING RECORDS BY STEVE. PORTER,

ORCH. ACCOM.

3773 The Daughing Spectator (S. Porter) 10-in. Disc

RECITATION BY LEO STEOMONT.

201417 Marc Antony's Oration Over the Body of Caesar
(Shaliespeare) "XP" Cyl.

SOPRANO SOLOS, MME. LILLIAN BLAUVELT, PIANO ACCOM.

30125 Home, Sweet Home (John H. Payne)12-in. Disc.

30126 The Last Rose of Summer (Stephen C. Fos-

ter) 12-in. Disc.

SOPRANO SOLO, MME. LILLIAN BLAUVELT, ORCH. ACCOM.
(In French)

30124 Valse from "Romeo et Juliette" (Gounod)

12-in. Disc.

TENOR SOLO (IN ITALIAN) BY EDtTARDO CASTELLANO,
PIANO ACCOM.

30120 Aprite la Finestra (M. Cimmino) ...12-in. Disc.

TENOR SOLO (IN ITALIAN) BY EDUARDO CASTELLANO,
ORCH. ACCOM.

30118 "Ridi Pagliaccio Romanza" from "Pagliacci"

(Leoncavallo) 12-in. Disc.

BARITONE SOLO (IN FnENCH)BY CHARLES GILIBERT,
PIANO ACCOM.

30121 Serenade "Don Juan" (Mozart) 12-!n. Disc.

SOPRANO SOLO (IN TRENCH) BY MME. JOSE GRAYVILL,
PIANO ACCOM. AND FLUTE OBLIGATO.

30119 "Charmant Oiseau from "La Perie du Bresil"

(F. David) 12-in. Disc.

SOPRANO SOLO (IN ITALIAN) BY MME. E.MMA TRENTINI,
ORCH. ACCOM.

30122 Air "Vedrai Carino" from "Don Giovanni" (Mo-

zart) 12-in. Disc

MAKE OPPORTUNITIES.

It is the excuse of a weak man to say that
he does not succeed because he lacks opportuni-
ties. Every life is full of opportunity, but the
successful man goes out to meet the opportunity,
besieges it, and never lets it escape. Thousands
of men go to business every day who are mere
automatons. They do exactly what is prescribed
for them, without making any effort to bring

into action the dormant powers of their minds.
If a man has a certain end in view and perse-
veres diligently there can be but little doubt that
he can find the opportunity which will enable
him to succeed. He cannot fail to attract toward
him the interested sympathy of others, but also
their material resources. Such a man is a mag-
net. He cannot fail to attract the resources nec-
essary for success.

"TALKERS" UNDER THE HAMMER.

HOWLING OF WOLVES

Has Been

Phcnographically Recorded for
Stage Purposes.

Phonographic records of the howling of wolves
were taken in the Zoological Gardens in Bronx
Park recently for use in the last act of "The
Wolf," Eugene Walter's play of the Canadian
wilderness, now in the Lyric Theater. Horna-
day, the director of the Bronx Zoo, was in
charge of the experiment.

A pack of wolves sounds its shrill music
shortly before the climax of the play, in which
the hero and the villain fight in the dark, the
victor being revealed to the audience by a lighted
match outlining his features. In future the
howls of real wolves will be -heard instead of the
howls of a pack of stage hands and the yelps
produced by mechanical contrivances.

The idea of catching the real howls on the
phonograph originated with Walter. Hornaday
became interested in the plan. There are seven
full-grown wolves in the Zoo, three ' of the com-
mon gray type and four of the timber variety.
They howl daily before feeding, and set up their
cries regularly when factory whistles blow at 12
o'clock. It was planned to have the appetite
of the wolves on sharper edge than usual, and
recording instruments were placed at all sides
of their cages, with the result that the experi-
ment was a decided success in every way.

(Special to The Talking Maclilne Woi-kl.)

Macon, Ga., May 4, 1908.

Sweet strains of music floated in all directions
from the corner of Cherry and Second streets
recently, and brought dozens of persons scamper-
ing to that neighborhood. Nurses, tugging at
the arms of impatient tots, business men nerv-
ously chewing at the ends of their cigars, and
college boys with turned up trousers, revealing a
wealth of colored hosiery — all made a dart for
the place when the music started up. Some
thought that the Shriners had decided to ad-
vance their parade a few days, but when the
music changed into the strains of "The Merry
Widow" waltz the views likewise changed. All
wondered and moved on.

What caused the turmoil and hurly-burly was
a trio of phonographs that had been placed upon
Second street in front of the justice of the peace
court of J. Tom Rodgers. Bailiff McCowan had
secured the instruments and in order to show
off their delicate tones he decided to give a
practical demonstration upon the sidewalk just
below the court. All three machines were opened
wide and the latest airs were played for several
minutes. The machines proved their own adver-
tisers and turned the trick to a nicety. They
were hastily bidden up and sold so rapidly and
well that the court officers are now wondering
how to effect similar sales in the future.

ADDITIONS TO ZED FORCES.

The Knoxville Typewriter & Phonograph Co.,
Knoxville, Tenn., suffered $7,000 loss by fire last
week.

The Zed Co., distributers and exporters of
Zonophones and records, at 77 Chambers street.
New York, which is under the able management
of Siegfried Aal, have secured the services of
John McArthur, who until recently had charge of
Snellenberg's talking machine department in
Philadelphia, Pa. He will cover Pennsylvania
and other adjacent territory. Joseph G. Kaempfer
is to cover Connecticut and E. A. Merritt will
cover the metropolitan district and make
trips through New York State and New Jersey.

Vtica Automatic Stopper

For the Edison Standard Phonograph

The

Original
Stopper

Thousands

in
Use

MR. JOBBER: Are you bringing this splendid device to the attention of your
dealers } We still have some unoccupied territory for dealers and jobbers and it will
pay you to correspond with us at once.

The Utica Automatic Stopper for the Edison Standard Phonograph is the original
stopper. It is a ready seller with Phonograph owners and never fails to give the best of
satisfaction. The wholesale price is 45 cents; it retails at 75 cents. We will send a
sample anywhere in the United States or Canada on receipt of 45c.

UTICA CRANE CO. Utica, N. Y.

58

THE TALKING MACHINE WORLD.

LATEST PATENTS RELATING TO TALKING
MACHINES AND RECORDS

(Specially prepared fur The Talking Machine World.)

"Washington, D. C, May 7, 1908.
Talking Machine. Thomas Kraemer, Phila-
delphia, Pa., assignor to Hawthorne & Sheble
Mfg. Co., same place. Patent No. 885,489.

This invention relates to talking machines of
the type employing a pivotally mounted sound-
tube having a sound-box connected to one end
thereof with its stylus tracking in the -record
groove. More particularly, the invention relates
to such machines of the type employing devices
for exerting a yielding pressure upon the sound-
tube tending to turn it about its pivot to feed
the sound-box across the record, the sound-tube
and -box being restrained against too rapid move-
ment by the coaction of the stylus with the wall
of the record groove.

The object of the invention is to effect certain
improvements in the construction of the devices

. for exerting this
/7 e \ yielding pressure,
yjt— ^ in accordance
with the inven-
tion, these devices
are mounted with-
in the sound con-
veying tube so
that they are con-
cealed from view,
and therefore do
not detract from
the appearance of
the machine. Fur-
thermore, these
devices are so ar-
ranged that in
mounting the
sound conveying
tube upon its support, the yielding-pressure de-
vices are brought to potential relation, so that
they are in readiness for operation, without any
manipulation on the part of the operator.

Figure 1 is a sectional elevation of a portion
of a talking machine; Figs. 2 and 3 are detail
views in section on lines 2 — 2 and 3 — 3, respec-
tively, of Fig. 1, and Figs. 4 and 5 are detail
views in elevation and perspective, respectively,
of this device.

SouND-Box FOR Talking Machines. Thomas
Kraemer, Philadelphia, Pa., assignor to Haw-
thorne & Sheble Mfg. Co., same place. Patent
No. 885,490.

This invention is directed to the provision of
a sound-box of an improved construction in the
use of which a sound reproduction of superior
tone quality is obtained and one which is, to a
large extent, free from foreign sounds. This is
accomplished by the employment of an improved
form of diaphragm in the sound-box, this being

a metallic disc hav-
ing secured thereto a
small body of non-
metallic material
which lies between
the diaphragm anil
the lever by which
the diaphragm is vi-
brated. The material
from which this
body is formed may
be varied as desired
and with different
materials, reproduc-
tions differing in
tone quality are ob-
tained. Thus a small disc of heavy paper or of
blotting paper heavily calendered may be em-
ployed, this disc being fixed to the center of the
diaphragm. Preferably, the sound-box is so con-
structed that the diaphragm may be readily
withdrawn therefrom and a number of dia-
l)liragms having non-metallic bodies of different
materials fixed thereto are provided. The user
of the sound-producing apparatus may then
select and u.se tlie diaphragm whicli, under the
particular eondllions prepailing, will give the

most faithful reproduction. Moreover, the im-
proved sound-box is so constructed that it may
be manufactured at low cost and the danger of
breakage or displacement of the parts is ■ re-
duced to a minimum.

Figure 1 is a sectional elevation of a sound-
box. Figs. 2 and 3 are views of opposite sides
of the diaphragm, and Fig. 4 is a sectional view
of the diaphragm, the section line being trans-
verse to that of Fig. 1.

Registering Mechanism for Multiple Phono-
graphs. Julius Roever, New York, assignor to
National Patent Co., same place. Patent No.
883,970.

This invention relates to improvements in
registering devices and attachments for use in
connection with multiple phonographs, and es-
peciallj^ with machines of this class which are
operated by mechanism controlled by coins. In.
machines of this class it is desirable, and in
fact, necessary, that an accurate register be
made of all coins dropped into the piachine to
start the mechanism and play a record. In ma-
chines of this kind, a series of records are used,
and a reproducer, generally on some kind of

P _ carriage, is made
3to traverse the
length of a rec-
'ord and then
move back into
position t o trav-
erse another rec-
ord.

The object of
this invention is to
apply a register-
ing device which
shall be operated
in connection
with the sliding
of the reproducer,
so that the sliding
of the reproducer
in one direction
will operate the register. In this way there
can be no cheating the register, and the result
is more certain than it would be if the register
were applied to some other parts of the machine,
and moreover, the arrangement, as will be no-
ticed by the description to follow, makes it a
very simple matter to connect up and apply the
register.

Figure 1 is a side elevation of a part of a
machine showing improvements, and Fig. 2 is a
cross-sectional elevation of the structure shown
in Fig. 1.

Multiple Phonograph Machine. Julius Roe-
ver, New York, assignor to National Patent Co.,
same place. Patent No. 883,971.

This invention relates to improvements in
multiple phonographs, and especially to machines
of this class which have different trade names,
but in which a wheel, carrying peripherally a
quantity of cylindrical records, is actuated so as
to bring the several records beneath the stylus
of the reproducer, and in which mechanism is

used for carrying the "reproducer along in a di-
rection parallel with the record which is being
played upon.

This invention relates more especially to ma-
chines of this class in which the reproducer has
a constant relation to the record, but the stylus
is lifted out of engagement with the record or
dropped to engagement, as required. Heretofore
in machines of this character there has been
considerable complexity in the mechanism for
actuating the machine for moving the repro-

ducer along in a direction parallel with the
record, and especially in the means for lifting
the stylus out of engagement with the record
and dropping it back to place. In some cases
spring frames of various kinds have been used
to hold the driving mechanism in proper rela-
tion with the record to be driven, and a com-
plicated system of levers has been used to lift
and drop the stylus.

THE HORN
of the hour

THE WOOD VENEER HORN

FOR CYLINDER AINID DISK MACHIMES

The Wood Veneer Horn has the
advantage over other makes because of
its purity and mellowness of tone.

33-inch Horn, 17-inch Brass Bell, - - - - $7.50

42-inch Horn, 20-inch Brass Bell, - - - - 10.00

24-inch Morning Glory Style, 22-inch Bell, for

Disk Machine 10.00

32-inch Morning Glory Style, for Cylinder

Machines, 22-inch Bell 10.00

40% Discount to the Trade

Jobbers should handle only these horns, as we believe that no jobber
can handle horns on lo;,' basis. Prices quoted the Jobber on application.

W. D. ANDREWS

SYRACUSE, N. Y.
BUI:FALO, N.Y.

SOLE DISXRIBLIXOR

THE TALKING MACHINE WORLD.

59

This particular invention is especially intended
to overcome some of the difficulties above named,
and produce a simple mechanical mechanism for
driving the record, for permitting the driving
mechanism to be placed in and out of engage-
ment with the record to be driven, and for actu-
ating the stylus, that is to raise and lower it as
desired. It also provides for automatically dis-
engaging the driving mechanism of a record at
the same time the stylus is lifted; also provides
a simple means for dropping the stylus at the
exact point required in any record, so that when
it is dropped the playing begins immediately
and after the record is started sufficiently to
make the pitch and time correct.

Figure 1 is a plan view of the structure em-
bodying the invention. Pig. 2 is a cross section

on the line 2 — 2 of Fig. 1, and showing also a
segment of the record wheel with a series of rec--
ords thereon. Fig. 3 , is a longitudinal section
partly in elevation of the improved structure,
showing a part of the record wheel, and in proper
relation thereto, and with the driving mecha-
nism out of engagement with the record to be
driven. Fig. 4 is a similar view to Fig. 3, but
with the driving parts in engagement, and Fig. 5
is a cross section on the line 5 — 5 of Fig. 4.

Feeding Appaeatus, for Talking Machines.
Louis P. Valiquet, Newark, N. J., assignor by
mesne assignments to Hawthorne & Sheble Mfg.
Co., Philadelphia, Pa. Patent No. 884,963.

This invention relates to an improved positive
feeding mechanism for use on machines employ-
ing disc records -and reproducei-s mounted upon
swinging or universal joints for use in connec-
tion with said disc records.

Heretofore it has been customary to permit
such disc records to themselves feed the repro
ducer across the record by the action of the
spiral groove in which the sound record is
formed, and so dispense with positive feeding
mechanism for reasons of simplicity and econ-
omy. The inventor claims, however, that such
use of the sound record as a means for feeding
the reproducer is objectionable in some instances,
particularly in cases where through wear or
accident the intervening walls between two adja-
cent sections of the spiral become broken down

or cut across, which causes the reproducing
needle to jump back and continue repeating the
sounds recorded in one length of said spiral, and
soon ruin the record by aggravating the defect
which fii'st causes this action. At the same time,
an unyielding positive feeding mechanism is not
practical for machines of this type, as the rec-
ords shrink and expand under differences of tem-
perature, so that the same record on different
days would not correspond to any fixed rate of
feed for the reproducer, and also because such
disc records are often mounted slightly eccentric
to the rotating table so that an unyielding posi-
tive feed mecha-
nism would cause
the reproducing
leedle to jump from
one section of the
groove to another.
This feeding appa-
ratus is adapted
for use on disc
record machines,
which overcome all
these difficulties, E
and is simple and
easy of attachment
to standard mech-
anism now in use.
The best form of

apparatus embodying
trated in the
which: Figure
talking machine

the Invention is illus-
accompanying drawings, in
1 is a side elevation of a
the invention applied
thereto, parts of
the casing being
broken away to
shpw the internal
mechanism. Fig.
2 is an enlarged
detail sectional
view taken on
line 2—2 of Fig.
1. Fig. 3 is a de-
tail showing the
manner in which
the supporting rod
and traversing
arm support and
grasp the repro-
ducer arm, and
Fig. 4 is a detail

side view of the cams operating the mechanism.

HoEN. Albert S. Marten, East Orange, N. J.,
assignor to the Tea Tray Co., Newark, N. J.
Patent No. 885,268.

The objects of this invention are to secure in a
sound amplifying horn, a ferrule which shall be
strong and stiff and at the same time of finished
appearance; to secure a smooth circumferential
surface on both the inside and the outside of the

ferrule without any longitudinal seams; to avoid
soldering and secure joints which are only
pressed or reamed together, and to obtain other
advantages and results as may be brought out
in the following description.

Referring to the accompanying drawings, in
which like numerals of reference indicate cor-
responding parts in each of the several figures,
figure 1 is a side ele-
vation of a horn of
improved construc-
tion; Pig. 2 is a sim-
ilar view of the small
end of the body por-
tion of the horn
showing its integi^al
ferrule part with the
inside and outside
sleeves removed; and
Fig. 3 is a plan of
the same; Fig. 4 is a
central longitudinal
section of the small
end of the horn
taken as on line x.
Fig. 5, and Fig. 5 is a transverse section through
the ferrule of the horn as on line y. Fig. 4.

Talking Machine Attachment. Bernard
Francis Keating, Hawthorn, Victoria, Australia.
Patent No. 885,484.

The ordinary sound reproducing or talking
machine has a motor which is started or stopped
by moving a hand lever — which puts a governor
brake "on" to bring the motor to rest — and takes
it "off" when the motor is to be set running.
The invention is
applicable to such
a lever without
interfering with
its positioning by
hand as hereto-
fore. In order
that at a future
time, or in a cer-
tain event, the
machine shall re-
produce sound
from a "record"
mounted on it,
this invention
provides for the
hand lever being '^'■^^
located at will intermediately between the ordi-
nary "on" and "off" extreme positions.

Figure 1 is a plan view showing part of a
phonograph or graphophone with attachment.
Pig. 2 is a side elevation of Fig. 1. Fig. 3 is a
front view partly in vertical section illustrating
the position of some of the parts when the motor
is running. Fig. 4 shows the parts in Fig. 3
when the hand lever is in its intermediate posi-

LAWRENCE McGREAL

Milwaukee

172-176 Third St.

Edison and Victor
Jobber

SUPPLIES

If It's practical
and salable I've
got it.

Two big jobbing houses carrying immense stock and prepared for instant
delivery, with an absolute minimum of "outs" and a maximum of perfect
service. Try me with a trial order now.

I am interested in the success of every dealer buying through me, and refer every outside inquiry
to the nearest dealer, and will further his business with practical ideas born of my long experience first
as a road salesman, later as a successful jobber. Let me help plan your spring campaign.

Yours for business,

UAWREIVCE McQREAU

60

THE TALKING MACHINE WORLD.

tion — that is, when the motor is not running.
Fig. 5 shows, in front elevation, the parts in
Fig. 2.

Phonograph. Hermann Schroder, New York,
N. Y. Patent No. 884,216.

This invention contemplates certain new and
useful improvements in phonographs of t' at type
that employ a record cylinder, and the invention
u'v.orf. >i ^3,s for its pri-
mary object an
r improved con-
struction of actu-
ating means
whereby the nee-
dles or stylus is
held relatively
stationary, while
the record cylin-
der is revolved
underneath the
same and fed lon-
gitudinally.

F^gvire 1 is a
perspective view
of the improved

phonograph; Fig.
2 is a top plan
view thereof;
Fig. 3 is a trans-
verse sectional
view with parts in
side elevation;
Fig. 4 is a detail
sectional view on
the line 4 — 4 of
Fig. 3; and Fig. 5
is a detail perspec
five view illus-
trating a portio'n
of the feed screw
and the carriage
mounted thereon.

Attachment for Talkixg Machines. Emil
Prazak, Elizabeth, N. J. Patent No. 885,178.

This invention relates to talking machines, and
more particularly to means by which the two
common types of these machines, namely: the
machine employing a cylindrical record and that
using the disc record, may be combined with
little cost, simplicity of arrangement and almost
instantly, and a common motor used to rotate
either record.

The device comprises a frame with a rotating
platform mounted on roller bearings and having

pulleys carrying a belt or gearing driven by the
motor of a cylinder re::ord machine, as shown
in the drawings.

Figure 1 is a perspective view of a phono-
graph. Fig. 2 is a side elevation of the device
detached. Fig. 3 is a plan view of same.

Pirf)Nn( icAi'M Rki'Kodcc'kr. Hiram Baldwin,
Chicago, 111. Patent No. 884,002.

The object of this invention is to provide a
novel needle or stylus as the sound-reproducer
of a phonograph or analogous instrument, which
shall jjossess, as attributes, tone-improving
qualities in the way of softness and Ireedom
from noise from its contact with the rccoid. miuI
good sound conductivity.

II has l)eon di-scovei'i'd that ivory is a substance
affording In a high degree these attributes in
the needle oi- stylus of a plionograph; and this
invention, based on this discovery, consists in a
reproducer needle composed, as to its .entirety,
or at least as to Us attenuated portion, of Ivory.

i: t I

In the accompanying drawing. Figure 1 is a
broken view showing a reproducer head equipped
with the improved needle applied to the ordi-
nary disc record of a phonograph; and Figs. 2,
3 and 4 are perspective views representing three
of the various forms in which the improved
needle may be provided.

The numeral 5 represents a reproducer head
of ordinary construction, involving a holder 6
for adjustably supporting a stylus 7 in operative
position relative to a rotary disc record 8. The
stylus or needle consists of a stem portion 9
and an attenuated
portion 10, formed,
preferably in its
entirety, of ivory,
in suitable shape,
including the
shapes represent- ,
ed ; though it is !
within the inven-
tion to form only
the attenuated
portion of ivory.
Furthermore, it is
found to be ad-
vantageous, as enhancing the attributes herein-
before specified, to artificially harden the
ivory of the stylus, particularly as to its attenu-
ated portion, and this is done by immersing it,
for a brief period — say of an hour, more or less
— in a saturated solution of chromic acid, though
chromate of potash will serve the purpose, and
thereupon drying the ivory.

PnoNOGKAPH Stop. Sylvester W. Gibbs, Can-
ton, O., assignor of one-half to the Gibbs Mfg.
Co., same place. Patent No. 883,190.

The invention relates to an automatic mechan-
ism for stopping
the motor of a
phonograph when
the button arm of
the reproducer
has traveled to
the end of the in-
dentations on the
record cylinder;
and the objects of
the improvement
are to provide a
simple and inex-j^a.
pensive device for
the purpose men-
tioned, which can
be readily applied
to an ordinary
phonograph with-
out special preparation or

therefor, which can be readily adjusted to con-
form to the varying lengths of the record inden-
tations on various cylinder.s, which is sensitive
but certain in its operation, and which is auto-
matically set when the starting lever has been
moved into operative position. These objects
are attained by the construction, mechanism and
arrangement illustrated in connection with two
of the ordinary sizes or styles of phonographs
in common use, in the accompanying drawings,
in which —

Figure 1 is a perspective view of a larger size
type of phonograph in common use, showing the
stop mechanism
adapted and ap-
plied thereto.
Fig. 2, a detached
perspective view
of the long con-
trolling lever
which is adapted
for use on the
larger p h o n o- ^
graph; Fig. 3, a
detached perspec-
tive view of the
actuating spring ;
Fig. 4, a detached
perspective view
of the long con-
trolling lever trip-bracket with the trip-lever
thereon, showing the spring and handle separated
from the body of the bracket; Fig. 5, a fragmen-
tary sectional view showing the trip-bracket on
the controlling lever; Fig. 6, a perspective view
of a smaller size type of phonograph in common
use, showing the stop mechanism adapted and aj)-
plied thereto; Fig. 7, a detached perspective view
of the short controlling lever which is adapted
for use on the smaller phonograph; Fig. 8, a de-
tached perspective view of the alternate actuat-
ing spring; and Fig. 9, a detached perspective
view of the short-lever trip-bracket, showing the
trip-lever thereon.

Graphophone Needle. William Fitzpatrick,
Lowell, Mass. Patent No. 885,989.

This invention relates to graphophone needles,
and has for object the production of a needle
of superior qualities so far as durability and

f

■Fig*

provision being made

tone production are concerned. A further object
is to produce a needle of such construction that
the resulting tone may be modified according to
the way the needle is fixed in the reproducer.
Figure 1 is a perspective of a needle embody-

MIRAPHONE

Combination
Music Box and
Talking Machine

In every respect a
superior in strument
Musically antd
Mechanically.
Giving you and
your customers
splendid value. ^

Write for Catalogue, Terms and Prices

Jacot Music Box Co»

No. 39 Union Square, New York

THE TALKING MACHINE WORLD.

61

ing the invention; Fig. 2 is a perspective at
right angles of the subject matter of Fig. 1;
and Fig. 3 shows in perspective a modified form
of the invention.

Diaphragm. Walter H. Miller, Orange, N. J.,
assignor to New Jersey Patent Co., West Orange,
N. J. Patent No. 883,327.

This invention relates to diaphragms and more
particularly to phonographic diaphragms such as
those used in recorders and reproducers. The
object of the invention is the production of a
diaphragm which will produce improved results,
especially in the reproduction of sound, such as
greater loudness and purer quality.

Figure 1 is a plan view of the preferred form

of diaphragm; Fig. 2 is a vertical section of a
phonograph reproducer containing the diaphragm
of Fig. 1; Fig. 3 is an enlarged sectional view
illustrating the flexure of the diaphragm under
the influence of the reproducer stylus, the amount
of flexure being greatly exaggerated; Figs. 4 and
5 are respectively a plan and section of a modi-
fication of the invention; Figs. 6 and 7, 8 and 9,
10 and 11, 12 and 13, and 14 and 15 are similar
views of other modifications.

Phonograph. Joseph Oakland Hirschfelder,
San Francisco, Cal. Patent No. 886,056.

This invention rela\es to improvements in the
sounding box, sound-conducting tubes and horns
employed to conduct sound from phonographs,
and like sound-reproducing instruments, and it
has for its object the provision of means whereby
the vibrations of such parts are prevented or
reduced to a minimum. In the carrying out of
this invention the inventor has avoided all
vibrating edges in the instrument by covering or
protecting the same so as to make the whole
sound-conducting part a simple tube which gives

no secondary or
accessory vibra-
t i o n s, thereby
preventing the
metallic or harsh
effect produced by
the sound waves
from such instru-
ments and pre-
serving the natu-
ral tone of the
vocalization when
such instruments
are producing re-
productions of the human voice, and the true
resonant character of the notes when the same
is sued in the reproduction of vocal and instru-
mental music.

Figure 1 is the sound box and Fig 2 the sound-
conducting tube extending therefrom. Fig. 3 Is
an elbow tube connecting the outer end of the
tube 2 with the inner end of the horn 4. Fig. 5
designates a bracket supporting the horn sec-
tions.

UTILIZING THE "BC' QRAPHOPHONE.

Dealers Exploiting It For Open Air Concerts
— Being Effectively Used by the Camera-
phone Co., Combined With Moving Pictures.

Dealers in Columbia graphophones are plan-
ning an active campaign with the opening of the
summer season, and the outdoor amusements ex-
tending through that period. They have been
quick to recognize the advantages accruing from
the open air concerts on the "BC" graphophone

given in the various districts they cover. This
machine is so intensely powerful in ..action that
the range of its efforts extends away beyond the
limits of the largest hall. It has been used to
great advantage in open air entertainments, such
as park concerts, steamboat excursions, and the
like. Last season specially arranged "BC" band
concerts were given in the public parks in Nor-
folk, Wilmington, Louisville and other cities
throughout the country, commanding most favor-
able comments from both press and public. In fact,
in one of the main attractions at Coney Island
the "BC" supplanted the orchestra, and it was the
entertaining feature on numerous railway and
steamboat excursions. The campaign for this
season promises to be even more active than last
year, and it is destined to give the strongest im-
petus to every branch of the graphophone trade.

The "BC" has been put to a unique and truly
wonderful use by the Cameraphone Co., 1161
Broadway, New York. This progressive concern
has so perfectly combined it with moving pictures
that every movement of the performers on the
screen fits in ahsolutely with the voice of the
cameraphone. To illustrate: A minstrel sketch
is the subject of one combined performance. The
interlocutor is seen to come forward and an-
nounce the song. He speaks and the words come
from the graphophone in perfect accordance with
the movement of his lips. He retires and the
endman steps out. He sings his song^ith every
appropriate gesture, the words and the music all
the while coming from the graphophone. The
bones and the tambourines are heard and seen at
the end of the song in exactly the same way.
The success of this unique and thoroughly prac-
tical device bids fair to be phenomenal.

One of the most successful of the combined
songs and moving pictures is the famous "Kiss,
Kiss, Kiss," from Lew Fields' latest production.
This is one of the numbers that have made "The
Girl Behind the Counter" known far and wide.
People who have seen it on the stage and after-
ward on the cameraphone have heen astonished
at the reality of the illusion.

One of the last buildings to be completed was
the boiler house. This is 35x69 ft. and is a
model in design and equipment. Three Climax
tubular boilers have recently been put in — two
of 750 h.p. and one of 500 h.p. This makes
seven boilers altogether, with a total capacity of
3,400 h.p.

In the engine house, which adjoins the boiler
house, a new 1,500-h.p. Allis-Chalmers vertical
cross compound Corliss engine has just been in-
stalled. A special feature of this remarkable
piece of machinery is j a three wire generator,
which produces 4,000 amperes of 250 volts in
one side and 125 in the other. The entire en-
gine, which weighs in the neighborhood of 100
tons, rests upon a foundation of solid concrete.

Added to the previous equipment of one Allis,
one French and one Arrington & Sims engine,
this brings the capacity of the power plant up to
2,860 h.p., and places it in the front rank of the
world's great manufactories. Power is here gen-
erated for the entire Edison interests, which
take up fourteen acres of floor space and in-
clude the Edison Phonograph Works, the Na-
tional Phonograph Record Works, Edison labora-
tory, Edison Kinetoscope and Film Works, Ed-
ison Storage Battery Plant, Bates Numbering
Machine Works and the ofiice buildings and elec-
tric light, elevator and pumping systems.

MULTIPHONE OPEEATING CO. AFFAIRS.

NEW EDISON POWER PLANT

Rapidly Approaching Completion — Covers 18
Acres of Ground — Regarding the Equipment.

It is said that stockholders of the Multiphone
Operating Co., of New York, are receiving cir-
culars from the board of directors announcing
that the monthly dividend of 1 per cent., which
was payable April 1, has been passed, and that
no further dividends will be paid until July 1,
when the form of payment will be changed from
monthly to quarterly.

The circular does not state what the rate of
dividend will be after July 1, although it has been
1 per cent, monthly in the past. The company
operates mechanical musical instruments.

Some time ago the stock sold as high as $10 a
share, and it wa£ said at that time by the board
of directors, in a statement, that the company did
not owe a cent and a substantial increase was
predicted in dividends. Now it is suspended.

The work of erecting new concrete buildings
for the entire Edison works at Orange, N. J., has
been going on steadily for some time past. It is
now about finished, and the long line of white
walls spread out over more than eighteen acres
of ground presents an appearance not unlike
that of some great fortress.

TO MAKE COIN-OPERATED MACHINES.

The recently incorporated Cadillac Automatic
Music Co., Detroit, Mich., will devote their ef-
forts to coin operated instruments, taking over
the Detroit branch of the Automatic Machine Co.,
of Indianapolis. The new concern has a capital
stock of $-30,000.

Grinnell Bros.

DETROIT, MICH.

The New $200,000

Grinnell Bnilding

Conceded to be the most
beautiful and best equipped
Music House in the U. S.

Largest Michigan Jobbers of the complete

EDISON ^ VICTOR

Lines, including Records and Accessories

We have everything in SUNDRIES, including: AUTOMATIC
STOPS. REPEATING ATTACHMENTS, HORN CONNECTIONS,
CRANES, TONE MODIFIERS, BRUSHES, ETC.

No annoying delays if you order from us. All
orders filled same day received.

We carry every Record listed by the Edison and Victor Co.'s.
Not one of each, but dozens, yes, hundreds each of the more popular
numbers.

An extensive line of RECORD CABINETS at
prices that are RIGHT.

If you are a Victor or an Edison Dealer in our territory com-
municate with us and learn of something very much to your advan-
tage and profit. Address :—

GRINNELL BROS.,

Grinnell Building
DETROIT, MICH.

62

THE TALKING MACHIKE WORLD.

Leading Jobbers of TalKing Machines in America

J

OLIVER DITSON COMPANY

Are the largest Eastern Distributors of

Victor Talking Machines
and Records

Orders from Dealers are filled more
promptly, are packed better, are deliver-
ed in better condition, and filled more
completely by this house than any other
house m the Talking Machine business,
so our customers tell us.

150 Tremont St., BOSTON, MASS.

Chas.H.Ditson&Co.

Have the most completely
appointed and best equipped

VICTOR TALKING MACHI1V£
— Department

IN NEW YORK CITY

to-day, and solicit orders from dealers, with the assurance
that they w-ill be filled more promptly, and delivered in
better condition than they can be from any other source.

Nos. 8-10-12 East 34th St., NEW YORK CITY

We are Jobbers in both

VICTOR and EDISON
GOODS

standard Talking' Machine Co.

43S-7 WOOD ST.. PITTSBURG. PA.

Why not try a jobber who can fill your orders
complete and ship them the day order is received.

You Can Get Goods Here

JOBBERS DISTRIBUTORS

Our wholesale depot is a mile from our retail store.
Records are not mauled over for retail customers
and then shipped out to dealers. Dealers bnylng
from us get brand new goods just as they come
from the factory.

LAWRENCE McGREAL, Milvvankee, Wis.

NEW ENGLAND

JOBBING HEIADQUARTERS

EDISON AND VICTOR

Macl-itnes, Records ajid Supplies.
THE EASTERN TALKING MACHINE CO.
177 Tremont Street - BOSTON. MASS.

ECLIPSE PHONOGRAPH CO.

HOBOKEN, IM. J.

Edison and Zon=o=phone Jobbers

Can Guarantee Quickest Delivery
From Largest Stock in New Jersey.

JOHN F. ELLIS &

CO.

WASHINGTON, D. C.

Distributor

VICTOR Talking
V M.'\^ M. v-rr*. Machines

and RECORDS Wholesale and

RetaU

Largesl Stock In the South

PERRY B. WHITSIT L. M. WELLER

PERRY B. WHITSIT CO.,

213 South High Street, Columbus, Ohio.

Edison
Ptionograplis
and Rsoords

JOBBERS :~2

C. Koeliping fit Bpo.

INDIANAPOUS. EVD.

VICTOR DISTRIBUTORS

Our stock is complete. Orders filled the same day
as received.

ZON-O-PHONE JOBBERS

FTesh stock, filled complete, same day. Sperial
values in needles, cabinets, wall racks, hoins,
cranes, and carrying cases.

KNIGHT MERCANTILE CO.

211 N. Twelfth St» ST. LOUI .

HARGER & BLISH

Western Distributors for both the

VICTOR
EDISOPM

It's worth while knowing, we never
substitute a record.

If it's in the catalog we've got it.

DUBUQUE, IOWA.

PITTSBURG PHONOGRAPH CO.

VICTOR. EDISON
JOBBERS ""^ JOBBERS

Largest and most complete stock ol Talking Machines and
Records in Western Pennsylvania.

COLUMBIA JOBBERS

N. W. IOWA, NEBRASKA and SOUTH DAKOTA

Write to-day for terms nec-
essary to become dealers

W. A. DEAN COMPANY

315 FOURTH STREET
SIOUX CITY

F. ]VI. AXWOOD

160 N. MAIN STREET

MEMPHIS, XEIMIM.

EDISON JOBBER

E. F. DROOP & SONS CO.

925 Pa. Avenue
WASHINGTON, D. C

231 No. Howard St.
BALTIMORE, iWD.

Wholesale and Retail
Distributors

Edison Phonographs

Victor Talking Machines

Southern Representatives for

Topham's Carrying Cases; Herzog's Record Cabi-
nets; Searchlight, H. & S. Tea Tray and Standard
Metal Co.'s Horns and Supplies.

WEYMANN & SON

'WHOLESALE DISTBIB17TERS

Talking Machines Uiprnn
Records S Supplies fib I Ull

Place your name on our mailing list.
We can interest you.

1010 Chestnut St., Philadelphia, Pa.

Peter Badgalupi & Sons

SAN FRANQSCO, CAL.

WHOLESALE RETAIL

1021-23 Golden Gate Ave. 1113-15 Fillmore St.

JOBBERS Edison, Zonophone
PEALER Victor

All Kinds of Automatic Musical Instruments
and Slot Machines.

BABSON BROS.

19th St. and Marshall Boulevard

CHICAGO, ILL.

Special attantlon given DEALERS only, by Q. M.
NISBETT, Manager, Wholesale Department.

LARGEST STOCK OF EDISON PHONO-
GRAPHS AND RECORDS in the U. S.

Southern California Music Co.

EVERYTHING FOR TALKING MACHINES

Edison and Zon-o-Phone Jobbers

LOS ANGELES, CAL.

KLEIN ^ HEFFELMAN CO.

Canton, OHIO.

Edison Victor

MACHINES. RECORDS AND SUPPLIES

Quickest servloe and most complete stock in Ohio

Jacot Music Box Co.,

59 Union Sq.. New York.

Mira and Stella Music Boxes.

Edison and Victor Machines
and Records.

PACIFIC COAST "^^^^^^

TORS OF

Victor Talking Machines recSrds

STEINWAY PIANOS-LYON & HEALY
"OWN MAKE" BAND INSTRUMENTS
San Francisco Portland

Los Angeles

Sherman, Clay & Co. l2ilnT

KOHLER& CHASE

Oakland, Cal. Seattle, Wash.

Jobbers of

STAR, ZONOPHONES AND
EDISON PHONOGRAPHS

w

E claim Largest Stock and Best
Service, and are willing to
"SHOW YOU."

IF YOU'RE IN WESTERN MICHIGAN
it will be money in your pocket to order

Victor Machines and ILecords
JULIUS A. j.° FRIEDREICH

30-32 Carval Street, Grand Rapids, Michigan

Our Motto • ' Q^'"^^ Service and a Saving
uur motto. ^ Transoortation Charees

Every Joblyer In tbls country sliould be represented In this department. The cost Is sllgbt and tbe advantage Is great.

pe spre and |baye your flrin Inlfbe Jpne list*

THE TALKING MACHINE WORLD.

63

Baltimore Zonophone Jobber

THE HEW TWENTIETH CENTURY TALKING
MACHINE CO.

L. MAZOR, Proprietor

Talking Machines and Records. The Biggest
Assortment of Hebrew Records.
1423-25 E. Pratt Street, BALTIMORE, MD.

FINCH & HAHN.

Albany, Troy, ScKerveoto^dy.

Jobbers of Edlsorv, Victor and Columbia

MaLchines and Records

300.000 Records
Complete Stock Quick Service

EXCLUSIVELY JOBBER.

FRESH ™^-Ti\ /\°U¥¥/\mTrn PROMPT
STOCK ZONO-O-PHONES DELIVERY

BVRONT MAUZY
SAN FRANCISCO CALIFORNIA

J. K. SAVAQB

The New Indestructible Cylinder Records
Star Disc Machines and Records

At Wholesale. Complete Stocks.

921 Franklin Avenue, ST. LOUIS, MO.

Paste This Where You Can Always See It !

Mr. Dealer:

We refer all Talking Machine inquiries coming from towns
where we are represented by dealers to the dealer or dealers in
that town.

VICTOR and EDISON JOBBERS

CHICAGO

E. T. WILTON & COMPANY

HOUSTON. TEX.

Wholesale Distributors "Star" Talking
Machines, Records, Horns, Cranes, Etc.

We have everything; you need, also
JEWELRY and WATCHES

BIFFALO ■ N. Y.

o

EDISON

NEAL,
CLARK &
NEAL CO.

Jobbers

VICTOR
COLUMBIA

O. K. IVIYERS

3S39 Finney Avenue ST. LOUIS. MO.

Only Exclusive Jobber in U. S. oF

Zon-o-phone Machines and Records

We Fill Orders Complete Give us a Trial

C. B. HaYNCS W. V. YOUMANS

C. B. HAYNES & CO.

WHOLISALE DISTRIBUTORS

EDISON PHONOGRAPHS and RECORDS

ALL SUPPLIES

603 East Main St., Richmond, Va.

in!

TRADE-MARK

BROADWAY and 17th ST., NEW YORK

Factory : Western Branch :

Rahway, N. J. 259 Wabash Ave., Chicago

WHOLESALE AND RETAIL

REGINA MUSIC BOXES REGINAPIANOS
REGINAPHONES SUBLIMA PIANOS

DISTRIBUTORS IN NEW YORK FOR

Victor Taliiing Machines and Edison Phonographs

Complete Stoclc. Prompt Deliveries.

PRICE PHOIMOGRA.RH CO.

54-56 Clinton Street. NEWARK, N. J.

Victor Distributors SllVrZ""'**'"'^

Send us your Orders you get the Goods

We don't retail. We take care of the Dealer.
Large Stock — Quick Service

Every Jobber in this country should be represented in this department. The cost is slight and the advantage is great.

Be sure and have your firm in the June list.

WITH JERSEY CITY'S "TALKER" MEN.

Trade Has Held Us Own — Doyle's Good Busi-
ness What Kern and Other Live Dealers
Report About General Conditions.

(Special to The Talking Machine World.)

Jersey City, N. J., May 5, 1908.
Despite the dulness noted in some other lines,
the talking machine business in this city, with
the exception of a slight lull last fall, has held
its own in every way, and in some instances has
shown a substantial increase. The fact that a
large portion of the population of this city is
made up of men employed at the great railroad
terminals here or in the operating departments
of the roads — men who as a rule receive a moder-
ate monthly income, tends to make low-priced

Talking Machines,
Typewriters, Phono-
graphs, Adding Ma-
chines, Cash Regis-
ters, Guns and Tools,
and on all Polished
Instruments.

It Absolutely
Prevents Rust.

Sales Quadrupled in 1907

1866

1907

WILLIAM F. NYE

NEW BEDFORD, MASS.

music makers and entertainers like talking ma-
chines very popular. Though the greater portion
of the business is done on the instalment plan,
collections are reported as being very regular.

John J. Doyle, who has handled the Edison
and Victor lines at 152 Montgomery street for
several years, has built up an excellent business,
especially with the Edison goods. The machines
selling at $30 and $35 are in greatest demand,
and Mr. Doyle has found it profitable to handle
a complete line of Edison foreign records, es-
pecially Italian and Polish. The Hebrew records,
while popular for a time, are naturally limited
in their assortment, and soon give way to the
almost unlimited number of American selections.

The Kern Music Co., at 70 Newark avenue, who
carry both Victor and Edison lines, have enjoyed
a very satisfactory trade since the first of the
year, and have found an excellent demand for the
Victor operatic records. They are at present
featuring the Tetrazzini records and are selling
a large number of these. They are located in
the heart of the business district, and besides
handling the large business that naturally comes
to them, draw considerable patronage from the
well-to-do in the "Heights" section.

The Columbia Phonograph Co.'s store at 63
Newark avenue is also a center of activity, and
report a steady business in all styles of machines.
The new plan of announcing new records at
short intervals has done much to increase their
regular record trade, as it causes customers to
drop in frequently for the purpose of hearing
what is new in Columbia records.

Adolph Brunton, the piano dealer of 80 Mont-
gomery street, also handles Victor and Edison
machines and records, and states that a very
satisfactory business is being done with them.
Mr. Brunton, however, centers his interest in
his piano line, handling "talkers" as a side issue,
and does not enter into active competition with
the exclusive talking machine houses.

Among the dealers in this city who report a
satisfactory condition of trade are George Dilbat,
547 Communipaw avenue, who covers the south-

ern section of the city; the Evans Phonograph
Co., 39 Carlton avenue, and Wm. Ricker, 6581^
Newark avenue.

BOLLINGER NOW EDISON JOBBER.

The Well Known Piano IVIan of Fort Smith,
Ark., Now Falls in Line.

The latest addition to the list of Edison job-
bers is the R. C. Bollinger Music House of Fort
Smith, Ark. A large part of their initial order
for approximately $11,000 worth of phonographs
and records has already gone forward, so that
they are now ready for business in their jobbing
department. The firm are one of the largest and
oldest established in their section of the country,
having been actively engaged in the sale of
pianos and high grade musical merchandise since
1878. For some years they have had very great
success as dealers in the Edison goods, and Mr.
Bollinger has been of the opinion that he could
repeat his success in the jobbing field. The
country around Fort Smith offers a very fine op-
portunity, as Edison dealers are unusually active
in that territory. W. H. Petrie, late of Lyon &
Healy, Chicago, is to have full charge of the talk-
ing machine department, and it looks as if the
Bollinger Music House will be heard from both
early and often in the distribution of Edison
goods.

COULDN'T RESIST IFVITATION.

According to a story from St. Louis, a talking
machine in the store of Tom Finn, a dealer of
that city, played "Won't You Take Me Away with
You?" in such an appealing manner that a pass-
ing burglar could not resist the plea, and ob-
taining a ladder, climbed thrpugh a rear tran-
som and hoisted out two machines and a number
of records valued in all at about $100.

James Bradt, of the London, Eng., office of the
Columbia Phonograph Co., is on a visit to this
country.

64

THE TALKING MACHINE WORLD.

Side Lines for the Talking Machine Trade

I

Some of the Many Specialties which wLU Interest Talking Machine Men are Treated of in this Department

lines, and if, after investigation, they are such
as you can cater to with enough prospect and
profit ahead of you, plunge in. Among all the
lines that we have investigated we have been
unable to find one better adapted to the talking
machine man than the sporting and athletic
goods field. That this business is fast increasing
by long strides is attested to by the fact that not-
withstanding the quiet conditions that prevail in
many trades, this one is not only keeping up to
all past records, but is forging ahead. "We do
not, however, ask anyone to take our word, but
would earnestly ask the doubting ones to look
into the matter for themselves. Go to any of the
up-to-date establishments, wherever you may be,
and if seeing is believing, it won't be long before
another enthusiast is added to the business.

No better time than right now can be found
for the step. True, it is somewhat late to be
among the early birds for spring or early sum-
mer trade, but it takes time to adapt oneself to
new conditions brought about by a change in
business, even if that change be but a side issue,
and the next three or four months can be put
to good use in preparing a strong campaign for
the fall. Then, too, it is not as though you were
just starting up in business and were unknown.
You have your regular customers, and a good
foundation for your new line can easily be built
from this material in hand. Take the bit in your
teeth and strike out. It takes a live fish to
swim up stream; any dead one can float with
the current. So don't be a dead one, but turn
this very dulness to your own advantage, and
by hard work and pei-sistent effort outstrip your
competitor.

A baseball manufacturer writes: "Business in
our line opened very early this year, and has
continued unabated ever since. In fact, we -are
now a little ahead of last season, and that is
saying a whole lot, for 1907 was the banner year
in this industry." Read what a well-known
manufacturer of bicycles and motor cycles says:
"The currency stringency, or the fact that this
is a presidential year, has had little or no effect
on our business; in fact, we have noticed a
steady increase right along." A fishing tackle
man says: "The volume of business experienced
by us, and by other manufacturers, during the
last four months has been greater than in 1907.
Expressions made to us by the trade are that the
season is already open, and fishing tackle is
moving to the consumer. We have little doubt
but that this year will break all records."

These are but a few of the many messages of
good cheer that have reached this ofBce from
manufacturers, jobbers and dealers in the sport-
ing and athletic goods field. Their significance
to you, Mr. Talking Machine Man, should be ap-
parent. If your own business happens to be
dull, don't jump to the conclusion that there is
no remedy, or that in other lines the antidote for
your present stagnated condition cannot be
found. It may be that you have done your best
to keep your business on a firm foundation, and
competition, or some phase of the business, has
arisen which frustrates temporarily your ambi-
tion.- Of that you must be the judge; only be
sure that the testimony is such as leaves no
doubt. In which case it is but weakness to
brood over "might have been." Look around,
find out what your customers' needs are in other

Illustrated Post Cards.

For the man with push and a head capable
of original ideas, there is scarcely any field that
offers so much in the way of returns and de-
mands so little initial capital, as does the post
card industry. Many, even among the wisest,
were astonished at the enormous strides made
by this business in so short a time; While they
realized that it was more than a fad or craze,
they could not recognize all the fundamental
reasons for its continued growth, and as each
day some added opportunity shows itself, all say,
"Why, I never thought of that before." Unques-
tionably there is and always will be, a big de-
mand for the "Special" and the "View" cards.
Although at present this is the branch of the
business best known and understood, it is be-
cause of the fact that few have devoted any at-
tention to the other possibilities. Of these, that
of advertising seems to promise the most golden
future, with the educational field a close second.

Manufacturers, jobbers and dealers are discov-
ering that their patrons appreciate post cards
showing exterior and interior views of their
offices, factories, stores, etc. Post cards display-
ing merchandise artistically in colors are found
to be big trade bringers and highly profitable
advertising mediums. Probably the hotel man-
ager was the first to take advantage of them,
because every guest likes to let his friends and
family see where he is stopping, especially if the
hostelry happens to be a particularly fashionable
one. This was at first looked upon as but a
branch of the local view idea, and managers
bought the cards with an eye to the profit to be
derived from their sale. But in time the adver-

36 VIEWS OF THE COUNTRY

IIV THE

T

Beautiful Springtime

HESE cards are made from actual photographs taken by special artists in our own and other lands,
and represent views of rare beauty such as are seen only in the springtime, which will be appreciated
by the people of our cities as well as the country. These views are made in our well-known

HIGH-GRADE POLY-CHROME COLORED POST CARDS

and are productions of the highest art, are
printed in ten to twelve colors, the intermediate
shades thereby obtained produce a picture true
to life, and are not surpassed in beauty by any
other Post Card.

Some of the views might be described as
follows :

An apple tree covered with blossoms, the
bouehs overhang-insf the old barn.

An apple orchard whose trees are covered
with blossoms,

the Old Home with the leaves just appearing on the trees.

lac trees covered with blossoms, and a view of the river and town in the distance.

View of
White li

TRIAL ORDER, 100 ASSORTED, $1.50.

BY MAIL, .08 CENTS EXTRA

THB AMERICAN NBWS COMPANV

Post Card Department, Desk R

NEW YORK, N. Y.

THE TALKING MACHINE WORLD.

65

I — ■

DO YOU SELL THE

Gillette Safety Razor ?

No doubt you have been asked that question many times before, for there are thou-
sands of men all over the country asking for and buying Gillette Razors almost as fast as
we can make them.

The reason for this demand is because no other razor affords such a simple, quick,
convenient and comfortable method of obtaining a satisfactory shave.

The " Gillette " saves its owner time, money, labor and endless inconvenience. That's
why over two million men are to-day shaving the Gillette way.

No other razor offers yoa, Mr. Dealer, greater proM possi-
bilities.

Mvery Gillette Razor you sell not only leaves you a liberal
margin but opens up an opportunity for further income from the
sale of blades.

So when a customer comes into your store and asks the question, " Do you sell the
Gillette Razor?" be in a position to say, "Sure" — and materially increase your profits in-
stead of letting him go to some other dealer with his ^5 bill.

If you happen to be one of the few who do not carry the "Gillette" write to-day for
full information and ^^^^^ prices, and remember — when we come into your store with

our goods, we come in with every as-
sistance possible in the way of making
sales.

Booklets, circulars, window cards,
electros furnished free of charge upon
request. Write to-day.

Gillette Sales Company

914 KIMBALL BUILDING

BOSTON

914 Times Building
NEW YORK CITY

914 Stock Exchange Building
CHICAGO

The Gillette Safety Razor Set consists of a triple sil-
ver plated holder and twelve double edged, thin,
flexible wafer-like blades (24 keen edges) packed in a
velvet lined leather case. Price $5.00. Also made in
Combination Sets in a variety of styles with toilet
accessories retailing from $6.50 to $50.00 each.

66

THE Talking jiacHine World.

L' IMPRIMEUR
DE CARTES

est une machine automatique,
fonctionnant par des pieces de
monnaie, qui imprime votre nom
sur des cartes de visite. Elle est
fabriquee en deux modeles — 1' un
de cinq centimes qui imprime, cinq
cartes pour cinq centimes, et
I'autre de dix centimes qui im-
prime douze cartes pour dix cen-
times. Elle est construite aussi
pour le fonctionnement avec la
monnaie etrangere.

Le travail est de la premiere
classe dans tous les details.
TOUTE MACHINE EST GUARANTIE
POUR UN AN

Ce n'est pas une nouveaute
non-eprouvee, mais une machine
pourvoyant aux besoins publics.

Elle rapporte net de Soutes
les depenses 100^ par an.

PRIX, $250.00

References et attestations seront
fournies sur demande.

SesolicitanAgentes

PARA

La Maquina de Imprimir
Tarjetas

Esta es una maquina automatica
y accionada por monedas. Imprime
nombres en las tarjetas de visita.
Se constringe de dosestilos cor-
rientes la maquina de cinco cent-
avos imprime cinco tarjetas por
cinco centavos, y la de diez cent-
avos, doce tarjetas por diez cent-
avos. Tambien se construyen para
el uso con monedas de cualquier
pais.

La mano de obra es de primer
orden por todos conceptos.
TODAS LAS MAQUINAS SE GERANTIZAR
PLENAMENTE PAR DN ANO

No son una novedad sin probar,
sino una maquina que llena una
necesidad publica.

Produce una utilidad de lOU"?
al ano.

PRECIO, S250.00 CRO.

Pidaare riferencias v certificac-

THE CARD PRINTER COMPANY

79 EAST 130th STREET

NEW YORK CITY

tising possibilities of the cards became recog-
nized, and to increase their distribution they
were given away.

Now, during the coming summer, Mr. Dealer,
instead of sitting around waiting for business to
come to you, why not make a tour of your
neighborhood and see if you can't get some of
this trade. The writer would at first advise
putting in a stock of cards for retail purposes,
partly for the profit that is in it, and partly in
order to familiarize oneself with the line. Then
get in touch with some good manufacturer of
local views, or get some first-class engraver to
send you pi ices of cuts of different kinds, for
plain black and white half-tones, or for views in
colors, from which any local printer can run oft"
the cards. Then, having all the data in hand, set
out and try, for instance, to get John Smith, the
dry goods man, to order some special views of
his store, or cards illustrating merchandise.
Churches, public and oflBce buildings, etc., offer
good opportunities for the man with "get up"
and "go" about him; and while it may at first
be a rough road to travel, and the initial orders
small, they, like an endless chain, don't take
long to run up, as reorders will constantly be
coming in, and a firm once sold seldom drops out

In handling post cards as a side line, no matter
how intelligently the buying may be done, there
will always be cards that prove poor sellers, and
only too often become dead stock on the dealer's
shelves, unless care is taken. Now, when you
find a line that is not selling, don't shove it off

in an out-of-the-way corner, but sandwich it in
among the live ones, and, by judicious sugges-
tions, try to work them off on customers who are
often in a quandary what to buy. If this does
not work, and they, for instance, are local views,
buy some tinsel or gold ink and write on them,

"Greetings from " or some such phrase.

There are manufacturers who could supply you
with any quantity of designs of miniature metal
novelties, such as flowers, birds, animals, heads,
etc., cards when so decorated can be sold at
much better prices and show good profits.

One dealer to our knowledge, who was caught
in this way, just before the Fourth of July bought
some small fire crackers, fastened them to the
cards and wrote in red ink such slogans as:
"I'm going busted on the Fourth," "Going to
blow up this old town on the Fourth," etc. It is
needless to say he was rewarded for his trouble.
In other words, Mr. Dealer, don't let yourself
be conquered by what so many people call sum-
mer dulness, but use your head a little, and
you'll find that after all life is what you make it.

Home Moving Picture IVIachines and Films.

It is now only a little over two years since we
announced in the columns of this paper the first
successful efforts of American brains to perfect
a moving picture machine which it would be
possible to market at a price within the average
purse and simple enough in construction to be
practicable. This feat had been dreamed of for
years by inventors, and when the first models
made their appearance they were greeted with

acclaim everywhere, and when finally put to the
test of public opinion and found wanting, it
caused a great reaction, and many were those
who declared the thing for all time a commercial
failure, without stopping to reason out the whys
and wherefores and make allowances.

Nothing really great is ever accomplished at
a bound. Perfection in any line is only reached
by obstacles overcome. Take the telephone, the
telegraph, or in our own field the talldng ma-
chine— all had a small beginning, and look where
they stand to-day. And yet they are in all proba-
bility still but a short way up on the ladder,
for who can tell what the morrow may bring
forth? Yet none of these had so hard a task
set them in order to win public favor as had the
manufacturers of the home motion picture ma-
chine. For years the public have had their taste
educated by exhibitions given by professionals
with machines, films and other accouterments
which were in every way the finest that money
could buy — outfits on which thousands were ex-
pended, and with only the highest skilled opera-
tors employed. Is it then any wonder that the
first models constructed at a price hitherto un-
heard of, and placed in the hands of dealers who
did not then know the first rudiments of the
business, and to boot were skeptical and lacked
the fire and enthusiasm so necessary to the suc-
cess of a new article, that they failed to sell
themselves? However, unlike some of their luke-
warm supporters, instead of being discouraged,
this failure simply doubled the manufacturer's
determination to win out at all costs. That they
have finally done so is vouched for by the writer
after inspecting the latest models of one com-
pany; and though not permitted to go into de-
tails, will say this — that as to clearness, lack of
flicker, and mechanical perfection, they compare
favorably in every way with the more expensive
professional types. The lamps, electric and
acetvlene apparatus, have also undergone great
changes, and dealers now need have little fear
that the outfits will not in every way live up to
the claims made for them. Everyone thought, or
rather, many declared that the present year
would see a waning m the popularity accorded
the moving picture, but if anything, 190S is far
surpassing all previous records, and dealers who
are wise will investigate this field thoroughly,
and then enter the lists and bid for some of this
business, which is bound to be of gigantic pro-
portions now that the perfected home machine is
no longer a hoped-for attainment, but a foregone
conclusion. As we have before pointed out, the
sale of a machine is but just the beginning, for
after this comes the steady demand for films,
new subjects being constantly issued by the fac-
tories. Lamps, bulbs, generators, carbide, lenses,
stands and many other accessories offer oppor-
tunities for added sales and good profits. So,
taking the line in its entirety, it would be diffi-
cult indeed to find one with so many good fea-
tures and so brilliant a future, and as in most
cases, it will be the dealers or jobbers who get
in on the ground floor that will reap the biggest
harvest.

If You Are Looking for Post Cards Tliat Sell

THE FOLLOWING NUMBERS WILL INTEREST YOU:

Floral Cards, 34 subjects, suitable for Tinseling- and Name, $4.00 [ler tlunisaiid
32 " Solid Gold Background, with or

without text, - - - -.").(«" "
" " 32 " Green and Gold Bronze Back-

ground, with or without text, .'i.OO " "
" IG " Gold and Silver Background, with
cats and landscape, also l)lank

oval space,

" With Gold Outline,

.5.00
5.00
4.00
(i.CO

We manufacture
all our own cards.

OUR DEALERS
MAKE
PER CENT.
PROEIT

500

" " 32 "
Birds and Flowers, 12 subjects, one of our leaders,
Red and Purple Air Brush Cartl, \2 subjects,

AS A SPECIAL INDUCEMENT TO TALKING MACHINE DEALERS
We will get up a General Assortment of 1,000 of the above Cards for $5.00

THE KEYSTONE SPECIALTY COMPANY

111 South EiQhth Street
RHILADELPHIA, F»A.

THE TALKING MACHINE WORLD.

67

SPECIAL ANNOUNCEMENT TO THE TALKING MACHINE TRADE

Since first entering tlie Moving Picture Held it has been our aim and ambition to own and control a complete line of machines from the highest
and most perfect mechanism for the expert and professional operator down to the lowest price at which a satisfactory machine for the home
could be built.

We now have ttiem all and offer you the opportunity to

Control the Moving Picture Business in Your Territory

The following will convey a slight conception of what we have :

The Miror-Vifae

Recognized and conceded by Experts and Professional Operators to be the most
practical and perfect Moving Picture Machine in the world.

It is equipped with a complete Stereopticon, improved fireproof magazines, two
safely cutoff shutters and has been FULLY APPROVED IN EVERY SENSE OF
THE WORD BY THE NATIONAL BOARD OF FIRE UNDERWRITERS.

WE GUARANTEE every piece and part of this Machine to be
Hand Made.

WE GUARANTEE it to be the most Perfect Motion Picture
Machine in the world.

WE GUARANTEE absolute satisfaction or money refunded.

V ITAK
"WIROR YitAE'

THE MIROR-VITAE-PRICE $250.00

The Vitak Standard

This machine was constructed by us with an eye toward maximum efficiency at
minimum cost.

To furnish a professional machine that would be within the reach of the Church,
Y. M. C. A., School, Lodge, and Club, as well as all Professional Operators.

The Vitak Standard is equipped with complete Stereopticon, improved fireproof
Magazines and Automatic Shutters, and is absolutely fireproof. Not an ounce of
wood enters into its make-up. Simplicity is its keynote.

We not only fully guarantee satisfaction to purchasers but
further guarantee that the Vitak Standard is superior to any
machine on the market selling at $200.00 or under.

THE VITAK STANDARD-PRICE $125.00

The Vitak Home Model

Is as scientifically constructed as the theatre machine and has been brought
down to a popular price through the ingenuity of our designers.

It uses a film just one-half the standard size and will throw an absolutely clear
flickerless three to six foot picture according to the distance you project from the
screen.

Equipped with either electric 100 C. P. Stereopticon Lamp or a patented safety
acetylene generator which produces a powerful pure white light, a combination auto-
matic fire and flicker shutter, film reel, film rewind, complete stereopticon and 30
feet of film.

The highly nickeled mechanism and film reel and Russian Iron Lamp house
are mounted on a polished quartered oak baseboard, all of which tends to place this
machine in a class by itself and make it an ornament in any home. WE ALSO
MANUFACTURE CHEAPER MODELS FOR PREMIUM PURPOSES BUT HAVE
NOT ROOM HERE TO GO INTO DETAILS.

Write immediately for full particulars and special offer to the Talking Machine Trade

THE VIXAK COMPANY, '^"^w v^«k ™

68 THE TALKING MACHINE WORLD.

Boom Your Business ■

THE MYSTIC REFLECTOR

Helps you to sell Talking
Machines. With it you can
ILLUSTRATE THE SONGS
AND BALLADS PLAYED ON
YOUR MACHINES. The
Mystic Reflector was designed
to replace the

Magic Lantern

It is the only perfect machine
of its kind in the world'.

YOU NEED NO GLASS
SLIDES.

YOU DO NOT VIOLATE ANY CITY ORDINANCE by using dangerous fUms as with Moving Picture
Machines. With our machine you may reproduce any object or picture in all its natural colors, giving you a
picture magnificently enlarged. Superb in detail, marvelous in effect.

The machine is built entirely of steel, neatly finished. Fitted with either electric light or our latest improved
calcium carbide generator. Shipped to you complete securely packed.

Sells at retail for $5.00. To dealers only we allow a discount of 40i. Order to-day.

CHURCH ISUF»F»LY COMPANY

116 Nassau Street

(A. M. SHIEBLER, Pres. and Mgr.)

NEW YORK CITY

PICTURE POSTAL PUBLICITY PAYS.

Wm. p. Yeatts in a Communica.tion to the Edi-
son Phonograph Monthly Tells of the Results
Which He Has Achieved Through Their Use.

William C. Yeatts, Edison dealer, of Benders-
ville, Pa., sends some clever specimens of picture
postals which have brought him excellent re-
sults. "I find," he writes, "that this is about the
best way for me to advertise the Edison phono-
graph and records. I have been doing so for
about a year and it is bringing me in good re-
sults."

One card depicts a man, evidently home rather
late, fere^eping upstairs, shoes in hand, for fear
of waking some one up. "I hope I shall not dis-
turb you," the card reads, "but listen! When
you have made up yOur mind to buy a talking
machine drop in and bu3' an Edison." Another
shows a giraffe, and under the -caption "Within
Reach" is written: "The Edison phonograph is
within reach of all if you only knew it. Call and
hear it play, sing and talk. We give a free con-
cert on Wednesday evening at 8.30 p. m. Come
and hear it." The third card shows a man driv-
ing an automobile, and has this upon it: "You
auto come to W. C. Yeatts' store and hear the
Edison phonograph — the best machine on the
market."

Unusual cards like these rivet attention, fix
the dealer's name in Jthe mind and lead most
surely to business. Mr. Yeatts has been trying
the plan for a year and has found that it pays.
Probably if he had tried it only a week or so he
would have traced no very definite results, for
all advertising to be worth anything must be
Ptersistei^ in. The small dealer may be benefited
even by an occasional advertisement in his local
paper or by good billboard publicity, but he will
be very much more helped if he determines to
make an effort to advertise consistently and
watch the results carefully.

Watch for the

=SF»ECIAL==

Moving Picture Machine

Coming Out Soon

VIASCOPE MFG. CO.

112 East Randolph St., Cblcago

DRAMATIC ART ENTERS ON NEW ERA.

Something of Mechanical Drama and Its Actors
Who Never Tire or Find Fault with Parts of
Money — New Age Here.

Walter P. Eaton, who writes the dramatic col-
umn for the Sunday Sun, concentrated his atten-
tion recently on how to solve the problem of the
new theater in New York, and in this connection
said in part:

"There are untold possibilities in the new plan,
just announced, of mechanical drama, interpreted
by moving pictures and a giant talking machine.
The scheme is simple: 'Hamlet' is enacted by
E. H. Sothern or Eddie Foy or some other com-
petent interpreter, supported by a company of
Shakespearean players, in front of a camera and
a talking machine loaded with blank discs. When
the play is over there is the complete record of
it. All you have to do is to hang a sheet up any-
where, put a giant morning glory into the talk-
ing machine, set the things to going — and, lol a
performance of 'Hamlet' just as good as the orig-
inal— nay, better, for it will cost you only 10
cents, maybe, and the man who works the ma-
chines can hurry over the dull parts as fast as
he wants to; also he can play it backward and
get an entirely new drama. The records can be
reproduced at will, and all over the broad land,
from Park Row and Fourteenth street to Cripple
Creek and Pawtucket, R. I., the immortal tragedy
of our Avon Swan can be heard by the multitude,
their souls expanded, their ideals made more
lofty, their appreciation of art deepened and
broadened, their pocketbooks hardly affected at
all.

"Just what the effect of canned drama will be
on the theaters and vaudeville houses remains
to be seen. The moving pictures alone have been
working havoc this year or two past. The old
Union Square Theater, for so long Keith's strong-
hold of vaudeville, and the Twenty-third Street

SHEET MUSIC

^ This should interest all Talking
Machine Dealers' as a'side line.
Write us, we have one of the best
propositions to offer as a money-
maker and_free"advertiser.

H. A. WEYMANN & SON

Publishers and Jobbers
1010 Chestnut Street, Philadelphia, Pa,

Theater, supposedly an equally popular vaudeville
house, have both been converted this winter into
'Bijou Dreams,' given over to the 10-cent moving
picture show. There isn't a city in the country
of any considerable size now which does not
have its moving picture theater, and ■ moving
picture machines travel around, like a troupe,
among the smaller towns. The managers of the
'10, 20 and 30 cent' shockers have been complain-
ing all winter that the moving picture houses
have hurt their business. "Nellie the Beautiful
Cloak Model' is less alluring at half a dollar than
a series of moving pictures and 'illustrated songs'
at a dime. So the industry has thriven, and
prepared the way for goodness knows what inva-
sion of canned drama.

"This Keith & Proctor theater, which holds
520 people, gives fourteen performances a day,
and if it is filled each time, as is. said to be the
case, it takes in around 55,000 a week. The
expense of the machine is probably about ?300
and there are a few salaries to pay, as well as
light, heat and rent. But, making all possible
deductions, it is easy to see why Keith & Proctor
abandoned vaudeville, where the weekly salary
list for performers alone reaches up into the
thousands, for the 10-cent moving picture show.
Such competition as this ceased to be a joke.

"And if the moving pictures alone, with their
rough, pantomimic farce, can attract so many
people, though they long ago ceased to be a
novelty, it may well be asked in all seriousness
what will be the result when they are combined
with speech by a talking machine and depict,
not haphazard farce, but ordered drama. That
will give them a charm of novelty again, a new
lease of life. If they have already turned vaude-
ville out of the Union Square Theater, are they
destined to convert the Empire into a home for
canned drama and solve the vexed problem of
who shall direct the New Theater in Central
Park West? And if we are to have canned
drama, why not canned opera, with Oscar Ham-
merstein as the great phonograph impresario?
This is a mechanic age. We play our pianos by
machinery. Let us so act our plays and sing our
operas, and be done with it. Sooner or later
we shall write our plays by machinery, too. In
fact, several living playwrights have made a very
good beginning in that direction."

POSTCARD POPULARITY

Again Exemplified During the Past Easter Time
— Forty Per Cent. Increase In Mail Matter.

That the postcard fad is as rife to-day as it
was a year ago was amply demonstrated during
the Easter season. It is conceded that the gov-
ernment has never before reaped so rich a har-
vest from the postcard fad at Eastertime as this
year. Out-of-town trains brought to New York
some 40 per cent, more than the average amount
of mail and carried out an even larger percentage
of increase. This excess was entirely due to
postcards. It is estimated that the letter carriers
in New York had several million extra deliveries
to make the past Easter season.

Superintendent Lockwood. of the City Delivery
Department, said: "We have never seen any-
thing like it before; everybody sends souvenir
postals these days, and the liberality of most

AIMMOUMCEIVIENIX
JOBBERS AX T E IM T I O IM

Owiiii; to the large demand that there lias been for the
leather eards made by us, we have found it necessary to
liandle a full line of

PAPER CARDS

VCe Imve soart lioil tlironirh ovrry nook ami corner of
Kiiropo und tlio donu'Sti*,- rrarkers and only those oirds
thar are the most ]ioi)uliir and best >ellers will be handled
by us. Hereafter it will be unnecessary for any Jobber to
have a laree stock of cards on hand, as jobbers will be
able to llnd the largest assortments to be had anywhere,
and what Is more, we will keep stock on hand so Ji* to be
able to nil orders at once on the best sellers In both
paper and

LEATHER CARDS

post eard pillows, pillow tops, banners, etc. As we are
acknowleilued leaders in I.KATIIKH CARDS It wlU pay
you to write fi)r further ini'ornuition.

Clover Souvenir IMIg. Co. '^-eVvyobk

THE TALKING MACHINE WORLD.

69

POPULAR SIDE LINE

FOR

Talking Machine Dealers

AUROCROME POST CARDS sell fast at good profit. Never out of
stock. You can reorder at any time. Ask for our price card. Do it
now, and use your letter-head.
Send 6 cents in postage for a sample of our SWEETHEART line. Each card retails for 10 cents.
DOOLITTLE & HULLING, INC., 1002 ARCH STREET, PHILADELPHIA, PA.

people in this line is increasing. We find an
increasing number of cards being issued every
special Iioliday, and it taxes tiie resources of our
force to the utmost to get them to their destina-
tion in time."

ROYALTIES ON MOVING PICTURES

Must be Paid — They Are Theatrical Panto-
mimes and Come Under Copyright Law Says
Judge Lacombe — Enjoins Ben Hur Pictures
— Decision Is of Wide Import to the New
Enterprise of Moving Picture Plays.

Judge Lacombe, sitting in the United States
Circuit Court, has handed down a decision in
which he declares that moving picture shows
come within the copyright laws, and that the
exhibition of films of scenes from copyrighted
plays or books are violations of copyright, in
that they are pantomimes, and, therefore, the-
atrical productions.

The case was brought before the court on an
action for damages and injunction brought by
Harper & Bros., Klaw & Erlanger, and Henry L.
Wallace against the Kalem Co., manufacturers
of moving picture films and machines, for re-
producing certain scenes from "Ben Hur." The
publishers own the copyright of General Wal-
lace's book, and Klaw & Erlanger hold the pro-
ducing rights. Mr. Wallace is the son of the
late author. Judge Lacombe granted the in-
junction after argument by David Gerber, of
Dittenhoefer, Gerber & James, for the complain-
ants, and Henry L. Cooper, of Kerr, Page &
Cooper, for the defendants. In his decision the
Judge says:

"The result obtained when the moving pictures
• thrown upon the .screen is within Daly vs.
Webster, an infringement of various dramatic
passages in complainant's copyrighted book and
play. To this result, defendant, the Kalem Co.,
undoubtedly contributes. Indeed, it would seem
that it is the most important contribution."

The case of Daly vs. Webster, to which Judge
Lacombe lefers, was an action brought some
eight years ago by the late Augustin Daly to
prevent the production of the railroad track
rescue scene in William A. Brady's "After Dark,"
which he claimed was copied from the similar
scene in his "Under the Gas Light." Judge La-
combe granted the injunction in this action, and
it has served as a precedent.

Mr. Gerber argued that the representation of
moving pictures of scenes from "Ben Hur" vio-
lates the clause of the copyright law which inter-
dicts "printing, reprinting, copying, publicly per-
forming, or representing" the copyrighted book
or play. Mr. Cooper argued that a moving pic-
ture exhibition is not a dramatic performance in
that no words are spoken, but Mr. Gerber placed
stress on the addition of the words "or represent-
ing," arguing that if simply a true performance

had been meant in the law the words would not
have been added. Judge Lacombe upheld him,
declaring that the exhibitions are dramatic per-
formances of the nature of pantomimes, in which
there are no words spoken.

The decision will have a most important effect
on the moving picture business all over the
country, films of many popular plays being in
circulation and others in course of preparation.
Some of those which have already been exhibited
are "The Merry Widow," " 'Way Down East,"
"The Moonshiner's Daughter," "Dr. Jekyll and
Mr. Hyde," "Monte Cristo," "Nellie, the Pretty
Typewriter," "Kathleen Mavourneen," "William
Tell," "The Shaughraun," and "Parsifal." An-
nouncement was also made a short time ago
that a Broadway theatrical firm was making
preparation for the production of a repertoire
of modern plays by means of moving pictures
and phonograph attachment.

Down to the present moving picture concerns
have never troubled themselves with royalties.
Mr. Cooper said this week that he could not tell
what course he would pursue now until he had
conferred with his clients.

EDISON KINETOSCOPE CATALOG.

The Edison Mfg. Co. have sent out a very
handsome catalog devoted to the Edison project-
ing kinetoscopes which is cleverly written and
admirably illustrated. In the introductory tliey
state: "The first kinetoscope was devised by
Mr. Edison in 1887. It was a ponderous affair,
costing several hundred dollars, and, briefly de-
scribed, consisted of a box containing the mecha-
nism, with a peep-hole at the top, through which
the pictures were viewed. Owing to mechanical
limitations only one person at a time could enjoy
the pictures. It was Mr. Edison's original idea
to devise an instrument that would do for the
eye what the phonograph does for the ear, and
Edison projecting kinetoscopes, as now perfected,
embody the successful accomplishment of that
idea.

FIRST MOVING PICTURES FROM BALLOON.

Photographs for the cinematograph have re-
cently been taken from a balloon successfully by
Herr Ernemann, a Dresden engineer. As the
exciting aerial voyage ^as ending, he passed over
the Sensteberg coal mines. Here, too, Ernemann
succeeded in taking fine photographs. But just
then the balloon shot down so suddenly that even
the cinematograph apparatus had to be thrown
from the basket. Luckily, the pictures were
afterward found intact.

GREAT MOVING PICTURE CENTERS.

Paris, Milan and Berlin are three of the great
centers for moving picture entertainments in
Europe.

OUR MONTHLY REVIEW.

[We solicit inquiries from our subscribers who are de-
sirous o£ any Information in regard to paying side lines
wlaich can be liandled in connection with the Tallcing
Machine. We put you in direct touch with the leading
manufacturers. When in doubt, write us, care the
Side Line Department.!

Among all the thousands of devices that have
been invented to lure the small coins from the
public purse, very few indeed can be compared
to the card printer. This machine is automatic,
coin-controlled, and prints your name on calling
or business cards, supplying a necessity and
needing no operator except the purchaser's coin;
it literally gathers in the money hand over fist,
with little or no expense to the owner. One
great beauty of this machine is its adaptability
to any location. In the arcade or your store, on
the street corner or other conspicuous places, it
matters little, for as long as the public want
cards, they are going to patronize you.

* * * ^

Not satisfied with the wonderful results ob-
tained on his Dan Cupid series, Walter Well-
man, the cartoonist publisher, is now preparing
to bring out a line of "Ideal Bathing Girls," con-
sisting of 32 new designs replete with bright,
scintillating humor suitable for the summer
trade. Dealers who are looking for something
that will sell should not pass this by.

* * * *

The Rotograph Co. have brought out several
new and attractive series, notable among which
are their International and Patriotic cards de-
signed for Decoration Day and the Fourth; and
Bathing Girl sets highly embossed and litho-
graphed in bright, attractive colors. These cards
are all strictly high-class and should meet with
a good demand.

« * • «

Among other new novelties the F. & H. Levy
Co. have just brought out one entitled, "A Sou-
venir that Will Tickle You," which is certainly
good and bids fair to even outsell their famous
"Pair of Black Kids." Their line of novelty leap
year cards are also vei-y clever, and dealers look-
ing for up-to-date sellers should not fail to send
for their new catalog, which shows their com-
plete stock.

* * * *

K. Gut, a large post card publisher of this city,
is making a specialty of local views, which he
makes from photos sent him by dealers who
want something exclusive. He is also making a
strong bid for commercial or advertising work,
and so highly satisfactory has he been found that
he is already far behindhand in his orders. Talk-
ing machine men who desire something in his
line should write him at once.

The Clover Souvenir Mfg. Co., of 184 William
street. New York city, after making a strong
effort to find new post cards and new designs for
post cards, have finally succeeded in securing
an exceedingly fine line of English cards and
Christmas booklets which are not surpassed in
workmanship and beauty of design by any cards
now in the United States. They are also getting
out a new burnt cork post card, in about 150
designs, which they will sell at a very reasonable
figure. This being something entirely new, deal-
ers should not fail to have them. Besides the

NEW EDITION OF OUR FAMOUS

TOM TOM COMIC CARD SERIES

1,280,000 just off the press. Lithographed in six colors and glazed.

THE BETWEEN SEASON SELLER

Owing to the big demand for these cards since our first an-
nouncement in the March issue of The "World," we have
decided to make

A Special Offer to the Talking Machine Trade

1000 Assorted Tom Tom Comics, 32 Designs, $8.00, when cash
accompanies order. If not satisfactory, money refunded.

You can't sell Post Cards successfully without our
catalogue — Sent free upon request.

F. ^ H. LEVY MANUFACTURING CO.

113 East Fourteenth Street, New York

-With a Wooli.cn St MiNcf/J

70

THE TALKING MACHINE WORLD.

above they have a large line of leather novelties
of all kinds, and are headquarters for wire dis-
play racks.

* * * *

Positive proof of the great and wonderful popu-
larity of talking machines is shown by the fact
that even though all penny arcades have com-
pelled their patrons
to stand up while
using the machines,
nevertheless they
have made enormous
profits, and some ar-
cades have been ia
operation over ten
j'ears. How many
theaters, even with
the best shows,
could draw paying
audiences if they
were made to stand.
But if talking ma-
chines w^ere able to
earn so much under
these conditions,
how much more at-
tractive they would
be to the wayfarer
with comfortable
seats provided? Such was the reasoning of the
Rosenfleld Mfg. Co., the outcome of which was
their new "Chair-phone," 'a cut of which is here
reproduced. The "chair" is made of solid quar-
tered oak in the Mission style, Mission finish, and
in beauty of design sets an entirely new standard.
Occupying less space when in use than the old-
style stand-up machines, and having incorporated
in its make-up many mechanical improvements,

this machine is bound to be in big demand.

* * « «

A very handsome and interesting booklet, en-
titled "Methods of Illustrating Machinery," has
just reached us from its publishers, Gatchel &

:\Ianning, of Philadelphia. This volume offers
many valuable suggestions and is well worth
sending for.

* * * *

The National Cameraphone Co., of 1161 Broad-
way, this city, have just taken a 10-year lease
on a six-story building at the corner of 43d street
and Eleventh avenue. Here they will establish
their studios, record laboratories and offices. The
Cameraphone, as its name implies, is a combina-
tion of the talking and moving picture machines,
the results obtained being nothing short of mar-
velous. The outfits are not for sale, but per-
sons desiring to rent them for their shows, the-
aters, etc., can do so by writing to them, stating
time, etc.

* * * *

A novel and mighty clever post card called
■Magic Moving Pictures," has just been brought
cut by a Chicago publisher. This card shows
three different views in six positions. These
can be changed quickly by pushing a little slide
in one side, which gives animation to the views.
These cards are gotten up in several designs, and
sell fast at 10 cents retail, with a big margin of
profit.

AUTOMOBILES AND SUPPLIES

Proving Profitable Ventures for Talking Ma-
chine Men Who Have Become Interested.

Although only a little over ten years old, the
automobile business to-day is one of the largest
and wealthiest in this country, comprising over
one hundred well-known cars and three times
that number of manufacturers of parts and acces-
sories. Of course, its very size indicates that
competition is keen, and a man without a knowl-
edge of the business and without capital to back
him would be wasting time considering it. While
each year, as methods improve, the prices are

GETEXCLUSIVE SUBJECTS

VIEW CARDS FROM YOUR OWN PHOTOS

For RetailiDg, Wholesaling and Advertising Onr Specialty

BEST QUALITY AND PRICES

K. GUT, 605-613 West 129tli Street, NEW YORK CITY

TYPE E

THE MUTOSCOPE

For Summer Parks, Penny Arcades, etc., has proved itself to be the
greatest money earner of all coin-operated machines. In fact it has
made the "Penny Vaudeville" what it is to-day. The privilege of
free exchange of pictures keeping them fresh and up-to-date, make it
always attractive. Our New Type E Mutoscope, besides being hand-
somer in design, possesses many improvements in mechanism over
former models.

Write for Particulars

AMERICAN MUTOSCOPE 6 BIOGRAPH CO.,

East 14tli Street
NEW YORK CITY

PA.CIRIC COAST BRANCH, 116 North Broadway, IPS ANGEIES. CAl.

THE F»IAIVOVA C01VIF»AIVY,

Manulacturers ol

44 AND 65 NOTE ELECTRIC PLAYERS

with or without nickel in the slot attachment

SECURE THE AGENCY NOW.

117-125 Cypress Avenae,

New York.

gradually reduced and the field thereby broad-
ened, the sustenance of the trade for the most
part depends upon the wealthy class. It there-
fore Is necessary, in order to be successful, to
be located in cities or towns of substance, whether
they be wholly residential, wholly business, or
a combination of the two. For to-day the possi-
bilities in the commercial field are larger than
ever, and every factory or store using trucks or
delivery wagons offer good opportunities for the
live, wide-awake agent. If one is located in a
metropolis, it is not of so vital a necessity to
carry a large stock on hand, as the manufacturer
will invariably have branch offices and stock
rooms where the dealer can get stuff on short
notice. However, these places are now pretty
well filled up, and it is the smaller cities that
offer the best inducements. The opportunities
open to a man with capital in this field are
many and varied. He can go into the business
as heavy as he desires, or fairly moderately. He
can enter the lists as a representative of a num-
ber of cars for touring or racing, or devote his
attention to the commercial end of the trade.
He can open a garage and simply do repairing,
or he can extend this by adding parts and acces-
sories, or go in for the brokerage and buy, sell
and trade second-hand machines. Any one or all
offer big profits, providing the time, place and the
man are there with the goods. In other words,
the qualifications for success in this field are:
First, location; second, capital; third, a man to
take charge who has a thorough knowledge and
an innate love of the business. The latter qual-
ity is of great importance, for friendship and a
common interest plays an important part in this
business, where a sale often runs high into the
thousands, and even the most gilded of one's cus-
tomers cannot be worked only so often. Auto-
mobilists are enthusiasts in the strictest sense
of the word, and often are cranks on the sub-
ject. Close students of the industry, they pride
themselves on their ability to compare one car
with another, as to their speed, endurance, etc.
It is therefore of the utmost importance that the
dealer should be not only able to meet them on
an equal footing, but go them one better, as it
is but natural that they should turn to him as
a court of last resort, and woe betide him who
is found lacking.

SPECIAL TO THE TRADE!

FOR 30 DAYS ONLY— These 1907
Song Hits at 10c. per copy, or $10.00
per hundred :

" Every One Is In Slnmberland But Yoa and Me "
"Twinkling Star"

" Sweethearts May Come and Sweethearts May Go "
"Where The Jessamine Is Blooming, Far Away"
Instrnmental — Paula Valse Caprice

It will pay you to keep in touch with us.
Write to-day!

THIEBES-STIERLIN MUSIC CO.

ST. LOUIS. MO.

Everything in \EW and S.H.

Motion Picture
Mactiines

Films, Stereopticons, Song
Slides ana Supplies. Same
'Wanted. Catalogrues free.

Harbach & Co., 809 Filbert St.. Phila.. Pa.

Trade Marks
Designs
Copyrights &c.

Anvone flendlng a sketch nnd doscrindon may
qillcUly iiaoortniii our opinion free wdolhor aa
iiiveiitinn in prnhnbly imlenliiblo. Cuiiiniiiiilrfi-
tlonaairlcllycciiiililenlliil. HANDBOOK on I'liieuts
sent free. Oldest iluency for pecurlnp putetita.

I'aieiits InUeii ifiroudli Slunn * Co. receive
tpeciat untie ft wif liout chnrco, In the

Scientific JIttiericatt.

A han<l8oinoly llhifltrntort weekly. I-nrceat clr-
cuIulUm of any Hclenlltic tournal. Terms, $3 a
veiir : f4>iir months. |1. SolUbyall nowstlealers.

|VIUNN&Co.3«'«-''-^ New York

SrsDCti omcp, 6J6 F St., WMhlngtop. p, C

THE TALKING MACHINE WORLD.

71

Peerless Coin Operated Piano with

Endless roll paper txine sheets are used

Everj'where where long and hard usage

Require high quality and perfect mechanical construction

Lots of others are said to be just as good, but

Ever}'^ time that argument is used it proves more

Surel}' that all other makes are

Striving for excellence obtained with the PEERLEvSS.
Climatic conditions which ma}' affect

Other instruments do not apply to the PEERLEvSvS — it is
Impervious to all adverse conditions, whether used
North, vSouth, East or -West.

Operatic or classic music produced equally as well as
Popular hits and dance music. The

Expression and tempo are automatically controlled in the
Roll of music, thus doing awa)" with any
Assistance by the operator, otherwise

Than depositing a coin, the result of which is shown in our
Easy Money book, which contains a complete
Description of how "Easy Money" is turned your wny.

Pending j^our decision on the matter,
Investigate further b}' writing us for particulars,
And we will show you how your business

Needs some PEERLEvSS PROGREvSS and let us place the
Opportunity before you of increasing 3'our
Sales and profit on the "quick returns plan."

PEERLESS PIANO PLAYER CO.

F. Engelhardt ^ Sons, Props,

Offices: Windsor Arcade, Fifth Ave., NEW YORK CITY

Factories: ST. JOHNSVILLE. N. Y.

J

7?

THE TALKING MACHINE WORLD.

/

/

/

"ON SPEAKING TERMS

REO. U.S. PAT. OFFICE

A CUSTOMER'S
NATIONALITY

makes no difference to the Zon-o-phone
dealer. Whether it be an English, Ger-
man, French, Spanish, Italian or Bohemian
selection that is wanted, it's always the
Zon-o-phone man that's there with the goods" and since our issue
of the

New Hebrew and Hungarian Records

his reputation as the leading Talking Machine dealer in his locality
has been further sustained.

With these in stock the ADDITIONAL BUSINESS YOU
WILL DO depends solely upon the population of these nationalities in
your neighborhood as each record has been selected and made with
a view of winning the patronage of the most critical trade.

Universal Talking Machine Mfg. Co.

CAMP AND MULBERRY STREETS NEWARK, N. J.

Factory Distributors %i Zon-o-plione Goods :

ALABAMA
Mobil* . .

W. H, Reynalds.

ARIZONA

Tucson Giorge T. Fisher, 7-9 E. Congress St.

CALirORNIA

S»o Frkficisco . Peter Bacigalupi & Sons, 1021 Golden
Gale Ave.

San Franciico Byron Mauzy, 1165-75 O'Farrell St.
Los Angeles .. So. California Mus. Co., 332 S. B'way.

ILLINOIS
Chicago . ■
Chicago ...

MARYLAND
Annapoli*
Baltimore .
Baltimore

);ci;. .\l;cn & Co.. 131141 Wabash Ave.
James 1. Lyons, 192 Van Buren St.

Globe House Furn. Co.

C. S. .Smith & Co., 849 W. Baltimore St.

Louis -Maior, 1423 E. Pratt St.

MASSACHUSETTS

Boston I'lkc't Talking Macl'

MINNESOTA
S(. Paul.

MICHIGAN

Detroit

ington SU
W. J. Dyer & Bro.. ll-SS \V. 5th St.

J. K. Sell:.....

MISSOURI OHIO

Kansas City . Mrs. ]. Dixon, 804 Grand Ave. Cleveland The Bailey Company, Ontario St and

Kansas Cily..-.V\;ebb-Freyschlag Merc. Co., 7th and, Prospect Ave.

Columbaa The Columbus Piano Co., North High

Delaware Sts.

Springfield Morton Lines, 825 Boonville St.

St. Louis Knight Mercantile Co., 811 N. 18th St.

St. Louis D. K. Myers, 8839 Finney Ave.

OREGON
Portland.

NEW JERSEY PENNSYLVANIA

Newark Edisonia Co., 57 Halsey St Alleghany H. A. Becker. 601 Ohio St.. E.

Hoboken Eclipse Phono. Co., 203 Washington St Philadelphia ...Disk Talking Machine Co., IS N. 9th St

Paleraon

J K. O'Dea. 115 Ellison St

NEW YORK

Asloris (L. 1.).. John Rose, 89 Flushing Ave.

Buffalo Neal, Clark & Ne«l Co.. fl4S Main St

Brooklyn F. W. Rous Co.. 435 Fifth Ave.

Brooklyn B. G. Warner, 368 Livingston St

NewYork City. . Zed Company, 77 Chambers St.

NORTH DAKOTA
largo >i

OHIO

Akron !..<.•". -i. I>^l>!, U',s ^. .Mam M.

Cincinnati J. C. Oroene Mua. Pub. Co., Race and

Arcade.

Cincinnati J. E. Poorman. Jr., 31 West 6th St

Cincinnati KmlDlph Wurlitier Co., 121 E. •Itli St

Pittsburgh C. C. Mellor Co., Ltd.. 319 Fifth Ave.

SOUTH DAKOTA

Aberdeen McArthur Piano Co.

TEXAS

Austin ctmecky Company.

Beaumont K. B. Pierce, 223 Regan St

Dtllas Dallas Talking Machine Co., 818 Com-
mercial St

Houston Southwestern Talking Machine d

VIRGINIA

Richmond The Hopkins Furniture Co., 7-9 West
Broad St

CANADA

Toronto Wh.iley, Royc< \ Co., I.td , • c

St.

Winnipeg, Man.. XMi.iUy. Koyce St Co., Ltd.

VOL. IV. No. 6.

SEVENTY-TWO PAGES

SINGLE COFI£S. 10 CENTS
PER YEAR, OHE DOLLAR

Published Each Month by Edward Lyman Bill at 1 Madison Avenue, New York, June 15, 1908

INDIVIDUALITY

OF THE

STAR TALKING MACHINE

Our individuality is
represented in the
following features of
superiority:

Patented Detachable Tone Arm.

Patented Automatic Spring and Grav-
ity Yielding Pressure Feed.

Patented Sound Box with adjustable
spring tension on needle arm. Con-
struction simple, admitting of instant ad-
justment and obviating repairs.

Patented Interchangeable Diaphragm.

Patented Tone Arm Support and used
needle receiver.

Patented Speed Finder, by which the
starting and stopping lever can be se-
cured in position to enable the user to
always operate the machine at uniform
speed. Other makes of machines use a
brake stop on the turntable.

This Speed Finder enables the user
of the Star to operate the machine al-
ways at a uniform speed.

Patented Adjustable Tone Arm. This
is a very simple and clever arrangement
of the interior of the arm known as our
tone modifier, enabling the user to change
the tone of the reproduction at will.

Full line of samples of new models
will be on exhibition at Atlantic City.

Model No. 50— Price $50.00

I-fAWTMORINB & SHBBUE MAINURACTURIINQ CO.

Howard and Jefferson Streets, Station O. four factories PHILADELPHIA, PA.

Entered aa lecond-claM matter Mar X 1M6. «t tiM post office at New lorlt, N. T., under the act vt Oonsreu of March t,

187».

THE TALKING MACHINE WORLD.

Profitable to the Dealers Because the People Want Thei

Quality of
Tone

Mechanical
Perfection

Indestructibility

Volume of
Sound

Truth of
Reproduction

Economy

Retail Price, 35c. Each

gn The INDESTRUCTIBLE RECORDS can't wear out— the same record can be used indefinitely
■ 1 1 for demonstrating purposes. <j| There is no loss by breakage — we guarantee delivery. (J The
^1 INDESTRUCTIBLE combination of our RECORD and REPRODUCER is the strongest ever
yet presented and is thoroughly liberal to the dealer from a standpoint of profit. C| The new
INDESTRUCTIBLE REPRODUCER, when played on INDESTRUCTIBLE RECORDS gives a full
rich tone that more nearly approaches the original than any sound yet produced by a mechanical
process. The Indestructible Reproducer and the Indestructible Record give maximum service with
minimum wear. The reproducer emphasizes the beautifully modtdated tones of the Indestructible

Record. The full round volume of
truthfulness of reproduction, the
accuracy, are all accentuated by the
It will destroy Wax Records.

KJVJl\ V>yjrrJ:.IV jobbers. For the

price permits
benefit directly by the advantages of our
sell these reproducers to the dealers with
turned before October 1st, 1908, and full
tation, should the dealer not be satisfied
reproducers to the public with the under=
trial and if, at the end of the week, the
return the reproducer and receive the

sound, the rich quality of tone, the
musical value and the mechanical
use of the Indestructible Reproducer.

is handled by the Indestructible Record
present they retail at $3.00 each. This
everyone interested in our records to
reproducer. For the Present our Jobbers
the understanding that they may be re=
credit given, less the expense of transport
with his purchase. Our dealers sell these
standing that they are to be given a week's
purchaser is not entirely satisfied, he may
full amount of his purchase.

ABERDEEN, S. D.

McArthur Piano Co.
ALBANY,, N. Y.

Finch & Hahn, 92 State St.
BIRMINGHAM, ALA.

Talking Machine Co.. 2007 Second .\vc
BOSTON, MASS.

Mass. Indestructible Record Co., 72 Bed-
ford St.
BROOKLYN, N. Y.

American Talking Mach. Co., 586 Fulton St.
BUFFALO, N. Y.

W. D. Andrews, Seneca St., cor. Well.=;
BURLINGTON, VT.

R. C, Smith & Co., 68 Church St.
CHATTANOOGA. TENN.

Standard Music Co., 9-11 East 8th St.
CHICAGO, ILL.

Jamos I. Lvons. 192-194 E. Van Buren St.
CINCINNATI. OHIO.

Ball-Fintze Co., 108 E. Third St.
CLEVELAND, OHIO.

Eclipse Musical Co., 1870 East 9th St.
COLUMBUS, OHIO.

Perry B. Whitsit, 209 S. High St.
DES MOINES. IOWA.

H fipkins Bros. Co., 618-620 Locust St.
DE'I ROIT, MICH.

Amcrii.an Phono. Co., 106 Woodward Ave.
DUBUQUE, IOWA.

Harger & Blish, 910 Main St.

ESTABLISHED JOBBERS

FT. DODGE, lOW.A.

Earlv Music House.
FT. SMITH, ARK.

R. C. Bollinger, 704 Garrison Ave.
HELEN.A, MONT.
Curtin's Music House, 1-5 West 6th Ave.
1 LINCOLN, NEBR.
I H. E. Sidles Phono. Co.
I LOUISVILLE, KY.

Montcnegro-Riehm Musi- •■>23 Third

I ■ .^ve.

! MINNEAPOLIS, MINN.

Thos. C. Hough, 714 Hennepin Ave.
I MOBILE, ALA.

W. H. Revnalds, 167 Dauphin St.
■ NASHVILLE, TENN.

Maffruder & Co., 27 The .'\rcade.

, new'ark, N. J.

Edisonia Co., 57 Halsey St.
NEWARK, OHIO.

Ball-Fintze Co., 12 Canal St.
NEW HAVEN, CONN.
A. B. Clinton Co., 33 Church St.
' NEW ORLEANS, LA.

Nat. Auto. Fire Alarm Co., 614-618 Gra-
vier St.
, NEW YORK CITY.
I F. Bullenkamp, 922 Colurnbii-

Benj. Switkv. 27 East 14th St.
I OMAHA. NEBR.

Piano Player Co.. 16th and Douglas Sts.

PALATKA, FLA.

Cochrane's Book Store.
PHILADELPHIA, PA.

Musical Echo Co., 1217 Chestnut St.
PITTSBURG, PA.

Powers & Henry Co., 339 Second Ave.
SACRAMENTO, CALIF.

.\. J. Pommer Co., 829 J St.
SAVANNAH, GA.

Knight Drug Co.. 103 Broughton St.
SCHENECTADY, N. Y.

Finch & Hahn, 504 State St.
ST. LOUIS. MO.

Conroy Piano Co., 1100 Olive St.

J. K. Savage Supply Co.. 921 Franklin .\vc
SIOUX CITY, IOWA

Early Mu.sic House.
SrOUX FALLS, S. D.

O. C. Cadwell & Co., 127 Phillips Ave.
SYRACUSE. N. Y.

W. D. .An.irews. 218 E. Railroad St.
TERRE HAUTE. IND.

Wabash Music Co., 823 Wabash Ave.
TOLEDO, OHIO.

Whitnev & Currier Co.
TROY. N. Y.

FincTi & Hahn, 3 Third St.
HALIFAX. N. S.

J. A. McDonald Piano & Music Co., 41
Harrington St.

The Indestructible Phonographic Record Co.

ALBANY, NEW YORK, U. S. A.

The Talking Machine World

Vol. 4. No, 6. New York, June 15, 1908. Price Ten Cents

SUCCESSFUL SALESMANSHIP.

Qualifications Necessary to the IVIaking of One,
and the Reasons for Failures in the Profes-
sion— Employers and Clerks.

Upon proper and mutually satisfactory rela-
tions between the clerk and his employer de-
pends very largely the success of his store. It
can be seen, therefore, that to this question too
much consideration cannot be given. Unfortun-
ately, but a small portion of clerks appreciate
their responsibility in contributing to the suc-
cess of the particular establishment with which
they are identified, and are satisfied to render a
purely perfunctory service, taking little practical
interest in the general welfare of the store, the
result, of course, being that such a clerk does not
do his best work — no clerk can who does not in-
terest himself beyond the actual performance of
assigned duties. Little consideration is required
to convince one of the fact that from the stand-
point of the clerk himself such a course is a
suicidal one, so far as his hopes of a successful
business career are concerned.

A clerk who is as solicitous of the welfare and
progress and good name of the store in which he
is employed has taken a long step toward making
himself indispensable to his employers. This in-
terest will manifest itself in several ways. In
the first place there will always be an unswerv-
ing loyalty to "the firm." Your particular store
is the most reliable, most progressive, and in
every way the best that you know of. There will
be no complaints to your friends during the
evenings of the "unfair" treatment of the "old
man." Generally, you will find that he is as
good to you as you deserve and as good as the
average employer.

The ability to make friends of the store's cus-
tomers is one of the most valuable assets a young
clerk can possess. You've noticed, of course, how
in some stores customers will wait for a certain
clerk to serve them, and generally it will be
found that this particular clerk has attained his
popularity by his willingness to go out of his
way to satisfy the customers. This is a faculty
doubly valuable to its fortunate possessor — it in-
creases his value to his employer and builds up
for himself a reputation which, should he em-
bark in business for himself, will constitute a
quality easily convertible into business success.

On the other side of the relationship — the at-
titude of the employer to his clerk — there are
many things a clerk might say. In the first place,
give him credit for doing his best — unless you're
satisfied he is not — and encourage him to take an
interest in your business. Ask him to give his
opinion in respect to certain new methods you
have in contemplation, and encourage him to
make suggestions as to means by which the
store may be improved and the customers better
served. He is, perhaps, in a better position to
hear the adverse criticism made on your store
than you are, because your friend is naturally
disinclined to tell you about the unfavorable
comparison he heard made the other day between
your store and another. Your clerk likely heard
it, too, and if he is encouraged he will tell you
of it, and possibly be ready with a suggestion as
to means by which the desired improvements
could be effected.

Make him feel that it's his store, as well as
yours — that he is co-responsible with you for its
success. As The Sporting Goods Dealer aptly
puts it: A little commendation and an assurance
that his work is appreciated will act as an in-
centive to him, and more consistent work will
result.

In a word, arouse enthusiasm in your clerk,
and if he is the right kind he will respond with
the best there is in him, and if he's not the right
kind, and does not give the service you have rea-
son to expect, your only recourse is to replace

him with one who gives evidence of his posses-
sion of the necessary initiative and other quali-
ties calculated to encompass his success and your
satisfaction.

TALKING MACHINE IN POLITICS.

W. J. Bryan's Move in IVIaking Records of His
Noted Addresses Worthy of Emulation by
Secretary Taft — The Advantages Gained by
These Mechanical Spell-Binders — Saves the
Speaker's Voice and Can't be Interrupted by
Embarrassing Questions.

The list of records issued by the National
Phonograph Co., containing noted speeches and
lectures by William J. Bryan, the noted lecturer
and perennial Presidential candidate, has at-
tracted considerable attention throughout the
country, and there can be no question but that
these records are destined to prove big sellers,
owing to the likelihood of Mr. Bryan becoming
the candidate for President on the Democratic
ticket.

In the last two issues of The World we have
referred to the possibilities of the talking ma-
chine being used as a means of stimulating in-
terest in the Presidential campaign, and it is
now up to Secretary Taft to fall in line. It is so
much more convenient to be able to have the
views of the leading candidates heard in your
own parlor than to crowd into a large hall, par-
ticularly these humid days.

Commenting on Mr. Bryan's move, the New
York Press in a semi-humorous article the other
day said: "Mr. Bryan has tried, so far as he
could go, the feat of talking to all the men,
women and children in the United States. The
terrific strain of his first canvass for the Presi-
dency, when he spoke morning, afternoon and
night for many weeks, will be unnecessary if the
phonograph can reel off his arguments to mil-
lions of voters even while he sleeps. Experi-
ments with motion-picture films have been so
successful that the National Committee also
might reproduce the candidate's graceful ges-
tures and give some notion of his ear-to-ear smile
by up-to-date electrical devices such as the nickel-
odeons use.

"Another advantage of the phonograph which
political speakers must appreciate we commend to
their thought. There can be no interruptions.
Rude persons could not break in on Mr. Bryan
with gibes touching his Free Silver theory.
'How about Brownsville?' and 'What about that
injunction?' could not distress Secretary Taft.
Mr. Roosevelt speaking through the phonograph
would be immune from annoying questions about
the Harriman letter or the Morton rebate case.
The Vice-Presidential dignity would be saved
from shock by quibs about the cocktail that
made him famous or the condition of the ther-
mometer. There is no getting back at the
phonograph. It has the last word.

"What a lovely scheme, by the way, this would
be for a henpecked husband's argument with his
wife!"

FALSE IDEA OF SOUND VOLUME

Apparent When Listening to a Talking Machine
Through Ear Tubes — Amusing Situations in
Arcades.

Any one desiring an amusing experience at
the cost of a cent or two should go into one of
the numerous penny arcades and watch for two
or more people coming in together. One will go
to a machine, drop a cent in the slot and wait
expectantly for the first strains of the music.
Then the fun hegins. It is his greatest desire to
inform his friend of the beauty of the selection,
and assuming what he thinks is a low tone of
voice he proceeds to impart the information. In-
stead of speaking in a whisper, however, he
roars as though he were using a megaphone, it

being a peculiar fact that, with the tubes to the
ears, it is impossible for one to gage the volume
of his tones. Another amusing creature, he may
almost be called a pest in some instances is he
who persists in humming the tune he is listening
to. His voice, generally quite ordinary, even
under normal conditions, becomes absolutely
harrowing, and he gazes with utmost wonder at
those who look at him with amused grins. The
above just goes to show that all the fun in ar-
cades is not confined to the machines.

TOO MUCH~"CHEERUP" TALK.

Western Bankers Say Live Men Resent the In-
sinuation That They Are Pessimists — No
One Really Despondent Now With Good
Crops at Good Prices and Quiet Politics.

"Altogether too much unnecessary 'cheer-up'
literature is being published, and too much 'keep
smiling' talk is indulged in," said a Middle West
banker recently. "So far as I can find out, no
one is really despondent, except a few rich in-
dividuals, who couldn't suffer hardship if they
tried, and who are doing nothing but wait for
the interest on their money to become due. The
men who are doing things, who are building up
the country and are making things move are not
worrying. They are the real strength of the na-
tion, anyhow, and what they do is what counts.
Some of them are becoming weary of being told
to 'shed sunshine,' and they resent the insinua-
tion that they are pessimists, when, in fact, they
are going ahead with their plans as fully as ever,
and count on a prosperous season, all things con-
sidered. So far as the interior is concerned,
there is plenty of money to finance their plans,
and what more do they need?"

This probably expresses the idea of most busi-
ness men of the country, and in the West espe-
cially. They have passed the period of discour-- . ,
agement, and are now waiting only for the com-
ing of good crops and good prices to be certain
of a profitable fall's business. Politics is going
to cut much less of a figure this season than for-
merly, because the leading candidates are con-
sidered as already settled, and the platforms as
well established. This ought to mean that the
effect will be anticipated, and the probabilities
are that a good deal less attention will be created
by the speeches and contests, so far as business
is concerned, than has been generally supposed.
If the farmers have an income, they will be free
spenders.

OUTDOES YANKEE NOTIONS.

A novelty rather widely advertised in England
is the "boiling clock." It seems to outdo all the
Yankee devices ever marketed in sheer ingenuity.
You buy a "boiling clock" at about the price
of a fairly good bicycle. There is not only a
timepiece, but a kettle, an alcohol stove and a lot
of gears and levers. Fill the kettle with water
before going to bed, put tea and a cup where the
clock can get action on them, and set your hour,
as with an alarm. In the morning the clock
wakes you, lights the alcohol stove, boils the
water, pours it into the cup and makes the tea,
puts out the fire and calls you again.

SCHMELZER ARMS CO. PUBLICITY.

The Schmelzer Arms Co., the talking machine
jobbers of Kansas City, Mo., are sending out at-
tractively worded post cards advertising the ten
excellent Bryan records made by the National
Phonograph Co. There is a great opportunity
of jobbers and dealers to work up a good trade
in these records owing to the prominence of Mr.
Bryan. There are millions of people who have
never heard "The Great Commoner" speak who
will be glad to buy records of some of his favorite
orations.

4

THE TALKING MACHINE WORLD.

"SINGS" PRETTY PICTURES.

Mrs. Hughes' Wonderful Machine Which En-
ables Her to Produce Remarkable Effects In
Tone Formations — A Most Interesting Study.

A little machine just invented by Mrs. Mar-
garet Watts Hughes, of London, with which she
is actually "singing" daisies and pansies, ferns,
trees and odd little geometrical patterns, has
aroused much interest. Mrs. Watts Hughes' in-
vention consists of a tube, shaped like a mega-
phone, into which she sings. The tones pass into
a bowl or receiver, the open top of which is
closed with a disc of fine silk. Over the sur-
face of the disc a small quantity of lycopodium
powder is placed, and as the voice of the singer
makes the disc vibrate the dust assumes geo-
metrical shapes.

To sing a daisy Mrs. Watts Hughes places a

c3 e^'^fr^r.m ^

havior of its own, and takes shape only under
certain conditions. The primrose, buttercup,
chrysanthemum, rose and geranium are said to
be very easy to sing, compared with the pansy.
If the moist color be thoroughly mixed so that
every particle of the heap can be set in regular
vibration the surface of the mass displays a
delicate softness of such perfection that it is
comparable only to the bloom of a live flower.

It will be noticed from the tone formations
published on this page, with their corresponding
musical notes, that the dust on the disc assumed
exactly the same shape every time Mrs. Watts
Hughes sang E fiat. The same rule held good
with every other musical tone. By scattering
the dust over the disc or membrane of the tube
and singing a certain note the singer is always
sure to get a certain figure. By singing certain
notes in regular order Mrs. Watts Hughes gradu-
ally discovered how to make the dust assume any

of the disc and travels over the surface in a most
mysterious way, shooting out its petals as per-
fectly as usual.

HORNS GROWING LARGER IN GERMANY.

German talking machine dealers are beginning
to wonder when the horns will finally have
reached their greatest size, in view of the stead-
ily increasing dimensions of that accessory. As
Die Sprechmaschine aptly says: "The giant horn
for trombophones, gigantophones and other large
phonographs predominates in the advertisements
of the trade journals and on the market for talk-
ing machines. If the circumference of the horns
keeps on growing at such a rate, most houses
in which there are bars and cafes will have to
be pulled down, as neither the entrances nor
the rooms will be large enough to receive the
horns. But we will hope that the horns do not

THE FIEST SIXTEEN BARS OF ''MY COUNTRY 'TIS OF THEE" IX PICTURE FORM.

small heap of color paste, mixed to the proper
consistency, on the center of the disc and sets
it in motion with a suitable note, continuing
until the paste takes the form of a little flower
with petals. Every time the note diminishes the
flower falls back into the same little heap from
which it sprang, only to reappear with each re-
newal and slight crescendo of the note. Each
time it reappears it becomes more and more
developed until flnally it crystallizes into the
daisy shape.

Or she places on the disc a larger quantity of
the color paste, the size of a small bean, exactly
on the center of vibration, and sings a suitable
note. The heap gathers itself together closely.
Soon it becomes slightly agitated around the edge
and suddenly, under a careful crescendo, beauti-
fully shaped petals dart out with perfect regu-

SI-NCI.NG D.^ISIES.

larity and symmetry. It is seldom that a per-
fectly shaped daisy is obtained with the first
crescendo. To get the handsomest flower the
note must be repeated diminuendo, when the
petals will retreat into a central heap, and there
remain until the next crescendo, when the petals
dart out anew, more perfect in appearance. This
is repeated until the flower is satisfactorily beau-
tiful.

Some of the most perfect daisy forms are deli-
cately marked on their petals with vein-like lines,
both straight and curved. Others show around
ihe base of the petals one or two rows of tiny
dots, whieh Mrs. Watts Hughes believes are cen-
ters of new daisies, marvelous little buds which
would develop into fresh flowers if one only
knew how to develop them. Others have two
and three rows of petals overlapping each other.

Other interesting figures may be obtained by
means of moistened plaster of paris. Mrs. Watts
Hughes tried this with the idea of making her
tone figures permanent and of value for scien-
tific study. She also coated a small piece of glass
with color and placed it downward on the disc,
pinging a note into the tube. At first there were
no traces of the voice vibrations, but after con-
tinued practice one day when the plate was lifted
from the disc the under lines showed that the
note had been sufficiently powerful to leave a dis-
tinct impression on the glass which could be re-
tained and made permanent. This experiment,
with the practice It Involved, led to the making
of trees, ferns and many strange combinations
of linear curves.

Mrs. Watts Hughes has also succeeded in sing-
ing a pansy. This tone flower has a special be-

desired form. In this way she gradually learned
how to sing daisies and other flowers.

The singing of the daisy Mrs. Watts Hughes
regards as an invaluable music lesson, giving
scope for the practice of crescendo and diminu-
endo in almost every degree of intensity and
offering rare opportunity for novel sensations.
At first when directing the voice against the
semi-liquid mass on the disc there is a feeling
as if some impassable barrier were encountered,
and that it would be as easy to move a mountain
with a push of the hand as to set that color
heap moving by the action of a note. It is only
after several attemjrts that one comes to feel
that it could be done if only the right kind of
sound could be employed.

At last the seemingly ponderous inert mass is
disturbed and shows some susceptibility of con-
trol. It begins to move, and gradually comes
under complete control, expanding in petals after
every repeated crescendo. When the mass moves
thus easily the sensation of the singer is com-
pletely changed. The feeling is now as if all at
once the air in the tube, in the receiver, on the
disc and all around were acting in concert for
the singer's purpose and had taken possession of
evei y corner of space.

The pasty mass moves as if on wheels and is
almost perfectly under the control of the singer.
Sometimes the whole mass, unaided by any cres-
cendo note, suddenly quits its place on the center

grow any larger, but only the extent of the busi-
ness in these and other beautiful things of our
many-sided industry."

POWER OF DISCONTENT.

If you are discontented with your present
position, you are either on the road to success or
failure; success if you have determined to in-
crease your knowledge, vowed never to allow the
steam of energy to run down; failure if you are
discontented and make no effort to better your
condition, but are willing to rust and rest as satis-
fied worker. The power of steam was discovered
by a man who was discontented; nations were
made and overthrown by one discontented man.
The generator of action is discontent. It prods
the laggard and spurs the incompetent man and
woman to greater effort.

A MOVING PICTURE CITY.

In Milan alone there are over forty es-
tablishments in which moving picture machines
are used. Their popularity in this country has
grown by leaps and bounds until the theatrical
people are actually affrighted. In London they
are more conservative, and the fad has not yet
struck that citj' in an overpowering way, but it
is bound to reach there just as it has all the
other leading cities throughout the world.

ATTENTION !

NEW ENGLAND DEALERS

If you handle both EDISON and VICTOR,
we can offer you an advantage no other New
England jobbing house can — One Source of
Supply for both

EDISOIN PHOINOGRAPHS
A>fD VIOTOR MACHIINES

ONE SHIPMEIST-OINE EXPRESSAQE

THERE'S AN ADVANTAGE! Try the
Eastern's Policy of Service.

THE EASTERN TALKING MACHINE CO.

177 TREMOINT ST., BOSTON, IVIASS.

Distributors of EDISON and VICTOR
MACHINES, Records and all Supplies

Eastern Agents for HERZOG DISK and
CYLINDER RECORD CABINETS

THE TALKING MACHINE WORLD.

5

Registered U. S. Patent Office.

Summer Time Is Victor Time

MR. DEALER: You can increase your sales enormously during the summer months
if you will only let people know what a wonderful outdoor musical instrument the Victor is.

The operatic artists sing their beautiful numbers in the open air, just as well as indoors,
on the Victor.

The Victor's unequalled dance and concert records are the very thing for open-air dances
and musicales on a large scale ; and the splendid Victor list of popular music contains hun-
dreds of selections just suited for out-of-doors.

For camping trips, yachting cruises, lawn parties and picnics — for summer resorts, hotels,
parks, country clubs and private summer homes the Victor is the greatest of all musical in-
struments.

Keep hammering away at this fact and you can easily land a big share of this good
business.

Victor Talking Machine Co., Camden, N. J., U. S. A.

Berliner Qramophone Co., Montreal, Canadian Distributors.

To get best results, use only Victor needles on Victor Records.

P. S. One of the most valuable hints to a keen dealer is : Place standing monthly orders for
the new records with your distributor, and push this feature. Keeps your customers calling at
least monthly — they look for them. Artistic Monthly Supplements furnished free for this purpose

Full infurmation can be obtained from the following Victor dealers:

Albany, N. Y Finch & Ha!in.

Altoon». Pa W. H. & L. C. Wolfe.

Atlanta, Ga Elyea-Austell Co.

Phillips & Crew Co.
Baltimore, Md Cohen & Hughes.

E. F. Droop & Sons Co.

H. R. Eisenbrandt Sons.

Wm. McCallister.

Bangor, Me M. H. Andrews.

Birmingham, AIa....E. E. Forbes Piano Co.
Boston, Mass Oliver Ditson Co.

Eastern Talking Machine Co.

M. Steinert & Sons Co.

Brooklyn, N. Y American Talking Machine Co.

Buffalo, N. Y W. D. Andrews.

Neal, Clark & Neal Co.

Burlington, Vt American Phonograph Co.

Butte, Mont Orton Brothers.

Canton, 0 The Klein & Heffelman Co.

Charlotte, N. C Stone & Barringer Co.

Chicago, 111 Lyon & Healy.

The Rudolph Wurlitzer Co.

The Talking Machine Co.

Cincinnati, O The Rudolph Wurlitzer Co.

Cleveland, O W. H. Buescher & Sons.

Collister & Sayle.

Eclipse Musical Co.

Columbus, O The Perry B. Whitsit Co.

Dallas, Tex Thos. Goggan & Bro.

Dayton, O The Fetterly Piano Mfg. Co.

Denver, Colo Hext Music Co.

Knight-Campbell Music Co.

Des Moines, Iowa Jones Piano Co.

Detroit, Mich Grinnell Bros.

Dubuque, Iowa Harger & Blish.

Duluth, Minn French & Bassett.

El Paso, Tex W. G. Walz Co.

Galveston, Tex Thos. Goggan & Bro.

Grand Rapids, Mich.. J. A. J. Friedrich.

Honolulu, T.H Bergstrom Music Co.

Indianapolis, Ind. C. Koehring & Bro.

Jacksonville, Fla W. D. Alexander & Sons.

Kansas City, Mo J. W. Jenkins Sons Music Co.

Schmelzer Arms Co.

Lincoln, Neb Ross P. Curtice Co.

Little Rock, Ark ... . O. K. Houck Piano Co.

T. H. Howell Co.

Los Angeles, C»l Sherman, Clay & Co.

Memphis, Tenn E. E. Forbes Piano Co.

0. K. Houck Piano Co.

Milwaukee, Wis Lawrence McGreal.

Minneapolis, Minn Minnesota Phonograph Co.

Mobile, Ala Wm. H. Reynalds.

Montreal, Canada: Berliner Gramophone Co.. Ltd.

Nashville, Tenn O. K. Houck Piano Co.

Newark, N. J Price Phono. Co.

Newark, O Ball-Fintze Co.

New Haven, Conn ...Henry Horton.

New Orleans, La Nat'l Auto. Fire Alarm Co.

Philip Werlein, Ltd.
New York, N. Y Blackman Talking Machine Co.

Sol Bloom, Inc.

C. Bruno & Son, Inc.

1. Davega, Jr., Inc.
S. r>. Davega Co.
Chas. H. Ditson ft Co.
The Jacot Music Box Co.

Landay Brothers, Inc.
The Regina Co.
Stanley ft Pearsall.
Bcnj. Switlcy.

Victor Distributing ft Export Co.

Omaha, Neb \. Hospe Co.

Nebraska Cycle Co.

Piano Player Co.
Peoria, III Chas. C. Adams ft Co.

Philadelphia, Pa J. E. Ditson ft Co.

C. J. Heppe & Son.

Musical Echo Company.

Penn Phonograph Co., Inc.

Louis Buehn ft Brother.

Western Talking Machine Co.

H. A. Weymann & Son.
Pittsburg, Pa Pittsburg Phonograph Co.

Powers & Henry Co.

C. C. Mellor Co., Ltd.
_ ^, . „ Standard Talking Machine Co.

Portland, Me Cressey & Allen.

Portland Talking Machine Co.

Portland, Ore Sherman, Clay ft Co.

Richmond, Va The Cable Co.

W. D. Moses & Co.

Rochester, N. Y The Talking Machine Co.

Rock Island, III Totten's Music House.

Salt Lake City, Utah. . Carstensen & Anson Music Co.

San Antonio, Tex Thos. Goggan & Bro.

San Francisco, Cal Sherman, Clay & Co.

Savannah, Ga Youmans ft Leete.

Seattle, Wash Sherman, Clay ft Co.

Sioux Falls, S. D Talking Machine Exchange.

Spokane, Wash Eiler's Piano House.

Sherman-Clay ft Co.
St. Louis, Mo Koerber-Brenner Music Co.

St. Louis Talking Machine Co.
St. Paul. Minn W. J. Dyer ft Bro.

Koehler & Hinrichs.
Syracuse, N. Y W. D. Andrews.

Toledo, O The Hayes Music Co.

Whitney ft Currier Co.
Weshington, D.C John F. Ellis ft Co.

E. F. Droop & Sons Co.

(5

THE TALKING MACHINE WORLD.

ARKANSAS "TALKER" DEALERS MEET

In Little Rock and Discuss Trade Conditions —
Entertained at Banquet by Hollenberg Music
Co. — Some of the Addresses Made — Will
Probably Form State Organization.

(Special to The Talking Machine World.)

Little Rock, Ark., May 29, 1908.
The meeting of the talking machine dealers
of this city, which was called together in this
city on May 20, by Col. F. B. T. Hollenberg,
president of the Hollenberg INIusic Co., proved
to be a most successful affair from first to last.
The attendance was much larger than was an-
ticipated—in fact, many who had failed to notify
the promoters of the meeting made their ap-
pearance, and all received a hearty welcome.

The dealers of the State were accorded their
first opportunity of meeting and becoming ac-
quainted with each other and all seemed to en-
joy so doing. The opening session, which was
held at Hollenberg Music Hall, was a business
one, and many topics which are of interest to
the talking machine trade in this state, as well
as throughout the country, were taken up and
discussed by those present. In the afternoon the
visiting dealers were the guests of Col. Hollen-
berg at a League ball game at West End Park.

The day's session was brought to a close with
a banquet tendered the visitors at the hotel
Marion by Col. Hollenberg, at which almost one
hundred dealers from different sections of the
state were in attendance. The menu was an
excellent one and up to the high standard for
which mine host of the Hotel Marion is noted.

Colonel Hollenberg acted as toastmaster of the
occasion and a number of dealers gave short
talks on subjects pertinent to the talking ma-
chine business. Among those who spoke were:

E. E. Mitchell, of Morrilton, on "The Grapho-
phone as an Advertiser."

W. C. Fuhri, of Chicago, district agent of the
Columbian Phonograph Co., on "The Pioneer
Phonograph."

E. Dante, of Dermott, on "The Ananias of the
Phonograph Business."

Claude Craig, on "The Phonograph in the Coal
Miner's Home."

J. A. Jungkin, of Little Rock, on "State Or-
ganization."

J. H. Rice, of Batesville. on "How to Sell a
Phonograph Forty Miles from a Railroad."

E. S. Payne, of Little Rock, on "Profits in the
Phonograph Business."

This preliminary meeting of the talking ma-
chine men will no doubt result in the organiza-

tion at a later date of a state association, it
being the expressed desire of every dealer present
that such an organization be established. All
departed with the expression that at the next
meeting a permanent organization should be ef-
fected.

Some of those present were: J. H. Rice, Bates-
ville; W. C. Fuhri, Chicago; A. W. Brassier,
Malvern; Joe Hilliard and wife, Hot Springs;
B. F. AVilliams and wife, Stuttgart; E. Dante,
Dermott; E. E. Mitchell, Morrilton; D. G. Maxey,
Pine Bluff; William Mosby, Newport; J. L. Cul-
pepper, Fordyce; Claude H. Craig. Russellville;
W. N. Owen, Conway; P. T. Pointer, Cotter;
J. G. Withington, England; E. W. Moore, Leola;
J. H. Nicholson, Ethel; D. G. Richards and wife.
Hot Springs; Charles King, Carlisle; J. H. Hand,
Yellville; J. T. Norman, Hamburg; J. G. Mc-
Donald, Camden; P. H. Wheat, Lonoke; W. J.
Martin, Van Buren; Landvoight & Vadikin, For-
rest City; John A. Jenkin, Little Rock; E. W.
Guttenberger, Memphis, Tenn.

CONTRASTS IN OUTPUT.

Memorandum to Mr. Edison Some 19 Years
Ago Tells a Story of Progress.

No. 1188

Spring Catalog Now Ready

Up-to-the-Minute Designs in

RECORD CABINETS

Sheet Music, Automatic Player Roll and Metallic Tune Sheet Cabinets

Piano Benches

SELL CADILLAC CABINETS. IT S DISTINCTLY TO YOUR ADVANTAGE

CADILLAC CABINET CO., Detroit, Mich.

follows: "We are making about 50 per day and
I am rigging up to furnish 300 daily. Please
send orders (written) to laboratory. We will
book them, fill the orders by sending them to
Phono. Co., and make charges so that we will
not be out of pocket. E."

As we have manufactured as many as 110,000
records in a single day recently, it follows that
for every one produced when this memo, was
written, 2,200 have since been turned out in the
same space of time! And it is just as impossible
for us to put a limitation on the future sales of
Edison phonographs and records as it was for
those pioneers in 1889, who thought their orders
were enormous. — Edison Phonograph Monthly.

The following memo, addressed to Mr. Edison
just nineteen years ' ago, and preserved acci-
dentally among some old correspondence, will
bring very vividly to mind the phenomenal growth
of the business of manufacturing Edison phono-
graphs and records since May, 1889. At that
time Edison records were being made in Mr. Edi-
son's own laboratory by his own assistants. Mr.
Batchelor, writer of the memorandum, was then
superintendent of the Edison Phonograph Works,
which manufactured Edison phonographs:
"Memo, to Mr. Edison:

"We have had enormous orders for musical
cylinders, some of them dating as far as two
months back. Can you not make some arrange-
ments so that we can have our orders filled up
there, as in many cases it prevents shipments of
goods until we get them? We have now with
you orders for one-half dozen for Nebraska, one
dozen for Washington, two dozen for Nashville,
Tenn., all dated back to March 28. Five dozen
for North America of April 1, one dozen for
Japan, May 8; one-half dozen for Ohio, May 13,
and a few yesterday for Dakota. If you can
give Wangemann orders to furnish us what we
want, it will help us considerably in getting off
our shipments more promptly.

"Charles B.^tchelor."

To this Mr. Edison replied a few days later as

POINTS FOR DEALER'S PUBLICITY.

Importance of Possessing Some Knowledge of
Type Values if the Reading Matter Is to Be
Made Effective — Strength and Simplicity the
Keynote of Typographical Display.

Type is such a large subject and has so many
ramifications that it is not expected of the ordi-
nary advertiser or business man to know very
much about it. A little technical knowledge,
however, is much to be desired and is frequently
very convenient.

All type, rules, borders, leads and other ma-
terial are now made on the point system, so that
it is all interchangeable. The advantage of this
is illustrated where it is advisable to set one
part of a line in large type followed by two or
three lines of small type. This is frequently the
case in advertisements where the name of the
advertiser is set in eighteen point and his street
number and town set in two lines at the end of
his name to save space.

This idea is valuable also when a border is to
be set around the advertisement. The ordinary
newspaper column is thirteen pica ems wide, each
pica em representing twelve points. The space
may thus be divided and counted upon with ab-
solute accuracy. Six pica ems, or seventy-two
points, make one inch, so that to find how many
lines of a given size of type will go into a given
length of column, it is only necessary to divide
the total number of points in a column by the
points represented by each line of the type.

Wherever strength and legibility are desired —
and they should be in advertising — capital letters
should not be used by themselves. Lower case,
or small letters are easier to read — there is more
variation in the shapes, and so the eye does not
have so much work to do in separating one from
the other.

The constant reader is the quick reader — he
can get through with a column of type in half
the time consumed by one who reads half as
much. This is true because the constant reader
is familiar with the forms of the type and the
words. If we were all used to capital letters we
might read them as quickly as we do small let-
ters, but their comparative uniformity of design
and size is against them.

To you this may appear as a small thing, but
to the close student its importance is evident.
When you put an advertisement before a man,
you are asking him to give his attention to your
business for your profit. Vou ought to make it
as easy for him as possible. Plainness consists
not only of a plain story plainly told, in plain
language, but involves also the typographical
presentation of the ideas.

The excellence of the typography of advertis-
ing is a question of strength and simplicity, com-
bined with artistic proportion and symmetry of
contour, both of the type faces and the entire
;;roups of faces that make the complete ad.

There is more bad display because of the su-
perabundance of display type than there is from
the lack of it. If there are only three or four
kinds of type in an office a compositor can't use
more than that many and the advertiser and the
reader are thereby benefited.

Type is intended to dress an advertisement and
10 lirin.u; out the good points. If the dress is so
(■onspic\ious that attention is drawn to it instead
of to the ideas of the ad„ the compositor has
shown a very poor idea of proportion.

THE TALKING MACHINE WORLD.

July List
Of New Victor Records

All vocal selections have accompaniments by the Victor Orchestra

8-lnch 35 cents

No.

5300 Radetzky March Arthur Pryor's Band

2843 The Nightingale and the Frog. Piccolo Solo.

Darius Lyons

5335 Much Obliged to You Billy Murray

5338 The Stranded Circus. Descriptive Specialty.

Spencer and Girard

10-Inch 60 cents

5457 "Distant Greetings" March.

Arthur Pryor's Band

5458 Dixie Fantasia Arthur Pryor's Band

5465 Merry Widow Two-Step..Victor Dance Orchestra

5474 "The Man with Three Wives" Waltzes.

Victor Dance Orchestra

5469 Meditation. Violin Solo Howard Rattay

5468 Medley of Reels, No. 2. Accordion Solo.
I John J. Kimmel

5478 Harrigan Medley ("Merry Widow Waltz," "I'm

Afraid to Come Home in the Dark," and
"Harrigan.") Street Piano. Signer Grinderino

5466 Through Sunny Spain Elise Stevenson

5467 Are You Sincere? Elise Stevenson

5475 Sleep, Baby, Sleep May McDonald

5473 I Want to Be a Merry, Merry Widow.

Ada Jones

5459 I Was a Hero, Too (from "Nearly a Hero").

Billy Murray

5^72 The Lanky Yankee Boys in Blue (from "Lone-
some Town") Billy Murray

5479 God Save the King Alan Turner

5462 Hannibal Hope and the Circus Parade.

Arthur Collins

5471 Honey, Won't You Please Come Down.

Collins and Harlan

5477 Roses Bring Dreams of You.

Harry Macdonough and Haydn Quartet

5460 Rah! Rah! Rah! (from "The Soul Kiss").

Peerless Quartet

5476 Fun at the Music Counter. Descriptive Spe-
cialty Miss Jones and Mr. Spencer

5452 When It's Moonlight, Mary, Darling, 'Neath
the Old Grape Arbor Shade. . .Albert Campbell

5463 I Want You (from "The Talk of New York.")

Henry Burr

5470 Stop Making Faces at Me.... Byron G. Harlan

5461 The Honey Bees' Honeymoon.

Miss Jones and Mr. Murray

5464 I'm Starving for One Sight of You.

Stanley and Burr

12-inch $1.00

31703 Trovatore — Miserere. .Miss Stevenson, Mr. Mac-
donough, Victor Male Chorus, Victor Or-
chestra and Chimes.

New Victor Red Seal Records

Enrico Caruso, Tenor

88127 Aida (Verdi) — Celeste Aida (Heavenly Aida).
12-inch, with Orchestra, $3. In Italian.

E}mma Calve — Charles Dalmores

89019 Carmen (Bizet) — La Bas Dans la Montague
(Away to Yonder Mountain). 12-inch, with
Orchestra, $4. In French.

Johanna Gadskl, Soprano

87019 Widmung (Schumann) — (Dedication). 10-inch,
with Piano Accompaniment, $2. In German.

liOnise Homer, Contralto

88128 Old Black Joe (Foster). 12-inch, with or-
chestra, $3. In English.

Pol Plancon, Bass

85124 Etoile du Nord (Meyerbeer) — O Jours Heureux
(Star of the North— Oh, Happy Days) 12-
inch, with Orchestra, $3. In French.

Alice Nielsen, Soprano

74107 II Bacio (Arditi)— Vocal Waltz— "The Kiss").

12-inch, with Orchestra, $1.50. In Italian.

Florencio Constantino, Tenor

74106 Boheme (Puccini) — Racconto di Rodolfo (Ru-
dolph's Narrative). 12-inch, with Orchestra,
$1.50. In Italian.

Alice Bfielsen — Florencio Constantino

74108 Romeo and Juliet (Gounod) — Ange Adorable

(Lovely Angel). 12-inch, with Orchestra,
$1.50. In French.

Fmilio de Gogorza, Baritone

74105 O, Sole Mio (Capua)— (My Own Sunshine),
Neapolitan Folk Song. 12-inch, with Orches-
tra, $1.50. In Italian.

E2van Williams, Tenor

74109 Come Into the Garden, Maud (Balfe). 12-inch,

with Orchestra, $1.50. In English.

Will the people in your locality be able to get every one of these records at your
store ? They're going to know about them all on June 27th — the simultaneous opening
day throughout America for the sale of July Victor Records; the day we advertise the
complete list in leading daily newspapers all other the country.

You know how sales have increased since we began this newspaper campaign. You
know how it has added to your profits. You know how important it is to have all the
records so that you won't miss a sale. You know that there are no records like Victor
Records — and the people know it, too.

They buy month after month, not simply because the records are new, but be-
cause they are perfect musically as well as mechanically, and have that sweet, clear
tone that is ever a delight.

Victor Talking Machine Company, camden, n. j., u. s. a.

Berliner Qramophone Co., of Montreal, Canadian Distributors

Xo get: best results, use only Victor IVeedles on Victor R.ecorcis

8

THE TALKING MACHINE WORLD.

WILDE ANJNSPIRATION

For Many of Our Young Men Who Are "Kick-
ing" About the Difficulty of Getting Along
in the Talking Machine Business — What He
Has Actually Accomplished.

(Special to The Talking Machine World.)

South Milwaukee, Wis., June 4, 1908.
A splendid example of how success can be
achieved from a modest beginning, is to be found
in the development of the business of A. P.
Wilde, the well-known dealer in Edison and Vic-
tor talking machines
and jewelry at 1015
Milwaukee avenue,
this city. In a chat
with Mr. Wilde the
other day he said:

"Two years ago I
branched off into the
talking machine busi-
ness, which proved a
very wise move, as
this business now
leads all my other
departments. I carry
a complete list of all
the Edison records,
also the Victor and a
A. r. wir.i.E. full line of Edison

and Victor machines, and this department is
constantly growing, compelling me to enlarge my
present quarters in the near future.

"I am a young man of 35 years, and started in
business 15 years ago with a capital of ten dol-
lars, and now I own my own store, besides a
dwelling and other vacant property and a stock
worth upwards of ten thousand dollars, which
shows what a young man can accomplish with-
out any outside help whatever. I didn't receive
a dollar from anybody to aid me in establishing
my business, and if I hadn't been sick most of
the time, my business would have been again
as large as it now is. Nowadays young men
think that it takes a large sum of money to go

into business for themselves, when all they want
is nerve and a little energy.

"I am, I believe, the only man in the world
whose heart is located on the extreme right side,
and physicians who have examined me claim
that this is the most remarkable case they ever
came across. Doctors claim that I will not live
very long, and say that the least exertion or
excitement will cause instant death, as the valve
of the heart does not work properly. It leaves
in too much blood, causing the heart to work
overtime and beating very irregular at times;
otherwise my health is all right, although I get
weak spells several times a day."

SUGGEST UNIFORM ACTION

By Jobbers or Dealers in Their Respective
Towns or Cities for the Purpose of Giving
Concerts Exploiting Different Machines.

(Special to The Talking Machine World.)

Baltimore, Md., June 5, 1908.

In the course of an interesting chat the other
day J. G. McCallister, of Wm. McCallister &
Son, the talking machine jobbers, at 221 West
Baltimore street, this city, said:

"Being in the general instalment business and
in constant touch with a class of people who
have suffered most during the last eight months
of financial depression, we find that while the
talking machine and record business has been
good, it is not what it should have been, but,
judging from present conditions, there is a pos-
sibility for a slight increase. The wholesale end
of it has bv^en much better than the retail; still it
is far from coming up to last season's business.

"Perhaps it would be a good thing if the job-
bers and dealers in the various cities would get
together (and where there are no jobbers, let the
dealers do it) and work out a scheme like the
following. It might stimulate trade and start oil
a lot of new buyers and at the same time change
some of the skeptical one's minds relative to the
talking machine game:

"Our suggestion is this: That the jobbers and
dealers, as previously mentioaed, arrange a meet-

ing and make arrangements to rent a good-sized
hall in some residential section of their city and
give a series of concerts — daily or nightly, which-
ever suits them best — using either one make or
all makes of talking machines and phonographs,
the first being to show a special line, the second
drawing a comparison, though we prefer the
latter, because this would place the audience in
the position of a judge, and they are bound to
discuss the merits of respective machines, and,
further, if the latter plan be adopted, machines
selected should be models of equal list price.

"Then get busy on printers' ink and issue
some 'ad.' matter in the form of tickets and dis-
tribute them in the neighborhood, inviting the
public to the entertainment, and if there is not
an increase in sales, well — the plan strikes us
to be of a helpful nature, and if carried out should
do a vast amount of good if it only helps to ele-
vate the names and nature of a talking machine
above the level of 'trash' or 'funnygrafs' as so
many call them."

WU TING FANG'S VISIT TO THOS. A. EDISON

Wu Ting Pang, Chinese Minister to the United
States, spent the morning of May 21 with Thomas
A. Edison at his laboratory. Orange, N. J. The
distinguished foreigner is greatly Interested "in
the Edison phonograph and other matters upon
which Mr. Edison is engaged, and enjoyed his
vi;it immensely. On his way back to New York
by automobile, he was besieged by newspaper
reporters, and managed to say:

"I was very much interested in what I saw
to-day. The Edison Works are indeed wonder-
ful, and Mr. Edison, he is wonderful, too. No
wonder you Americans call him the — the — the — "

Wu became confused over the deficiency of his
memory, and had his skin not been a dull yellow,
a blush might have been seen.

"The Electrical Wizard," interpolated the re-
porter.

"Yes, yes," went on the executive representa-
tive of the Chinese Empire. "He has done a
great deal for his country and the world."

DO IVOX WAIT UrVXIL XO-MORROW— IX MAY IVEVER COME,

ORDER MOW

(Patented)

c

A
U
S
E

Folding Horn.

Indestructible

r"i™„™L^:;'"F„MrH:;" Edtson, victor, Zonoplione and Columbia Macliines.

Thp RP2ll Thinn campers, miners, lumbermen, survey parties and ail tliose wliose business takes them to such parts of the
" country where the only amusement is the talking machine. Good live jobbers wanted in every town in the U. S.
GET BUSY. Write now before your competitor beats you out.

FOLDING PHONOGRAPHIC HORN CO., 650 52 Nintli Ave , New Yorl( City

TORONTO PHONOGRAPH CO.. Toronto. Ont.. Canadian Agents.

THE TALKING MACfflNE WORLD.

they will feel a greater confidence in their own
trade than ever before. The talking machine
business has well maintained its position. It
has given ample proof of its stability. Then
there is one advantage which the talking machine
men possess over trades which deal in perishable
goods. Take, for instance, the stock of jobbers
and dealers comprising machines and records,
and we find that there is little or no shrinkage
in stock values. There is no going out of style
like in the dress goods trade or millinery busi-
ness, when Dame Fashion, at the raise of a
hand, reduces stocks of merchandise from 50 to
75 per cent, in value by willing them out of date.
There are no such conditions in the talking ma-
chine business, and because the industry has
stability and is well safeguarded in many ways
it has stood up surprisingly well under adverse
conditions.

A SUBSCRIBER writes: "I was much in-
terested in your editorial last month, in
which you stated that this industry, had profited
materially by the fact that dealers on account of
restrictions were unable to indulge in price-
cutting. I ami confident that that has been one
of the strongest supports to the talking machine
trade, and we should have gone pretty nearly to
pieces in the past few months if we had not been
bolstered up by restrictions that are impossible
to vault over."

There is no question but that the manufactur-
ers by insisting upon the enforcement of rules,
which include a price maintenance, protect the
industry from slaughter and from disintegra-
tion, and while some men may object to condi-
tions that are forced upon them, yet those very
conditions which compel the maintenance of
price are the life-saving ones of this trade. It is
the sheet anchor among dealers who are unable
to meet their liabilities as they have matured.
During the past few months men would unques-
tionably have slaughtered stock in many cities,
thus demoralizing their competitor's business,
and the trade generally, had they not been held
up by rigid business rules. In other words, the
manufacturers by insisting upon a price main-
tenance have saved the dealers from themselves;
they have prevented them from being victims of
their own rashness in rushing in in times of pres-
sure and indulging in price slaughter.

IN our opinion no stronger tests could have
been witnessed in any industry than have
been applied to the talking machine trade during
the past few months. And how has it stood the
test? Has it snapped under the strain? Our
records do not show it, and the trade is to-day in
better condition than it has ever been, and we
are going to have business — more of it, plenty of
it. Conditions are improving steadily — not com-
ing back with a rush, but they are unmistakably
better, and there is no question but that they
will continue to improve, as confidence is being
generally restored and the purchasing power of
our people is steadily increasing through the
employment of additional men in our factories.

EARLY next month the National Association
of Talking Machine Jobbers will hold its
second annual convention. Indications now point
to a large attendance, and on account of the in-
terest which is steadily growing in this organi-
zation it is presumed that there will be more
talking machine men gathered in Atlantic City
during convention time than have met in any
city before in the history of the trade. The

members of the committee who have had this
matter in charge have selected the Hotel Chal-
fonte, where they have arranged satisfactory ac-
commodations, as well as securing a special re-
duction in hotel rates for the visiting talking
machine men. The call of the secretary should
be heeded by men of the craft everywhere, be-
cause no better opportunity could be afforded
for getting together than at Atlantic City. It is
a good place to be in the summer, and they have
arranged the date so that members can pass the
Sunday previous to business meeting very com-
fortably and obtain a good outing and rest while
attending to the more serious subjects before the
association. Just at that particular time when
the convention takes place trade will be quiet,
and every jobber will find the time well spent to
journey to Atlantic City, where he can discuss
with his confreres of this trade matters of obvious
importance to all.

A COMPETENT committee have had the con-
vention arrangements in charge, and
there are many matters which the association
proposes to handle for the benefit of the entire
trade. The plans include a system of credit rat-
ing which will be most valuable to jobbers. In
fact, many important matters will be brought up
for consideration, and interesting debates will
result. Every new member will add strength to
the organization, and as it stands for advance-
ment and improvement of the industry it should
be supported by all jobbers. Perry B. Whitsit,
Columbus, 0., will be glad to explain in detail to
anyone who desires the objects and aims of the
association. We should say to talking machine
men, don't forget to lay aside a few days in July
to meet your confreres at Atlantic City.

THERE are some firms which we can men-
tion who are out of touch and out of sym-
pathy with their representatives. Now, when co-
operation is lacking the business languishes.
There is no other way out of it, and a salesman
who can see, understand and explain the reasons
behind certain printed statements of his firm in
their local advertising will be able to work more
effectually for his house than otherwise. To do
business more successfully a firm must have
certain clean-cut principles running through all
their transactions. The observance of certain
basic principles at all times and under all con-
ditions constitutes the policy of a house.

Every man can broaden his business horizon
if he will study the subject which will make
him acquainted with what are regarded as the
best standards in the world of business, and to-
day, if we analyze the conditions which surround
successful business men of our times, it will be
discovered that they have always kept close to
the subject. In other words, they have never
gotten out of touch with their selling and dis-
tributing forces. A man for a while may be in-
dependent and be absolutely indifferent if he has
a patented article for which there is a demand
and which he controls absolutely, but after awhile
as competition creeps in he must give way and
must meet the condition, else some time he will
find that through his indifference his trade has
been going further away from him, and with
new competition it means that the field would be
materially widened. There is no man to-day,
no matter how firmly fixed he may be, who is
not dependent in a degree upon his fellowmen.
A position of strength to-day may be, through
inactivity, materially weakened to-morrow.

EDWARD LYI4AN BILL. . Editor »nd Proprietor

J. B. SPILLANE, Managing Editor.

Trade Representatives: Geo. 6. Keller, F. H. Thompson,
W. T. TfvKES, L. E. Bowers, B. Brittain Wilson,
A. J. NiCKLiN, L. J. Chamberlin.

Boston Office ! Ernest L. Waitt, 100 Boylston St.
ChicMo Office: E. P. Van Harlingen, 156 Wabash Ave.

PhilaLdelokia Office : Minneapolis and St. Paul :

H. F. Thompson. Adolf Edsten.

St. Louis Office : San FraKcIsco Office :

Chas. N. Van Buren. S. H. Gray, 240 Sacramento St.

Cleveland Office : G. F. Prescott.
Cincinnati Office : Bernard C. Bowen.

London. England, Office:

69 Basingwell St., E. C. W. Lionel Sturdy, Manager.

Berlin, Germany, Chas. Robinson, Breitestrasse 5.
Published the 15th of every month at I Madison Ave. N.Y

SUBSCRIPTION (including postage). United States,
Mexico, One Dollar per year; all other countries, $1.25.
England and her colonies, five shillings.

ADVtKTISLNENTS, $2.00 per inch, single column, per
insertion. On quarterly or yearly contracts a special dis-
count is allowed. Advertising Pages, $60.00; special posi-
tion, $75.00.

R.EMITTANCES should be made payable to Edward
Lyman Bill by check or Post Office Order.

(^i'~IMPORTANT.— Advertisements or changes should
reach this office by the first of each month. Adver-
tisements arriving too late for insertion in the current
issue will, in the absence of instructions, be inserted
in the succeeding issue.

Long DistaLnce Telephones— Numbers 4677 and 4678 Gram-
ercy. Cable Address: "Elbill," New York.

NEW YOILK, JUNE 15, 1908.

IT seems to be human nature for every man to
think that his own profession or business
has suffered just a little bit more than a neigh-
boring trade or profession during the past few
months. Talk with men in varous lines and
they will tell you with a degree of confidence
that they are certain that they are suffering just
a trifle more than the other fellow in a neigh-
boring trade. Now, the talking machine men
have fallen into the same complaint, and some of
them will say that the business has suffered
because talking machines are luxuries; hence
people are quick to shut off their purchases when
any kind of a depression sets in. Now the ac-
tual history of this trade during the past few
months does not bear out that statement. Of
course, there has been a shrinkage in the gross
amount of business, and every industry has suf-
fered, because the purchasing power of the people
has been materially reduced. But the talking
machine industry has suffered in no greater de-
gree than many other trades; in truth it has not
suffered as much as some which we could men-
tion. The sales in low-priced talking machines
have decreased materially. This naturally fol-
lows on account of so many men being out of
employment. The workmen in the various cities
have been liberal purchasers of talking machines
and records, and on account of the reduction in
their working numbers their purchases have
naturally fallen off. But the talking machine
men have suffered but precious little more than
the grocers and dry goods men.

THE sale of higher-priced machines, however,
has been less affected than the low-priced
models, and the dealers who have placed special
emphasis om the developed types have been
rewarded with excellent sales. Before we in-
dulge in bitter complaint regarding our own
particular trade, it is well to compare it with
other industries and other trades, and if talking
machine men do this in a systematic manner

10

THE TALKING MACHINE WORLD.

When Bryan Speaks Everybody Listens

He has spoken into the Edison Phonograph some of the most
telhng passages from his best orations. He has spoken them as he
speaks them from the platform and the Phonograph has caught every
accent with remarkable clearness and faithfulness. .

Everybody everywhere will want to hear these tabloid addresses'
and the announcement of

Ten Edison Records
by William Jennings Bryan

is sure to bring you a summer Record trade that will out-distance
anything you have done in the past.

Mr. Bryan has put his personality, as well as his views, into
these Records and hearing them is like hearing the man.

These Records will be in the hands of the jobbers early in June.
Place your orders with them now and be sure to order liberally as
the supply will be limited.

If you are not selling Edison Phonographs and Records this is
the opportune time to put in a stock. The Edison jobber nearest
you will be pleased to supply you with full information and the goods.

NATIONAL PHONOGRAPH COMPANY,

59 Lackeside Avervxie
ORANGE. N. J.

JOBBERS OF EDISON PHONOGRAPHS AND RECORDS

Albany. N. K.— Finch & Hahn.
Allentown Pa. — G. C. Aachbach.
Astoria, N. Y. — ^ohn Rose.
Atlanta, Ga. — Atlanta Phono. Co., Fhillipi

& Crew Co.
Baltimore — E. F. Droop 4 Sons Co.
Bangor, Mt, — S. L, Crosby Co.
Birmingham, Ala. — The Talking Machine

Co.

Boise, Idaho — Filers Piano House.

Boston — Boston Cycle & Sundry Co.,
Eastern Tallcin^ Machine Co., Iver John-
son Sporting Goods Co.

Brooklyn — A. D. Matthews' Sons.

Buffalo — W. D. Andrews, Neal, Clark &
Ncal Co.

Burlington, Vt. — American Phono. Co.

Canton, 0. — Klein & HefTelman Co.

Chattanooga, Tenn. — J. H, Templcman Co.

Chicago — Babson Bros., James I. Lyons,
Lyon & Healy, Montgomery, Ward &
Co., The Vim Co., Rudolph Wurlitzer
Co.

Cincinnati, 0. — Ball-Fintze Co., Ilsen &
Co., 'I'he Milncr Music Co., Kudolplv
Wurlitzer Co.

Cleveland — Eclipse Musical Co.

Columbus, O.— Perry B. Whitsit Co.

Dallas, r«.— Southern Talking Mach. Co.

Dayton, O. — Niehaus 4 Dohse.

Denver — Denrer Dry Goods Co., Hext
Music Co.

Des Moines, la. — Hopkins Bros. Co., The
Vim Co.

Detroit — American Phono. Co., Grinnell
Bros.

Dubuque la. — Harger ft BlUh.
UatloH, Pa.— William Werner.
lllmira, N. Y. — Elmira Arms Co.
/:( Past,. Tex.—V/. G. Wair Co.
Fitehburg, Jfa<f.--lTcr Johnson Sporting
Goods Co.

Fort Dodge. Iowa — Early Music House.

Fori Smilh, Ark.—K. C. Bollinger.

Fort Worth, Texas — Cummings, Shep-
herd & Co.

Gloversville, N. Y. — American Phono. Co.

Harrisburg — S. K. Hamburger.

Helena, Mont. — Frank Buser.

Houston — Texas Piano & Phono. Co.

Hoboken, N. J. — Eclipse Phono^aph Co.

Indianapolis — Indiana Phono. Co., Kipp-
Link Phono Co., A. B. Wahl & Co.. Inc.

Kansas City — J. W. Jenkins' Sons Music
Co., Schmelzer Arms Co.

Kingston, N. Y. — Forsyth & Davis.

Knoxville — Knoxville Typewriter and
Phono. Co.

Lincoln Neb. — Ross P. Curtice Co., H.
E. Sidles Phono. Co.

Los Angeles — Southern California Music
Co.

Louisville — Montenegro-Riehm Music Co.

Lowell, Mass.— Tbos. Wardell.

Manchester, N. H. — John B. Varick Co.

Memphis— V. M. Atwood, O. K. Houck
Piano Co.

Milwaukee — Laurence McGreal.

Minneapolis — Thomas C. Hough, Minne-
sota Phono. Co.

Mobile, Ala.—W. H. Reynalds.

Montgomery, Ala. — R. L. Penlck.

Nashville, O.— Nashville Talk. Mach. Co.,
Magrudcr & Co.

Newark, N. J. — Douglas Phono. Co., A.
O. Petit, Kapke Phono. Co.

Newark, 0.— Ball Fintie Co.

New Bedford, Mass. — Household Furnish-
ing Co.

New Haven — Fardee-Ellenber«er Co., Inc.
New York City — Blackman Talking Ma-
chine Co., J. F. Blackman & Son, I.

Davega, Jr., Inc

Phonograph
Box Co., Victor H. Rapke, The Regina

Douglas

nc, S. B. Davega Co.,
nograph Co., Jacot Music

Co., Siegel-Cooper Co., John Wana
maker, Alfred Weiss.

New Orleans — William Bailey, Nat. Auto.

Fire Alarm Co.
Oakland, Cal. — Kohler & Chase.
Ogden, Utah — Proudfit Sporting Goods

Co.

Oklahoma City, Okla. — Smith's Phono-
graph Co.

Omaha, Neb. — Nebraska Cycle Co., Shultz
Bros.

Oswego, N. y.— Frank E. Bolway.
Paterson, N. /.—James K. O'Dea.

Peoria, Charles C. Adams & Co.

Peoria Phonograph Co.

Philadelphia— Loms Buehn & Bro., C. J
Heppe & Son, Lit Bros., Musical Echo
Co., Penn Phonograph Co., John Wana
maker. Western Talking Machine Co
H. A. Weymann ft Son.

Pittsburg. — Pittsburg Phonograph Co.,
Powers 4 Henry Co., Standard Talking
Machine Co.

Portland, Me. — W. H. Ross 4 Son.

Portland. Ore. — Graves & Co., Inc.

Providence — J. M. Dean Co., J. A. Fos-
ter Co., J. Samuels & Bro., A. T. Scat-
tcrgood Co.

Quebec— C. Rokiuille.

Quincy, III. — Quincy Phonsgraph Co.

Reading, Pa. — Reading Phonagraph Co.

Richmond — C. B. Haynes 4 Co.

Rechesler — A. J. Deninger, Mackie Piano,
O. 4 M. Co., Talking Machine Co.

Sacramento, Cal. — A. J. Pommer C*.

— Claytan-Daviies Music Co.
Tex.—n. C. Rees Optical

Siill Lake City
San Antonio,
Co.

San Francisco — Peter Bacigalupi ft Sons.

Schenectady, N. 7.— Finch ft Hahn, Jay
A. Rickard & Co.

Scranton — Ackerman ft Co., Technical
Supply Co.

Seattle, Wash.—D. S. Johnston Co., Koh-
ler ft Chase.

Sharon, fa.— W. C, De Forest & Son.

Sioux City, Iowa — Early Music House.

Spokane, IVash. — Spokane Phono. Co.

Springfield, Moss. — Flint & Brickett Co.

St. John, N. B.—W. H. Thorne & Co.,
Ltd.

St. Louis — The Conroy Piano Co., Koer-
ber-Benner Music Co., Silverstoiie Talk-
ing Machine Co.

St. I'aul—\V. T. Dyer & Bros.. Koehlcr &
Ilinrichs, Minnesota I'liono. Co.

Syracuse — W. D. Andrews.

Toledo — Hayes Music Co.

Toronto — R. S. Williams ft
Ltd.

Trenton, N. /.— Stoll Blank Book and

Stationery Co., John Sykes.
Troy, N. y.— Finch & Hahn.
Utiea — Qark-Horrocks Co., Arthur F.

Ferriss, Wm. Harrison, Utica Cycle Co,
Vancouver, B. C.—M. W. Waitt 4 Co.,

Ltd.

tVashington — E. F. Droop & Sons Co.
fVaycross, Ga. — Ge». R. Youmans.
Williamsport, Pa.—W. A. Myers.
Winnipeg— R. S. Williams 4 Sons Co,
Ltd.

Worcester, Mass. — Iyer Johnson Sporting
Goods Co.

Sons Co.,

THE TALKING MACHINE WORLD.

11

PHOTOGRAPHING THE VOICE.

The Experiments of Dr. Marage Widely Com-
mented on — Helps Teachers of Singing —
Striving to Master the Language of Animals
— Anent the Manometric Flame.

Dr. Marage, the French scientist who succeeded
two years ago in producing an apparatus which
imitated the human voice, has just perfected an
instrument for photographing the voice. The ap-
paratus is very simple. It consists of a delicate
membrane of rubber which receives the vibra-
tions of the voice and transmits them to a tiny
mirror. The movements thus reflected in the
mirror are photographically recorded on sensitive
paper, which, as it unrolls, is automatically de-
veloped and fixed.

The process is akin to the systems of tele-

HOW THE VOWEL E APPEARS.

graphic transmission of writing. Dr. Marage's
apparatus enables teachers of singing, of elocu-
tion and of voice production to "show" — in the
exact sense of the word — their pupils the good
and bad qualities of their voices; moreover, philo-
logians can compare the spoken languages of dif-
ferent races, and foreigners and deaf mutes can
be readily taught the proper pronunciation of a
language. Photographs of the voices of the fa-
mous singers of the Paris opera are being made.

The most curious consequence of this invention,
however, is yet to be mentioned. M. D'Arsonval,
who presented the new apparatus to the Academy
at Paris, stated that he hoped ere long to have
many photographic records of the voices of ani-
mals— the barking of dogs, the yowling of cats,
the chatter of monkeys. Patient study of these

records he believes will lead to the long sought
discovery of animal language.

In constructing his talking siren. Dr. Marage
intended primarily to design an apparatus for
gaging the sharpness of the sense of hearing in
diiferent individuals. In order to obtain spoken
vowels the air current is made to pass through
special molds, which accurately imitate the form
of the human mouth in pronouncing a given
vowel. The graphic records of these sounds are
natural spoken vowels. An artificial talker is
thus obtained.

The most valuable property of this apparatus
is that the intensity of the sounds given out by
it is accurately proportional to the pressure of
the air current. It thus affords a means of
gaging the intensity of a given sound and pro-
ducing a sound of any desired strength. This is
now made use of in determining keenness of
hearing.

Another recent development of the Marage
apparatus is a machine for producing what is
called the manometric flame. It consists of an
arrangement of tubes or blow pipes communi-
cating with a rubber diaphragm. Behind the dia-
phragm is a small gas jet protected from air cur-
rents by glass partitions and placed before an
arrangement of mirrors which reflect the flame
many times.

When a note is sung into the tube a notched
band of light appears across the mirror's face.
The lower the pitch the coarser the notch will
be, and the reverse. If two tones are sung simul-
taneously they will be represented in the mirror.
The accompanying illustration shows how the
flame looked when the vowel B was sung into the
machine in two notes exactly an octave apart.

EDISON A VEGETARIAN.

Declaring that most of the ills to which human
flesh is heir are due to overeating, Thomas A.
Edison, the inventor of the phonograph, is said
to have eliminated meat from his daily menu.
Fish is the only animal food he will eat, as a
result of a study of diet following his recent

operation for mastoiditis. "Overloading the di-
gestive organs is the cause of much illness," said
Mr. Edison recently. "We are afflicted because
we do not exercise enough care in the matter of
foods, and proper diet is the solution of good
health in many respects." Mr. Edison has al-
most entirely eliminated meats. He has all the
enthusiasm of a new convert in living up to the
theory of dieting and in teaching its advantages.

OLD SONGS IN DEMAND

By Patrons of Talking Machine Parlors — Many
of the Old Tunes Considered Better Than the
Popular Successes of To-day.

"Many new songs do you hear in the talking
machine parlors," said a man who blows in 3 or 4
cents in these canned music emporiums once in
a while, according to the New York Sun, "and
in their search for novelty, or for something dif-
ferent, the phonograph people put on the cyl-
inders old songs, too, some of which may easily
be better than many of the new.

"So here, looking along the line the other day,
I found 'My Grandfather's Clock.' Do you re-
member a time, say thirty years or so ago, when
that song was pretty nearly, if not quite, en-
tirely the rage? When everybody sang it, and
the rest whistled it, and when Gilmore's Band
played it, putting a wealth of music into it, down
at Coney Island and at Manhattan Beach? 'My
Grandfather's Clock,' that

'Ran without slumbering.

Tick, tock.

Tick, tock,
'Life's seconds numbering,

Tick, tock,

Tick, tock,

and ran that way as long as the old man lived,
but which

' stopped short.

Never to go again.
When the old man died.'
"You remember it? And here was the old
clock, ticking away again now, and to be heard
for a cent on a talking machine.
"And it was well worth the money."

AUXETOPHONE ENTERTAINS

At Exhibition of Textile and Hosiery Manu-
facturers.

(Special to The Talking Machine Worltl.)

Philadelphia, Pa., June 4, 1908.

Recently the National Association of Textile
and Hosiery Manufacturers held an exhibition
in this city, and the Musical Echo Co. were called
upon to place an Auxetophone in one of the
booths to entertain the visiting manufacturers
from the distant cities with operatic selections.

Richard Faulkner, of the Musical Echo Co.,
was standing beside the machine, which was
playing "Celeste Aida," sung by Caruso. Two
young and charming stenographers from a nearby
office were passing slowly down the aisle, look-
ing toward the Auxetophone and listening to
Caruso's high notes. But we will let Mr.
Faulkner tell the story. "I happened to be stand-
ing directly in front of the horn, and, feeling
fatigued, had my mouth open in the act of yawn-
ing. I like music, and incidentedly the girls as
well, and so far forgot myself as to make a
breach of etiquette in not placing my hand to my
mouth during the time of yawning. The two
girls passed farther down the aisle, during which
time I stopped the machine (also the yawning).
As they sauntered back toward me, I stood near
the railing of the booth, and one of the girls,
drawing the attention of the other to myself,
remarked in an undertone: 'That's him, Clara;
that's him.' You can imagine that I felt rather
'chesty,' when Clara stepped up to me and said:
'Really, you have a beautiful voice. Won't you
please sing again?' "

B. F. Seelig, who took over the talking ma-
chine department of the F. J. Schwankovsky
Music House, Detroit. Mich., some time ago, is
doing a very fair business — the general cry of
hard times notwithstanding.

;

It's
So Easy

Yes, it is not only easy to learn a foreign
language by the I. C. S. system — the
easiest and most perfect way in the world
— but it is also easy to sell I. C. S. lan-
guage outfits. It is easy to sell them to
people who are tired of their machines as
an amusement device and will be glad to
turn them into a source of profit. It is
easy to sell them to persons going abroad
and who otherwise desire to learn a
language for the sake of the know-
ledge of it alone. It is easy to sell it
to men and women who desire to qualify for positions as translators and foreign
correspondents. It is easy to sell it to foreigners, in order that they may
learn to speak English. In fact there are a great many sound reasons why it is
easy to sell the

I.C.S. LANGUAGLSYSTEM

PHONOGRLAPH

Do you sell I. C. S. Language outfits? If not, why are you thus neglecting
such an important and profitable field of your work? Why are you thus abso-
lutely throwing away at least one-third of your business? The Phonograph sys-
tem of language instruction is now recognized as an educational factor of great
importance and the demand for this sort of language instruction is growing by
leaps and bounds. The I. C. S. system is undoubtedly the one of the greatest
merit obtainable today. Write us a postal now for further particulars.

International Correspondence Schools

Box Q18, SCRANTON, PA.

12

THE TALKING MACHINE WORLD.

A Revolution in the
Phonograph Horn!

No Supports No Crane

No Standard
No Special Attachment

A Revolution Indeed!

COLUMBIA
GRAPHOPHONE

Since the advent of the Phonograph, back in the eighties, it may safely be affirmed that no real progress has
been made in the Phonograph horn ; its size has been gradually increased, thus merely accentuating the defects of
the reproduction. At last, the " IDEAL " horn has come ! A scientific device aiming at a pure, melodious
reproduction of the sound, be it either a great soprano's song, the endearment of a string instrument solo, or
the rendering of a Sousa's march. Besides, it eliminates all the bad points of the previous horns — NO SUP-
PORTS, NO CRANE, NO STANDARD, NO SPECIAL ATTACHMENT are needed with the " IDEAL ; "
all that is required is simply the turning of a small thumb screw to fasten securely the " IDEAL " horn to
the neck of the reproducer of any cylinder machine, either Edison or Columbia, or to a Devineau Biophone.

The bell of the "IDEAL," made of pure aluminum, is nearly six feet in circumference, assuring the
iinaximum of sound.

The elbow is made of the highest grade of ebonite, which in combination with aluminum, completely
eliminates that tin sound so strongly objectionable. In the middle part of the elbow a swivel allows the
sound to be thrown in any direction WHILE PLAYING A RECORD.

The " IDEAL " flower horn is handsomely finished and weighs but a few ounces. With the "IDEAL"
horn you get "IDEAL" music.

Jfeteral jUanufacturmg Company

2095 Cagt 36tl) Street == == =• Clebelanb. (©Iiio

THE TALKING MACHINE WORLD.

13

THE TALKING MACHINE MAN'S ALPHABET

A — ALL things with springs and wheels on the
inside of them are not necessarily talking
machines.

E— BEAUTIFUL sounding titles do not al-
ways make the best selling records and
vice versa.

C — CANVASS your district very carefully. Do it

now, .or the other man might steel a

"March" upon you.
D — DON'T misrepresent your goods for the sake

of a few extra dollars. You will lose in

the end by it, sure as fate.
E — ENDEAVOR to please all of your patrons. It

pays big when checking-up time comes

around. Try it and see.
F — FINISH a record through when once placed

on the machine, otherwise the listener may

think it no good, etc.
G — GIVE what you promise, and promise nothing

that you do not intend to give. This

makes the people have respect for you.
H — HONESTY and good intentions will make a

better name for you than a bank account

will ever do.
I — ^INSIST on your clerks doing "as they wish

to be done by," with no exceptions what-
ever.

J — ^JUDGE not a person by their clothes. A
ragged suit of clothes may have an honest
heart underneath and a fat pocketbook.

K— KEEP a stock (full up) of all up-to-date
goods in your line. People will soon know
where to go for their wants.

L — LOOK your customer square in the eye. The
eye is the window of the soul. Do you
know this?

M — MONEY and manners are both good assets.
Money makes the mare go; but manners
make the business go also, and are cheap.

N — NEVER substitute when it can be avoided.
Your customer might substitute another
dealer for you. Beware of substitutes.

O — ORNAMENT your show windows with the
very latest goods out, and use some taste
and judgment in doing it, too.

P — ^PROVIDE a resting place for your customers.
They get very tired when waiting for their
turn NEXT, and lose heart.

Q — QUOTE prices quickly and direct, and do not
falter, or hesitate. Hesitation means per-
haps loss on your part.

R— ROASTING the "other fellow" won't help
your business one bit, but makes an evil
impression; so don't roast.

S— SIMPLICITY about your methods and store
running is a drawing card, and then sim-
plicity is human and easily understood.

T— "TALKERS" should be kept clean and bright.
You seeing them daily and a customer
"occasionally" are two different things.

U— UNITE all efforts toward keeping all stock
clean and complete. Do you attend to this
strictly?

V — VANITY and villainy go hand in hand, so do
not show the first named or you may be
suspected of the latter also.

W— WONDERFUL results happen when the
whole force are companionable and socia-
ble one toward the other. Ever try it?

The J R^P^^*^r

For TRIUMPH and
HOME Machines

Can be attached in five minutes. No drilling.
Returns in less than one second. Noiseless,
speedy and sure. Write for prices and circulars.

ACME REPEATER COMPANY, - INDIANAPOLIS, IND.

X— EXTRA loud records should not be played for
an elderly person, nor a low-toned one for
a boisterous kind of a man.

Y — YIELD not to temptation. Your employer is
honest. If not, leave him and try else-
where.

Z — ZENITH of trade will only be reached by
being honest and ZEALOUS, and if these
few pointers hurt, then quit and study
ZOOGRAPHY. H. C. Faber.

TRADE NEWS FROM LOS ANGELES.

Fleet Visit a Great Event — Visitors from All

Sections — Victor Telegraph Code Pleases

Dealers — Sherman, Clay & Co. Enjoy Good

Record Trade — So. California Music Co.

Make Improvements — "Tatsch" Needles in

Demand. .

(Special to Ttie Talking Machine Worl<|.)

Los Angeles, Cal., May 30, 1908.

The great battleship fleet has come and gone,
and its visit will long be remembered. The en-
tertainment of the fleet officers and jackies was a
very successful affair and entirely won the hearts
of the jackies, who expressed their appreciation
in many ways. All business was practically sus-
pended, and the city made a fine appearance in
the national colors and electric lights. The
crowds from neighboring towns were larger than
ever before, although business gains nothing no-
ticeable by it.

B. L. Andrews & Sons, of Phoenix, Ariz., have
sold their interests to Miller-Sterling Co., who
will continue to do business with the same lines.

L. F. Geissler, manager of the Victor Talking
Machine Co., made a short stay in this city, vis-
iting several dealers.

H. Norton, representing Sherman, Clay & Co.,
has been making his first trip through southern
California in the interests of his house.

The new telegraphic code for ordering records
adopted by the Victor Co. is looked on with great
favor by the dealers, as this section is a great
distance from the factory, and in some places
jobbers are several days' distance.

Sherman, Clay & Co.'s wholesale branch in this
city have had a splendid business with their May
Victor records, and find the Lucia Sextette is
surpassing all other numbers as a seller. The
announcement of the "Crown" Opera records in
the "Voice of the Victor" has attracted a great
deal of attention. Many dealers are running
special newspaper ads. The Geo. J. Birkel Music
Co. has issued a special catalog for these and are
doing a splendid business with them, naming
them "Victor grand opera records" at popular
prices.

The Southern California Music Co. have just
completed improvements in their talking machine
repair department, which makes it one of the
most complete and best equipped on the coast,
carrying a complete line of repair parts and sun-
dries for all makes of machines. Albert D.
Wayne, of their retail department, is having
great success with his weekly recitals, being well
attended, prove valuable in making the talking
machine more popular. Mr. Lovejoy reports a
good wholesale business in Zono and Edison lines
for the same house.

The Tatsch Co., sales agents for the "Tatsch"
permanent needles, are doing a splendid business
with this new article, which has proved a great
success. All dealers in this city are handling
them, and numerous orders have been filled for
eastern jobbers and dealers. The Gaumont
Chronophone, a combination of disk talking ma-
chine and moving pictures, recently installed in
a neat little theater here, has caused much com-
ment, and is doing a great business. The appear-"
ance of Richard J. Jose at one of the local thea-
ters caused an increase in the demand for his
Victor records.

NOW OCCUPYING LARGER QUARTERS.

The Southwestern Talking Machine Co., of
Houston, Tex., removed on June 1 to new quar-
ters at 615 Main stteet, occupying both floors of
the building formerly occupied by the C. Janke
Music Co.

Do you have to fight
your distributor?

Do you have to keep after him
aU the time because he doesn't ship
your goods?

Do you have to wire and write
him twice a day even after he has
promised to fix up your order at
once?

Does it pay to devote- so much
time to your distributor, which
properly belongs to taking- care of
your trade?

Wouldn't you prefer a service
that never needs to be hustled up,
and which never makes you go
back on your word to customers?
Wouldn't you like to have your
goods shipped without fail the day
the order is received?

There are two reasons why we
can give such service.

First : Our stock is so complete
and up-to-date that we have the
goods to fill your order at once.
Second : Our rule is to ship the
same day the order is received.

If you put us to a practical test
by sending on a rush order, you
will find that we can supply you
immediately with Victors, Victor
Records, trumpet horns, fibre cases,
English needles and all accessories.

We can probably be of service to
. you. At any rate send for our
latest catalogue.

The Victor Distributing
and Export Company

83 Chambers Street, New York

His Master's Voice"

14

THE TALKING MACHINE WORLD.

ADVANCE TOWARD PERFECTION.

Rupert Hughes Refers to the Advance of the
Talking Machine and Other Self-Playing
Creations in a Complimentary Way.

Rupert Hughes, the well-known critic and mag-
azine writer, is one of those observing men who
13 not afraid to give credit where credit is due.
He has noted with exceeding interest the perfec-
tion of the talking machine and other self-play-
iDg devices in the musical field, and. unlike many
of his brethren who have been slurring the talk-
ing machine, he deems it his duty from time to
time to record the strides which have been made
by mechanical media for the reproduction of
music. The general trend of his ideas may be
gleaned from the following brief extract from a
recent article of his:

"Your merely technical singer, pianist, vio-
linist, flutist, or what not. is only a gj-mnast
boasting of his speed or his noise. At best he
cannot play or sing as fast or as loud as a piano-
playing instrument with the throttle pulled out
to full speed. As for soulfulness — how many pro-
fessional musicians are genuinely inspired or
inspiring?

"I know a number of men who could not play
a scale or write a chord, who can so deftly man-
age the levers of a piano-playing instrument that
their performances are really artistic. They
have grasped the spirit of the composer, and
added to it a personality of their own that de-
serves the noble word 'interpretation.' Many of
them have acquired an amazing knowledge of
the best musical literature.

"In the mountains last summer I sat with a
group of musicians and others around the giant
morning-glory horn of a machine pouring forth
a song of Caruso's. Every one in the group was
moved to tears by the wild beauty of those tones.
I have heard Caruso himself sing worse than his
record sang for him that night.

"Every year sees some new improvement, some
closer approach to the ideal condition. It is pos-
sible even to transpose the music to any other
key instantly to suit the voice of the singer or
the wish of the instrumentalist."

OUAINT CREATIONS FROM AFRICA.

Primitive Musical Instruments Which Show
That the Negroes' Love for String Creations
Dates Back to the Dark Continent.

The collection from the Congo Free State
which Dr. Lewie is now arranging in the Ameri-
can Museum of Natural History will form, when
installed in the new wing of the building, the
only one of its kind in America, and one of the

finest of its kind in the world. It was collected
by Belgian officials and was secured by Direc-
tor H. L. Bumpus when in Belgium last sum-
mer. Its uniqueness consists in the fact that
while curios have been coming out of Africa ever
since Stanley went in, this is the first collection
that ever reached this country illustrating fully
and systematically every phase of native life
along the Congo River. The most remarkable
thing about it is the ironwork; splendid adzes,
hoes and hatchets, intricate and elaborate three-
bladed throwing knives and all manner of sav-
age weapons and utensils.

The number and variety of musical instru-
ments seem to indicate that the well-known negro
love and talent for music dates back to the Dark
Continent. A dumb-bell rattle, with pebbles in
the two wicker-work balls, differs from any other
primitive rattle ever found. A wooden tomtom
is something like a small trough, with one side
thicker than the other, so that when beaten with
a stick they give out different notes: and when
many of these are beaten, with order and pre-
cision, the result is a wild and primitive sort of
music.

The marinba may be called the African piano.
Ii is a wooden sounding board to which are at-
tached keys of iron or bamboo. Bach key yields
a note as distinct as that of a piano, and they
are arranged liarmoniouslj', like a scale. The
snakeskin drums, some of them five feet long:
the bell-shaped iron gongs, with iron clappers;
the Pan pipes of reeds, the whistles of many
kinds, the horns made of entire elephant tusks
and the many stringed instruments show that
a concert in the African forest might be a lively
and interesting affair. These stringed instru-
ments are most interesting because of their near
resemblance to the banjo, the favorite negro in-
strument in America.

ANOTHER SCHOOL FOR PARROTS.

A school for parrots has been established at
the Gran Montrouge on the outskirts of Paris,
France, and has proved a great success. Hun-
dreds of parrots are being trained there and
taught the art of speaking. Several methods are
resorted to by the teachers, one of which is to
delegate their functions to an already trained
bird which is made to teach the others. Then
there are phonographs in abundance, one of
which is generally placed in a room with a par-
rot and made to repeat the same words for hours
at a time. Nearly every morning persons carry-
ing cages are to be seen wending their way to-
ward the new school, from which they generally
claim the pupils at night. The institution is
such a success that the building is now to be
enlarged.

THE VALUE OF COURAGE

To a Salesman Cannot be Over-Estimated — This
Courage, However, Must be Based Upon
Knowledge of the Goods Handled, and Should
be Backed by Hearty Support of the House.

Perhaps the one thing above all others which
a salesman most needs is courage. He abso-
lutely must possess some measure of "fighting
spirit." If a man is easily set aside from his
purpose, if he can be easily depressed by re-
verses, he will rarely make a successful sales-
man. Whatever method the sales manager has
for determining whether a new man will be
successful or not, he simply must keep "quitters"
off his force if he would save his firm a heavy
source of unnecessary expense.

Beyond question the salesman's chances of
success depend largely upon the backing he re-
ceives from his house.

When a new man starts out on the road, he
is Tery apt to get discouraged after going for
some time without taking orders; and should he,
while in this state of mind, receive a letter from
the house to the effect that he will be fired if he
does not quickly get better results, the chances
are that his salesmanship will rapidly deteriorate
and he will go all to pieces.

"We simply will not let a man 'fall down,' "
observed the salesmanager of one of the very
biggest specialty houses in the country, saj's
"Salesmanship." "If he goes out for orders the
first few days or weeks and comes back looking
'blue' because he has not been so successful as
he expected, we cheer him up by asserting that
he can succeed, and urge him to renewed effort.
That explains why we have so few failures."

LEEMING DISCUSSES FREIGHT MATTERS.

H. T. Leeming, traffic manager for the Na-
tional Phonograph Co., returned 'Slay 21 from
Chicago, where he addressed the Transcontinen-
tal Freight Bureau in favor of the old rate of
52.50 a hundred to north Pacific points on talk-
ing machines and horns. Mr. Leeming brings
back the report that shippers of the country are
organizing to oppose the proposed general ad-
vance of freight rates, and will undoubtedly pre-
sent a solid front on this important matter.

MAY TAX "TALKERS" IN GERMANY.

In order to help fill the coffers of the_ German
Empire it has been suggested by one high in
authority that a talking machine tax be inaugu-
rated in an endeavor to meet the deficiency at

least in part.

Mr. Z)ea/er;-Something for Nothing

A SEARCHLIGHT IZ'n FOLDING HORN, Value $5

Send us an order for 150 AU-Tones connections for Cylinder machines at S7.13 or one dozen All-Tones
for Victor at $3.60 per dozen and we will ship you a Searchlight Knock-Down Folding Horn for either
Victor or Cylinder machines. The only condition is, cash with order, S7.13 or S3. 60. This offer is only good
for one month and the number of horns are limited — first come, first served — money returned if too late.

Mr. Dea/er:-" ALL-TONES" Gets the Money

Every owner of a machine buys All-Xones for the Victor ; the most wonderful attachment that was ever
put on a talking machine. Retails, nickel-plated, 30c.; Gold-plated,
$1.00; packed eleven nickel-plate and one gold-plate in box. Price
to you. Mr. Dealer. $3.60 per box; send US the price and we will
send them, prepaid, by mail or express.

ii

rau-iit ri-iidiiig.

Oliver's All=Tones"

NEWARK, N. J., U. S. A.

r.V.TENT PENDING.
.Ml-Toncs for all cylinder iiineliines. .\
combination rubber coonection and perfect
modifier. $4.76 per hundred by mail, en
rccfift of fricf.

THE TALKING MACfflNE WORLD.

15

AN ANTIDOTE FOR HARD TIMES.

A Philadelphia Jobber's Views on the Subject
Which Will Prove Beneficial to Dealers Who
Are Suffering from the Present Depression in
Business.

I stopped in to see one of Philadelphia's lead-
ing jobbers the other day in the interest of The
World, and found him in earnest conversation
with a skeptical customer. The question under
discussion was, "Hard Times and How to Com-
pete with Them to the Best Advantage." My
friend, the jobber, was just warming up to the
subject as I entered his sanctum.

"Hello, Middleton; you're just in time! Sit
down and keep quiet, and you will hear some-
thing to your advantage," was his cordial greet-
ing which he followed with a cigar and an in-
troduction to his customer — a Lancaster avenue
retailer.

"Yes, I'll admit times are hard. I guess
nobody has nerve enough to deny that," he con-
tinued, turning again to his subject which my
appearance had interrupted, "but the thing for
the 'talker' man to do is to devise some means
of conducting his business that will keep it going
moderately and safely until the financial strin-
gency is over and things jump back to normal
again."

"Of course, we all know that," broke in the
retailer, sarcastically, "but how is it to be done?"
"My dear boy, that's just what I'm going to

AN IDEAL 'JOY FOI; CHIIDEEN.

tell you if you will be patient enough to listen.
Smoke another cigar and hear me out. If I don't
convince you I'll treat."

The retailer smiled grimly and replied: "I'm
from Missouri."

The jobber nodded and plunged directly into
the heart of the question at issue somewhat as
follows:

"When times are dull it is essential that every
customer that comes into your store should be
induced to make a purchase, no matter how
small. You need his money more now than you
will when prosperity returns, so you must adopt
some method of getting it.

"I believe one of the easiest ways to capture
trade at the present time is by having on sale,
in addition to your standard lines of talking ma-
chines and supplies, some attractive novelties,
such as post cards, cheap 'talkers,' razors, elec-
trical sundries, etc. As set forth in The World
last month, post cards are a winning proposition,
and you would be surprised, gentlemen, if I were
to tell you of the number of souvenir postals talk-
ing machine dealers are selling this summer.
When a customer calls to look over your stock
of cards you should always make it a point to
play some attractive record for his benefit. He
will be interested, and if the selection catches his
fancy and he has a machine at home or knows
a friend who owns one it will mean a sale. You
should have your window dressed with a catchy
assortment of cards, too, as that will draw peo-
ple to you who would not come simply for talk-
ing machines or records.

"Now, regarding the cheap 'talker.' That is a
line which is especially adapted to the present
condition of affairs and should be pushed vigor-
ously. There are a great many people in this
city to-day who cannot afford to buy the ma-
chine they would like to own, or, perhaps, had
even intended to purchase before the depression
in business came, who do not care to burden
themselves with an instalment proposition for
fear of not being able to meet the necessary finan-
cial obligations in connection with the same, but
if acquainted with the fact that they can buy a
real 'talker' for $10, $5, or even $2, would be will-
ing to part with that amount for the sake of the

keen enjoyment to be received in return. The
cheap 'talker,' in conjunction with indestructible
records, makes an ideal toy for children, as it
entertains them with the very things they like
best — bands, songs and funny stories, with an
occasional nursery rhyme by way of variety, and
if you explain this in a carefully prepared ad-
vertisement, emphasizing the fact that the dan-
ger of breaking records is now eliminated by the
new process used in construction, you will add to
your business very materially."

"You have 'made good,' all right, and the
drinks are on me!" exclaimed the retailer, en-
thusiastically, as the jobber finished, "come on
boys." Howard Taylor Middletox.

THE WILLIAM J^BRYAN RECORDS.

Their Announcement Causes a Sensational
Stir — Heavy Advance Orders Indicate That
They Will Greatly Relieve Trade Dulness.

The National Phonograph Co. succeeded in
making the biggest kind of a ten-strike when
they secured the ten Edison records by William
Jennings Bryan. Their enterprise has received
nothing but words of praise, and has been wide-
ly commented on as one of the cleverest business
strokes in the annals of the phonograph trade.

The keynote of the advertising matter which
is going out on the Bryan records is that they
are just the needed tonic for business. Evi-
dently the Edison jobbers are heartily in sympa-
thy with this view if their advance orders are to
be taken as a criterion. We understand that job-
ters' advance orders are 50 per cent, ahead of
advance orders on any set of Edison records put
cut in the past.

When this information was obtained on May
29 only about half the jobbers had been heard
from, but these had taken over about 75 per
cent, of the entire first lot. This is considered
quite a remarkable showing as no advance sam-
ples were sent out and jobbers' orders were based
entirely on the great prominence and popularity
of Bryan and the assurance by the National
Phonograph Co. that the records are first class
mechanically.

A number of jobbers have written congratu-
latory letters to the sales department, the fol-
lowing from a prominent western distributer
1 effecting the general tone: "We beg to inclose
our order for our distinguished citizen's records.
We are glad to hear that you are getting these
out and certainly believe they will be a tonic to
the present trade dulness. We believe you will
find that reorders will be far larger than initial
orders."

Edison dealers should make the most of the
advertising possibilities of the Bryan records.
The chief advantage of telling the public that
the Bryan records are out and can be heard in
the dealer's store will turn out to be that many
who have held off so far will be influenced to in-
vest in phonographs at once. That record sales
will be greatly stimulated by advertising goes
without saying.

Really it looks like a golden opportunity to
stir things up. As many jobbers requested that
part of their shipments be forwarded by express,
the National Phonograph Co., with characteristic
fairness, issued a bulletin to their jobbers ex-
plaining the situation and giving all a chance to
get all or a part of their orders by express.

Jobbers' shipments of the Bryan records began
June 5 to more remote points and all of the first
orders have been cleared up with the usual speed.

ABSORB TAYLOR BROS. BUSINESS.

Southwestern Talking Machine Co. Incorpor-
ated With Capital of $25,000 and Will Con-
duct the Business of Taylor Bros.

(Special to The Talking Machine World.)

Houston, Tex., April 1, 1908.

The Southwestern Talking Machine Co. have
absorbed the firm of Taylor Bros., formerly deal-
ers in talking machines, records and supplies in
this city, and have incorporated under the laws
of the State of Texas for $25,000 and will hence-
forward be jobbers and distributers of the Zono-
phone, talking machines, records and supplies, as
well as conducting the retail establishment of
Taylor Bros., handling a full line of talking ma-
chines, Zonophones, Victor and Edison machine
supplies. The officers of this company are as
follows: President, E. E. Taylor; vice-president,
F. C. Taylor; secretary-treasurer, M. A. Gimble.

F. C. Taylor will assume the duties of gen-
eral manager and M. A. Gimble, sales manager.
The offices of this company for the present are
at 1007 Capitol avenue.

ASSOCIATIONS IN GERMANY.

The wholesale talking machine dealers of Ger-
many have formed an association of their own
along the lines of those organizations of manu-
facturers and retailers. This makes three dis-
tinct associations in the trade in that country,
and as our esteemed contemporary, "Die Sprech-
maschine," aptly states, it would be well for the
members of the German talking machine trade
to form an association of associations, with a
view to duly acknowledge the world renowned
German association mania.

NOTICE

TO MICHIGAN DEALERS:

We control the sale in Michigan of the popular "Indestructible
Records. ' '

Here is a Record you can kick from " Dan to Beersheba "
without injury. Naturally it is a quick seller. Strong in tone-
very musical.

We have a large line, embracing all the selections put out,
and can fill all orders "Johnny-on-the-spot." If you haven't the
'''Indestructible Records" in stock, you ought to have them sure.

We are having a nice demand on Record Cabinets. Have
you had our latest quotations? If not, the fault is yours, not ours.
Let us hear from you.

AMERICAN PHONOGRAPH CO.

EDISON JOBBERS FOR MICHIGAN

106 WOODWARD AVE., DETROIT, MICH.

16

THE TALKING MACHINE WORLD.

Do You Desire to Improve Your

Summer Trade?

Quite naturally you will replylin the affirmative
Then the matter is up to us to show you how

/IT If you have something novel in your show window — something
^ I out of the ordinary — does it not reasonably follow that business will
come your way? The American people are never tired of manifest-
ing interest in novel products and THE REGINAPHONE has won
thousands of admirers all over the country because it is a novel creation.
It is a "Two-in-one" proposition. In other words it is a music box
and talking machine . combined in a single instrument. If you wish a
music box, or better the Queen of music boxes, the Regina, you have
it. If you wish a first-class talking machine you can have it in the
same breath, with the best motor mechanism ever made. In other
words we offer you two complete instruments at but a trifle above the
cost of one. The price will not simply limit your trade to people of
great means. THE REGINAPHONE is a good seller. It is a
money maker. It is a business getter.

/TT Now, if you are going to attend the Talking Machine Convention
^ I at Atlantic City next month try and make it a point to call at the
Regina home and you can meet the various members of the Regina
family. They are an interesting lot and every one is a selling force.

Don' t wait for the Convention time, but write now. We will be
very glad to take up the matter of representation with you.

Manufacturers of Regina Music Boxes, Reginaphones, Reginapianos, Regina Chime Clocks, Sublima
Pianos, Automatic Talkinfj Machines and Coin Operated Instruments, Distributors
of Victor Talking Machines and Edison Phonographs and Records

Main Office and Factory, RAHWAY, N. J.

Broadway and 17th Street, New York 259 Wabash Avenue, Chicago

0

THE TALKING MACfflNE WORLD.

FROM THE RETAILER'S STANDPOINT.

Theo. Arison Writes a Reply to Mr. Blackman's
Interesting Letter — Says tlie Retailer Is Suf-
fering from Price Cutting and That TFiis Evil
Is Hurting the Business.

52 West 116th Street, N. Y., May 31, 1908.
Editor Talking Machine World.

Dear Sir: — I have read with great interest Mr.
Blackman's article, "Effects of Trade Depres-
sion," in your last issue. I was glad to learn
that the talking machine industry is not as bad
as some people "who condemn this industry at
present" pretend it to be. In fact, according to
that article, we are in clover. And it is all
owing to "protection." Owing to the "restricted
prices" we still make good profits. And where
would we be if we were not surrounded by that
"cloak of protection!"

Well, I am no sport, but I am willing to wager
Mr. Blackman a box of Havanas that I will
take him down to some sections of New York
City where his much lauded "restricted price"
is practically unknown; where talking machines
and records are sold at from 20 to 33 per cent,
below list price; where those who pay full price
are classed as "guys" or "farmers," and where
there is not a single exception to this rule.

Were Mr. Blackman a retailer he would know
that his supposition as to what would have be-
come of the talking machine industry if it were
cut loose from the price-restriction has largely
taken place. He would know in what a sorry
plight a dealer finds himself when he has to rely
upon "guys" and "farmers" to buy from him.
Why hide the facts that are staring everybody
in the face? It does nobody any good.

The retail dealer is suffering not so much from
the business depression as from the price cutting.
It is this evil that is eating its way Into the very
life of our business and paralyzes it. This is
the enemy that has to be attacked and conquered,
and the World would do well to open its col-
umns for a discussion of same. The putting of
the dishonest dealer under cash bond amounts
to nothing, as experience has taught everyone
who is interested in the subject. A strong
pamphlet would do some good; personal per-
suasion more so. After all, there are not many
professional price-cutters — ^their neighbors are
simply compelled to either do likewise or go to
the wall. These professionals have to be weeded
out relentlessly, and everything should be done
to keep the others away from that self-destroy-
ing practice.

The "cloak of protection" is full of holes and
is hardly serviceable. We need a new one
badly. Theo. Arison.

MULTIPHONE STOCKHOLDERS

Organize a Protective Organization in an Ef-
fort to Save Company's Assets.

The stockholders of the Multiphone Operating
Co. and Western Multiphone Co., organized by
E. J. Selley and his associates to operate the
phonographs manufactured by the Multiphone
Co., have formed a protective organization to
prevent those companies from going under as
the result of the receivership proceedings against
the Multiphone Co. Nearly 300 of the stockhold-
ers from all over the country met last week at
the office of House, Grossman & Vorhaus, counsel
for the protective organization, and appointed a
committee of nine to reorganize the two com-
panies. More than 100 of the stockholders pres-
ent were women, some of whom had invested
between $3,000 and $4,000 in the companies on
the strength of the 1 per cent, dividends that
were paid for eighteen months.

Abner S. Werblin, of the law firm, who got
the stockholders together, assured them that the
plans for the reorganization of the companies
included the elimination of Wilbur C. Brown,
president, and William H. Pritchard, secretary
and treasurer of the operating and Western
Multiphone companies. Pritchard was the presi-
dent and Brown the treasurer of the Multiphone

Co. when it went into the hands of a receiver.
Pritchard was Selley's associate in the organiza-
tion of the three companies, but when he learned
of Selley's history he insisted that Selley leave
the company, which he did. When Selley left be
took 2,500 shares of Multiphone Operating stock
and notes against the company for $22,000.

Mr. Werblin announced that Selley had con-
sented to give up both the stock and the notes,
and said that both had been destroyed. Both
Pritchard and Brown attended the stockholders'
meeting and signified their willingness to an-
swer questions from the stockholders, but no
questions were put to them.

Peter Zucker, counsel for Jesse Watson, re-
ceiver of the Multiphone Co., told the stockhold-
ers that the receiver would not dispose of the
assets of the company, which include a well-
equipped plant in Vandam street for the manu-
facture of Multiphones, if he could be assured that
the reorganization plan would be successful. He
said that if It became necessary for the factory
and machinery to be sold to pay the creditors
of the company, the operating company and the
Western Multiphone Co. could buy no new ma-
chines. He said that the receiver had not turned
the company's books over to an accountant be-
cause he didn't want to put additional costs on
the stockholders. Mr. Zucker said he believed
that if the operating companies were put in the
hands of an efficient management and dividends
delayed until the earnings justify them, the com-
panies would be able to get on their feet again.

It is said that more than $1,000,000 had been
put into stock of the two companies by thousands
of investors. The Western Multiphone stock went
for $2.50 a share and the Multiphone Operating
stock sold all the way from $2.50 to $10.

SATISFACTION AND PROGRESS.

Some Philosophising Which Shows How Suc-
cess Is Won — Some Value in the "Kicker"
After All — Doesn't Pay to Hold a Poor
Opinion of Oneself or One's Capabilities —
Self-Reliance Worth Cultivating.

The fact that the human race is always (Ms-
satisfied has been Its salvation, and the same
thing applies to that part of the race engaged in
the talking machine business. Everlasting im-
provement is what we are after, and no sooner
has one goal been reached than a longer vision
and a wiser head spies out another to be won.
Thus the wide-awake inventor, manufacturer,
jobber or retailer is never satisfied with things
as they are — improvement is the cry all the
time.

IT

Men are limitless in their powers. It is the
fear of failure or self-distrust that blights their
destiny, and next to ignorance this fear is man's
worst enemy.

The illustrious of history would have died
unknown had they believed that their powers
were limited to the achievements of a mediocre
life. They may not have believed at the begin-
ning what the end would be, but step by step,
fortified by self-reliance, they moved forward
and always found within themselves the neces-
sary powers.

It is the feeling of capability to surmount all
obstacles that puts men in high places, and a
lack of it keeps them down. What, we need is
more of that courage which will declare with
Napoleon, "There shall be no Alps," because our
boundless powers will level them.

A recent writer, eulogizing self-reliance, de-
clares "It is a quality in a man's character
which calls forth the admiration of his fellows.
It is no pompousness, no conceit, no supercilious
or patronizing air toward the rest of humanity;
it is a healthy, manly consciousness of power
directed toward a definite and noble end, which
inspires others with respect and enables the
possessor to accomplish great and difficult ends."

Without it a man in these days might as well
have a millstone tied about his neck and be cast
into the sea — so far, at least, as business success
is concerned.

ELYEA-AUSTELL CO. INCORPOEATED.

The Elyea-Austell Co., Atlanta, Ga.,, have been
incorporated with a capital stock of $60,000 for
the purpose of engaging in the sale of sporting
goods, talking machines and bicycles. The di-
rectors are: C. L. Elyea, Alfred Austell and
W. C. Warren. It is the Intention of the com-
pany tO' increase their capital to $100,000 as soon
as the business warrants it. .

PROFITS FOR PIANO DEALERS.

To show piano dealers what they can accom-
plish with the Edison phonograph as a side line
the National Phonograph Co. refer to a long list
of piano and music firms that are finding the
Edison goods highly profitable. They quote one
western piano firm as saying that during the past
year their Edison phonograph and record sales
doubled their piano business. Another produces
figures to show that he sells ten phonographs to
one piano, and while the net amounts of busi-
ness are equal the phonograph sales net a much
larger Income by the month, to say nothing of
record sales.

Thorn Needles

Are pointed perfections for disc machines. Once tried always used. THoy ane mak-
ing a record because they make records last. To dealers $2.00
Pe*! **g"safM#, Retail 20 cents per package of SO, THORN NEEDLE

HOLDERS solve the situation. They sell faster than Metropolitan Opera Tickets at 50 cents

Price to Dealers 15 cents eachm Retail 25 cents eaclt

JL

Send for sample. "You have tried the rest now try the best."

To Dealers 30 cents per can. Retail 50 cents per can

eJENKIIVS' FOLDING RECORD

(For Cylinder Records)- '-■ ■ <>„,:j

BOX

■No Tying. Satisfaction Spells Success.

Saves time. Pleases Customers. No Wrapping
No dealer can afford to be without it.

Uo. 3 For Holding 3 Edison Records, $1.1 0 Per Hundred
Mo. B For Holding S Edison Records, 1.SO Per Hundred
No. IS For Holding 12 Edison Records, 2.2 S Per Hundred
One Hundred of Each SIxe Costs You Only $4.75

Order Sample Lot. Shipped Knocked Down

J. W. JENKINS' SONS MUSIC CO.

LARGEST TALKING MACHINE DISTRIBUTORS WEST OF THE MISSISSIPPI

KANSA.S CITY, MO.

18

THE TALKING MACHIKE WORLD.

]y/[J^^ JOBBERl Have you investigated the merits of our Needles? Don't you know that

Needles is one of the most important features of the Talking Machine

business? Don't delay; get our samples and prices at once. Don't wait until the last moment.
GET IN LINE.

UiA'^tS BOX CONTAINS

MADE OF THE, BEST
EUROPEEN MATERIAU

PUT UP rN ENVELOPES -IC

» THlSENVtl.0PEC0NTA,H5 ^

300 STAR NEEDLES

HIGHLY REFINED AND • •
• • UNSURPASSED IN qUALITY.

PUT UP IN ENVEUOPES O N U Y .

TALKING MACHINE SUPPLY COMPANY

400 Fifth Avenge, New York

THE TALKING MACHINE WORLD.

19

NEWS FROM SAINTLY CITY.

Business Improves — St. Louis Tall<ing Maciilne
Co.'s Concerts Attract — O. O. Dice Joins
Tlieir Forces — Dictaplione Co. Open Offices —
Owen With Houck Co. — Koerber-Brenner
Co.'s Good Report — Tine Situation Analyzed.

(Special to The Talking Machine World.)

St. Louis, Mo., June 9, 1908.
Trade for the montli of May and early Juue
has been generally more satisfactory than it was
for April. There has been a good sale of rec-
ords, and there Is a more satisfied feeling among
the dealers.

Manager O. A. Gressing, of the St. Louis Talk-
ing Machine Co., recently made a ten days' trip
up the river to Davenport, la., and also visiting
Milwaukee and Chicago. He found the dealers
quite active, and reports an improvement in
trade conditions.

The St. Louis Talking Machine Co. have just
concluded alterations on their stock floor that
will greatly facilitate their filling of orders and
making their distributing quarters one of the
most complete in the country.

L. A. Cummins, traveler for this concern, has
just returned from a trip through southeast Mis-
souri, and reports business rather quiet owing to
the heavy rains in that locality, which are re-
ported to have been the most damaging on record
in those parts.

The St. Louis Talking Machine Co.. recently
started an innovation at their retail store by giv-
ing a concert each day from 12 to 2 to the busi-
ness men. It has proven a decided success, and
each day there is a large attendance. It has a
good effect on sales, and the concerts will be con-
tinued indefinitely.

O. O, Dice, a former piano ambassador, thor-
oughly conversant and familiar with the talking
machine business, has accepted a position as trav-
eling representative for the St. Louis Talking
Machine Co. Mr. Dice is strong personally and
popular with the trade, and will undoubtedly
prove a very valuable addition to this company's
staff.

A. L. Owen, well and favorably known, who
has been connected with the St. Louis Talking
Machine Co. for some time, has become manager
of the wholesale and retail talking machine de-
partment of the 0. K. Houck Piano Co. at Mem-
phis, Tenn.

Manager E. B. Walthall, of the Columbia Phono-
graph Co., reports that their business for May
was better than that of April, and that condi-
tions are improving. He states that there is
more of a live interest illustrated among pros-
pective buyers than there has been, and this is
all good for the trade.

The Dictophone Co., who now have control of
the commercial part of the Columbia Phono-
graph Co. as selling agents, have opened an of-
fice here in the same store with the Columbia
Phonograph Co., with Geo. Murray, late of New
York but formerly manager of the commercial
department of the Columbia Phonograph Co.,
Seattle, Wash., as manager.

S. C. Woodward, formerly with the Columbia
Phonograph Co., has again accepted a position as
city salesman with the same company.

W. C. Fuhri, western district manager of the
Columbia Phonograph Co., spent one day here
recently on his way home from Little Rock, Ark.,
where he had been to attend the banquet given
by the Hollenberg Music Co., of Little Rock,
Ark., state agents for the Columbia Phonograph
Co., to the Columbia dealers of the state at the
Hotel Marion, Thursday night. May 22.

Mr. Whitcomb, president of the Dictaphone Co.,
of Pittsburg, spent a day here recently, looking
after the interests of his concern.

The Thiebes-Stierlin Music Co. report having
had a good month's business in their talking ma-
chine department. Manager S. R. Brewer, of this
department, was called home recently to Terre
Haute, Ind., on account of the sickness of his
mother. At this writing he is still there.

D. K. Myers, the well-known Zon-o-phone job-
ber, reports a good improvement in his trade
and that his record business is especially good.

The Koerber-Brenner Music Co. report that
their talking machine trade has been good, con-
sidering the season of the year.

The Conroy Piano Co. report that trade in
their talking machine department has been fair,
with an improving tendency. J. J. Clegg, now
representing this concern, is on a three weeks'
trip through the West.

A. Haas, formerly with the Koerber-Brenner
Music Co., is now with the Silverstone Talking
Machine Co., and is on a trip through Illinois.

INTERNATIONAL COPYRIGHT

Discussed at Publishers' Congress Which Met
in Madrid, Spain — Matters of Interest Up for
Consideration — Chat With Mr. Putnam.

A cable from Madrid, Spain, of May 30, says;
The Publishers' Congress adopted a resolution
to-day expressing the wish that the October con-
vention at Berlin, Germany, which is to revise
the Berne convention, should consider the aboli-
tion of all formalities for the guarantee of musi-
cal copyright, and consider other desiderata for
the protection of composers. The delegates
agreed to urge their respective governments to
take similar action.

A proposal was made to appoint an interna-
tional commission to devise means to prevent
music piracy in Canada and South America. A
letter was read from G. N. Putnam, of G. P.
Putnam & Sons, book publishers of New York,
who was prevented from attending the congress,
in which he recounted his efforts to insure the
protection of authors in the United States and
announcing the introduction in the American
Congress of five bills dealing with copyright.

When Mr. Putnam was called upon by The
World, he said: "I have been a delegate to
these conventions since they have met, with the
exception of the present one. The first was held
in Paris, then Brussels, followed by that In Milan,
Italy, and the present one in Madrid. Unfortu-
nately I could not attend the latter. I made a
report, however, in which I simply recited what
had taken place here before the Patents Com-
mittees of the Senate and House, and so far as
the musical sections were concerned inclosed
copies of them. Out of one hundred odd sections
but eight have been in dispute. We would have
secured the passage of a bill if the opposition
had not been so bitter among the music com-
posers and publishers and the mechanical instru-
ment manufacturers. The composers have finally
surrendered their so-called exclusive claims as a
compromise and Congressman Sulzer, in the last
measure framed, which, by the way, is the sixth
bill, has incorporated this idea; that is to say,
he incorporates the plan of using royalty stamps
that are to be supplied by the writers or copy-
right owners of musical compositions. This is
the final, and I believe a very satisfactory ar-
rangement, and during the recess or before the
next meeting in Congress the six proposed bills
will be welded into a harmonious whole and be
enacted. The music recommendations at the
Madrid convention will be framed by Tito
Ricordi, the famous publisher of Milan; and I
may add this portion of their work is in very
capable hands, as he is a very able man, thor-
oughly conversant with the subject and of the
situation the world over."

ALLEGROPHONE CO. INCORPORATED.

The National Allegrophone Co., Boston, Mass.,
have incorporated wth a capital stock of $25,000
to engage in the manufacture of talking ma-
chines. Directors: A. Neyhart and J. R. Ma-
comber.

The talking machine men who have achieved
success are the men who have worked, read and
thought more than was absolutely necessary —
who have not been content with knowledge suffi-
cient for the present need, but who have sought
additional knowledge and stored it away for the
emergency reserve. It is the superfluous labor
that equips a man for everything that counts
most in life,

(TTYOUR SATIS-
^1 FACTION comes
FIRST— or OURS
NOT AT ALL.

We are not satis-
fied unless we give
our patrons better serv-
ice; goods in absolute
factory condition;
and WHAT they
W A NT WHEN
they WANT it.

|T[ We are proving the
unusual merits of
our PERFECT SER-
VICE to hundreds of
new dealers.

(jr COM PARISON

is the strongest ar-
gument in our favor.

/}[ Don't 'wonder if
it's so." Convince
yourself by sending us
your order.

With pleasure at
your service.

St. Louis Talking Machine Co.

MILI,S BUILDING

7th & St. Charles Streets
ST. LOUIS, MO.

Exclusively VICTOR Distributors

20

THE TALKING MACHINE WORLD.

JACK LONDON'S GREAT CRUISE WITH THE VICTOR

The Great Novelist in His Tour Around the World Makes Himself Popular With Semi-Civilized
Tribes Through the Medium of the Victor and Thereby Obtains Valuable Information for
the Story of His Travels.

With the rapid approach of the vacation sea.
son the thoughts of most men turn to trips to
mountain camps, canoe journeys on river and
lake, or yachting excursions far from the tur-
moil of the busy cities, where nature can he
enjoyed in as near her
primeval state as pos-
sible.

The clear days are
to be crowded with
the pleasures of sum-
mer— fishing, tramp-
ing or other outdoor
sports — but how about
the nights and the
days when inclement
weather makes the
shelter of the roof de-
sirable? Reading may
occupy the Individ-
ual's attention for a
period, while cards
may entertain a party;
but both grow wearl
some and uninterest
ing If prolonged. Then
what is there to re-
lieve the monotony?
It's the wise man who
suggests the talking
machine for just such
occasions.

A great number of
vacationists have al-
ready discovered the
value of the "talker"
as a companion, and
especially in the wild

country one may hear on summer evenings its
melody reaching over mountain, lake and river
as though to cheer all within hearing distance.
Dealers report a regular trade in vacation out-
fits, often running into hundreds in price.

Explorers from the Arctic to the tropics have
long ago realized the cheering influence of the
talking machine as a companion and its value as
a means of Influencing the friendship of strange
peoples met in their travels. Those under the
spell of the "wanderlust" have also adopted it
as a means of breaking the monotony of their
hours of inactivity. One of the most interest-

ing stories of the value of the talker in making
long journeys enjoyable is told of that well-
known character. Jack London.

Everybody is familiar with the name of Jack
London, novelist and magazine writer, and many

and keep it going from early morn to late at
night — with a rest now and then, of course. You
are doing great things. I wish we could hear
Die Meistersinger' and the Sextette from 'Lucia,'
with the big singers."

Aside from the pleasure that he derives from
the Victor, Mr. London finds it useful in facili-
tating his Intercourse with the natives of semi-
civilized 'countries. It has a charm that they
are unable to resist, and although they seem
awed when hearing it for the first time, this

of us have been fascinated by his book, "The
Call of the Wild," and other tales that take us
right to the heart of nature. Jack London Is
probably the most realistic writer of the day.
He is a lover of everything that speaks of nature
and the realities of life. Consequently there may
be something significant in the fact that the
famous author-traveler always carries the Victor
along with him on his various rambles and tours.
Mr. London delights in penetrating the wilds
and getting close to nature, and whether in
camp, cabin or on board ship he and the Victor
are Inseparable companions. At the present time
ilr. London, accompanied by his wife, is sailing
around the world in the "Snark," a small
schooner remodeled into a comfortable cruising
craft. Conspicuous In the equipment of the
"Snark" is a Victor. That the Victor has proven
Itself an indispensable entertainer, helping to
while away many long hours of the cruise. Is evi-
denced by a letter from Mrs. London, addressed
to the Victor company. Mrs. London says:
"The Victor is a joy. We simply revel In It

ANDREWS TALKING MACHINE
— SUPPLY HOUSE — =

Credits itself witli being the (|uickest and most prompt ship-
per of all orders on this line — making no distinction on size
of order, as our stock is large and complete.

GENERAL DISTRIBUTERS FOR

EDISON and VICTOR MACHINES

and RECORDS

" COMPLETE STOCK OF

RECORD CABINETS, HORNS and Accessories

A Trial Order Will Convince

SYRACUSE, N. V. W. D. ANDREWS BUFFAIO. N. Y.

NATIVE Ht'LA-HULA D.IXCE TO VICIOK MUSIC.

feeling soon gives way to interest and admira-
tion. In this manner Mr. London has been able
to make friends with some of the most obscure
aborigines of the South Sea Islands, and as a
I'esult is giving to the world a number of in-
teresting accounts of peoples whose manners and
customs have never before been accurately de-
scribed.

The natives in the accompanying illustrations
are Inhabitants of Talohae, Nuka-hlva, Marquesas
Islands. One picture shows four stalwart natives
squatting on the ground listening to the Victor.
In the other they are shown going through their
native hula-hula dance to the tune of a popular
1 wo-step.

In Mr. London's case the Victor is serving a
double purpose — assisting him in his profession,
and at the same time providing the best of en-
tertainment during a long sea voyage. Of course
everybody doesn't go to the ends of the earth,
like Mr. London, but there are thousands of peo-
ple who would buy a Victor in a minute for
yachting cruises and other trips if they realized,
like IMr. London, what a splendid entertainer and
companion It Is.

NEW CADILLAC CATALOG.

The Cadillac Cabinet Co.'s spring catalog of
music cabinet ware is out. It shows a very su-
perior lint^ of record cabinets for disc and cylin-
der records, sheet music, automatic player roll
cabinets and piano benches. Business on this
branch of their business has kept up nicely, and
the present catalog, together with the new set
of jolilHMs' piices on record cabinets, will tend
to Increase tlieir business.

BUSINESS STEADILY BETTEEING.

Business wiili ilie Victor Distributing* Export
Co.. Now York, for the month of May exceeded
dial 1)1' .\pril by a very handsome percentage.
The .Juno trade lias opened up fine for them.

THE TALKING MACHINE WORLD.

21

3EIE

Talking Machine
Jobbers

Hear Ye! Hear Ye! Hear Ye!

^ Prepare now for Atlantic City!
Be sure and join the throng.

^ The National Association of
Talking Machine Jobbers will gather
there on July 6th and 7 th. Special
rates have been obtained and the members
of the trade should take advantage of this
opportunity to visit this famous resort.

^ Matters of vital importance affecting the
trade will be brought up at the Association
meetings.

^ If you are a talking machine jobber you
should lend your support to this organiza-
tion, which is founded for the good of the
industry, and to accomplish betterments
wherever possible. Join — you'll not re-
gret it.

^ Do not delay — be with the jobbers who
will journey to Atlantic City and discuss
broadly the talking machine situation in this
country. The cause is a good one. Do
not miss this convention. Hotel Chalfonte
will be headquarters of the talking machine
men, and special rates have been secured.

^ Full particulars and all information con-
cerning the convention will be cheerfully
furnished by addressing Perry B. Whitsit,
secretary the National Association Talking
Machine Jobbers, 213 South High Street,
Columbus, Ohio.

22

THE TALKING MACHINE WORLD.

MAGNIFYING RECORD VIBRATIONS

An Ingenious Machine Invented by Dr. Scrip
ture, of Wasliington, Worthy of Study.

If you ever have an opportunity to examine
closely a phonograph record under a powerful
microscope you will he surprised hy the great
variations there are in the depth, width and con-
tour of the continuous spiral channel with which
the face of the re?ord is covered. These varia-

tions, as everybody understands, ai'e simply re-
corded vibrations of different sounds to which
the record was subjected in the making.

To the naked eye all records look alilte. Un-
der the microscope it is almost possible for an
expert to "read" them. At least he can readily
distinguish between a brass band selection and
a monologue.

Prof. E. W. Scripture, of Washington, D. C,
recently devised an ingenious machine for repro-
ducing and magnifying phonograph record vibra-
tions, and with this he has succeeded in obtain-
ing many excellent and interesting results. One
of these is reproduced on this page in the form
of a record of a part of a speech made by Chauu-
cey M. Depew. The long, stringy and wavering
lines are an exact record of the sound vibrations
Mr. Depew's voice projected when he said:
'"Without regard to race or creed I can "

HELPING DEALERS' PUBLICITY.

An Excellent Plan Adopted by the National
Phonograph Co. to Promote Dealers' Interest.

To begin with, the National Phonograph Co.
set their dealers a good example by advertising
on an immense scale so as to reach practically
three-fourths of the American reading public sev-
eral times each month. That shows plainly that
they have confidence in the results of advertis-
i-".g, and when they begin to talk advertising to
the dealer, he feels that what they say is the
direct outcome of their own experience.

At present tliis firm are getting up dandy
little newspaper ads. that they call "ready-made
ads." for their dealers' use. These are printed
aiontlily in the Edison Phonograph Monthly for
lealers to take their pick from. They can get,
free of all charge, electrotypes made from beauti-
ful artistic illustrations done by the highest-
priced New York artists, simply by asking for
them and agreeing to use them ii their papers.

The use of the ready-made ads. has become al-
most universal among the Edison dealers, and
they are thus sure of having about the best
looking advertisements in their papers.

In addition to the ready-made ads., which are
illustrated, the Edison advertising experts write
I number of other ads. and reading notices for
dealers' use on request. There is no question
about their being the greatest kind of a help to
the progressive dealer.

SUIT OVER PATENT RIGHTS.

O, S. Brumbach Sues V. M. Harris for $25,000
Damages Covering Patent Rights on
Processes for Making Phonograph Records —
Because of a Prior Option.

(Special to The Talking Macliine World. t

Toledo, O., June 8, 1908.

Five thousand dollars is the price which At-
torney Orville S. Brumback alleges he paid to
Variau M. Harris, of Chicago, for patent rights
upon processes for making phonograph records,
only to find that Attorney Herbert J. Chittenden
had a prior option to purchase the patents at any
time before next November. Brumback has
brought suit in common pleas court against
Harris for $25,000 damages.

The Tacoma Manufacturing Co.. a local in-
corporation now defunct, was first given an option
to purchase the patents for $2.5,000 cash and
$150,000 stock, according lo Brumback's petition.
The Tacoma Co. went into the hands of Receiver
L. C. Miller in January last, before it had per-
formed any of the purposes for which it was
organized, and its assets were sold to Chitten-
den.

In the latter part of February, Brumback al-

leges, Harris offered him the patents for $5,000,
assuring him that there was no incumbrance
upon them and that the only contract with the
Tacoma Co. was for the purchase of the patents
for $25,000 "within a reasonable time," upon
which the company had paid him $600. That
option had expired, Harris said, and he suggested
that if the company should want the patents
Brumback ought to be satisfied with the receipt
of $24,400.

Brumback says that Harris assured him that
.?40 per day net profit could be made out of a
plant costing $1,000 to establish and making
1,000 records per day. Harris promised to come
here and assist him in starting the plant, pro-
fessing to l;e an expert.

Brumback says he accepted the proposition and
within three days had made all the arrangements
to raise the capital and incorporate a company
for the manufacture of phonograph records.
Then he was informed by Chittenden that an-
other option, the existence of which, BrumbacK
alleges, had been concealed by Harris, had been
purchased by Chittenden among the assets of the
Tacoma Co.

This option, according to the petition, gives
Chittenden the right to purchase the patents at
any time before November next, and, Brumback
says, Chittenden told him that he expects to ex-
ercise the option and is now engaged in forming
a company in this city for the manufacture of
records on a large scale.

In connection with the petition Brumback filed
a motion for the attachment of money belonging
to Harris which the plaintiff believes is in the
porsession of the Security Savings Bank & Trust
Co.

ONLY THIRTY YEARS AGO.

A. D. 1908!

The thirtieth anniversary of the first appear-
ance in France of the most clever ventriloquist
tliat fair country had ever met with. He did not
need to have a collection of strange wooden-faced
creatures to aid him in his deception.

His only stage property was a small, unusual-
looking mechanical arrangement standing on a
table facing the distinguished audience in the
Academie des Sciences. Yet so perfectly did
this ventriloquist know his art that he was
willing to tell his audience that it was the me-
chanical arrangement that actually spoke the
words. Of course, such an important body of
scientific people were not supposed to believe in
such deception, and could not even let it pass
without a sound snubbing.

Some one of their members should speak, and
see then if this wonderful instrument could re-
peat the same words.

It did not do so!

The learned Academy could well afford to jeer,
but the jeering was short-lived, for the experi-
menter had not followed the persistent ventrilo-
quist's instructions!

He would show them again.

Yes! but let him work his speaking machine
under certain conditions so that his eager exam-
iners could have proof positive.

The conditions were accepted — with unqualified
success!

Some of them would try it themselves now; it
really seemed genuine.
It was genuine!

One after another of those talented members
of the Academic des Sciences listened to the re-
production of their own voices, and were at last
forced to believe that this patient ventriloquist
was their teacher, although but the agent of a
wonderful American who they were told had, on
account of the stylus of a telephone with which
he was expciimenting having pierced his finger
and drawn blood when the diaphragm vibrated
under the power of his voice — conceived the idea
thai vibrations which were strong enough to
cause the stylus to wound his finger, would also
mark on some flexible substance in lentations to
correspond with the undulations of a voice; and.
so, after he had bound up his finger, went di-
rectly lo work an<l made the truly wonderful
spciikiiis; niarliino. Eknest WicjtNlNCK,

The National Phonograph Co. are emphasizing
the value of local newspaper advertising in their
recent communications to dealers, and are offer-
ing to assist them in this connection and in a
most practical way.

The Ideal Fastener Co.

388 Pearl St., NEW YORK

THE TALKING MACHINE WORLD.

23

FROM OUR CHICAGO HEADQUARTERS

ROOM 806, NO. 156 WABASH AVENUE, E, E. P. VAN HARLINGEN, MANAGER.

Review of Trade Conditions — Dealers Are Buy-
ing Only as They Need Stock — Bryan Rec-
ords Are Stimulating Trade — Dillbahner Buys
Feinberg Interest in Western Talking Ma-
chine & Supply Co. — Dictaphone Co. Arrang-
ing Sale of Commercial Graphophone — The
"B. & H." Fiber Needle Growing in Popu-
larity— Fuhri Attends Little Rock Conven-
tion— Some Recent Visitors — Lyons in New
Quarters — McMenimen Handling Smith Line
— An Unique Letter — Parker with Standard
Co. — Why A. D. Geissler is Doubly Happy —
Gustave Babson on an Automobile Tour — F.
H. Silliman West — Lyon & Healy to Move
Talking Machine Department.

(Special to The Talking Machine World.)

Chicago, 111., June 9, 1908.
Jobbers generally report trade as quiet, al-
though by no means stagnant. Business in the
aggregate is of fairly satisfactory volume when
comparisons with boom years are omitted.
Dealers are ordering in a hand-to-mouth man-
ner, but no more so than merchants in more
staple lines. The general belief is that, while
business may be expected to show a little more
than the usual summer's dulness, a strong buy-
ing movement will commence in the fall. Trav-
elers, who have been on trips recently, report
that in many of the smaller towns business, es-
pecially in records, is excellent. The dealers
look for a good fall trade, even antedating the
election, and that they' generally speak of
crop prospects as having seldom been better at
this time. Local jobbers all placed very liberal
orders for the Wm. Jennings Bryan records by
the National Phonograph Co., and the orders re-
ceived from dealers have heen coming in thick
and fast. Everyone says that they promise to

constitute one of the biggest selling hits in the
history of the trade. Samples have been re-
ceived this week and stock is expected in Chi-
cago early next week. Your correspondent
listeired to two of the records, that on Immortal-
ity and one on the Labor Question, and can tes-
tify to their excellence as regards perfect repro-
duction and absolute distinctness of pronunci-
ation. Every word comes clear and perfectly
from the horn. It may not be generally known
that C. E. Goodwin, of Lyon & Healy, is largely
responsible for the issuance of these records.
He is a great admirer of Mr. Bryan, and both in
personal conversation with the Democratic
leader when he was in Chicago some time ago,
and by correspondence, ui ged the advantage of
making these records, and Mr. Bryan gladly
acquiesced. The Edison people quickly took the
matter up and sent a recording expert to Lin-
coln, and a series of ten records are the result.

Frank Dillbahner has bought the interest of
his former partner, B. Feinberg, in the West-
ern Talking Machine & Supply Co., with of-
fices at 6 Madison street. Mr. Dillbahner has
assumed all resources and liabilities of the old
firm, and will continue the business under the
same name, handling as usual a large stock of
general talking machine supplies for the benefit of
western jobbers. Mr. Dillbahner has made miny
friends in the talking machine trade since the
organization of the "Western Talking Machine
& Supply Co., a few years ago, and the business
under his capable management will no doubt
show a continuance of the steady growth which
has characterized it from the first.

Mr. Feinherg retires from the business to de-
vote himself to his new exclusive retail Victor
store, which was opened last month at 169
Michigan avenue, and of which mention has al-

icady been made. The Victor Talking Machine
Shop, as it is called, is one of the daintiest,
prettiest talking machine parlors imaginable.
The term "Voice Engravings" is used on the
window to describe the Victor records, accom-
panied by the names of the principal "Red
Seal" artists. The walls are beautifully dec-
orated, a mural painting showing an English
coasting scene attracting instant attention. Two
handsome mahogany booths of an extremely art-
istic design stand side by side immediately op-
posite the entrance. In front of them are dis-
played the various types of Victor machines,
Victrolas, and an Auxetophone. A uniformed
page attends the door and a special messenger
also uniformed is used to deliver records to the
homes of customers on request, either awaiting
their selection, or calling the next day. Al-
though realizing that it will take some time
to build up an exclusive high grade trade of
large dimensions, Mr. Feinberg has every reason
to be encouraged by the way the business is de-
veloping and looks forward to a busy time.

Charles C. Adams, of the Charles C. Adams
Co., Victor and Edison jobbers, of Peoria, 111.,
was a recent Chicago visit jr. Mr. Adams is not
only one of the best known and most enterprising
of the western jobbers, and has one of the best
equipped establishments to be found anywhere.

S. W. Carleton, who moved to Joliet from
West Madison street, a few months ago, has
decided that the west side of Chicago is the
place for him and has again opened a talking
machine store, at 1051 W. Lake street.

A. C. Whitcomb, president of the Dictaphone
Co. of America, which has taken over the ex-
clusive sale of the Commercial graphophone
product of the Columbia Co., was in Chicago last
week, and is expected here again in a few days.

When You

What You Want

24

THE TALKING MACHINE WORLD.

The B. & H. Fibre Manufacturing Co. have re-
ceived many letters from dealers, stating that
they have not only increased their record busi-
ness since handling the fiber needles, but they
have sold machines to those to whom they could
not interest before. The company are now get-
ting out a special needle for those who are par-
ticularlj' fond of volume of tone and are mak-
ing preparations for a large supply of needles
for the fall trade.

"W. C. Fuhri, district manager for the Colum-
bia Phonograph Co., was a guest at the banquet
tendered by Col. F. B. T. Hollenberg, of Little
Rock, at the Marion Hotel in that city on May
21, to a large number of Columbia dealers of the
State. Mr. Fuhri speaks very enthusiastically of
the Colonel's hospitality and also of the char-
acter of the dealers whom he met.

Edgar M. Berliner, president of the Berliner
Gramophone Co., Ltd., of Montreal, and the Can-
adian agents for the Victor, was in Chicago for
a day or two this week, called on the various
jobbers and posted himself on various meth-
ods of handling trade, carrying stock, etc., pur-
sued in the western metropolis.

Among the visitors at the Talking Machine
Co. during the past month were Thomas Wills,
of Calumet, Mich.; Mrs. William L Voss, Apple-
ton, Wis.; J. A. Phelps, Sharon, Wis.; C. S. Lem-
mon, Washington, la.; Thad Butler, president
of the Butler Music Co., Marion, Ind.; C. M.
Franke, Newton, 111., and C. W. Copp, of South
Bend, Ind. George Davidson, Mr. Geissler's
secretary, rejoices in the arrival at his home of
a fine little girl.

James I. Lyons moved on June 1 from 192
Van Buren street to 265 Fifth avenue, between
Jackson and Van Buren streets, where he oc-
cupies the entire building, which is a three-
story and basement brick structure, 90 x 125 feet
in size. The second and third floors and base-
ment are devoted to his jobbing business, while
the first floor will be given up to retail, his re-
tail branch formerly at 73 Fifth avenue, being
transferred to the new building. In the new

location Mr. Lyons has not only much larger
space for his wholesale business, but much bet-
ter facilities for display and arrangement of
stock. Furthermore, the new place is only a
block from his former wholesale headquarters.
He not only jobs the Edison and Zonophone
lines, but is also making a strong push on the
indestructible records of the Indestructible
Phonographic Record Co., of Albany. The mov-
ing of the Fifth avenue retail store to the new
building was prompted largely by the fact that
it is imediately opposite the terminal station
of the Aurora, Elgin and Chicago electric road,
which brings vast numbers of well-to-do sub-
urbanites into the vicinity morning and evening.

H. M. McMenimen, well known in Chicago as
an old Victor traveler, has been here visiting
the trade in the interests of Henry K. Smith &
Co., Philadelphia manufacturers' sales agents
for the New Music Master Wood Horn, manu-
factured by Sheip & Vandegrift, of that city. He
is reported as having secured some excellent or-
ders from Chicago buyers.

E. T. Van De Mark, who has an excellently
fitted up talking machine store at 612 B. 43d
street, handling Victor, Edison and Columbia
lines, boasts the only living Victor trade-mark.
"Victor," as he is named, is a fine little fox
terrier with black ears and tail, and makes his
home in the window, where he frequently as-
sumes the characteristic pose before a Victor
machine. Mr. Van De Mark says that as a win-
dow display, "Victor" proves a drawing card of
high degree.

It's a sad fact that talking machine buyers
sometimes get behind in their instalment- pay-
ments and the correspondence of any retail
store with their delinquents, frequently fur-
nishes food for laughter as well as for sighing.
One local retail credit man has a letter which
he is thinking seriously of framing. The writer,
a Chicago woman, moved south, leaving a small
balance owing on a machine. After frequent
letters which brought no reply, the account was
turned over to a collection agency, and a very

stiff letter giving final notice, was mailed to the
delinquent. In reply the latter wrote that her
husband was employed in a saw mill and that
the financial stringency had affected his wage.
The letter is such a masterpiece of its kind that
it is worth quoting from: "To get $8.60 out of
me at this time would be a miracle," she writes.
"It would be on a par with raising the dead.
Even were I to see you do it, I would not be-
lieve you did it. I would believe there was a
trick in it somewhere. You know there is a
certain class of people who never change their
minds. Don't affiliate with them. Change youi-
mind about the final notice business and let mo
hear from you a little later, when conditions are
restored. Your action will not help to restore
confidence and you should do something to that
end. You seem to have lest confidence in me.
Don't you realize that in this you are a 'parti-
ceps criminis.' I hate to have you write me
such heartless letters, it spoils the music of the
phonograph. Its notes once so soft and sweet
now sound harsh and grating." There is a good
deal more of the same kind closing with a
promise that "just as soon my Bill can save
the money I will pay your bill."

George Knox, manager of the talking machine
department of G. Sommers & Co., Columbia job-
bers of St. Paul, Minn., was a recent Chicago
visitor.

G. H. Parker has resigned as retail floor man-
ager of the Columbia Phonograph Co., to go
on the road for the Standard Talking Machine
Co., the talking machine end of the premium
house of Robert Johns & Co. T. G. Weiss, man-
ager of the Columbia's Halsted street store, un-
til its discontinuance, is also traveling for the
Standard Co.

Mr. Nathanson, who has had immediate charge
of the talking machine department at Hillman's,
under Mr. Israel, the buyer for that and several
other departments, has resigned, and is suc-
ceeded by H. O. Brown, formerly in charge of
the talking machine department at the L. Weber
department store, of this city.

The Phon-Arm Attachment

Made to fit EDISON STANDARD, HOME and
TRIUMPH, COLUMBIA, B. K., B. E., and B. F.

PHONOGRAPHS

When ordering be sure to state for what machine wanted, especially if for new Edison horn

No Unsightly Horn Stand or Crane.

No Wciglit on Reproducer or Feed Nut.

Horn can be turned out of way wtien changing
Records.

No flimsy rubber tube connection to Reproducer, or
Horn dangling loose in front of machine.

GOOD PROFIT FOR JOBBER AND DEALER

CHICAGO STAND COMPANY

86 E. LAKE ST.

RUFUS T. BRADY, Manager CHICAGO, U. S. A.

THE TALKING MACHINE WORLD.

25

Weigand Bros., piano and talking machine
dealers of Racine, Wis., are making especial ef-
forts to entertain visitors to the Elks' carnival
now in progress in the Wisconsin city, and have
been giving Auxetophone concerts throughout
the week.

Oliver Jones, credit man for the Victor Talk-
ing Machine Co., passed through Chicago this
week.

A. D. Geissler, manager of the Talking Ma-
chine Co., is a decidedly happy man on several
counts. A fine new boy recently made his
appearance in the Geissler home. A. D. believes
that he has as fine a brace of youngsters as can
be found in the trade. They are intuitive lovers
of the Victor and their favorite lullabys are
said to be Rigoletto Quartette and the Sextet
from Lucia. Mr. Geissler is also pleased with
the May business which exceeded his expecta-
tions, owing largely to the opening of some espe-
cially desirable new accounts.

L. Kean Cameron, assistant manager of the
retail talking machine department of Rudolph
Wurlitzer & Co., and who has never fully re-
covered from his illness of last year, leaves on
the 14th for a two months' vacation. He will
spend several weeks on a farm in Michigan, take
an extended lake trip, and possibly wind up
with a western trip.

Gustav Babson, of Babson Bros., accompanied
by his wife, is now journeying east in his fine
Ford touring car. They will go to Albany,
down the shore of the Hudson to New York,
thence to Boston and, spend some little time
touring New England before their return.

F. H. Silliman, of the Pardee-Ellenberger Co.,
New Haven, Conn., was in the city this week on
his return from, a trip which took him as far
west as Denver in the interests of Linenoid Re-
cording Horn, and other specialties for which
his company are the distributers.

The talking machine department of Lyon &
Healy will be moved this summer from the
fourth floor of the Annex, to the fifth floor of
the main building, where it will occupy the en-
tire space, double that of the present quarters.
Manager Goodwin is now in the midst of con-
sultations with architects regarding the nec-
essary changes to be made, and the new quar-
ters promise to be among the most unique and
conveniently arranged in the country.

COURTEOUS BEARING PAYS.

Illustration Which Goes to Show That It Forms
an Important Asset of the Successful Talking
Machine Man inasmuch as Courtesy Costs
Nothing.

One of the chief assets of the successful salesman
is a courteous bearing founded upon a generous
fund of forbearance. Courtesy does not cost any-
thing, and yet what great returns it brings!
Everyone can readily pick out some certain in-
stance where the courtesy of a salesman has
prevailed upon them to purchase some article
that they had full intentions of refusing when
it was first shown, and such a sale can be made
in any line of business no matter what the arti-
cle offered.

In a talking machine store, not a thousand
miles from City Hall, last week, a lady was en-
deavoring to choose a fresh assortment of rec-
ords. The salesman, unfortunately, instead of
aiding th€ lady, rather hindered her in her ef-
forts to make a pleasing selection, and acted as
though he had a three-year grouch to nurse.
He'd put a record on the machine when re-
quested, and then wander off to view the pass-
ing crowd from the doorway. When one record
was finished, he put on another, with barely a
remark to make. The result was that the lady
decided she did not want any of the records,
and went out only to turn into another talking
machine store down the street.

There the young salesman was all attention.
He put the record on the machine, and while
it was playing had frequent comments to make.
If the customer did not seem impressed with the
first verse, he took that record off and put on

another one. In all he tested fully three dozen
in less than an hour and succeeded in selling
over two dozen of them, the lady stating as she
went out that she would return within the week
for more records to take to her country home.

The first salesman asked for an explanation
of his indifference, said: "Oh! What's the use.
They have ears to hear the records, and if the
music don't suit, all my talking won't change it.
If I bring out more records than were asked
for, it generally means only the work of playing
them and then replacing them in the rack. Be-
sides, when you offer advice to a woman, she is
£i3 liable as not to say you're 'too fresh.' "

We said nothing in answer, did not even re-
-mark what we had witnessed in the second
store, but a smile enveloped our features as we
thought of the wisdom of Robert Burns, when
he wrote:

"Would some power the giftie gie us
To see ourselves as ithers see us."

SOME GOOD SELLING POINTS

Embodied in a Letter of Instructions Recently
Issued to Floor Salesmen by C. F. Baer, Man-
ager for the Columbia Phonograph Co. in
Chicago.

(Special to The Talking Machine World.)

Chicago, 111., June 9, 1908.

C. F. Baer, local manager for the Columbia
Phonograph Co., recently issued a letter of in-
structions to his floor salesmen, which embodies
some good selling points, and will prove of gen-
eral interest. It is as follows:

"A salesman makes a good impression from
the start by neatness, promptness, politeness
and positiveness.

"Confidence will follow and then the battle is
three-quarters won. Approach a customer in a
dignified but pleasant manner. Show at once
the best graphophone, elaborating upon its
merits.

"Always remember that high-priced grapho-
phones are just as easy to sell and profit is
greater.

"Concentrate the customer's attention on one
or two instruments; don't chase all over the
store-room; don't talk too much; talk slowly and
positively. Avoid dealing in technicalities or
theories, but show the practical and simple con-
struction and operation. Be sure to emphasize
our tone qualities.

"Don't 'knock,' but remember that our goods
are the best and highest grade made. If the
customer jollies, jolly back; in this way you get
acquainted quicker.

"At the critical moment for closing the sale,
do not leave the customer even if President
Easton wanted you.

"Above all things, don't get excited, but take
the sale for granted. If the sale cannot be
closed, as an excuse to avoid detaining the cus-
tomer, say that you will mail catalogs and
literature. Inadvertently he gives you his ad-
dress.

"Be your own Uncle Sam — see him that night
with the necessary papers for closing. If you
have more than one prospect, notify me and I
will get someone to go out on it.

"Work as if it were your own money invested
— that is the key to success.

"Don't discuss prices until your customer has
become thoroughly interested and desirous, and
has resolved to buy."

CAN'T SELL PHOTOGRAPHS

Without the Consent of the Sitter, Appellate
Division Holds.

A person has the right under the Constitution
to prevent the use of his photograph for purposes
of advertising, sale, or trade, according to the
decision of the Appellate Division of the Supreme
Court yesterday. Helen Wyatt, who brought suits
in the name of a guardian because she is under
legal age, sued two stores for $5,000 each for
displaying for sale, without her consent, her

WHOLESALE
EXCLUSIVELY

Doesn't This Mean
Something to You ?

We have drummed on this
feature through this magazine
for the last two years.

Has it made any impres-
sion on you ?

WHOLESALE
EXCLUSIVELY

is not our only claim. We
handle nothing- but

VICTOR GOODS

and ACCESSORIES

Doesn't this mean something
to you ? Goods in factory con-
dition and shipped from

CHICAGO

The Great Central Market

Quicker, Better, Cheaper
Freight and Express Service.

Remember two years ago we
gave up an enormous retail
business in order to get your
Victor business.

It MUST mean something to
you that we

WHOLESALE
EXCLUSIVELY

The Talking Machine Co.
72-74 Wabash Ave., Chicago, 111.

26

THE TALKING MACHINE WORLD.

photographs, on some of which were written
•'Miss Wj-att."

The firms alleged in defense that Miss Wyatt
had informed the photographer who made the
photographs that she was a "professional," had
appeared befoi-e the public as an actress, and in
consideration of reduced rates waived her rights
in the photographs. The lower court gave Miss
Wyatt an interlocutory judgment by sustaining
her demurrer in both suits to the constitutional
questions raised, from which the firms appealed.
In afiBrming this judgment. Justice Ingraham
said in part:

"I can see no constitutional objection to this
law, and I am of the opinion that it is justified
not only for the protection of the rights of indi-
viduals, but from considerations of public wel-
fare." All the justices concur.

THE TALKER AT THE SEASHORE.

Dealers in Talking IVlachines Should Not Ne-
glect the Golden Opportunities That Await
Them Beside the Briny Deep for the En-
hancement of Their Business.

When the social tide is running seaward and
the lovers of ocean breezes are hieing themselves
to Newport, Atlantic City, Coney Island, and the
many other coast resorts, it is time for the
"talker" man to realize what opportunities await
him in the hotels, cottages and stores to intro-
duce the prince of entertainers, the talking
machine.

All the large hotels which skirt the shore of
the wide Atlantic engage instrumental or vocal
soloists, and often a whole orchestra, for the en-
tertainment of their guests, but the results ob-
tained are usually inferior. There is nothing so
satisfying to the true music lover while prome-
nading the veranda or dining in the palm room

Tt-.S, J.\CK.

or grotto as the seductive strains of a waltz,
well played, or the sweet notes from the throat
of a skilled vocalist. In the average hotel, how-
ever, this is not possible because of the inability
of the management to obtain artists of merit.
Such high prices are charged by the talent who
"make good" that their services are prohibitive.
It is right here that the talking machine enacts
the role of "Johnny on the spot." and it will
take but a single demonstration on the part of
the dealer to prove its worth. Instead of the
squeaky orchestra or the throaty, nasal vocalist,
the vibrant, mellow tones of the greatest con-

cert band, or the superb voices of Melba. Caruso
or Scotti are always at hand, and in all their
original beauty.

The hotel man may say he does not want
"canned" music, but when the dealer can prove
that his "canned" product is far superior to the
hotel man's raw material, there will be no diffi-
culty encountered in making a sale. The talk-
ing machine is particularly appropriate for ho-
tels. Whether it be placed in the ballroom for
dancing or on the lawn for an evening concert,
it will be enjoyed far more than any individual
band, vocalist or instrumentalist because of the
great variety and high character of its selec-
tions. All judges of good music prefer Melba,
the operatic soprano, to Dolly Dimple, the vau-
deville soubrette, and Herbert's Symphony Or-
chestra to Krausmeyer's German Band. Every
hotel at the seashore, therefore, should know of
the talking machine, as the music it affords is as
superior to that now in vogue there, as Melba is

TALKING MACHINE AT THE SOFIA FOTNTAIN.

superior to Dolly Dimple and Herbert to Kraus-
meyer.

Then there are the cottagers; they are, as a
rule, people of taste and refinement, and that
being the case, it follows, of course, that they
like music. Therefore, while they may not im-
mediately purchase outfits after enjoying one of
your free concerts, Mr. Talker Man, they will
remember your courtesy when they return to
town, and some of them, at least, will come to
see you there.

The stores, too, are worthy of consideration,
p.nd represent a good field for talking machine
sales. A number of them in Atlantic City are
now using "talkers" to good advantage — Acker,
for instance, having an exquisitely appointed
candy shop situated directly on the famous
boardwalk, and at all times as one passes by or
enters to partake of toothsome sweets, he hears
real music pouring from the throat of an ex-
pensive "talker." This store is one of the real
show places in the town, and the businesslike
young lady in charge assured me, when I called
upon her in the interests of my paper, that the

Edison Jobber
Zonophone Distributor

Carrying
Cases

Wire
Record
Racks

INDESTRUCTIBLE RECORDS

RECORD CABINETS

SPRINGS

for all makes and sizes

WILL NEEDLES

"TIJZ-IT" ^""^ All-Metal Horn Connec-
tion for Cylinder Machines

JAMES I. LYONS

265 Fifth Avenue
CHICAGO

machine was a good trade biinger. "We use
them in our Philadelphia stores, too," she added,
"and find them equally successful there. Every-
body likes good music, you know, and that's
where we 'make good'; we only play the best.
As a result, instead of going away disgusted, our
patrons return again and again."

< .'M-ElfT ON I.AWX OK SIMMEP, IloTl.I,.

I found a druggist also who had a phonograph
installed above his soda fountain, and he in-
formed me that it helped his drink trade very
perceptibly.

Why not use tliis line of talk on other stores,
Mr. Dealer? The field is large and will surely
prove a fertile one.

No
Scratching

No
Rasping'

(Pat. Nov. 12, 1907)

The "B. & H." FIBRE NEEDLES

are the BEST NEEDLES for the BEST RECORDS
Therefore are the BEST NEEDLES for you to handle.

I/cave it to your customers to pass judffiiieiit on their merits and they will find in them all
nio.-^t critical and most exacting lovers of music could e.xpect ; a true, correct and natural reprodtu t
blued with a charm of tone-reiiuemi-ut liitlu rto unknown in Talkino- Macliiiu> rendition.

I'ov further particulars, samples, prices, etc., write us

Fibre
Needles
Cannot Wear
Out Your
Records

that the

ion Com-

208 E. KINZIE ST.

'^B. & H." FIBRE MFG. CO.

CHICAGO

THE TALKING MACHINE WORLD.

27

Summing up, we find the seaside liotels, cot-
tages and stores in need of your goods — the rest
is "up to you."

l'envoi.

While engaged in working up the material for
this story at Atlantic City a short time ago, I
chanced upon a scene most sentimental and in-
spiring. In an unfrequented spot away from
the boardwalk's maddening swirl of gayety, I
spied two lovers seated very close together upon
what was once the straining timber of a gallant
ship. They had doubtless come to record the
roar of the surf, for near them, its polished
horn turned seaward, was a talking machine.
However, their thoughts were not running along
phonographic lines just then, because I heard a
deep baritone rise pleadingly above the bellow of
the breakers, "I love you, Dorothy. Will you
be mine, dear?" And in answer sang a musical
soprano, sweetly passionate, "Yes, Jack." Then
came a smacking sound on shore and a splashing
sound at sea — they had kissed, and the serpent
who had strolled in to the water's edge to listen,
being both modest and honorable, withdrew dis-
creetly, leaving the lovers to their tryst.

Having successfully transferred the picture ta
my sketch book, I did likewise.

Howard Taylor Middleton.

TELHARMONIC CO. IN TROUBLE.

Sheriff Finds Offices Ciosed When He Goes to
Levy on Them.

One of the companies interested in the Cahill
telharmonic system, a device for dispensing elec-
tric-made music, is in trouble. An execution for
$534 against the New York Electric Music Co. in
favor of Jacob P. Muller & Co., advertising agents
of 1,552 Broadway, was turned over to the
sheriff's office on June 6. When Deputy O'Neil
went to Telharmonic Hall, at Broadway and
39th street, to make a levy, he found the place
locked and deserted.

When Telharmonic Hall closed several months
ago with a series of grand concerts, at 50 cents
a head, it was announced that it was only to
allow the installation of more elaborate machin-
ery. Across the street in the Knickerbocker
Building the Telharmonic Securities Co. at one
time occupied Rooms 120, 121, 122, 123, 124, 125,
126 and 127. The watchman of the building said
last week that they had been vacant for several
weeks. "The secretary comes around and opens
the mail every day. That's all I know about the
concern," said he.

The telharmonic system was the invention of
Dr. Thaddeus Cahill, of Mount Holyoke, Mass.
When the idea was first unfolded to New York it
attracted much attention. The device not only
created music, but sent it out over wires, con-
veyed by an electric current.

Lee De Forest started experiments with the
new invention in connection with his wireless
telephone. One day, it was said, a wireless tele-
graph operator at the Brooklyn Navy Yard was
interrupted in the midst of a message from an
outgoing battleship by the strains of the "William
Tell Overture." Then the hall closed.

The system of companies interested in the in-
vention is an elaborate one. There is, first, the
New York Cahill Telharmonic Co., capital $500,-
000. Then there is the Eastern Cahill Telhar-
monic Co.; the New York Electric Music Co.,
capital $750,000; the New England Electric Music
Co., and lastly, the Telharmonic Securities Co.,
capital $250,000.

SALES MANAGER H. S. GAINES

Of the Indestructible Phonographic Record Co.
Is Making Quite a Mark in the Talking
Machine Field.

One of the most important departments of
the rapidly growing business of the Indestruct-
ible Phonographic Record Co., is that devoted to

H. S. GAIKBS.

sales, which is under the able management of
Haydon S. Gaines, who is displaying marked
efficiency in this position.

It is only necessary to visit this department
at the factory in Albany, N. Y., to realize what a
tremendous amount of work can be accomplished
by an able manager without any apparent effort
on the part of the staff, simply because system
prevails. Everything runs like clock-work and
sales and orders are handled with promptness
and despatch.

Mr. Gaines secured his training as a sales
manager in the sales department of Armour &
Co., where he held a responsible position, and
he is displaying the same skill in organizing
and developing the sales department of the In-
destructible Co. He has been a most valued aid
to General Manager Brian F. Philpot, and his
labors are highly appreciated. Mr. Gaines is
one of those young, wide-awake, systematic
Americans, who are bound to make their mark

anywhere and whenever one visits the great
plant of the Indestructible Co., improvements
are to be noted in the organization of the
company, machinery and details of the business.

UNIQUE IDEA OF DRUID SOCIETY.

Well Known Welsh Organization of Scranton
Plans Novel Entertainment for the Ladies, at
Annual Gathering, with the Aid of a Co-
lumbia Graphophone — Contest in Amateur
Record Making Among Features.

(Special to The Talking Machine World.)

Scranton, Pa., June 8, 1908.
A unique idea is being carried out in this city
by the Druid Society, which is, numerically
speaking, the strongest Welsh society in the
world, in connection with the annual national
Welsh gathering which is held in Luna Park, a
pretty resort in the Anthracite City. Governor
Hughes, of New York State, is expected as the
guest of honor on Welsh Day, and each year the
Druids give a ladies' night preliminary to the big
Welsh Day, as a tribute to the ladies who work
so indefatigably for the big gathering. This year
it was decided that the ladies' night should be
arranged upon novel and reminiscent lines. To
attain this end the aid of the graphophone is
sought and arrangements have been made with
the offices of the Columbia Phonograph Co., in
Scranton, whereby records will be secured for
one of the most original concerts ever planned.
The first part will comprise records by well-
known singers who are natives of Scranton, but
who are now scattered over the United States.
Some of the records already received are master-
pieces and will delight the hundreds of friends
and relatives of the artists in this city. The
second part will comprise messages from the
Right Hon. Lloyd George, Chancellor of the Ex-
chequer, England, to his fellow countrymen in
this country, and messages in Welsh from other
great men in Wales; likewise records from six
of the leading singers in Wales. The third fea-
ture is planned as the humorous event of the
evening. Six men have been selected who are
prominent in the city, but who have never been
guilty of singing in public. These gentlemen
will sing a Welsh song into a record and their
music will be reproduced and the audience in-
vited to vote as to the most meritorious. The
records thus obtained will in the first place be
used upon the occasion of the ladies' night and
afterward on Welsh Day. Last year there were
23,000 paid admissions at Welsh Day. This year
it is expected that there will be at least 50,000.
The phonographic concert is intended as one of
the reunion features.

NEW REPRODUCER IN DEMAND.

The new reproducer introduced by the Inde-
structible Phonographic Record Co., to the trade
through The Talking Machine World last month,
has been welcomed with even as much enthusiasm
as were the Indestructible records. The com-
pany are constantly in receipt of orders from
jobbers regarding this excellent device.

TWO IMPORTANT ITEMS FOR EVERY JOBBER

STANDARD NEEDLES

Are the best on the market. A trial will convince you of
the truth of this statement.

SIX SIZES

EXTRA LOUD TONE
MEDIUM LOUD TONE
SOFT TONE

LOUD TONE
MEDIUM TONE

PEERLESS OR MUSICAL TONE

DISC RECORD ENVELOPES

We carry an immense stock, at all times, of an Extra
Strong Manila Envelope in follow^ing sizes :

8I4X 8J4 FOR 8 INCH RECORDS
lO^xlOM " 10 "
l2Mxl2M " 12 "

Hole in center and without flap
SPECIAL ENVELOPES MADE TO ORDER

OUR PRICES ON BOTH ARE VERY INTERESTING AND WILL SURELY SAVE YOU MONEY.

WESTERN TALKING MACHINE AND SUPPLY CO.

FRANK DILLBAHNER. Prop. No. 6 MADISON STREET, CHICAGO

WRITE TODAY

SEND US YOUR HORN WANTS.

NEW DESIGNS AND DECORATIONS, LOWEST PRICES

28

THE TALKING MACfflNE WORLD.

TRADE GLEANINGS FROM THE PACIFIC COAST

May the Best Month of the Year — Visit of Fleet Helps Business — Visitors Numerous During the
Month — Sherman, Clay & Co. Report Demand for High Grade Machines and Records —
Seattle Branch Sells Auxetophone on Battleship — Eilers Music Co. Doing Gcod Business —
Kohler & Chase Also Make Some Nice Sales to Fleet — Manager Miller Mal<ing Some Unique
Records — Wholesale Department of Columbia Co. Settled in New Quarters.

(Special to The Talking Machiae World.)

San Francisco, Cal., June 5, 1908.

The most successful month of the year, so far,
has just come to a close, and while the present
month is not opening quite as favorably as might
be wished, there was no expectation that the rec-
ord of May would be kept up steadily, and little
dissatisfaction is expressed. The presence of
the naval fleet, as was expected, brought about
a decided increase of talking machine business in
San Francisco. There were visitors from all
parts of the Coast, and from considerable dis-
tances in the interior, many of whom took ad-
vantage of Iheir visit to the city to make pur-
chases of machines or up-to-date records at the
central stores. In addition to this, there w-as a
fair amount of business done directly wth the
fleet, especially as two large houses. Sherman,
Clay & Co. and Kohler & Chase, took the trouble
to get in touch with the fleet before its arrival.
This business, though limited, ran to the better
class of machines and records, amounting in the
end to considerable money. The strictly local
trade opened up a little, but most of the in-
crease seems to have come from the outside.

There have been several visitors from the
trade in the east and outside coast points during
the month, but most of them have left by this
time. F. K. Dolbeer, general manager of sales
for the National Phonograph Co., was in San
Francisco last week, and has just left, after a
visit to the various representatives of the com-
pany. The Edison Business Phonograph is now
being introduced on the Coast. The agency has
been placed with Peter Bacigalupi & Son, for
years tlie principal Edison representatives here,
and they will set aside a special department for
the handling of this instrument.

Howard .J. Bailey, of the talking machine de-
partment of tlie Mackie Piano Co., of Rochester,
N. y., was in San Francisco during the celebra-
tion for the fleet.

W. S. Gray, Coast manager for the Columbia
Phonograph Co., returned, last week, from a
visit to the Sacramento agency. Mr. Stapp,
California traveler for this company, has been
in San Francisco for the last few days, but will
leave this week for his southern territory. The
Columbia business at present is reported as
comparatively quiet.

Sherman, Clay & Co. report a very fail- de-
mand for Victor goods, sales of which still show
up well, though the tone of business is not so

strong as a few weeks ago. Mr. McCarthy re-
gards as a most encouraging feature the steady
run on high grade goods, both machines and
records, which swells the total of receipts to
good-sized figures. The cash business last month
was surprisingly large, and included many sales
of Victrolas. The popularity of the Lucia Sex-
tette keeps up. Three shipments of these rec-
ords have been sold out, and another lot is ex-
pected. A notable sale last month was that of
an Auxetophone. which was placed on the Colo-
rado, together with $300 worth of records by the
Seattle branch. At present .things are rather
quiet at Sherman, Clay & Co.'s talking machine
department, as several of the salesmen are tak-
ing their vacations and the force is somewhat
upset.

The business of the Eilers Music Co.'s talking
machine department has come ahead very satis-
factorily during the past month, under the im-
mediate management of J. E. McCracken, su-
perintendent of the talking machine business of
all the Eilers stores. Mr. McCracken says that
he has accomplished what he started out to do,
and that this store is the only one in the city
which carries a full stock of all lines of talking
machine goods. The stock is now fairly com-
plete, though additional goods continue to arrive
and the large space for the display of stock is
rapidly being filled up. A large shipment of Re-
ginaphones, for which the Eilers Co. have the
Coast agency, has just arrived, and a large busi-
ness is looked for on this line. Mr. McCracken
is preparing to make a trip east this week. He
will be absent about a month, and expects to
visit s number of the larger concerns.

Kohler & Chase say that their talking ma-
chine business locally is now picking up a little,
though it showed some falling off a week ago.
They did a very good business with various war-
ships and revenue cutters, and are now filling
some good orders for records that have been re-
ceived by mail. The latest arrival is a large lot
of Cuban Edison records, which are already find-
ing some popularity.

Mr. Miller, manager of Kohler & Chase's talk-
ing machine department, is taking records of
old-time songs and recitations from "Uncle
George' Bromley, a well-known clubman, and
for years well known as a popular entertainer,
who is now ninety-two years old. It is the pur-
pose of a prominent local club to make a book "
of Mr. Bromley's songs, and to save him the

labor of writing them out, Mr. Miller is taking
oral records on the Edison machine. So far he
has secured some very interesting records.

M. M. Krupp, a prominent talking machine
dealer of Nome, Alaska, was in San Francisco
iast wec-k ordering his year's supply of stock.

The wholesale department of the Columbia
Phonograph Co. is now comfortaibly settled in
the new quarters adjoining the retail store at
Van Ness avenue and O'Farrell street, and the
new arrangement of the offices has been com-
pleted. The department now has plenty of
room, and the wholesale stock on hand has been
considerably increased.

Word comes from Honolulu that the presence
there of a Brazilian and Chilean naval training
ship about the middle of May nearly cleaned out
the stock of talking machines on the islands.

A CONVENIENT RACK.

The Small Monarch Just Introduced by the
Syracuse Wire Works Holds 200 Records and
Possesses Many Features That Appeal to
Dealers.

The Syracuse Wire Works, Syracuse, N. Y.,
are introducing a new rack which is practically
a small edition of the Monarch holding only 200
records. It is equipped as is the Monarch, with
ball bearings so that it makes a very attractive
fixture. It is small enough so that it sets read-
ily on an ordinary counter and every record is
within easy reach. The dealer can set this
rack on his counter along side his demonstrating
machine, and keep in it all the latest and best
selling records; practically four months. At the
end of each month he can pull out the oldest
month's records and fill in the one side with
the latest records. In this way he has before
him everyone of the latest records within easy
reach, and he knows where to find everyone of
them by merely revolving the rack. Under the
circumstances there is no running back and
forth for anything. The rack will sell to the
dealer for $10.

FREELAND JOINS ZED CO. PORCES.

W. H. Freeland, who has been connected with
the music trade practically all his life, and
more recently in charge of the talking machine
department of I. Davega, Jr., 119 W. 125th
street. New York, has joined the forces of the
Zed Co., the Zonophone distributers and ex-
porters, at 77 Chambers street. New York, in the
capacity of traveling representative for part of
Greater New York, New York State and New
Jersey. j\Ir. Freeland has a wide acquaintance
in the talking machine trade and should succeed
in enlisting a goodly number of supporters for
the Zonophone line.

Two New Ones

From the HUMPHREY Line of
Record Cabinets

The illustration shows No. 107 Disc Record Cabinet, made of
Solid Oakj Golden Finished. The interior of this is finished
llic Humphrey way- smooth., neat and attractive. Exterior
rubbed :ind polished. I'.ach division in rack holds five Records;
the entire Cabinet holds 125 12-inch Records.

Height, inches.
Width, 17 inches.
iyei)th. 15=),'i inclics.
Weight, 55 lbs., crated.

Quarter Sa\Md Onk front, jilain si<U-s and top. paneled baek

Price, $10.00 List

No. 137, Cylinder Record Cabinet, holds 125 cylinder KcconU
— ?*ame finish, same dimensions. Interior fitted with five tray>,
whicii can be pulled out and suspended at any angle, making all
Records easily acus-^ibK'.

Price, $11.00 List

Otir Catalog illustrate-^ many styles for Cylinder and Disc
Records the Ite.st maile, the best designed, and best finished
Cabinets in llie world at popular prices.

.•^end youv order to llie nearest Jobber, or write at once for
Hi w ( atalov;

HIMPHREY SALES CO. - DETROIT. MICH.

THE TALKING MACHINE WORLD.

29

LAST CALL FOR JOBBERS' CONVENTION AT ATLANTIC CITY.

Jobbers Should Not Delay Arrangements for Accommodations. — Large Attendance Is Already As-
sured— Hotel Chalfonte Will be Headquarters — Manufacturers will be Well Represented.

The steady work of the Committee of Arrange-
ments for the convention of the National Asso-
ciation of Talking Machine Jobbers, to be held at
Atlantic City, July 6-7, 1908, is beginning to tell
in the response by jobbers who will attend. This
committee consists of J. Newcomb Blackman,
proprietor Blackman Talking Machine Co., New
York; C. V. Henkel, president Douglas Phono-
graph Co., New York, and Louis Buehn, of Louis
Buehn & Brc, of Philadelphia. In order that the
trade in general may be posted as to the arrange-
ments, J. Newcomb Blackman, chairman of the
above committee, gave The World his report, as
follows:

THE CHALFONTE WHERE THE JOBBERS WILL MEET.

"Our committee recently addressed a circular
letter to members of the association and jobbers
in the trade. A return postal card was sent out,
and the response assures us that there will be a
larger attendance than at any previous conven-
tion. It is urged that all jobbers receiving these
postals will respond promptly, as it will be a
great help to the committee for them to know
as nearly as possible who will attend.

"The accommodations secured at the Hotel
Chalfonte are first-class in every respect, and as
this will be the headquarters for the convention,
we hope that most members will make arrange-
ments for accommodations at this hotel. It may
be, however, that more reasonable accommoda-
tions would be preferred, and for that reason we
have secured special rates from the Hotel Ra-
leigh. The rates that will be quoted to those at-
tending the convention by the Chalfonte and
Raleigh follow:

"The Hotel Chalfonte (Headquarters of Conven-
tion), American plan (including meals) — One
room when occupied by one person, $3.50 to $4.50
per day; one room when occupied by two per-
sons, $6, $7 and $8 per day; one room with bath
when occupied by two persons, $10 per day; one
extra large corner room with bath when occupied
by two persons, $12 per day; rooms occupied by
more than one person are to be furnished with
two single beds. The Chalfonte is on the beach
front and is one of the leading hotels.

"The Hotel Raleigh, American plan (including
meals) — One room when occupied by one person,
$3 daily or $17.50 weekly; one room occupied by
two persons, $5 daily or $30 weekly; one room
with bath occupied by one person, $4 daily or
$26 weekly; one room with bath occupied by two
persons, $7 daily or $42 weekly; a suite of two
rooms and bath, occupied by four persons, $12
daily or $80 weekly. The Raleigh is near the
Chalfonte, and is less than one block from the
beach.

"Our committee feel that these two hotels can
furnish satisfactory accommodations if members
will make their arrangements far enough in ad-
vance. It must be remembered that Atlantic City
will be crowded at this time on account of the
Fourth of July attendance.

"Most of the jobbers are arranging to arrive
on the 3d, thus getting the benefit of the holiday
and Sunday, which, with the two meeting days,
will give them at least a four days' visit. Many
jobbers have arranged to stay a week or 10 days,
for they realize that Atlantic City is an ideal
place for a vacation.

"If, for any reason, members prefer to secure
accommodations at other hotels, they will have
no difficulty in getting whatever accommodations
they desire. There are also a number of board-
ing houses in case a longer stay would make
such arrangements more desirable. We do not
want anyone to stay away because they have the
impression that they can-
not get reasonable ac-
commodations.

"Special attention is
called to the fact that
all arrangements should
be made direct with
the hotel management,
and that when writ-
ing it should be men-
tioned that you are to
attend the convention
and want special rates
quoted accordingly. Any
request for suggestions
or further information
regarding accommoda-
tions will be promptly
answered if addressed
to me, 'as chairman of
this comittee.

"Letters addressed to
the manufacturers invit-
ing officers and employes to visit Atlantic City
during the convention indicate that they will be
well represented, and jobbers should not forget
that this will be an ideal opportunity to meet the
well-known members of the industry and get ac-
quainted generally. It is also likely that a num-
ber of dealers will be on hand. Conditions are
such that a hand-in-hand co-operation between the
dealer, jobber and manufacturer is essential, and
this occasion will be a grand opportunity to have
aa understanding regarding the fall campaign,
vhich will start the wheels of prosperity with
increasing momentum.

"As an evidence of the fact that Atlantic City
is a great attraction as a summer resort, replies
show that jobbers in most every case are bring-
ing members of their family. The ladies will
therefore be out in force, and the opinions so far
indicate that their presence is requested at the
informal subscription banquet, which will be
given on the evening of July 7,

"The Trunk Line Association, representing
various railroads in the, Middle States, have
granted reduced rates under their certificate
plan. They used to offer special rates on a basis
of one fare coming and one-third returning, but
they now have changed this to one fare coming
and three-fifths returning.

"Our committee have carefully considered this
matter, and as the conditions covering this re-
duction make it necessary for tickets to be pur-
chased at a certain time and under certain con-
ditions, as well as limiting the visit, the route
of travel, etc., we fail to see any great advantage.

"It is also likely that in many cases it will be
possible to take advantage of special excursion
rates, which are offered for a trip to Atlantic
City, and that better rates could be obtained in
that way. If the certificate plan of obtaining
the above rates was not carried out in detail by
at least 100 members, no reduction would be re-
ceived on the return trip, and for this reason
our committee feel that members will be able
to take advantage of excursion rates to better
advantage.

"I want the trade in general to know that,
contrary to the ideas of some jobbers, the manu-
facturers are supporting the work of our asso-

Play Ball!

Mr. Dealer, play ball !

It is a very healthy exercise for

you, but to jDlay

Zoiioplione=lle(0[(ls

on

\m

is a still healthier exercise for —
your pocketbook. Any customer
that has ever heard our latest Band
or Orchestra Eecords will not buy-
any other.

The thing that wins out in a
ballgame is the

Hit.

Nobody can offer any more Hits
than we have again the pleasure to
offer to the trade on our

July List,

which is ready for the trade now.

Come in and hear the latest
Hits, or write to

ZED-Company

FORMERLY

Zon-o-phone Distributing & Exp c rt Co.
77 Chambers Street
NEW YORK

Telephone Nos. 3Q23 , Worth

30

THE TALKING jMACHINE WORLD.

ciation and encourage their jobbers in becoming
members. They realize that our worli is for the
good of all concerned, and that any suggestions
made or concessions asked will be -weighed on all
sides by competent men before being presented.

"I again request any member having subjects
that he would like treated at this convention to
send his views to me., as chairman of the Resolu-
tion Committee, providing he intends to present
them as resolutions. This' is particularly impor-
tant in any case where the member cannot attend.

"The general features of the convention were
so fully treated in The World last month and by
information mailed by our committee, that I do
not think it will be necessary to repeat same.
Jobbers who are not members and would like to
take part in the meetings are requested to send
their application for membership to Perry B.
Whitsit, 213 South High street, Columbus, O.

"It is not necessary, however, to be a member
of the association to attend the convention, but
as the by-laws are extremely liberal and the ad-
vantages are so great, it seems that any jobber
wno gives this subject serious thought will cer-
tainly realize the great advantage of becoming a
member. I am at the service of the trade in
general to answer inquiries and give any infor-
mation I can regarding this convention; there-
fore kindly address same to J. Newcomb Black-
man, chairman of Committee of Arrangements,
97 Chambers street. New York City."

TRADE NOTES FROM PHILADELPHIA.

Decided Improvement in Business — Small
Stocks Carried — Value of Publicity — Inter-
esting Chat with Louis Buehn — Big Victrola
Trade — The Talking Machine as an Edu-
cator— Sol. Bloom's New Quarters — Wey-
mann's Growing Trade — Other News.

(Special to The Talking Machine VTorld.)

Philadelphia, Pa., June 8, 190S.

For the last thirty days a decided improve-
ment has been felt in talking machine circles
here. Especially has this been true of wholesale
business, and while dealers are by no means
stocking heavily, the orders have been far more
frequent and regular. Jobbers in this city are
also enjoying a good retail trade, which, if any-
thing verges toward the higher priced machines
and records.

In looking around among the dealers, the
World noticed with surprise that many carry
but a ridiculously small stock of machines in
some cases — only one style being shown. Now
this method of doing business is, to say the least,
short-sighted, and beside losing a great deal of
business, the dealer actually cheapens the busi-
ness generally. It's sometimes hard enough to
close a sale with the goods right there to be
shown and demonstrated, but it is a great deal
harder to prove the merits of a machine from
a catalogue or show wherein it is better than
the cheaper model carried by the dealer — or vice
versa. We do not mean by this that a dealer
should carry a large surplus stock as this is un-
necessary, and it is for this that the jobber is

IVIR. DEALER

IF YOU WANT THE

EXCLUSIVE SALE OF

STR
RECORDS

IN YOUR TOWN, WRITE AT ONCE

MUSICAL ECHO CO.

DISTRIBUTORS FOR E\STERN TERRITORY

BIG STOCK QUICK SERVICE

1217 Ctieslnul Street, PhlladelpHIa

made, but we do think that the manufacturers
should compel all dealers to carry at least a
complete sample line, at all times, as this is
certainly necessary in order to do anything like
justice to the goods. As it now stands, there
are only too many of these small fry, who order
from hand-to-mouth, dividing up the business
too much, and by their slipshod methods demor-
alizing trade.

There are many ways in which a progressive
house can increase its record sales, but we know
of no other offering so many advantages as that
of the local dailies, providing that the copy is
newsy and catchy. To give an idea of what we
mean by "newsy and catchy," we herewith re-
produce an advertisement, which recently ap-
peared in the Philadelphia Record. This, as one
will notice, has the appearance of being a reg-
ular news item and headed by a photograph of
Wm. J. Bryan, who, being now more than ever in
the public eye, it could scarcely escape the notice
of the most casual reader, and therefore its su-
periority over the regular cut and dried adver-
tisement is in proportion:

im SPEECHES BY WILUAM JENNEVGS BRYAN

"Guaranty of Bank Deposits," "Swollen Fortunes,"
"The Labor Question," "The Railroad Question." "The
Trust Question." "The Tariff Question," "Popular Elec
lion of Senators," "An Ideal Republic," "Imperialism"
and "Immortality," are the subjects which ilr. Bryan
will discuss by means of a wonderful set of Records
which he made for the Edison Phonograph. The rec-
ords were made in Mr. Bryan's library at Lincoln,
Neb., and are so perfectly recorded that his voice is
absolutely recognizable. The Heppe Piano House, who
are direct factory representatives of Mr. Edison's Com-
pany, have just received the first reproductions of these
records and they will be opened for hearing and sale
after S o'clock this morning, at their rooms. HIT
Chestnut street. It is a wonderful achievement — the
placing of such a set of records on the market at a
cost of 35c. for a single speech.

Admitting that these records offer an excep-
tionally good opportunity for the talking ma-
chine man to take advantage of an enormous
amount of free advertising, there are opportuni-
ties as well in every new monthly list that
comes out. The wide awake retailer has the
chance to watch the theatre bulletins, etc., and
to keep his announcements keyed to them.

Louis Buehn, in a chat with The World, re-
ported quite a marked improvement in busi-
ness since the first of June, over that of the
preceding month. Dealers are ordering more
regularly and in a more confident manner than
of late. Even the commercial end of Mr. Buehn's
Edison business seems to have suffered but little
from what is termed "summer dulness," which
is really remarkable, as such things as office fix-
tures seldom sell ■well during this season. In
speaking of the coming convention at Atlantic
City, Treasurer Buehn said: "Never before has
the committee of arrangements worked so hard
and consistently as on this occasion, and while
personally I do not know just who are coming
and who are not, I look forward confidently to
the biggest and most successful meeting ever
held in this trade, and sincerely hope that none
who can possibly get away will be absent."

One "\''ictrola a week, for the past two and a
half months, is the record of the C. J. Heppe
Co., and one to be proud of, too, when one adds
this to their sales on other styles, not to men-
tion the records. In fact, this company seem to
have no kick coming anywhere along the line
and report the outlook for June an encouraging
one.

Miss Chandler, of the fashionable Chandler
School of Vocal Training, in this city, is an en-
thusiastic admirer of the talking machine, and
one of her suggestions to her students is to buy
records made by the heads of the profession,
such as Caruso, Mme. Melba, etc., so that they
can study the finished technique of these artists.
In fact, l^Iiss Chandler is even now seriously con-
sidering adding the Victor to her staff of teachers,
making this an established branch of the train-
ing. Jobbers and dealers everywhere get wise
and make a tour of musical circles in your sec-
tion. It will pay you.

The Penn Phonograph Co., of this city,
report conditions as far more steady with

Talking Machines,
Typewriters, Phono-
graphs, Adding Ma-
chines, Cash Regis-
ters, Guns and Tools,
and on all Pohshed
Instruments.

It Absolutely
Prevents Rust.

Sales Quadrupled in 1907

1866

1907

WILLIAM F. NYE

NEW BEDFORD, MASS.

prospects ever brightening. Collections have
been fairly good, and Brother Barnhill,
who has made several trips recently in the
interest of his company, added a number of new
dealers to their staff.

Adolf Weiss, of the Western Talking Machine
Co., is going after trade, hammer and tongs,
with evidently good results. Another salesman
will be put out on the road, who will devote
his entire attention to the piano and musical
instrument trade in this territory.

The Weymann Co. are still increasing their
trade in talking machines, which, since their es-
tablishment on Chestnut street, has grown very
fast. They will be fully represented at Atlantic
City, where they will do their share toward wel-
coming the western and southern faction.

The ne-R- quarters of Sol Bloom, the New
York jobber, in this city, are not finished as yet,
and though the opening was set for the first of
June, it will be three weeks later before the
doors will be thrown open. This, it is claimed,
will be the largest and handsomest exclusive
talking machine wareroom in the country, and,
situated as it is on Broad street, opposite the
well known Bellevue-Stratford, and in the the-
atre section, it would seem as though a good
class of trade would be obtained.

Louis J. Gerson, of the Musical Echo Co., was
in New York, attending the Piano Dealers' con-
vention, held at the Hotel Astor this week. Busi-
ness with them has been very satisfactory.

The Columbia Phonograph Co., of this city,
on the last day of May closed the best month's
business since the holidays, and in speaking
of the outlook. Manager Goldrup thought that
June would live up to, if not surpass, this rec-
ord. This company have just brought out a
cheap model disc machine to retail at |12.60, and
so good value is it for the money, that sales on
this style are bound to be big.

VICTOR VICTROLA FOR PRESIDENT.

Secretary of War Taft Also Places One in His
Home in Washington — Goodly Supply of
Discs Ordered.

Both President Roosevelt and Secretary of
War Taft recently bought Victor Victrolas for
their homes. The order came through a promi-
nent New York Victor dealer, who was in Wash-
ington, D. C, within the past month, having
interviews with the President and Secretary
Taft by appointment. The same dealer expects
to go to the Republican convention in Chicago
and do some heavy work for Mr. Taffs candi-
dacy.

Many a clerk has made customers for the store
by being possessed by patience unlimited. Pa-
tience is to salesmanship what oil is to an axle.

THE TALKING MACHINE WORLD.

SWEEPING DECISION HANDED DOWN

In Favor of the National Phonograph Co. In the Suit Brought Against S. B. Davega, the Nominal
Defendant, In a Test Suit Filed by the New York Phonograph Co. — Case Dismissed by
Unanimous Vote of the New York Supreme Court, Appellate Division, for Lack of Jurisdic-
tion— Extract from the Decision.

On June 5 the New York Supreme Court, Ap-
pellate Division, Second Department, by a unani-
mous vote, reversed the interlocutory judgment
obtained by the New York Phonograph Co. against
S. B. Davega, an Edison jobber of New York
City, the nominal defendant in the test suit filed
against every jobber and dealer of the National
Phonograph Co. in the State. It is a sweeping
decision, with the case being dismissed for lack
of jurisdiction. Or, as the court says: "The
conclusion seems inevitable that whatever rights
the plaintiff has as against the defendant or his
vendor, are patent, not contract rights. If so,
any suit to enforce these rights arises under the
patent laws of the United States, and the courts
of this State cannot take jurisdiction of it."

This case has been before the New York State
courts for about two years, and after being heard
In special term, before Judge Keogh, in West-
chester County, who sustained the findings of the
federal courts, an appeal was taken by the de-
fense. Judge Miller, who wrote the opinion of
the appellate division, recites the history of the
case at considerable length, in which the con-
tract relations of the Edison Phonograph Works,
the Edison Works, the North American Phono-
graph Co., the New York Phonograph Co., and
the National Phonograph Co. are given in much
detail. Then he takes up the merits of the con-
troversy as follows:

MB. EDISOX SOLE AND HIGHEST BIDDER.

The business contemplated by the parties to the dif-
ferent contracts hereinbefore referred to was not as
successful as they anticipated, and in 1894 said North
American Phonograph Co. became insolvent, and a re-
ceiver of it was appointed by the chancery court of
New Jersey. On the 8th day of February, 1896, the
assets of sai!d insolvent company were sold by the
receiver at public auction pursuant to a decree of said
court, and Mr. Edison being the sole and highest bid-
der became the purchaser, paving ?50,000 for the stock
of the Edison Phonograph Co. and |50,000 for the
other assets which inclulded his patents and tie vari-
ous contracts of said company. He assigned his bid
to the National Phonograph Co., a New Jersey corpora-
tion then recently incorporated, and it assigned to a
Mr. Ott its interest in said contracts under said bild.

Said receiver transferred to said National Phono-
graph Co. the stock of the Edison Phonograph Co.
and the patents owned by the insolvent, and assigned
said contracts to said Ott, who agreed to perform the
several stipulations, covenants and agreements therein
made by said North American Phonograph Co. The
said National Phonograph Co. proceeded to develop the
business independently of the licenses of said North
American Phonograph Co., and to sell the patented
articles through other parties with whom it made so-
called jobbers' or dealers' agreements. The [defendant
is purchasing said articles from said company at
Orange, N. J., and selling them in the State of New
York. This action was begun June 19, 1906, to enjoin
the defendant from so doing, and for an accounting.

The trial court found that none of the inventions
of Mr. Edison other than for factory processes made
prior to the sale of the assets of the North American
Phonograph Co., and used bv the National Phonograph
Co. in the manufacture of phonographs, records or
supplies, were in force at the time of the commence-
ment of this action, all either having expired by reason
of expiration of the term of the patent or by reason
of shorter term foreign patents, or having been dis-
carded ; but that an invention was ma!de by Mr. Edison
for which a patent was applied for on the 1st day of
August, 1903, the last day of the 15 years subsequent
to August 1, 1888, and that letters patent were issued
thereon on August 9, 1903. That finding is the basis
for the conclusion of law that the plaintiff is entitled
to an injunction running until August 9, 1921, and
for the judgment appealed from.

POSITION OF RESPONDENT DEFINKD.

The respondent's position is that the National
Phonograph Co. is the successor of the North American
Phonograph Co. ; but that position is untenable. The
National Co. purchased through Mr. Edison the assets
of the North American Co. at receiver's sale pursuant
to a judicial decree. There was nothing in that decree
which required the purchaser to assume the obligations
of the insolvent company, and the purchaser at a
judicial sale of the assets of an insolvent corporation
does not assume the latter's obligations. There is a
finding "that such acts" (referring to acts set forth
in previous findings ) "were done pursuant to a sclieme
or plan and as an expedient and device to unlawfully
invade the said exclusive territory of this plaintiff."

But so far as that may refer to the appointment of
a receiver of the North American Phonograph Co., the
Gale of its assets and the purchase thereof by the
National Phonograph Co., there is no evidence to sup-
port it. It is unquestioned that the North American
Phonograph Co. was insolvent, a receivership was
necessary, and Mr. Edison or a company organized by
him had as much right to purchase the assets as any-
body had. In fact, his purchase was probably fortu-
nate for the creditors. He may have intended that the
new company organized by him should proceed to de-
velop the business independently of the lessees or
licensees of the North American Phonograph Co., in
whose hands it had proved a failure, but that has
nothing to do with the rights acquired or the obliga-
tions assumed by the National Phonograph Co.

CONTIIACT WHOLLY EXECUTOItY.

There was no privny of contract between it and
the plaintiff, or between Mr. Edison and the plaintiff.
Neither it nor Mr. Edison could invade the plaintiff's
rights, but we must first ascertain what those rights
were ' Obvlbusly they must be determined as of the
date of the receiver's sale. At that time the plaintiff

had the exclusive right to use, exhibit, sublet or sell
in the State of New York the articles covered by the
patents owned by the insolvent company or controlled
by it through its ownership of the Edison Phonograph
Co., and if necessary to manufacture for that purpose.
It could only become entitled to similar rights in the
subsequent inventions of Mr. Edison, in case its licen-
sor, the said North American Phonograph Co., becamn
entitled to them unaer its contract with him ; but the
provisions of such contract as to future inventions were
wholly executory. He was not obliged to assign his
rights in such inventions, unless it performed its part
of the agreement, i. e., paid the expense of taldng out
the patents and allowed him the stipulated sum for
experimental work.

When it became incaoacitated to perform by reason
of insolvency and the sale of its assets, his agreement
so far as it was executory ceased and there is no pre-
tence that it or anyone claiming under it has per-
formed. Moreover, under its contract with him it was
to exploit his inventions and to purchase the patented
articles from the Euison Phonograph Works, a corpora-
tion which he controlled, and when it ceased to be able
to do that, his obligation to majie inventions for the
benefit of it, or its licensees, with whom he had no
contract relations, ceased.

NO OBLIGATION INCURKED BT EDISON INTERESTS.

Its contract with him was peculiarly personal, he
was vitally interested in the manner in which it per-
formed, and said contract was not in terms or in its
nature assignable. By purchasing the assets of the
insolvent company and assigning his bid he incurred
no obligation except to pay the purchase price. Any
property rights in the licensees of the insolvent com-
pany arising under its contracts were not affected by
its insolvency and the sale of its assets, but so far as
such contracts remained executory and were dependent
upon the continued existence of the corporation, they
were terminated by its dissolution. I speak of it as
a dissolution, because that was the practical enect of
the sale by the receiver of all its assets. It does not
appear that there was a formal decree dissolving the
corporation ; but whether the corporation was formally
dissolved or not, so far as -its contract with the plain-
tiff remained executory, the remedy of the latter for a
breach was against it ; and if any part of such execu-
tory provisions survived its insolvency and the sale
of its assets, the plaintiff would have to stand the
same as any creditor and upon proving its damage
take its pro rata share on a i-iStribution by the re-
ceiver.

It may be that a new contract resulted from the
agreement of said Ott, which the plaintiff could en-
force against him if it has ever nut itself in a position
to 'do so, but we have no such question, and upon the
proof before us the National Phonograph Co., the
defendant's vendor, is not concerned with it. I am
not saying that Mr. Edison could wreck the North
American Phonograph Co. for the purpjjse of acquiring
its assets and destroying the value of the plaintiff's
contract without being answerable in some form ot
action, for I believe the law is adequate to deal with
every wrong, but while mucli is said by the learned
counsel for tne respondent an that subject, there is no
proof whatever in the record to warrant it.

RIGHTS OF LICE>'SEES NOT PASSED ON.

The rights of the licensees of the said insolvent com-
pany in the inventions of Mr. Edison made subsequent
to the receiver's sale have not been passed on in the
many decisions of the federal courts called to our
attention save in the case of this plaintiff against
Edison and others. As I understand the judgment in
that case as elucidated by the subsequent opinion of
Judge Hazel (not yet reported), rendered on the mo-
tion for an attachment for violating the decree, it was
limited to the inventions of Mr. Edison made prior to
the receiver's sale. This_conclusion requires a reversal
of the judgment, but we should not reverse without
disposing of the question of jurisdiction.

On that question we are not concluded by the de-
cisions of the federal courts. All of those decisions
save the last were made on demurrer or on application
for an injunction pendente lite, and the question was
whether the bill was good, or whether a primu
facie case was made appealing to the discretion
of the court. Those decisions were made on tlie
theory that contract, not patent, rights were in-
volved : that the North American Phonograph Co.
impliedly covenanted with the plaintiff not to
invade the territory in which the latter was granted
exclusive rights, and that the National Phonograph
Co. was the successor of the said Nortli American
Phonograph Co. Those conclusions may have been
warranted by the allegations of the bill or by the
prima facie case made, but as already shown upon the
record before us said National Phonograph Co. was not
the successor of the insolveiit. Judge Hazel in the
case of this plaintiff against National Phonograph Co.
followed said decisions, but as we have seen he held
that the plaintiff's rights were to be determined as
of the date of the receiver's sale, and it does not seem
that it was material to that decision whether said
rights were regarded as contract or patent rights.
Assuming that the decision is binding on the defen-
dant in this case, as the respondent seems to contend,
it only concludes him upon the point actually decided.

i. e.j that it was unlawful for the National Phonograph
Co., his vendor, to trespass upon the exclusive rights
of the plaintiff under the patents owned or controlled
by the said North American Phonograph Co. at the
time of the receiver's sale ; a proposition that does not
aeed to be supported by the rule of res adjudicata.

JURISDICTION OF STATE COURT INVOKED.

The jurisdiction of this court is invoked on the
ground that the suit is to enjoin the violation ot a
negative covenant, express or implied ; and I shall
assume for the purpose of the discussion that the
North American Phonograph Co. was under covenant
with the plaintiff not to invade the latter's territory.
Undoubtedly a suit to restrain the violation of such a
covenant may be maintained against the covenantor or
anyone conspiring with said covenantor to violate it ;
but neither the defendant, his vendor, nor Mr. Edison,
is under any covenant with the plaintiff, and I am
unable to perceive how a suit strictly to enjoin the
breach of a covenant can be maintained unless some-
one bound to discharge the covenant participate in its
violation. Certainly none of the cases relied upon
support any such proposition. . . .

Apollinaris Co. against Scherer is cited to sustain
the respondent's contention, but it seems to me to be
a plain authority the other way. In that case an In-
junction was denied because there was no privity be-
tween the defendant and the plaintiff's covenantor. A
trade-mark was Incidentally involved in that case, but
it was held that it was not being infringefl because
the genuine article was being sold. Judge Wallace in
that case pointed out how the plaintiff might have
succeeded if territorial rights under a patent had been
involved, but held that as the plaintiff's rights rested
purely in covenant it could not succeed, thus making
the distinction between a contract case and one arising
under the patent laws of the United States.

If the case arises under a contract and is to enforce
a covenant, it does not matter that it may involve a
question under the patent laws ; if it arises under tjie
patent laws it does not matter that it may also involve
the construction of a contract. The distinction between
a case and the question arising under a contract for
the patent laws is made plain in Littlefleld against
Verry and the Excelsior Wooden Pipe Co. against
Pacific Bridge Co.

PLAINTIFF'S RIGHTS ARISE UNDER PATENT LAWS.

We do not need to determine now what rights the
plaintiil has under the patent laws or whether treated
solely as an infringement suit the action can be main-
tained against the defendant ; for, as already shown,
whatever rights the plaintiff has arise under the patent
laws, unless there is some contract relation between
the plaintiff and the defendant or his vendor. This
depends on the effect of the purchase by the plain-
tiff's vendor of the assets of the North American
Phonograph Co. ; if that resulted in a novation, so as
to impose upon the purchaser the obligations of the
insolvent under the contract with the plaintiff, there is
a contract relation between the purchaser and the
plaintiff. If it be the law that the purchaser at a
receiver's sale of the assets of an insolvent corporation
assumes its obligations even under executory' contracts,
no responsible person could safely bid at such a sale ;
but, as already shown, that is not the law.

The contracts in question were sold with the other
assets, the purchases assumed no liability except to
pay the purchase price, for the decree under which the
sale was had imposed no other liability : the assignee
of the bid, the National Phonograph Co., was in the
s;ime situation, and likewise its assignee, the said Ott.
The purchaser bought rights, not liabilities. Of course,
he could not avail himself of rights without discharg-
ing reciprocal obligations, but he was not obliged to
avail himself of such rights. He could have discon-
tinued the use of the patents purchased without sub-
jecting himself to liability to anyone for breach of
contract.

PROPERTY, NOT CONTRACTS, PURCHASED.

Of course he took title to the patents subject to the
rights of licensees but as to him those rights were
property, not contract, rights ; they resulted from a
contract, to be sure, but they arose under the patent
laws of the United States. Section 4898 of the re-
vised statutes of the United States provides : "assign-
ments of patents. Every patent or any interest there-
in shall be assignable in law by an instrument in
writing, and the patentee or his assigns or legal rep-
resentatives may in like manner grant and convey an
exclusive right under his patent to the whole or any
specified part of the United States." The licensee has
by assignment certain of the rights granted to the
patentee by the government, as under the law the
rights of the patentee may be subdivided and granted
to different grantees.

A suit is none iue less an infringement suit because
it does not involve the validity of a patent. Such a
suit may be brought by a licensee against the patentee,
rights arising under the patent laws are asserted, and
the construction of said laws as well as the construc-
tion, if not the validity, of the patent is involved.
Such were the rights which the plaintiff's vendor had
to respect. "The assignee of a patent does not in the
absence of express contract, assume any obligation to
perform the contract of his assignor with the licensee."
.As to the contracts wliirh were assigned to said Ott
by the receiver pursuant to the transfer to him of the
interest of the National Phonograph Co. therein under
Mr. Edison's bid, no different question is presented.
Either Mr. Edison, his assignee, the said National
Phonograph Co., or its assignee, Ott, could have taken
an assignment of those contracts without assuming
any obligation under them.

:iIANY SUPPORTING DECISIONS.

Tliere are many decisions to the effect, and none
that my research has disclosed to the contrary, that
in the absence of express agreement the assignee of a
personal contract is not liable to the covenants of his
assignor. In other words, a man who buys a bargain

WHY

VOU SHOULD HANDLE

COOK'S ALTOIVIAXIC STOP

PATENT PENDING

1. It is absolutely necessary to the PERFECT TALKING MACHINE.

2. It is the most extensively advertised accessory on the market to-day.

3. One sale makes many more.

4. All inquiries made direct to us are referred to the dealer in that locality.

5. It is easily and quickly adjusted to any Disc machine. Victor, Columbia,

Zonophone, Star or any of the foreign makes.

COOK'S SALES COMPANY

29-31 Liberty Street, New York

N. B.— Splendid opportunity for salesmen to carry this device as side line.
Write for particulars

RETAILS
Nickel . .S3.00
Silver... 4.00
Gold ... 5.00
Plating is of
the best.

32

THE TALKING MACHINE WORLD.

The Original Home Moving Picture Macliine

The Live Wire for the Talking Machine Trade. Liberal Discounts
Territory Now Being Allotted, have you applied?

First Showing of New Models

99

EQ^JIF»IVIE^ax

Russia Iron Lamp House, Nickel
Mechanism, Quartered Oak Base
Board, Adjustable 100 C. P. Electric
Lamp, Wire and Standard Plug com-
plete. Bottom of Lamp House In-
sulated with Mica, Automatic Fire
Shutter, Automatic Flicker Shutter,
Stereopticon Attachment, Film Reel,
Film Rewind, 30 Feet of Film,
Highest Grade Highly Polished,
Ground Condensing and Focusing
Lenses, Framing Device.

Russia Iron Lamp House, Mechan-
ism Gun Metal Finish, Maple Base
Board , Acetylene Burner and
Generator, Automatic Fire Shutter,
Automatic Fhcker Shutter, 10 Feet
of Film, Highest Grade Highly
Polished Ground Condensing and
Focusing Lenses.

Embodying all advantages of the Professional Machines

other Models for Professional use, up-to $250.00

Complete line on Exhibition at Hotel Chalfonte, Atlantic City, N. J., July
6th and 7th

IVIanufaLCtureris Outlet Co.

ASSOCIATED WITH

THE VIXAK CO]VIF»AIMY

THE TALKING MACHINE WORLD.

33

PRACTICAL SUGGESTIONS AND COMMENTS

is not obliged to take ttie benefit of it. The suit by tlie
otier party for a breach must be brought against the
assignor, the contracting party, not against the as-
signee unless he agrees to be bound.

THE OTT TRANSFER IMMATERIAL.

Much has been said about the transfer to said Ott,
an alleged dummy, but the motives of that transaction
are immaterial. By transferring a right the National
Phonograph Co. assumed no obligation which the re-
tention of the right would not have imposed. So far
as the contracts were executory said Ott got the right
to do nothing with them, or to assume the obligations
of the insolvent company, as the contracts were in
terms assignable on condition that the assignee assume
said obligations. Now Ott saw fit to assume these
obligations, but he did that on liis own account and
not on behalf of the National Phonograph Co.; as
there is not a scintilla of proof in the record vyarrant-
ing the conclusion that the National Phonograph Co.
was in any way bound by Ott's said agreement. We
are not concerned in this suit with the contract re-
lations that may exist between the plaintiff and the
said Ott.

THE INEVITABLE CONCLUSION.

The conclusion seems inevitable that whatever rig'hts
the plaintiff has as against the defendant or his vendor
are patent, not contract, rights. If so, any suit to en-
force those rights arises under the patent laws of the
United States, and the courts of this State cannot take
jurisdiction of it.

GILMORE NOT TO RESIGN.

story in Orange Paper That the President of the
National Phonograph Co. Was to Resign Is
Absolutely Unfounded.

A report that appeared in an Orange, N. J.,
newspaper last week with W. E. Gilmore, presi-
dent of the National Phonograph Co., had re-
signed is unqualifiedly false, according to state-
ments given out by the gentleman himself. When
Mr. Gilmore was asked on Wednesday by The
World whether he had resigned, he promptly
replied: "The story is absolutely untrue. There
will be no change whatever in the official staff of
the company. A boy from a local pape.r came
to see me and got things twisted, as I paid little
if any attention to his questions. That's all. See
Pelzer, he will tell you what is in the report."

When "Wm. Pelzer, vice-president of the com-
pany was seen at the New York office he said:
"No, Mr. Gilmore has not resigned, nor has he
any intention of resigning. It is true he is going
to Europe on July 1 for a long rest and to visit
our branch houses. Mr. Gilmore has been tied
down to business and the general management
of the various Edison companies for a long time,
and he feels the necessity of going away. He
will take the baths when abroad, but no one, not
even himself, can tell when he will return. That
depends upon his health. Mr. Gilmore will be
accompanied by his family, and during his ab-
sence the affairs of the company will be con-
ducted by the heads of the respective depart-
ments, as they have always been during former
absences."

With this issue of the World, another new
model makes its first public appearance in the
well known line manufactured by the Vitak Co.,
of this city. This now fills out their line com-
plete and their machines range from the lowest
price at which a satisfactory article can be built
for the home to the highest priced and most
perfect mechanism on the market for profes-
sional purposes. They are: The Vitak Home
Model, price $10; the Vitak Home Model, price
$18; the Vitak Standard, price $125; the Vitak
Mirror Vitae, price $250. Walter Eekhardt, who
for some time past has been associated with the
Vitak, now carries this association into the
Manufacturers' Outlet Co., and they intend to
exploit the line throughout the world. In order
that the talking machine jobbers may see for
themselves, just what these machines are capa-
ble of, the Outlet Co. will have the complete line
of machines on exhibition at the Hotel Chal-
fonte, Atlantic City, N. J., during the conven-
tion, which will be held there on July 6 and 7.
Exclusive territorial rights are now being al-
lotted, and no one who is looking for live sell-
ers can afford not to inspect this line thor-
oughly.

"It's queer," said an out-of-town merchant who
called on us the other day, "how cheap watches
reflect business conditions. You can nearly al-
ways tell ho-w trade in general is by noticing
how they sell. As soon as there is a decline,
sales of these watches go up proportionately and
stay up until conditions have righted themselves
—at least that has been my experience."

SPEED SIGNS ON RECORDS.

J. S. Russell writes us as follows: "Would
it not be an excellent idea for manufacturers of
both disc and cylinder records to place some-
where on the records the exact speed at which
they may be run? This is done with great "suc-
cess in Europe. When I was abroad last year I
noticed that some of the Odeon discs contained
a sign '74 R' immediately beneath the title,
which meant, of course, that the record should
be run at the speed of 74 revolutions to the
minute. They also iijclude this speed in their
catalog. I believe this to be a very excellent
idea, and one worthy of emulation by our do-
mestic manufacturers. The value of a piece of
music is oftentimes spoiled by the lack of con-
sideration given to the matter of speed. To se-
cure the best results the record should be played
at as nearly the same speed as when the master
record was originally made. Indeed, much of
the old-time prejudice against the 'talker' was due
to the fact that the operators entirely ignored
the speed regulations. I have discovered a very
simple method of regulation, and it is to place a
strip of white paper under the disc, so that it
will project about a' quarter of an inch over the
rim of the disc. Let the motor run for about
five seconds and then count the number of times
the paper passes a given point and adjust ac-
cordingly. Ordinarily users of talking machines
when playing records have nothing to guide
them, and hence the importance of some means
which gives them a key to the speed at which
they may play to get the best results."

GERMAN VIEWS ON SOUND BOXES.

Some interesting hints regarding sound-boxes
are given by Die Sprechmachine in a recent issue,
in which we read that the diaphragm should be
placed symmetrically in the rubber couch. The
needle holder must be fixed precisely in the mid-
dle of the mica. The mica should not have too
deep a tension, but must lie level after fastening
the needle holder. A tension with too great an
upward tendency is as bad as no tension at all.
With too small a tension it is likely to creep into
the inner site, which position renders it impos-
sible for the required reproduction, because the,
sound generated by the mica cannot be con-
trolled, which results in a disagreeable echo. All
the screws regulating the tension and the fixtures
are to be tightened, so that they do not gather
up the vibration of the sound-box and develop a
rattle.

IIVIPROVING ACTION OF MOTOR.

The talking machine manufacturers of Ger-
many have long been endeavoring to improve the
action of tue motors, especially in the cheaper
machines and in a large degree have succeeded.
Among the troubles of the old motors was the
fact that the draw-springs, owing to the differ-
ence in consistency were lacking in necessary
energy. Also in the gearing duration of action
was frequently obtained at the expense of neces-
sary force. While a noticeable improvement has
been made in the motors of high priced ma-
chines, an increase of energy has also been suc-
cessfully introduced into cheaper movements,
such as those only lasting out one or two discs

without rewinding. This has been achieved in
several manners. Some makers have adopted a
vertically-placed spring-case, instead of one lying
horizontally. The vertical position may be de-
scribed as an extremely advantageous one; the
motive force of the draw-spring is no longer in-
terfered with by a sidewards tendency, but as
the spring-case turns without the least hindrance
in the vertical position, the next momentum is
freely brought into play. In the same manner
a displacement of the spring during playing is
quite impossible as the position of the spring-
case can be kept at a fixed height. It has also
been shown that horizontally situated spring-
barrels with light draw-springs may be brought
to a greater manifestation of power. This is to
be obtained by the employment of coarse cogs,
which work freely on transmission to the middle-
wheel. In this manner the German talking-box
industry has been enabled to supply the finest
works even with cheap apparatus.

NOISES AND THEIR SOURCE.

It will often happen that when operating a disc
machine a strong "hum" is set up, apparently by
the record, every now and again, which, should
the note be sufficiently powerful, may develop
into a decided blast and rattle, says a writer in
The Talking Machine News. Now this is not
due to the record at all. It arises from the fact
that on account of the tensioning device of the
stylus bar being in contact with the shell of the
sound-box the tone arm, support and trumpet are
set into strong vibration by the reproduction.
The best way to check this is, if possible, to in-
sulate the trumpet from the support. One or
two thicknesses of silk fabric will accomplish
this, as also will an India rubber band stretched
round the nozzle of the horn in such a way as to
prevent the naked metal coming in contact with
the support. In many ways of this kind the re-
production can be improved and purified out of
all knowledge. I should like to impress on
readers that great care should be taken with
every little thing, even to the smallest details.
The great difference made by attention in this
direction will more than repay the trouble taken,
which, after all, is very little.

A SPECIAL SCREW JACK.

In order to simplify and aid in the work of
repairmen as much as possible the Victor Talk-
ing Machine Co. are offering a special screw jack
for taking winding gear and ratchet off of the
spring barrel shaft. Heretofore it has been
necessary to pry this part off at the risk ^f in-
juring the winding gear or the large brass worm
gear. The device is very simple in construction
and manipulation, and is sold at a very moderate
price to both dealers and distributers.

The International Zonophone Co. has suc-
ceeded in obtaining a permanent injunction
against the manufacturers of the "Hornophon"
machines in Germany. All experts and perhaps
the Zonophone Co. themselves are very surprised
that this has been achieved, as the experts were
of the unanimous opinion, that there was abso-
lutely no similarity between the words Horno-
phon and Zonophone. The judge in his wisdom
found differently.

The Diaphragm is King

Everybody indorses our

WOOD OIAPHRA.G1VI

for Cylinder Reproducers
PRICE, including Cross Head and Link, $1 EACH.

NORCROSS PHONOGRAPH COMPANY

New Lang Building, 662 Sixth Avenue
= NEW YORK CITY ==

34

THE TALKING MACHINE WORLD.

PERSONNEL OF THE DICTAPHONE COMPANY

One of the most important transactions in the
recent history of the tallying machine trade was
consummated on June 1, when the Dictaphone
Company of America took over the entire inter-
ests of the American Graphophone Co. in the
United States and Canada covering the sale of
its product in commercial graphophones, shaving
machines and supplies of all kinds. By the con-
tract between the two companies, the Dictaphone
Co. secures a most valuable franchise, since the
sale of the commercial dictation machine is in-
creasing by leaps and bounds. The Graphophone
Co., on the other hand, is also a gainer by the
deal, securing a wider outlet for its product of
dictating machines through the highly specialized
sales organization which the Dictaphone Com-
pany of America has placed in the field.

The personnel of the Dictaphone Co. is a
strong one. It is officered by men who are each
specialists in their respective duties. Its presi-
dent, A. C. Whitcomb, is a man who has had a
wide experience in commercial life. By pa-
rentage a New Englander, by birth a Pennsyl-
vanian and by training a thorough cosmopolitan,
he is well equipped for his duties as an executive
at the head of the Dictaphone Co.

Mr. Whitcomb's early life was spent around
Boston. He prepared for college at Barre Acad-
emy and entered active business life with the
Whitcomb Metallic Bedstead Co., at Derby, Conn.
Later he was promoted to the position of sales-
man for that company in New York City.

Twelve years ago he entered the services of
the Westinghouse Electric & Mfg. Co., at Pitts-
burg, in a minor capacity. The work of that
great concern in developing the (then) infant
electrical industry seemed to be particularly fit-
ted to his special ability and he rose rapidly. By
his own efforts he was promoted to positions of
ever increasing responsibility, and for the last
three years he held an important executive posi-
tion in the sales department.

When the advisability of forming a separate
company for selling on a specialized basis the
dictating machine, was brought to his attention,
Mr. Whitcomb's interest, heightened by a per-
sonal use of the machine in his service with the

J. W. blNDUll,

A. C. WHITCOJIB.

Westinghouse Co. was immediately aroused and he to-
gether with Mr. Binder, the sales manager of the Dicta-
phone Co., were the prime movers in the organization.
Mr. Whitcomb is a member of several golf and country
clubs.

The treasurer of the Dictaphone Co. is a thorough New
Yorker, having been born at Fort
Edward, this state, May 26, 1869.
He is married and resides in New
York City. He was a graduated in a
college preparatory course from Fort
Edward Collegiate Institute, studied
law at Glens Falls, N. Y., with the
firm of Potter & Kellogg, and en-
tered commercial life as confidential
secretary to Hon. Addison B. Colvin.
then treasurer of the State of New
York, by whom he was sent to New
York City to represent his extensive
persona] interests, in which capacity
he held numerous executive posi-
tions.

In 1903 he was selected as assist-
ant secretary of the Rapid Transit
Subway Construction Co., occupying
a confidential position to John B.
McDonald, the builder of the subway
in New York City.

At the time of the organization of
the Dictaphone Company of Amer-
ica Henry G. King was secretary and
treasurer of the W. K. Niver Coal
Co.. president of the Boston Coal Co..
and secretary and treasurer of sub-
sidiary companies. Mr. King has a
wide commercial and social acquaint-
ance, is a Shriner and a member of
several golf ami country clubs.

Howard S. Fisher, secretary of the
Diclaphone Company of America,
was born in Pittsburg, Pa., In 1871.
lie graduated from Princeton Uni-
\ersity in 1891. and at once entered
the employ of the Westinghouse
Electric & Mfg. Co.

He remained with this company for
nearly fourteen years, serving them

in different departments and thus becoming fa-
miliar with their methods and practice of doing
business. During the last three years of his em-
ployment he traveled for this company in West
Virginia, Kentucky, Tennessee and Virginia for
the purpose of opening up the territory for the
sale of electrical apparatus. He then came to
New York and took up the work of selling appa-
ratus for isolated plants in that city. He takes
up his new position with a thorough knowledge
of practical business owing to his long training
in his former positions.

The business of the Dictaphone Co. being prin-
cipally that of a selling company, the position of
sales manager becomes one of the most impor-
tant in the gift of the company. The Dictaphone
Co. is to be congratulated on securing for this
position the services of J. W. Binder, who was
unanimously chosen by the board of directors
at its first meeting.

The World need hardly introduce Mr. Binder
to its readers. He has been a prominent figure
in talking machine trade circles since his entry
into the business a little more than three years
ago. His rise has been rapid and continuous.

Mr. Binder is a Pennsylvania German and is
proud of it. He is also an optimist, and is
prouder even of the latter than the former. He
is a man of a cheerful, pleasing manner and
talks and acts with the sincerest conviction that
the article he is selling is the greatest and best
of its kind in the world. Perhaps this explains
his success as a sales manager. He is 42 j^ears
of age; has been a school teacher; has gone
through the entire gamut of newspaper life in
ten years, from the position of canvasser to that
of night news editor on one of the great dailies
of Philadelphia, and has written considerable
fiction for the magazines. His business stories
in System will be recalled by many readers of
The World.

His entry into active business life was with
the Booklovers' Library. He was for three and
a half years its district manager in Pittsburg.
From that position he came over to the Columbia
Phonograph Co. in the capacity of assistant man-
ager of its Pittsburg ofiice. Very early in his

UKNnV G. KING.

THE TALKING MACHINE WORLD.

35

connection with this company the Commercial
Graphophone enlisted his interest and soon its
sale in Pittsburg and the vicinity occupied his
entire time.

His efforts in this direction soon brought him
to the attention of the executive officers, and a
little more than two and a half years ago he
was brought to New Ybrli and given charge of
the newly organized department for the sale of
these machines. That the business under his
direction has increased upwards of 500 per cent,
is ample evidence of his success.

Early in his connection with the Columbia Co.
as an executive he became convinced that the
sale of the dictation machine should be carried
on along specialty selling lines the same as the
typewriter and the adding machine. The organi-
zation of the Dictaphone Company of America
is the result.

The directorate of the Dictaphone Company of
America comprises the following: Thomas R.
White, Jr., New York; John S. McCormicli, Pitts-
burg; A. C. Whitcomb, New York; George W.
Lyle, New York; Henry G. King, New York; J.
W. Binder, New York, and H. S. Fisher, New
York.

The policy of the Dictaphone Company of
America will be that of selling the commercial
talking machine through its own offices, controlled
directly from its executive offices at 290 Broad-
way, New York City.

The country has been divided into districts,
in each of which a district manager has been
placed who is a man of the broadest caliber, au
expert salesman as well as a capable executive.
Each of the district officers will be housed in a
well furnished suite of offices amply equipped to
take care of the business from both a selling as
well as a mechanical standpoint.

An extensive advertising campaign will be
inaugurated.

The World cannot refrain from offering hearty
congratulations to the new company and to wish
it the greatest measure of success.

EXPORT NOTES.

In a chat on the export trade of the Victor
Talking Machine Co., Camden, N. J., in South
America, the remark was dropped whether they
shipped as much as $60,000 in machines and
records to Brazil. Not only that amount, but a
great deal more, an amount alone amounting to
nearly $250,000 in the course of the year. This is
going some, and the listeners were astonished at
the magnitude of the trade in talking machines
beingMeveloped in that section of the world.

POST CARD PROJECTOR.

A New Machine Placed cn the Market Which
Can Use Natural or Illuminating Gas.

Since the flist post card projecting machine
was placed on the market the demand has so in-
creased that many manufacturers of stereopti-
cons, etc., have turned their attention toward per-
fecting a reflector of their own. Up to the present
time tliese efforts for the most part have been
confined to acetylene and electric styles, and it re-
mained for the AIco Gas Appliance Co. to perfect
models adapted to natural or illuminating gas
and denatured alcohol. These, with their electric
model, offer the dealer an unlimited field for
operation from the city palace to the country
farmhouse. These machines were designed by
one of the greatest experts in the country and
are constructed along scientific lines. All the
reflecting surfaces are of polished aluminum, and
the entire lamp house handsomely finished.

Here is the opportunity for which you have
been waiting, Mr. Talking Machine Man — a line
that can be placed in every home. Every family
has a collection of post cards. The projector
offers them a chance to make them educational
as well as pleasurable.

JAMES C. LAND AY MARRIED.

On June 2 James C. Landay, of Landay Bros.,
the Victor distributers, and secretary and treas-
urer of the Zed Co., Zonophone jobbers, New
York, was married in the Temple Beth-El, in the
same city. The reception was held in the home
of the bride's parents. June 6 the happy couple
sailed for Scotland direct on tlie "Columbia," of
the Anchor Line, a merry party of friends, includ-
ing his redoubtable brother. Max, seeing them
offl at the pier. Jim and wife will tour the pic-
turesque sections of the Scottish Highlands, then
travel through England and make the grand tour
on the continent. They are not expected home
before late in the summer. The World extends
its felicitations.

C. A. GRINNELL HONORED.

Long one of the most prominent figures in the
music trade of Detroit, and in fact in the State
of Michigan, it was fitting that C. A. Grinnell
should be still further honored by being elected
president of the National Association of Piano
Dealers of America at the convention in New
York, June 8-10, after having labored earnestly
as first vice-president of that organization for
the previous year. In the talking machine field

the firm of Grinnell Bros., of which C. A. Grin-
nell is the head, has also won a prominent posi-
tion as dealers in various lines of machines, rec-
ords and accessories and jobbers and distributers
of Edison and Victor goods. In his new position
as head of an organization composed of one thou-
sand leading piano and music dealers of Amer-
ica, Mr. Grinnell's sphere of influence will be
widespread.

ORGANIZATIONOF DICTAPHONE CO.

Important Deal Closed by the American Graph-
ophone Company by Which Its Dictating Ma-
chines and Supplies Will be Pushed.

The announcement of the organization of the
Dictaphone Co. of America and of the plans for
increasing the interest in the use of talking ma-
chines in business and for the development of
this important branch of the industry will doubt-
less be received with greatest interest in trade
circles. In an interview with a World repre-
sentative, George W. Lyle, vice-president of the
American Graphophone Co., and general man-
ager of the Columbia Phonograph Co., saiu:

"When the Graphophone Co. was organized it
was believed that the use of dictating machines
would become universal and that this would be
the great future market. In fact, the first
giaphophones and the phonographs of early
days were made with this use in view. The ma-
chines themselves were crude, complicated and
imperfect, and although there are many con-
cerns who began then and have continuously
used dictating machines since, substituting the
later and improved machines for the earlier
models, still this branch of the business was al-
most hidden and lost sight of in the extraor-
dinary demand for graphophones and records
for entertainment.

"With an increasing demand for labor saving
devices, the need of a dictating machine so sim
pie in construction as to be easily understood
and operated by everyone, and so sensitive in its
mechanism that a person can dictate and get
satisfactory results even when talking in whis-
per tones, was more and more felt. As a result
of years of constant, patient, never-ending laboi-a-
tory work such a machine has been perfected
in what will be known as the Dictaphone.

"For a long time everyone familiar with the
subject has reco,gnized that the exploitation and
sale of such a labor-saving machine, in stores
primarily devoted to the sale of talking ma-
chines for musical entertainment was incongru-
ous; that the two did not "gee," so to speak;
and we have long cherished the idea of having
this product handled and sold by a separate or-
ganization of specialists. Three years ago \n e
began in a modest way to advertise the commer-
cial machines separately in a few magazines
such as System and The Business Men's Maga-
zine. The extraordinary interest displayed and
number of serious inquiries which resulted em-
phasized the growing demand, showed us cer-
tain improvements which were still required,
and pointed out more than ever the necessity for
a separate selling organization.

"While we are happy to announce the Dicta-
phone, we are pleased to say that in the Dicta-
phone Co. of America we have found an ideal
organization for pushing on the great work and
placing the dictating machine in that important
position which it deserves in the modern busi-
ness world. The Dictaphone Co. will bear the
same relation of sole sales agent to the American
Graphophone Co. as regards the dictating ma-
chines and accessories that the Columbia Phono-
graph Co. does to it in handling its disc and cyl-
inder graphophones and accessories for enter-
tainment purposes; but the Dictaphone Go.'s
organization and management is separate and
distinct. Under this arrangement the require-
ments of all customers who have purchased
Commercial Graphophones and supplies from the
Columbia Co. will be diligently looked after by
the Dictaphone Co., while the American
Graphophone Co. in its great plant at Bridgeport
will continue to be the exclusive manufacturer of
these machines and supplies."

WE ARE MANUFACTURERS OF

Record Envelopes, RecordjTrays

Record Racks

Let us systematize your stock at small cost. A postaKstating how many
records you carry will bring full explanation by return mail. Our goods
are made of better stock, and the price is 50 to 1 00 per cent, lower
than that charged by other firms for inferior goods.

Send Us Your Machine and Record Orders

No matter where you are located you can buy to advantage from one of
our two wholesale talking machine depots. The largest and most com-
plete stock, competent and careful order clerks, and the best stock-
keeping system in existence have made us the most popular distributor
with the retail dealer. All inquiries are submitted to the local dealer.

THE RUDOLPH WURLITZER CO.

Phipiio-n Tllinnic distributors victor and edison product r'Jn^Jnno^: nWt^

\jniK.a^K}, iiiiiimd manufacturers talking machine supplies vilIlLinildU, IJIliU

3()

THE TALKING MACHINE WORLD.

Summer Money

There is just one musical instrument that will take the place of a
band, wherever a band is desirable but too expensive, and every Columbia
dealer in the United States is going to turn at least one sale of the
Twentieth Century Columbia Graphophone this Summer.

Summer is the season for this wonderful Graphophone. It
is being employed more and more right along for park concerts, for
skating-rinks, for dances, for moving-picture theatres, for restaurants,
for excursions and for all sorts of out-door amusement resorts.

Scientific tests of the sound waves have demonstrated that the
Twentieth Century Graphophone is just 16 times louder than
any other machine. You can play it simultaneously with any two
other machines, one on each side of it — and those two machines simply
cannot be heard at all. All this without electrical connection — for the

COLU

Phonograph Co., Tr-

THE TALKING MACHINE WORLD.

37

Columbia Dealers

regular Twentieth Century Graphophone is driven by a spring-motor that is
powerful, dependable and perfect.

Don't forget, either, that while the Twentieth Century will play any cylin-
der record, the most appropriate records are the " B C " extra long Columbia
Records which are a full half-foot in length and play the whole selection.

There's some good Twentieth Century business ripe for you and we shall
be very glad to help you get it.

The Columbia Graphophone of every type, disc and cylinder, is
being pushed harder than ever this season as an all-round, out-door
entertainer by some of the Columbia dealers who always see the
good things first. There is a splendid chance for Columbia Grapho-
phones and Records wherever there are yacht clubs, camps, house-
boats, bungalows or Summer cottages. Some of this business is
bound to come to you if you wait for it, but a whole lot more is
waiting for you to go out and get it.

BIA

le Bldg., New York

38

THE TALKING MACHINE WORLD.

A Musical Leader

A Good Sounding Instrument, Strong, Practical
and Handsomely Finished. : : Standard Size

BOOK OF MUSIC AND INSTRUCTION ACCOMPANIES EACH ONE

$9.00 A DOZEN
Samples Sent on Receipt of $1.00

The Edwin A. Denham Company

= BUSINESS DEVELOPERS —

49 8- 5 0 0 BROADWAY, NEW YORK

AN AMUSING INCIDENT.

How the Obliging Storekeeper Helped Out the
Evangelist, and the Sequel.

A very peculiar and rather amusing story is
told of the general storekeeper in one of the
Oklahoma boom towns, who carried a fair-sized
stock of talking machines and records in addi-
tion to his other lines of merchandise, and who
took every opportunity to advertise the fact.

Not long ago, a Methodist evangelist visited
the towr- for the purpose of holding a series of
revival?, and as an attraction supplemented his
preaching with stereopticon views of well known
biblical characters and scenes. The display of
these pictures was accompanied by appropriate
cornet music furnished by one of his assist-
ants and had become quite a valuable feature
of his work.

When the evening for the first service arrived
the cornetist unfortunately was taken with a
very sore throat, which prevented his playing,
and as none of the evangelists' party, with that
single exception, could play a musical instru-
ment, it appeared as though the entertaining,
and in fact strongest part of the programme,
would have to be omitted if a substitute was not
found among the townsfolk.

Then, Mr. Jones, the storekeeper, realized his
opportunity, and offered his services, together
with one of his largest machines and an assort-
ment of popular records .which offer was prompt-
ly accepted.

The machine was duly installed that evening
and after the sermon was finished the stereopti-
con views were presented. The first scene was
Old Jerusalem, and the talker poured forth the
beautiful music of "The Holy City"; the next
was the Lord walking on the water, and though
"Rocked in the Cradle of the Deep" was hardly ap-
propriate, it was the best that could be done on
short notice. It was when the third picture, "The
Resurrection," was presented that the accident
happened that broke up the meeting and badly
injured the prospects of talking machine sales
in that city. Mr. Jones, wearing a broad smile
of satisfaction, put on the record which he
fondly believed to be a perfect rendition of
"Lead, Kindly Light." Imagine, therefore, the
horror of all concerned when, instead of the
beautiful hymn, the strains of "Ain't It Funny
What a Difference Just a Few Hours Make" rent
the air.

Investigation proved, however, that Mr. Jones
in a hurry to reach the meeting had picked up
the records in the dark, and had accidentally

slipped in the popular air. Still, the respectable
citizens of the town regard him with suspicion
and the religious element ignore him entirely
to the great restraint of his trade.

CLEMENT ANOTHER CONVERT.

S. J. Clement, a well-known piano dealer of
Bar Harbor, Me., is a recent convert to the doc-
trine that a line of phonographs aid piano sales,
and has therefore installed a complete line of
Edison machines and records.

FINAL ARGUMENTS HEARD.

On June 1, 2 and 3 argument was heard in the
case of the American Graphophone Co. against
the Leeds & Catlin Co. This was the final hear-
ing on the arguments, and came before Judge
Hough, United States Circuit Court, southern
district of New York. Infringement of the Jones
patent for duplicating disc records was charged.
This is considered one of the fundamental and
essential inventions in the trade, and is univer-
sally used. The patent has been sustained on
appeal in the United States Circuit Court of
Appeals in a former test suit. Judge Hough re-
served decision.

SUIT OVER PATENT RIGHTS.

Julian Jetter, an inventor of Camden, N. J., on
June 3 instituted suit for $12,000 against the
Victor talking machines in payment of various
patent claims, his attorney stating the case as
follows: "Jetter claims to have invented sev-
eral improvements for hollow sound-conveying
tubes. He received a patent for 44 app'lications.

the patents being granted in the name of the
Victor Talking Machine Co. Jetter alleges he
received $50 for each patent at the time the ap-
plication was made and was to have received $50
additional for each one when the patents were
granted. He claims $10,000 for goods sold and
delivered by him at the request of the Victor
Co. and the balance which he alleges is unpaid
on the patents."

AUXETOPHONE HEARD IN THEATRE.

An exhibition of the Victor Auxetophone used
in connection with a synchromatic moving pic-
ture display was made in the Majestic Theatre
recently by V. W. Moody, and was the means of
influencing a number of Auxetophone sales later.
The exhibition was under the auspices of the
Vitascope Co., of Berlin, Germany, and among
those who witnessed it were J. B. Furber and
Walter L. Eckhardt, of the Manufacturers' Out-
let Co.

INCORPORATED IN MAINE.

The Royal Phone & Phonogram Co., with
$6,000,000 capital (nothing paid in), has been
incorporated in Maine with headquarters in Port-
land, for the purpose of making and dealing in
talking machines. Officers: Allen T. Nye, of Bos-
ton, president; Frank J, Perkins, of Maiden,
treasurer.

CLEVER COLUMBIA PUBLICITY.

A novel folder has recently been issued by the
Columbia Phonograph Co.. which shows up the
20th Century graphophone in a decidedly at-
tractive manner. "It takes the place of the
band" is the catch line used in connection with
this special product. The Columbia line of pub-
licity at the present time is intended to stimu-
late talking machine dealers in the development
of summer trade for providing entertainment for
parks, la-n-ns and excursions, and it certainly is
an excellent point to emphasize at this season of
the year.

BRIEFLETS.

E. A. Merritt, formerly with the Douglas
Phonograph Co., and later with the Zed Co., is
now on the traveling staff of the Manufacturers'
Outlet Co., New York.

The talking macliine department of the Kern
Music Co., Jersey City, N. J., is presided over by
Miss Nellie Handley in a very capable way. She
lias enlarged this branch of the business ma-
terially since it has been under her charge. They
handle both the Victor and the Edison goods.

URLITZER

UP-TO-DATE

AUTOMATIC

MUSICAL
INSIRUMENIS

"wrrn slot

yOIACHMENT

VORLD

SUITyiBlE

FOR ALL

PUBLIC
PUCES

OPf RATEO BYPtRFORAHD PAPFR ROUS

MAILED

UPON REQUEST

TAL.KIN<i >I.V<-|1INI': IIOKNS
. ■• STAMPED

.VHK NOTKD POU noon MI.-WIC,
* SOLD BY DEALERS

Crane l^m., Horn Jlfrs.. We.^lfielJ, Mass.

AUK Nornn tor oood mixic,

' SOLD BY DEALERS

THE TALKING MACHINE WORLD.

39

TIMELY TALKS ON TIMELY TOPICS

So much has been heard, directly and indi-
rectly, and especially through American consuls
in the Latin-American countries, of the flimsy
packing of goods by our manufacturers and
merchants, that it has become the standard text
on which to write windy reports of carelessness
and indifference on the part of shippers. It has
been pointed out in these preachments and in
newspapers devoted to export interests, that the
paclcing such as would be suiBcient and safe for
domestic transportation, was totally inadequate
in foreign trade. This is true, every word of it.
The methods of shippers in this respect have
been criticised so harshly at times as to savor of
abuse. This alleged dereliction has been held
up as the main reason why the American ex-
port trade languishes in the Spanish-American
countries.

No evidence to the contrary has been sub-
mitted, and therefore, as the French might as-
severate, it goes without saying. Now another
side of this interesting question is presented by
the indisputable experience of a gentleman fa-
miliar with every phase of the export proposi-
tion in that part of the world. This very com-
petent witness emphatically declares: "You
doubtless have heard a great deal of the care-
less manner in which American manufacturers
and merchants pack their goods for shipment
to the Latin-American countries reached by
water only. It must be admitted that more than
ordinary precautions should be taken against
the deteriorating effect of moisture and severe
climatic changes; that the handling of packages
in trans-shipment or unloading is far from
gentle, and therefore cases, boxes, coverings, etc.,
should be of extra strong material suitably
braced or reinforced.

"Now, we ship great quantities of talking ma-
chines, records, horns, etc., to South America,
and have been doing so for many years, conse-
quently know precisely how the goods should go
forward to insure against damage or breakage
in transit. Besides, we have traveled these
countries repeatedly, and are fully informed as
to how the people down there want goods
packed. As a' matter of downright fact, the
Ameiican shippers are not so much at fault in
this regard as they are made out to be — on
paper. The real trouble is with the customs
officials in that part of the globe, who rip and
tear things open in the process of their so-called
inspection or examination of the packages, and
seldom are decent enough to reseal or reinclose
the cases in their original condition.

"The result is that when the shipment reaches
the consignee in this condition, the exploded
charge of American shiftlessness in the manner
of packing is again denounced with many
caramabas, emphasized with wild gesticulations.
It is a shame that such practices are permitted,

the actual cause of the dissatisfaction so much
heard about in official reports to the State De-
partment. We have protested time and again,
and eventually we will place the matter before
the American diplomatic envoys in order to
have a formal representation made to the vari-
ous governments for relief and future protec-
tion."

Several experts were exchanging views on the
material used in and the manufacturing of disc
records. One of the party who is known as an
expert recorder and therefore presumably an au-
thority on the subject, ventured the assertion
that the present cost of high quality of records,
independent of the "talent" charges, was alto-
gether too high for the investment involved.
The raw material of a ten-inch record was
reckoned at eight cents, and the finished goods
at from 20 to 22 cents. The laboratory student
averred that so long as shellac remained at its
present high figure, these basic charges could
not be avoided. It has been proposed to use a
cheaper composition for a filler and then coat
the surface with the true record material. Ex-
periments with this end in view have been
made by one of the largest record manufacturers
in the world, and with marked success. In fact,
it was intimated they held patents of the basic
variety on the process. Of course, to the above
cost must be added many other items entering
into the marketing of any article, and therefore
the ultimate figures would not allow so large a
margin for profit as the layman might imagine.

Evidently there is a vast difference between a
patent and copyright relative to the enforce-
ment of price of the article covered. This has
been made clear by the decision of the United
States Supreme Court, handed down June 1, in
the case of R. H. Macy & Co., the famous depart-
ment store, of New York, against the Bobbs-
Merrill Co., book publishers, of the same place.
The court declared that (book publishers holding
copyrights cannot fix the price at which their
books shall be sold, nor combine with others to
do so. An analogy was immediately drawn be-
tween this case and the many decisions sustain-
ing price agreements over patented articles in
the talking machine trade. A misconception of
the scope of a copyright followed, and not a few
very intelligent people were positive that were
any of the talking machine patents taken to the
United States Supreme Court over the price con-
tention, it would meet the same fate as that
of book copyrights.

This attitude was taken on the assumption
that the highest court in the land had never
passed upon the right of persons holding patents
to control the price of their commodities. This
statement is erroneous, for it is said, in the syl-
labus, in Bement against National Harrow Co.,
186 U. S. 70, 22 Sup. Ct. 747 46 L. Ed. 1058: "The

object of the patent laws is monopoly, and the
rule is, with few exceptions, that any conditions
which are not in their very nature illegal with
regard to this kind of property, imposed by the
patentee, and agreed to by the licensee for the
right to manufacture or use or sell the article,
will be upheld by the courts; and the fact that
the conditions in the contracts keep up the
monopoly does not render them illegal." That
seems to be sufficient to demonstrate the vast
difference between the character of property
protected by the oft-times illusive copyright and
the substantiability of a patented invention, as
the courts view the proposition.

Apropos of the talking machine patents that
hold the foreign makers of machines, records,
etc., from flooding the American market with in-
frnging devices, it is heard, on excellent author-
ity, that two German manufacturers llave full
lines of their goods in a New York warehouse
awaiting the decision of the United States Su-
preme Court in the case of the Victor Talking
Machine Co., against the Leeds & Catlin Co.
Other European makers are prepared to spring
in at the same time, should the Berliner patent
fail of being sustained. Still another story is
to the effect that an agent is already here from
the other side soliciting orders, delivery being
contingent on the court's adverse ruling. This
only proves what a prize the American market
is considered by foreign talking machine manu-
facturers.

It would have been a graceful act if Thomas
A. Edison had been invited as a guest of honor
to the banquet of the National Piano Dealers'
Association at the Hotel Astor, New York, June
9. Possibly the "Wizard" may have declined the
honor, as he seldom attends affairs of this kind,
unless they represent interests which appeal to
himself personally. At the same time so many
music dealers frankly confess their talking ma-
chine department is the most profitable end of
their business, and special efforts have been
made to have them see it in this light, and suc-
cessfully. Mr. Edison never makes a speech, but
his very presence would have added great eclat
to that memorable occasion.

That reminds the writer of the philosophical
manner in which Mr. Edison regarded the sur-
gical operation he recently underwent. Before
he decided upon this step, which, considering his
age, might have been regarded in a very seri-
ous light, Mr. Edison read every available medi-
cal authority on his malady. Then he came to
the conclusion that the percentage of fatalities
was so extremely small, so long as the patient's
blood is in good condition, that he submitted to
the ordeal without the slightest fear of the out-
come. The entire success of the delicate opera-
tion justified his judgment, and when Mr. Edison
subsequently told a number of his intimates the
state of mind he was in when under the sur-
geon's knife, they were again astounded at the
breadth of mind and calm composure of this
marvelous man.

AT LAST

A Place for Everything and a Needle
Box In Its Place Is a Long Felt Want

Made to attach to any tapering arm Victormachine and is just the thing every talking
machine owner SHOULD HAVE.

It attaches and detaches without injury to cabinet, no drilling is necessary, you simply
unscrew thumb screw A, set holder in position as illustrated and replace screw.

With this new improved ideal needle box and holder, it is impossible to get hold of used
needles and thus destroying your records.

When a supply of used needles accumulates in box, you take same, as shown
in cut, allowirig the used needles to fall out and the new ones remain.

Dealers will find a ready market for this article and should lose no time in
placing their orders.

Retail Price of tlie Ideal Combination Needle Box and Holder, 50c.

GOOD DISCOUNT TO THE TRADE

DEALERS are requested to order from their jobber.

If he cannot supply you, write us, and we will refer you to one who will.

R. R. BROWNE SPECIALTY COMPANY,

1957 Warren Street, TOLEDO, OHIO

40

THE TALKING MACHINE WORLD.

A STRONQ COMBINATION.

Former General Manager of the Regina Co.
Joins Forces With Walter Eckhart in the
Manufacturers Outlet Co.

It was leai'ned last week that J. B. Furber had
tendered his resignation as general manager of
the Regina Co., of Rahway, N. J., the same to
take effect July 1.

Simultaneous with this information came the
announcement that Mr. Furher had concluded ar-

.T. B. FUr.BEK.

rangements with Walter L. Eckhart, late whole-
sale manager of the Columbia Phonograph Co.,
to become associated with him in the Manufac-
turers Outlet Co., a concern recently formed by
Mr. Eckhart.

The announcement of Mr. Furber's new move
will come in the nature of a great surprise to
his many friends who know the tremendous work
he has accomplished in building up the Regina
business. When Mr. Furber took the general
management of that company the business was
not in a satisfactory condition, but endowed with
determination and energy and a laudable ambi-
tion, he set to work to increase the Regina busi-
ness. That he has been successful is well known

WATCHUNG
MOUNTAINS

45 ^finutes from Broadway and 00 Minutes from
Philadelphia.

PLAINFIELD,
N. J.

Truell Hall,

(Formerly Hotel Netherwood.)
.\n Ideal Summer Home. Open All Year.

Erected at a Cost of One Half Million Dollars.

Pi

S Minutes from Station.
TEN ACRES OF BEAUTIFUL SHADE, HIGH AND DRY
NOT TOO HOT, NOT TOO COLD, JUST RIGHT. AMIDST JERSEY'S

PICTURE LANDS
Healthful Climate. Excellent Views.

Also Truell Inn and Trurll Court.
Send for lionklrl and Rnlrx.

in trade circles, for the Regina business has
grown by leaps and bounds and last year was
the most successful yet in the history of this
company.

No announcement has been made of Mr. Fur-
ber's successor. The combination effected by
Messrs. Furber and Eckhart presages well for the
future of the business under their control. They
are both young men. have a wide trade experi-
ence and with a_company having such an elastic
title it is probable that their business may be
extended to other lines than those purely relat-

J

WALTEE L. BCKHAEDT.

ing to the music trade. With their popularity
and knowledge of business conditions in the
music trade it is but fair to assume that they
will very quickly control a satisfactory trade in
the industry to which The World appeals.

BALTIMORE'S NEWS BUDGET.

Trade Holding Its Own and Prospects Are
Bright — New Talking Machine Introduced —
Columbia "Hits" Popular — What the Various
Houses Have to Report Anent Conditions.

(Special to The Talking Machine World.)

Baltimore, Md., June 5, 1908.

The general trend of the statements of the
talking machine dealers in this city indicates
that the business during the month of May and
the first few days of June has held its own.
While these dealers naturally expect a slack in
the trade during the warm weather, they all
seem confident and are of the opinion that mat-
ters will return to their former state of pros-
perity by the time that the fall sets in. They
declare that they have every reason to believe
that such a condition should begin to show it-
self not later than the first of October. Like
many of the piano dealers, they believe that the
presidential nominations will have a great deal
10 do with the rejuvenation of business and that
present indications are that candidates will be
named by both the big parties that will be sat-
isfactory for the trade and business in general.

Since the first of May a new talking machine
lias been introduced in Baltimore. This is the
Star talking machine, manufactured by the
Hawthorne & Sheble Mfg. Co.. of Philadelphia,
Pa. Frederick J. Scheller has become jobber for
this machine here with headquarters at G42 W.
Haltimore street. Mr. Scheller was formerly
manager for C. S. Smith & Co., who handle the
Zonoi)hone here. Mr. Scheller states, that al-
though he has been in the field with the new
machine just a little over a month, business has
been excellent and lie has every reason to be-
lieve that the Star machine will be a permanent
fixture here. While the sales of machines have
been encouraging, Mr. Scheller says that the

greatest demand is for the records of popular
sentimental airs.

^ilanager Lyle, of the local store of the Colum-
bia Phonograph Co., states that the business of
his firm in every line has been very good during
May and the present week of June. The floor
business has been particularly good, a number of
machines having been disposed of each day of
the present week. The special hits that the com-
jiauy has been putting out have been taking
hold fast and these records have been going at a
rapid rate. In fact, Mr. Lyle declares, they go
almost as soon as they arrive. The company's
June quarterly has also proved a popular fea-
ture and a good seller.

While business has not been exceptionally
brisk during the past month, according to Man-
ager Joseph A. Grottendick, of the firm of B. F.
Droop & Sous Co., local, who handle the Edi-
son and Victor machines, it has not been by
any means dull. Mr. Grottendick looks for a fair
business all during the summer, and is among
those who express the belief that a boom for
the better is due when the fall comes around.
He says that the records of popular airs seem
to be more preferable at this time, although
others are selling well.

The announcement was made at Sanders &
Stayman, who sell the Victor and Columbia ma-
chines, that business was good all last week, and
started in well the present week. It was a bit
slow during the first part of May, but this con-
tinued only for a short period. The greatest de-
mand has been for records of popular airs. A
generous request for operatic records has also
been noticeable.

While no announcements of an unusual nature
have been made by members of the other firms
throughout the city, their statements regarding
the trade are on a par with those quoted.

FIRE IN WASHINGTON.

Upper Floor of E. F. Droop & Sons Co.'s Ware-
rooms Damaged to the Extent of $35,000.

( Special to The Talljing Machine \VoiM. i

Washington, D. C, May 28, 1908.
Fire yesterday destroyed the top floor of the
piano store of E. F. Droop & Sons Co., at 925
Pennsylvania avenue, this city. The surplus
stock of pianos, cabinets, and talking machines
were either totally destroyed or else badly dam-
aged. The loss is placed at |35,000, fully covered
by insurance.

J. L. ANDEM IS ACaTHTTED.

James L. Andem. Bloomfield, N. J., who was
charged with forging the seal of the New Eng-
land Phonograph Co. in a suit instituted against
Thomas E. Edison and the National Phonograph
Co., was acquitted on May 25 in the United
States District Court at Trenton. On May 26
Mr. Andem announced that he had entered suit
against Mr. Edison for $50,000 damages for false
arrest and malicious prosecution. ,

Manufacturer's Outlet Co.

The Udell Works, of Indianapolis, Ind.. have
prepared a magnificent list of talking machine
(disc and cylinder), music and music roll cabi-
nets, for the annual exhibition which opens in
Grand Rapids on June 22. Their line of sam-
ples this year is imquestionably the best ever
put out by this house, and contain many novel-
ties which must appeal to all members of the
trade handling this line of specialty.

CERTIFY TO CHANGE OF NAME

The Phonograph Co., of Chattanooga, Tenn.,
have asked to change their name to the Atlee-
Terhune Co. The incorporators are: Frank H.
Atlee, Westervelt Terhune, J. R. Atlee, Jr., Geo.
N. Patton and L. M. Thomas.

No matter what you are advertising, write the
ad. with the women in mind. Ninety-nine times
in a hundred the woman controls the household
spending. She is the power behind the pocket-
book.

THE TALKING MACHINE WORLD.

41

Wanted

Wide awake talking
machine dealers to
add a side-line that
will sell like hot-cakes

'X^HE Reflectoscope is a
* Post card Magic-Lantern.
It doesn't use fragile and
tiresome glass slides nor in-
flammable, expensive and
equally tiresome strip films.
It interests everyone because
it makes the Post cards they
have and those that they are
constantly receiving of prac-
tical value. In this machine
a postal card can be thrown
on a sheet clean and distinct
in natural colors from 200 to
300 times its normal size.

THINK WHAT THIS MEANS

POST cards can be taken from drawers and albums (for everyone nowadays has and is constantly receiving post cards) and can be
utilized for amusement and instruction to the members of the home and to friends and neighbors. Trips of travel may be illustrated
and described. Cartoons, music, drawings, photographs, etc., shown. Talking machine records, illustrated while being operated. An
unfailing and constantly renewing source of entertainment. There's not a home in which one of these could not be sold. This is

THE BIGGEST PROPOSITION EVER OFFERED TO UVE DEALERS

The Reflectoscope is no more a toy than the Talking Machine. It is one of the greatest home entertainers for old and young. With
it one may travel the world from his easy chair, view the events of the day, or laugh at the funny side of life brilliantly shown in six-foot
pictures. And all this with newspaper or magazine clippings or Post cards supplied by his friends. People turn to the Reflectoscope for
amusement and find they have gained a wider education with their entertainment.

The Reflectoscope was designed by one of the best photographic experts in the world. Every angle in the machine has its purpose
and contributes something toward its wonderful results. Such is the position of each of the five highly polished aluminum reflecting sur-
faces that all the light is concentrated directly upon the object to be reproduced. When this concentrated light is projected through the
double plano-convex lens which we use in place of the usual single lens the result is a bright, clear, 6 to 10 foot reproduction showing
every color of the original.

Retail price, for gas, electricity or denatured alcohol, mounted ready for use and beautifully japanned in Black and Red, is $5.00 com-
plete. Liberal discounts to dealers. Write for details at once.

THE ALCO-GAS APPLIANCES DEPT. 159-161 West 24th Street NEW YORK

42

THE TALKING MACHINE WORLD.

TRADE NOTES FROM CINCINNATI.

Dealers Report Improved Business — Instalment
Trade Growing — Many Victrola Sales at
Wurlitzer's — Milner Musical Co. to Enter-
tain the Democratic Club of Cincinnati —
Will Listen to Bryan's Eloquence.

(Special to The Talking Machine World. I

Cincinnati, O., June 9, 1908.
The talking machine dealers report a fairly
good trade during May. They still feel that
business is not up to the standard, however, and
freely predict a return of fairly normal business
in the fall. The summer trade will probably be
of the same character as the spring business,
being marked by a slow but sure recovery. Deal-
ers say the workingman is still on short hours
and irregular employment: that, therefore, he is
not buying records and machines. Graduallj-,
however, he is getting back in harness, and more
business is expected. For this reason the dealers
say the summer trade will be marked by a
greater amount of instalment business. At pres-
ent the majority of sales bring forth the ready
cash. The dealers are making great efforts to
draw trade, one instance being known where the
house is carefully canvassing the city. The out-
look for June is much brighter than was May's
promise.

The Wurlitzer Co.'s talking machine depart-
ment was not without its usual large bulk of
business during the past month. Cash sales held
the first place. Manager J. H. Dittrich in review-
ing the month said: "Red Seal trade shows a
falling off, which very likely is the case all over
the country. The class of people who buy these
goods have either left for the summer vacation
or are preparing to go. This condition will hold
up Victrola sales that otherwise would be made.
Instalment business should receive the dealers'
attention, as the class of buj'ers to which this
applies remain at home in the summer. They
offer the best field for work."

George D. Omstein, sales manager of the Vic-
tor Co., was a recent visitor. He is very opti-
mistic regarding the future of the talking ma-
chine business. Taking into account his position
in the trade and his experiences as a sales direc-
tor, his optimism probably reflects the future,
with its prosperity for the dealers who remain
in the ranks.

J. H. Jackson, a new factor in the automatic
business, representing the Multiphone Operating
Co., of New York, reports splendid results in this
city. His ability and experience in phonograph
matters is evidently the cause of this.

Manager Dittrich said of Wurlitzer's methods
used in the talking machine department: "Our
department is divided into wholesale and retail
departments, each of which is managed entirely
separate. There is no possibility of wholesale
stock deteriorating on account of retail use. No
goods ever find their way back to wholesale after
being in the retail stock. In justice to dealers
this should be done by other jobbers. The "Wur-
litzer trade shows a steady gain, and indications
are that as soon as confidence is restored the vol-
ume of business will be enormous."

The Columbia Phonograph Co. report a fair
month's trade during May, general conditions
showing improvement. The Symphony Grand
graphophone, a special hornless machine, was
a feature of the month's sales. A number of
special hits in records were enllveners of May
business. These proved good sellers. Manager
S. H. Nichols said: "Our summer trade has al-

TRAVELiNcnviATr^^rMnri^^

WANTED. — Traveling representative, one who
has had experience in field management pre-
ferred. Unusually good proposition to the right
man. Address "TRAVELER," care Talking Ma-
chine World, 1 Madison Avenue, New "i'ork City.

STOCK FOR SALE.

FOR SALE. — Our new complete stock of Zono-

phone 10-in records at 25c. each, S. J. BENIN-
GER, Rochester, N. Y.

ways been as good as the winter trade, so we
look for a good summer as compared with spring.
Of course, the difference in this summer's busi-
ness and the excellent showing of last year can
hardly be expected, but I think on the whole
general conditions are brightening up, factories
are getting busier, money easier, and prosperity
on old lines looks good for fall. Meanwhile
every indication for June is good. The month's
record should be much better than May's. By
hustling for business a big volume will result."

The Milner Musical Co. are booked to entertain
the big Democratic Club of the city in a few
days, by giving a concert, using an Edison phono-
graph, and ten Byran records. The Duckworth
Club has a large membership running up in the
hundreds. The entertainment looks good as
an advertisement success. The May business is
reported as fairly good, conditions being consid-
ered. Red Seal records were a feature of the
month's trade, proving more in demand than
cheaper goods, this being due to the greater pur-
chasing power of the better class of people. Man-
ager Strief looks for a lively trade within sixty
days, basing his belief on the resulting condi-
tions which will be brought about by Taft's nomi-
nation.

. The souvenir postal card end of Milner's busi-
ness was very large during May, exceeding the
management's expectations. The withdrawal
from active business of three jobbing houses up
the State will tend to improve local trade. In
the piano department the Milner house is doing
business, a number of sales being reported for the
week. A big mailing has been covered with pos-
tal cards, asking attention to the Victor and Edi-
son machines during the month. Manager Strief
predicts a big month's trade.

The Ilsen Music Store on Vine street, above
Sixth, reports a quiet business. Mr. Ilsen looks
for a marked improvement in a short time, and
predicts a big fall's business. The firm has been
located in Vine street just one year. The Ilsen
Bros, believe the present location will be one of
the best in the city, as the business heart of the
city moves out Vine street, which now is the
case. Being in close proximity to the Public
Library makes the location a splendid one. The
store has the appearance of being small on the
outside, but the store within is a wonder for
available space, for records and for music rooms.

OUR FOREIGN CUSTOMERS.

Amount and Value of Talking Machines Shipped
Abroad from the Port of New York.

(Special to The Taiicins Machine World.)

Washington, D. C, June 8, 1908.
^Manufacturers and dealers in talking machines
will doubtless be interested in the figures show-
ing the exports of talking machines for the past
four weeks from the port of New York:
MAY 20.

Bahia. 52 pkgs., $3,691; Berlin, 9 pkgs., ?394;
Callao, 18 pkgs., $796; 4 pkgs., $521; Demerara,
7 pkgs., $750; Hamburg, 5 pkgs., $135; Havana,
34 pkgs., $1,848; Kingston, 7 pkgs., $547; Limon,

6 pkgs., $371; Liverpool, 35 pkgs., $9,850; Lon-
don, 37 pkgs., $1,378; Para, 10 pkgs., $650;
Puerto Cortez, 4 pkgs., $355; Port Limon, 8 pkgs.,
$306; St. Petersburg, 4 pkgs., $170; Valparaiso,

7 pkgs., $212; Vera Cruz, 9 pkgs., $3,175.

MAY 27.

Berlin, 5 pkgs., $164; Bombay, 4 pkgs., $113;
Colon, 69 pkgs., $937; Guayaquil, 6 pkgs., $131;
Havana, 5 pkgs., $435; London. 6 pkgs., $450;
108 pkgs., $3,447; 16 pkgs., $461; Naples, 2 pkgs.,
$100; Nykjoburg, 4 pkgs., $399; Puerto Barrios,
3 pkg.s., $500: Rio de Janeiro, 9 pkgs., $781:
Sa vanilla, 6 pkgs., $489; Vera Cruz, 20 pkgs.,
$1,541.

JUNE 3.

Buenos Ayres, 186 pkgs., $5,529; Havana, 4
pkgs., $100; La Paz, 5 pkgs., $128; Liverpool, 1
pkg., $236; London. 39 pkgs., $1,649; Manila,
26 pkgs., $13,038; Melbourne. 165, $5,100; Mon-
tevideo, 43 pkgs., $4,000; Paramaribo, 5 pkgs.,
$385; Rio de Janeiro, 1 pkg., $200; Rotterdam,
3 pkgs., $250; Singapore, 7 pkgs., $325.

JUNE 10.

Berlin, 5 pkgs., $100; Havana, 10 pkgs., $4.25;
London, 29 pkgs., $2,117; 8 pkgs., $821; Rio de
Janeiro, 109 pkgs., $3,734; Rosario, 19 pkgs.,
$1,825; St. Petersburg, 2 pkgs., $171; Wilhelm,
10 pkgs., $105; Yohohama, 15 pkgs., $991.

"BUSINESS DEVELOPERS."

Plan Adopted by the Edwin A. Denham Co.
Has Received the Endorsement of Dealers —
An Educational Propaganda to Interest the
Public.

The term "business developers," which the
Edwin A. Denham Co., of New York, have adopt-
ed, and which they are using under their signa-
ture in connection with their advertising, is a
clever business expression and one which aptly
applies to the development work which the Den-
ham Co. have successfully carried on.

In connection with the announcement made in
another portion of The World, we may say that
a number of original communications from talk-
ing machine jobbers and dealers have been sub-
mitted to The World. In these communications
talking machine men have stated unhesitatingly
that they have found the Denham proposition to
be a business developer. In other words a stimu-
lant to their business.

The Denham system consists of an educational
propaganda to interest the buying public in talk-
ing machines, and as it does not involve any
expenditure for advertising purposes nor the pur-
chase of merchandise not actually used, it be-
comes at once an ideal method to secure new
business. The Denham proposition has been
worked in hundreds of towns in the United
States, and a number of them have been can-
vassed over again within the lapse of a year after
the previous canvass.

The Denham system consists of a number of
skilled canvassers, some of whom are always
held in reserve to start in the development work
in any town in which a deal is consummated.
Any means of developing business in these times
should be appreciated by dealers, and so far as
we have been able to learn the Denham system
has been a business developer in the truest sense.

W. A. Lawrence, general manager of the Stand-
ard Metal Manufacturing Co., has removed his
New York office in Warren street to the factory at
Newark. This change has been taken in order
that Mr. Lawrence may devote more time to the
factory needs in connection with important busi-
ness.

OFFICERS

I

or THB

Talking Machine Jobbers'
National Association

1907-08.

President, James F. Bowers,

Lyon & Healy, Chicago, 111.
Vice-President, W. D. Andrews,

Buffalo, N. Y.

Treasurer, Louis Buehn,

Louis Buehn & Bro., Philadelphia, Pa.
Secretary, Perry B. Whitsit,

Perry B. Whitsit Co., Columbus, O.

EXECUTIVE COMMITTEE:
Lawrence McGreal, Milwaukee, Wis.;
C. V. Henkel, Douglas Phonograph Co.,
New York, N. Y. ; C. W. Hickok, Whit-
ney & Currier Co., Toledo, O. ; W. E.
Henry, Powers & Henry Co., Pittsburg-,
Pa. : Edward H. Uhl, R. Wurlitzer Co.,
Chicago, 111.

Every Talking Machine Jobber in the United Slates
Shonld Join This Assodatlcn.

THE TALKING MACHINE WORLD.

43

TALKER NEWS FROM "THE HUB."

Lack of Interest in Coming Convention — Re-
tail Business Improving — Iver-Johnson Co. in
New Building — Simplicity in Window Dec-
oration— Columbia Music Attracts Custom-
ers— Ditsons Report Big Demand for Victors.

(Special to The Talking Machine World.)

Boston, Mass., June 12, 1908.
Local talking machine jobbers and dealers are
not taking as much interest in the coming con-
vention at Atlantic City, as they should. Every
progressive Bostonian should be there. Mr.
Taft, of the Eastern Talking Machine Co., and
Mr. Andrews, of the Boston Cycle and Sundry
Co., will go over.

Retail business is picking up very materially,
and all of the stores report an easier feeling.
The sale of grand opera records for May was
over double that of the previous May, and June
starts in quite heavily. Wealthy men are hav-
ing good lists of these records sent to their sum-
mer cottages.

The talking machine department at the Iver-
Johnson Co. is now in the new building, and the
big room set aside for it is particularly attrac-
tive. The new quarters give a much better
chance for display than the old, and the stock
room is much better adapted to the growing
business. A generous use of the display win-
dows is to be made, and it is expected to double
the business this year.

At the Eastern Talking Machine Co., a new
plan of decorating the windows has been
adopted. It was formerly the idea to put as
many machines and other things into the win-
dow as could be crowded there, but now sim-
plicity is the rule. In one of the windows this
week was simply a Victrola, with a photograph
of Caruso on one side of it, and one of Gadski on
the other. With one or two disc records on the
floor, the window was unusually attractive. In
the other window was simply one machine —
and as this was the original phonograph in-
vented by Mr. Edison — a big and clumsy article,
that, too, got a lot of attention, with the re-
sult that the ' two simple arranged windows
brought more business into the store than any
other decorations ever had. Business at the
Eastern Talking Machine Co. is reported as hav-
ing taken a sudden and gratifying start, both in
the jobbing and the retail departments.

The open doors of the Columbia Phonograph
Co. are a factor in keeping the store filled with
customers, for the music from the big machines
can be heard half way up Tremont street. Re-
tail Manager Blakeborough has put in a large
stock of the light, popular airs, both in band
music and vocal, and is catering especially to the
eanoists who haunt the Charles River every
warm evening. Phonographs are a staple article
in these canoes and the number of new records
sold during a summer is enormous.

"Don't know whether I shall have a vacation
this year or not, I'm so busy," said Manager
Winkelman, at Oliver Ditson's this week. The
big new catalogue sent out by the Victor Co. has
resulted in an impetus to business here, and the
fine new rooms provided for the talking ma-
chine department are an additional attraction.
Mr. Winkelman is advertising to good advantage
the new fibre needle cutter just brought out.

Phonograph concerts are daily features at the
department stores of Jordan & Marsh and
Houghton & Button, and here there is reported
quite an active demand for the higher grade se-
lections.

Manager Andrews, of the Boston Cycle & Sun-
dry Co., is making a special feature this month
of his new ideas in a tray for holding records.
He has greatly improved on the original model.

MUSIC IN THE CHAIR.

In "The Reminiscences of Lady Randolph
Churchill," appearing in the current issue of the
C«ntury, she tells an excellent story about Queen
Victoria's jubilee, and says: "Everything that
year was dubbed "Jubilee," from knights and
babies to hats and coats. "God Save the Queen'"

was heard ad nauseam on every conceivable oc-
casion, until the tune became an obsession. This
led to a practical joke at the castle which caused
much amusement. One morning, speaking of the
jubilee craze, I pretended that I had received as
an advertisement a "Jubilee bustle" which would
play "God Save the Queen" when the wearer sat
down. This, of course, created much curiosity
and laughter. Having promised to put it on, I
took my hosts into my confidence. An aide-de-
camp was pressed into the service, and armed
with a small musical box, was made to hide un-
der a particular arm-chair. While the company
was at luncheon I retired to don the so-called
"Jubilee wonder," and when they were all as-
sembled I marched in solemnly and slowly sat
down on the arm-chair where the poor aide-de-
camp was hiding his cramped limbs. To the de-
light and astonishment of every one the national
anthem was heard gently tinkling forth. Every
time I rose it stopped; every time I sat down, it
began again. I still laugh when I think of it
and of the astonished faces about me."

NEW RECEIVERS APPOINTED

By Judge Morris This Week for the Talk-0-
Phone Co. and Atlantic Co. — Ensign Files
Final Report and Asks to be Discharged from
Liability.

(Special to The Talking Machine World.)

Toledo, O., June 6, 1908.
Judge Morris has appointed Harry B. Kirtland
receiver of the Talk-O-Phone Co., and Holland C.
Webster, receiver of the Atlantic Phonograph
Co. They succeed Harry Ensign, whose removal
from the receivership of both of these companies
was ordered last week by Judge Morris, on the
application of a creditor, because of the conflict-

ing claims between the two companies. Bond of
$10,000 each was required from each of the new
receivers.

Ensign made his final reports to the courts
this week, tendered his resignation and asked to
be discharged from liability. As receiver of the
Atlantic Phonograph Co., he has received $2,-
292.02 from the sale of furniture, supplies and
minor assets of the company, and has paid out
in expenses all but $690.51.

As receiver for the Talk-O-Phone Co., Ensign
reported, he received $2,453.25 in return on a
certificate of deposit for $10,250 made to secure
a bond from the United States Fidelity and Guar-
anty Co., to enable the Talk-O-Phone Co. to carry
to the higher federal courts the injunction cases
which put it out of business. Ensign reported
that for the Talk-O-Phone Company he had
nearly all of the refunder on hand.

JACOT CO. OPEN NEW QUAETEES.

The Jacot Music Box Co. have leased the store
and basement at 292 Fifth avenue, between
Thirtieth and Thirty-first streets, and will take
possession as soon as the extensive alterations
are completed. The complete line handled by
the company will be installed in the new quar-
ters, including the Mira music boxes, Mira-
phones, Edison and Victor machines and records
and the Welte-Mignon. W. H. Bodine will have
charge. The store opens on June 20.

The Advertising Club of Louisville, Ky., held
a smoker on the roof garden of The Seelbach,
the leading hotel of Louisville, at which were
a number of the prominent advertising leaders
0*" Chicago. A number of grand opera and fono-
tipia records were played on the Columbia
graphophone, giving delight to the assembly.

BLACKMAN IS "ALIVE"

He Gives Dealers **Live'' Service on Edison or Victor

DON'T BE A "QUITTER"— BE "ALIVE."

Are you one of the "HARD TIME HOWLERS" who spend all their "ENERGY" in
complaining? Are you letting the business run itself? This plan will lose business for you.

WHAT ARE YOU DOING TO GET BUSINESS?

Some dealers are waiting for "conditions to improve"; others are "improving condi-
tions." What are you doing about it?

ONE MAN'S LOSS MAY BE YOUR GAIN.

Improve your methods, your stock, your service. Find the people in your neighbor-
hood who have Talking Machines and don't know you. They will know and patronize you
when they want goods. Let the other fellow "go to sleep." Customers will let him sleep.

NOW IS THE TIME TO SHOW YOUR HAND.

Keep your stock COMPLETE, keep advertising, let the other fellow offer a "Run Down"
stock to his customers and they will COME TO YOU, for SERVICE will count.

BLACKMAN HAS THE GOODS.

He will keep his stock up, and the "LIVE DEALERS" realize that on EDISON or
VICTOR, "if Blackman gets the order you get the goods."

ARE YOU GETTING A FULL LOAF?

In other words, are you handling both Edison and Victor, or are you getting the profit
of one line only?

WRITE OR SEE BLACKMAN ABOUT IT..

Blackman is a "Live Jobber," and if you are not getting good service, get Blackman's —
try his lines.

THE "PROSPERITY" WAGON IS STILL HERE.

It has just "slowed up" for "REPAIRS." Keep your seat with "BLACKMAN" and
when it moves swiftly in the very near future you will be "aboard."

YOURS FOR THE OOODS

Blackman Talking Machine Co.

J. NEWCOMB BLACKMAN, Prop'r THE WHITE " BLACKMAN "

97 Chambers Street INEW VORK

EVERYTMIIVa FOR EDISOIN A.IND VICTOR

44

THE TALKING MACHINE WORLD.

69 BASINGHALL STREET, LONDON, E. C, W. LIONEL STURDY, MANAGER.

TRADE HAPPENINGS IN ENGLAND.

Review of the Business Situation — Some New
Specialties — Enterprise of the Post Office Au-
thorities— Suit Over IVlethod of Boring
Cylinder Records — Copyright Points Dis-
cussed— The Affairs of the Russell-Hunting
Co. — Attitude Toward Trade Associations —
Edison-Bell Exchange System — Japanese
Competition Discussed — Sterling-Hunting Co.
Remove to New Quarters — Two Wonderful
Inventions to the Credit of Hans Knudsen —
Talking Machine Firms to Make Displays at
the Franco-British Exposition.

(Special to The Talking Machine World )

London, E. C, June 4, 190S.

If it wasn't that the season was over, one
would be inclined to say that the talking machine
trade is bad beyond all possible help, but in view
of the fact that the dead season is here with the
summer-like condition of the weather, record
and machine sales cannot be said to have dropped
beyond reasonable expectation. On the contrary,
the various houses have already weighed up the
possibilities of making preparation for next sea-
son's trade, which is confidently anticipated will
far outstrip all previous records. They cannot,
and neither can any man who seeks success, af-
ford to speculate idly upon the inevitable drop
in sales which the summer brings in its train.
In the majority of cases I find business talking
machine men exhibiting a state of cheery opti-
mism which is both creditable and sensible under
the circumstances. A pleasing view of the situa-
tion is the complete settlement of the shipyard
war on the northeast coast, and the reduction In
the bank rate to 2H per cent., which will ease
the money market very considerably. While at
this time distributers of articles of luxury, such
as this industry produces, will not perhaps be
greatly benefited thereby, the ultimate influence
of such good signs must undoubtedly result in
easing the public purse strings to the advantage
of the whole talking machine trade. There are
many welcome signs of improvement in general
trade, and on the whole the outlook is far from
being unsatisfactory.

Novelties Being Introduced.

This year, though still young, has witnessed the
introduction of quite a number of new disc rec-
ords, and there are more to follow. With these
new issues, in most cases a distinct improvement
in the recording is noticeable. It is a very wel-
come feature and one that we naturally expect
with the advance of time and experience. Our
(hanks are due to the manufacturers, and they
may rest assured that the trade appreciate their
efforts. In comparison, the improvements in in-
.strumental recording are somewhat better than
is apparent in vocal records. But in either case
the increased purity of tone is quite obvious.
The blot upon it all, however, is the consequences
which must inevitably result from the increased
competition. It is recognized by those upon
whom falls the task of controlling the destinies
of new production that the industry is over com-
peted, and unless these new goods are above the
average in quality the demand will not be suffi-
cient to keep them alive. The worst conse-
quences of this over-supply to be feared, is its
result upon prices. In the face of very heavy
working expenses, the small profits made will not
allow of much cutting under the present prices.

and even as the position stands to-day, a weeding
out must ensue and the weakest financially,
naturally succumb. The moral is: be sure of
your ground before launching out.

Settling Down to Better Things.
Bankruptcy and litigation have been pretty
rife among us lately, but signs are not wanting
that matters are now settling down to better
things.

Pathephone Concert for Hospital.

At the opening ceremony of a new wing of St.
Mary's Hospital by H. R. H. Princess Henry of
Battenberg, a delightful Pathephone concert was
given. It was well attended in spite of a shilling
entrance fee charged by the hospital authorities.
Clarion Disc Records.

Price of the Clarion disc record, which is to be
marketed in good time for next season, has been
fixed at the popular price of 2s. 6d. As mentioned
in our last issue, it is a double-sided phonograph
cut disc, and dealers may expect to handle in
this a record of exceptional merit.

The Biophone at the Exhibition.

We understand that Mr. St. Dyktor has taken
a stand at the Franco-British exhibition for the'
sole display of his new machine, the "Biophone,"
particulars of which we hope to give in our next
issue.

Relinquish Zonophone Factorship.

The Zonophone factorship has been relin-
quished by Barnett Samuel & Sons, the well-
known Worship street house.

A Visitor from Berlin

Mr. Straus, from Berlin, is a visitor to this
city. He expresses himself as not too well satis-
fied with trade here; money is scarce and the
factors are holding up orders until later, but in
regard to prospects he is confident that C. Lind-
strom's machines will obtain a big demand next
season.

Postoffice Inaugurates New System.

After long j'ears of agitation for the adoption
by the British postoflice of the cash on delivery
system, so largely used in Germany and America,
for instance, Mr. Bluxton, the postmaster-general,
has instituted it on a small scale for trade be-
tween the United Kingdom and our dependencies
in the Mediterranean. Under this system goods
can be posted from this country and the money
collected for the vendor by the postoffice at their
destination, and vice versa. The first of these
services will be available between the United
Kingdom and Egypt, Malta, Cyprus and the
British postoffices at Constantinople, Bey rout,
Tangier, Smyrna and Salonica. In outline the
procedure is as follows: The vendor takes his
packet to a postofRce, fills in a form, and pays a
special fee of 2d. He is given a certificate of
posting, which he ultimately restores to the post-
office when receiving the cash. The postoffice col-
lects from the addressee the value as stated b.v
the vendor in the form and remits it by money
order or postal order to the vendor, after deduct-
ing whatever may be the commission on the
money order or postal order itself, in addition to
the delivery fee. The chief restrictions are that
the sum to be collected (the trade charge) must
not exceed .-£20. The system is confined to goods
sent in fulfilment of an order, and the goods must
be sent by parcels post unless they are registered
or insured.

Edisonia, Ltd., v. Forse & Premier Mfg. Co., Ltd
This was a case in which the plaintiff company

THE HARMONY COMPANY, Chicago, U. S. A.

Largest Man uf net urtTs of

GUITARS, IVIAIMDOLIIMS AIMD DRUIVIS

forkk;n i kaoi, .soi icitf-d wki n: for ca rAi,o(;

applied for an injunction to restrain defendant
Forse from dealing with an invention which re-
lated to the internal boring of cylinder records.
Defendant claimed as co-patentee the right to
use, and had licensed the Premier Co. the right
to use the patent in the manufacture of their
records. The invention was registered in the
joint names of J. E. Hough, manager of the
plaintiff company, and W. T. Forse, who at that
time was in the plaintiff company's employ but
is now managing director of the defendant com-
pany. Each laid claim to the original idea of
the patent. After legal arguments the judge held
that plaintiffs were entitled to that for which they
asked, which is a declaration that the defendant
is a trustee of the letters patent, and he may be ■
directed to assign, or as plaintiff may direct.
There must be an injunction to restrain the de-
fendant from dealing with the letters patent, or
putting them into practice. The other defendants,
the Premier Mfg. Co., must also be restrained
from using. The plaintiffs are also entitled to
account of profits which the defendants have
made by the use of the patented invention. Dam-
ages were granted against the defendant Forse,
which, after argument by counsel, were agreed
to be subject to the profits made by the Pre-
mier Co.

Of Interest to Exporters.

Does a quotation for the Australian market,
which includes insurance, freightage and cost of
the goods, cover the exporter against accidental
damage in transit? The question, recently before
the High Court of New South Wales, was an-
swered in effect that the exporter's responsibility
held good during the voyage and ceased only at
the port of arrival. The Commonwealth High
Court, however, reversed this decision and held
that the exporter bears the cost of insurance and
freight as a matter of convenience to the im-
porter, and the exporter's liability ends with
the placing of the goods on board.

Some Fine Beka Records.

A great improvement in general quality is no-
ticeable in the latest issue of Beka records to
hand, among which I would specially draw at-
tention to "II Trovatore," by the band of His
Majesty's Grenadier Guards, a record of excep-
tional purity. The band of His Majesty's Scots
Guards plays with eqtial merit Tschaikowsky's
"1812" overture, "The Church Parade," with bell
eft'ects, while on the reverse side of the latter
Mr. Leggett gives us a splendid cornet solo of
"The Better Land." reproduced in a magnificent
and perfect manner. Robert Carr sings two good
songs, "They All Love Jack" and "The Devout
Lover." "The Yeoman's Wedding Song." by Mon-
tague Borwell, is lively, and "01 Like a Queen" is
well sung by A. Strugnell. A new artist to the
Beka list is Miss Jessie Broughton [contralto),
who is well represented in "The Sweetest Flower
that Blows." We have no doubt but what the
foregoing will prove good sellers.

Some Important Copyright Points.

Judgment was given in the action brought by
Fred Karno, author and proprietor of various
music hall sketches, against Pathe Freres,
makers and dealers in eineniato.graph films, lo
recover damages for alleged infringement of his
copyright in his sketch, entitled "The Humming
Birds." He also claimed an injunction. His
lordship said the case raised impoi-tant points
under the eopyi-ight act of 1S4:>. Patho Fr§res
contended that the sketch was not such a dra-
matic piece as would enable it to protection under
the act. that the cinematograph reproduction w.is
not, in fact or in law, "a representation" of the
plaintiff's sketch within the meaning of the act,
and that by merely selling the films they were
not "causing the sketch to be represented." The
sketch consisted of the representation of a music

THE TALKING MACHINE WORLD.

45

FROM OUR EUROPEAN HEADQUARTERS- (Continued.)

hall performance, and the humor consisted of the
interruptions of the audience. A boy in an
Eton suit, seated in one of the boxes, shot peas
and threw buns at the performers, and "a swell"
in an opposite box also interrupted. There was
no written book, Mr. Karno himself having given
directions to the performers. The fun, however
nonsensical, had been remarkably successful, hav-
ing put thousands of pounds in Mr. Karno's
pocket. On the cinematograph films the per-
formers seemed to go through the same antics.
His lordship said he attended a special perform-
ance at which the plaintiff's sketch was per-
formed and was followed immediately by the
living pictures, and he had no hesitation in find-
ing as a fact, whatever the result might be in
law, that the one piece was copied from the
other. On the legal points raised by Pathe
Freres, however, he was bound to give judgment
for them, with costs.

To Curtail Output of Records.

The National Phonograph Co. announce their
decision to curtail the quantity of records is-
sued during the summer months. Until further
notice the monthly supplement will average about
twenty records, comprising the selections of the
American series only, excepting records of any
popular hits, which will be announced for sale
directly they appear. The full lists, averaging
about thirty-two records per mouth, will recom-
mence about September.

Knudsen's Wonderful Invention.

Hans Knudsen has completed two new inven-
tions of a wonderful character in connection
with wire electric waves. First, is a machine
which will enable any form of photograph to be
telegraphed wirelessly over any distance. The
other invention, it is claimed, will set type in
Paris at the rate of 3,000 words an hour on any
ordinary linotype machine, by wireless waves
directed from London or any other point. In the
face of these and other modern inventions of a
like nature, in the advance of science it is not
too much to foresee the possibility of the human
voice or, for that matter, band and orchestral
selections being recorded at a distance. For in-
stance, instead of Madame Melba having to break
her journey from Australia to London at Paris
to make records, as was the ease recently, she
could come straight over and sing In x^ondon.
When we hear of music and voices being photo-
graphed wirelessly hundreds of miles, recording
at a distance certainly seems a feasible expecta-
tion. Perhaps Mr. Knudsen or some other sci-
entist will hit upon the solution in the future.
Russell Hunting Co., Ltd., Affairs.

A private meeting of creditors of the Russell
Hunting Record Co., Ltd. (in liquidation), was
held in the City Road premises on May 26. An
explanatory statement of affairs was given by
the liquidator. The gross liabilities amount to
£8,958 7s. 2d., of which £6,856 5s. lOd. are ex-
pected to rank. The assets, consisting of book
debts, amount to £26,656 13s. lid., which under,
a forced realization it was expected would pro-
duce only £7,564 16s. 8d. Under the circum-

stances it was resolved by a majority of votes to
appoint three of the largest creditors to act in
conjunction with the joint liquidators, A.
Ogden and E. E. Johnson, with a view to the for-
mation of a scheme of reconstruction. In the
meantime the business is being conducted by the
receiver in the new offices, 15 and 17 City Road,
and it is anticipated that the factory will be
opened and in full working order in the course
of a few days, when the demand for the new
titles and other standing orders will be executed.

The Grand Opera Season.

The Covent Garden season is expected to evoke
an additional interest in grand opera records.
Patrons of the historic theater will be very
pleased to possess such happy remembrances,
while those who are prevented from attending
will be glad of the opportunity of hearing in
their own homes the actual voices of the stars of
the stage. The Columbia Co. are among those
issuing grand opera records presenting specimens
of the best work of Covent Garden stars.

Some Notable Clarion Records.

The Premier Mfg. Co.'s May list of Clarion rec-
ords comprises a round dozen of selling titles by
good artists, among whom I would particularly
mention Stanley Kirkby, who sings "Asthore"
and "I Want to be More than a Friend" in ex-
cellent style; P''rank Miller gives us "Sue, Sue,
Sue," while Edgar Coyle in "Sing Me to Sleep"
is sure to be a record much in demand. The
Premier Orchestra records three very tuneful
pieces, and the Premier Military Band is also
down three times, and includes the world favorite
selection, "Tannhauser March." The last issue
is a fine banjo solo by Norton Greenop. On this
May list the company print a warning to the
effect that the record is sold on the express con-
ditions that it shall not be used for duplication,
nor sold to any unaccredited dealer, nor offered
for sale by the original or any subsequent pur-
chaser for less than the current price. Upon any
breach of these conditions, the implied license to
use and sell the record is immediately canceled.
Opportunities in South America.

A consular report dwells upon the splendid op-
portunities offered by the South American Repub-
lics for musical instrument goods. In Chile,
manufacturers will find a good opening for ma-
chines and records, especially native' songs and
music, which is in good demand. Other coun-
tries have a footing, but there is unlimited scope,
and it rests with British firms to get thoroughly
well represented there as the best means to intro-
duce their products.

Musogram Co. Catalog.

I have received two catalogs from the Muso-
gram Co., which contain several new departures
from the usual order of things. I refer princi-
pally to the very excellent idea of printing in-
structions in different languages. In this case
the catalogs contain no less than seven transla-
tions, and not only this, but the prices of the
goods are given equivalent to and in eight other
currencies. It's enterprise, and it's sound com-

mon sense, too. Obviously, if the receiver of any
catalog is not familiar with English, in nine cases
out of ten an order will not result. Only in
the tenth case is the trouble and expense of
translation gone to; the others just put up with
what is offered locally. Yet, in the face of it,
hundreds of lists are despatched to foreign parts,
often in response to inquiries from advertising,
and then they say it does not pay. The Muso-
gram Co. have introduced an example which we
should like to see more widely adopted. There
can be no question as to its necessity. We want
to foster trade by all possible means, and one of
the best is undoubtedly to present a prospective
foreign buyer with a concise statement of your
goods and prices in his own language. It need
not be a great expense since home catalogs —
which issues form the bulk — would in no way be.
alfected. Either a separate export catalog could
be printed, or even a leaf insert pasted in the
home issue might meet the case. The idea is
worth adopting and would greatly facilitate trade
across the seas.

Nothing New Under the Sun!

Speaking of the Chinese, Sir Robert Hart, who
has just returned home after spending practically
all his life in China, says: "Their books deal
with every conceivable subject, and forty years
before the first phonograph found its way to
Pekin the governor, Kwang Tung told me that
an old book two thousand years ago relates how,
one thousand years before, a certain Chinese
prince sent messages to a brother prince by
speaking them into a curiously shaped box, and
how the recipient, on opening it, heard with his
own ears the actual words and voice of the
sender." We have advanced a little since then,
but a very, very little in comparison with the
enormous space of time we've had to do it in.
Percy Dennis III.

We regret to learn that Percy Dennis, manager
of the Linguaphone Record Co., is very danger-
ously ill. We tender our. sincere wishes for
his speedy recovery.

To Display at Franco-British Exhibition.

Both Messrs Pathe Freres and the Gramophone
Co. have taken space and are erecting elaborate
stands at the Franco-British exhibition, the possi-
bility of which I mentioned in my last report.
Duty on Pianos to Australia.

A rumor is current that a reduction in the
duty on pianos into Australia may be announced
shortly.

Two New Disc Records.

Two, new disc records have recently made their
appearance in this market — the "Empire" double-
sided, lO-in. and 7-in., and the lO-in. "Twins,"
also a two-sided disc.

National Phonograph Co. v. the Edison Bell Co.

In connection with the action between these
two companies, in which plaintiffs (Edison Bell)
were awarded damages against the National Co.,
defendants, for alleged libel by circular, an ap-
peal by defendants was heard this week in the
courts. His Lordship was asked to set aside the

ONCE SAMPLED ALWAYS WANTED

No need to hustle! Favorite records right there every time!

Triumph in the Art of Recording

=^^= JUNE LIST NOW OUT ==—

Some more splendid selections from the Earl of Lonsdale's Private Military Band

"FAVORITES" are the Public's "Favorites" WHY? "TRY THEM" and you will need no

explanation. Obtainable from all up-to-date dealers

THE INTERNATIONAL FAVORITE RECORD CO., Ltd. (of Great Britain)

45 CITY ROAD. LONDON, E. C. 213 DEANSGATE, MANCHESTER

46

THE TALKING MACfflNE WORLD.

FROM OUR LONDON HEADQUARTERS -(Continuedj.

official referee's finding, on the ground that the

Edison Bell Co. had sustained no damage by the
issue of the circular, or that the damages
awarded were excessive, against which a re-
assessment by another referee was asked for.
The usual arguments and pleadings by respective
counsel then followed, and His Lordship said he
would reserve his decision. This may be ex-
pected to be handed down in a few days' time;
too late for inclusion in my report.

The new "Jumbo" record has just been intro-
duced to this market by Barnett Samuels & Sons,
who have secured absolute exclusive sale in this
country. It is a double-sided needle-cut disc, sell-
ing at the retail price of 3s., which leaves a really
good margin of profit for dealers. If the issues
come up to the standard of general quality of the
samples I have heard, the "Jumbo" has a great
future in store. Over 600 titles, comprising vocal,
band, orchestral and other instrumental selec-
tions, will be ready in a few weeks' time, and in
our next issue we hope to publish further par-
ticulars, together with details of an enterprising
scheme of introduction formulated by Barnett
Samuels & Sons.

The Last Pub!

The Columbia Co. announce a new comic rec-
ord of topical interest. It is a skit on the licens-
ing bill, entitled "The Last Pub." It is recorded
by Ernest Shand, who is now singing the song
nightly in the halls to tremendous applause. The
jokes are very funny indeed, and will be en-
joyed by everyone, independent altogether of his
views for or against the licensing bill which in-
spires the patter.

Issue Very Clever Poster.

The Universal Talking Machine Co. have just
issued a new poster in connection with their
"Elephone" records. It depicts the w-orld under
the feet of a huge elephant with two trunks, both
of which taper off into trumpets, pictured as
emitting supplies of music to the world at large,
while on either side is the represented nations
vigorously applauding. The whole is worked out
very elaboratelj' in colors and forms a most ef-
fective showcard. The first record list and ma-
chine catalogue is now published.

New Model "Klingsor" Cabinet.

The new model "Klingsor" cabinet disc ma-
chines will shortly be announced to the trade.
They are handled by H. Lange's Successors.

Duty to Join an Association.

The annual conference of the National Cham-
ber of Trade has inspired The Drapers' Record
to make the following very pertinent remarks re-
garding the retailer's attitude toward trade as-
.?ociations, which applies to talking machine
dealers equally as well as other traders. The
remarks commence with an appeal which we
have once or twice made before to the small
trader. It is that he should regard it as an im-
perative duty to belong to a local tradesmen's
association. He may retort that the cares of his
own business absorb all his time, energies and
money, and that public life, even the minor pub-
lic life attached to a local retailers' association,
has no attractions for him. Let others who like
that sort of thing go in for it, we can hear him
say. Well, he makes a great mistake. We will
grant him his time and energies for his own busi-
ness, if public life is so distasteful to him; but
we ask him to spare this trifle to become a mem-
ber of his local association. It will cost him but
little money and he will at any rate have added
his vote to the cause. If every small tradesman
were to make even this slight contribution to the
organization of his class, the benefit to the status
of distributive trades would be immense. We
should not have to be so fearful of harassing
legislation. A few years ago we could have un-
derstood a retailer stating that tradesmen's as-
sociations dealt with more or less academic sub-
jects. Possibly that was at one time the case. It
was not, however, the fault of the associations,
but was due rather to the fact that they were not
sufficiently powerful to enforce their views, and
that the government and local authorities were
slow to realize the importance of trade affairs.
The situation to-day is altered. The associations
a-, e stronger. Likewise the opposition to private
traders is stronger, much stronger. The small
tradesman who does not join in organization
against this opposition is in the position of the
man who does not insure his hou;c against
burglary. He is culpably negligent. Unless the
small tradesman is quickened to a sense of the
importance of organization, he will inevitably
have to play second fiddle to other sections of
society who have learned the lesson that union
is strength. The labor party, with a definite anti-
individualism program and constructive schemes
of municipal enterprise, is admirably organized.

The big stores are only waiting for the "cash on
delivery" post to largely increase their turnover.
The Socialist boss on the local Council has al-
ready enjoyed the luxury of being a philanthro-
pist at the expense of the rate payers; he has
tasted blood and his appetite is whetted for
more. The small tradesman, along with the or-
dinary man of the middle class, pays the piper
without calling the tune. He carries his indi-
vidualism to an absurd degree, as though he
were a Robinson Crusoe on his own little island.
There are no desert islands to-day, and indi-
vidualists must so far become Socialists as to be
ready to combine in their common interest.
Talker Exports to Australia.
According to his report, the German consul
in Queensland, Australia, is somewhat upset by
the small value of the talking machine goods im-
ported into that province from Germany. He
writes that the talking machine trade has
reached a greatly increased figure, which has
benefited his country very little in comparison
to the share obtained by Great Britain and Amer-
ica. Machines and records are best in demand
from the agricultural and farming districts, and
this encouragement should induce both English
and American manufacturers to give even greater
attention in this direction, having in mind that
persistency, especially in the form of advertising,
is the best creator of trade.

Excelsiorwerk Catalog.

A. Vischer, 45 City Road, London, sends me a
new issue of the Excelsiorwerk catalog. It is
well gotten up and contains profuse illustrations
of the various models of complete machines, mo-
tors and sound boxes manufactured by this com-
pany. A description of each article is given in
three separate languages, which is a step in the
right direction. The Excelsior machines are of
excellent quality throughout, the motor in par-
ticular being evidence of this. The whole ma-
chine has a most pleasing appearance, and what
is perhaps the most important of all, it works
very silently and brings all the best out of a
record. The prices are moderate.

Amalgamation.

J. J. Stockall & Sons, Ltd., of Clerkenwell
Road, and R. M. Marples & Son, Farrington Road,
London, have amalgamated and will in future
trade under the name of Stockall, Marples & Co.,

The "World's" Register of British Manufacturers and Factors

The following are leading firms in the United Kingdom who will gladly mail Catalogues and Price Lists upon request

D DDTTT ID 68 BasinKhall St..
JV. rrvlEyUlV London. E.C., Eng.

EVERY WHOLESALE JOBBER

should gel my export prices for Best French
PHONO REPROS.. RECORDERS.
BLANKS and all Phono Accessories. Lists
free.

I am prepared to consider sole
representation of manufacturers of
SPECIALTIES of al! kinds for
Phono and Talking Machine Trades.

IF YOU WANT TO OPEN HERE

write us at once and submit samples
and prices. Highest Bank Refer-
ences. Correspondence invited —
English or French.

For Profitable and SOUND Business handle the

IMPERIAL DISC RECORDS

Supplied by

GILBERT KIMPTON & CO.

Peninsular House, Monument Street, London, England

THE SEYMOUR
REPRODUCER

NEW 1908 MODEL
Enormously Improved.

Absolutely the finest phonograph repro-
ducer on the market. Price. 12 6.

Graphophone Carrier Arms for Edison
machines to adopt same, with special sound-
tight joint, from 10 6 to 12 6.

Send for illustrated lists of above and
other up-to-date accessories.

THE MICROPHONOGRAFH COMPANY
291 Goswell Road, London, England

TALKING MACHINES

Records and
Supplies

Export a specialty. Ship-
pers are requested to state
their requirements.

American Talking Machine Co.

31 Tabcrnicic SI., L*ndM, England

F. W. ROBIIMSOIV

"The Talkeries. " 213 'Doansgate.
MANCHESTER. ENGLAND

Direct Importer of all kinds of DISC
TALK INC MACHINES. RECORDS,
PHONOS.. CYLINDERS. ETC.. and all
goods connected with the trade.
WHOLESALE. RETAIL AND EXPORT
on cash lines at close market prices.

n^r^ Correspondence Invited
PROMPT ATTENTION

Always optn to considtT muni linos suit-
able for Iho Kniflish and Foreinn mnrkols.
Improvements and NoveUios preferred.
Send somples and prices.

sec AOV'T ADJOININQ

To Colonial and Foreign Buyers

The peculiarities of these niiirket.>^
have never been more apparent than
at the present nionietit, rec^nlrlnK the
srenteHt cnre In prlrins and hiiy-
Inff, with a view to the future Hav-
ing had innny ycarH* experience, I
am i)repared to buy for >ou upon
(■oiniiilHHion. anil to keep yon posted
up wltti nil (lie InteNC prnduodonH
and act as your representative. I
buy rook bottom. Instructions to
purchase Roods niust be accompanied
with order on Rankers to pay cash
Uk'Hlnst Bill of Ladlntr.

Bankers, London City and Midland
Ltd., Manchester. For terms, please
write stating reciutrements. to

F. AV. Ronii^soiv.

neniiNgnti'. MnnehrHler, Eiik.

The City MIg. Co.

S6 City Road, London, E. C

We are the ONLY MANUFACTURERS IN
ENGLAND who are able to produce a
genuine British-Made article, superior
quality, to stand Foreign competition.
Records. Albums. Pedestals
Exhibition Wire Racks
arc our principal lines, and we can claim
to be

Tlie Clieapest on the Market

Wholesale only. List on Application.

THE TALKING MACHINE WORLD.

47

The Tariff Question Solved

SPECIAL ARRANGEMENTS

Have been made, whereby any American Dealer or Jobber can
handle CLARION RECORDS at a good prollt, quite irrespective ot duty,
freight, or any other charges.

FULL
LENGTH

The "CLARION"

Is a Gold-Moulded Cylinder Record

SEND FOR A SAMPLE SET AND DETAILS OF OUR PROPOSITION

THE PREMIER MANUFACTURING CO., Ltd.

81 City^ Road, London, England

48

THE TALKING MACHINE WORLD.

FROM OUR LONDON HEADOUARTERS-CContinued.)

THE

GRADUATED FLEX
DIAPHRAGM

(PROTECTED)

BUILT
LIKE A
WHEEL

Better than
Glass, Mica or
Wood. Noth-
ing else so
good.

The loudest and most perfect reproduction

yet obtained.

For Edison "C," or Columbia Lyric, 2 or 50c.
with crossbead attached.

A LITTLE MARVEL
For " Exhibition " Sound-box, - 4 or Sl.OO
or other sizes.

EXTRA LOin> AND SWEET.

Post Free with Instructions. Literature and Testimonials from

DAWS CLARKE

L^ongford F*lace, Longsigtit
Vlanchester, E:ng.

N. B. Dealers and Jobbers ordering samples should re-
mit ia full, the trade difference will be refunded. We
are open to offers for the American Rights in this
Diaphragm.

Ltd. The new company were registered with a
capital of £20,000.

Business Troubles.

In baiiliruptcy: ilannah Marlvs (South Lou
don Phonograph & Music Co.), 19 Abercore Cres-
cent, late 153 Rushey Green. Catford.

Danger of Japanese Competition.

In regard to Japanese competition, an op-
timistic letter has been made public from a cor-
respondent in Hong Kong, reading as follows;
"That Japanese competition in trade has to be
faced as a serious question is beyond argument.
The Japanese is full of the fire of new enthusiasm,
his innate cleverness is strengthened by his mod-
ern ambition and, above all, he is adaptable. But
things are not really as black as they look. Japan
at the present moment has two advantages over
the rest of the world, neither of which is likely
to be permanent. These are Government subsi-
dies and cheap production. Subsidies are merely
another way of expressing loss, and cheap pro-
duction depends on cost of living. As elsewhere,
this is rapidly rising in Japan. Therefore, pro-
vided we are ready to adapt ourselves to altered
conditions and produce the best possible quality
at the lowest possible price, we need not lose
heart."

Remove to New Quarters.

Messrs. Sterling & Hunting, who handle the
Odeon and Fonotipia disc records, announce their
removal from 13 to 59 City Road, where all com-
munications should in future be addressed. The
Odeon single-sided record at 3s. is meeting with
a good demand, and in the matter of quality the
company are sparing no expense to present the

nVERPOOL NOTES.

Liverpool, June 1, 1908.

The wave of depression that is passing over the
north of England is exceptionally serious, and
even in good cases, where credit should be al-
lowed to a fair margin, payments cannot be met
in the ordinary way. In fact, it is the intention
of several large firms to seriously curtail the
amount of credit they allow their retail dealers.
Many of the retailers who handle cycles in the
summer months and phono and talking machine
goods in the winter, are the hardest to get money
from, if all reports are true; and this season,
being a very wet one, it has considerably miti-
gated against the cycle sales, thereby holding up
The cash that should have been paid for talking
machine goods during the early part of the year.
We hope, however, that this will only be a tem-
porary tightness of the money market, and that
no serious liquidations will be the result.

Most of the leading houses in Liverpool have
very excellent displays. Archer & Co. report
business as moderate. Thompson, Helsby & Co.
and Dibbs, Ltd., as "quieting down." One of the
most successful traders in the Liverpool district
is J. Foster, who has a very fine establishment
in Birkenhead. He handles gramophone, Zono-
phone, Odeon, Homophone. Columbia. Pathes, etc..
on the disc side, and in cylinders he stocks
largely Edison, Edison-Bell, Sterling and Clar-
ion's. Mr. Foster reports an exceptionally good
season, his sales having doiibled during the past
year.

In conversation with several of the dealers re-
garding the future aspects of the business, we
have had the opinions expressed to us very
strongly that provision should be made by the
manufacturers of the various disc records to take
t)ii( k and exchange unsalable records that are in

PHIUP NEALE,

PMOINO. EXPERT,

5 Chalk Farm Rd. LONDON. N. W.

Talking Mnchlnea of every description repaired.
Special terms to the trade. City address and price
list on receipt of postal. No Job too small — uo
job too large.

best talent obtainable, which buyers are not slow
in appreciating.

The Columbia Co. have brought out a second
model with distinctive equipment, called the
"Coronet" graphophone. It is more elaborately
constructed than the "Crown" and has the long
mandrel to take the special 6-in. Columbia "Pre-
mier" records as well as the standard size cyl-
inders. The "Premier" records play nearly as
long as do 10-in. discs.

New Concern Formed.

Mouldite, Ltd., is a new company recently
formed with a capital of £2,550, to carry on the
business of manufacturers of phonographs,
gramophones, musical instruments, mechanical
and other toys, etc.

Edison Bell Exchange System.

The Edison Bell Co., Ltd., have inaugurated
an exchange system for nine-penny records,
which will be exchanged for their new N. P.
records to sell at one shilling. The conditions
as stated by the company are as follows:

"We will allow five shillings per dozen for all
such records, providing two dozen of our new
N. P. records are purchased at the same time
for every dozen returned. That is — two for
one," Or, "We will buy them back at four shil-
ling per dozen, providing an equal number of
the N. P. 'Shilling' records are ordered at the
same time. That is — one for one."

Thej' statCj moreover, that the records at nine-
pence will be manufactured and sold to the full
extent of the present catalog, but that dealers
will always be able to avail themselves of the
systems of exchange just outlined, and therefore
will never be "stuck" with records they cannot sell.

a new condition, and replace them by those better
suited to the locality, in this way: Suppose, for
example, that the firm who manufacture the rec-
ords produce 20 records per month. (It is a
well-known fact that every locality varies in the
requirements, and what would sell in one town is
useless in another.) Out of the twenty records
possibly fifteen will sell and five will not sell,
being unsuited to the particular district. The
dealer would therefore have five records that are
useless for stock purposes, but which would prob-
ably sell well in some other neighborhood. One
prominent dealer expressed his opinion in very
strong terms, and said that it would be to the
manufacturers' interest to take these records
Viack and to exchange them for more salable num-
bers. Taking into consideration that the records
would be in an absolutely new condition, it
would probably help the manufacturers, by en-
abling them to send these records to a dealer in
the district more suitable for them, instead of
loading up the first purchaser with records un-
suitable to his clients. The speaker stated that
unquestionably it would come to this later on, for
it was practically impossible, taking into consid-
eration the new titles that come out month after
month, to stock ovary one, without having a good
deal of bad stock on hand. We commend this
proposition to manufacturers, and consider it is
worth their serious attention.

YORKSHIEE NOTES.

Bradford, June 2, 1908.

In this district trade is stagnant. A large
number of cotton and woolen mills having de-
cided to close for a full week at Whitsuntide, and
to run only four days per week, instead of six.
for some time to come, has made trade quiet,
and there is no prospect of it reviving until after
August or September.

In Bradford, The Parkerphone Co., late of Mar-
ket street, have removed to 10 Queensgate. The
removal, we understand, has been caused by a
desire to reduce expenses, the difference being
a saving of over .C200 a year in rental alone.

At Appletou & Co., business is reported as mod
erate. At Joshua Marshall & Co., who handle

gramophone goods solely, are well satisfied with
business done since they opened this special de-
partment.

Messrs. Moore say things are quiet.

At Dyson's, Mr. Tidswell, the manager, says that
they had done very well in Edison cylinder record
and Pathe's disc line. They were also most enthu-
siastic over the new Edison-Bell discaphone rec-
ords, which they assert there will be large sales
in. Mr. Tidswell also stated that the cylinder

AN OPPORTIMTY lor
Foreign Manalacturers
To Create Business
In America

I am ready to close satisfactory
deals with European manufacturers
of Talking Machine specialties who
desire representation in this country.
There is a great field here for spe-
cialty manufacturers and the American
dealers are ready to take on side
lines which are attractive. I know the
business, having had years of exper-
ience with the dealers, and realize
the possibilities of enormous output
here for the right kind of trade at-
tractions. Address

TRADE SPECIALIST

Care of The Talking Machine World

1 Madison Avenue NEW YORK

TRADE REPORTS FROM THE PROVINCES

THE TALKING MACHINE WORLD.

49

Victor

Standard Metal Manufacturing Co.

Newark, N. eJ., U. S. A.

We manufacture the largest line of Horns— quality and prices are
right. Standard Horns will hold your trade.

The

Marvelous
Searchlight

Horn Patented

Made for Edison, Victor
and Columbia Machines

The Searchlight
Folding Horn

PATENTED

Office and Factory

Chestnut, Jefferson and Malvern Streets

We have taken over the ENTIRE PLANT of the Searchlight Horn Co.
All future business in this line will be taken care of by us.

Patented
Standard
Lily

New Goods, New Prices

Munson Folding Horn

Standard
Lily

50

THE TALKING MACHIXE WOULD.

trade had been holding its own well, and that
although the disc side of the business was con-
siderably increasing, it would be a long time
before it assumed the sales, in cylinder propor-
tion, they had experienced in the past.

HALIPAX.

Halifax, June 3, 1998.

In Halifax, the Phono Supply Co. and Smith &
Co. report a falling off in general sales.

Priestley & Sutcliffe, of George street, report
an exceptionally good season with gramophone
goods. For the past ten years they have handled
gramophone goods exclusively, and find that year
after year their sales increase, the bulk of the
trade in Halifax being with medium-price ma-
chines up to £11 or £12. In the records, they
have sold a large quantity of Caruso's and others
by tip-top artists. They cater as far as possible
for the customer who desires the very highest
productions, both in machines and records.

A. P. Gray, phonograph dealer, of Commercial
street, is quite a recent comer in the talking
machine business. He handles Edison and Zono-
phone goods, and expresses himself as quite satis-
fied with the amount of business he has done-
sinee he opened the premises last March. He
has a nicely arranged shop.

Mr. Senior, of Market Hall, who does a large
business in sheet music, etc., handles talking
machine goods as an adjunct, and also reports a
very fair season indeed. Mr. Senior looks for-
ward to the next year's trading as likely to be a
very large one.

MANCHESTER NOTES.

Manchester, Juns 4, 1908.

In this district moderate sales are reported,
but, generally speaking, owing to the cotton
operatives running on short time, money has not
been circulating as freely as it ought to do. Sev-
eral of the large factors in the North are limit-
ing their credit accounts with the retailer, not
necessarily limiting the amounts of purchase, but
the time in which the factor desires payment.

Messrs. Richardson, of Shudehill, have already
acted upon this principle and have sent out a
very polite note to all those with whom thsy have
accounts, requesting that monthly payments be
made not later than the 20th of the month, fol-
lowing the delivery of the goods. We congratu-
late Messrs. Richardson on this initial step, which
is certainly made in the righb direction, and we
are glad to hear that it is meeting with a very
friendly response.

At Messrs. Duwe's, of High street, business was
reported as moderately good. Both in Sheffield
and Manchester the season has been a very satis-
factory one with him, and, in view of the trade
opening earlier during the forthcoming season,
this firm are very optimistic, and believe that the
next season will be better even than the past.

One of the greatest benefits that will accrue
to both the wholesaler and retailer in the near
future will be that the business will be conducted
on altogether better lines than has been the case
in the past. The industry having assumed a more
solid basis, and being here to stay, has necessi-
tated better financial arrangements between the
factor and retailer, and it will only be those busi-
ness men who act upon fair, square lines that will
be recognized by the wholesale houses, and there-
by given advantages that will help them consider-
ably in the trading of the future.

We recently heard some of the new samples of
records turned out by the Edison-Bell Co., and

must say that they were exceptionally fine rec-
ords. Messrs. Richardson have taken up a factor-
ship of these "Discaphone" records for both Man-
chester and Liverpool, and expect to do a large
trade with them next season. Selling at 2s. 6d.,
double-sided, and being highly finished and ex-
ceptionally good, as regards their tone, very large
sales are anticipated. We also heard some of the
new N. P. Edison-Bell records during the past
week. Manufactured by an entirely new process,
very sweet and clear in tone, these cylinder rec-
ords also promise well for the next season.

During a recent chat we had with Burrows &
Co., of High street, business was also reported
as quite satisfactory up to date. We have al-
ready mentioned in a previous issue that this
firm have had an exceptional increase in their
sales during the past season, nearly 5C0 fresh ac-
counts having been opened. Like other whole-
sale factors in the trade, money at the present
time is rather slow in coming in, but they have
no fears of the future.

Manchester promises to become the center for
diaphragms and other improvements connected
with the industry. We understand from Daws
Clarke that the "Graduated Flex diaphragm" has
been exceptionally successful, most of the leading
connoisseurs of talking machines having had
their sound boxes fitted with them, and in many
cases Daws Clarke has received most flattering
testimonials from the recipients. He has. how-
ever, further improved the graduated flex dia-
phragm, and from what we gather, several large
flrms in the States have taken them up. There is
no doubt but that the new diaphragm that this
firm are now making is a considerable improve-
ment upon the former pattern, both in tone and
the quality of music it renders. Daws Clarke has
several other inventions which he hopes to place
upon the market at an early date.

The Filamentine Co., of this city, are to bring
out at an early date a new sound box, made upon
an entirely new principle, fitted with the Fila-
mentine diaphragm, which we are assured will
give exceptionally fine results. This company
also intend to branch out further in the talking
machine industry, and there is no doubt what-
ever that they will meet with considerable suc-
cess in exploiting their various novelties and im-
provements later on.

In the north of England generally, Auxeto-
phone recitals are now being held in the various
parks. This instrument is so well known that
it does not need any comments from us regarding
it. Large crowds are attracted to the various
parks' to hear it, and these open-air recitals prom-
ise to become exceptionally popular during the
summer season.

NEW LINE OF TALKING MACHINES.

A new line of talking machines, to be manu-
factured abroad, that was expected to be ready
by now, will not be in the market before Sep-
tember at the earliest. The vertical cut or undu-
lating sound wave disc record, with sapphire
point, will be used in connection with these ma-
chines, and two companies here are prepared to
manufacture these goods whenever the other
essentials are complete. The models of these new
mac hines, made in New York, have been shipped
to the constructor in Switzerland.

VICTOR GRAND OPERA VOLUME.

The Victor Talking Machine Co. are sending
out to dealers their new index of grand opera

records, which are alphabetically arranged under
the title of each opera. Five hundred operatic
records are catalogued, making a most imposing
array and covering all the leading operas of the
day. In view of the increasing appreciation of
operatic records this list should form the basis
of an increased business for dealers who are
wide awake enough to appreciate the growth of
the demand for high-grade artistic creations.
The Victor Co. have also sent out to the trade
their new Victrola booklet containing illustra-
tions and descriptions of their latest designs.

TWO NOTED LONDONERS HERE.

S. W. Dickson and Theo. Birnbaum, of the
Gramcphone and Typewriter, Ltd., Guests of
L. F. Geissler of the Victor Co. — Left for
Home June 6.

May 30th Louis F. Geissler, general man-
ager of the Victor Talking Machine Co., Cam-
den, N. J., came over to New York to meet S. W.
Dickson, general manager, and Theodore Birn-
baum, managing director of the Gramophone &
Typewriter, Ltd., of London, England. They
came in on the Cunarder "Campania," Mr. Geiss-
ler greeting them at the pier, and stayed with the
two gentlemen over Sunday, going to Philadel-
phia Monday, where they visited the plant. Mr.
Dickson sailed for home on June 6 on the
same boat, and in chatting with The World said:

"I have taken about all the time I can con-
veniently spare to run over here and call on the
Victor people and visit the plant. Business is
very good with us at home. I return on Satur-
day, so you see I will be on the move until sail-
ing time. I get The Review and The Talking
Machine World, and they are both excellent
papers. The latter journal has no equal."

Mr. Birnbaum had just returned from a trip to
Egypt and St. Petersburg, Russia, when he rushed
off to New York with Mr. Dickson. Mr. Birn-
baum went hack on June 13 via the "Caronia."

Messrs. Geissler, Dickson and Birnbaum visited
the establishment of the Douglas Phonograph
Company, where Genei-al Manager Henkel
showed them about. They were greatly pleased
with the arrangement of the interior, location
of booths, etc., and the Eureka library cabinets
for disc records. The trio also called at the Vic-
tor Distributing & Expoit Co. and the Blackman
Talking Machine Co.

MEMPHIS DEALER IN NEW QUARTERS.

Memphis, Tenn., June 6, 1908.
F. M. Atwood, the well-known talking machine
jobber and retailer of this city, is moving from
160 North Main street to 123 Monroe avenue,
where he will occupy the entire two-story build-
ing, furnishing him with 3,500 square feet of
fioor space. It has been remodeled especially for
Mr. Atwood's purposes and will have two large
modern show windows. Mr. Atwood expects to
largely increase his Edison jobbing business and
will also job the Indestructible record of the In-
destructible Phonographic Record Co., of Albany.
His store is in the veiy heart of the downtown
district and the move should largely increase his
retail trade as well as furnish him the facilities
for conducting the jobbing business on a larger
scale than heretofore. '

A SCHEME THAT BROUGHT IN THE MONEY

Some $30,000 in bad bills had accumulated
among the various retailers at Geneva, III., and
the Geneva Business Men's Association decided
that some radical steps had to be taken to re-
alize on same. Finally, it was decided to hold
an auction. The plan was to hold it on the street
and as much publicity given the affair as possible.
Tliirt\' days' notice was given the debtors, and
if a settlement w^is not secured hefoie the oxpiia-
li(Mi of that time*~the bills would be auctioned off
to the highest bidder.' There was a magical re-
.<l)onse, and the sale was not held— nearly all the
debtors paid up.

» » t » M ^ ^

» » i ♦ » ♦ f ♦ t T--.-

MR. DEALER: The SCHUBERT EXTENSIBLE RECORD RACK

Is the must compact, pr.TcticabK-. sinii)lc, irtl-at ;iiul coii\ cniciit. Mailc (if iiu lal.
nicely japanned and can consist of one .-4tflf liokling 12 records or 25 lioUlinR
.inn. Can be put togctlicr and taken apart at w'ill., IJca'crs keep shelves in sti ck.

i nstonier Rcts them as needed and attaches, thus building rack as records aci ii
tnnlato. C'licaji cnougli to give away a shelf with a doezn records. Teaches cus-

ii nurs to take care of records, .which means more sales for you. $.'>.00 will
stuck you; if you don't believe it send for liberal terms.

Shipped through your jobber or direct from the f.ictory in Illinois. Takes lou
fieipht rates, .Xfldrcss, pi\int: >«nir Jobber's nnnu-.

G. H. SCHUBERT, Inventor and Patentee. RENO. NEVADA

THE TALKING MACHINE WORLD.

51

Are You Hunting' for New Business?

Does Your Business Require Treatment ?
We Can Make Dull Trade Brisk Trade!

OUR REMEDY is in the nature of interesting people in
phonographs, who have never thought of buying them, and who
could not be interested by any other method.

OUR Proposition does not require you to spend one cent for
advertising or do we ask you to purchase GOODS you have no
actual use for.

If you are a doubting Thomas, permit us to show you the original
letters of recommendation from some of the largest phonograph
jobbers and dealers in this country who have worked our SYSTEM
and are now working it.

These people could not afford to violate their price maintenance
contracts or to take any other step injurious to their business. They
are simply progressive and energetic business men who know a good
thing when they see it.

The most conservative concerns can adopt our plan without loss
of dignity.

It will cost only a two-cent stamp to get ///// particulars.
Write to-day — the longer you delay the longer you are putting

off DOLLAR MAKING.

THE EDWIN A. DENHAM COMPANY

Business Developers
Main Offices, 498-500 Broadway, New York

Branch Office, Berlin, Germany

52

THE TALKING MACHINE WORLD.

CLEVELAND'S BUDGET OF TRADE NEWS.

Outlook Improving — Irish's Remarkable Career — Caruso Concerts — Helped Talking Machine Trade
— Columbia Records in Good Demand — Ideal Horn Made by Federal Mfg. Co. Well Liked — ■
Talker for Men's Clubs — Fire at Amusement Theatre — Leading Dealers Are in Cheery Frame
of Mind Although Business Is Not as Brisk as They Would Like.

(Special to The Talking Machine World.)

Cleveland, 0., June 8, 1908.

While it is generally admitted that conditions
have not been entirely favorable, a spirit of
optimism about the business outlook for the
summer months, in talking machine circles, per-
vades Cleveland, and there is a steadily increas-
ing volume of business. iMerchants generally
speak hopefully of the future, but do not predict
normal conditions until after election.

Conclusions that times are improving are
based on many different observations. Some
dealers who admit doing a rather large credit
business — selling on time payments — for instance,
say that there is a tendency on the part of their
patrons to pay up more promptly. The increas-
ing employment of mechanics and men, in in-
creased numbers, is favorably commented on.

A salesman, traveling for a large manufactur-
ing establishment of Cleveland, and who just
returned from a trip, says of conditions as he
found them: "My trip took me to Beaver Falls,
some thirty miles from Pittsburg. It has a large
trade with Cleveland. The town itself has about
12,000 people but within a radius of a few miles
there are a dozen manufacturing towns with a
total population of over 60.000. the more Im-
portant of these being New Brighton, Beaver and
Rochester. In every one of the surrounding
towns encouraging reports of the trade situation
were heard. Not one plant of anj' size is closed
down, and many of them are running night and
day. In every line of business conditions are
improving and the merchants of those towns
declare the country is rapidly recovering from
the recent financial stringency and hard times.
In most of the towns I visited on my trip, both
in Ohio and Pennsylvania, trade conditions
seemed to be very good and I heard scarcely any.
cojjjplaints. The fact is trade conditions gen-
erally are good."

Albert L. Irish, whose talking machine manu-
factory at Toledo was recently closed down by
decisions of the Supreme Court of the United
States, by reason of infringement, is noted as a
"frenzied financier." He was born on a farm in
Ohio some forty-five years ago. As he grew to
manhood he took to trading horses, and in this
calling drifted to Toledo, where he extended his
operations to real estate, and soon was at the
head of several real estate companies, dealing in
hundreds of thousands with the greatest sang
froid. He had in ten years acquired so much
property that he organized the American Bond
& Mortgage Co., a holding concern for all his
interests.

Everything moved along prosperously with
Irish until a couple of years ago, when he or-
ganized a company to manufacture talking ma-
chines in opposition to the old companies, and

who own and control the patents. His company
prospered and its stock at par, or better, was
eagerly sought by local investors. Only a few
months ago, according to his statement, he was
offered $750,000 for his talking machine business.
Then came the crash. With the decision of the
court down came the house of cards.

Irish claims to have made $175,000 the last
year he was in the real estate business, "but I
thought." he said. "I could see more money in
talking machines. Then I quit the trading busi-
ness and became a real promoter. When the old
talking machine companies went after us in the
courts we had a hard time of it. They just
swamped us with litigation. We never had a
chance to win. After the injunction was made
permanent notices were sent out to all phono-
graph dealers, warning them against selling our
goods, and we lost over $100,000 in that way. All
the money I ever made went into the talking ma-
chine company. I lost $300,000 in the concern."

Irish was never able to acquire an education,
and admitted before the recent hearing in his
bankruptcy petition. "It keeps me going to sign
my o-wn name."

The moral: "Don't fool with buzz-saws."

The night of the Caruso concert in the Hippo-
drome, there gathered the largest audience ever
assembled under one roof in Cleveland. It was
made up, too, from citizens in every walk in life
— from the Italian peanut vender to the plutocrat
of Euclid avenue, and edition de luxe admission
prices were paid. Discussing the delight mani-
fested by the audience during the rendition of
the program, Irving H. Buescher said: "One
thing accountable for the wonderful success of
the Caruso concert is the talking machine. Hun-
dreds of people went to hear Caruso to verifj'
their Caruso records. They had heard his voice
from the talking machine, and it had whetted
their appetite to see the living impersonation of
that wonderful voice. Previous to, during and
since Caruso's advent in the city, there has been
a constant call for his records.

Louis Devineau, who has just returned from
New York, says he was highly pleased with the
reception given his horn, "The Ideal," by the
large number of parties interested in the talking
machine trade. Here in Cleveland, the home of
the inventor, the horn is meeting with the great-
est favor, and purchasers speak of it in the
highest terms of praise. Mr. Devineau says he
is receiving orders from all sections of the coun-
try, from Maine to California, and from Canada
to the Gulf of jMexico.

A. C. Whitcomb, president of the Dictaphone
Co. of America, was a recent visitor at the office
of the Columbia Co., in the interest of his com-
pany, who are about to open an office in the Rose
building, this citv.

The Edison people are putting out three hun-
dred 8-sheet posters in this city.

"We are selling the better class of instruments
and records but find collections poor," said W.
J. Roberts, Jr. "During the recent Caruso con-
cert we sold numbers of Caruso records, which
he sang on that evening, and also had many in-
quiries and a few sales of machines directly due
to the concert.

"A number of people wjtio attended the concert
have remarked to me that they considered it a
privilege to be the possessor, in their own homes,
of a Victor, with a goodly supply of Caruso rec'
ords, and that the reproductions are simply per-
fect. A large numler in the audience at the
concert were in a better position to judge the
artist's singing, by reason of their having the
selections he sang that evening at home, and
knew them by heart. To me it was but natural
that I felt as though one could sell machines and
records in the lobby, after the show, as readily
and easily as song books are sold at the various
theatres. We lately received a sample of the
'Ideal Horn,' finished to imitate mahogany, and
are very much pleased with it. We understand
these horns, in this finish, will be placed on the
market shorth'."

Mr. Probeck. manager of the Columbia Phono-
graph Co., said that conditions generally seem to
be improving, and prospects indicate a good
month's business.

The Eclipse Musical Co. report business as
daily improving. Their trade is exclusively
wholesale and extends throughout Northern Ohio.

"Trade has opened up in the talking machine
line in a very satisfactory manner," said H. B.
^.IcNulty, manager of the new Witt Music Co..
■'and we are well pleased with the business out-
look in this line. Since we opened, trade in the
automatic department has increased rapidly, and
we are now doirg double the amount of business
formerly done by our predecessor, the Cleveland
Automatic Musical Co. There is a big field in
this department and we are going to occupy it."

C. S. Bourgeois, manager of the West Side
branch store of the Columbia Co., says the new
Columbia records are making a hit and selling
well. Customers are much pleased with the new
policy of the company, of making songs by the
people who sing them on the stage, instead of
recording by the same talent year after year.
With the ""hits ' on sale, people step in any- day of
the week, knowing they can go home with some-
thing new instead of having to wait until the
26th of each month, as heretofore.

"I loaned a B. C. Twentieth Century Grapho-
phone to the Men's Club of a local church a few
days ago, for a novel purpose. It seems that
among the members was one who scoffed at mar-
ried life and always expressed a preference for
his club, rather than the fireside. But the in-
evitable daughter of Eve appeared at the proper
time. Cupid got busy with his ammunition and
ere long the club learned to their dismay, that
the scoffer had joined the great army of bene-
dicts. The event was over and the happy pair
away on their wedding tour before the fellow-
members were aware of it. They vowed revenge

JUST WHAT YOU AND EVERYONE ELSE HAVE BEEN LOOKING FOR

THE FRANCIS SEALING AND BINDING MACHINE

Cheaper than Twine and Twice as Satisfactory

This device is especially constructed for sealing or binding packages in general,
riinple. yet so useful that Factories. Jobbers. Dealers and Package trade in general are
using our method in place of twine, sealing wax. rubber bands and lead seals. It can
lif- used on any counter, work bench or moved about to any available place. It dampens
and cuts at any desired lenRtii; one roll 2 I -2 inches wide or two rolls of tape I incli
or less can be put in operation at the same time. It is especially valuable in wrapping
ungainly packages such as Talking Machines, Horns, Disc and Cylinder Records.
C ranes, etc. Mends Music, Paper Boxes, etc.

WE STILL HAVE SOME TERRITORY OPEN

Firms who are looking for a live side line should KCt in touch with us at once as these
m ichines can be sold to everyone and the continued profit on rolls is considerable.

MACHINES RETAIL AT $3.50

Prices for cloth and paper tape on application

FRAINCIS SALES CO.

2}SO Madison Avenue, INEW VORK CITV

THE TALKING MACHINE WORLD.

53

and procured the graphophone, with some suitable
records, and also made some themselves, and at
a later meeting of the club, when the party con-
spired against was to be present, they arranged
the graphophone Bear the entrance to the club
room. It worked fine, and just as he entered his
ears were assailed with the strains of 'Because
I'm Married Now,' 'I'm Afraid to Go Home in
the Dark,' and others of similar sentiment. Then
the little, made-to-order, record was played,
which consisted of sundry cries by one n;iem-
ber's baby, some congratulations by one member,
some good advice by another, and so on. The
cigars were quietly passed and everybody voted
that the surprise had it put away over the out-
of-date kidnapping the bride and groom trick.
The uses of the 'talker' seem endless."

At Collister & Sayles, Phil Dorn, manager of
the talking machine department, said the out-
look for the present month was encouraging.

The May Co. are giving more attention than
formerly to the talking machine department, the
manager making it as attractive as posible to
visitors and carrying a large stock.

Mr. Friedlander. in charge of the Bailey Co.'s
talking machine departnient, reports good sales
of Victor, Edison and Zonophone machines. One
thing in our favor, said Mr. Friedlander, is that
when we sell a machine we guarantee, and do
keep it- in order for one year, keeping an adept
man specially for this purpose.

Mr. Buescher, of W. H. Buescher & Son, said:
"We made sales of a number of machines, in-
cluding several of the higher class, while the de-
mand for records, including a number of red
seal, and others of the higher priced, is unusu-
ally good."

The Caldwell Piano Co. are doing a fairly good
business in the talking machine department. The
manager stated they were selling machines, and
there was a very good demand for records, and
while he could not say trade was improving, it
was not getting worse.

"During the past month we made sales of sev-
eral Victrolas," said Mr. McMillin, "and quite a
number of other machines of different grades."

Robbins & Emerson say that the demand for
records was quite good, and especially for the
higher priced ones, from the June lists. The
company are making a fine window display of
machines, cabinets and records.

The commercial department of the Columbia
Co. is doing a fine business, according to Man-
ager J. Herbert Roach.

The union musicians employed at the Grand
Opera House, Youngstown, walked out a few
nights ago when the management refused to
pay them a full week for three days' work. A
piano player and graphophone are now furnish-
ing music for the show.

A fire was started by the explosion of a mov-
ing picture film at the Amusement "Theatre, No.
5809 St. Clair avenue, a few nights ago, and two
hundred men, women and children were caught
in a jam at the doorway. Lloyd Davis, the ma-
chine operator, jumped from a second-story win-
dow to the cement pavement below and was
badly injured.

TRIBUTE TO THE TALKING MACHINE.

The Influence of the Graphophone the Subject
of a Complimentary Editorial in an Atlanta
Paper — How It Brings Joy Into the Home,
the School and the Church.

MY PHONOGRAPH.

When I'm. feeling a little sad and blue,
'Cause things go wrong, as they often do.
There's always some record to make me laugh
When I start to play my phonograph.
.4s the music begins to lill 1he room
It acts like a tonic to banish gloom
A little ballad, or some minstrel chaff —
My ! What a comfort, that phonograph.

From opera a little extract sweet,

A bit or ragtime to coax the feet.

To join in its movement, that is not half

The .loy I get from my phonograph,

The philosophy of the son of Ham

The East Side romance of Bess or Sam

Can cheer me as much as a vaud'ville staff

When it comes from that bless'd phonograph.

— B. B. Wils>.

The strong position the graphophone has won
for itself in the hearts of the Southerners is well
illustrated in the following editorial which re-
cently appeared in the Atlanta (Ga.) Journal,
under the caption "The Good a Graphophone
Did," and regarding which no further explana-
tion is necessary:

"Some months ago the Journal kindly printed
a letter from a lady living in the mountains,
saying that the children around her would enjoy
a graphophone, and suggesting that some family
possessing a graphophone of which they had
tired, might confer a pleasure and benefit by
letting these little folks have it. King's Daugh-
ters' Circle No. 1 was named as receiver. Next
morning after the letter's appearance H. M.
Niclioles brought his graphophone to Mrs. Will-
iam Riley Boyd, leader of King's Daughters'
Circle No. 1, 341 Courtland avenue. In such
great haste is this world to do good when the
chance is presented. It was a parlor instrument
and the horn was not quite large enough for a
hall or school room. Also, it needed a little
repairing. Mr. Terhune, of the Columbia Phono-
graph Co., on Whitehall street, kindly arranged
all this, and added some records to the lot which
came with the instrument. This collection was
increased by donations from several ladies and
gentlemen who happened to hear of the matter.
The graphophone went to the children.

"City people with fine music in their churches,
grand opera in their theaters, pianos, mandolins
and violins in their homes and people trained
by music masters to sing and play for them,
people who have music at their beck and call
until they turn up their noses at organ grinders.

TWO POPULAR AND PROFITABLE ACCESSORIES

PARDELL FOLDING BOX

The most convenient package for delivering records to customers.
Saves the annoyance of paper and twine and helps to sell more records.
The progressive and up-to-date dealers use these boxes.

No. 3. Holding 3 Cylinder Records $1.25 per hundred

No. 6. Holding 6 Cylinder Records 1.75 "

No. 12. Holding 12 Cylinder Records 2.50 "

^l/nOTWld RECORDING HORN

Size, 26x6 ; Retail Price, $2.00.

The nature of tlie material makes this the best recording horn on
the market. Commercially it is an attractive proposition — dealer's dis-
count 50 per cent. Pushing the recording possibilities of the phono-
graph enhances the customer's interest and incidentally increases the
demand for blank records and other recording accessories.

WRITE ANY ONE OF THESE JOBBERS:

ALBANY

Finch & Hahn. 403 Broadway
ASTORIA, N. Y.

John Rose, 99 Flushing Ave.
BOSTON

Eastern Talking Macliine Co.. 177 Treniont St.

Iver Johnson Sporting Goods Co., 163 Washington St.
BUFFALO

W. D. Andrews, Seneca and Wells Sts.
CHICAGO

Babson Bros., 1419 19th St.

Lyon & Healy, Wabash Ave. and Adams St.

Rudolph Wurlitzer Co., 26G Wabash Ave.
DETROIT

American Phono. Co., 106 Woodward Ave.
DUBUQUE

Harger & Blish, 904 Main St.
DES MOINES

Hopkins Bros. Co., 620 Locust St.
EASTON, PA.

Wm. Werner, 432 Northampton St.
FORT DODGE, lA.

Early Music House, 822 Central Ave.
HARRISBURG

S. K. Hamburger, 12-14 N. Market Square
HOBOKEN

Eclipse Phono. Co., 203 Washington St.
HOUSTON, TEXAS

Texas Piano and Phono. Co., 1019 Capitol Xva.

INDIANAPOLIS

Kipp-Link Phono. Co., 10-12 E. Washington St.
KANSAS CITY

J. W. Jenkins' Sons Music Co.
LINCOLN, NEB.

Ross P. Curtice Co.. 1125 O St.
LOUISVILLE

Montenegro-Riehm Music Co.
MANCHESTER, N. H.

Tohn B. Varick Co.
MEMPHIS, TENN.

F. M. Atwood, 160 N. Main St.
MILWAUKEE

Lawrence McGreal, 176 3d St.
MINNEAPOLIS

Thomas C. Hough, 913 Nicollet Ave.
NEW HAVEN. CONN.

The Pardee-Ellenberger Co.
NEWARK, N. J.

A. O. Pettit, 57 Halsey St.
NEW YORK CITY

Blackman Talking Mach. Co., 97 Chambers St.

I. Davega, Jr., Inc., 125 W. 125th St.

S. B. Davega Co., 32 E. 14th St.

tacot Music Box Co., 39 Union Square
OMAHA

Nebraska Cycle Co., 15th and Harney Sis.
Sliultz Bros., 16th and Chicago Sts.

PHILADELPHIA

Louis Buehn & Bro., 45 N. 9th St.

Musical Echo Co., 1217 Chestnut St.

Penn Phono. Co., 17 S. 9th St.

H. A. Weyman & Son, 1010 Chestnut St.
PITTSBURG

Powers & Henry Co., 339 Second Ave

Standard Talking Mach. Co., 435 Wood St.
ROCHESTER

The Mackic Music Co., 100 State St.

The Talking Machine Co., 97 Main St., E
RICHMOND

C. B. Haynes & Co.
SIOUX CITY, lA.

Early Music House, 315 Court St.
SPRINGFIELD, MASS.

Flint & Brickett Co., 439 Main St.
ST. LOUIS

Koerber-Brenner Music Co., 1006 Olive St.

Silverstone Talking Mach. Co., 1010 Olive St.
SYRACUSE

W. D. Andrews, 216 East Railroad St.
TROY, N. Y.

Finch & Hahn, 3 3d St.
UTICA, N. Y.

Arthur F. Ferriss, 89 Washington Sr.
WASHINGTON, D. C

E. F. Droop & Sons Co.

54

THE TALKING MACHINE WORLD.

Surprise
and

Delight*' /

tt ".uiii pieasc
you and
please your
friends

The Mello-Tone

Attachment is the most widely
used Modifier in the world for

Talking Machines or Phonographs

Produces tones natural.

Eliminates all metallic sounds and blasts.
Regulates and mellows the tone.
Can be adjusted while machine is playing-
Goes in the horn, opens and shuts.

CT| J^^^U Discounts and samples to

1 , UfJ HiULiJ dealers on application.

MELLO-TONE CO.

40 HARRISON AVE. SPRINGFIELD, MASS.

and, yea, even at graphophones, be they ever so
good, can hardly understand from the mere tell-
ing of it how much pleasure this graphophone
has given the children in the lucky neighborhood
that got it. One day it was played at the or-
phanage. The children from the public school
marched over in a tody and joined the orphans.
The lawn was gay with little people on the grass,
listening eagerly. Some were orphans crowded
close to the instrument; they could hardly be
persuaded away; they looked as if they wanted
to get into the horn to find out what made the
sounds that came forth. Every record of the
large collection was played, and the children
were not tired, but would gladly have had more.
The collection was excellently chosen; it was
bright music, good music, and these little moun-
taineers are like the Italians in their love for
music.

"Again, in farm houses, the instrument was
played; in little mountain shacks it was heard.
Laboring people, their wives and children,
gathered around to hear it. Men came in their
shirt sleeves, harefoot. There would be a circle
of men and women, everyone with a child in
arms — the babies listening thus from the van-
tage of the parental lap until sleep came; large
children — children of all sizes and ages — clung
to their elders or clustered around. They would
listen as long as a record was left, and would
encore favorites. It may interest those who
read this to know what were some of the fav-
orites. "Mill in the Forest," "On the Brandy-
wine," "Overture from William Tell," "Cocoanut
Dance," "Carnival of Venice," "Pass Me Not, O
Gentle Saviour" (quartet, Edison record), were
specialized.

"The teachers of one village school suggested
that the graphophone be used at the Easter ex-
ercises. The supply of sacred music was limited.
The lady in charge of the instrument happened
to mention this to friends in Atlanta. Promptly
the need was met. Mr. Arnaud, of Arno Music
Co., gave twelve Columbia records, which in-
cluded some beautiful sacred music. Phillips &
Crew presented a special Easter number, just
out. It was "Christ Arose," rendered by a full
city choir, with organ and harp accompaniment,
and the sound of the church bel^s breaking in,
and it made a great impression.

"The clergyman who is seeking to Iniild up
the local Sunday school will, it is expected, make
use of the graphophone. As long as the instru-
ment lasts it will be made to contribute to the
general pleasure of the school children all around
and to entertain any one who may wish to hear
it. It was sent on one occasion to cheer <ip a
sick and aged man and on another — on several
occasions — it cheered a sick child."

VICTOR NUMERICAL LIST.

With the issuance of Ihfir .I\iiic numerical rcc
ord catalog the Victor Talking Machine Co. an-
nounce that 156 rctorrts will be cut out in the
next issue of the catalog to appear ahoni Sep-
tember 1, 1908. The records are mark(Ml in Ibe
.Juno catalog and dealers are advised to dispose
of all in hand as soon as possible. The .Tune
numerical catalog is an iiiii)ressi ve volume of ,S(i
jiages and lists, according to number, all records
lhat have been or are now Ijeing made by the Vii -
lor Co.. including llie Ueil Seal and foreign
records.

UP TO PRESIDENT ROOSEVELT.

New Yorker Who Was the Subject of a Prac-
tical Joker Deserves a Lecture from Our
Executive by Reason of His Brutality to
a Stuffed Bear.

There are very few men with reputations as
hunters of big game who can resist boosting
their own fame just a little by a recital of a few
of their triumphs. In a disinterested way, of
course, but with a keen watch on the effect pro-
duced on their hearers. Even our esteemed
Executive does not deem it amiss to throw a
few bouquets at himself as a mighty nimrod,
even lapsing into print to achieve that end.

There is one man, however, well known in
New York clubdom, who, while having his den
filled with the skins of many animals, from
tigers to rabbits, that fell beneath the unerring
fire of his rifle, still blushes violently and seeks
to change the subject when bear hunting is men-
tioned. And it's all on account of a practical
joke played on him by a few Idnd friends.

For several years this man had maintained a
camp in the Great North Woods, to which he
repaired in the fall with a select party of friends
for bear and deer shooting. His luck for a
couple of seasons was phenomenal, far surpassing
that of any of his guests, and he did not hesitate
to brag of his exploits and to twit them about
their failure to distinguish themselves. Hence
the guests' desire for a fitting revenge.

One visitor heard of a man in the vicinity
who had a tame bear cub of considerable size,
and, knowing the beast's aversion for dogs, hit
upon a brilliant scheme. Early the next fall he
went up alone, carrying a dog and talking ma-
chine, to interview the owner of the bear. Nego-
tiations being satisfactorily concluded, they pro-
ceeded to chain up the bear securely so he had
to maintain one position, and placed the talker
within a foot of his muzzle. The machine was
then started and the dog set on Bruin. The
growls and snarls that issued from that bear
at the dog's attack would have raised hair on
a bald-headed man, and when the machine was
stopped the joker had a record that would im-
))ress one as representing about six families of
bears in an animated dispute over eatables.

\ stuffed bear was then placed in a spot con.
venient to the shooting lodge, a horn concealed
under his body, and ten yards of hose con-
nected the horn with the talker, hi-'dcn behind
a convenient boulder.

When the mighty hunter reached his camp he
was not long in "hitting the trail" in search of
new laurels, and in a short time discovered the
stuffed bear. At the same time, with the as-
sistance of the joker behind the boulder, Bruin
set up a frightful growling. Bang', bang! bang!
went the hunter's heavy Winchester until the
magazine was empty. It did not stop the growls,
and he drew his knife to withstand the chargn
of the wounded beast. Others of the party came
\'.u, and the mighty hunter emptied four more
guns in Bruin's hide without apparent result,
though the growls were a trifle weaker, as most
cf the horn had been blown away. Finally be-
coming so angry as to be incautious, the New
Yorker decided to risk a knife fight at close
quarters and rushed the bear, stabbing him
where his heart ought to be. The result of the
wound was a steady flow of sawdust, and a
mighty light was shed on the mystery. A hur-
ried examination of the bear was made and the
hose discovered, which, being followed, led to the
machine with a joker doubled up beside it con-
vulsed with laughter.

Not a word was said as the party wended
its way back to the camp, which was closed the
next day for good. And that is why the mention
of bear hunting makes certain persons uneasy.

THE SPIRIT OF THE "TAIiKER" MEN.

Ole Uncle Finn was a good ole chap.
But be never seemed to care a rap.
If the sun forgot

Til rise some dar.
.list like as not

Ole Finn would say —
"Oncommon dark, this here we're In.
But 'taint so bad as it might 'a' been ; "

But a big cyclone came 'long one day.
An' the town was wrecked and blowed away :
When the storm had passed

We stood around
An& thought at last

Ole Finn had found
The state o' things he was buried in
About as bad as it could 'a' been.

So we dug "im out of the twisted wreck
And lifted a rafter off his neck,
lie was bruised an' cut.

And a sight to see :
He was ruined, but
He says, says he.
With a weak look round and a smashed-up griu.
" 'Tain't half so bad as it might 'a' been !"

So I uj) an' 'low that ole Finn's jist
What some folks call an optimist;
Who. if he went

Below, would say,
••Tell them that sent

Me down this way
I m much obleeged \ It's hot as sin —
But 'taint half so bad as it might 'a' been :"

But after all it's the likes o' Finn
Makes this world fit fer livin' in.
When days are drear

And skies are dark.
It's good to hear

Some old cuss bark,
".Xow. SfP here, son !" with a cheerful griu.
• ■rnin't lial!' so bad as it might "a' been : "

When one is up against it, there is virtue in
doing something. Inactivity— just plain, hope-
less drifting — is the limit of imbecility. In try-
ing something new one has a chance. However
remote that chance may be. it is a long way bet-
ter than passive death.

Cl^NCINN ATI
OHIO

NEW. CLEAN.

STOCK

ARE NEWLY SIGNED

Orders Filled

At Once

EDISON JOBBERS

Be

vire a.rvd sigr% Bkgroemorkts with us

POST-CARDS Every talkina machine dealer should carry post-cards as a

— aide line. We have a stock of over 50.000 Cards. This lin?

nets you a Profit of 300 . Write for information,
month; you can do the same.

THE MILNER. MVSICAL CO.,

We made $659.62 in one

CINCINNATI,
OHIO

THE TALKING MACHINE WORLD.

55

TRADE HAPPENINGS IN MILWAUKEE

Trade Is Being Well Maintained — Edison Business Phonograph in Favor — Victor Victrolas May
Replace Brass Bands in the Public Parks — Talking Machines for Lodges — McGreal Sells His
Sheet Music Department to Goetting — Dancing to Music of the Talker — McGreal's Visit to
Minnesota — Lightning Plays Havoc with Talking Machine — Groves Placing Orders.

( Special to The Talking Macliine World. >

Milwaukee, Wis., June 8, 1908.
Milwaukee talking machine dealers are en-
thusiastic over the manner in which city and
State trade is being maintained and increasing
in all of the leading lines of machines. It was
feared that with the opening of the summer
months that sales might decline, but indications
at the present time are far from pointing to this.
Prospects for summer trade are of the very best.
Demand is increasing for the Victor Victrolas
and all of the better class of machines. "The
sale of more than $100 worth of machines was
what I experienced to-day," said one dealer,
"and any number of my men have had some very
fine sales also. Business has certainly come to
stay."

Sales of June records in the Victor, Edison and
Columbia field have been up to the usual stand-
ard, with a decided increase in the demand for
the larger and more expensive records.

The HoefHer Manufacturing Co. are having the
best of success handling the Edison business
phonograph. Many of the larger business
houses of Milwaukee are adopting the machine
and are finding that it is taking the place of
stenographers and the lengthy documents con-
I'.ected with business and legal complications.
As a result of the recent "Business Men's Show,"
held at the display rooms of the Northwestern
Furniture Co., of Milwaukee, at which a remark-
able exhibit of the Edison business phonograph
was given by the HoefBer people, interest has
been aroused among the city business men, and
sales of the new machine have been rapidly on
£he increase.

"It is a 'comer,' all right," said J. H. Becker,
Jr., manager of the HoefHer Manufacturing Co.,
in speaking of the business phonograph. "We
are surprised at the manner in which business
men and lawyers of the city are becoming inter-
ested in the machine. Times are a little dull
for some business men, but many are investing
in the machines just the same."

Brass bands will be a thing of the past in the
Milwaukee city parks the present summer, and
in their place the big Victor Victrolas will dis-
course classic and ragtime music to the strolling
crowds that every evening fill the city's pleasure
grounds. Sousa, Liberati and Ellery will cease
to be attractions only as their music is dealt out
in the "canned" style, if the efforts of E. B.
Heberlein, representative of the Victor Talking
Machine Co., are successful. Park commission-
ers in the city are beginning to be quite enthused
over the matter, and besides the fact that the
new arrangement would be much cheaper to the
city, people would enjoy the great variety of
music and entertainment that the Victrolas
could furnish. It is reported that the experi-
ment will soon he tried in one of the city parks,
and if the results are successful, as Mr. Heber-
lein believes that they will be, the plan will be
followed by universal adoption of talking ma-
chines at all of the leading parks.

Lodges and church organizations in Milwaukee
are beginning to realize the true worth of the
talking machine. Mr. Heberlein has recently
been exhibiting some of the Victrolas before
many of the leading church and lodge organiza-
tions in the city, with the result that several
machines are to be purchased for weekly lodge
meetings. It is believed that here is an impor-
tant field for the talking machine, and already
Mr. Heberlein has been amply rewarded for his
enterprise. The talking machine has been mak-
ing a record in some of the prominent churches
about Wisconsin in the rendition of sacred and
appropriate music, and officials of some of the
large churches of Milwaukee are seriously con-
sidering the purchase of Victor Victrolas to be
first used in church society organizations, with
perhaps now and then a trial in the regular
church services.

William P. Hope, representative of the Na-
tional Phonograph Co., in Wisconsin and upper
Michigan, has recently been in Milwaukee, much
elated over excellent sales in his territory.

George W. Ornstein, sales manager of the
Victor Talking Machine Co., recently called upon
the Milwaukee trade.

M. Barto, of the Barto Music Co., of Boscobel,
Wis., recently made varied talking machine pur-
chases in Milwaukee for his excellent trade at
.Boscobel. Mr. Barto is enlarging his depart-
ment and increasing his stock of machines to
meet the demands of his business.
■ J. W. G-roves, president of the Groves Music
Co., and former Mayor of Madison, capital city
of Wisconsin, was a recent Milwaukee visitor and
ordered two new Victor Victrolas, several Edi-
sons and a line of supplies for his establishment.

William Schmidt, manager of the wholesale
department at Lawrence McGreal's, recently re-
turned to Milwaukee from an extended trip
around Wisconsin. Besides finding that trade
is rapidly increasing, Mr. Schmidt established
several new agencies about the State.

The new sheet music department established
by Lawrence McGreal at his recent opening has
been sold by Mr. McGreal to A. H. Goetting, 250
Wabash avenue, Chicago. The venture was a
new one to Mr. McGreal, and was taken up more
as an experiment. Although the department
was proving to be profitable, it required hard
work in the face of strenuous competition.

Lawrence McGreal will be one of the eighty-
four representative business men of Milwaukee
who will make up the annual excursion of the
Merchants and Manufacturers' Association which
will leave Milwaukee on June 7 for a week's
tour of South Dakota and southern Minnesota.
The trip will be made in a special train over
the Chicago, Milwaukee & St. Paul Railway, and
the object will be for the promotion of the busi-
ness interests of Milwaukee. Mr. McGreal will
make a personal investigation of talking ma-
chine conditions in all of the cities to be visited.

Lightning recently played havoc at Eau Claire,
Wis., and among other things completely shattered
a fine new talking machine in the home of John
Gutsch. The bolt did little damage to the resi-
dence, and, fortunately, the occupants escaped,
but the machine, recently purchased, was a total
wreck. It is supposed that the metal attracted

the bolt which was seen to enter the house just
above the door of the room and descend upon
the machine in the manner of a ball of fire. Mr.
Gutsch affirms that he will purchase another
machine and risk the consequences.

Dancing to the music of the Victor talking
machine has become the popular thing at Mari-
nette, Wis, At a recent ball given hy the
Modern Brotherhood of America, which was at-
tended by more than 100 couples, the Victor
proved itself able to outshine any of the orches-
tras in the city. During the dinner courses
served at intermissions the talking machine did
excellent duty rendering songs and other selec-
tions. Lauerman Bros., music dealers at Mari-
nette, furnished the machine from their large
and varied stock. It is reported that one of the
orchestra leaders of the city is contemplating
the purchase of a talking machine to furnish
to dancing parties in ease this style of music
should be preferred to the regular orchestra
service.

ADVERTISING IN GERMANY.

Some of our Teutonic friends have quaint con-
ceptions of trade publicity. For instance, if you
were unable to read the text in the accompany-
ing illustration, you would imagine it was gotten
up by the artist who writes "The Rarebit Fiend"
department for the Evening Telegram. But it is
actually a talking machine needle ad., and as we

fail to see the "point" or pertinence of the illus-
trative feature of the advertisement, we print
it as a curiosity. It may be that the purpose is
to attract notice by the extravagance of the de-
sign, and thus achieve the purpose in view. Any-
way, we are helping our German friend along,
at the same time showing American manufac-
turers how they do thmgs in the land of the
Kaiser.

No matter how good the quality of your goods
may be, the people will never know it unless
you tell them. Advertising is the soul of a suc-
cessful business and the keystone of its pros-
perity.

Opportunity knocks every day, but we go to
the door to admit it about once in a lifetime.

Grinnell Bros.

DETROIT, MICH.

The New $200,000

Grinnell Building

Conceded to be the most
beautiful and best equipped
Music House in the U. S.

Largest Michigan Jobbers of the complete

EDISON §»d VICTOR

Lines, including Records and Accessories

^^J^^ •'^^^ everything in SUNDRIES, including: AUTOMATIC
STOPS REPEATING ATTACHMENTS, HORN CONNECTIONS^
CRANES, TONE MODIFIERS, BRUSHES, ETC.

No annoying delays if you order from us. All
orders filled same day received.

We carry every Record listed by the Edison and Victor Co.'s.
Not one of each, but dozens, yes, hundreds each of the more popular
numbers.

An extensive line of RECORD CABINETS at
prices that are RIGHT.

If you are a Victor or an Edison Dealer in our territory com-
municate with us and learn of something very much to your advan-
tage and profit. Address : —

GRINNELL BROS., TE^JW^rcS'

56

THE TALKING MACHINE WORLD.

TRADE NEWS FROM INDIANAPOLIS.

Theatres in Competition With the N icl<elodeons
— Talking IVIachine Business Rather Quiet —
Dealers Paying Considerable Attention to
Camping and Picnic Parties Who Usually
Buy Machines and Supplies.

(Special to The Talking Machine World.)

Indianapolis, Ind., June 6, 1908.

The seemingly never-ending troubles of the
five-cent theaters In Indianapolis continue with
distressing tenacity. Recently it was announced
that moving picture shows would be put on in
some of the large theaters and that this would
offer dangerous competition for the five-cent
shows, of which there are more than a score, as
the big theaters would be equipped with electric
fans and plush-covered chairs, and would there-
fore be much more inviting than the regular
five-cent places.

This threat has been carried out in part, as
talking pictures were installed last week in the
Grand Opera House. This entertainment is ad-
vertised as something new in Indianapolis, and
as the Grand is centrally located and is a popu-
lar place, the patronage has been encouraging.
The Grand is situated only one block from the
Mystic Theatre, a high-class five-cent show, and
only a few blocks from a half dozen of the other
leading five-cent shows of the city.

As a further trouble, the building inspector of
the city has threatened to close up some of the
five-cent houses that are putting on vaudeville
turns. The building inspector declares that
when vaudeville sketches are put on the five-
cent shows in reality become theaters, and are
therefore under his supervision, and must take
all precaution against fire that the large houses
take.

An ordinance was passed recently by the city
council giving the building inspector supervision
over the five-cent shows, and he declares now
that they must either comply with all the regu-
lations of the theater building ordinance or cut
out the stages. It would be entirely impracti-
cable for most of them to comply with the the-
ater building ordinance.

But the five-cent theater men are not discour-
aged. The newest acquisition along this line is
the Little-do, at Indiana avenue and St. Clair
street. The theater is owned by a man named
Dolittle. He simply erected a galvanized iron
building, put in his moving pictures and began
operations, and he is said to be doing a good
business.

Other five-cent shows are putting on bills that
are particularly attractive to the children.
"Peck's Bad Boy" and "The Animated Dolls"
have drawn good crowds to the Mystic. This
has been a fairly good season so far, both for
the penny arcades and five-cent shows, as many
State conventions have been held in the city.

The talking machine business seems to be un-
usually quiet just now. Dealers report that
there is little business, and most of them say
they will be satisfied if they can get along until
fall, when it is believed trade will liven up.

"I could hardly say that business is dull now,"
said Charles Craig, of the Indiana Phonograph
Co., which handles Edison machines, "for there
is no business. Of course, the jobbing business
is affected greatly by the season with its rush
of work among the country people. A number
of my men have been in recently and they say
they have plenty of prospects, but they cannot
get their customers in to looK at the machines.
They are busy at their work, and this will likely
continue until fall. Next fall I believe we will
have a good business. I can see no reason
why we should not. Good crops usually make
good business, and there is every prospect now
for a good yield of corn. All factories have about
sold out their surplus by this time, and by fall,
I predict, they will all be In operation again."

George W. Mays, who sells Edison machines
on Virginia avenue, has not started his talking
machine wagon through the country this year
as nsiial. He believes there is not enough busi-
ness to justify the venture this season.

The Columbia Phonograph Co. had an imusu-
ally attractive displayed window this week. All
of the latest music was advertised, together
with a number of the most attractive styles of
machines.

Mr. Kipp, of the Kipp-Link Co., who handle
Edison and Victor machines, reports with other
dealers that business is quiet. If it continues
until fall as good as it is now, however, he will
be satisfied, and next fall he expects to see a
decided increase in the trade.

Indianapolis talking machine dealers are get-
ting ready to supply the camping parties and
picnic parties during the summer. This has
come to be a rather profitable source of busi-
ness. It is hardly considered the proper thing
now for a camping party to go out without a
talking machine and a good selection of music.
During the summer along White River, above
Broad Ripple, there may be heard the mingled
music of many machines. This is the popular
camping place for city people.

SOME SELLING POINTERS.

A Commercial Graphophone Salesman Just
Tells How and Why He Makes Sales — The
Weak Kneed Should Read and Digest.

Among the contributions in the current issue
of "Salesmanship" is one from a graphophone
salesman who writes in a straight-from-the-shoul-
der fashion that is refreshing and stimulating.
He says:

"Don't think your machine will do everything,
for it will not. It's a machine. If it could ac-
complish everything, it would be human. In
selling graphophones we frequently meet with a
man who says, "But what will I do if I make a
mistake in dictating?" Of course we are loaded
for bear, and we tell him exactly what to do, but
then we disabuse his mind of the idea that he
must make mistakes. We try to show him the
reason why he makes mistakes, and this you
must do in whatever you are attempting to sell.
Recognize the limitations; frankly say to him,
No, it will not do this, it will not do that, but
recapitulate what it will do positively, and make
this recapitulation so strong and in so telling a
manner, and say it so positively that the man
will be ashamed of himself for ever having
raised an objection. Recognize the limitations
of your machine, but do not be bound by them.

"This brings you logically to the second factor
in salesmanship, and that is confidence. The
first, of course, is knowledge — knowledge of
yourself and of your machine. If you have these

two you will get the third, and that is confidence.
"What do I mean by confidence? It means sim-
ply the quality that enables me to stand up here
and talk to you to-night. Why am I confident?
Simply because I know positively that of this
subject of commercial graphophone salesman-
ship I know more than any man in the United
States. I say this without egotism, gentlemen,
I know more about selling commercial grapho-
phones than Andrew Carnegie, who, by the way,
uses the graphophone daily, or Teddy Roosevelt.
This knowledge gives me the confidence to stand
up here and talk to you about it. Do you sup-
pose if you had asked me to come down here
and talk to you about logarithms or psychology
that I could approach the subject with the same
degree of confidence? Surely not, because I
know comparatively nothing about either of
these subjects.

"I can only say in passing, for my time is
limited, that confidence is the one factor that gets
more orders than any other quality of salesman-
ship. What is it that impresses you in a man
who approaches you with a proposition? Sup-
pose he comes into your oflce in a half-hearted
manner, his whole attitude abject like 'Uriah
Heep' of Dickens' creation? 'Does he impress
you as a strong man? Will you listen to him?
No, you will show him out of the oflSce. But
suppose he opens the door, comes in with a firm
tread, with his head up and his chest out, looks
you straight in the eye, sits down by your desk
and you immediately feel the force of his per-
sonality. Don't you believe that the chances of
such an approach, of such a demonstration are
very much better for the man getting an order
than they would be if he approached you in a
manner which convinced you before he had said
a word that he had no confidence, either in him-
self or in his proposition?

"It is a good plan at the present time for sales
managers to give their men all the backing up
they can. Inspirational letters should be writ-
ten at frequent intervals of time. Circulars or
booklets showing facts and figures as to the
general hopefulness of the situation should be
printed. Several large wholesale dry goods
houses have adopted this latter plan to advan-
tage.

"It must be remembered that the salesman
will very likely have much pessimism to combat,
and from frequently conversing with pessimistic
people it is not unlikely that the talk may react
on his own mind. Ample ammunition to fight
despair and doubt should come from his home
oflBce."

Don't Cry
Dull Tlme^

But keep up your stock
under all conditions to
meet the demands which
may be made upon you.
In other words let your
trade argument in the
way of Stock and environ-

ment be so attractive that

^^^^^^^^^^^^^^■■■^^"■^^ it will draw you trade

even when times are gen-
erally quiet. C]f We make it our aim to carry the largest and
best assortment of talking machines and supplies to be found
in New England. We are jobbers and manufacturers. We
have made a specialty of our work for years and if you
desire to get the best in the quickest possible manner try
our (juick service plan. It will please you.

Boston Cycle and Sundry (q,

48 Hanover Street Boston, Mass.

THE TALKING MACHINE WORLD.

59

LATEST PATENTS RELATING TO TALKING
MACHINES AND RECORDS

(Specially prepni-td for The Talking .Machine World.)

Washington, D. C, June 8, 1908.
Sound Box for Talking Machines. Thomas
Kraemer, Philadelphia, Pa., assignor to Haw-
thorne & Sheble Mfg. Co., same place. Patent
No. 887,657.

The object of this invention is to so construct
a sound box for talking machines that it will
comprise but few parts, each of simple and in-
expensive construction. Figure 1 is a transverse

vertical section of
one form of sound
box constructed in
accordance with the
invention; Fig. 2 is
a similar view of
another form of
sound box embody-
ing the invention:
Fig. 3 is a view of
the sound box
shown in Fig. 1,
looking in the di-
rection of the ar-
row x; Fig. 4 is a
view of the sound
box shown in Fig 2,
looking in the di-
rection of the ar-
row y; Fig. 5 Is a perspective view of one of
the elements of the sound box shown in Fig.
1; Fig. 6 is a perspective view of the corre-
sponding element of the sound box shown in Pig.
2, and Fig. 7 Is a view Illustrating a modifica-
tion of the invention.

Record foe Talking Machines. Eldridge R.
Johnson, Merlon, Pa., assignor to Victor Talking
Machine Co., Camden, N. J. Patent No. 888,089.

Heretofore In the manufacture of flat disc rec-
ords for talking machines it has been the prac-
tice to stamp out the record discs from a suitable
material by means of a die containing a matrix
upon the surface of which has been engraved
or otherwise placed the record grooves, which
grooves in connection with the sound box are
adapted to reproduce the sounds impressed upon
the original record. The record discs formed
by so Impressing the matrices have usually been
of some hard, durable material which softens
under the Influence of heat, but which is hard
and firm under normal conditions of temperature.

The material
usually employed
for making these
records has been
in the form of
flat sheets and
have been of uni-
f o r m thickness
throughout the
entire extent of
the disc, with the
possible exception
of the central por-
tion where the la-
bel has been Im-
pressed or coun-
tersunk into the
material during the pressing or forming of the
record. This material, in many Instances has
been a substance called "duranoid," which con-
sists of shellac and certain other coloring pig-
ments and strengthening ingredients. Other sim-
ilar materials which have been used are hard
rubber and celluloid. It will be realized that
these compositions are expensive when used in
large quantities, especially in view of the fact
that talking machine records now employed In
this art have been steadily Increasing in size.

One object, therefore, of the invention is to
produce a record which may have all the advan-
tages of a flat disc record of uniform thickness,
but which will at the same time be much lighter
and, therefore, less expensive in original cost,
and also will be easier to handle and less expen-
sive in transportation either by mail or freight.

A further object is to provide a record disc
which will be easily and accurately centered
upon the talking machine turntable without the
employment of unnecessary material at the center
of the record, where the radius is too small for
the efficient recording of the sound waves.

A further object is the production of a record
which will have strengthening means of such
form as to give a stiff and firm backing for the
reproducing surface in connection with the cen-
tral opening without the necessity of employing
the amount of material required in a disc record
having a smooth under surface.

Briefly, this invention comprises a disc record
having the center which Is free from the grooves
containing the sound waves cut away or omitted
forming an annular plate or surface, in the open-
ing of which a card, label or centering plate may
be carried for the purpose of fixing the record
upon the turntable in the usual manner.

Figure 1 is a reverse plan view of a talking
machine record having concentric strengthening
ribs on its under surface and having the center
of said record provided with a centering plate
made in accordance with the Invention; Fig. 2,
a similar view of a record having both concentric
and radial strengthening ribs; and Figs. 3 and 4
are transverse sectional views of the records
shown in Figs. 1 and 2, and indicating two ways
of attaching the designating label, which also
serves in these instances as centering means.

Phonograph Reproducer. Jorgen Tvede My-
gind, Copenhagen, Denmark. Patent No. 887,-
833.

The object of this invention is to make the con-
nection between pin and sounding membrane of
the reproducing part of Edison's and similar
phonographs specially light and of easy move-

Fi^.3 Fu^AFiffS.

ment as well as free from secondary sounds,
thereby obtaining a more delicate and purer re-
production than when using the usual repro-
/ducers of this kind.

The principal feature of the invention consists
in the lever which carries the pin, and which
is connected to the membrane through a link,
being arranged in such a manner that Its three

points of engagement, viz.: the point of contact
between the pin and the cylinder, the point of
action of the connecting link, and finally the fixed
fulcrum of the lever, situated between these two
movable points, lie as far as possible in a straight
line.

According to the well-known laws of the lever,
the aforesaid arrangement affords the most
favorable conditions for an easy movement, and ,
consequently a more delicate reproduction may
be obtained than by means of the usual form of
the lever, in which the three points in question
form the corners of a triangle. Besides this, the
invention provides for a suitable suspension of
the lever and a certain amount of damping of
the connecting link, so that the formation of
secondary sounds at these places Is avoided.

Figure 1 shows a section through the repro-
ducer. Fig. 2 a cross section of the lever through
the suspension in the fulcrum. Fig. 3 the placing
of the three points of engagement of the lever
on a straight line, and Figs. 4 and 5 each a form
of the connecting link.

Device fob Regulating and Justifying Repro-
duced Sound. Azel Ford, Washington, D. C. Pat-
ent No. 888,986.

This Invention relates to an Improvement in
devices to be attached to all kinds of talking ma-
chines, and has for its object the elimination of
harsh, shrill, scraping, or other inharmonious
sounds which
have been so pro-
lific In apparatus
of the aforesaid
character hither-
to, whereby the
confusion and dis- J^'
sonance of vocal
and Instrumental
sound waves, as
reproduced hith-
erto, are prevent-
ed, and harmony
and consonance
attained.

This Invention,
stated in general terms, consists of a device
interposed in the passage of the produced and
reproduced sound waves of such a character
that the inharmonious produced sound waves
are segregated or destroyed without interfer-
ence with the reproduced sound waves whereby
the reproduced sound waves are obtained with
clearness and accuracy, and consists of a com-
bination of elements and devices as hereinafter
clearly set forth, reference being had to the ac-
companying drawing.

NEEDLES

We Have Them

ALL STYLES

for all

Disc Machines

For Loud, Medium, Soft, Musical Tones.
" Gold " Needles, for use on Celluloid Discs.
"BELL TONE," for Concert use EXTRA LOUD.

MULTITONE. Three (3) Tones in one needle. Plays Loud,
Soft and Medium without changing the needle. Plays 10 Re-
cords without hurt to the Record.

Needles for the Victrola Machine.

WE CARRY ALL IN STOCK. 100 to envelope. 300 in
Tin Box.

Special orders — packed as required — own printing if desired.
Made of Best English Steel. Highest Quality, Lowest Prices,
Prompt Deliveries.

C. H. CROWLEY, Maker of Needles

274 CHVRCH STREET. NEW YORK

2U JACKSON BOULEVARD. CHICAGO

60

THE TALKING MACHINE WORLD.

Figure 1 is a longitudinal transverse section of
the device with tube connections, enlarged, show-
ing porous flexible diaphragms having an inter-
vening layer of granular carbon and separated by
an air cushion and provided with means for
bringing the diaphragms closer together by
means of the screw coupling. Fig. 2 is a like
view of the device provided with gauze dia-
phragms. Fig. 3 is an end view of one section
of the device; and Fig. 4 is a view of a detached
annular air cushion. Fig. 5 shows a gauze dia-
phragm.

Soitxd-Rephoducixg Machi?<e. Luther T. Haile,
Philadelphia, Pa. Patent No. 888,084.

This invention relates to sound-reproducing
machines of any of the known types, employing
either a cylinder or a disc record with tubular
means to convey sound waves from the repro-
ducer to a horn or other sound discharging

means; and the
invented device,
applicable to such
machines has for
its object to mod-
ulate the tone of
the sounds so
produced, from
soft to loud or
vice versa, pro-
d u c i n g diminu-
endo or crescendo
at will, and while
the instrument Is
playing, if desired
and at the same
time to modify the quality — in respect of tone
and timbre — of such sounds by causing all or a
part of such sound waves, in motion through the
conduit therefore, to be acted upon by a vibrata-
ble diaphraghatic valve, thus producing a clearer
tone and with better definition, and also preserv-
ing the quality of the softer tones which, in
sound-reproducing- machines as commonly con-
structed, usually differ in timbre from louder
ones, especiallj' when sound-amplifying means
are employed with the machine.

To these ends this invention consists in the
combination with a conduit through which
sound waves are conducted and discharged from
a reproducer, in a sound-reproducing machine,
of a vibratable diaphragmatic valve interposed
in the path of movement of such sound waves;
with actuating means to cause such valve to
wholly or partly close the said sound conduit and
cause the sound waves, discharged through the
same from the reproducer, to be acted upon by
the vibratable diaphragm of the valve; also in
detail features of construction of the valve and
its adjunctive parts.
In the accompanying drawings illustrating" the

invention: Figure 1
is a sectional ele-
vation of enough
of one type of talk-
ing machine as is
necessary to illus-
trate this invention.
Fig. 2 is a section
I)3%==>' on the line a — b of
Fig. 1. Fig. 3 is a
plan view of the
valve detached, and
Fig. 4 a section of
the same on the
line a — b of Fig. 3.
Fig. 5 is a sec-
tional elevation of another form or type
of sound-reproducing machine, showing the
application of the invention thereto. Fig. 6 is a
plan view of a detached part thereof. Fig. 7 an
underside plan view of a specific form of the
valve, and Fig. 8 a section thereof on the line
a— b of Fig. 7.

Al'l'ARATUS KOIt Ri:(X)Ill)I.N(J AKI) UKIMtODUCINC

Sou.Ni). Louis Rosenthal, Frankfort-on-the-Main,
Germany. Patent No. 887,429.

It is a generally felt disadvantage in the known
machines or apparatus for i-ecording and repro-
ducing sounds that the capacity of the record
discs for recording the sounds is very limited
in ijroportion to the size of the discs. This re-

sults from the fact that the length of the spiral
path of the stylus on the rotating disc corre-
sponding to one revolution of said disc increases
with each revolution of the same, so that, since
the speed of rotation of the disc remains the
same, continuously increasing intervals must
occur between the records of the separate sounds
in the spiral grooves in order to maintain uni-
form sequence of the sounds in reproduction.
If this were not
so, discs of the ^'^ ■'

size at present in
general use could
easily receive up
to three times the
number of sounds
heretofore possi-
ble. Recognizing
this disadvantage,
it has been pro-
posed to drive the
said disc carrier
through a station-
ary friction disc
and to move the
disc carrier later-
ally by means of
its support in
proportion to the
relative advance
of the stylus, but
this suggestion
has not been car-
ried out practi-
cally because the
apparatus . would
become too bulky on account of having to provide
room for the two extreme positions of the disc
carrier, an even more cogent reason being that the
lateral motion of the disc carrier causes loosening
in the bearings, which gives rise to vibrations
detrimental to sound reproduction. This latter ef-
fect is enhanced by the direct driving of the die
carrier from the friction disc, which, since it exer-
cises a one-sided pressure on the disc carrier,
is liable to cause wabbling and jamming. By
the solution found in the present invention these

disadvantages are obviated. The disc carrier
is driven in such a manner as to completely re-
move the load therefrom, and its speed of rota-
tion is decreased in proportion to the advance
of the stylus.

The enclosed drawings show in. Figure 1 a side
view, Fig. 2 top view. Fig. 3 a detail.

AXTACHilEXT FOR TALKING MACHINES. William

A. Ch£oman, Smithville, Ark. Patent No. 888,-
306.

This invention is of peculiar value in con-
nection with sound reproducers employed upon
disc talking machines. Among its purposes are
general improvement of the tones, amelioration
of the scratching and metallic harshness and the
development of delicate sounds difficult of repro-
duction.

Figure 1 is a fragmentary side elevation of a
disc talking machine equipped with the invention
and ready for use; Fig. 2 is an enlarged rear
elevation of the .
diaphragm box « I —

provided with a
needle and with
connections f o r C
enabling the lat-
ter to transmit
vibrations to the
diaphragm; Fig.
3 is a central ver-
tical section
through Fig. 2 "p^
showing the ad-
justing screw for
controlling the
movement of the
needle and also
showing the
means for trans-
mitting vibrations
diaphragm; Fig.

the needle to the
a front elevation

from
4 is

of the diaphragm box partly broken away;
Fig. 5 is an edge view of the diaphragm show-
ing means for adjusting the vibrator, which is
pivotally mounted upon the diaphragm box; and
Fig. 6 is a perspective of the vibrator and its ac-
companying mechanism for carrying the needle.

"Always Something New in the 'Heise' System"

THE MONARCH MIDGET

Is the Name of a IV ew
Revolving Rack

Here it is and it can speak for itself in appearance
and convenience. Is but 37 inches high and 20
inches square, yet it holds 200 Cylinder Records.
^ Can be set up on the counter adjacent to the
machine, so that salesman may face the cus-
tomer all the while; as the rack holds about an
8 months' assortment of records, it is sufficiently
extensive for use when demonstrating. Is very
popular in homes — you can sell numbers of them
to those who own machines. The neat appearance
of the rack on your counter will attract customers
and its convenience will appeal to them at once.

PRICE TO DEALERS $10.00

Order from your jobber— he has them

Syracuse Wire Workj

SYRACUSE, IMEW YORK '

THE TALKING MACHINE WORLD.

61

Apparatus for Manufacturing Cylindrical
Records and Blanks for Phonographs, Grapho-
I'HONES, AND THE LIKE. John Ames, London,
Stephen Burgess and Edward Traynor, Leyton-
stone, Eng. Patent No. 888,682.

This invention relates to improved devices or

SHERMAN, CLAY & CO.'S WINDOW IN HONOR OF THE VISITING FLEET

machines for revolving rotatable, cylindrical
shells or other suitable holders, carrying molds,
of the kind in which records or the blanks or
cylinders for same for phonographs, grapho-
phones and the like are made by pouring into
them molten wax, or any other suitable mate-
rial of which records or blanks may be made.

An object of this invention is to provide novel
means for carrying a series of molds and simul-

taneously rotating them, novel means being pro-
vided for successively moving the molds out of
operative relation with the rotating means
whereby the molds successively cease rotation in
order that the product may be removed.

Figures 1 and 2 show, respectively, side sec-
tional and plan views of a machine constructed
according to our invention, and Pigs. 3 and 4
show details connected with the shells.

Repeating Attachment for Phonographs.
James H. Stinson, Cooke, Mont. Patent No. 887,-
978.

This invention relates to repeating attachments

The visit of the Atlantic fleet to the Pacific
Coast afforded the piano and talking machine
dealers splendid opportunities for making suit-
able window displays. At no point were such
pains taken in this connection as in San Fran-
cisco, where dealers seemed to outdo each other
in their desire to express their welcome, by
means of artistic window displays. One of the
most beautiful windows shown in the Golden
^Gate city was that arranged by Ellis Hansen for
Sherman, Clay & Co. Mr. Hansen describes the
a arrangement as follows:

^ "The background consisted of two large Amer-
ican flags draped fan-like. The centerpiece was

retained from our "Pagliacci"-Baster display,
only instead of Easter lilies, flaming torches
were ari'anged on each side of Admiral Evans'
picture. Anchors with life-buoys served as very
effective frames for Red Seal records on each,
side of the centerpiece. Twelve records of ap-
propriate music, such as 'Jack Tar,' 'American
Airs,' 'The Stars and Stripes Forever,' and
others on the same order, completed this inex-
pensive and effective display."

In conception, arrangement and execution, this
window must take high rank. It is worthy of
the great San Francisco house of Sherman, Clay
& Co., and of the designer.

is completed, so that the reproducing stylus will
not be compelled to travel over a blank portion
of the record.

In the accompanying drawings: Figure 1 is
a front elevation of a phonograph provided with
a repeating attachment constructed in accord-
ance with the invention. Fig. 2 is a plan view
of the same. Fig. 3 is a detail perspective view
of the attachment complete. Fig. 4 is a vertical
sectional view of a portion of the same on an
enlarged scale. Fig. 5 is a transverse section on
the line 5 — 5 of Fig. 4. Fig. 6 is a detail trans-

verse section on the line 6 — 6 of Fig. 4. Fig. 7
is a detail perspective view of the carriage re-
turning nut, detached.

A CANADIAN INCORPOEATION.

The Western Talking Machine Co., of Winni-
peg, Manitoba, has been incorporated under the
provisions of the Manitoba Joint Stock Com-
panies Act with a capital of $5,000. The incor-
porators are: Robert Shaw, Frederick W. Spar-
ling, John K. Sparling, Lillie T. Shaw and
Samuel Campbell.

for phonographs, and its principal object is to
provide a device of simple construction which
may be readily attached to existing phonographs

and like sound-
-^'i^.'d. ^o^S5 reproducing ma-
chines for the
purpose of re-
turning the sound
box carriage to
the starting point
after the comple-
tion of each re-
producing opera-
' Vj'f tion.

A further ob-
ject of the inven-
tion is to provide
a device of this
type that may be
quickly and ac-
curately adjusted for the purpose of starting
the return movement as soon as the reproduction

MIRAPHONE

Combination
Music Box and
Talking Machine

In every respect a
superior instrument
Musically and
Mechanically.
Giving you and
your customers
splendid value. ^

Write for Catalogue, Terms and Prices

Jacot Music Box Co*

No. 39 Union Square^ New York

62

THE TAT.KTNG MACHINE WORLD.

Leading Jobbers of TalKin^ MacKines in America

OLIVER DITSON COMPANY

Are the largest Eastern Distributors of

Victor Talking Machines
and Records

Orders from Dealers are filled more
promptly, are packed better, are deliver-
ed in better condition, and filled more
completely by this house than any other
house m the Talking Machine business,
so our customers tell us.

150 Tremont St., BOSTON, MASS.

Chas.H.Ditson&Co.

Have the most completely
appointed and best equipped

VICTOR TALKING MACHDVf
— — Department

IN NEW YORK CITY

to-day. and solicit orders from dealers, with the assurance
that they will be filled more promptly, and delivered in
better condition than they can be from any other source.

Ncs. 8-10-12 East 34lh St., NEW YORK CITY

UP-TO-DATE JOBBERS OF BOTH

EDISON
VICTOR

STANDARD
TALKING MACHINE CO.

435-7 Wood St., PITTSBURG, PA.

TRY A JOBBER WHO WILL FILL YOUR
ORDERS COMPLETE AND SHIP THEM THE
DAY RECEIVED.

You Can Get Goods Here

JOBBERS DISTRIBUTORS

Our wholesale depot is a mile from our retail store.
Records are not mauled over for retail customers
and then shipped out to dealers. Dealers briylnff
from us get fcrand new goods just as they come
•from the factory.

LAWRENCE McGREAL, Milwankee, Wis.

NEW ENGLAND

JOBBING HEIADQUARTERS

EDISON AND VICTOR

MBkChtnes, Records s^d S^applles.
THE EASTERN TALKING MACHINE CO.
177 Tremont Street - - BOSTON, MASS.

ECLIPSE PHONOGRAPH CO.

HOBOKEN, IVJ. J.

Edison and Zon=o=phone Jobbers

Can Guarantee Quickest Delivery
From Largest Stock in New Jersey.

JOHN F. ELLIS &

CO.

WASHINGTON. D. C.

Distributor

VICTOR Talkino

and RECORDS wholesale and

RetaU

Largest Stock In the Soutb

PERRY B. WHITSIT L. M. WELLER

PERRY B. WHITSIT CO.,

213 South HIgli Street. Columbus, Ohio.

Edison
PhonoE
and R

inDDTDO Victor TalliinK
aoords UUUULliU and Racords

C. KoelipiriQ & Bpo.

INDIANAPOLIS, IND.

VICTOR DISTRIBUTORS

Our stock is complete. Orders filled the same day
as received.

ZON-O-PHONE JOBBERS

Fresh stock, filled complete, same day. Sperlal
values in needles, cabinets, wall racks, horns,
cranes, and carrying cases.

KNIGHT MERCANTILE CO.

211 N. Twelfth SI,. ST. LOUI .

HARGER & BLISH

Western Distributors for both the

VICTOR
EDISON

It's worth while knowing, we never
substitute a record.

If it's in the catalog we've got it.

DUBUQUE, IOWA.

PITTSBURG PHONOGRAPH CO.

VICTOR.
JOBBERS

and

EDISON
JOBBERS

Largest and most complete stock of Talking Machines and
Records in Western Pennsylvania.

COLUMBIA JOBBERS

N. W, IOWA, NEBRASKA and SOUTH DAKOTA

Write to-day for terms nec-
essary to become dealers

W. A. DEAN COMPANY '^IJ^&FcSy^'^

IVI. AX WOOD

123 MONROE AVENUE

MEMPHIS, XENN.

EDISOIV JOBBER

L F. DROOP & SONS CO.

925 Pa. Avenue 231 No. Howard St.

WASHINGTON, D. C. BALTIMORE, MD.

WholesalB and RetaU
Distributors

Edison Phonographs

Victor Talking Machines

Southern Representatives for

Topham's Carrying Cases ; Herzog's Record Cabi-
nets; Searchlight. H. & S. Tea Tray and Standard
Metal Co.'s Horns and Supplies.

WEYMANN & SON

WHOLESALE DISTUl lU TEUS

iniCHN^''"''"? MachinesyipTnn
LUIoUnRecords&SuppiiesilLlUn

Pliico your name on our iiiailinf^ list.
"We can interest yon.

1010 Chestnut St., Philadelphia, Pa.

Peter Bacigalupi & Sons

SAN FRANCISCO, CAL.

WHOLESALE RI)TAIL

1021-23 Golden Gate Ave. 1 1 J3-I5 Fillmore St,

JQggggg Edison, Zonophone

DEALER Victor

All Kinds of Automatic Musical Instnuneots
aad Slot Machines,

BABSON BROS.

19th St. and Marshall Boulevard

CHICAGO, ILL.

Special attention givan DEALERS only, by Q. M.
NISBETT, Manaeer, Wholesale Department.

LARGEST STOCK OF EDISON PHONO-
GRAPHS AND RECORDS in the U. S.

Southern California Music Co.

EVERYTHING FOR TALKING MACHINES

Edison and Zon-o-Phone Jobbers

LOS ANGELES, CAL.

KLEIN & HEFFELMAN CO.

Canton, OHIO.

Edison ^ Victor

MACHINES. RECORDS AND SUPPUES

Quickest service and most complete stock in Ohio

Jacot Music Box Co.,

59 Union Sq.. New York.

Mira and Stella. Music Boxes.

Edison and Victor Machines
and Records.

PACIFIC COAST

TORS OF

Victor Talking Machines

RECORDS

STEINWAY PIANOS-LYON & HEALY
"OWN MAKE" BAND INSTRUMENTS
San Francisco Portland

Las Angeles

Sherman, Clay & Co. lll^ll,T

KOHLER & CHASE

Oakland, Cal. Seattle, Wash.

Jobbers of

STAR, ZONOPHONES AND
EDISON PHONOGRAPHS

w

E claim Largest Stock and Best
Service, and are willing to
••SHOW YOU."

IF YOU'RE IN WESTERN MICHIGAN
it will be money in your pocket to order

Victor Machines and Recorcis
JULIUS A. J.° FR.IEDRICH

30-32 Carval Street, Grand Rapids, Mlchlgark

o,,, ivTntf,, . ' Quick Service and a Saving
uur iMono. , Transoortation Charees

Every Jobber In this country should be represented In this department. The cost Is slight and the advantage Is great.

Be sure and have your itrm In the July list.

THE TALKING MACHINE WORLD.

63

Leading Jobbers of TalKing MacKines in America

Baltimore Zonophone Jobber

THE NEW TWENTIETH CENTURV TALKING
MACHINE CO.

L. MAZOR, Proprietor

Talking Machines and Records. The Biggest
Assortment of Hebrew Records.
1423-25 E. Pratt Street, BALTIMORE. MD.

FINCH & HAHN.

Albany, Troy, ScKeneotCLdy.

Jobbers of Edisorv, Victor and Columbia

Matchines and Records

300.000 R.ecords
Complete Stock Qvilck Service

EXCLUSIVELY JOBBER.

ItHI ZONO-O-PHONESdeuTy

IVI AUZY

CALIFORNIA

BYRON

SAN FRANCISCO

J. K. SAVAQB

The New Indestructible Cylinder Records
Star Disc Machines and Records

At Wholesale. Complete Stocks.

921 Franklin Avenue, 5T. LOUIS, MO.

Paste This Where You Can Always See It !

Mr. Dealer:

We refer all Talking Machine inquiries coming from towns
where we are represented by dealers to the dealer or dealers in
that town.

VICTOR and EDISON JOBBERS

0>HICAGO

E. T. WILTON & COMPANY

HOUSTON, TEX.

Wholesale Distributors "Star" Talking

Machines, Records, Horns, Cranes, Etc.

We have everythlns: you need, also
JEWELRY and WATCHES

BIFFALO ■ N. Y.

NEAL,
CLARK &
NEAL CO.

O

EDISON
VICTOR
COLUMBIA

D. K. MYERS

3S39 FlDncy Avenue ST. LOUIS. MO.

Only Exclusive Jobber In U. S. at

Zon-o-phone Machines and Records

We Fill Orders Complete Give us a Trial

C. B. HaYNES W. V. YOUMANS

C. B. HAYNES & CO.

WNOLISALC DISTRIBUTORS

EDISON PHONOGRAPHS and RECORDS

ALL SUPPLIES

603 East Main St., Richmond, Va.

IHE

TRADE-MARK

BROADWAY and 17th ST., NEW YORK

Factory :
Rahway, N. J.

Western Branch :
259 Wabash Ave., Chicago

WHOLESALE AND RETAIL

REGINA MUSIC BOXES REGINAPIANOS
REGINAPHONES SUBLIMA PIANOS

DISTRIBUTORS IN NEW YORK FOR

Victor Talliing Macliines and Edison Piionographs

Complete Stock. Prompt Deliveries.

PRICE PHONOGRAPH

54-56 Clinton Street. NEWARK, N. J.

CO.

Victor Distributors

Talking Machines
Records

Send us your Order, you get the Goods

We don't retail. We take care of the Dealer.
Large Stock — Quick Service

Every Jobber in this country should be represented in this department. The cost is slight and the advantage is great.

Be sure and have your firm in the July list.

IMPORTANT GERMAN DECISION

IHanded Down in the Suit of International Talk-
ing Machine Co., of Berlin, Against G«rman
Gramophone Co., Ltd., to Prevent Reproduc-
tion of Certain Copyrighted Music.

(Special to ITie Talking Machine World.)

Berlin, Germany, May 30, 1908.
In a suit brouglit by the International Talking
Machine Co., of Berlin, against the German
Gramophone Co., Ltd., of the same place, to re-
strain the defendants from reproducing certain
copyright music controlled by the complainants,
the court decided "that the action of the plain-
tiffs is non-suited, and that they are condemned
to bear the costs of the process." The opinion
was handed down by the Civil Chamber of the
Royal District Court, No. 1, of Berlin, on Febru-
ary 25, 1908. It is a long and diffuse document,
in which a parallel is drawn between the repro-
duction of music by talking machines and the
piano player, the Pianola and Mignon being spe- .
cifleally cited as distinctive examples of the
latter.

The complainants charge an infringement of
the law of June 19, 1901, and demand that the
defendants (1) be fined and enjoined from re-
producing the following musical works on which
they hold reproducing rights: "Die lustige Witt-
we ("Merry Widow"), "Hansrl and Gretel,"
"Meistersinger," "Rastebinder," "Landstreicher,"
"Obersteiger," "Schwalbennest duet," "Vogel-
handler," "Rheingold," "Walkure," "Bruder
Straiidinger," and "Versailler Festmarsch";
(2) that a preliminary injunction be issued and

a suitable bond be required on the part of the
defendants.

The court holds that the delivery of a mu-
sical composition by the Pianola cannot be dis-
tinguished from the original when performed
by a technically expert player, excepting per-
haps by connoisseurs of the greatest skill, and
therefore the use of copyright music is an in-
fringement. It is different with the talking ma-
chine records, as the sounds are reproduced in
a purely mechanical manner, dependent onno
human assistance or auxiliary musical knowledge
as in the piano player, no matter how perfeat the
voice of the singer may be rendered by the rec-
crd. Hence the talking machine is exempt from
copyright limitations.

SARDOU _ANp BONCI.

The Great Dramatist Hears the Great Tenor
and Enthuses Over Some of His Latest Rec-
ords—"Simply Marvelous," He Says.

Victorien Sardou, the famous dramatist, is a
great admirer of the talking machine, and as a
result of a recent hearing of a record by the cele-
brated tenor, Allessandra Bonci, he wrote to the
Societa da Fonotipia, whose records, by the
way, are handled in this country by the Colum-
bia Phonograph Co., as follows:

"I have just heard the disc sung by Bonci.
It is simply marvelous! Theophilus Gautier
once said, jokingly: 'One day or other we shall
perhaps be able to pack speech in a bottle, and
in order to hear it we shall only need to draw
the cork.' This dream, which even he himself

did not take seriously, behold it realized by your
Fonotipia. How deeply persons of my age regret
that this fantastic invention is of such recent
date, and that together with the artists of our
times, I cannot evoke those who were the delight
of my youth! What joy it would be for me if
I could once again listen to Rubini, Lablache and
Mario in 'Don Giovanni,' Stolz in the 'Favorita,"
Frezzolini in 'II Trovatore' and Mme. Georges,
Rachel, Dowal, Frederic Lemaitre, etc., and the
interpreters of my works, Dajazet in 'M. Gavol,'
Dumoine in 'Patria' and so many others of whom
nothing remains for me but the remembrance.
Our great grandchildren one day, thanks to you,
will be able to applaud Bonci as I do now, al-
though long absent, and in this manner your
records will suppress both time and distance."
Very cordially yours, Victorien Sakdou."

PATRICK A. POWERS A BENEDICT.

Finally the redoubtable Patrick A. Powers, of
Buffalo, N. Y., has joined the rank of the bene-
dicts. He was recently married to an accom-
plished and estimable lady of Dayton, O., and
this last week was in New York City, stopping
at the New Amsterdam Hotel with his bride.
Pat sailed for Europe Thursday on his honey-
moon, and will be gone a couple of months. The
Review congratulates Mr. and Mrs. Powers and
extends the compliments of the season, bon voy-
age and a safe return home.

The talking machine trade was well representor
at the Leipzig Fair recently closed, over seventy
concerns having displays.

THE TATSCH PERMANENT NEEDLE xal^Zg machines

PATENT APPLIED EOR TALKING MACHINES

Never has to be changed nor adjusted. Does not wear the Record. Retail Price $2.00. Sent to Jobbers and Dealers post paid for $1.00. For further particulars
and prices address :

TATSCH CO AlPAIN V, 33 1 S. spring street, L,OS AINGeUES, CAUIPfORINIA

64

THE TALKING MACHINE WORLD.

Side Lines for the Talking iVlACHiNE Trade

Some of the Many Specialties which will Interest Talking Machine Men are Treated of in this Department

It is the duty as well as the privilege of talk-
ing machine jobbers and dealers to broaden and
extend their business by reaching out after ne^s'
customers and pushing beyond circumscribed
limits. One cannot sit down and wait for trade
to come to him nowadays. He must seek it on
every side and by every reasonable means. In
every locality there are certain people that a dealer
can rely on for continued patronage; others that
Ly special inducements such as musicales, etc.,
can be drawn to the store. Then again, there
are many who would never enter an exclusive
talking machine store, as they do not, or think
they do not, want such goods. Now comes the
question, How can their trade be secured? The
answer is plain — broaden out; sell what
they do want, and after you have won
their confidence or friendship try to con-
vert them to your way of thinking on
your regular line. It is as easy to manage a
125,000 as a $20,000 business, and others in pro-
portion. The 25 per cent, increase in volume of
trade does not add to the expense of storekeeping
iu the same proportion. As a rule, reductions
come out of the profits, while increases augment
them to a relatively large degree. Now, while
there are innumerable lines that could be han-
dled in connection with the "talker," there are
some that lend themselves more easily than
othere — in fact, they have so many characteristics
in common that circumstances all combine to
help the dealer both ways. A good way of sizing
up the situation is to look over your territory
and find out what classes of stores handle the
"talker" as a side line. It might be more to the
point to say what class do not, for so ener-

getic has the manufacturer and jobber been that
few trades have not been invaded. Therefore, in
broadening out, the talking machine man is not
doing anything original but simply reversing the
situation. Of course, we do not mean to convey
the impression that it is impossible for an en-
terprising firm to build up a highly profitable
trade on talking machines exclusively, but it
does seem to us that by branching out a dealer
can not only increase his business by the addi-
tional profit to be derived from the sales of new
lines, but by drawing new customers to his store
he is enabled to increase materially his regular
business. To bring this truth forcibly before
the trade was our main object in opening this
department — together with such suggestions as
might prove of some benefit in aiding them to a
choice. But, as we have said before, we must
have support if we are to accomplish the most
good, and earnestly solicit correspondence on the
subject. Articles on the retailing of different
lines are especially acceptable, while a brief
paper giving the reasons that led to the policy of
"branching out," from members of this trade,
v.ould, we are sure, be of benefit to many of our
subscribers.

Sporting Goods.

Every week that passes brings home more for-
cibly to the jobber or dealer of sporting goods the
prediction made by manufacturers and the press
early in the year, that this business would be
but little affected by the lull in other trades. In
fact, instead of a falling off there is evidenced in
many parts of the country a decided improvement
even over 1907, which was considered by many
as the high water mark reached by this industry

in the United States. This increase in many cases
was directly due to the depression in other lines.
For, if man cannot work, he will play. During
the big coal strike in Pennsylvania more fishing
tackle was sold there than ever before in the
same length of time. To a man unemployed the
going into the country for a day's outing appeals
strongly, especially if there be a chance of bring-
ing to his family something for the table. Nor
is this only true in the case of the laboring
classes, but to men of means who are In busi-
ness and who are taking advantage of the lull to
slip off on Friday nights and recuperate their
energies and prepare for the coming fall when
all are bound to work overtime to catch up.

In other words, this business depends on the
spare time of the public for its support, whether
this be voluntary or compulsory. Unlike almost
any other trade, that of sporting and athletic
goods is not restricted to any particular season
comprised, as it is, of numerous lines specially
adapted to any kind of weather. Baseball, ten-
nis, cricket, golf, fishing, etc., are generally in-
dulged in spring and summer; football, lacrosse,
polo, hunting, etc., in the autumn, while skating,
hockey, coasting and indoor sports win promi-
nence after winter has settled in. In-
deed, the man handling these goods should
know no dull times, as no matter what
the time of year, he always has something sea-
sonable to push. If you have the slightest doubt
as to whether or not the two lines — sporting
goods and talking machines — go well together,
look around your town or glance over the list
of prominent talking machine jobbers and note
such names as W. D. Andrews, Syracuse, N. Y. ;

PROVIDED YOU

Enormous Profits in Post Cards

DISPLAY THEM WELL

The amount of space occupied in displaying an asjortment of Post Cards will pay more profits than most dealers receive from a space twice
as large with other lines of merchaiicyse.

If your space is limited, discontinue a less profitable line. It will pay you to give
}-Dur thought and space to Post Cards. Large profits are assured.
The illustration herewith shows our

Ferris Wheel Post Card Stand

It is the latest and perhaps the most effective display stand on the market. It is made of
Gun Metal Steel, stands 18 inches high, and is 12 inches wide. It displays 44 cards and
hrlds lOOi) c.irds, besides that it has shelves inside of wheel for surplus stock.

To introduce our High Grade Cards to all dealers, we offer the stand and the fol-
owing special line :

Copies of Art Series, .A.ssorted.
Embossed Flower Designs,
Birthday,

Embossed Comic, "

Country Life, "

Hammock Series, "
Roller Skating,

Comic Cats, "

Eniljossed Lemon, "

New Colored Comics, "
Lover,

Embossed Flower, Gold Backg'd "

15
■25
50
100
45
5

25
50
.50

Hi

50

Birthstone,
Animals at Play,
Famous Art Galleries,
Views N. Y. City, Colored,
Black and White Views,
State Capitols,
Presidents' Faces,
Initial, on Wliite Cardboard.
Roosevelt Teddy Bears,
Slate, 24 Designs,
Bathing. Silver Background,
Views Scotland,

Assorted.

1.000 Cards and FERRIS WHEEL only $10.00

• We are the LARGEST IMPORTERS of MEW, BIRTHDAY, EASTER and
FANCY POST C.'VRDS, and confine ourselves to the HIGHEST GR.\DE only.

As a special inducement, we select views of your locality as near as possible if you
1000 High Grade Post Cards and Ferris Wheel so request.

Stand, only $10, F. O. B. New York We shall be pleased to answer your inquiries and lo fill carefully all your orders

THE AMERICAN NEWS COMPANY, (Post card Department) Ncw York City

THE TALKING MACHINE WORLD.

65

r

DO YOU SELL THE

Gillette Safety Razor?

No doubt you have been asked that question many times before, for there are thou-
sands of men all over the country asking for and buying Gillette Razors almost as fast as
we can make them.

The reason for this demand is because no other razor affords such a simple, quick,
convenient and comfortable method of obtaining a satisfactory shave.

The " Gillette " saves its owner time, money, labor and endless inconvenience. That's
why over two million men are to-day shaving the Gillette way.

No other razor offers you greater profit possibilities.

Gillette Razors not only mean rapid sales and large profits
but every razor sold opens up an opportunity for further income
from the sale of blades.

So when a customer comes into your store and asks the question, " Do you sell the
Gillette Razor?" be in a position to say, "Sure" — and materially increase your profits in-
stead of letting him go to some other dealer with his ^5 bill.

If you happen to be one of the few who do"not carry the "Gillette" write to-day for
full information and prices, and remember — when we come into your store with

our goods, we come in with every as-
sistance possible to help you make
sales.

Booklets, circulars, window cards,
electros furnished free of charge upon
request. Write to-day.

Gillette Sales Company

914 KIMBALL BUILDING

BOSTON

914 Times Building
NEW YORK CITY

914 Stock Exchange Building
CHICAGO

The Gillette Safety Razor Set consists of a triple sil-
ver plated holder and twelve double edg-ed, thin,
flexible wafer-like blades (24 keen edges) packed in a
velvet lined leather case. Price $5.00. Also made in
Combination Sets in a variety of styles with toilet
accessories retailing from $6.50 to. $50. 00 each.

I

I

66

THE TALKING MACHINE WORLD.

NOTICE

The business of the National Cameraphone
Company, furnishing managers with the

"SHOW THAT TALKS,"
is now conducted by the

CAMERAPHONE COMPANY

(Capital $10,000,000.)
and is removed to the

CAMERAPHONE BUILDING

!lth Avenue and Forty.third St., NEW YORK CITY

Telephone 581 Bryant. Cable address. " Camaphone."

Clarke, Horrocks Co., Utica, N. Y.; S. B. Davega,
New York City; Schmelzer Arms Co., Kansas
City, Mo.; Iver Jotinson Sporting Goods Co., Bos-
ton, Mass.; Elmira Arms Co., Blmira, N. Y., and
an army of others who have won for themselves
enviable reputations in both fields. Write and
ask their advice. The reply we are sure will be
to "get in now." But get in right. By that we
mean that the more complete your stock is the
better chance you have of rising rapidly in the
the trade. Investigation shows very plainly that
the sporting public look to the dealers for about
everything in the way of equipment for the vari-
ous kinds of outdoor and indoor games — field
and track sports and the like. It is but right
that they should do so; and the more promptly,
accurately and completely the widest range of
these wants are supplied, the better and more
profitable the business. Not only this, but one
should carefully post himself on all matters per-
taining to sports, particularly those of a local
nature, as it is the surest way to win the friend-
ship of customers and hold their patronage. Keep
your name constantly before your townspeople by
a judicious amount of advertising in the dailies.
Get up athletic competitions and offer prizes,
form clubs, raise Cain, but make your place of
business the acknowledged headquarters for
sport. '

Illustrated Post Cards.

When the post card first appeared in the
United States almost anything met with the ap-
proval of the trade. Many undesirable individu-
als drifted into the line and grafted upon the

dealers. Now, while many of these pirates have
been stamped out, some have still survived, liv-
ing on the money of credulous new dealers who
are "worked" for all they are worth.^ One of the
recent attempts has been that of taking old, out-
of-date cards and putting them through a glazing
process and selling them for new ones. Another
scheme which has long been used is that of fea-
turing one line away below value and then work-
ing off on the inexperienced others which are
quoted at ridiculously high prices. "The leader"
proposition is an expensive one for the beginner
to take on unless he is sure of the reputation of
the house with which he is doing business. A
manufacturer or jobber cannot afford to sell at
cost any more than can a dealer. He must make
a profit in order to exist, and it is always safer
to deal with reputable firms and pay a fair price
for goods. A cheap article is seldom if ever a
bargain — especially is this true in the post card
business of to-day, where quality is the keynote
of the public demand. One of the most essential
things to the success of a post card department
is that of properly displaying stock. For this
purpose many ingenious devices in the way of
racks, stands, etc., are to be had at a reasonable
figure or are even given away by some of the
large firms, they realizing their stimulating ef-
fect and counting on increased orders to cover
their cost. The post card projecting machine
has, more than anything else, aroused enthusiasm
among collectors to a white heat, and no dealer
can afford to overlook it as a valuable addition
to his stock. Summer cards are now the rage —

such as local views^ bathing girls and various
other outdoor subjects. This year's supply is
especially large and choice. The lithographed
card is without doubt the most popular, as it
most closely reproduces scenes in their natural
coloring. The sale of patriotic cards around
Decoration Day was unexpectedly large, and
there is every indication that dealers will enjoy
a big demand for Fourth of July subjects.
Nearly every dealer sooner or later finds on his
hands a collection of post cards that, as they now
stand, are virtually dead stock. These can in
most cases be disposed of if a little ingenuity is
used. Many manufacturers make a point of get-
ting up tinseling outfits at a small cost for deal-
ers to use for just such purposes. These roughly
consist of a glass instrument, one package each
of silver, red, blue and green tinsel, jewels, stars,
etc., and a prepared compound to make them
stick to the card. The work does not demand
experience of any kind, and a little trouble will
revive and make salable almost any old stock as
long as it has not become soiled or dog-eared
from handling. Dealers will find also that by
placing a placard in the window stating that
"Cards will be tinseled to order" they can not
only help sales materially, but can get higher
prices for their cards.

Home Moving Picture Machines.

As we stated in last month's issue, the moving
picture machine for the home has undergone
radical changes. The first models placed on the
market, while really marvelous when one stops
to consider the youth of this industry, had a
number of grave faults that could not be fore-
seen by the manufacturer and could only be
found through actual test, namely, by having
them on sale in all parts of the country and
under all sorts of conditions. The light question
was the hardest to solve — in both acetylene and
electric, the former for safety, the latter for suf-
ficient power, which at the same time would be
practical for use in the home. These difficulties
have gradually been overcome, however, so that
from now on the steady growth of this industry
is assured; whether or not it will rise rapidly de-
pends on the push and ingenuity displayed by
the dealers. The failure of the first machines
to make good was, of course, partially due to
these defects, but the lack of enthusiasm dis-
played by many dealers and the amateurish
manner in which they were handled was also
accountable. The blame for the latter, we be-
lieve, can justly be laid to the manufacturer, as
in many cases time enough to break these firms
into line was not given. No matter'how common-
place a business may seem, there are always a lot
of little things that will trip up the unsophisti-
cated. Then, too, there are always certain points
to be brought out and arguments to be met that
require a knowledge of the line. But now that
all the above trouBle has been done away with
there is no reason why the future should not
be a bright one. In taking on the line a dealer
should, first of all, allot a prominent location in
his store for display purposes, and then either
turn one of his soundproof rooms into a dark

If You Are Looking for Post Cards Ttiat Sell

THE FOLLOWIMG NEW NUMBERS WILL INTEREST YOU:

Floral and JvUndscape, '^6 subjects $0.00 per thousand

Tlianksg'iving' Series (i-l'Z " 5.00 " "

IU(8 Christmas " 36 " Solid Gold Background, Heavily Km-

bossed, Etc fi.OO "

Floral Cards 72 " Suitable for Tinseling- and Name 4.00 "

" " 32 " Solid Gold Background, with or without

Te.\t 5.00 •'

" " 32 " Green and Gold Bronze Background, with

or without Text 5.00 "

16 " Gold and Silver Background, with Cats

and Landscape, also Blank Oval Space 5.00 "

32 " With Gold Outline 5.00 "

Birds and Flowers 74 " One of Our Leaders i.OO "

Kc-d and Purple Air Brush Cards, 12 Subjects, with or without Text 5.00 "

AS A SPECIAL INDUCEMENT TO TALKING MACHINE DEALERS
We will get up a General Assortment of 1,000 of the above Cards for $5.00

THE KEYSTONE SPECIALTY COMPANY "^,1^0^".^"""":

THE TALKING MACHINE WORLD.

67

room by hanging opaque shades on the windows,
or else have one built especially for the purpose,
which can be done at a moderate expense. Above
all things, however, the show windows must be
attractively arranged, so as to let the public
know what you have. By this means, and that
of a judicious amount of advertising space used
in the local papers, you take advantage of the
immense amount of publicity given motion pic-
tures by the Nickelodeon. Everyone has been
caught in the wave of popularity accorded the
professional shows, and a little advertising abil-
ity showing the public what they are missing by
not having their own private performances in
their own homes, with subjects that appeal to
them most, will bring the curious ones by the
score. It is then only a matter of salesmanship and
a knowledge of the subject to start the ball roll-
ing and establish yourself on the ground floor of
what is bound to be one of the largest and most
prosperous entertainment and educational indus-
tries in the world.

be made in the plant itself, bringing it thoroughly
up to the minute in point of equipment. The
plant will be started at once in a moderate way
and gradually worked up to its full capacity, the
present equipment providing employment for be-
tween 500 and 600 hands. Within two months
the full complement of help is expected to be at
work, and sufficient land has been purchased to
provide for doubling the size of the factory,
which, it is proposed, shall be begun within the
next year. This new enterprise, it is stated, will
in no way affect the present Ingersoll watch busi-
ness or the operations at the Waterbury plant.

RULING ON FEATHERED POST CARDS.

INGERSOLL EXPANSION.

The Great Watch Manufacturers Buy the Plant
of the Trenton Watch Case Co. — Will Em-
ploy 500 to 600 Hands.

Another example of the enterprise of Robt. H.
Ingersoll & Bro., the manufacturers of the famous
Ingersoll watches, whose headquarters are at 51
Maiden Lane, New York, is the purchase of the
Trenton Watch Case factory at Trenton, N. J.
The purchase includes the site, buildings and
plant, complete with the patent and trade-mark
rights of the Trenton company. The new owners
will begin immediately to operate the factory,
turning out the same general class of move-
ments as have formerly been manufactured, but
with certain improvements. The Trenton Watch
Co. went into receivers' hands a year or so ago.
The Ingersolls propose to reorganize the factory
and conduct it hereafter on business-like lines,
which they consider necessary, and also certain
to bring success. Extensive improvements will

On an application for review of a decision by
the Board of the United States General Ap-
praisers, the United States Circuit Court, South-
ern District of New York, on May 22 handed
down the following interesting decision regard-
ing feathered post cards in the suit of Ringk vs.
the United States as follows:-

"As to post cards printed with words and pic-
torial representations and ornamented with
feathers, Held that the printing is not insignifi-
cant or subordinate in character, but the chief
feature, without which the articles would be of
no practical value, and that they are dutiable as
'printed matter' under paragraph 403, tariff act
of 1897, rather than under paragraph 425 as
articles composed in chief value of feathers. But
this decision would not be precedent for the im-
portation of valuable merchandise under the
guise of 'printed matter.' "

PENNY-IN-THE-SLOT SAVINGS BANKS.

Penny-in-the-slot savings banks are the latest
idea to promote thrift among Berlin school chil-
dren. A manufacturer of candies recently ap-
plied to the municipal council for permission to
place automatic sweetmeat machines in the com-
munal schools. The town authorities refused
to grant it, but the suggestion gave them an
idea, whieli has been so successfully carried out

WANTED-A RIDER AGENT

INEACHTOWH

and district to

_ . . _ _ _ _ ride and exhibit a

sample Latest Model "Ranfjer" bicycle furnished by us. Our agents everywhere are
making money fast. H 'rite for fitU Particidars a?ici special offer at ojice.

NO MONEY REQUIKEL) until you receive and approve of your bicycle. We ship
to anyone, anywhere in the U. S. without a cent deposit in advance, /r^^/zy freight^ and
allow TEN 1>AYS' FREE TKIAL during which time you may ride the bicycle and
put it to any test you wish. If you are then not perfectly satisfied or do not wish to
keep the bicycle ship it back to us at our expense ^x\d.you ivill ?iot be mit o?te ceiit.
rilATApy PPIACC We furnish the highest grade bicycles it is possible to make
rHvlUm miwkv at one small profit above actual factory cost. You save Jio
to $25 middlemen's profits by buying direct of us and have the manufacturer's guar-
antee behind your bicycle. I)0 NOT BUY a bicycle or a pairof tires from a?iyofie
at a7iy Price until you receive our catalogues and learn our unheard of factory
Prices and remarkable special offers to rider ag'ents.

VAII llfll I DC ACTAUICUCn when you receive our beautiful catalogue and
lUU nILL DC HdlUnianCU study our superb models at the wonderfully
low prices we can make you this year. We sell the highest grade bicycles for less money
than any other factory. We are satisfied with gi.oo profit above factory cost.
BICYCLE DEAL.EKS, you can sell our bicycles under your own name plate at
our prices. Orders filled the day received.
SECOND BANO BICYCLES.^ We do not regularly handle second hand bicycles, but
usually have a number on hand taken in trade by our Chicago retail stores. These we clear out
promptly at prices ranging from S3 to ii68 or SIO, Descriptive bargain lists mailed free.
I^AACTCD DDAIfrC S'"Sl® wlieels, imported roller chains and pedals, parts, repairs and
vUHd I Cn-DnfllVCdf equipment of all kinds at half the visual retail prices.

8

50 HEDGETHORN PUNCTURE-PROOF £1
SELF-HEALING TIRES"

Notice the thick rubber tread
"A" and puncture strips "B"
and "D," also rim strip "H"
to prevent rim cutting. This
tire will outlast any other
malce-SOFT, ELASTIC and
EASY RIDING.

The regular retail price of these Ures is
$8.50 per pair ^ but to introduce we will
sellyouasamplepairior$4.&0(.cashwilhorder$4.5S).

NO MORE TROUBLE FROM PUNCTURES

NAILS, Tacks or Glass wUl not let the
air out. Sixty thousand pairs sold last year.
Over two hundred thousand pairs now in use.

DESCRIPTIOHt Made in all sizes. It is lively
and easy riding, very durable and linedinside with
a special quality of rubber, which never becomes
porous and which closes up small punctures without allow-
ing the air to escape. We have hundreds of letters from satis-
fiedcustomersstating that their tireshaveonly been pumped
up once or twice in a whole season. They weigh no more than
an ordinary tire, the puncture resistingqualities being given
by several layers of thin, specially prepared fabric on the
tread. The regular price of these tires is ^.50 per pair, but for
advertisingpurposeswearemakinga special factory price to
the rider of only $4.80 per pair. All orders shipped same day letter is received. We ship C. O. D. on
approval. You do not pay a cent until you have examined and found them strictly as represented.

We will allow a cash discount of 5 per cent (thereby making the price S4.55 per pair) if you
send FULL CASH WITH OKDEK and enclose this advertisement. We will also send one
nickel plated brass hand pump. Tires to be returned at OUK expense if for any reason they are
not satisfactory on examination. We are perfectly reliable and money sent to us is as safe as in a
bank. If you order a pair of these tires, you will find that they will ride easier, run faster,
wear better, last longer and lx)ok finer than any tire you have ever used or seen at any price. We
know that you will be so well pleased that when you want a bicycle you will give us your order.
We want you to send us a trial order at once, hence this remarkable tire offer.

ram ^^g%gg Jiff if T^DfO <^on't buy any kind at any price until you send for a pair of
Ir WW immLtU i Int^ Hedgethorn Puncture-Proof tires on approval and trial at
the special introductory price quoted above; or write for our big Tire and Sundry Catalogue which
describes and quotes all makes and kinds of tires at about half the usual prices.
nn U/A it* write us a postal today. DO NOT THINK OF BUYING a bicycle

U%M n%M m WW sill or a pair of tires from anyone until you know the new and wonderful
offers we are making. It only costs a postal to learn everything. Write it NOW.

J. L. MEAD CYCLE COMPANY, CHICAGO, ILL.

that it is to be adopted in all Berlin schools.

Automatic savings banks were placed in a
school house. The child who dropped in a coin
received in return a numbered counter. When
the child has collected ten of these cardboard
counters they are taken to the schoolmaster, who
presents him with a savings bank book in which
the deposit is entered.

The machines have been in operation for two
months at the Schoenberg schools. During the
first month over $250 was found in the form of
ten pfennig pieces. The month just expired
brought only half a dollar less.

TALKERS HAVE HELPED ALL LINES.

A prominent dealer speaking of the effect the
talking machine and other automatic instru-
ments have had upon the musical merchandise
interests of the country says, according to the
Canadian. Music Trades Journal: "I contend that
the talking machine has helped the small goods
business and has also helped singing. The nat-
ural conceit of young people has saved the day.
They are conceited in this respect, that if there
is any playing to be done they want to do it
themselves. Talking machines have no doubt in
a few cases taken the place of an orchestra, but
these cases are so small in number, as compared
with the effect these same machines have had
upon the ambitions of young people who are mu-
sically inclined that the balance is strongly in
favor of the talking machine as an educator." .

WOULDN'T IT MAKE YOU MAD ?

A small space is a whisper. Does it not make
you mad when you go to a public meeting, ban-
quet, or some other affair where there are speak-
ers, to have a fellow get up and make his mouth
go without emitting enough sound to make him-
self audible to any except those immediately in
front of him?

That's the "one inch" man, says the Novelty
News, who is on the subscription list of the
paper in which he advertises and gets up in his
feeble way and whispers his shrinking little
message, winning the pity of those who cannot
hear and the disgust of those who can.

What a relief it is after passing through such
a painful experience to have some big-chested,
clear-eyed, level-headed speaker get up and fill
the hall with the resonance of his voice. That
is the full page man with good copy and good
cuts in his ad.

Nothing is more exasperating to a publisher of
a paper than to see a fellow who can well af-
ford to use adequate space, whose proposition is
good and will win if properly presented, so blind-
ed by the 10-cent piece which he holds against
his eyeballs against his own interests that he
uses one, two or three inches of space and tries
to crowd a column's worth into that.

Ambitious managers of "moving picture" the-
atres will be interested in a suit for damages re-
cently brought hy the heirs of Gounod, Barbier
and Carre against the Kinema Theatre in Paris
for giving "Faust" with portions of Gounod's
music. The plaintiffs allege that this amounted
to a real "representation."

Your show window is your best salesman or
your worst foe, as you make it. It is the only
means passers-by have of judging your store.

Music Dealers, Attention!

Pay all your expenses and have a good margin
left over by carrying SIMPLICITY POST CABDS—

the kind that sell.

$1.00 per 1000 and up

We are originators. We have published
more "Hits" than any house in the business.
Our motto is : "Cards that attract the public
fancy." If you want a money-making sideline,
write for our special proposition. We start
you in the business.

THE SIMPLICITY CO., CHICAGO

68

THE TALKING MACHINE WORLD.

Arc Yoti Wise

TO THE FACT THAT OUR

MYSTIC REFIECTORS

will increase your sale of Talking
Machines ? A FACT — with it
you can ILLUSTRATE THE
SONGS AND BALLADS
PLAYED ON YOUR
MACHINES, You wish to

INCREASE YOUR BUSINISS

tjen use the latest methods. Don't
wait for some one else to get all
the pie.

THE MYSTIC REFLECTOR

is the only perfect machine of its
kind in the world.

Yon need no Glass SUdes as
with the old Magic Lantern.

YOU DO NOT VIOLATE ANY CITY ORDINANCE by using dangerous films as with Moving Picture
Machines. With our machine you may reproduce any object or picture in all its natural colors, giving you a
picture magnificently enlarged. Superb in detail, marvelous in effect.

The machine is liuilt entirely of steel, neatly finished. Fitted with either electric light or our latest improved
calcium carbide generator. Shipped to you complete securely packed.

Sells at retail for $5.00. To dealers only we allow a discount of 40T. Order to-day.

CHURCH SUF»F»LV C01VIF»ANY

116

Nassau

Suite 301

Street

(A. M. SHIEBLER, Pres. and Mgr.)

NEW YORK CITY

"ALAS, POOR YORICK!"

Talking Machine May Supplant You as Matinee
Idol.

And now the actor passes. It was long ago
that he began to fall under suspicion as a need-
less excrescence upon the true and the beautiful.
Severe analysis of the dramatic art had its re-
sults. A process of elimination ruled out most
of the factors that seemed essential to Aristotle
and our grandparents. There was a period of
rapid and violent theorizing in which philoso-
phers said that nothing ought to remain except
the scenery or the ballet or the ticket specu-
lators. Charges were hurled against the actor.
He was accused of being an unintelligent im-
postor, a phrase parrot and an emotional tank.
He was called a machine that ground out words
and gestures. Yet nobody could prove it. How
could a machine draw a salary and get its face
on the billboards? Many a scientific prevision
h;s been set up against such a difficulty.

At last it is proved that the actor is a ma-
chine by the simple method of creating a ma-
chine that is an actor. Alas, poor Yorick! For
thee no more the ghost may walk. Thy eyes in
a fine frenzy rolling will not attract the matinee
girl. The bloodless machine gets thy curtain
calls and "mash" notes. Thou art most bitterly
undone by an inanimate rival, and nothing re-
mains except to try to get elected to Congress.
Perhaps thou wilt find that machines are already
installed there, too.

What is the trend of this twentieth century
dramatic art that has no use for Salvini and
Bernhardt? Who gets the $1,000 a week that
formerly went to great players? Will the ma-
chine travel on a special train and lose its dia-
monds? How will the machine behave when the
woman writer approaches it for a newspaper
interview? Can the public live without know-

ing the fads and divorces of its histrions? Will
the Society for the Prevention of Cruelty to
Animals grant licenses for baby machines to
perform on the stage after midnight? Will not
dramatic criticism become a branch of me-
chanical engineering and comment be confined
to statements that the wheels were well greased
last night, but the cylinder showed signs of
wear?

We should not be too impatient or apprehen-
sive in our questions. The machine is here. It
will take a little time to get used to it. The
reasonable curiosity of the great American pub-
lic to go behind the scenes and see the wheels
go round, as the said public formerly did with
the living machines, will i:ot be denied by the
humane press agents of the new-fangled ap-
paratus. Incidentally, these press agents are
still sentient beings who draw salaries. Science
hopes to box them up, too, in the next decade.
The ticket seller has been already transformed
into a slot machine. The mechanical usher is on
the way, and the brass-lunged ticket speculator,
looking like a cross between the chess automa-
ton and a racetrack Senator at Albany, may he
dimly descried in the distance.

The combination of moving picture and talk-
ing machine includes in its repertoire already
three Shakespearean plays, three grand operas
and our childhood's favorite, "Dr. Jekyll and Mr.
Hyde." Imagination thrills and leaps at the
possibilities. Hamlet says in his sonorous voice:

"Speak the speech, I pray you, trippingly on
the tongue," and the machine replies: "I can't.
I have an abrasion in my rubber diaphragm."

Or, after the conclusion of the third act. there
are loud calls for speech and the gramophone
unsteadily advances to the footlights and says:

"Ladies and gentlemen, I thank you from the
bottom of my cogs for this whole-souled appre-
ciation of a freble endeavor. I know you love
ait or you wouldn't stand for this. The Bard

Watch for the

:SF»ECIAL=

Moving Picture Machine

Comint; Out Soon

VIASCOPE MFG. CO.

112 East Randolph St.. Chicago

SHEET MUSIC

^ This should interest all Talking
Machine Dealers as a side line.
Write us, w^e have one of the best
propositions to offer as a money-
maker and free advertiser.

H. A. WEYMANN & SON

Publishers and Jobbers
lOlO Chestnut Street. Philadelphia. Pa.

of Avon would be delighted if he saw us at this
job. My maker wishes me to say that dupli-
cates of myself may be purchased at any depart-
ment store for $68.79. Souvenirs to all ladies
at the matinee to-morrow. Now let us attune
ourselves to continue with Hamlet's grievous
troubles."

It really seems imprudent for the machine
actors and actresses to give themselves away at
first and leave nothing for the future. Their
private lives, unlike those of their living prede-
cessors, are bound to be rather tame and mo-
notonous. However, it is their risk and not
ours in exposing their insides. In the first place,
the talking machine and the cinematograph of
the "theatorium" are of the best quality and so
hitched together that they work in perfect uni-
son. It would never do to have Dr. Jekj'll emit
a blood-curdling yell at the wrong moment or
the dragon snort in the midst of a lyric passage
in "Siegfried." A serious climax might be
wrecked if the hero burst into words of love to
the Chinese cook, anticipating the arrival of
the heroine. Such mishaps, barring accident,
will not occur.

A multitude of devices account for the fan-
tastic moving pictures shown in the actorless
theater, says the New York Tribune. The law
of gravity is seemingly defied and heavy objects
are made to rise in the air and enter windows.
This is done by reversing the series of pictures
showing the same objects normally falling to
earth. The man who ascends a falling chimney
on skees and travels through the clouds has no
special difficulty. A series of pictures of a real
falling chimney has been combined with a series
exhibiting the skee operator on a level against a
neutral or cloudy background. Substitution is a
simple trick; a witch instantly changes into a
lovely maiden by substituting the maiden series
for the other at any point. Closing or opening
the diaphragm of the moving film camera gives
backgrounds for double exposures and graduates
scenes towards clearness or obscurity.

The mermaid swimming in the depths of the
ocean looks prosaic when you see her in the
flesh wriggling horizontally on a painted can-
vas with the camera straight above and iwint-
ing downward. All she has to do is to wriggle;
the moving slip of sensitized gelatine has been
previously exposed to the corals, medusae and
fishes of an aquarium, and with the addition of
the recumbent wriggling figure the effect is of
a mermaid sporting through changeful ocean
scenes.

It is the opinion of some theatergoers that
the new art may be good enough for Shake-
speare and Ibsen but they still want to see Sam
Bernard and the Rogers brothers in the flesh.
No machine can talk back to the audience like
these artists, drink beer with its friends and go
to baseball games.

CHICAGO COPS CENSOR "MACBETH."

Moving Picture Film Loses Macduff and Dagger
Scenes Before Presentation.

(Special to The Talking Machine World.)

Chicago. June 3. 1908.
Lieut. Joel A. Smith, head of the police squad
recently detailed to censor moving picture

BURNT CORK POST CARPS

A new card that's a winner — 130 designs.
!j;ir).00 a thousand.

Paper Cards. All the latest designs in
fast selling nov(>lties. Send for latest literature
on our cards. We are agents for the New Per-
fection Post Card Displayer.

Leather Cards, post card pillows, pillow
tt)ps. banncr.'i, etc. As we are acknowledged
loaders in LEATHER CARDS it will pay you
to write for further information.

CLOVER SOUVENIR MFG. CO.

186 WILUAM STREET, NEW YORK

THE TALKING MACHINE WORLD.

69

FOR

Talking Machine Dealers

POPULAR SIDE LINE

OUR BIG 3 NOVELTY OFFER

Consisting of three absolutely new novelties that have never been shown before.
"IS JUST THE THING FOR YOU."
OINE HUINDRED F»ER CEr\X. PROFIT

Send for particulars. Costs you $3.00 and Sells for $6.00.
We Iiave in preparation the greatest campaign novelty ever offered. Ask about it.

DOOLITTLE & HULLING, IIVC, 1002 ARCH STREET, PHILADELPHIA, PA.

shows, to-day expurgated a film depicting scenes
from Shakespeare's "Macbeth."

Lieutenant Smith declined to approve the
scene depicting the duel between Macbeth and
Macduff. Another feature cut out showed the
stabbing of King Duncan. The police also or-
dered out a scene showing Macbeth wiping blood
from a dagger.

The condemned scenes were -clipped out and
then the film got the approval of the police de-
partment.

POPULARITY OF THE MOTOR CYCLE.

Makes That Line a Profitable Side Line — Ideal
for Pleasure and Business — Practical Service
to Which Motor Cycles Have Been Put.

A hint worthy of consideration by talking ma-
chine men who are looking for something good
is the following which is clipped from an ex-
change: "When a road vehicle weighing, ap-
proximately, 100 pounds, which requires only
about two inches of road surface for its passage,
which is controlled by a twist of the wrist, which
is capable of almost unlimited speed, which can
carry at great speed many times its own weight,
which is marvelously economical, which levels
hills as it climbs them — when a vehicle such as
this becomes available its utilitarian side quickly
must become apparent to the thoughtful man.
This has proven the case with the motor bicycle.
The forerunners of the machines of to-day were,
of course, designed purely as pleasure vehicles,
but so quickly was it apparent that the motor
bicycle could be made to serve more useful pur-
poses than the mere pursuit of pleasure that its
quick adaptation to many lines of business fol-
lowed as a matter of course.

"Probably the earliest persons to realize the
utilitarian value of the motor bicycle were
physicians — those of the outlying and country
districts. The old-fashioned horse with Its at-
tendant expense of upkeep, care and worry con-
nected with it, to say nothing of sometimes fatal
loss of time, all influenced a decision in favor
of the two-wheeled mechanically driven machine.
Telephone linemen, whose work requires cover-
ing a great amount of territory, also quickly
realized that the motor bicycle reduced the saving
in time and expense to the tenth part of its
former proportion, and from practically the same
reasons has its use been embraced by hundreds
of rural free delivery carriers.

"And the great possibilities of the motor bi-
cycle are but beginning to be realized, but the
time is surely coming when the fire, police and
other departments of the country's municipali-
ties, to say nothing of the soldiery, must find it
a great aid in their respective fields of operation.
Policemen, telephone linemen, mail carriers, phy-
sicians, collectors, mounted on motor bicycles
have ceased to excite comment, and on© manu-
facturer, realizing that fire departments must
soon include motor bicycles as a part of their
equipment is carrying on experiments along this
line. To have a fireman at a conflagration long
before the arrival of the engines, hose wagons
and ladders, must many times obviate a confla-
gration that eventually might baffle an entire de-
partment. Already a complete motor bicycle
signal corps is a part of the German army, and
exhaustive experiments are being conducted in
other countries.

"The future of the motor bicycle is being de-
termined conclusively. As a vehicle to further
the world's work, its utilitarian progress, to be-
come a potent factor in economic conditions of
to-day and of to-morrow, its wide range of ulti-

mate possibilities cannot be measured. By its
u;e is found the answer to many troublesome
problems in the world of commerce, the motor-
cycle van for light, quick delivery, supplementing
the motor bicycle itself, in a manner that must
appeal to tens of thousands of merchants, both
great and small."

Far better is it to dare mighty things to win
glorious triumphs, even though checkered by fail-
ure, than to take rank among those poor spirits
who neither enjoy much nor suffer much.

OUR MONTHLY REVIEW.

[We solicit inquiries from our subscribers who are de-
sirous of any Information in regard to paying side lines
wliich can be handled in connection with the Talking
Machine. We put you in direct touch with the leading
manufacturers. When in doubt, write us, care the
Side Line Department.]

Niagara Palls is so well known and has been
visited by so many people from all over the
world, that views on post cards are sold in everj
city on this continent. To supply this demand
a well-known manufacturer has issued a special
set of 20 colored views, among which are:
"Horseshoe Palls from Below," "Whirlpool
Rapids," "The Great Whirlpool," "View of the
Falls from the American Side," "Ice Mountain
at Falls," etc., 100 assorted to dealers at fl.
* * * *

A set of hand-colored panel post cards has
just been placed on the market. The subjects in
this new line are extremely high grade and have
been selected carefully by expert artists; the

GabeFs Automatic Entertainer

"THIS instrument is equipped
with twenty-four 10-inch
flat records, from which a se-
lection can be made, and both
needle and record are changed
automatically with one turn
of the handle.

"T^HE coin detector is con-
structed so that it does
away with all iron slugs and
washers. It also shows the
last two coins played, thus
preventing the use of ' 'bogus"
money.

■"THERE is a great demand
^ for the "Entertainer ' '

because of its many advan-
tages over other instruments
having a coin slot attachment.

IT is entirely automatic, and
the movements of the mech-
anism are in full view, which
is a great attraction.

nPHE records are easily
changed, and as there is
a variety, it will furnish any
kind of music desired.

T-HE sound box is con-
trolled and led horizontally
over the record by a screw-
feed attachment. Therefore,
the record is reproduced more
clearly than by any other
talking machine on the
market.

HTHIS automatic screw-feed
machine entirely avoids
the record-fed sound box
patent and all other patents
controlled by talking machine
manufacturers.

IT is simple in construction,
mechanically perfect in
operation, interesting, instruc-
tive, entertaining, and profit-
able.''

WRITE FOR PARTICULARS TO

TKe Automatic Machine and Tool Company

46-48-50 NORTH ANN STREET, CHICAGO

70

THE TALKING MACfflNE WORLD.

whole make-up of the cards is up-to-date and
unique, and many will be sold as art pictures and

purchased for framing.

* * * *

"Enormous profits in post cards provided you
display them well," the headline of the Ameri-
can News Co.'s advertisement which appears in
this issue, tells the main secret of success in this
field. Realizing this, the company are making a
special offer to dealers or jobbers in this trade
who desire to add post
cards as a side line.
With the first order for
500 — 1,000 cards, as-
sorted, they will give a
choice of a standing
counter rack, a wall
display hanger, or their
new Ferris wheel stand,
a cut of which they
show in this issue.
In order to get a com-
prehensive idea of what
they have to offer, how-
ever, dealers should send
for their complete catalog No. 4, which, besides
giving many helpful hints to beginners, shows
their line of summer sellers. "Summer Girls" is
the name of one of their best series. These rep-
resent our American beauties in fancy bathing
costumes. The designs are catchy and full of
life, and the cards are executed in rich colors.
A series of yachting cards in colors, all repre-
senting boats in action, are also in demand,
while rural views are always one of the main-
stays of a dealer's stock at this time of year.

* * * *

"Genuine Irish Wit and Humor." This line of
twenty subjects, illustrating Irish wit, are now
offered to the trade for the first time. Ea«h card
has a different picture, with a few words as
spoken by the Irishman, appropriate to the pic-
ture. The combination is unique and will sell

everywhere. One picture represents an Irish-
man with his head all bandaged up, standing in
a court room before the judge, accompanied by
the following text: "Murphy bate me, yer honor,
and when I asked him for compensation he told
me to go to the divil, so I come to yer honor's
worship." Another represents a doctor talking
to a patient, the text being: "Did you take the
box of pills I sent you?" "Och! doctor, dear, I
did, but I misdoubt the lid hasn't come off yet."
Still another shows an Irishman standing be-
tween an English tourist and another "some-
body," the text reading: "English Tourist —
Now, Paddy, can you tell us whether you are
more knave or fool?" " 'Deed, yer 'onners, I'm
just between the two."

* * * *

A series of thirty-two subjects, reproductions
of the famous McCutcheon cartoons, are now
meeting with a large demand wherever shown.
They represent eight different subjects, under
eac'n of the following titles: "A Boy in Summer
Time," "A Boy in Winter Time," "A Boy in
Fall Time," and "A Boy in Spring Time." The
cards are printed in colors on high-grade card-
board. The expressions on the boys' faces will
sell the cards without considering the rare skill
displayed in the dress and general make-up of
the different subjects.

* * * *

There is a man in New York City to-day who
needs watching. While this fact may seem
startling at first glance, it is nevertheless the
belief of everyone who has come in touch with
Arthur M. Shiebler, the newly-made president
of the Church Supply Co., that he will give his
company the greatest boom in the history of side-
line novelties. At the first of the year, after care-
fully studying the field, Mr. Shiebler took over the
business of the Church Supply Co. for his own.
The old company has always stood high in the
field for its honest methods and high quality
goods. Mr. Shiebler has, combined with these

GET EXCLUSIVE SUBJECTS

VIEW CARDS FROM YOUR OWN PHOTOS

For Retailing, Wholesaling and Advertising Onr Specialty

BEST QUALITY AND PRICES

K. GUT, 605-613 West 129tli Street, NEW YORK OTY

TYPE

THE MUTOSCOPE

For Summer Parks, Penny Arcades, etc., has proved itself to be the
greatest money earner of all coin-operated machines. In fact it has
made the "Penny Vaudeville" what it is to-day. The privilege of
free exchange of pictures keeping them fresh and up-to-date, make it
always attractive. Our New Type E Mutoscope, besides being hand-
somer in design, possesses many improvements in mechanism over
former models.

Write for Particulars

AMERICAN MUTOSCOPE & BIOGRAPH CO..

East 14th Street
NEW YORK CITY

PA.CIRIC COAST BRANCH, 116 North Broadway. US ANGELES. CAL.

THE F»IAI\IOVA C01VIF»AIVY,

Manufacturers of

44 AND 65 NOTE ELECTRIC PLAYERS

with or without nickel In the slot attachment

SECURE THE AGENCY NOW.

117-125 Cypress Avenne,

New York.

qualities, tlie grit and foresight to push his busi-
ness in the face of all hazards. For the past few
months he has been working over his real novel-
ties, and has at last perfected his talking ma-
chine and findoscope, together with his mystic
reflector, the greatest machine of its kind in the
world. He has so perfected his reflector as to
make it of untold value as a side line for in-
creasing sales to the talking machine trade.
With this machine the trade is able to offer to
its customers the opportunity to have illustrated
songs. An advertisement appearing on another
page of this publication will give details. In
short, the reflector as a trade side line has thus
far met with the greatest success. If this is new
to you, write to Mr. Shiebler. He cordially in-
vites an interview from all. He may be found
in the new quarters of his company at 116 Nassau
street. New York.

POST CARD INSTRUCTION.

Used to Good Effect in Schools — Museum at
Breslau Forming a Collection of Cards.

Consul Frank S. Hannah, in the following re-
port from Magdeburg, tells of the new educa-
tional use of pictorial post cards in Germany:

At the recent meeting of the German Geograph-
ical Society the idea was advanced for the first
time to employ picture postal cards as a means
of instruction in the schools. The post card in-
dustry has made enormous progress in the last
few years, and in the last few months cards have
been brought into the market illustrative of nat-
ural history, political history, and for use in in-
struction in the German language, which have
met with the hearty approval of professors and
teachers of reputation.

The school museum at Breslau has undertaken
to form a collection of these cards, and for this
purpose has requested the various publishers to
forward them samples of their output, that it
may be determined to what extent they may be
used for purposes of instruction. Further, two
teachers in Leipzig have established a central
bureau for meritorious post cards of all sorts
intended for purposes of instruction, collection
and travel. They have also developed and offer
for sale two practical systems for the display
and filing of the cards

SPECIAL TO THE TRADE!

FOR 30 DAYS ONLY - These 1907
Song Hits at 10c. per copy, or $10.00
per hundred :

" Every One Is In Slomberland Bnt Yon and Me "
"Twinkling Star"

" Sweethearts May Come and Sweethearts May Go "
"Where The Jessamine Is Blooming, Far Away"
Instrumental — Paula Valse Caprice

It will pay you to keep in touch with us.
Write to-day!

THIEBES-STIERLIN MUSIC CO.

ST. LOUIS. MO.

Everything in NEW and S.H.

Motion Picture
Machines

Films, Stert-oplicons, Song
Slides antl Supplies. Same
Vauted. Catalogrues free.

Harbach & Co., 809 Filbert St., Phila., Pa.

60 YEARS'
EXPERIENCE

^ I RADt IVIAnna

Designs
Copyrights Ac.

Anvone sendlntj a skelrh and description msy
quickly nscenaln onr (>i>iiiton free wlietlier an
Invention ts probnblv patentable. Coninninloa-
tlonsstrlctlyooiitldentliil. HANDBOOK on Patents
eont free. OMoat apenov for eecurlnp: patents.

Patents taken throush Munn Jt Co. receive
tpeciat notice, without charge, lu the

Scietitific jftnericatt.

Tifireest ctr-
Terni8. $3 a

A hftndsonioly lUnstrnted weekly.
culatli>n of liny ecloiitlflo journal,
year: four months, fl. Sold by all newedealere.

MUNN &Co.3«'«—^ New York

Brancb Office, 626 F Bt.. WasblDgton, D, C.

THE TALKING MACfflNE WORLD.

71

Were^d a pot ofmoneif

with everif

VimL55 COIN-OPERATED PIANO

Adaptabi/itji unlimited—

The dtandord automatic piano of the world.

PEERLE^J PIANO PLAYER CO-

F' Engelhardt @ 5ond,
proprietors.

Windsor Arcade - Fifth Aveme - /fetv YorK
factories ^~ ^t- {/ohnsvii/e N- Y

72

THi: TALKING MACHINE WOULD.

Needless Worry

is averted by the dealer in Zon-o-phone goods
through his knowledge that each month's
issue of new records will consist of only twenty-
five ten-inch selections. He has no uneasi-
ness concerning either the funds necessary for
the purchase nor the space required for their ciisplay, as in both cases, there
is nothing left for conjecture.

This is Lil(ewise True of
Zon-o-plione Macliines

When a demonstration is being made to some especiallv exacting pros-
pect, the dealer's heart does not momentarily suspend operations for fear that
something will go wrong with the Motor, for Zon-o-phones are designed right
and built right, hence, they work right. Maybe these are just the kind for
which you have been looking ?

Universal Talking Machine Mfg. Co.

CAMP AND MULBERRY STREETS

NEWARK, N. J.

Factory Distributors cf Zon-o-phone Goods:

ALABAMA

' Mobil* W. H. Rf,vn:ilt!

ARIZONA

Tuuon George T. I'ishcr, 7-9 E. Congress St.

CALIFORNIA

S»n Frknciico. Peter Bacigatupi & Sons, 1021 Golden
Gate Ave.

San IrancUco Byron Mauzy, 1165-75 O'FarrclI St.
Lot Andeles . .So. California Mus. Co., SS2 S. B'way.

ILLINOIS

Chicago Bcnj. Allen & Co., 131-141 Wabash Ave.

Chicago Ja:iies I. Lyons, 192 Van Buren St.

MARYLAND

Annapoli* . . . Globe House Furn. Co.

Baliimorc C. S. Smith & Co., •<« W. Baltimore St

Ballimorc Louis Mazor, 14S3 E. Pratt St

MASSACHUSCTIS

Boalon i'ike's Talking Machine Qo., 11 Wash-
ington St

MINNESOTA

Si. Paul W. J. Dy^r & Dro., 81-88 W. 8th St

MICHIGAN

Detroit J. E. ScL-niidt, Sit Gratiot Ave.

■■■■■■■■■MHnRIHHMBBBMBHHI

MISSOURI OHIO

Kansas City .. Mrs. J. Dixon, 804 Grand Ave. Cleveland The Bailey Company, Ontario St and

Kansas City ..-.Webb-Freyschlag Merc. Co., 7th and Proipect Ave.

Delaware Sts. Columbus The Columbus Piano Co., North High

Springfield Morton Lines, 325 Boonville St. , St.

St. Louis . . Knight Mercantile Co., 211 N. 12th St OREGON

St. Louis D. K. Myers, 8889 Finney Ave. ' Portland Graves & Co.. Inc.

NEW JERSEY

Newark Edisonia Co., 67 Halsey St

Hoboken Eclipse Phono. Co., 203 Washington St.

Patcrson J. K. O'Dea. 115 Ellison St

NEW YORK

Astoria I L.I,).. John Rose, 89 Flushing Ave.

Buffalo Neal, Clark k Neal Co., «48 Maio 9t

Brooklyn F. W. Rous Co., 435 Fifth Ave.

Brooklyn B. G. Warner, 388 Livingston St

NewYork City. . Zed Company, 7" Chambers St.

NORTH DAKOTA

Fargo Stone's Music House, 614 First Ave., N.

OHIO

Akron.... Geo. S. Dales Co.. 128 S. Main St.

Cincinnati J. C. Groene Mus. Pub. Co., Race and

A read*.

Cincinnati J. E. Poorman, Jr., 31 West 6th St.

Cincinnati Kudolph Wurlitzer Co., 181 E. 4th St

PENNSYLVANIA

Allegheny H. A. Becker, 801 Ohio St, E.

Philadelphia.... Disk Talking Machine Co.. 11 N. 9th St.
Pittsburgh C. C. Mellor Co.. Ltd., 819 Fifth Are.

SOUTH DAKOTA

Aberdeen McArthur Piano Co.

TEXAS

Austin Tetmecky Company.

Beaumonl K. B. Pierce, 223 Regan St

Dallas Dallas Talking Machine Co., 118 Com-
mercial St.

Houston Southwestern Talking Machine Co.

VIRGINIA

Richmond. ...The Hopkins Furniture Co., 7-9 West
Broad St

CANADA

Toronlo Whaley, Royce & Co.. Ltd., 168 Yonge

St.

Winnipeg, MaB.,Whaley, Royce & Co.. Ltd.

SPECIAL-THE TALKING MACHINE JOBBERS' CONVENTION

VOL. IV. No. 7.

SEVENTY-TWO PAGES

SINGUC COPHQS. M CBffTS
PER YEAR. ONE DOLLAR

Published Each Month by Edward Lyman Bill at 1 Madison Avenue, New York, July 15, 1908

r * 1

V

The STAR Talking Machine

is the one machine that has any real claim on the attention of the
prospective purchaser — the only one that has an individuality —
the only one which embodies really fresh conceptions.

SOMETHING JUST AS GOOD

The retailer who persuades a customer who wants a STAR
to take something ''equally as good" does a wrong both to the
customer and. to the manufacturer.

It is, of course, very weak in a purchaser to allow himself to be
over-persuaded, but many men and more women are so constituted
as to be easily influenced, and unscrupulous retailers are keen to
take advantage of this fact.

The wrong done to the manufacturer is obvious. He spends
time and money in developing his product by costly experiments
and by almost endless money spent in patents, besides creating a de-
mand for his wares. Substitution deprives him of his just reward.

The customer is also defrauded. An imitation lacks the
essential points of merit which are protected by patents granted by
this and foreign governments, which can be used only on a
machine made by the owner of these patents. Besides, if
another similar device is better or just as good, it should not have
to obtain recognition by using another's success by which to climb
to its own. "Just as good " is never true and is always costly.

Hawthorne & Sheble Manufacturing Co.,

PHILADELPHIA, PA„ U. S. A,

Entered as second-class matter May 2, 1905, at the post niWco at Now York, X. Y., under the act of Congress of March 3, 187D.

THE TALKING MACHINE WORLD.

The Sound is On to Stay

The
Public
Wants
Them

35c Each

We
Guarantee
No
Breakage

35c Each

Convenient to Handle

1. The Tone is Better — because )

2. The Volume is Greater — because 1

3.
4.

The Reproduction is Truer — because

1

Our New Reproducer in-
creases the Musical Value
of our Records

because

b}' our exclusive process our records are
a j)erfect reproduction of tlie wax masters.

the perfect firmness of our material throws
all the vibration into the reproducer.

there is no breaking down in the walls and
ridges of the vibrations, which always
happens with wax records.

the spring tension causes the wedge-shaped
sapphire point to cling and follow perfectly
the sound waves on the record, imparting to
the wooden diaphragm all the qualities of
tone as well as the increased volume of sound.

ESTABLISHED LIST OF JOBBERS :

.^BERDEE^•, S. D.,

McArthur Piano Company.
ALBANY, N. Y.,

Finch & Hahn, 92 State Street.

r.IRMI><l.;HAM, ALA..

Talking Machine Company, 2007 Second Avenue.

liOSTON, .\L\SS.,

Mass. Indestructible Record Co., 72 Bedford Street.

BROOKLYN, N. Y.,

American Talking Machine Co., 586 Fulton Street.

BUFFALO. N. v..

W. D. .Andrews, Seneca Street, cor. Wells.
BURLINCTON. VT.,

R. C. Smith & Co.. 68 Church Street.
I lATVANCOGA, TENN.,

Standard Music Co., 9-11 East Eighth Street.
MllCAGO, ILL..

James 1. Lyons, 265 Fifth .Vveiiue.
CINCLNNATI. OHIO,

Hall Fiiitze Co., 108 East Third Street.
I. I.h\ KI.AND, OHIO,

Eclip.-.c Musical Co., 1870 East Ninth Street.

> uLUMBUS. OHIO,

Perry B. Whitsit, 209 South High Streif.

D1.S MOINES, IOWA.

Hopkins Bros., 618-620 Locust Street.
UETKOIT. MICH.,

.\rocrican Photo. Co., 1^6 Woodward Avenue
iMjliUQUE, IOWA.

Harger i Blish, dlO Main Street
l-URT VODCK, IOWA,

Earlv Music Houm.

FORT SMITH, ARK..

R. C. Bollinger, 704 .Garrison Avenue.
HELENA, MONT.,

Curlin's Music House, I'l West Sixth .Avenue.
LINCOLN, NEB.,

H. E. Sidles Phono. Co.

LOUISVILLE, KY.,

Montenegro Riehm Musif Co., 528 Third Avenue

MEMPHIS, TENN..

F. M. Atwood. 123 Monrne .Avenue.

MINNEAPOLIS, MINN

Thos. C. Hough, 714 lUiincpiii .A. i.in

.MOBILE, ALA.,

W. II. Reynalds, 167 Dauphin Street.
NASHVILLE, TENN.,

-Magruder & Co.. 27 The Arcade.

NEW ARK, N. J.,

Edisonia Co.. 57 Halsey Street.

NEWARK. OHIO,

Ball Fintzc Co., 12 Canal Street.

NEW HAVEN, CONN.,

A. B. Clinton Co., 33 Church Street.

NEW ORLEANS, LA.,

Nat'l .\utomatic Fire \1nrm Cn . fiU-BlR Gravier St.

NEW YORK, CITY,

F. BuUenkamp, »32 t.nmjbus -\vt:uic.

Beijj. Switky, 87 East Fourteenth Street.
OMAH.A, NEUR..

Piano Player Co., Sixteenth and Douglas Stren
I'AI.ATKA, FLA.,

t'ochrane's Book St'>i>'

PHILADELPHIA, PENNA.,

-Musical Echo Co., 1217 Chestnut Street.

PITTSBURG, PENNA.,

Powers & Henry Co.. 339 Second .Avenue.

SACRAMENTO. CALIF..

A. J. Pommer Co., 829 J Street.

.-AVANN.AH, GA.,

Knight Drug Co., 103 Broughton Street.

.<CHENECTADV, N. Y.,

Finch & Hahn, 504 State Street.
ST. LOUIS, MO..

Conroy Piano Co., llOti Olive Street.

J. K. Savage Supply Co., 921 Franklin Avenue.
.SIUUX CITY, IOWA,

Early Music House.

SIOUX FALLS, S. D.,

O. C. Cadwell & Co., 127 Phillips Avenue.
SYRACUSE, N. Y.,

W. D. Andrews, 218 East Railroad Street
TERRE HAUTE, IND.,

Wabash Music Co., 828 Wabash Avenue.
TOLEDO, OHIO,

Whitney & Ciirrii C -

TROY, N. Y .

Finch Si 1 1 -i. d.

CANADA

M.II-AX, N. S.,

.1. A. McDonald Piano & Music Co., 41 Harrington St
.MEDICINE HAT, ALBERTA,
.\s*iiniboa Music Hotise.

Send to your Jobber for our Reproducer Booklet and ask for Terms to Dealers

The Indestructible Phonographic Record Co.

ALBANY, NEW YORK

The Talking Machine World

Vol. 4. No. 7.

PHOTOGRAPHY WITHOUT CAMERA.

Prof. Lippmann Discovers Method of Direct
Picture-Taking on the Film — Studied Eye of
a Fly — Gets Perspective and Relief Without
Stereoscopic Process — Film Contains Multi-
tude of Facets.

Professor Lippmann, of the Sorbonne, according
to dispatches from Paris, has just made a discov-
ery which will revolutionize the art of pho-
tography. When his discovery has been perfect-
ed in a few of its details, cameras may be done
away with, and the photograph will give the
same effect of relief and perspective which can
be secured now only by use of the stereoscope.
For the sake of the uninitiated it may be men-
tioned that it was Professor Lippmann who iirst
discoverd color photography. His latest discov-
ery is no less extraordinary.

"The constitution of a photographic apparatus,"
said the professor, discussing his discovery, "is
analogous in many respects to that of the human
eye. As a result, if we wish to obtain perspec-
tive and relief we are forced to use the stereo-
scope. I was long convinced, however, that if I
could produce the image as it appears on the eye
of a fly I should have my stereoscopic effect
direct. The eye of this class of insect, as you
know, is composed of a large number of minute
facets. Each of these facets reproduces a corner
of the object or landscape presented to it. The
ensemble of the facets gives the complete pic-
ture. I therefore set to work to find some prep-
aration which would give a similar result.

"After a good deal of research, I evolved a
collodion film, upon which I placed a thin layer
of sensitive gelatine finely honeycombed. This
honeycombing process created a multitude of
globules — to be exact, twenty-five to each square
millimeter. In the layer of collodion each of
these globules forms two hemispheres. That
which is in front, toward the exterior, is of much
smaller radius than that which is behind, and
which offers a larger curve. The first hemis-
phere plays the role of the objective; the second
retains the image. Each globule reproduces the
totality of the picture, but permits the eye to
distinguish only that point coming within the
radius of vision. In virtue of its power of ac-
commodating itself to circumstances, the eye
groups all the visible points together, and the
sum total makes the complete picture. Thus,
the eye, while seeing a single image, sees it under
all its aspects. Move the photograph to left or
to right, and the relief and perspective change,
because the eye encounters a different set of
points."

"And what kind of a camera is necessary?"
was asked.

"I was expecting that question," said the pro-
fessor with a smile. "No camera is needed. "We
put the film, or sensitive plate, in an ordinary
plate holder, and place it in front of the object
or landscape which we wish to photograph. The
slide is opened and shut and the operation is
finished. My greatest regret is that we are un-
able to reproduce this new photography in print-
ing. It is no good for photogravure. For pic-
tures reproduced in the newspapers we shall still
have to use the stereoscope."

ROOSEVELT HEARD CHEERING

Over Combination of Telephone and Phono-
graph in Convention Hall.

It is said that President Roosevelt himself was
an actual listener to the demonstrations of en
thusiasm which greeted his name in the con-
vention of the Republican party held recently in
Chicago and which selected Mr. Taft as its can-
didate for President.

Hanging ten feet above the heads of the dele-

New York, July 15, 1908.

gates and immediately in front of the platform
were four black discs, looped by wires and
joined by a small central cable leading from the
hall. Many wondered at these discs, believing
them to be a part of the system for electrical
display.

They were a combination of telephone and
phonograph, taking up the proceedings as they
occurred and transmitting each speech and each
burst of applause. According to the reports one
of the wires was cut into the- White House and
the President in person, with the receiver to his
ear, caught the words of Lodge as he electrified
the vast assemblage and the echoing shouts
which followed.

THEY'D USE A TALKING MACHINE.

How the Kansas City School Board Would Save
Money for Drills.

(Special to The Talking Machine World.)

Kansas City, Mo., June 30, 1908.

Pianist or graphophone? That's one of the
questions the school board debated at its last
meeting, and it couldn't come to a decision.

The question was whether Miss Grace Slocomb,
who plays the piano for the calisthenic drills at
the Manual Training High School, should be
continued oh the payroll at a salary of $300 a
year.

"Why should we continue to pay a salary like
this, when we can get a fine, large talking ma-
chine to do the work for $75 down?" suggested
Hale H. Cook, a member of the board. "It's ex-
travagance, wasteful extravagance."

"I agree with Mr. Cook " said E. D. Phillips,
principal of the Manual Training High School.
"A graphophone would do just as well."

The board discussed the relative merits of
pianist and graphophone and agreed to leave the
final settlement of the troublesome question until
the next meeting. Meanwhile, a motion was
adopted to reconsider the appointment of Miss
Slocomb, which was confirmed by the board a
week ago.

A VISITOR FROM BRAZIL.

A Chat With Gustavo Figner, the Enterprising
Talking Machine Man of Sao Paulo, Brazil —
Business Active in That Country.

Coming into New York from Rio de Janeiro,
Brazil, S. A., on the "Deutschland," June 18,
Gustavo Figner, of Figner Irmaus, Sao Paulo,
Brazil, sailed away again on the 25th following,
making a very brief stay in this country. The
real reason of Sefior Figner's short call was that
he had been recently married, was practically on
a wedding trip and was anxious to rejoin his
wife in Paris, France, who declined to come to
the United States with her husband.

Sefior Figner, when seen by The World, said
he was delighted to get away from Brazil for a
while, not that he disliked the country. On the
contrary, it was a beautiful place to live in and one
of the finest spots on the globe to make money.
Among other things, he said: "I am the agent
in Brazil for the Columbia Phonograph Co., gen-
eral; also for the Fonotipia Co., of Italy, and the
Gramophone Co., of London, England. Also sell
the full lines of the Victor Talking Machine Co.,
of Camden, N. J., though not their agents. Be-
sides I do what you here would call a general
mail order business. I also publish a couple of
newspapers. You see the cost of advertising in
Brazil is so great one is almost compelled to go
into the publishing business yourself, in order to
get your goods properly before the public. The
Brazilian newspapers have very small circula-
tions, therefore no particular benefit is derived
when they are used. I expend at least $30,000
yearly in advertising.

"One great trouble in Brazil is the scarcity of

Price Ten Cents

competent assistance. Help is plentiful enough,
but not the right kind. This results in the pro-
prietors of any business being forced to look
after most of the details, and this is wearing.
I have been in business now nine years, and am
completely tired out, and therefore I am glad to
get away for a while. This drawback no one
can get away from. When I rejoin my wife in
Europe we shall stay there for some time. I am
from Bohemia, and this will be the first time 1
have been back in 15 years.

"The talking machine business in Brazil is
growing rapidly. Records sell differently in dif-
ferent places. In Sao Paulo nine-tenths of the
population are Italians, and therefore operatic
selections are in demand. In Rio the Portu-
guese are the predominating people and their
sales are for other records, generally instru-
mental and native and popular airs. The Co-
lumbia Co. are making a special line of records
that will he shipped at once. Before I went into
business for myself I bought goods outright and
sold them throughout Brazil, then handling a
great many Edison machines and records."

Sefior Figner uses excellent English, speaking
briskly and employing terse, expressive terms.
He has all the appearance of an aggressive, suc-
cessful man who still retains an interest in
human nature and the enjoyments of life.

TIME TO ACT IS NOW.

Don't Postpone 'Till To-morrow What You Can
do To-day Pays in Business.

The man on the fence is always unhappy. Get
off quickly and form the habit of facing situa-
tions with prompt decisions. That's the only way
to achieve things for life, and activity is given
to us for a brief period in which much must be
crowded and every minute counts.

If you vacillate, somebody else will make up
your mind for you, and not always to your ad-
vantage. Neither will you invariably decide cor-
rectly, but with increasing experience you'll be
right much oftener than wrong and the habit of
leadership and command will stamp you an able
man.

The importance of deciding promptly was
taught in a small way to a young man selling
goods to a dealer who hesitated between the best
and next grade of a line submitted. Said the
undecided dealer, "Which do you advise?" To
which the conscientious young salesman respond-
ed, "You must know best; they are both good
value and either will serve your requirement."
"Well," said the dealer, "I'll wait and think it
over a few days. Come in again next week."
And when the salesman came next week, as ap-
pointed, behold a competitor's line was promi-
nently displayed and his line shut out. The next
time he was asked for an opinion on his line he
had it ready, and never again lost an order for
lack of a decision.

VENEZUELA'S TAX ON TALKING MACHINE.

The new Venezuelan tariff, which is based on
the metrical system, provides that talking ma-
chines be assessed .241c. per kilogram, accessories
and records for same also at that rate, which
likewise applies to musical instruments and
boxes not otherwise mentioned under the head-
ings of pianos, player pianos, organs and music.

CHANNING WILLIAMS' SUCCESS.

Channing Williams, who opened a talking ma-
chine store in New Haven, Conn., last August,
has already succeeded in building up a substan-
tial trade, and by the time of his anniversary
will have a most cheerful report to make. Mr.
Williams handles Edison and Columbia machines
and records, as well as framed pictures and post
cards.

4

THE TALKING MACfflNE WORLD.

TALKER IN NATIONAL CAMPAIGN.

Three Reasons Why the Present Political Ac-
tivity in Connection With the Presidential
Campaign Should Not be Overlooked by the
Progressive Dealer.

The guns in the Presidential battle are boom-
ing loudly, and from now until victory is won
on November 3 next a great activity will be in
effect which should be taken advantage of by
the talking machine dealer.

There has been a great deal written in past
issues of The World relative to the "talker" in
politics, but the question is so important that
it would seem permissible at this time to take
up a phase which has not as yet, I believe, been
touched upon to any extent, viz. — ^just how the
present campaign can be of most assistance to
the trade. I have made it a point to consult
with several dealers upon the subject, and, as a
result of my inquiries, the following suggestions
are offered:

First — Special campaign supplements should
be issued by all the companies now engaged in
record-making as has already been done by the
National Phonograph Co. These supplements
should contain speeches of a patriotic character
which camot fail to arouse the ardor of the
American citizen, especially when rendered by
men now in the limelight. If this were done,
when a customer comes into your store, Mr.
Dealer, you could ask him a few questions rela-
tive to the political situation and obtain his
views. This accomplished, it would be an easy
matter to inveigle him into listening to an ora-
tion by his favorite candidate which would so
prey upon his sense of patriotism as to force
him to make at least one purchase before the
attack subsided.

Second — You should display a collection of
posters in your store depicting in attractive
form what the "talker" will do for the politician.
The illustration accompanying this article shows
a scene at a national convention, in which the
talking machine is playing a leading role. A
delegate has the floor, and in an impassioned
speech so brilliantly rendered as to bring the
whole convention to its feet in a mighty burst
of enthusiasm, has just placed his candidate in
nomination. Then as a thrilling finale while
the excitement is at white heat, he starts the
talking machine, and the vast assemblage listens
spellbound to a graceful address from the very
lips of the man who has just been lauded by
the eloquent delegate. The effect is simply be-
yond description. Hats are thrown aloft in a
frenzy of devotion and the nomination is carried
unanimously amid a whirlwind of cheers and
applause.

If a poster similar to the illustration shown
above were placed in your window, Mr. Dealer,
and some attractive reading matter displayed in
conjunction with the same, calling attention to
the fact that you have political records in stock,
and that they represent the best efforts of both
Presidential candidates (records by one proba-
ble candidate being now at your service as this
story goes to press) there would undoubtedly
be an immediate call upon you to supply the
hungry public with political records.

Third — The political organizations throughout
the country should be supplied with literature of
a character to explain concisely and well just
how the "talker" can be made useful to them in
conducting their part of the campaign.

In the little country villages far removed from
the large cities there is no better way to reach
the hearts of the people than through the
"talker." Their Presidential candidate, once se-
lected, is to their minds almost a god, and they
worship him accordingly. .lust afford them the
opportunity of listening to his voice, and they
will see that everyone in their community is
saturated with the news, and woe to the poor
skeptic who does not support the man wlio luis
gone to the trouble of haviiig a speech (Miincd
for their special benefit.

In this connection the writer iniKht stale
that he is a countryman himself, claiming as

his home a hamlet twenty miles from Philadel-
phia, and a few evenings ago he carried his
machine and the list of new Bryan records
down to the grocery store, where the local celeb-
rities are wont to congregate to discuss the
questions of the hour, which at the present time
turn toward politics.

He found the usual crowd on the porch listen-
ing to Squire Rogers, who was holding forth on
the wickedness of politicians in general, and
Bryan in particular.

"That man ain't fit to be President!" emphat-
ically declared the Squire, expectorating with
great accuracy of aim into a potato barrel. "He
ain't got no religion."

"What's that?" interrupted Deacon Spinner.

As these rural localities are covered by polit-
ical clubs, it behooves the "talker" man to get
busy and follow up the distribution of trade lit-
erature with a business call from one of his
salesmen, endeavoring to plant a machine or
more in every club within range, and the sooner
the better.

You should '"make hay while the sun shines."

Howard Taylok Middleton.

RESTRAINING ORDER GRANTED

In Favor of the Victcr Talking Machine Co.
Against Meyer Futernik, of Philadelphia,
Whom It Is Alleged Sold Victor Records Be-
low Licensed Price.

"Don't believe no sech thing. Squire; every-
body's got some sort o' religion if you kin only
git it out."

"No, siree! Bryan ain't. I seen it plain as
day in the paper, an' it's true."

Fearing that the argument might prove
lengthy and belligerent, and wishing to start the
entertainment, the writer slipped Edison record
No. 9,923, "Immortality," by William Jennings
Bryan on the mandrel and pressed the starting
lever. Silence reigned throughout the whole
rendition of the "beautiful and effective descrip-
tion of supreme faith in a 'life beyond,' " and
when it was over, old Squire Rogers sighed and
inquired: "That ain't Bryan hisself a-talkin'?"

The writer nodded in the affirmative.

"I'll take it all back then. He's got religion
all right or he couldn't make no sech beautiful
remarks as them there on that phonygraft, an'
what's more, you kin take it from me here an'
now, that if he's nominated, I'll cast a vote fer
'im, by gum I"

(.Special to The Talking Machine Woi-ld.)

Philadelphia, Pa., June 30, 1908.

On June 15, 1908, the Victor Co. filed a bill
ia equity, petition for restraining order and pre-
liminary injunction papers in the United States
Circuit Court for the Eastern District of Penn-
sylvania against Meyer Futernik, of Philadelphia,
trading as the Eastern Phonograph Co., to re-
strain infringement of the Berliner Patent No.
534,543, in selling Victor records at a less price
than the licensed price. In the early part of
June the attention of the Victor Co. was called
to the fact that Meyer Futernik, of the Eastern
Phonograph Co., was selling and advertising for
sale 60 cent Victor records at a greatly reduced
price, and the above measures to restrain them
were at once taken.

On June 15, 1908, Horace Pettit, counsel for
the Victor Co.. appeared before Judge McPherson
and secured a restraining order at once, which
was promptly served on defendant, restraining
him from selling and advertising for sale the
Victor records at less than the license price;
on June 19th the motion for preliminarj- injunc-
tion was heard before Judge McPherson. James
C. Sellers, of the Philadelphia bar, appearing
for the defendant and filing an affida^-lt on be-
half of the defendant. The matter was argued
before Judge McPherson and a decree entered in
favor of the \1ctor Co. on that date.

GILMORE BUYS NEWSPAPER.

AVilliam E. Gilmore, president of the National
Phonograph Co., has ptirchased the Orange (N.
J.) Chronicle, including the plant and building,
the price being $21,600. In the event of the sale
being confirmed by the court, it is Mr. Gilmore's
intention to organize a company and conduct the
business under the management of Harry M.
Friend, for many years connected with the
Chronicle.

ATTENTION !

NEW ENGLAND DEALERS

If you handle both EDISON and VICTOR,
we can offer you an advantage no other New
England jobbing house can — One Source of
Supply for both

BDISOIN PHOINOORAPHS
AiND VIOTOR MAOHirVBS

OINE SHIPiUEINX — OINE EXPRESSAOE

THERE'S AN ADVANTAGE! Try the
Eastern's Policy of Service.

THE EASTERN TALKING MACHINE CO.

177 TREMOINT ST., BOSTOIN, IVIASS.

Distributors of EDISON and VICTOR
MACHINES, Records and all Supplies

Eastern Agents for HERZOG DISK and
CYLINDER RECORD CABINETS

THE TALKING MACHINE WORLD.

Every Victor Dealer owes it to the future of his business to push the sale of Red Seal
Records.

Among the most successful Victor Dealers to-day are those who have constantly kept
"grand opera" in front of their customers — by giving frequent concerts — by circularizing —
and by providing attractive and appropriate exhibition rooms for the Victor.

These dealers have become enthusiastic on the subject of grand opera, and they have
made enthusiasts of their customers.

A Red Seal customer is one of your best advertisements — he gets his friends interested
in the Victor — creates a number of opportunities for you that are sure to bring new sales if
you follow them up. Most Red Seal customers are liberal buyers ; they come in regularly
for new records ; and their interest lasts.

You know the profits in Red Seal Records. And you know that other dealers have
"come up" from a small beginning by hammering away at the Red Seal idea. .

Why don't you make a feature of Red Seal Records, and put your bus'mtss on a
bigger paying basis? ' .-

Victor Talking Machine Co., Camden, N. J., U. S. A.

Berliner Gramophone Co., Montreal, Canadian Distributors.

To preserve your Victor Records and get best results, use only Victor needles.

Pull information can be obtained from the following Victor dealers :

Albany. N. Y Finch & Hahn.

AKoona, P&.
Atlanta, Ga. .

Baltimore, Md.

Bangor, Me.

.\V. H. & L. C. Wolfe.
. Elyea- Austell Co.

Phillips & Crew. Co.
.Cohen & Hughes.

E. F. Droop & Sons Co.

H. R. Eisenbrandt Sons.

Wm. McCallister.
. M. H. Andrews.

Birmingham, Ala E. E. Forbes Piano Co.

Boston, Mass Oliver Ditson Co.

Eastern Talking Machine Co.

M. Steinert & Sons Co.

Brooklyn, N. Y American Talking Machine Co.

Buffalo. N. Y W. D. Andrews.

Neal, Clark & Neal Co.

Burlington, Vt American Phonograph Co.

Butte. Mont Orton Brothers.

Canton, 0 The Klein & Heffclman Co.

Charlotte, N. C Stone & Barringer Co.

Chicago, III Lyon & Healy.

The Rudolph Wurlitzer Co.

The Talking Machine Co.

Cincinnati, 0 The Rudolph Wurlitzer Co.

Cleveland, O W. H. Buescher & Sons.

CoUister & Sayle.

Eclipse Musical Co.

Columbus, 0 The Perry B. Whitsit Co.

Dallas, Tex Thos. Goggan & Bro.

Dayton, O The Fetterly Piano Mfg. Co.

Denver, Colo Hext Music Co.

Knight-Campbell Music Co.

Dei Moines, Iowa Jones Piano Co.

Detroit, Mich Crinnell Bros.

Dubuque, Iowa Harger & Blish.

Duluth, Minn French & Bassett.

El Paso. Tex W. G. Walz Co.

Escanaba, Mich Grinnell Bros.

Galveston, Tex Thos. Goggan & Bro.

Grand Rapids, Mich.. J. A. J. Friedrich.

Honolulu, T. H ...
Indianapolis, Ind.

Jacksonville, Fla.
Kanjas City, Mo..

Lincoln, Neb

Little Rock, Ark..
Los Angeles, Cal.
Memphis, Tenn..

Bergstrdm Music Co.
T. H. Towell Co.
C. Koehring & Bro.
W. D. Alexander & Sons.
J. W. Jenkins Sons Music Co.
Schmelzer Arms Co.
Ross P. Curtice Co.
O. K. Houck Piano Co.
Sherman, Clay & Co.
E. E. Forbes Piano Co.
O. K. Houck Piano Co.
Lawrence McGreal.
Minnesota Phonograph Co.
Reynalds.

Gramophone Co., Ltd.

Milwaukee, Wis

Minneapolis, Minn. .

Mobile, Ala Wm. H

Montreal, Canada Berliner

Nashville, Tenn O. K. Houck Piano Co.

Newark, N. J Price Phono. Co.

Newark. 0 Ball-Fintze Co.

New Haven, Conn Henry Horton.

New Orleans, La Nat'l Auto. Fire Alarm Co.

Philip Werlein, Ltd.
New York, N. Y Blackman Talking Machine Co.

Sol Bloom. Inc.

C. Bruno & Son, Inc.

1. Davega, Jr., Inc.

S. B. Davega Co.

Chas. H. Ditson & Co.

The Jacob Music Box Co.

Landay Brothers, Inc.

The Regina Co.

Stanley & Pearsall.

Benj. Switky.

Victor Distributing & Exp't Co.

Omaha, Neb.

Peoria, III.

. A. Hospe Co.

Nebraska Cycle Co.

Piano Player Co.
. Chas. C. Adams & Co.

Philadelphia, Pa J. E. Ditson & Co.

C. J. Heppe & Son.

Musical Echo Company.

Penn Phonograph -Co., ^ Inc.

Louis Buehri & Brother.

Western Talking Machine Co.

H. A. Weymann & Son.
Pittsburg, Pa Pittsburgh Phonograph Co.

Powers & Henry Co.

C. C. Mellor Co., Ltd.

Standard Talking Machine Co.
Portland, Me Cressey & Allen.

Portland Talking Machine Co.

Portland. Ore Sherman, Clay & Co.

Richmond, Va The Cable Co.

W. D. Moses & Co.

Rochester, N. V The Talking Machine Co.

Rock Island, III Totten's Music House.

Salt Lake City, Utah. . Carstensen & Anson Music Co.

San Antonio, Tex Thos. Goggan & Bro.

San Francisco, Cal Sherman, Clay & Co.

Savannah, Ga Phillips & Crew Co.

Seattle, Wash Sherman, Clay & Co.

Sioux Falls, S. D Talking Machine Exchange.

Spokane, Wash Filer's Piano House.

Sherman, Clay & Co.
St. Louis, Mo Koerber-Brenner Music Co.

St. Louis Talking Machine Co.
St. Paul, Minn W. J. Dyer & Bro.

Koehler & Hinrichs.

Syracuse, N. Y W. D. Andrews.

Toledo, O The Hayes Music Co.

Whitney & Currier Co.
Washington. D.C John F. Ellis & Co.

E. F. Droop & Sons Co.

6

THE TALKING MACHINE WORLD.

SOUTHERN PACIFIC NOTES.

Dealers in Los Angeles More Optimistic — Hart
Returns from Tahiti — Bryan Records Fea-
tured— Dolbeer a Visitor — Columbia Progress
— Many New Dealers Start Throughout the
State — Crown Co.'s Success — An Interesting
Budget of News.

(Special to The Talking Machine World.)

Los Angeles, Cal., June 29, 1908.

Trade is much better and most all the dealers
are doing a very satisfactory business. Em-
ployee and employer are taking their annual va-
cations. F. J. Hart, president of the Southern
California Music Co., has returned from a few
weeks' trip to the island of Tahiti. He brought
back with him many curios.

The Bryan records, recently issued by the
National Phonograph Co., have had a great sale.
The George J. Birkel Co. have featured them
with success. The Southern California Music
Co. are shipping out a surprising number of
them. F. K. Dolbeer, manager of sales for the
National Phonograph Co., visited this city lately
in the interest of his concern. He seems much
pleased with Los Angeles, and although here on
business had a very pleasant visit.

The Columbia Phonograph Co.'s branch is do
ing a fine instalment business and Manager
Stidam is very much pleased with the way con-
tracts are kept up. They have recently received
two new style machines for premium trade, one
a cylinder type and the other a disk. They are
both fitted with decorated flower horns and
make a very neat appearance.

Business in the small towns about the south-
ern part of the state is impioving and from the
number of new dealers being established it
would seem to be surely better.

George P. McKay, of Oceanside, is about to
move into his new store, where he will make
his talking machine department a special fea-
ture of his already large business.

The Crown City Music Co., of Pasadena, a
lately organized concern handling pianos and
talking machines, are having great success with
their talking machine department. Manager
Wollmer says they are doing better than could
be expected for a new house.

Leo. Weaver, of the Pasadena Music Co., is a
regular visitor to the Victor and Edison job-
bers, always bringing an order with him. Ar-
thur Mason, of Long Beach, is another who al-
ways keeps the fact that he is a live Edison
dealer before you by bringing his orders instead
of mailing them.

Edward Borgum, traveling representative of

the Southern California Music Co., has returned
from a trip through the southern part of the
state with some new dealers on his book.

Theale & Co., of San Diego, are doing well with
their Victor department. Clark Meyers, of the
same city, is a new Zonophone dealer who has
placed a splendid initial order.

The Southern California Music Co.'s San
Diego branch is featuring the new Edison Bryan
records with great success.

Farrow & Kennedy, of Chulu Vista, Cal., are
among the new Edison dealers recently listed.

O. P. Swen, who has handled the Edison line
for some time, has ordered a line of zonophones
and records for his store at Escondido, Cal.,
which he expects to remodel considerably.

The Whittier Hardware Co., of Whittier, Cal.,
have just sold several nice zonophone outfits and
expect to enlarge their talking machine room.

K. E. Watson, of Orange, is a new dealer in
Edison goods and has given them a large space
in his drug store.

Sherman, Clay & Co., have received a second
shipment of Victor "Crown" Italian operatic
records, which Manager Ruggles says are nearly
out already. The new special list of hits, an-
nounced by the Victor Co., will doubtless have
a great sale, as the orders placed for them are
Quite heavy. The first shipment is expected to
arrive in time to go on sale with the July rec-
ords. Mr. Ruggles finds the demand for all sized
Victor machines very satisfactory and orders
from out of town very numerous.

The Exton Music Co. are distinguishing their
store with afternoon concerts in which the
Auxetophone is a feature, and no one passes their
store on Spring street without knowing they are
talking machine dealers.

Bonner & Co., of the east side, are much in
evidence in their section, doing a nice business in
both disc and cylinder goods.

The Nishkian Cycloy, of Fresno, Cal., report
a good trade with their lines, Victor, Edison and
Zonophone. The latter was recently added by
Mr. Nishkian, who visited Los Angeles for a
fevv days.

G. S. Brown, of Santa Barbara, has created a
great deal of interest with the Edison Bryan
lecords and expects a great sale for them.

The Southern California Music Co.'s branch
store has been ordering a number of Edison and
Victor machines, which they seem to be selling
very rapidly.

Charles E. Brown has journeyed south from
San Francisco in the interests of Kohler & Chase,
of that city.

William Tatsch, of the Tatsch Co., is very
busy with his new permanent needle.

ANDREWS TALKING MACHINE
— SUPPLY HOUSE =—

Credits itself with being the cjuickest and most prompt ship-
per of all orders on this line— makingr „o distinction on size
of order, as our stock is large and complete.

GENERAL DISTRIBUTERS FOR

EDISON and VICTOR MACHINES

and RECORDS

COMPLETE STOCK OF

RECORD CABINETS, HORNS and Accessories

A Trial Order Will Convince

SYRACUSE, N. Y. W. D. ANDREWS BllFFALO. N. Y.

"MEN WHO SELL THINGS"

Is the Title of a Volume Written by Walter D.
Moody That Should be in the Hands of
Every Salesman Whether Inside .the Counter,
or on the Road — Is Stimulating, Educating
and Gives the Ideas of a Practical Man.

The mainstay and basis of modern business
has come to be the traveling salesman; in fact,
his calling is recognized as one of the profes-
sions. Special interest, therefore, attaches to
the publication by A. C. McClurg & Co., of
Chicago, a short time ago of a very practical and
suggestive book entitled "Men Who Sell
Things," by Walter D. Moody, well known in
Chicago as the business manager of the Chicago
Association of Commerce. The author dedicates
his book "To the Commercial Ambassador," and
has written it primarily for the traveling man.
It contains, however, much educational matter
for all business men, young and old, and there
is a vein of up-to-date practical business philoso-
phy running through it that will appeal to any
man or boy interested in self-development and

From a Copyrighted Fhotograpll by Dona Hull
W.^LTEU D. IIOODY.

a successful business future. The book presents
the experiences and theories of an observant
man who has spent twenty years studying the
problems that confront the average seller of
goods, and is a book that every salesman
worthy of the name will want and find indis-
pensable. The book seems destined to attract
the widespread notice of employers, sales man-
agers and salesmen because of the serious pur-
pose that actuates the author and the living
truths to be found on every page. Mr. Moody
makes his points in an entertaining manner, but
his book is throughout thoroughly stimulating.
We understand one sales manager in a large
mercantile book house who had an opportunity
to look the book over in the MS. said that it
would have saved him years of experimenting
if he could have had it at the beginning of his
career as a salesman.

The talking machine men are alert to new
ideas, and this book should interest everyone
engaged in the money-getting side of this busi-
ness. For example, it tells the salesman how to
approach men, how to create and develop the
compelling personality and the engaging pres-
ence essential to getting business; how to at-
tract, convince and sell a prospective customer
under adverse conditions; how unfriendliness
may be turned into friendship, curiosity into de-
-sire, interest into sales and sales into permanent
cu.'-tom. The book is bound in royal blue cloth,
of convenient size, 295 pages, and the price is
$1 at any book store; or, the publishers will send
it postage paid for $1.10.

It consumes time and energy to censure and
find fault; the wise plan is to minimize the bad
and magnify the good; to make the best of men
as we find them; trust men and they will be
trustworthy; call for truth and it will come
from unexpected quarters.

THE TALKING MACHINE WORLD.

7

Get the complete list of New Victor

Records for August

All vocal selections have accompaniments by the Victor Orchestra

No.

5468

5379

5495
5490

5500

5480

5497

5498

5485

5483
5486
5487
5488

52555

5501

8-inch 35 cents

Medley of Reels, No. 2. Accordion Solo.

John J. Kimmel

The Peach that Tastes the Sweetest Hangs the
Highest on the Tree Eddie Morton

Keep on Smiling.

Billy Murray and Haydn Quartet

An Evening at Mrs. Clancey's Boarding House.

Victor Vaudeville Company

10-incb 60 cents

Captain Cupid March .... Arthur Pryor's Band
"Red Wing" Medley ("Much Obliged to You,"
"Red Wing," "Sweetheart Days" and "I'm
Afraid to Come Home in the Dark.")

Arthur Pryor's Band
Estellita Waltz. Mandolin and Guitar Duet.

Siegel and Butin
Serenade (Moszkowski). Violin Solo.

Howard Rattay

Alice, Where Art Thou — Fantasia. 'Cello and

Flute Duet Trein and Lyons

The Vacant Chair — Paraphrase. Strings —

Woodwind — Harp Victor Octette

Berceuse (Lullaby) (from "Jocelyn"). Violon-
cello Solo Victor Sorlin

Dear Heart.... Elise Stevenson

March of the Cameron Man Harold Jarvis

My Ain Countree Harold Jarvis

Just Some One (from "Lonesome Town").

Harry Macdonough
Lucia — Rcgnava nel Silenzio (Silence O'er

All) Guiseppina Huguet

The Right Church but the Wrong Pew.

Eddie Morton

No.

5493

5489

5494

5481

5496
5499

You Have Always Been the Same Old Pal.

Henry Burr

I Want to Be Loved Like a Leading Lady
(from "The Girl Behind the Counter").

Ada Jones

Finnegan's Flat. Descriptive Specialty.

Steve Porter

Come Where My Love Lies Dreaming.

Peerless Quartet

He Will Hold Me Fast Haydn Quartet

By the Old Oaken Bucket, Louise.

Stanley and Macdonough

5503 Jesus Is Calling Stanley and Macdonough

52006 "Can It Comfort" (Kan dtt Troste).

A. Wallgren and Orpiieus C^horus of Upsala, Sweden

5483 Cohan's Rag Babe Arthur Collins

5491 Oh, That We Two Were Mayin.g.

Miss Stevenson and Mr. Macdonough

5484 Down in Jungle Town Collins and Harlan

5502 The A. B. C's of the U. S. A. (from the "Yan-
kee Prince") .... Miss Jones and Mr. Murray

52516 Profeta (Prophete)~Re del Cielo (Triumphal
Hymn, "King of Heaven") .... Luigi Colazza

12-lnch $1

31704 "The World is Mine" Waltzes. . .Victor Dance
Orchestra (Walter B. Rogers, Conductor)

New Victor Red Seal Records

Elmintt Kaiiies — l,oui.Me Homer

89020 Lakme (Delibes) Dome epais le jasmin ('Neath
the Shady Dome). 12-inch, with Orchestra,
$4. In trench.

No.

89021

3130

88129

04085

85125

Lohengrin (Wagner) Du Aermste (Thou Un-
happy One). 12-inch, with (Drchestra, $4.
In German.

Kiuma Calve, Soprano

Herodiade (Massenet) II est doux, il est bon
(He is Kind, He is Good). 12-inch, with
Orchestra, $3. In French.

Bessie Abott, Soprano

Mireille (Gounod) Valse. 12-inch, with Orches-
tra, $3. In French.

Gina C. Viafora, Soprano

Boheme (Puccini) Musetta .Waltz. 10-inch,
with Orchestra, $1. In Italian.

Pol Planeon, Bass

Robert le Diable (Meyerbeer) Invocation
"Nonnes qui reposez" (Ye Slumb'ring Nuns).
12-inch, with Orchestra, $3. In French.

George Hamlin, Tenor

74111 Die Walkure (Wagner) Siegmund's Liebeslied
(Siegmund's Love Song). 12-inch, with Or-
chestra, $1.50. In German.

li^niilio «le Gogorz.a, Baritone

74110 Rigoletto (Verdi) Monologo — Pari siamo (We
are Equal). 12-inch, with Orchestra, $1.50.
In Italian.

64086

61180

Kvan Williams, Tenor

Queen of Sheba (Gounod) Recitative (Lend Me
Your Aid — First Part). 10-inch, with Or-
chestra, $1. In English.

Violin Solo by Mlsclia Elman

(a) Moment Musical (Schubert).

(fc) Perpetuo Mobile (Bohm). 10-inch, $1.

You ought to have every one of these records. We are advertising the complete list in
the leading magazines for August as well as calling attention to them during the latter part
of July in the principal daily newspapers throughout America. We are telling millions of
readers that these new records can be had at all dealers on July 28.

Don't take chances of disappointing a single customer. Have the records asked for and
you not only make a liberal profit, but increase your prestige as a progressive up-to-date
dealer.

All Victor Records are of the highest musical quality and give the utmost satisfaction.
Sell the people what they want and they'll come back regularly every month for the newest
Victor Records.

Victor Talking Machine Company, camden, n. j., u. s. a.

Berliner Qramophone Co., of Montreal, Canadian Distributors
Xo preserve your Victor Records a.n<d get best results, use only Victor IVeedles

8

THE TALKING MACHINE WORLD.

TO MAKE A STUDY OF MONKEYS.

Prof. M. E. Haggerty, the Harvard Exponent of
Animal Psychology, to Spend the Summer
Amcng the Simians at Bronx Zoo — Will Live
in Their Quarters and Take Phonograph
Records — Has no Hcpeof Discoveri ng Speech.

In order that those young gentlemen at Har-
vard who are gleaning bright shoots from the
fields of biology, zoology, psychologv-, sociology
and morality may learn in how far they have
developed beyond our common Simian ancestor,
• Prof. Melvin E. Haggerty has installed himself
in the Bronx for the purpose of a summer's ob-
servation of Dr. Hornaday's four-handed guests
in the monkey house.

The east room in the Simian pavilion has been
fitted up with elaborate appointments to assist
Professor Haggerty in his observations. There
he will spend many hours each day getting a
line on the monkey stream of consciousness, the
basic concepts of the baboon with the bobbed
scut and the aestho-physiologj' of the ring-tailed
roarer of the African jungles.

Monkeys have been observed before in the in-
terests of science. Dr. Garner once went among
them and returned to the civilized world with
an alleged conversation chart that set many
beards a-wagging and brought down upon the
scientist one of the earliest charges of nature
faking. Professor Haggerty, however, does not
extend any hope of learning monkey talk. He
will take phonogi-aphic records of their jibber,
but not with the idea of reducing to a vocabulary.
He is more interested in the relativity of rela-
tions and the functions of the Simian nervous
systems.

Day by day the savant will take copious notes
on the monkey's loves and hates, his pains and
pleasures, the acute tactile apperceptiveness of
the baboon periphery, etc.. so that when he re-
turns to the elm-shaded corridors of learning at
Cambridge he may be able to tell the boys
whether or not there is much of the monkey
psychology left in their varied make-up.

Director William T. Hornaday was very indig-
nant at the report that Professor Haggerty would
start light housekeeping in the Simian shed
with a view to getting down to a sociological
level with the big and little monks, thereby-win-
ning their confidence and overcoming their in-
stinctive modesty. Some scientists have urged
that the monkey represses his real self in the
presence of his tail-less brother, and if we could
only get down to their plan and make them per-
fectly at home with us we would find them pos-
sessed with an intellectuality we never dreamed
of.

But this theory is not held by Professor Hag-
gerty. He does not believe that the psychic de-
velopment of the monkey is very high, though
there are many close lines of resemblance be-
tween their instincts and eccentricities and
man's. Their dispositions and temperaments, he
expects to find, are still very close to the funda-
mental organism that prevailed in the Age of Ab.

They have developed from the protozoon as we
have developed that vague missing link that
Darwin shed the first light on. It was a far cry
from the first rigadoon of a protozoon to the
monkey; in fact, a much further cry than from
monkey to man. But there are puzzling gaps
that science desires to fill in.

In the east room of the monkey house, where
Mr. Haggerty will make his headquarters, many
scientific instruments are being installed. There
will be tables for the educated chimpanzees and
flying rings for the common baboons. The Har-
vard savant desires to get the monkeys' legs at
every possible angle of action and repose. He
will study them for hours when they seem in a
state of profound reflection and test the develop-
ment of their attention, the infinitesimal length
of their sustained thought; dope out what ex-
cites their rage and impels their expressions of
jc}-; try their passion for music with fiddle and
bass drum, with cymbal and brass. Can a mon-
key appreciate Wagner? Will he lay down and
die or leap joyfully to the melody of the Merry
Widow waltz? These problems will be settled.

^ ; Also the monkeys will he given picture books
,in^color and black and white. Mirrors will be
setjabout the room to determine if they are vain
or modest. Professor Haggerty will devote nine
ty dayjs to these observations, and expects to ad-
vance the science of synthetic psychology many
notches.

SUPPLIED MUSIC FOE THE OUTING.

ir.pecial to The Talking Machine World.)

Louisville, Ky.. June 29. 1908.
At St. John's picnic at Churchill Downs last
week the fact that there were no bands or or-
chestras did not in any way lessen the enjoyment
of this occasion, for through the kindness of Mr.
Silverstein, local manager for the Columbia
Phonograph Co., music of the highest order was
dispensed throughout the entire daj-. The Co-
lumbia B. C. Twentieth Century graphophone
was the chief entertainer and did valiant service
for "the countiy store." Mr. Silverstein sent
out one of his largest and loudest machines and
the concerts were one of the hits of the dav.

A TALKING MACHINE IN AECADLA.

Any one in search of an Arcadian dell right
in the heart of New York can find one in the
Waldorf-Astoria. Not to be outdone by the inno-
vations at the Plaza and the Knickerbocker, the
Waldorf management has turned the rooms of
the first floor on the Fifth avenue side into an
enormous garden. Palms are in abundance and
there are statues from Mr. Boldt's private col-
lection and in the center is a huge pyramid of
ice, fruits and flowers. Around the sides are
window seats and concealed among the palms is
a Victor talking machine. The reproductions of
voices of the world's greatest operatic singers
are accompanied by an orchestra.

It has been projwsed by a member of the Coun-
cil of Aberdeen, Wash., to prevent the playing
of talking machines on Sundays, following a re-
cent ordinance of the Council to close saloons.

FIRST COME, FIRST SERVED!

ORDER NOW

(Patented)

FALL
RUSH

Napping

EDISON, VICTOR, ZONOPHONE AND COLUMBIA MACHINES

IN SOLID COLORS, GOLD. RED AND BLACK, HAND DECORATED OR PLAIN, RETAIL $5.00 and $6.00

This horn is to the owner of a machine what the folding go-cart is to a mother— CONVENIENT AND HANDY— can be folded up
and packed in the lid of a trunk. Does not take up space in the parlor like the ordinary horn. JOBBERS write for catalogues and prices.
11 "S to your own interest.

FOLDING PHONOGRAPHIC HORN CO., 650 52 Ninth Ave , New York City

TORONTO PHONOGRAPH CO.. Toronto, Ont., Canadian Agents.

THE ONLY ONE PIECE
POLDIIVa MORiN ROR

THE TALKING MACHINE WORLD.

9

COWARD LYMAN BILL, • Editor and Proprietor

J. B. SPILLANE, Managing Editor.

Trade Representatives: Geo. B. Keller, F. H. Thompson,
W. T. I>YKES, L. E. Bowers, B. Brittain Wilson,
A. J. NiCKLIN, L. J. Chamberlin.

Boslen Office: Ernest L. Waitt, 100 Boylston St.
Chieai^o Office: E. P. Van Harlingen, 156 Wabash Ave.

PhiltLdelphia Office : Minneapalis and St, Paul :

H. F. Thompson. Adolf Edsten.

St. Louis Office : San Francisco Office :

Chas. N. Van Buren. S. H. Gray. 240 Sacramento St.

Cleveland Office: G. F. Prescott.
Cincinnati Office : Bernard C. Bowen.

London, England, Office:

69 Basingwell St., E. C. W. Lionel Sturdy, Manager.

Berlin, Germany. Chas. Robinson, Breitestrasse 5.

Published the 15th of eveiy monlh at I Madison Ave. N Y

SVBSCRIPTION (including postage), United States,
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_ ADVEKTISEMENTS, $2.00 per inch, single column, per
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R.EMITTANCES. should be made payable to Edward
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inFORTANT.— Advertisements or changes should
reach this office by the first of each month. Adver-
tisements arriving too late for insertion in the current
issue will, in the absence of instructions, be inserted
in the succeeding issue.

Long DistSLnce Telephones— Numbers 4677 and 4678 Gram-
ercy. Cable Address: "Elbill," New York.

HEW YOR.K. JULY 15. 1908.

IT must have been apparent to all who were
present at the Talking Machine Jobbers'
convention at Atlantic City that the principal
object of this organization is truly for . trade
good and not for selfish or personal motives.
The papers which were read before the conven-
tion showed a splendid line of argumentative
thought, and proved conclusively that there is
no desire on the part of the members . in this
organization to assume a dictatorial attitude to-
ward anyone inside or outside of the organiza-
tion. Serious-minded men have recognized that
there are certain accomplishments which can
only be won through organized effort, and they
are willing to spend their time and their money
toward the advancement of objects which are of
obvious interest to the entire trade. They show
at once that they are willing to make sacrifices
for the good of the entire industry. It should
be undei-stood in this connection that the good
resulting from the organization work does not
merely benefit those connected directly with the
Talking Machine Jobbers' Association, but,
broadly, all those interested in this particular
industry to which The World directly appeals.
The papers were full of sound views and are
reproduced in another portion of this publica-
tion. They should be closely read, because they
represent the views of practical men and not
theorists. The subjects chosen all have direct
bearing upon the industry, and therefore the
utterances of the men whose interests- lie in this
particular trade will be of interest to those who
were not present at the convention.

THE arguments which have been made in
recent issues of The World for quality
trade against quantity trade have created con-
siderable interest. One well-known jobber re-
cently addressed a communication to this paper,
in which he stated the following: "I believe
that you are doing good work in advocating
quality trade, and I feel that I would rather

have a dozen dealers who are good ones than
to have fifty representatives who treat the talk-
ing machine business in an indifferent manner."
Of course, it is much better to have a few good
representatives who work the territory carefully
and thoroughly and who use progressive methods
in the conduct of their business than to have a
lot of pins-and-needles fellows who treat the
talking machine business either as a joke or in
an indifferent manner. Territory becomes
wasted under such management, and these are
not times to have wasted territory lying around.
Every bit of it should be available and worked
carefully and systematically.

TO our minds the most careful investigation
should be made regarding the business
aliility, character and standing of talking ma-
chine dealers before they are placed on the regu-
lar list. Suppose, when an application is made
for stock by a dealer, that in sending the name
to the manufacturer, a request should also be
included . to investigate the business standing
of the applicant. Suppose, for illustration, that
he is found to be a man of no local standing and
no tested ability, just a man who simply desires
to get two or three talking machines in stock
because Mr. So and So in his town has worked
up a profitable business. Now, the good dealer
should be encouraged in every possible way, and
it is not encouraging to him to start in a lot of
irresponsible men without character and without
business backbone, to poach upon his territory.
If a man is doing well and making the
most of local conditions it is rather discouraging
to see three or four men of small business cali-
ber start in and act as feeders upon his trade.
In the end no profit is made unless the sales
in that particular locality have materially in-
creased, so that the manufacturer can count
upon a larger output in that vicinage. We be-
lieve that one of the slogans of the talking ma-
chine trade should be quality trade against;
quantity trade, and certainly no harm can come
from the agitation of this subject and much
good is possible, because it will set men to
thinking as to business possibilities, and they
will be apt to make the most out of their local
conditions.

THERE was considerable nervousness evi-
denced in talking machine quarters over
the result of the recent Supreme Court decision
in the Bobbs-Merrill-Macy case upon copyright
rights. To our minds there was not the slight-
est occasion for anxiety in this matter, because
the court decision has made clear that a copy-
righted article and a patented article are en-
tirely different. The Macy establishment adver-
tises that after seven years' litigation the court
decided that they had a perfect right to sell
copyrighted books as cheaply as they chose, but
to sell articles which are covered by letters of
patent like talking machines would be an en-
tirely different proposition, and we are inclined
to believe that anyone who attempts it would
find that he would be face to face with wholly
different conditions. And then it must be con-
sidered, too, that in fighting for a right to sell
a copyrighted article it took seven years, before
the contest was finally settled in the courts. It
certainly cost a lot of money and time to adjust
this matter, and we do not believe that anyone
would care to test the legal right of talking ma-
chine manufacturers to continue the sale of their
products.

AMONG the members of the Talking Ma-
chine Jobbers' Association there was a
unanimity of opinion regarding the chief ex-
ecutive of the organization for the new year.
No other name save that of James P. Bowers
was mentioned, and every member felt that Mr.
Bowers' wise guidance had been of material
benefit to the infant organization during the past
twelve months, and his retention in office should
be insisted upon. Mr. Bowers, who is a very
busy man, having large drafts made upon his
time by business and other organization de-
mands, consented to yield to the wishes of his
fellow-members, and the organization is to be
congratulated upon its leadership for the new
year.

WE have frequently urged upon salesmen
the necessity of obtaining a closer ac-
quaintance with talking machines. Success
cannot be won in the field of salesmanship un-
less the one who offers the product for sale has
himself a thorough knowledge concerning that
which he desires to sell to customers. It is easy
enough to learn prices and to distinguish the
difference between a disc and cylinder machine,
but the salesman should not stop there. There
are many things further which may be acquired
with advantage and profit. It should be seen
that every machine is in perfest order before
it is placed before a customer. There is
nothing which will remove confidence from a
customer's mind as to have a machine not in
perfect condition, and everything running
smoothly, when records are placed upon it for
exhibition purposes. Then, too, salesmen should
not have purely a superficial line of selling talk
upon which to draw for argument, but they
should have figured out in their own minds a
comijlete line of tactical argument which will go
a long ways toward convincing a customer. It
isn't necessary to talk too much, because that is
dangerous, but the more knowledge a salesman
can display of sound reproduction and every-
thing which pertains to machines he will find
it to be a powerful factor in helping him to
clinch sales, and after all it's results which
count.

IT is surprising how well the talking machine
trade has stood up under most adverse condi-
tions. It is refreshing too to see how the busi-
ness has withstood all kinds of shocks. Praise
the Lord and the manufacturers that we have
been free from the cut-throat business which
has been rampant in nearly every trade since the
hard times commenced. Through January and
February the columns of the daily papers have
fairly blazed with lurid announcements of special
sales and of all kinds of cut prices. Where
would the talking machine trade be if the sale
of the instruments was not regulated judiciously?
The business would naturally have gone to pieces
during the past few months. It would have
reached such a point that it would have taken
a year or more to have built It up. Undoubtedly
a lot of dealers under pressure would have
slaughtered prices and once having started there
is no telling what men would have done in order
to have beaten their competitors on sales. We
have seen therefore the wisdom of maintaining
prices. The conditions imposed at the present
time secure legitimate profits and save the trade
from the slaughter conditions which exist in al-
most every other industry.

10

THE TALKING MAGfflNE WORLD.

With the coming of the summer season

The Edison Phonograph

Becomes a more popular entertainer than ever

This is the time of year when people spend their evenings on the
porch. They welcome some form of entertainment provided it can be
had out of doors and without effort.

The Edison Phonograph fills the bill. We are busy collecting the
new songs of the best singers and the new music of the best bands and
orchestras for the summer evening diversion of your customers.

We are advertising Edison Phonographs and Records along these
lines, backing up any efforts you may put forth in making the summer
season a busy one.

You cannot satisfy this summer demand for entertainment with
any machine. It is the Edison, with its long, smooth-running motor,
new, big horn, indestructible reproducing point and clear, sweet-toned
Records that is in demand. It is the Edison advertising that the peo-
ple are seeing everywhere, and it is to your advantage to put Edison
goods to the front and back up the impression we have made with your
salesmanship.

If you do not carry Edison Phonographs and Records, order to-
day. Any nearby Edison jobber can supply you.

NATIONAL PHONOGRAPH COMPANY,

59 Lackeside Avervxie
ORANGE, N. J.

JOBBERS OF EDISON PHONOGRAPHS AND RECORDS

Pbono. Co., Phillips

Albany, N. K.— Finch & Hahn.
Alltntown Fa. — G. C. Aschbach.
Astoria, N. Y. — John Rose.
Atlanta, Ga. — AtlanU Ph(

& Crew Co.
Baltimore — E. F. Droop & Sons Co.
Bangor, Me. — S. L. Crosby Co.
Birminghttm, Ala. — The Talking Machine

Co.

Boise, Idaho — Eilers Piano House.

Boston — Boston Cycle & Sundry Co.,
Eastern Talking Machine Co., Iver John-
son Sporting Goods Co.

Brooklyn — A. D. Matthews' Sons.

Buffalo— \V. D. Andrews. Neal, Qark &
Ncal Co.

Burlington, Vl. — American Phono. Co.
Canton, O.— Klein & Heffelman Co.

Chattanooga, Tenn. — J. H. Templeman Co.

Chicago — Babson Bros., James I. Lyons,
Lyon & Healy, Montgomery, Ward &
Co., The Vim Co., Rudolph Wurlitzer
Co.

Cincinnati, O. — Ball-Fintze Co., Ilsen &
Co.. The Milner Music Co., Rudolpl.
Wurlitzer Co.

Cleveland — Eclipse Musical Co.

Columbus, O. — T'erry B. Whitsit Co

Dallas, Tex. — Southern Talking Mach. Co.

Dayton, O. — Niehaus & Dohse.

Denver — Denver Dry Goods Co., Hext
Music Co.

Drs Moines, la. — Hopkins Bros. Co., The
Vim Co.

Detroit — American Phono. Co., Grinnell
Bros.

Dubuque, /o.--Harger 4 Blijh.
Uajton, Pa. — William Werner.
Elmira, N. V. — Elmira Arms Co.
t; Fast. Tex.—Vi. G. VVali Co.
Fitchburg U*ii. — Iver Johnaon Spertiag
Goods Co.

Fort Dodge, Iowa — Early Music House.

Fort Smillt, Ark. — R. C. Bollinger.

Fort Worth, Texas — Cummings, Shep-
herd & Co.

Gloversville, N. Y. — American Phono. Co.

Harrisburg — S. K. Hamburger.

Helena, Mont. — Frank Buser.

Houston — Texas Piano & Phono. Co.

Hoboken, N. /■ — ;Eclipse Phonograph Co.

Indianapolis — Indiana Phono. Co., Kipp-
Link Phono Co.. .\. B. Wahl & Co., Inc.

Kansas City — J. W. Jenkins' Sons Music
Co.. Schmelzer Arms Co.

Kingston, N. Y. — Forsyth 4r Davis.

Knoxville — Knoxville Typewriter and
Phono. Co.

Lincoln Neb. — Ross P. Curtice Co., H.
E. Sidles Phono. Co.

Los Angeles — -Southern California Music
Co.

Louisxnlle — Montcncgro-Riehm Music Co.

Lowell, Mass. — Thos. Wardell.

Manchester, N. H. — John B. Varick Co.

Memphis — F. M. Atwood, O. K. Houck
Piano Co.

Milwaukee — Laurence McGreal.

Minneapolis — Thomas C. Hough, Minne-
sota Phono. Co.

Mobile, Ala.—Vf. H. Reynalds.

Montgomery, Ala. — R. L. Penick.

Nashville, O.— Nashville Talk. Mach. Co..
Magrudcr & Co.

Newark, N. J. — Douglas Phono. Co., A.
O. Petit, Kapke Phono. Co.

Netvark, O.— Ball-Fintze Co.

New Bedford, Mass. — Household Furnish-
ing Co.

New Hat'tn — Pardee-Ellenbersrer Co.. Inc.
New York City — Blackman Talking Ma-
chine Co., J. F. Blackman & Son, I.

Davcga, Jr., Inc.. S. B. Davega Co.,
Douglas Phonograph Co., Jacot Music
Box Co., Victor H. Rapke, The Regina
Co., Siegel-Cooper Co., John Wana-
maker, .Alfred Weiss.

New Orleans — William Bailey, Nat. Auto.
Fire Alarm Co.

Oakland. Cal. — Kohler & Chase.

Ogden, Utah — Proudfit Sporting Goods
Co.

Oklahoma City, Okla. — Smith's Phono-
graph Co.

Omaha, Neb. — Nebraska Cycle Co., Shultz

Bros.

Oswego, N. y. — Frank E. Bolway.
Paterson, N. J. — James K. O'Dea.

Peoria, III. — Charles C. Adams & Co.
Pctiria Phonograph Co.

/'Ai7od*//'/iia— Louis Buehn & Bro., C. J
Heppe & Son, Lit Bros., Musical Echo
Co., Penn Phonograph Co., John Wana-
maker, Western Talking Machine Co.
H. A. Weymann & Son.

Pittsburg. — Pittsburg Phonograph Co,
Powers & Henry Co., Standard Talking
Machine Co.

Portland, Me.—Vf. H. Ross & Son.

Portland, Ore, — Graves & Co., Inc.

Prot-idence — J. M. Dean Co., J. A. Fos-
ter Co., I. Samuels & Bro., A. T. Scat-
tergood Co.

Quebec— C. RokiUille.

Quincy, III. — Quincy Phonagraph Co.

Reading, P: — Reading Phonagrapb Co.

Richmond — C. B. Haynes & Co.

Rochester — A. J. Deninger, Mackie Piano,
O. * M. Co., Talking Machine Co.

Sacram*Hl», Cal. — A. J. Pommer C«.

Sail Lake City — Clayton-Daynes Music Co.
San Antonio, Tex. — H. C. Reea Optical
Co.

San Francisco — Peter Bacigalupi & Sons.

Schenectady, N. Y. — Finch & Hahn, Jay
A. Rickard & Co.

Scranton — Ackerman & Co., Technical
Supply Co.

Seattle, IVask.—D. S. Johnston Co., Koh-
ler & Chase.

Sharon, Pa.—W. C. De Forest & Son.

Sioux City, Iowa — Early Music House.

Spokane, IVash. — Spokane Phono. Co.

Springfield, Mass. — Flint & Brickett Co.

St. John, N. S.— W. H. Thorne & Co.,
Ltd.

St. Louis — The Conroy Piano Co., Koer-
ber-Benner Music Co., Silverstoiie Talk-
ing Machine Co.

St. Faul—W. J. Dyer & Bros., Koehlcr S:
llinrichs, Minnesota Pln,tno. Co.

Syracuse — W. D. Andrews.

Toledo — Hayes Music Co.

Toronto — R. S. Williams & Sons Co.,
Ltd.

Trenton, N. J. — StoII Blank Book and

Stationery Co., John Sykea.
Troy, N. K.— Finch & Hahn.
Utica — Oark-Horrocks Co., Arthur F.

Ferriss, Wm. Harrison, Utica Cycle Co.
Vancouver, B. C.—U. W. Waitt & Co.,

Ltd.

Washington — E. F. Droop & Sons Co.
Waycross, Ga. — Gea. R. Youmans.
Williamsport, Pa.—W. A. Myers.
Winnipeg— R. S. Williams k Sons Co.,
Ltd.

Worcester, Mass. — Wer Johnson Sporting
Goods Co.

THE TALKING MACHINE WORLD.

11

R. S. WILLIAMS & SONS CO.'S OUTING.

Picnic Given by the Members of This Firm to
Their Employes a IVlost Enjoyable Event —
Games of All Kinds Indulged in Followed by
a Good Dinner — An Unique Menu.

The annual picnic of the employes of the R. S.
Williams & Sons' Co., Ltd., Toronto, Canada,
which was held at Centre Island recently, was
one of the most successful outings in the history
of that institution, and numbered among the

which an elaborate dinner was served at Island
Park, the unique menu provided reading as fol-
lows:

ME'N YOU.
7 p.m. Only One Call for Supper.

going to be fine.
Chilly Races
(Kold Meets)
Full grown calf — scolded A
(Roast Beef)

Prefix of Hammer
(Ham)

Katsup a la Tomato Perlez vou mustard

Love-lorn cucumbers
(Sweet pickles)
Salads

The Irishman's delight Policeman's place of rest

Wade in for it's

waggin' necessity
(Tongue)

(Potato)

■ BASEBAtl. TEAMS OF li. S. WILLIAMS & SONS CO.

guests, E. A. Hawthorne, president of the Haw-
thorne & Sheble Mfg. Co., Philadelphia, Pa. The
R. S. Williams & Sons' Co. are among the large
talking machine houses in Canada, and it is said
that 65 per cent, of the talking machines enter-
ing Ca.nada last year were for this concern.

A series of races and contests participated in
by the employes, their wives and sweethearts,
followed by an exciting ball game, tended to
make the afternoon a most enjoyable one, after

(Beet)
What most of us
need the dough for
(Bread)
Creamery Goat
(Butter)
Caque
Produkshun
(Fruit)
Void of beauty
(Plain)

Fruit of the genus
juglans
(Walnut)
What we will do be-
fore the ball game

(Peel)
Frozen or cogealed
milk
(I Scream)
(Frozen)
Cause of original sin

(Apples)
Depressed circumfer-
ences containing a

vesicular pulp
obtained from the
Citrus
(Oranges)
Fruit of the genus
- must.-a-tropical
treat, or Italian
specialty
(Bananas)
A decoction or in-
fusion of hyson
in boiling water.
It minus I
(Tea)

Sour help, or what we often get without the suffix
( Lemon-ade)
Eat to live, but do not
Live to eat

(All necessities, including ambulance, etc., in
attendance)

8 p.m. Moonlight sail (moon permitting) to Scarboro
Beach in private launch. Music to be furnished by
the World's greatest operatic, comic and popular
artists, including Robinson Caruso, Emma Screams,
Madame Yelba, Paul Pantson, Eduard de Restcuro
and others.

GOD SAVE THE KING.

Mr. Williams is a connoisseur of old musical
instruments and has the most valuable collec-

It's
So Easy

Yes, it is not only easy to learn a foreign
language by the I. C. S. system — the
easiest and most perfect way in the world
— but it is also easy to sell I. C. S. lan-
guage outfits. It is easy to sell them to
people who are tired of their machines as
an amusement device and will be glad to
turn them into a source of profit. It is
easy to sell them to persons going abroad
and who otherwise desire to learn a
language for the sake of the know-
ledge of it alone. It is easy to sell it
to men and women who desire to qualify for positions as translators and foreign
correspondents. It is easy to sell it to foreigners, in order that they may
learn to speak English. In fact there are a great many sound reasons why it is
easy to sell the

LC.S. LANGUAGESYSTEM

PHONOGRAPH

Do you sell I. C. S. Language outfits? If not, why are you thus neglecting
such an important and profitable field of your work? Why are yoti thus abso-
lutely throwing away at least one-third of your business? The Phonograph sys-
tem of language instruction is now recognized as an educational factor of great
importance and the demand for this sort of language instruction is growing by
leaps and bounds. The I. C. S. system is undoubtedly the one of the greatest
merit obtainable today. Write us a postal now for further particulars.

International Correspondence Schools

Box 918, SCRA.NTON, PA.

J!. S. WILLIAMS, ME. ML'REAY, E. A. HAWTHOENB AND
H. G. STANTON.

tion of old musical instruments in Canada, hav-
ing many that are three and four hundred years
old. He has an instrument in his possession, of
which there is not a duplicate in North America,

LADIES WHO PAETICIPATED IN THE SPOETS.

and the only duplicate is in the Kensington
Museum in Great Britain. Every year Mr. Will-
iams visits Great Britain in search of old musi-
cal instruments. He is now in Germany on his
yearly quest.

TRIBUTE TO THE "TALKER."

The World Says It Is Fast Becoming the Great
Mechanical Friend of IVIan.

In an editorial the other day the New York
World had this to say:

"The Chicago suggestion of sermons by phono-
graph should solve the vexed question of minis-
ters' vacations and summer church-closing. Cler-
gymen leaving the requisite number of sermon-
charged cylinders behind on their departure may
climb the Alps or explore the catacombs in the
serene consciousness that their voices are contin-
uing to ring from the pulpit under the direction
of an efficient operator. Satan will not And even
a constructive recess in church work of which to
take advantage.

"The phonograph, as elaborated, is fast becom-
ing the great mechanical friend of man and
automatic home companion. It teaches him lan-
guages like a professor. It brings to his ear
the voice of the prima donna or of the end man
as he desires. He will probably soon be able
to hear in the privacy of his home the ten ora-
tions of the Peerless Leader which Mr. Bryan
recently talked into a phonograph. In course
of time he may need only to open a cabinet
drawer to get a wax cylinder of a Roosevelt spe-
cial message or a Loeb denial."

Among the interesting relics of Oriental ex-
plorers and pioneers displayed at the "Orient in
London" Exhibition, held in London last month,
was a phonographic record, just received from
Australia, of the voice of James Chalmers
"Tamante," who was killed by savag^g on Goari-
bari Island seven years age

12

THE TALKING IVIACHINE WORLD.

EDISON
PHONOGRAPH

COLUMBIA
GRAPHOPHONE

A Revolution in the
Phonograph Horn!

No Supports No Crane

No Standard
No Special Attachment

A Revolution Indeed!

Since the advent of the Phonograph, back in the eighties, it may safely be affirmed that no real progress has
been made in the Phonograph horn ; its size has been gradually increased, thus merely accentuating the defects of
the reproduction. At last, the " IDEAL " horn has come ! A scientific device aiming at a pure, melodious
reproduction of the sound, be it either a great soprano's song, the endearment of a string instrument solo, or
the rendering of a Sousa's march. Besides, it eliminates all the bad points of the previous horns— NO SUP-
PORTS, NO CRANE, NO STANDARD, NO SPECIAL ATTACHMENT are needed with the " IDEAL ; "
all that is required is simply the turning of a small thumb screw to fasten securely the " IDEAL " horn to
the neck of the reproducer of any cylinder machine, either Edison or Columbia, or to a Devineau Biophone.

The bell of the "IDEAL/' made of pure aluminum, is nearly six feet in circumference, assuring the
maximum of sound.

The elbow is made of the highest grade of ebonite, which in combination with aluminum, completely
eliminates that tin sound so strongly objectionable. In the middle part of the elbow a swivel allows the
sound to be thrown in any direction WHILE PLAYING A RECORD.

The " IDEAL " flower horn is handsomely finished and weighs but a few ounces. With the "IDEAL"
horn you get "IDEAL" music.

Jfeberal iWanufacturmg Company

2095 Cast 36tfj Street " - - Clebelani, (!^i&io

THE TALKING MACHINE WORLD.

13

TALKER SUPPLANTS CHOIR.

Is Put to Novel Use ih the North Congrega-
tional Church of Lynn, Mass.

The members of the North Congregational
Church, of Lynn, Mass., opened up a new field
for the phonograph recently by conducting a
divine service in which the machine, played an
important part. The machine was used in at
least half the exercises of the service, taking the
place of organ and choir.

'Staid deacons,, who it was' feared might regard
the introduction of the phonograph with dis-
favor, hailed it instead as a splendid idea, while
the congregation at the conclusion of the exer-
cises pronounced the service as the most satis-
factory held in a long time.

So well did the machine do its part in carrying-
out the program that it was again used in the
services conducted at the City Farm on Tower
Hill, Lynn. Bach Sunday the different churches
in Lynn conduct in turn services at the City
Farm, and unusual interest was manifested by
the 100 or more inmates in the exercises because
of the prominence of the talking machine.

Principal Francis Haseltine, of the Whiting
Grammar School, Lynn, a prominent member of
the North Congregational Church, is responsible
for introducing the machine into the services of
the church. For some time the church has been
without a pastor, and while it has not been diffi-
cult to ■ get a minister to conduct the Sunday
morning services in the church, it has devolved
upon the deacons and other prominent members
to provide the evening program.

This task Was not an easy one, but Mr. Has-
eltine solved the difficulty by bringing to church
a big talking machine, as perfect as could be
manufactured, playing records producing sacred
music sung by the great singers of the world.
The machine was placed in a side room and was
operated so that it played a sacred song between
the hymns sung by the congregation and the ad-
dresses made by various speakers.

The services were conducted in the following
order: The congregation sang the hymn, "We
Are But Strangers Here," after which the ma-
chine responded with "There Will Be Glory for
Me." Then between responsive readings the
phonograph played "He Was Despised" and
"Comfort Me."

There then followed several three-minute ser-
mons, in which the speakers discussed such sub-
jects as would lead, up to the selection to follow
on the machine. In this way the machine ren-
dered "Nearer, My God,, to Thee," "Why Hast
Thou Forsaken Me," "Lead, Kindly Light,"
"When the Roll Is Called," the church scene
from The Old Homestead; "Almost Persuaded"
and "How Firm a Foundation."

"I did not know but the idea of having a talk-
ing machine play in church would frighten some
of the older members," said Mr. Haseltine, "but
t found out that everybody was glad to have it,
even though it was a decided novelty. It was
the first time, so far as I know, that a machine'
was used in divine service in this section, but
we were all more than pleased with the results.

"The congregation sitting and listening to the
sacred songs coming from the machine in the
next room were in an excellent attitude of de-
votion, and the beautiful sentiments expressed
by these songs made the service yery impressive."

to cry "Stop!" and a set piece for the 14th of
July will emit "Vive la Republique!"

It is too bad that this invention is not suf-
ficiently perfected to be used in the forthcoming
Presidential campaign. It would add still further
to the excitement incident to this great event.

VOCAL FIREWORKS THE LATEST.

Pyrotechnical Invention by a Frenchman
Which Cries Out "Vive La Republique!"

An important communication read before the
French Academy of Science in Paris last week
treated of fireworks which not only please the
eye, but are capable also of reproducing patriotic
speeches or other announcements as occasion re-
quires. The inventors of these vocal fireworks
are Georges and Gustave Laudet, who have been
•working upon the system for three years. By
.an arrangement of different explosives they are
now able to produce both vowels and consonants.
A railroad cartridge of their desigjp. will be able

TRADE IN THE TWIN CITIES.

Business Close to Normal — New Firm Success-
ful— Severin Co. Change Hands — New Eng-
land Furniture Co. Enlarge Quarters — Other
Interesting News.

(Special to The Talking Machine World.)

Minneapolis and St. Paul, July 1, 1908.
Koehler & Hinrichs, of St. Paul, dealers in
Victor and Edison machines and supplies, find
business on the pick-up and almost normal for
the month of June. Arrangements will soon be .
made to enlarge stock room and prepare for a
busy fall business. Archie Mathers, manager
for this department, has built the business from
almost nothing to one of the largest in the North-
west.

W. J. Dyer &• Bro. have had a very good trade
during the spring months. George MaiFS, man-
ager of the talking machine department is con-
stantly pounding away and getting his share of
all the business that's going.

The Bird Cycle Co., new dealers in Edison ma-
cliines and records, are building up a nice trade
^in connection with their bicycle business and ex-
pect to. do well this fall.

Theo. Severin & Co., 236 Nicollet avenue, re-
cently changed hands and are now being op-
erateS under the name of The Talking Machine
Co. Their business has been very satisfactory
during the spring and increasing each month.
They carry a complete line of Victor and Edison
machines and records, and have one of the neat-
est stores in tlie West, being equipped in mission
style of fixtures, red burlap, palms, electric fans,
etc.

The New England Furniture Co., large dealers
in Victor and Edison machines and supplies, have
recently enlarged their quarters and now have a
very attractive show room. Manager A. Mc-
Goon is looking for a picking up of conditions
for the late season.

The continued rains have made summer out-
ings unthought of and kept the season late.

The Minneapolis Phonograph Co., a new out-
fit, have a good stock of machines and records
and are building up a nice trade. They are lo-
cated at 27 Seventh street, South, and bid fair
to work up to a large business in time.

-The Bunnell-Kelsey Co., |28 Central avenue,
Northeast, have been dealing in Victor and Edi-
son lines for the past two years, and while trade
has been backward they report it is improving
and conditions are on the upward move.

With good crops in the Northwest, which, by
the way, look better in all districts (except where
floods are), than they have for years, and presi-
dential election settled, the great Northwest will
push forward once more and take its place in
demanding hundreds of machines and thousands
of records. Jobbers will have many new dealers
to supply with opening outfits of both Victor and
Edison lines, and it will mean more push in new
directions and more business.

AN INTERESTING SUIT.

The rights of a singer vs. record manufacturer
was the basis of a recent interesting case in the
Commercial Court of England when Mile. Berthe
Soyer, a celebrated contralto, sued a record manu-
facturer for breach of contract. Mile. Soyer en-
tered into a contract with the manufacturer, by
which she was to receive £8 each for singing 50
pieces from her repertoire, so that her voice
could be recorded. After she had rendered her
twelfth selection the manufacturer wanted to
cancel the contract on the ground that the sing-
er's voice could not be recorded. In addition, he
demanded the return of the £100 which he had
already paid to Mile. Soyer. The claim was op-
posed by Mile. Soyer, who won the action, the
court allowju^ her £120 damages.

You want the
goods

And yott want them right away.
You haven't time to jack up a
tardy distributor or hsten to his
excuses for not ■ shipping your
goods.

You want to .devote your time
and energy to building up business
and taking care of customers.
Your jobber ought to help you in
this. He should take all shipping
troubles right off your hands ■ and
keep you posted about new articles.

Does your distributor do this?

We never fail to ship goods the
day your order is received. We
always have what you . want, and
we have it rig'ht here in our own
establishment ready for shipment.

Victors, Victor Records, record
cabinets, horns, fibre cases, Eng-
lish needles and all other ac-
cessories— we have all of them all
the time.

If you want to get your goods
so promptly that yott will never
have to worry about them or dis-
appoint a customer, let us get to-
gether. Write to-day for latest
catalogue.

The Victor Distributing
and Export Company

83 Chambers Street, New York

14

THE TALKING MACfflNE WORLD.

ATTENTION

Talking Machine Men

/|T We have something which will interest you and
something which from a dollar making viewpoint
has demonstrated its worth.

It will help summer trade, and trade at all seasons
for that matter, because it is a business builder.

We refer to THE REGINAPHONE which is a
talking machine of the highest grade combined
with the Regina Music Box.

^ You Know the standard fairly won by the
REGINA in the music box field. It is the leader,
and in the Reginaphone you have the splendid
REGINA music box and a perfect talking machine
combined in one. You can sell this creation at a
price which brings it within reach of people of
moderate income.

flf We emphasize the REGINAPHONE because it
is meeting with a specially large demand even
in ordinarily dull times. Then we have a complete
line of REGINA specialties which you can handle
harmoniously in connection with the talking machine
line.

/TT Let us take this subject up with you. We feel
that we can do business along lines which will
inure to your pleasure and your profit as well.

THf

f

Manufacturers of Regina Music Boxes, Reginaphones, Reginapianos, Regina Chime
Clocks, Sublima Pianos, Automatic Talking Machines and Coin Operated
Instruments, Distributors of Victor Talking Machines and
Edison Phonographs and Records

Main Office and Factory, RAHWAY, N. J.

Broadway and 1 7th Street, New York 259 Wabash Avenue, Chicago

THE TALKING MACHINE WORLD.

15

MILWAUKEE'S BUDGET OF NEWS.

Wholesale Trade Shows Up Much Better Than
Anticipated — L. McGreal Furnishes Stock for
New Gimbe! Department — Schuster Depart-
ment Store Also to Handle Talkers — Hoeffler
Mfg. Co. Doing Well With Edison Line —
Talking Machine Men on Merchants' Tour —
Recent Trade Visitors.

(Special to The Talking Machine World.)

Milwaukee, Wis., July 8, 1908.

The wholesale trade in the Milwaukee talking
machine field is being maintained far better than
was anticipated earlier in the season and several
dealers are reporting that sales are larger in
total than at the same period last year. This
condition of affairs, considering the depression
that has been experienced in so many lines, is
considered to be remarkable. Indications about
the state all point that this excellent wholesale
trade 'will not only be retained, but is to be
increased during the summer months. Retail
trade in Milwaukee is temporarily a little quiet
with a few dealers, but the leaders in the field
are finding conditions to be of the best. The
summer resort season is opening with the result
that sales have been increased and repair work
has been given a great impetus. Fall trade,
which is expected to exceed all previous records,
is expected by all of the Milwaukee dealers, who
are laying their plans accordingly.

Collections are much better than they have
been since the financial depression and cash
sales are more in evidence than for some time.
Cases of repossession of machines have ceased
to be met with, say the dealers.

July records are selling well and dealers say
that the usual summer demand for the lighter
class of records is being experienced. The Edi-
son Bryan records have made a decided hit in
Milwaukee and records containing talks by the
Democratic leader are much sought for. Records
of the great composers are selling well as usual.

Lawrence McGreal, with Miss Gannon, attend-
ed the convention at Atlantic City of the Na-
tional Association of Talking Machine Jobbers.
Mr. McGreal was scheduled for the reading of
papers before the convention.

An extended line of Edison and Victor talking
machines and records will soon be opened at the
Gimbel department store in this city. The com-
plete stock will be secured from Lawrence Mc-
Greal. A foreign line of machines has always
been handled by this big department store, which
has found that Milwaukee requires the American
styles. A new manager will soon be secured
for the talking machine department of the estab-
lishment. The Schuster department store, one of
the newest and finest in this city, has also made
arrangements to carry the Edison and Victor.
Mr. McGreal is being complimented for his suc-
cess in educating the Milwaukee department
stores to the fact that the talking machine field
can be made one of the most profitable branches
of the business. The three other leading depart-
ment stores of the city, Boston store, Espenhain's
and Barrett's, also maintain a good trade in the
talker line.

The Edison business phonograph is steadily
becoming more popular in Milwaukee and the
Hoefller Mfg. Co., the Milwaukee and Wisconsin
agents for the machine, are experiencing suc-
cess in this new line, which is in charge of J. H.
Becker, Jr.

"We have just sold four of the machines in
the new Caswell building here in the city," said
Mr. Becker, "and we have orders placed for two
more. These machines were sold to lawyers, who
are finding the business talker to be far in the
lead of stenographers. I expect to sell twenty
of the machines in this one building alone. The
sale of Victor Victrolas is going on unal^ted and
we have sold two this week."

A. D. Herriman, manager of the Columbia
Phonograph Co., reports having some extra fine
sales in Twentieth Century machines, which are
much sought for by summer resorters.
' Sales Manager Marx, of the Regina Co., was a
recent Milwaukee visitor. The Regina music
boxes are much in demand, say the talking ma-
chine dealers who handle the line.

Lawrence McGreal, one of Milwaukee's leaders
in the talking machine field, made a marvelous
hit on the recent annual excursion of the Mil-
waukee Merchants and Manufacturers' Associa-
tion, which included a tour of South and North
Dakota and southern Minnesota. Mr. McGreal
was accompanied by William P. Hope, north-
western representative of the National Phono-
graph Co., as well as Victor Victrola and an
Idealia Edison. The party of eighty-four repre-
sentative Milwaukee business men was highly en-
tertained en route. At each station visited by
the party Mr. McGreal and Mr. Hope gave con-
certs and furnished the music for the entertain-
ing programmes that were presented by the vis-
itors. Mr. McGreal believes that the plan was
an excellent advertising scheme for the Edison
and Victor.

H. C. Smith, Edison talking machine dealer at
Whitewater, Wis., for some years, recently vis-
ited Milwaukee wholesalers and placed a $500
order in the Edison line. P. C. Jackson, of the
Jackson Co., Muskego, Wis., also secured a stock
of leading machines for his establishment. H.
Lappley, of Mazomania, Wis., D. Harding, of
Ludington, Mich., and H. Hathaway, of Graff &
Co., Spring Lake, and his wife were also callers
on the jobbing trade.

William P. Hope, northwestern representative
of the National Phonograph Co., is spending his
vacation with his parents at Spirit Lake, la.

Simon Goerke, with two establishments in the
city, has discontinued his branch at 611 Grand
avenue and removed the stock to the store at 405
Chestnut street. Mr. Goerke, who is one of tne
pioneer Milwaukee talking machine dealers, is
of the opinion that better results will be met
with by combining the two establishments.

William A. Schmidt, with Lawrence McGreal,
has organized within the last month 17 agencies
about Wisconsin for the handling of the Edison
and Victor machines.

The Huseby Co., dealers in talking machine
supplies at 454-456 Grove street, this city, re-
cently had a narrow escape from a disastrous
fire which was caused by fireworks. Damage re-

sulting to the building was fully covered by in-
surance.

Voices of the great composers brought back in
all of their richness recently entertained an en-
thusiastic audience at the club rooms of the Ho-
tel Pfister, Milwaukee, at a private concert given
by Lawrence McGreal and H. M. Neberlein, Victor
representative.

TALKERS ON THE FLEET.

Tars Well Supplied With These Music Makers.

(Special to The Talking Machine World.)

San Francisco, Cal., June 29, 1908.

The "Boys in Blue" on board our ships of
war are more familiar with the talking machine
than are many so-called "land lubbers." This
was particularly noticeable when the Atlantic
fleet touched the different points of the Pacific
coast by visitors to the ships.

The first sound that greeted your ears as you
neared the great battleships would be the strains
of the "Merry Widow Waltz" coming from a
nearby porthole. In looking over the ship you
would run across them from forecastle to fire-
room. At least every ship had not less than five,
some owned by the officers and others by the
boys, who find great pleasure in them while
lying about the decks in the sun or huddling up
together under an eight-inch turret In the rain.
Each ship maintains a talking machine fund
with which to purchase nefw records, and each
member of the crew donates something to the
secretary each month for this cause. The rec-
ords in some cases are kept by a librarian, who
has a systematic arrangement for keeping them.
In the officers' quarters we often find Victrola's,
and in one case an Auxetophone.

A brand new begging stunt was recently ex-
posed in Berlin, when a vagrant was arrested for
visiting private houses with a talking machine
which, when started; poured out a heartrending
tale of the owner's misfortunes. He never .failed
to capture money.

VICTOR DISC
TALKING
MACHINEIS
AND RE.CORDS

Iberbert p, jfrencb

Dealer in ualRiug fBlacbittes

SUPPLIES AND PARTS

EDISON

PHONOGRAPHS
and

GOLD moulde:d

RECORDS

Potsdam, N. Y,, May 11th, 1908.

The Zed Company, New York.

Dear Sire: — The records were rec'd O.K. and I
wish to say that in volume and clearness they are far
beyond my expectations; if the general run of them are
as good as these, "and I do not doubt but what they are,"
it will be Zon-o-phone records that I shall handle
hereafter instead of ... . At the time your records
came in there was a musician in my store and when he
heard the instrumental selections he said they came
the nearest to the real thing he had ever heard ; every
one that has heard them say they are fine. Thanking
you for your prompt shipment and assuring you that you
will receive more orders from me, I am Yours Respect-
fully, Herbert P. French.

Mr. Herbert P. French is one of a great number of dealers
that have made a "hit" with our "Hits." Have you heard'
this month's great hit, "The Daddi Records," Mr. Dealer.?

Come and hear them or write us.

THE ZED CO., 77 Chambers St., New York

THE TALKING MACHIKE WORLD.

GRAPHOPHONES ON NEW CRUISER.

"North Carolina" Recently Placed in Commis-
sion Equipped With Two Columbia Machines
and Liberal Supply of Records — Popular En-
tertainers in the Navy.

One of the latest United States cruisers, the
"North Carolina," recently placed in commission,
has just added two BD graphophones and a sup-

from the naval academy. The midshipmen have
this opportunity to study the manoeuvering of a
big warship under actual seafaring conditions,
and this training will put a finish to the book
learning the youthful naval officers have already
acquired in the course at the Academy. The day
before she sailed, a committee from the "North
Carolina" visited the Baltimore store of the
Columbia Phonograph Co. and purchased two BD
graphophones and a large supply of records. .

In a chat with a mem-
ber of the Columbia Co.
the other day, he said:
"If there is any place
where the merit of the
Columbia graphophone
is known and appre-
ciated, it is in the
United States Navy. Al-
most every large ship
has one or more grapho-
phones and a large
stock of records. It is
safe to say that there
is over a score or more
of Columbia grapho-
pnones on our fleet now
in the Pacific."

U. S. S. ■•■-N'OKXH CAROI.IN.\.

ply of Columbia records to its equipment. This
cruiser has a displacement of 14,500 tons and a
speed of 22 knots. It represents perhaps the
highest development of the armored cruiser. Her
crew consists of 600 men, and she is armed with
four 10-inch guns, sixteen 6-inch guns, twenty-
two 3-inch, twelve 3-pounders, fourteen small
guns and four 21-inch torpedo tubes. Her armor
protection is especially heavy for a boat of this
type: belt, 5 inches; turrets, 9 inches to 5 inches;
barbettes, 7 inches to 4 inches; deck, 4 inches to
1% inches.

The "North Carolina" sailed from Annapolis
June 9 for a long practice cruise in Cuban waters,
loaded down with midshipmen just graduated

NEW INDESTRUCTIBLE JOBBERS

In Widely Separated Sections, Canada and Ten-
nessee, Carry on Progressive Campaign.

We have just received information from Al-
bany, N. Y., that the Indestructible Phonographic
Record Co. have taken on two new jobbers during
the past month. One is the Assiniboa Music Co.,
of Medicine Hat, Alberta, Canada. This shows
the far-reaching business methods of the Inde-
structible Co., and we have no doubt but that
the Indestructible records will meet with a
hearty welcome in this more or less remote lo-
cality. As is probably known, the winters in

Alberta are very severe, whereas the summer is
short and inclined to be hot. This is a very
rigid test, climatically, for the Indestructible rec-
ords, but they are peculiarly adapted to use in
localities of this nature, since they are "climatic
proof." The Assiniboa Music Co. do a large
music business in their locality and are thor-
oughly progressive and have several traveling
men on the road.

The other jobber is F. M. Atwood, 123 Monroe
avenue, Memphis, Tenn. This is a case where
e.xtremes come together. These two firms are
certainly remotely distant from one another and
show the wide distribution and popularity which
Indestructible records are gaining every day.
F. M. Atwood is very well known to the Southern
talking machine trade and he has many novel
ideas for pushing the sale of Indestructible rec-
ords in his territory. The plan is to carry on
a thoroughly progressive campaign. As every-
one knows, business is every year picking up
more and more in the South and many business
men throughout the country will profit by the
example of their Southern brothers. -Mr. At-
wood has the oldest talking machine house in
Memphis -and is one of the "livest" jobbers to be
found anywhere in this country.

THE PITTSBTJEG CAMEEAPHONE CO.

The Greater Pittsburg Cameraphone Co., Pitts-
burg, Pa., have been incorporated under the laws
of Arizona, with headquarters given as Phoenix,
for the purpose of exhibiting the talking pictures
produced by that certain combination of machines
known as the "Cameraphone" and of leasing,
erecting or otherwise procuring desirable quar-
ters and all appurtenances necessary for the
carrying on of the business of exhibiting the talk-
ing pictures. Capital stock, $10,000. Incorpor-
ators: E. G. Thomas, W. J. Davis, and W. P.
Dunham.

A. E. Day, of Lincoln, Neb., has bought the
talking machine, piano and organ stock of Gour-
ley Bros., in that city, and will conduct the busi-
ness at the same address.

The Cady Sectional Cylinder Record Cabinet

The Jiase i
tached, each
Itecords. Size,
hish, caDacity

ncludes t\\
containing
21 in. X
S4 Records

o drawers
42 pegs
21 in., 14

at-
for
in.

■■■■4% ^ i

- ■ ^1

I

SIX-DRAWER CABINET

Here wc show n Sectional Cabinet con-
liilrilnK one Base A, one Top B, and three
■Drawer Sections (', ;;lvlii(; a capaclt.v of
i;.)2 UiM'ords. As inati.v more C Sections
can he ailded as the height of the room
will permit.

(PATENT PEINDIING)

Constructed on the plan of the Sectional Bookcase, but more practical, as owners of phonographs
are adding to^their collection of Records oftener than book collectors do to their libraries.

No. lOOB. TOP.

The Toj) includes one drawer

containing 42
ords. Size. 21
in. high.

pegs
in. X

for Kec-
21 in., C

These Cabinets
are equipped with
Pasteboard Pegs.

No. lOOC. DRAWER SECTION

A Single Drawer Section contains 42
pegs for Kecords. Size. 10 in. x 19 in.,
5% in. high. The illustration shows the
three metal pegs which are inserted into
metal sockets on the next Section to hold
the Sections in place. Each Section also
has three hooks for locking so that the
sides and back are as solid as if they
were made from one board.

All Drawers have veneered bottoms,
tools are necessary in con-
necting sections.

No

TOP AND BASE ATTACHED

Here \ye show the Base A and Top 1!
attMched, making a complete cabinet 20
in. high, haying a capacity of 12() Kec-
ords. The Sections are connected with
three hooks, so that the cabinet ma.y he
carried from one room to another with-
out separating — a feature not contained
In the sectional bookcase.

We also Manufacture a Complete Line of Disc and Cylinder Cabinets

Write for exclusive agency as we will only sell to one dealer in each
city. Territory rapidly being assigned.

WRITE FOR CATALOG AND PRICE LIST OI" OUR COMPLETE LINE OI RECORO CABINETS

THE CADY CABINET COMPANY

(INCORPORATED)

LANSING, MICHIGAN, U. S. A.

THE TALKING MACHINE WORLD.

IT

FROM OUR CHICAGO HEADQUARTERS

ROOM 806, NO. 156 WABASH AVENUE, E, E. P. VAN HARLINGEN, MANAGER.

Not Much Change in Trade Conditions lob-

bers in Better Mocd — -Manufacturing Situa-
tion Improving — Good Crops Seem to Indi-
cate Brisk Fall Business — DealeFS Should
Prepare to Take Full Advantage of Trade
Revival — E. A. Parsons Appointed Local
Manager for Columbia Co. — J. F. Bowers
Busy With Association Work — Among Re-
cent Visitors — E. C. Plume Celebrates Crystal
Wedding — What the Travelers Report — E.
O. Zerkle a Benedict — -Popularity of Bryan
Records — Western Talking Machine &
Supply Co. Specialities Successful — Chicago
Stand Co. to Put Out New Collar for Edison
Horn — Wurlitzer's Fourth of'July Publicity.

(Special to The Talking Machine World )

Chicago, 111., July 8, 1908.
Trade conditions iu the western talking ma-
chine field are much the same as at last
report. Generally speaking, dealers are ordering
in a very hand-to-mouth manner, one or two
machines at a time, and stocks of machines at
least are. evidently at the lowest point that they
have been for years. Occasionally, however, an
order is received which has a stocking-up flavor,
and in every instance such orders are from deal-
ers who are known as "live wires," and this
simply indicates what other merchants might do
if they were "wise" to their opportunities, placed
themselves mentally above hot weather .and
"quiet times" influences, and plugged persever-
ingly and energetically for trade. Too many
dealers, it is to be feared, take it for granted that
nothing much can be Jone out in the country
when farmers are more or less actively engaged
in the field and that the town trade necessarily
goes to sleep during the dull-months. The writer
has interviewed some of the trade locally on the

possibilities of stimulating business at this time,
and it is believed that some of the items pre-
sented "in this letter will be found really valuable
pointers.

Go right down the line among the jobbers
locally and you will find a better feeling than for
some months. At no time have they thought for
a moment that the temporary lull in the talker
trade meant any lack of interest in the proposi-
tion by the public or that the causes were other
than those governing the relaxation in other and
even the most staple lines. Now, however, they
are all confident of a marked revival in the fall,
and any number of reasons can be given substan-
tiating their belief. For one thing, advices from
Washington indicate that there will be no lack
of money for use in moving the crops, and that
there will be no necessity even to take advantage
of the emergency measures provided by the Aid-
rich bill.

The manufacturing situation is steadily improv-
ing, and in many lines closely related to the
necessaries of life, labor is now fully employed,
and as a result of partial idleness during the
past few months, the probabilities are that the
plants will run steadily through the summer, as
stocks in the hands of the manufacturers are
practically nil, and there must be widespread re-
plenishment to meet the demand of even an
approximately normal fafl trade. This means, of
course, that people who have gotten behind be-
cause of enforced idleness will be fairly caught
up and in possession of nearly their ordinary
purchasing ability by fall. Especially is this true
of those who have been benefited by the gradual
resumption of manufacturing activity which has
been in progress since E'ebruary and March.

Regarding the cro'p situation, The World repre-
sentative believes that he can speak with some

degree of authority. He has taken occasion the
past few days to interview several sales man-
agers, all of large concerns who are dependent
directly and entirely upon farmers, and whose
facilities for getting direct and authentic crop
reports and sounding the attitude of the agricul-
turists are infinitely greater than any concern
in this line of trade. These men universally re-
port that never at this time of year were condi-
tions and prospects for great and good crops
better than at present.

Of peculiar interest was the statement of - a
manager of a concern which has its agents in
every hamlet of the agricultural section of the
country. He said that in spite of the talk of the
possible slackness in the corn crop because of
late planting, owing to heavy rains, that it was
a fact, confirmable by detailed reports in his pos-
session, that the area thus affected is very small
compared with the prevailing idea regarding it,
and that from 75 to 85 per cent, of the crop had
been planted under infinitely more favorable con-
ditions and a large percentage of it earlier than
last year, and that the stand generally is good.
Even the late planted corn has been, doing well
under the generally good growing weather of the
past ten days or two weeks. All crops are excel-
lent except isolated sections of low . lands and
river bottoms, and flood damage has been greatly
exaggerated. Winter wheat was never in better
shape. A bumper crop has already been har-
vested in Texas, where last year it was. almost
a total loss, because of the ravages of the green
bug. A most magnificent crop of spring wheat
and other small grains seems inevitable, while
the hay, and especially the clover crop, is im-
mense.

While dealers should by no means neglect
opportunities for stimulating present trade.

From the moment your order
reaches Chicago, it never delays
one unnecessary moment if it is
addressed to

18

THE TALKING MACHINE WORLD.

would it not be a good plan to begin right now
to make plans for fall business? There may be
changes in store arrangement that can be made
at comparatively small cost and yet aid mate-
rially in increasing the attractiveness of the
store to prospective customers. Nothing helps
to keep the cogs of business running smoother
than a good system of handling prospects, in-
suring the careful and prompt and constant fol-
lowing up of even the slightest expression of
interest in the talker proposition. Dealers who
have been lax in this respect in the past may
well consider the installation of card index and
filing systems. This can be done at small ex-
pense. Even home-made systems may be de-
vised that will answer the purpose very well.
The talking machine store should be headquar-
ters for meritorious auxiliaries and appliances
for machines of every kind, and the dealer who
does not realize this misses opportunity for
profit and also for reviving the interest of ma-
chine owners who may have allowed their talk-
ers to fall into a condition of innocuous desue-
tude. It is needless to say that the advertising
columns of The World furnish multitudinous
suggestions along this line. Furthermore, west-
ern ingenuity in the inventive line is rapidly
growing, and Chicago, besides being a great job-
bing center for talking machines, is giving to the
world a constantly increasing number of excel-
lent devices for increasing the efiiciency of both
types of machines. Finally, although the list
has by no means been exhausted, the adding of
good side lines which will serve the double pur-
pose of increasing the dealer's profit, and by
judicious advertising and window display will
draw customers into the store, may be carefully
considered. This, however, is another story
which, by the way, is told in an effective manner
from month to month in the side line depart-
ment of The World.

E. A. Parsons has been appointed retail sales
manager of the Chicago branch of the Columbia
Phonograph Co., and is taking hold with the
vigor and ability to be expected of a man whose
experience in the distributive end of the trade
runs back to days when the first crude instru-
ments appeared. Of late years Mr. Parsons has
been affiliated with his brother, W. W. Parsons,
in the commercial graphophone department of
the Chicago house, but he has kept in close touch
with the entertainment machine business, in
which he was formerly a strong factor. It oc-
curred to me to ask Mr. Parsons if he could
give the readers of The World any pointers re-
garding the stimulation of retail sales during the
traditionally dull summer months.

"Possibly I can," remarked Mr. Parsons. "The
talking machine has of late years become a very
strong outdoor, as well as indoor, proposition.
Its use on porches and on lawns, in a private
way, at lawn fetes, outdoor entertainment of all
kinds, at summer resort cottages, on yachts, etc.,
is steadily growing. The army of canvassers
which worked the local field last year piled up
an imposing volume of sales by going from lawn
to lawn in the residence district during the sum-
mer, provided with a machine and a choice selec-

tion of records. No more resultful demonstra-
tion can be imagined than to start a machine
going on one lawn, as a large proportion of the
residents of the block will gather around you.
You can soon locate those in the crowd who are
especially interested and have n6 machines of
their own, and these people you can follow to
their homes and give them a special concert.
Some of the salesmen who worked so effectively
last summer told me that not only did they
build up a fine line of prospects every night they
went out, but that not infrequently they closed
deals on the spot. After the coming issue of The
World appears there will be at least six weeks
during which this kind of campaign can be effec-
tively carried on, and I believe that any dealer
in city or town who adopts the plan will find it
instrumental in securing an excellent volume of
business in spite of hot weather and "business
depression.' Furthermore, I am inclined to good-
naturedly criticize some dealers who drop their
newspaper advertising during the summer
months or reduce it nearly to the vanishing point.
While I admit that it may be wise to do your
heaviest advertising at other seasons, still a fair
amount of judicious publicity will go far to main-
tain the interest of the public and sales by the
dealer during the torrid months."

President E. R. Johnson, of the Victor Talk-
ing Machine Co., was in Chicago for an hour or
two on Tuesday of this week and left for the
East.

J. F. Bowers, secretary of Lyon & Healy and
president of National Talking Machine Jobbers'
Association, left Wednesday night for Asbury
Park, N. J., where he will locate his family for
the summer before getting into the whirl of the
convention at Atlantic City this week. It is only
due Mr. Bowers to say that whatever is accom-
plished at the convention will be due in large
measure to the energetic propaganda for mem-
bership and the impetus he has given to the for-
mation of plans of action since the organization
of the association a year ago. He has not only
inspired his associates in the active work of the
association with the chronic desire for new mem-
bers, but by personal solicitation and vigorous
letter writing has himself landed many of the
most important concerns in the country, some of
whom were not membei-s of either the western or
eastern bodies which existed prior to their con-
solidation into the national association. Mr.
Bowers has made frequent trips during the past
year at his own expense in order to spend Sun-
day with Secretary Perry B. Whitsit in confer-
ence regarding association matters. The result
of these conferences in the furtherance of the
work could not have been obtained through cor-
respondence. Mr. Bowers, by the way, has fre-
quently expressed his appreciation of Mr. Whit-
sit in building up the organization.

E. H. Uhl, manager of the western business
of the Rudolph Wurlitzer Co., of Cincinnati, and
the most valued member of the executive commit-
tee of the national association, who is now East,
will make a trip of the Great Lakes before re-
turning to Chicago.

F. K. Dolbeer, of the National Phonograph Co..

Edison Jobber
Zonophone Distributor

Carrying
Cases

Wire
Record
Racks

INDESTRUCTIBLE RECORDS

RECORD CABINETS

SPRINGS '<"■ 3II makes and sizes

QUILL NEEDLES

"TIZ-IT" ^'"^ All-Metal Horn Connec-
tion for Cylinder Machines

JAMES I LYONS

265 Fifth Avenue
CHICAGO

spent a few hours in Chicago on Monday of this
week on his return from an extended trip to the
Coast. Your correspondent did not have the
pleasure of meeting Mr. Dolbeer this time, but
he is quoted as saying that he found business
in the talking machine line very fair throughout
the far west, while in Spokane it was exception-
ally good, and that the trade there did not know,
as far as business was concerned, that there had
ever been anything in their section that even
made a noise like a panic. Mr. Dolbeer attended
the convention of National Credit Men's Asso-
ciation in Denver as a delegate, expressed him-
self as highly pleased with their deliberations,
and also praised the convention hall, which in
size, appointments and acoustic properties, should
make Denver one of the great convention cities
of the country.

A. V. Chandler, the famous baked potato phil-
osopher, who looks after local trade for -the Edi-
son, has been making a series of short trips
within a radius of 100 miles of Chicago. He
was impressed with the abundance of the cherry
crop. "The cherries are there, and all you have
to do is to pick them," remarked he in a tone
of voice that signified that the epigram could be
applied in a trade sense.

Burnett's Music House, Edison and Victor deal-
ers, have moved from 1043 to 1034 Lincoln
avenue.

John Otto, manager of the retail talking ma-

TWO IMPORTANT ITEMS FOR EVERY JOBBER

STANDARD NEEDLES

Are the best on the market. A trial will convince you of
the truth of this statement.

SIX SIZES

EXTRA LOUD TONE
MEDIUM LOUD TONE
SOrr TONE

LOUD TONE
MEDIUM TONE

PEERLESS OR MUSICAL TONE

DISC RECORD ENVELOPES

We carry an immense stock, at all times, of an Extra
Strong Manila Envelope in following sizes :

8'4x 8'.i FOR 8 INCH RECORDS
lOMxIOM " 10 "
i2Mxl2y " 12 " ••
Hole in center and without flap

SPECIAL ENVELOPES MADE TO ORDER

OUR PRICES ON BOTH ARE VERY INTERESTING AND WILL SURELY SAVE YOU MONEY.

WESTERN TALKING MACHINE AND SUPPLY CO.

No. 6 MADISON STREET, CHICAGO

WRITE TODAY

FRANK DILLBAHNER, Prop.

SEND US YOUR HORN WANTS. NEW DESIGNS AND DECORATIONS, LOWEST PRICES

THE TALKING MACHINE WORLD.

19

chine department of the Rudolph Wurlitzer
house, recently sold a Victor 111 to parties who
are using it and experimenting with wireless
telephony.

Joseph Clegg, formerly of Chicago, and who is
now traveling for Koerber-Brenner Co., talking
machine jobbers, of St. Louis, is spending his
vacation in this city visiting friends and rela-
tives.

L. C. Wiswell, the popular and efficient man-
ager of the talking machine department of Lyon
& 'Healy's, has returned from a fortnight's vaca-
tion spent at Ottawa Beach, near Holland, Mich.,
where he has a cottage, and to which he resorts
annually.

E. C. Plume, western wholesale manager of the
Columbia Phonograph Co., and his good wife
celebrated their crystal wedding on Wednesday
of this week. A little group of friends who
assisted in the jubilation, saw the "Stubborn
Cinderella" at the New Princess Theater as the
guests of Mr. and Mrs. Plume. Mr. Plume, by
the way, has been so impressed with the melo-
diousness of some of the "Stubborn Cinderella"
numbers that through his influence the company
has had several of them recorded. Two of the
hits, "Love Me Just Because" and "I Have Lost
My Heart, But I Don't Care," will be issued via
the Columbia record route on the 15th of this
month.

W. H. Locke, Jr., of Searchlight horn fame,
was in the city the other day en route to the
Coast. He will visit the principal jobbing cen-
ters on his way and will take a short rest at
Redlands, Cal., where his people reside.

W. C. Puhri, district manager for the Colum-
bia Phonograph Co., recently returned from a
trip to Denver and Salt Lake City. He reports
that business in that section is rather more ac-
tive at present than in the Central States. At
Denver he found the Columbia branch making
an excellent showing under W. F. Standke, who
took charge a year ago.

E. O. Zerkle, who travels in Wisconsin, North-
ern Illinois and Iowa for the Chicago branch of
the Columbia Phonograph Co., was married on
June 22 to Miss Alice Ring, at the home of the
bride's parents at Neillsville, Wis. Some months
ago Mr. Zerkle was introduced to the young
woman on the train, and as fate would have it.

TWO MISSING LINKS

"W^ This is SUP-
POSED to be the
Missing Link be-
tween Man and
Monkey.

IT'S ALL IN
THE BALL!

"TIZJT"

(TR.\DE NAME)

This Nevk^ All-Metal Ball-Joint Horn
Connection is BEYOND A DOUBT the
Missing Link between the Phonograph and
Horn. "There's MORE than a reason."

jUn flpnlpi* your jobber does not han-

Ifll . UCdlCl connection yet send

us 30c. in stamps for sample. Address

Kreiling & Company

Inventors and Sole Manufacturers
North 40th Ave. and Le Moyne St.
CHICAGO. U. S. A.

met her under similar circumstances on subse-
quent trips in that part of the State. It was not
long before Mr. Zerkle received a psychological
hunch that there was business awaiting him at
Neillsville which he had previously ignored on
his trips. Acting on the mysterious suggestion
he visited the town, established a Columbia
dealer, and to his astonishment found that he
had time to call at the Ring home before his
train left. Mr. Zerkle is usually not partial in
his trade ministrations, but it is a matter of
record that few dealers had the constant nurs-
ing and attention as the Neillsville agent. Mr.
and Mrs. Zerkle are now on their wedding trip,
and in the meantime the happy benedict's terri-
tory is being covered by W. A. Eberle, of the
order department of the Chicago office.

C. E. Goodwin, of Lyon & Healy, was not able
to attend the National Talking Machine Jobbers'
convention at Atlantic City, much to his disap-
pointment and that of his many friends in the
trade. The extra work incident to the prospec-
tive removal of the talking machine department
from the fourth to the fifth floor of the big
building, where it will occupy the entire space,
entailing much architectural and construction
work, makes it impossible for him to be ab-
sent even for a short period at this time. Fur-
thermore, Mr. Goodwin has been seriously indis-
posed the last two days, but probably will be
able to resume his duties at the store Monday.

J. L. Burr, manager of the Columbia branch
ar Omaha, Neb., was a visitor this week.

Arthur D. Geissler, general manager of the
Talking Machine Co., leaves Tuesday for St.
Louis, from whence he will go to Philadelphia,
Camden and New York. Roy Keith, the com-
pany's sales manager, is visiting Atlantic City,
where he will represent the Talking Machine Co.
at the .iobbers' convention. Afterward he will
join Mr. Geissler at the factory, and they will
journey home together, stopping at Niagara Palls
on Che way.

At one of the penny parlors the other day
ten people were noted standing in line awaiting
a chance to get at an ear-tube slot phonograph
which was merrily grinding out one of the
William Jennings Bryan speeches. This fact,
when mentioned to a man in the trade, inspired
him to say that the issuance of the Bryan rec-
ords made it peculiarly advisable at this time
for talking machine dealers to do something
that he had long thought would be a profitable
proceeding for them. That is for them to buy
slot-machine talkers and operate them them-
selves, placing them out in cafes, restaurants,
confectionery and ice cream parlors, etc., etc.
Another good way suggested for exploiting
Bryan records would be to make arrangements
with various Democratic clubs in their vicinity
to allow the dealer to appear with his machine
at the meetings of the club and run off the
entire series of records. There is no question
that the Bryan records, which are already delug-
ing the jobbers with orders, will reap a regular
whirlwind of benefit after the Democratic na-
tional convention at Denver, which it is almost
a foregone conclusion will result in the nomina-
tion of the "Peerless."

Lyon & Healy report that their wholesale busi-
ness has shown quite a picking up the past week,
not only in record business, but in machines as
well.

The Western Talking Machine & Supply Co..
Frank Dillbahner, proprietor, are having excel-
lent success with their Standard needle for disc
talking machines. They are putting out a very
high-grade needle under this name at a low
price. They are also preparing to bring out
some new styles at new prices. They also make
a specialty of an extra strong manila envelope
for disc records in separate sizes for 8, 10 and
12-inch records. They are also in a position to
take orders for a special envelope following the
customer's desire as to stock, size, etc.

The Chicago Stand Co., manufacturers of the
phon-arm attachment for cylinder machines, are
getting out an aluminum collar to fit the new
style Edison horn. It changes the taper so that
it fits the elbow snugly, This excelleut taper

San Francisco
Seattle
Los Angeles
Denver

are some miles from the

Great
Central
Market

The biggest Dealers in
these cities are willing to
pay extra transportation
charges to buy goods from
us.

Why?

Is it because we

Wholesale
Exclusively?

Is it because we carry the
LARGEST, CLEANEST,
and MOST COMPLETE
stock in the United States?

You

Mr. Dealer, who live nearer
Chicago, try us and find
out.

There Must Be a
Reason

The Talking Machine Co.
72-74 Wabash Ave., Chicago, III.

20

THE TALKING MACHINE WORLD.

Shows position of brake applied
while changing record.

The mm new

Automatic Mt

(Patent Pending:)

ABSOLUTELY RELIABLE

Shows position while changing needle, brake
released, and turntable gaining correct
rotation during this operation.

After two years of thorough demonstration we guarantee a fault-
less device. POSITIVELY the only brake on the market that adjusts
itself absolutely automatically at the BEGINNIN6 and GOMPLETION of

the record. Requires No Handling Whatever,

No talking needed
to sell this brake.

Simply use it
on your own
demonstrating
machines.

The "BURSON"
will do the rest.

THE OLD WAY

THE NEW WAY

The motor starts immediately upon the needle being placed at the
beginning of the record, and AUTOMATICALLY stops at the completion.
This does away ABSOLUTELY with the old thumb brake operation
heretofore necessary in starting and stopping the machine. The
annoyance of jumping up and rushing to stop the machine at the
end of each record seriously detracts from the pleasure the talking
machine affords. This is ENTIRELY overcome by the Burson Automatic
Brake. Price, nickel plated, $1.50. Regular discounts to the trade.

Position al completion of record, the needle
stopping at edge of seal, to prevent
scratching of the same, the brake auto-
matically applied.

Dealers are requested to order from
their jobber. If he cannot fill your
order write us. and we will refer you
to one who will.

BURSON & GO.

52 Dearborn Street, Chicago

The brake, illustrating the simple method
of attaching it to any disc machine.

THE TALKING MACHINE WORLD.

21

arm for cylinder machines lias many merits.
It obviates tlie necessity of a horn stand or
crane. Tiiere is no weight on the reproducer or
feed nut. The horn can be turned out of the way
when changing records, and there is no flimsy
rubber tube to reproducer, nor a horn dangling
, loose in front of the machine.

Dan Creed, credit man for the Talking Ma-
chine Co., has the sympathy of the trade in the
loss of his father, who died last week.

Kreiling & Co., Chicago, are having a continued
excellent demand on their Tiz-It, all-metal ball-
joint horn connection for cylinder machines.

H. Ellis, formerly of the Victor factory, and
who knows the Victor catalog from one end to
the other, asleep or awake, has been made head
salesman at B. Feiilberg's new store on Michigan
avenue.

.James I. Lyons, the pioneer jobber, is now in
good working order in his new building, 26.5
Fifth avenue.

A very vigorous campaign has been waged in
Chicago the past fortnight in favor of a guuless,
toy pistolless and cannon crackerless Indepen-
dence Day. This has been made the subject of
a very timely, simple and effective advertise-
ment in the dailies by the Chicago branch of the
Rudolph Wurlitzer Co. It is worth clipping out
and saving a year. The text is* as follows: "A
safe and sane Fourth will be attained and en-
joyed if you will spend your money for a talk-
ing machine (Victor or Edison), and apply the
time to a grand concert, minstrel show, operatic
performance, patriotic speeches, etc. This wise
coui-se will afford you a day of genuine pleasure
and a happy heart for doing good to others.
Come in and talk it over with us. Cash or easy
payments. Catalogs free. Wurlitzer's, 266 Wa-
bash avenue."

The McKinley Music Co., of this city, have
adopted a unique method of gently punching up
delinquents. When the monthly statements are
made out those that indicate that the customers
forgettery is in good order have a slip attached
bearing the following melodious legend:

CREDITOR'S QUERY

Slowly with great feeling

If a body trust a body

And lail to get prompt pay;

Please re-mit to • day?

Winning over the slow payer to the gentle ac-
companiment of music is a new idea, and one
that might very appropViately be adopted by
talking machine dealers. The McKinley Co. say
tliat the plan is working very nicely with the
dealers handling their extensive line of music.

Roy Keith, sales manager for the Talking Ma-
chine Co., recently returned from a brief trip to
Wisconsin points. One dealer was not in when
he called, and on inquiry Mr. Keith discovered
that he was out in the country in his automobile
with two or three high-grade machines and col-
lections of records which he intended to leave
over night at farm houses. This is dull season
energizing of a most commendable nature.

THE AUXETOPHONE IN RECITAL.

B. Feinberg, of Victor Talking Machine Shop
Exploits Victor Machine and Red Seal
Records Before Illinois Athletic Club — The
Program.

(Special to The Talking Machine World.)

Chicago, 111., July 6, 1908.
B. Feinberg, proprietor of the Victor Talking
Machine Shop, 169 Michigan avenue, is proving
himself an expert in the exploitation of high-
grade machines and Red Seal records. He actu-
ally induced the Illinois Athletic Club to allow
him to give an Auxetophone grand opera concert
in the club's roof garden on Wednesday evening,
July 1. Invitations were sent to the 4,000 mem-
bers of the club, and over 500 people responded,
an excellent attendance, averaging the usual audi-
ence at the club functions and considering the
time of year, as a large percentage of the members
are away. Of course, the readers of The World
are familiar with the records, but the selection
was such an excellent one for demonstration pur-
poses, and the alternation of vocal and instru-
mental numbers so judiciously arranged, that
dealers who may wish to give similar recitals
will be glad to see the list just as it was given.
Here it is:

PROGRAM.

PATIT I. •

1 Selection — Huguenots (Benediction of the

Poignards) Meyerheer

Sousa's Band.

2. L'Africana — (O Paradise) Meyerbeer

Enrico Caruso.

3. Ti-aviata — Ah For's e Lui (Is This the One?)

Verdi

Lusia Teti-azzlni.

4. Overture — Semiramide Rossini

Police Band of Mexico.

5. Bigoletto — Quartet Verdi

Caruso, Abott, Homer and Scotti.

6. Bolero — La Gitana (The Gypsy) Arditi

Schumann-Heinli.

7. Trovatore — Ai nostri monti (Home to Our

Mountains) Verdi

Homer and Caruso.

8. Selection — Madame Butterfly Puccini

Pryor's Band.

0. Lohengrin — Koenig's Gebet Wagner

Marcel .lournet.

10. Tannhauser — Pilgrim's Chorus Wagner

Pryor's Band.

PAKT II.

11. Dolce Amor — Merry Widow Waltz (Italian)

Lehar

Marcella Sembrich.

12. Magic li'Iute — La dove prende (Smile and

Tears) Mozart

Emma Eames and Emillo de Gogorza.

13. March — Meistersinger Wagner

Sousa's Band.

14. La Forza del Destino — Solenne in quest'ora

(Swear in This Hour) Verdi

Caruso and Scotti.

15. Lucia — Mad Scene Donizetti

Nellie Melba.

IG. Rhapsodie Hongroise Liszt

Sousa's Band.

17. Ave Maria Bach-Gounod

Johanna Gadslci.
l.S. Dinorah — Ombra Leggiera (Shadow Song) . .

Meyerbeer

Lusia Tetrazzini.
11). Lucia — Sextette — Chi mi frena (What Re-
strains Me?) Donizetti

Sembrich, Severina, Caruso, Scotti, Journet and Daddi.

20. Finale — National Air

Sousa's Band.
Popular Selections will be played on request.

The programs were very artistic affairs, printed
on cream-colored linen paper. Mr. Feinberg had
his full force on tap and his chocolate-colored
porter, resplendent in uniform, put up the num-
bers of the selections. The audience was very
enthusiastic, was liberal in applause, and went
literally wild over the Lucia Sextet. There were
many requests for additional selections, which
were promptly given. Mr. Feinberg secured the
names of many excellent prospects from inter-
ested inquirers at the close of the concert.

NEW AUTOMATIC BRAKE

For Disc Machines Now on Market — Invention
of Burson and Buelna — Description of the
Device — Other Specialties of Burson & Co.

(Special to The Talking Machine World.)

Chicago, 111., July 6, 1908.
A new automatic brake for disc machines, the
Burson, has just made its appearance. The in-
ventors and manufacturers claim that it is the
only brake on the market that will adjust itself
automatically at the beginning and completion of
each record. The turn-table starts immediately
when the needle is placed at the beginning of
the record, and stops automatically upon the com-
pletion of the selection. This obviates the neces-
sity of operating the thumb brake either at the
start or completion of the record. The value of
this device is obvious. The Burson hrake is a
very simple affair, and its adaptability to all
makes of machines is shown by the fact that it
is instantly adjustable to any height of turn-
table. The Burson brake is a silent salesman.
If the dealer will use it on his own demon-
strating machines and instruct the salesman to
stay away from the machine occasionally, so that
the brake has a chance to demonstrate itself in a
dramatic manner, the device can be depended
upon to sell itself to owners or prospective owners
of machines. The Burson brake is the joint in-
vention of A. E. Burson and G. Buehia, the mem-
bers of the firm of Burson & Co. They are both
California boys, but Mr. Burson has come to
Chicago to superintend the manufacturing and
marketing of their product here, while Mr. Buelna
will remain for the present at least at his home
town in California, where he has a well-equipped
shop for experimental purposes for perfecting a
number of other devices, the product of the com-
bined efforts of both men. They have already
applied for comprehensive patents on several
new devices in the talking machine line. One
is a repeating attachment which can be placed
on any disc talking machine by the owner in a
few seconds. It will repeat the record as long
as the motor holds out or the number of repeti-
tions desired can be secured by setting the indi-
cator on the dial. Of course it also automati-
cally discharges the old needle and places a new
one in the needle arm for every playing of the
record. They have also patented a hand-operated
needle exchanging device which can be attached
to all disc machines. By raising the sound-box
and pressing it slightly over a small magazine,
the old needle is discharged and a new one sup-
plied. This is especially handy on straight tone

NEW FIBRE NEEDLE CUHER

The Fibre Needles, for Disc Records

are now so thoroughly established in the homes of thousands of customers that we have
decided to reduce the cost, to users, by introducing a cutter wherewith the needles may
be repointed and used many times. This new cutter is made of properly tempered tool-
steel, nickel plated base. The blade is adjusted to the block, so that by simply laying
the needle in the slot a new clean cut point can be instantly made by pressing the
knife. (See illustration.)

SELLS ON SIGHT TO LOVERS OF THE FIBRE NEEDLE

For further particulars apply to

*B. &t nr riBRi: mfg. co

208 E. KIKZIE STREET

CHICAGO. ILL.

22

THE TALKING MACHINE WORLD.

arm machines where the operator cannot see the
needle hole. Still another device for which pat-
ents are pending are two invisible automatic
brakes, which, however, furnish food for the
talking machine manufacturer rather than the
owner at present. The general offices of Burson
& Co. are at 52 Dearborn street, Chicago.

fulness is concerned. Mr. Hah claims that no
limitation can be placed on the life of a record
played by the fiber needle, and that the longer
it is played the better it becomes.

SUCCESS OF THE FIBRE NEEDLE.

Greatly Increases Life of Record by Actual Ex-
periment— Reproductions Free from Scratch-
ing After Records Have Been Played Many
Times.

MACHINE FOR SEEING SOUND.

Invented by G. Bowron, of London — Seeing
Tetrazzini's Voice — Effect of Vibrations on
Flame Magnified and Thrown on Screen.

(Special to The Talking Machine Worid.)

Chicago, 111., July 9, 1908.
The writer had the pleasure recently of spend-
ing the evening at the home of F. D. Hall, presi-
dent of the "B. & H." Fibre Mfg. Co.( and the
inventor of the fiber needle. Mr. Hall has one
of the finest lines of disc records in the city,
and the majority of them have been played ex-
clusively with the fiber needle. The tonal re-
sults secured under these circumstances are
simply remarkable. Not only is the volume of
sound all that could possibly be desired in a
home, but the manner in which delicate shad-
ings, too often obscured, are brought out is de-
lightful indeed to the critical listener. Further-
more, Mr. Hall has compiled statistics as the
result of actual enumeration of the times rec-
ords have been played, which demonstrate the
ability of the fiber needle in preserving the life
of the record. For instance, The World listened
to Victor 60-cent records, "When You and I
Were Young, Maggie" and "Rocked in the Cradle
of the Deep." The reproduction was absolutely
perfect, not a semblance of a scratch or the
slightest break, and yet the slips filed with these
records showed that they had been played over
3,000 times with the fiber needle. A number of
Caruso and other Red Seal records which had
been played all the way from 1,500 to 2,500
times were heard, and from all indications they
are simply in their infancy so far as their use-

The latest marvel in London is the invention
of G. Bowron, who has put forth an ingenious
machine by means of which sound can be vis-
ualized. It constitutes an interesting accessory
to the gramophone or phonograph. As is well
known, all sounds come from air vibrations,
which radiate from the center of a circle. The

from a suitably placed projecting lantern is al-
lowed to fall upon the little mirror, it is re-
flected back along another path; in this path a
rotating box mirror of the four-sided type is
interposed. Once again the beam is diverted,
this time on a white canvas or screen. The
prime result of all this transfer of rays is the
appearance on the screen of an enlarged luminous
curve or oscilligraph. which reproduces the
changing instrumental sounds. A singer will
thus be able to see how his voice is working —
whether it has the right pitch and timbre. It
is diflicult for a person to hear whether his own
voice is sounding correct notes, but by means of
Mr. Bowron's machine this can be done most
satisfactorily.

'BLIND TOM" AND THE PHONOGRAPH.

G — Gramophone. M — Four-sided revolving mirror.
S — Screen upon which records are received. H — Horn
of gramophone SB— Soundboard. R — Kay from pro
.iecting lantern focused on to vibrating mir-
ror. Rl — Same ray reflected on to revolving
mirror. R2 — Same ray reflected on to screen and
giving the record. Slil — Detailed view of soundboard
and recording attachment. VM — Vibrating mirror on
to which the ray is received. 1 — A shake by Tetraz-
zini in "Polonaise," by Mignon. 2 — Record of part of
"Spirito Gentil," by Caruso. 3 — Melba's voice in Tosti's
"Good-bye."

air waves, however, are invisible, and though
they can be measured, they cannot be seen.

It is well known that a flame will he raised
and lowered, according to the pitch of the sound
by which it is affected. With the aid of a vibrat-
ing mirror attached to a gramophone, sound
waves can be visualized. When a beam of light

Commenting upon the death of "Blind Tom,"
the peripatetic pianist, which occurred recently
in New York, the Detroit Free Press said: "Few
people in the last twenty years have heard
Blind Tom play the piano, but those whose recol-
lections go back to the time when he was one of
the great atractions of the day will pay the
tribute of a kindly thought to the strange being
who puzzled and entertained his audiences. Tom
was at his best before Edison invented the pho-
nograph, but he might have served for its sug-
gestion. He had all its capacity for recording
certain sounds, and little more initiative. Al-
most an infant in mental ability, he could repro-
duce the most intricate musical compositions with
a faithfulness which was marvelous.

"What was the personality behind this imbecile
brain which enabled him to rival the master
musician while unable to care for his own
slightest want? A recent magazine writer has
compared the human brain to a typewriter on
which the individual spirit fingers the keyboard.

"What was the spirit that made the phono-
graphic records in Tom's brain? Did the uni-
versal mind find in his faulty brain cells a vent
through which to let its harmonies flow out to
reach mankind?"

The Phon-Arm Attachment

(PATENT PENDHVQ)

For EDISON STANDARD, HOME and TRIUMPH,
COLUMBIA, B. K., B. E., and B. F.

PHONOGRAPHS

When ordering be sure to state for what machine wanted, especially if for new Edison horn

No Unsightly Horn Stand or Crane.

No Weight on Reproducer or Feed Nut.

Horn can be turned out of way when changing
Records.

No flimsy rubber tube connection to Reproducer, or
Horn dangUng loose in front of machine.

GOOD PROFIT FOR JOBBER AND DEALER

CHICAGO STAND COMPANY

86 E. LAKE ST.

RUFUS T. BRADY, Manager CHICAGO, U. S. A.

THE TALKING MACHINE WORLD.

23

THE TALKING MACHINE JOBBERS' CONVENTION

A Great Meeting at City by the Sea — Many Jobbers Present at the Various Association Meetings — Big Increase in Membership — The Associa-
tion Puts a Number of Matters Squarely up to the Manufacturers — Favor Manufacturers Selling Only Through Jobbers— Also That
the Eligibility of All Dealers Must be Passed Upon by Manufacturers — A Record Clearing House - Cut Out Records to be Exchanged at
Par — Splendid Papers Read — Complete Resume of the Business Sessions — Matters Discussed at the Open Meeting — Representatives of the
Victor and Edison Companies Present and Views Expressed— Some Pleasing Exhibits Made Summing Up of the Association Work.

The Jobbers Convention was the biggest gath-
ering of talking machine men ever held in the
world.

For some time past there has been much in-
terest manifested in talking machine circles in
the second annual convention of the Talking
Machine Jobbers National Association, which
was held at Atlantic City on July 6 and 7. It
was a success from every point of view, and one
thing is sure, the organization has come to stay
and there is sufficient interest manifested in it
for many jobbers to journey from remote points
to attend the annual gatherings.

It was the plan of the arrangement committee
in selecting Atlantic City that an outing by the
sea could be enjoyed while in attendance upon
convention duties, and quite a number figured to
pass the nation's holiday at Atlantic City. The
members in many cases were accompanied by
their wives and families. Hotel Chalfonte was
selected as headquarters for the convention gath-
ering, and for a few days talking machine men
and their friends were greatly in evidence in the
lobby and on the spacious verandas of that
hostelry.

OPENING SESSION.

The first business session was called for Mon-
day, the 6th inst., and at 10 o'clock when Presi-
dent Bowers brought his gavel down and called
the meeting to order there were sixty members
present. After the meeting had been called to
order the president made the following address:

President Bowers' Report.

At the first or formative meeting of our asso-
ciation, which was held in Buffalo in September
last, it was decided that the meetings of the
association should be held annually. It has since
seemed best to many that in the growing or de-
veloping years of the organization meetings
should be held more frequently, and with that
end in view your executive committee saw fit
to set the meeting of this year a couple of
months ahead, and this brings us together to-
day.

In its wisdom the committee has chosen as the
meeting place this beautiful, and interesting, and
historical city by the sea, than which no more
beautiful spot could be chosen for men to delib-
erate over the affairs and conditions of their
business. The almost-year since we met last has
been fraught with some pleasant and some un-
pleasant experiences.

At the time of our September meeting our busi-
ness was booming and prosperous. Shortly after
set in the panic and our fall, winter and spring
trade received an awful body blow, and one from
which it has by no means recovered. I believe,
however, we have seen the worst of it, and that
conditions will improve from now on. At bottom
our country and our people are sound, and if our
business men can enjoy for a time what James J.
Hill says the country needs most at the hands
of the government, the rest cure, all will be well,
not only with our own business but with all
others.

Our organization has grown reasonably fast,
numbering 111 of the best jobbing houses in the
trade, and covering the country from Boston to
San Francisco. There are some good concerns
which have not taken up with us, but we will get
them yet.

Every jobber of talking machines should be a
member of this body. The tremendous growth
of the business has, of necessity, been attended
with some evils and drawbacks, and to the cor-
rection and elimination of these the efforts of
the best minds in the business should be directed.
Much is to be gained by the men of a trade

getting together for a discussion of the condi-
tions affecting their business, and the best ways
and means to improve them.

four executive committee has held two meet-
ings since September, one in Buffalo and one in
Pittsburg. By their very nature these meetings
were executive in the fullest sense of the term,
and their results could not be made known to you
until now. Matters of far-reaching importance
were taken up with the manufacturers, and these
will be brought before you for discussion and
action at the proper time.

I have heard, and doubtless you have heard,
criticism passed upon the association and its
executive committee, as to what was being done,
or was not being done, but to these you need pay
no heed.

You have as good a body of men on your
executive committee as I have ever met. You
have, as a whole, an excellent corps of officers,
and are particularly fortunate in your secretary.
Perry B. Whitsit, one of the ablest, most careful
and painstaking men I have ever known in a
similar capacity, in any organization of men I
have ever been identified with.

Four times in the last eight months I have
journeyed to Mr. Whitsit's home in Columbus,
O., and once he has come to Chicago, all of these
visits being on Sunday and entailing an all-
night's ride both ways, at our own expense, and
necessitating nearly 4,000 miles of travel, to en-
able us to shape up and put in order the affairs
of the organization as they came in the purview
of your secretary and president, and to prepare
data for the meetings of your executive commit-
tee, previously alluded to. These facts ought to
make you easy in your minds as to what your
oflicers and committee are doing.

Your executive committee at its last gathering
in Buffalo appointed an excellent committee of
arrangements, under the chairmanship of J.
Newcomb Blackman, of New York, ably assisted
by Messrs. Henkel and Buehn, the last-named
gentleman being your efficient and capable treas-
urer. Of the good work done by these gentle-
men your pleasures and comforts while here will
bear the best witness.

The trade papers of importance have accorded
us kindliness and courtesy, and in particular we
are indebted to The Talking Machine World and
its able and scholarly editor, Edward Lyman
Bill. The Music Trade Review, controlled by
the same gentleman, also comes in for our thanks
and gratitude. On the whole we have reason to
be thankful for our association and its good
work, and to the continuance of that good work
should our best efforts be directed.

The important makers of machines and records
are friendly to us, and that friendship and re-
spect we must maintain at all hazards. These
men must be made to feel and realize that our
association makes for safe, sane and conservative
methods and practices, and that their interests
and ours are absolutely mutual and interdepen-
dent.

Where differences of opinion arise, as they
must in such a business as ours and theirs, they
must feel that matters of controversy, so far
as we are concerned, are in the hands of safe
and reasonable men, and that nothing bordering
on the radical or explosive will be urged upon
them. Let our ways be ways of gentleness and
all our paths be peace. Matters of much moment
to our business will be presented to you, and
for these I bespeak your kindly and thoughtful
consideration. Let our deliberations be con-
ducted in a spirit of fairness and impartiality,
that the greatest good may result to the greatest
number.

borne alterations or amendments to our by-laws
may be found necessary, and these should be
carefully thought out before adopted. You will
do well to exercise care in the choice of your
officers and committees, as on these men will
depend the success of your organization.

The reports of your secretary and treasurer will
give you the work of the association in detail,
and on these I will not infringe. I thank you
heartily on behalf of myself and my fellow-
officers for your loyal sympathy and support,
and earnestly bespeak the same for our succes-
sors.

Other reports, including the treasurer's and
secretary's, were submitted to the assembly and
approved.

Secretary's Report.

Perry B. Whitsit, the secretary, presented his
report, showing a splendid increase in the mem-
bership of the organization during the past
twelve months. The total membership being 115.
Mr. Whitsit's report was received with great ap-
plause. This was followed by the treasurer's re-
port.

Treasurer's Report.

Louis Buehn, who represents the association
in this capacity, made a showing which was grati-
fying to the members and gave evidence of the
healthy state of the finances of the new organi-
zation.

Election of Officers.

The annual election of officers then took place.
Some complimentary speeches were made by the
members of the association, praising the splen-
did work of the association officers during the
past year. All felt that these men had made
many personal sacrifices for the benefit of the
organization, and it was the unanimous wish of
all present that the same officers be re-elected.

The motion was made and the following mem-
bers were elected to fill the official positions dur-
ing the new year: Jas. F. Bowers, Chicago, presi-
dent; W. D. Andrews, Buffalo, vice-president;
Perry B. Whitsit, Columbus, secretary; Louis
Buehn, Philadelphia, treasurer. The executive
committee consists of the following gentlemen:
Lawrence McGreal. Milwaukee; W. E. Henry,
Pittsburg; Edward H. Uhl, Chicago; E. Percy
Ashton, Detroit; and J. Newcomb Blackman, New
York. The executive committee remains the same
as last year, with the following exceptions: New
York is represented in the person of J. Newcomb
Blackman, who succeeds C. V. Henkel. Mr.
Henkel, who has done splendid work for the asso-
ciation, declined to serve for the new year. De-
troit is represented by E. Percy Ashton, who suc-
ceeds C. H. Hickok, of Toledo.

AFTERNOON SESSION.

About three o'clock on Monday the association
reconvened and serious matters were taken up
for discussion. At this time it was decided to
hold the banquet at the Royal Palace Hotel. The
feature of this session was the reading of a num-
ber of interesting papers treating upon matters
which related directly to the talking machine
trade. Close attention was given while these
papers were being read. The following is the
order in which the papers were presented:

The Proper Equipment and

Education for a Dealer

BY LAWRENCE M'gEEAL.

Gentlemen: — I was requested by Mr. Black-
man, chairman of our resolution committee, to
prepare and submit to this body a paper on

24

THE TALKING MACHINE WORLD.

"The Proper Equipment and Education for a
Dealer." There are to my mind three important
factors necessary to the successful and profitable
selling of talking machines and records: First,
the stock; second, proper display and advertis-
ing; third, the salesman, which, though I give
last, is by no means the least in importance.

In treating on the stock jobbers all realize
that a full line is one of the very first conditions
necessary to the profitable handling of the line,
but as most of the new dealers, and many old
ones, shy at the investment necessary in carrying
a complete stock, we will talk of the dealer with
a fair assortment of records and one of each
type popular-priced machines. Machines must
be kept in perfect order at all times, so that when
a customer drops in to buy or price the salesman
will not be forced to apologize on account of
either machine being out of order or repair. To
be forced to do so brings suspicion to the mind
of the prospective customer, and he will naturally
think that if the man who sells them can't make
them run properly, what is he to do, who knows
nothing about a phonograph or other machinery?

Records, whether the dealer carries 150 or
5,000, should be arranged numerically. To bunch
records, either alphabetically or class them into
bands, orchestras, solos, duets, quartets, is an
extremely poor method, annoying to the customer
and expensive for the dealer, as it requires un-
necessary time to locate any certain selection.
If a dealer is carrying only a limited stock, say
200 or 300 records, he can improvise a nufnerical
catalog, or mark such selections as he has in the
regular record catalog and hand this to the
customer, explaining at the time that only those
listed or marked are in stock. The tray system
for the cylinder record stock and the horizontal
or perpendicular bin with heavy pasteboard par-
titions, opening an inch wide, for disc records,
are the best methods of carrying retail stocks.
Record stocks should, if possible, occupy a con-
spicuous section of the store, so that all who
enter will be able to see the display. Only a few
dealers can spare the room for special booths,
but where possible it is the only system.

Good newspaper copy or catchy, convincing
circulars in large towns, will get business If
backed up with good assortment of records.
Free concerts in lodges and churches, at socials
and parties, in smaller towns have, to my knowl-
edge, brought excellent returns to the dealer.

To sell talking machines or records one must
possess the characteristics of a salesman or
saleslady, the same as would be necessary with
other kinds of merchandise, for although many
will say "the machine talks for itself" it re-
quires just as much tact, just as pleasant a
smile and as much enthusiasm to sell a good
talking machine as it does to sell any other
class, of merchandise. The salesman must know
the business. He must know the machine from
turntable or feed nut to the rubber head tacks.
He must, in order to even class as a talking ma-
chine salesman, familiarize himself with as many
records as possible, and when selling a machine
or record be able to say something about every
record before toe plays it, such as the opera, it
is from, the composer's name or other history
of the composition which can be gathered usually
from manufacturers' advance lists, and Interest
his customer in each selection before playing it.
It will be understood and appreciated better.
The salesman should never walk away from the
machine while playing records or indicate in any
manner that he is indifferent, though he may
have heard the same record a thousand times.
The customer watches the salesman and will
enthuse or become indifferent with the sales-
man, as the case may be. One of the best sales-
men I ever had would laugh more heartily than
the customer whenever a comic song or recita-
tion was |)laying, and 1 have seen tears in his
eyes hundreds of times when demonstrating
records like "Just Plain Folks," "For Sale a
Baby" or "Lasca" or other sentimental selec-
tions.

In conclusion will say that I believe a good
jobber can make a good dealer, and on the other
hand a poor jobber spoils the trade and makes It

LAWREXCE M'GHEAL. EXECUTIVE COMJIITTEE.

harder work for those who try to do things
right. The practice of sending machines and
records on consignment or approval takes the
responsibility from the dealer and makes him
indifferent with the line. The practice of some
jobbers in offering from four to six months' time
on initial or $500 orders has, I believe, made
talking machine dwarfs of many who might
otherwise be giants in the trade.

" How to Insure the Future

of Restricted Prices "

By J. Newcomb Blackman.

The system of restricted prices is recognized
as the foundation on which the great talking
machine industry was built and now rests. That
the future of restricted prices must be insured is
therefore apparent. The protection provided by
this system was never as well illustrated as dur-
ing the business depression of 1907 and 1908.
Restricted prices were introduced and continued
in force during the wave of prosperity, extending
over a period of several years and reaching its
height in the spring of 1907. During this time
the manufacturer, jobber and dealer was pros-
perous almost without exception. It was natural
that with such prosperity very little attempt was
made to test the strength of the restricted price
system and the defense in such cases was so weak
that a quick defeat for the offender resulted.

We can congratulate the manufacturer who
first introduced this system, as well as those who
have followed, but we must not allow ourselves
to be misled by the past success into thinking
that the system cannot be improved. Conditions
have changed in this business since restricted
prices were first introduced and business in gen-
eral is not as prosperous as it has been. During
prosperity the jobber and dealer has less cause
to look for defects and while the field seems
large enough for all, a business depression pro-
vides a test that all perfect systems must stand.
We are having this test and I feel confident that
the business will be better for it. I think it is
safe for me to say that manufacturers, jobbers
and dealers are a little umeitain as to what
their future policy should be.

A perfect organization should consist of only
those who have become members after it was
decided they would be loyal and add strength
The talking machine business in its infancy was
not protected by the present system of restricted
prices and the organization which resulted was
made up of those in the business at that time.
It has therefore been necessary, and is still im-
portant, to drop from the organization any who
would not be loyal and help Insure the future of
the restricted price system. Before giving my

recommendations as to how the future can best
be insured I will define what I think is a neces-
sary organization to insure success. Loyal co-
operation should be the key-note. This means
that the manufacturer should first adopt the most
liberal policy in order that a "square deal" for
all may result. He should then be very careful
who he selects as jobbers and dealers in order
that whatever opposition there may be to the
system of restricted prices will come as near
as possible from those outside the ranks. We
must have confidence in each other. The manu-
facturer must be able to feel that the jobber and
the dealer will be loyal to his cause in as broad
a sense as possible.

The jobber and the dealer should feel that,
while they must work under restricted prices,
they are sharing in the benefits, and that they
will receive encouragement to expand their busi-
ness by a reasonable amount of protection against
unlimited competition. It must not be forgotten
that when the jobber or the dealer binds himse'.f
to the restrictions covered by agreements he is
advertising a product that can be obtained from
but one source and he must have ample protec-
tion to make this profitable. The loyalty which
I want in evidence to insure the future of re-
stricted prices will cause a willing observance of
the conditions with very little use of the "big
stick." We will all work together to prevent the
goods reaching the hands of those who are not
a part of such an organization, for it is from
them that the attacks will probably come.

Most jobbers and dealers have shown the loyal
co-operation I advocate and the manufacturer has
encouraged it, but I think he has been so pros-
perous, until the last six or seven months, that
he overlooked certain improvements which he
will now give his careful attention. I will pre-
sent some ways in which I think the present sys-
tem can be improved and the necessary encour-
agement be given that will keep the loyal jobbers
and dealers as members of the organization.
When I refer to these subjects I want it under-
stood that I think the manufacturer has intended
to be fair and in most cases the jobber and dealer
have been in the same position. This paper is.
therefore, to be considered as one giving free ex-
pression of view's without any attempt at criti-
cism, except in a broad and friendly way. This
applies to the manufacturer, the jobber and the
dealer.

I have not mentioned the public, but I thinlv
it is safe for me to say that the public will not
oppose restricted prices on talking machines, if
the manufacturers will continue their policy to
always give the public a full measure of value
and therefore satisfaction. The public will regu-
late this, for the talking machine is an article of
luxury, and, as such, proper value must be given
to insure the necessary demand. We will sell
our product on merit and the public always ap-
prove that policy.

I think the most successful manufacturers have
been those who have depended upon the jobber
and dealer to distribute and sell their product.
It is this kind of manufacturer I approve, and
while there may be some who think the manu-
facturer should do some jobbing and retailing. I
do not think there is any question about this caus-
ing friction and inviting opposition among the
members of the organization. I therefore rec-
onmiend that the manufacturer adopt one policy
and not two or three in opposition to each other.
The present system regulating restricted prices
requires a form of agreements, the original copy
of which is sent to the manufacturer. This
makes it necessary for the jobber to give the
manufacturer the iianu^ and address of the dealers
he establishes.

A loyal co-operation requires that the jobber
have confidence that the manufacturer will not
use these names, except for the purpose of main-
taining prices and that they will not attempt to
sell the dealer direct. :\Iost jobbers have had
this confidence in the manufacturer, but I ques-
tion whether he encourages it if he allows him-
self to compete with the jobber, either directly
or otherwise. It is not the actual competition
a few cases of this kind might give the jobber,

THE TALKING MACHINE WORLD.

25

but the possible further encroachment upon his
rights which he thinks this may indicate and the
resulting opposition which would affect the or-
ganization. If the jobber cannot represent the
manufacturer satisfactorily then some other pol-
icy should be adopted. The history of the tally-
ing machine business, however, would not prove
that the jobber could not be depended upon.

I will first consider ' in what way the system
of selecting representative jobbers and dealers
can be improved and will start with the jobber.
The jobber is generally recognized commercially
as one who distributes the product of the manu-
facturer and sells to the dealer. He may sell
at retail but his real mission is to secure repre-
sentative people to act as dealers, who in turn
sell the goods at retail. I think the manufac-
turer should not extend jobbing discounts to
those who will not carry a suitable stock and in-
vest sufficient capital to insure satisfactory ser-
vice to the dealer and such credit as his respon-
sibility and reputation will warrant. If the
manufacturer gives an extra discount for jobbing
purposes he should not permit the jobber to use
it in a way that will cause him to be known
as a dealer, working on a better basis.

There are many of this kind of jobbers in the
business at the present time. They are mostly
department stores, mail order houses and deal-
ers who have managed to qualify as jobbers, but
who had no idea of doing other than a retail
business. The department stores in most cases
absolutely refuse to supplj^ dealers and use the
extra discount to compete with them. They main-
tain a talking machine department on such scale
as their retail sales will warrant and can afford
to discontinue the line when some other depart-
ment might appear more profitable. The mail
order house occupies a very similar position.
The dealer who has managed to qualify as a
jobber in most cases i« unable to do enough
business at retail to measure up to the require-
ments calling for the purchase of a certain quan-
tity of goods per year, and he is therefore, by
necessity, led into the temptation of selling
enough goods at wholesale to increase his pur-
chases from the factory, or lose his jobbing dis-
count. The dealers in his territory will not
patronize him, because he is their biggest com-
petitor at retail and he is therefore forced to
overcome their objections by offering induce-
ments that are a violation of his contract.

Does this condition of affairs encourage the
loyalty and willing co-operation by legitimate
jobbers that I referred to? It does not, for on the
contrary it takes business away from the legiti-
mate jobber that should come from these so-
called jobbers, who are really nothing but large
dealers. It discourages the investment by the
real jobber of thousands of dollars that a proper
jobbing stock requires and many thousands of
dollars additional which he must supply to the
dealer in credit. I could cite cases where the
legitimate jobber has invested from $25,000 to
$100,000 in talking machine goods, divided in
stock on hand and outstanding accounts, and yet
the above class of jobber is given the same dis-
count and is placed on the same level.

Does the manufacturer consider the fact that
the jobber who sells talking machines exclusively,
or who has a large investment in stock and out-
standing accounts, has planted seed that is multi-
plying and compounding in the growth of the
industry. He has contributed so much capital
and hard work that he cannot retire so easy, but
even if he did he has on his books from 100 to
1,000 dealers, who, under proper conditions,
would te a monument to the good he has done
the manufacturer. Compare this situation with
the department store and mail order house and
the dealer who just manages to exist as a jobber.
Most jobbers have been loyal in spite of these
conditions, but business depression at the present
time will cause them to consider whether they
must continue or start to retire through lack of
encouragement by the manufacturer.

I think this situation could be regulated as
follows: The manufacturer would only appoint
as jobbers those who will do a legitimate jobbing
business, and they should not make this optional.

but obligatory. The value of the jobber to the
manufacturer is not entirely in the quantity of
goods he sells but through the immense stock he
carries and the backing he gives thousands of
dealers. Weed out the objectionable jobbers by
insisting on their doing a real jobbing business
and introduce such requirements as will make
this possible. Appoint only as many jobbers as
will give them ample opportunity to expand and
build up a profitable business, but require in
return that the jobber give an increased measure
of returns for the additional protection and en-
couragement he receives. Fair minded jobbers
all realize that the benefits must not all be one-
sided. If the manufacturer will give the pro-
tection and encouragement which I have outlined
I think he is justified in expecting more loyalty
in return. If he is to depend on the jobber to
supply the dealer he should be able to feel sure
that inquiries referred to him and that help given
by the manufacturer will be used in a loyal
manner.

I question whether the jobber under these con-

J. XEWCOMB BLACKMAN, EXECUTIVE COMMITTEE.

ditions should handle the product of a competing
manufacturer of the same class of goods, as long
as the manufacturer of the product he represents
will meet such competition as is necessary to
protect this position by the jobber. In this re-
spect I must consider the disc line as one class
and the cylinder line as another, for most dealers
handle both classes of talking machine goods,
and, at least for the present, a radical change
regarding the handling of one class only might
be disastrous. I do not consider it loyalty to the
manufacturer, however, for a jobber to handle
every kind of talking machines and records that
he is offered. If the manufacturer must trust the
jobber, the jobber in tui n must have faith in him
and give him reasonable opportunity to meet
competition. It would be better for him to pre-
sent the problems to the manufacturer in order
that they might work together with this idea in
view.

In leaving the relation of the jobber to the
manufacturer I will finally recommend that great
care be used not to cause a number of leading
jobbers to give up the sale 6f talking machine
goods through a lack of proper protection. Those
who have confidence in the manufacturer, and 1
think most of the legitimate jobbers have, do not
want sudden opposition from those who are not
satisfied with the conditions and who might ef-
fect the present system by an attempt to discon-
tinue business in an injurious way. It is some-
times difficult to regulate a riot, and when it is
finally checked the damage is often hard to re-
pair. Let the jobber and the manufacturer there-
fore work together, for we both have much at
stake, and, regardless of the result, a riot among
us would bring a certain amount of damage to
the industry.

Now, we will consider the dealer and in what
way the manufacturer and the jobber can co-

operate with him so that the same loyalty and
co-operation I want will be evident among deal-
ers. Where we have a few hundred jobbers there
are thousands of dealers. In number there
should be strength, but without the proper or-
ganization and co-operation there is an alarming
degree of weakness and opposition. We will
consider the present methods of establishing
dealers. The usual plan is that any one who
will purchase 3 machines and 100 or 150 records,
according to the class of goods, and will sign his
name, agreeing to be bousd by the conditions
governing the sale of the goods, is eligible as a
dealer, providing he also has a suitable store or
place of business. Thousands of dealers have
been established on this basis, regardless of the
number already in their locality and without con-
sideration as to whether they would be a credit
or a detriment to the business. They have in-
vested in many cases less than $100 and never
carried a representative stock or conducted busi-
ness in a way that would insure satisfactory
service to the retail buyer.

Many a dealer started only because he wanted
an outfit for himself or had a chance to sell
one to someone else, and by qualifying as a
dealer he could get one free or practically start
in business with nothing. The jobbers are re-
sponsible partly for this condition, and yet how
could they help it, for their competitor would
start the new dealer if they refused to do so.
Some jobbers would either insist on patronage or
threaten to provide competition otherwise. If
the dealer preferred to split tnls business among
several jobbers to prevent such competition he
was pro'bably led into the evil of taking advan-
tage of more credit than was good for him and
thus made trouble for the jobber and himself.
We cannot expect the dealer to be loyal or to
feel justified in investing more capital and work-
ing harder to get business in his territory, if it
is possible for his next door neighbor to give
him that petty competition that is annoying to
say the least.

Those who spring up as competitors may not
do much business, but by having very little at
stake they do not hesitate to take chances, and
among this class of dealers you will find the
usual price cutter. He is eventually put out of
business by the manufacturer suspending him,
but he leaves his mark in the business, as an
injury, and is usually a bad debt for the jobber.
I think it is possible to improve this situation
for the future and at the same time weed out
the objectionable class of dealers who are now
a thorn in the side of every one who is loyal to
the industry. I feel sure that it can he accomp-
lished by the manufacturer regulating who shall
he appointed as dealers. Introduce an applica-
tion blank, whereby the jobber can simply re-
ceive an application for dealer's privileges, which
must be in turn submitted to the manufacturer.

The manufacturer has on file information
showing what dealers represent their goods in
that particular locality. By the use of their
salesmen, who, by the way, will find more chances
for good work in this direction, they will be
able to determine whether the dealers already
on the ground are properly representing the
goods and should be given further competition.
Provide a system whereby the dealer may know
within a reasonable degree of certainty when he
can look for competition and until that time can
consider he has protection. In return the dealer
should be required to carry such stock of ma-
chines and records and other necessary material
as the manufacturer thinks a proper representa-
tion in his territory demands. In reward for
his doing so he is protected by knowing that no
further applications for dealer's privileges will
be accepted.

In the event he fails to give proper representa-
tion he knows that as a penalty he is likely to
have additional competition. It may be that
some towns may be properly represented by
one dealer, others will require more. It remains
for the manufacturer to decide this point and it
should rot he left in the hands of the jobber, who
only knows what he is doing in any one terri-
tory. Under this system it is possible to solve

26

THE TALKING MACHINE WORLD.

Patented
Standard
Lily

Made for Edison, Victor
and Columbia Machines

The Searchlight
Folding Horn

PATENTED

Keep Up

Your
Horn
Stock

Standard
Edison

We
Make
AN

Siyies

(I'alcnicd)

Munson Folding Horn

Everyone knows that the conditions
in the talking machine trade have not
been altogether favorable to the output
of horns during the past year, but still
there IS horn business to be secured and
wise talking machine men are ever
watchful of opportunities to make sales. Their horn
stock if not extraordinarily large is varied to meet the
variety of tastes.

Quite naturally these men turn to the best equipped
horn manufacturing establishment in the world. They
know that the STANDARD has facilities approached by no other
for the manufacture of talking machine horns. The STANDARD
LINE is varied — it includes the horns of standard and special
design. One of the specialties is the Searchlight Folding Horn
which can be used on all kinds of machines and can be folded
into a space so that it will admit of being easily carried in the
pocket. This is an advantage which will be appreciated by
talking machine men.

The STANDARD Lily Horn is a horn
which has many admirable features which
talking machine men will be quick
to see.

Then there is the STANDARD
Edison and Marvelous Searchlight.
In other words no matter what you
desire in the horn line we stand ready to supply you.
We have made a close study of the trade situation
and we believe that talking machine men who give
heed to the horn trade and keep a sufficient supply
in stock to meet the requirements of their customers
will find that the situation is steadily improving. It
must improve if it is watched and encouraged properly.

We can help you to build your horn trade. Our pro-
ducts are right. Our prices are right too, and when you think
talking machine horns, think STANDARD. You will make
no mistake.

STANDARD METAL MFG. CO.

Chestnut, Jefferson, and Malvern Streets

Newark, New Jersey, U. S. A.

T»AOe

^^^^^

The
SearchligM
Folding
Horn
is a Wonder

Standard
Lily

Victor

I

i

THE TALKING MACHINE WORLD.

27

another serious problem. This problem is how
can the dealer discontinue the sale of talking ma-
chines and retire from the business without vio-
lating his contract and thus injuring the business
of those dealers who remain in the business and
must live up to the conditions which require that
prices be maintained. When a dealer is estab-
lished it might be possible to have him agree that
in the event of his discontinuing business he will
dispose of his goods only to someone who will
buy under contract to in turn sell the goods
under price restrictions. This enables one dealer
to go out of business and provides another one
an opportunity to succeed him and feel he has a
protection from further competition, as long as
he gives proper representation.

At the present time why should one dealer buy
the business of another? He could start in busi-
ness by simply buying a few machines and a
small stock of records, or such stock of machines
and records as he feels he needs. Reduce the
number of dealers; give them protection; require
them to invest capital that will insure a proper
stock and a better class of merchants will be
found handling the goods. You will not find a
man signing his name to an agreement without
considering what it means. You will not be leav-
ing the future of restricted prices at the mercy
of dealers who lack ability, responsibility and
most everything that would make a good mer-
chant. It will improve the standard of the busi-
ness. This will remove the dealer with the dusty
stock of machines and records; the man who
knows less about the goods than the private
owner and user of a talking machine outfit. It
will insure an investment by the dealer whereby
he will have something at stake and he will think
twice before he monkeys with the "buzz saw" of
the price agreements.

Let us have men of ability and responsibility,
for we are placing goods of standard quality and
a business of world-wide reputation in the hands
of undesirable dealers. If the manufacturer will
regulate the establishment of dealers, as well as
their removal, business will be more profitable
to the jobber. The organization may be smaller
in number, but we will have quality as against
quantity, and the business will be elevated.

The life of the talking machine business is the
continued sale of new records. Records cannot
be handed over the counter like a cake of soap.
The smallest user in the smallest town wants
to hear his record before he buys it. He wants
to make his selection from a representative stock.
This means that the field cannot be covered by
mail order houses and department stores. It
means that there should be enough dealers to
fill the demand in every small town. The manu-
facturer must therefore recognize the importance
of being represented by the small dealer and in
giving him the proper protection and profit in
accordance. I think he recognizes that during
a business depression the stock that the jobber
carries and the thousands of dollars that he pro-
vides in capital to carry the small dealer is a
wonderful help to the manufacturer. There are
other conditions that I think could be improved
and provisions made for certain features of the
business that make it difficult to maintain prices.

It is impossible to sell a machine of old type
at the full list price, for in most cases it cannot
be remodeled or reflnished to sell as new. I
therefore advocate the privilege of selling old
types of machines at reduced prices by the use
of a special license, for at the present time these
machines are tempting dealers and jobbers to
find a market for them in a way that interferes
with the proper observance of restricted prices.
This will also make it possible to sell ah up-to-
date talking machine and make a liberal allow-
ance for an old type.

I think such manufacturers as sell their prod-
uct under restricted prices should not manufac-
ture machines for premium or stencil purposes,
for in doing this they are helping the very kind
of competition that the entire one-price system
is supposed to prevent. The disposal of surplus
record stocks and records that have been cut
from the catalog has great bearing on the future
of restricted prices. This is a subject p( itsplf,

so I will simply say that I think the protection
which restricted prices gives is not shared by the
manufacturer .alone, but by the jobber and dealer.
It costs the manufacturer a large sum of money
every year to maintain this system, and it is only
fair that the dealer and the jobber should con-
tribute, within reason, in turn for the benefits
they receive.

If the manufacturer permitted the records, cut
from the catalog or surplus stock, to he sold at
reduced prices the jobber and dealer would re-
ceive less profit and this would represent a con-
cession he would have to make for the disposal
of such goods. It, therefore, seems reasonable
that if the manufacturer should establish a per-
manent plan for the disposal of such records by
return to the factory the trade should contribute
to the loss that this would make necessary.

In conclusion, I will sum up by saying that I
think the manufacturer should do everything he
can to make it possible and profitable for the
dealer and jobber to give the loyal co-operation
that is necessary to insure the future of restricted
prices, and that the jobber and the dealer should
locally co-operate to detect and bring to the at-
tention of the manufacturer any cases that repre-
sent a violation, in order that prompt action may
be taken to insure observance. Let us, therefore,
work together with this end in view and particu.
larly the members of the National Association of
Talking Machine Jobbers, in order that the ob-
ject of this organization may be accomplished.

The Cash and Instalment Problem

BY C. E. GOODWIN.

The subject assigned to me is well named — a
problem. The talking machine instalment busi-
ness is handled in so many ways and by so m-any
people with different points of view, that it has
already been shown a difficult thing to devise
an acceptable plan that would meet with the ap-
proval of everybody.

When this subject was discussed at our last
convention, the writer took the position that if
our one-price system was to be maintained con-
sistently, it was up to the manufacturers to fix
the instalment price, as well as the cash price.
Where competition has forced the dealer to sell
on instalments without asking the usual advance
for carrying such paper, it makes it almost im-
possible to do any cash business, and it seems
to me the manufacturers should recognize that
the custom of requiring at least the equivalent of
interest where such a slight increase in price is
so universal, it is also necessary in this kind of
instalment business. To not do so, really
amounts to cutting the price anyway. It was
probably a great mistake for some of us to take
up this subject with the manufacturers on a
plan that not only broke their one-price system,
but cut into the profits of all jobbers and deal-
ers. As I remember, a plan was suggested to
allow a discount for cash, but whoever proposed
the scheme did not realize that the prices estab-
lished by the manufacturers are sacred to them,
or that such an arrangement would really cut
into the discounts of both jobber and dealer. I
believe that we should try once again by urging
the manufacturers to adopt universal conditions
of sale where instalment sales are made.

Some of us might protest at being "regulated"
as to the amount of payments and the length of
time we could allow for the payment of an outfit,
but it would certainly be better to come to some
universal arrangement that might be decided
upon, than to be forced to sacrifice the customary
perquisites of an instalment business. I think a
clause in the contract gotten up to cover instal-
ment business would be as generally observed
and lived up to by dealers and jobbers as any
rule that is now made, for it would be quite easy
to catch a violator of such a clause. What would
help greatly to make a rule of this kind a prac-
tical thing is found in the fact that nearly all
jobbers and dealers would like something of the
kjjjcj placed in the contract. They have had

enough of trying to make a sensible answer to
the man who comes in and says: "But, well,
how much do I save if I pay cash?" The deal-
er's answer makes him foolish, it makes the talk-
ing machine business a little foolish, and it
makes a fool of the buyer if he pays out his
good money when he can take his time to pay,
and perhaps have a little fun dodging the col-
lector or maybe after a long time decide to re-
turn the outfit.

If this convention will recommend some defi-
nite plan of action in regard to allowing certain
jobbers to break up the cash talking machine
business, the manufacturers may be made to see
that the present loophole in this regard is really
equivalent to cutting the price. I should think
the manufacturers could see that it is very "bad
business" to allow certain jobbers to force upon
the country an instalment scheme that may force

C. E. GOODWIN, OF LYON & HBALY.

a great many talking machine people into bank-
ruptcy trying to compete with it.

The talking machine manufacturers have
taught us that it is best to maintain their price,
and we like it so well that when a condition con-
fronts us that seems to break down this prin-
ciple, most of us are in a frame of mind to shout
a warning against anything that has the appear-
ance of price-cutting. Let us try once more to
do something to restore to the instalment busi-
ness all of the protection it should have in order
that it may continue profitable.

Best Way to Insure the Permanence
of the Talking Machine Business.

BY W. D. ANDREWS.

Mr. President and Gentlemen — Our committee
on arrangements has assigned to me a subject
that covers the whole field of the talking ma-
chine business from manufacturer to user — -"The
Best Way to Insure the Permanence of the
Talking Machine Business," and can be an-
swered in four words — "Keep the public buying."

We have passed through the period of amaze-
ment, curiosity and novelty, and henceforth the
goods must possess merit and genuine musical
and entertainment qualities that appeal to all
classes. The manufacturers must devote their
time and talents to improving their output, of
both machines and records, until the reproduc-
tions not only equal the originals, but in many
cases improve them. They must constantly be
on the alert for something new and revolu-
tionary.

The cylinder talking machine business was
about dying a natural death when the molded
record was brought out, and we have passed

28

THE TALKING MACHINE WORLD.

through an undreamed of period of prosperity
since its invention. We are loath to believe that
the present depression in the talking machine
business is permanent, and reports so far as ob-
tainable show that our business has suffered no
more than most other lines; but we are not con-
tent to have it show any decline, and are con-
fident, with the return of prosperity, the talking
machine business will resume its past propor-
tions. It may be that now is the time for the
manufacturers to make radical changes in order
to revive the people's interest in their output.
If so, we trust they are equal to the occasion
and will give us improved products that will
stimulate business, as did the change from wax
to molded records.

Without one negative vote we declare the pub-
licity departments of the talking machine com-
panies to be "the best on earth," and their ad-
vertisements are most striking and attractive.
The companies are to be congratulated for ob-
taining such able men to conduct their adver-
tising. I have no suggestions or recommenda-
tions to make that could improve that depart-
ment.

Methods now employed by the manufacturers
for marketing their products are in the main
satisfactory. Their contracts are wisely drawn,
and if rigidly enforced will keep their business
on a permanent basis. We jobbers should co-
operate with them in enforcing the contracts,
and I would suggest for your consideration the
appointment of a committee of three to whom
complaints against jobbers can be referred, if
the companies refuse to act. The committee to
have power to employ a detective to secretly
investigate the charges and present them to the
companies in such convincing form that they
cannot avoid suspension and still claim that
their agreements mean anything.

We all agree that the price maintenance is
necessary for the permanence of the business.
Also, we all agree that directly or indirectly
some jobbers are violating the agreements in
order to obtain business. We hear of a jobber
who is consigning goods, another one offering to
take back goods, another one offering to send
a certain number of monthly records with privi-
lege of returning at the end of thirty days,
another offering cabinets or other accessories at
cost, providing he gets the regular business,
another offering to allow transportation charges,
another offering a valuable present when a cer-
tain quantity of goods is purchased, another
offering an extra cash discount providing he
obtains all of the retailer's business; other in-
ducements are made, and it is our duty to co-
operate with the companies in stamping out
these violations. The retailers are watching
each other and the companies make suspensions
upon positive proof of violations, but they do
not suspend jobbers.

As an association we can do much to insure
the permanence of the business. Let us not be
idle until we have secured an application from
every bona fide jobber. Let us make all jobbers
feel that they are of equal importance, and that
suggestions from each will receive the same con-
sideration.

A judge of the Supreme Court was driving one
day in the suburbs of Washington and his har-
ness broke. He was trying to make a tempo-
rary repair -to last until he could return to the
stables. Several people gathered around to
watch him. Finally one little colored boy
stepped up and by a single twist and turn put
the harness together. The judge said. "Why
didn't I think of that?" The colored boy said,
"I don't know, boss, unless it's 'cauee some
folks knows more en others." Let us always
keep in mind the saying of the colored hoy, for
we may receive valuable suggestions from the
least expected sources.

Avoid overstocking. It is discouraging to
have your valuable space filled with unsalable
goods. If we agree to buy only such goods as
receive the Indorsement of the association, our
money would not be tied up In worthless stop and
start attachments, tone arms and regulators,
and many types of horns - possessing no Indi-
vidual merit.

W. D. AXDKEWS, YICE-PBESIDEN'T.

Do not overstock your retailers. They lose
interest in the business by having goods on the
shelves that never sell.

There must be some basis of exchange or
credit established by the manufacturers to pre-
vent the stocks of records becoming so large
that we have not the space or capital to handle
them.

These questions and many others will be treat-
ed by other speakers or in open discussion. I
trust that every member present will be heard
and that none will feel any restraint. Speak
your mind, call a spade a spade.

Our meetings heretofore nave been love feasts,
for we were doing all the business we could
handle and were satisfied and contented. Times
have changed — let us hope only temporarily. If
you have suggestions to make, now is the time.
Don't go home and say, "I wish I had told them
a thing or two."

The Advantages to Jobbers

of Local Co-Operation

BY LOUIS BUEIIX.

The question of co-operation, it seems to me,
is a most vital one in the talking machine busi-
ness. The whole history of the business shows
the value of co-operation. Since the first intro-
duction of the contract system by the National
Phonograph Co. down to the present time, when
this sj-stem is universally used and respected,
it has been one long series of co-operation as be-
tween the manufacturer and jobber and between
the jobber and dealer. In taking up the question
of local CO operation, I can do no better than
refer to conditions existing in Philadelphia. We

Im'lS lU Kll.N. -I lli:.VSl IlKll.

have at the present time seven firms on the job-
ber's basis both in Victor and Edison goods, five
of whom sell goods actively to the trade. There
can be no doubt of the ill effect on the business
as a whole from five firms traveling a limited
territory if we were all after business with blood
in our eye. and with the determination to get it
at any cost. What a condition could be brought
about! Every dealer would soon become aware
of existing conditions, and undoubtedly would
take advantage of same, playing one jobber
against the other, and working him for any lit-
tle favors that he could, and taking advantage
of him in the matter of credits. Happily, how-
ever, for the peace of mind of every one inter-
ested, this possibility has long since been elim-
inated b}' the cordial co-operation of every one
concerned. While we are rivals, and put forth
every effort to obtain business along legitimate
lines, the utmost good-fellowship prevails. Good-
fellovv'ship, by the way, is one of the fruits of
our co-operation. Not so many years ago it was
the unusual thing to see one jobber visiting the
other in their places of business. To-day it is
quite the reverse.

Another feature brought about by this feeling
of good-fellowship was the possibility of ex-
change one with the other. It has frequently oc-
curred that we have been able to relieve one
another of stirplus stocky particularly in records,
and more often we have been enabled to help
one another by making teimporarj' loans of mer-
chandise. This, perhaps, would not be consid-
ered of much advantage by some jobbers, but I
can assure you after having tried this out for
several years it is a most excellent thing.

The greatest advantage, however, to be derived
from local co-operation, and I might say the most
vital point in the conduct of the talking ma-
chine business, is the question of credit. No one
will assume to deny the great good that has been
done, first by the Eastern Talking Machine Job-
bers' Association and the Central States Associa-
tion and, since the amalgamation of the two, by
the National Association, but I can assure you
that the greatest good that we have derived in
Philadelphia has been through our getting to-
gether from time to time and having heart to
heart talks on the question of credits. We have
been enabled during the past few years to almost
eliminate in our entire territory the various
dealers who would have to be considered as
deatbeats or at least doubtful m the matter of
extending credit. We have adjusted case after
case and have been able to bring about a con-
dition where I feel justified in saying we are
probably less troubled at the present time in the
matter of credits than any other set of jobbers
throughout the United States.

It seems to me that the question of co-opera-
tion cannot be urged too strongly, and where
there is but one jobber in a town, for him to get
in touch with his nearest jobbers and, if possi-
ble, to form small local associations, to gather
from time to time and talk over questions that
interest them, and them only. I feel that this
plan can be followed by jobbers throughout the
United States, and I trust that by the time our
next meeting rolls around that we will have not
only all active jobbers as members of our Na-
tional Association, but also the report of smaller
local associations doing good work along their
own lines in their own territory.

Duplication Destructive to Maximum
Profits from a Minimum Investment

BY BKNJ. SWITKV.

In choosing as my topic "Maximum Profits
from Minimum Inve^jtment" 1 realize that I
hMve toiu'hed upon a subject that is both broad
and deep. From these few words can be drawn
material for many a good sermon on business
economies, the duties of corporations to the
public, certain mooted social problems, etc.
However, I have no desire to launch into an
academic discussion of the philosophy of the
phrase, nor of Its theories and principles. I
merely Intend to apply it to one or two phases

THE TALKING MACfflNE WORLD.

29

of this talking machine business of ours — this
business which is the reason for our existence
as a National Talking Machine Jobbers' Asso-
ciation, and which brings us together at this
time and place.

It goes without saying that all of us are in-
terested in making all the money we can. That's
what we are in business for. While the present
condition of the talking machine business is not
very favorable for money-making, yet money
has been made in the past, and I do not hesitate
to say that money will be made in the future.

But I am not at present raising the question
of money-making. What I want to know is,
"Are we getting a maximum profit from our in-
vestment?" Mind, I am not asking whether we
are making a satisfactory profit on our invest-
ment, for that would depend on the individual
point of view. One man may be satisfied with
6 per cent, per annum, another needs 10 per
cent., another wants 25 per cent. What I want
to know is, is every dollar we are using in our
business judiciously invested? Is it all active,
profit-yielding capital? Is every hundred dol-
lars invested in stock absolutely indispensable
in 'Order to earn the percentage of profit we are
getting; or, is some of our capital tied up in
dead, surplus, superfluous stock? If so, then we
are not getting proper returns from our invest-
ment. Or, to be more exact, we have money tied
up in our business which could be utilized else-
where to better advantage.

To cite a concrete instance, let us take up the
Victor Record Catalog. Is there anyone here
who really believes that all the records con-
tained in this catalog are essential to profitable
business? If so, I can readily show him that
he has never given the subject serious consid-
eration. We don't need the "Jewel Song from
Faust" and "Ave Maria" by every artiste who
sings it on the operatic stage. We don't need
six records of the "Blue Danube Waltz," four
records of "Eri Tu" from the "Masked Ball" (a
poor seller), five records of "Dio Possete" from
"Faust," four records of "Hiawatha," eight
records of "The Holy City," eight of "Home,
Sweet Home," ranging in price from 60 cents up
to $5. I'm sure business would be just as good
and no sales missed if we had "La Sorella," by
either Sousa's Band or the Victor Orchestra,
instead of by both. Is it really necessary to let
the customer have his choice of six different
records of "Love Me and the World Is Mine,"
even admitting that it is a nice record and was
a hot seller? The record of "My Old Kentucky
Home" sells always, we must admit, but slowly —
one or two at a time. Now, there are seven dif-
ferent records of this selection to be carried in
stock. Suppose we cut our stock of this selection
down to three of each number — this makes 21
records in all. Just think of it! You have in-
vested permanently in 21 records of a slow-sell-
ing title! If I wanted to take up your time I
could mention the bunch of "Prologues from
Pagliacci," three of them at $3, although the
record of any one artist would answer as well
as that of another, so far as the sale is concerned.
I could mention "Batti Batti from Don Gio-
vanni," which never was much of a seller, yet
it comes out again and again, until now we have
it by Sembrich, Patti, Tetrazzini and Farrar.
t call this a merciless waste of the jobbers'
capital !

The manufacturer is wrong when he tells you
that all this duplication is done to please a fas-
tidious public. I say without hesitation that it
is the Victor laboratory, and not the buying
public, that is so epicurean.

What the trade wants and needs is a sensible
catalog — of reasonable proportions, free from
the dead trash that encumbers and weighs it
down. Cut out the superfiuous duplications!
You will then find Victor business more profitable
than ever before. Prospective dealers will no
longer gaze at the Victor catalog in bewilder-
ment, hesitating and refusing to put in the com-
plete Victor line because it requires an excessive
investment. Dealers who are carrying limited
stocks will feel encouraged to carry complete
stocks and give the grand operji line more de-
cent represeiitatioa,

By burdening a dealer or jobber with super-
fluous" stock the manufacturer gains something —
temporarily. But by helping the dealer to keep
his stock clean and up to date the manufacturer
gains a thousand times more — and permanently,
too!

I feel that the question of duplication is of
importance to all of us, and while.we cannot ex-
pect the manufacturers to pitch right in and cor-
rect the abuse forthwith, yet if we, as an asso-
ciation, bring this matter to their attention,
pointing out to them that which is harmful or
burdensome, we will' surely secure their co-opera-
tion, to the extent that future unnecessary du-
plication will be avoided, past abuses eliminated
gradually and the entire catalog revised and
brought up to date, so that it shall contain a
minimum percentage of obsolete and slow-selling
numbers.

The Necessity and Importance of
a Jobbers' National Association

BY J. r. BOWERS.

The worthy chairman of the committee on ar-
rangements for this year's meeting of our asso-
ciation, Mr. Blackman, has assigned to me a
most difficult task, that of proving the obvious

PRESIDENT J. F. EOWEIIS.

or self-evident, in the subject he has given to me,
namely, "The Necessity and Importance of a
Jobbers' National Association."

The very existence of our business and the
fact that jobbing machines and records is a
most important adjunct of that business, demon-
strates at once the necessity and importance of
such an organization as ours.

All associations of men, no matter of what
line or calling, make for all that is best both iu
the men themselves and in their vocation,
whether that line or calling be commercial, ar-
tistic, professional, political, fraternal or what
not.

Organization is the order of the day, and
nothing can be accomplished without it. Men
of a callLng should and must get together and
stick together. Great political parties are or-
ganizations, great fraternal bodies are organiza-
tions, the government itself is an organization,
our great church and charitable bodies are or-
ganizations, and so on down the line in every
walk of life. With organization you can accom-
plish much. Without organization you can ac-
complish nothing.

This brings me down to organizations or as-
sociations in our own and kindred lines of in-
dustry, and what they are for and what they do.
I have in mind at the present moment, several
splendid bodies of men about whom it is proper

to speak, and about whom anti their work I
know something — the National Association of
Piano' Manufacturers, the National Association
of Piano Dealers of America, and the Music '
Publishers' Association of the United States.

No greater uplift to any trade or business ex-
ists than has been the work of these great bodies
in their respective lines. They have brought to-
gether many men of many minds from every
part of our Union, and welded them into one
compact harmonious whole so far as the better-
ment and improvement of the various branches
of our industry are concerned. They have
brought low the mountains of doubt and distrust
and exalted the valleys of friendship, good fel-
lowship and esteem. They have made the
crooked places straight and the rough places
plain. .

Concerning our own immediate line we will
do well to consider these associations, how they
g)-ow. They toil and likewise do they spin —
spin profits, spin economy, spin order, spin care
for and toleration of each other's ideas, of short-
comings where any such exist, and in every way
do that which ennobles and dignifies the most
worthy calling in which men can engage, the
beautifying and glorifying of the home and the
development of the finer side of human nature.

The talking machine of to-day, with its won-
derful development along artistic and com-
mercial lines, makes a fit running mate for the
industries I have named, and It should be our
proud boast and endeavor to place it upon a
par with these, and nothing will conduce more to
that end than the very organization meeting
here to-day, and to whom I take keen pleasure
in making these suggestions and recommenda-
tions.

Gentlemen of the asociation, we have our work
cut out for us. It is a holy and wholesome
thing to have brethren dwell together in unity.
As an association we can do much for each
other. As scattered units of the business we can
do very little. As an association we can obtain
redress for any grievances which may exist. As
an association we can make our wants known
and obtain concessions when they are fair, and
consideration where it is reasonable.

As individuals we can do little, if anything,
along these lines. As an association we should
be and can be strong — strong where we know we
are right, and strong in insisting on that right.
We must never use our strength in an unfair or
unjust cause. We must conserve and uphold the
best traditions of our trade.

In these ways and along these lines we will
be amply able to demonstrate and prove to all
the world the necessity and importance of a
National Association of Talking Machine Job-
bers, and place our industry on the high plane
which it is entitled to occupy in the industrial
world of to-day.

How Can the Jobber Hold

and Increase His Trade ?

BY EDWAED H. UHL.

This is a very broad subject and one that can
be discussed in many ways. In order for the
jobber to hold his trade, it is absolutely neces-
sary for him at all times to see that his custom-
ers get the best possible service. The first thing
they should do on receipt of an order is to ac-
knowledge receipt of same and, at the same time,
notify him of shipment. If, for any reason, his
order cannot be filled and shipped on the same
date it is received, he should be notified at once,
giving the reason why and when same will be
shipped, and to be sure, at all times, to see that
your word is made good.

I find it a very good rule "to do by your dealer
as you would like to be done by," or, in other
words, place yourself in the dealer's shoes and
ask yourself the question: "How would I like
to be treated?" and I am sure that, at all times,
should you treat the dealer as you would like to
be treated you would not have any trouble of
holding your trade.

30

THE TALKING MACHINE WORLD.

It Is not always the question of good services,
but a question of the goods that are sent to your
dealer.

First, the quality should be the best that can
be sold at the price.

Second, that they should be packed carefully
and neatly »o they will reach your dealer at the
lowest possible cost.

Keeping the promises the salesman has made.
Gentlemanly courtesy to all visiting dealers.
Promptness in answering all correspondence of
dealers and adjusting satisfactorily all difficul-
ties and differences that may arise between house
and dealer.

Harmonious relations of credit man and sales-
men, and proper treatment of dealer by credit
man.

Special attention to correspondence between
house and dealer. Always cordial and warm.

Interesting circularising of dealers. Keeping
him informed of all material changes in policy
of jobber or manufacturer, and putting before
him for his consideration price list of special
accessories and specials that may interest him.

Keeping the stock room in such condition that

K. H. UHI., EXECUTIVE COMMITTEE.

should prospective dealer visit the house he is
Impressed by the neatness and orderly arrange-
ment of stock.

I>^OREASING VOUR BUSINESS.

Having the right goods in stock in the right
condition in charge of capable men.

Employing of city and traveling salesmen of
ability, integrity and energy, who realize that
they are, nine times out of ten, the only mem-
bers of the house the dealer ever sees, and that
the character of the house Is often judged by the
character of the salesman. He is the man on
the "firing line," and it is up to him, not only
to Introduce the house and get orders, but, being
the man on the ground, to act as adjuster of
little misunderstandings, a general mediator in
time of trouble, a reserve of optimism and a
storehouse of useful knowledge, which he must
at all times have on "tap" for the benefit of the
dealer In helping him to dispose of the goods the
salesman has sold him.

Poor salesmen will do more harm, ruin more
good territory and cause more trouble that will
take months for the efllclent salesmen to adjust
and bring back to a profitable basis.

Correct and pulling advertising that says
something, and means what It says. Original
advertising and making the dealer feel that you
are doing business for his benefit as well as
yours.

That the house \n not looking for all the profit
and success, and that he Is entitled to his share.
Having him feel at home with the house and. If
there are any special favors to be asked, to feel

perfectly free in doing so, making the relations
between you as cordial as possible. Make him
feel that you are interested in his success, and
give him ideas as to the disposition of his goods.

Remembering, above all things, that a house
gains its name in the business world by its char-
acter— by the individual character of its units,
its employes, £rom office boy to manager, and by
their harmonious action, loyalty, courteousness
and personal endeavors, is the success of the
house assured.

TUESDAY'S SESSIONS.

Promptly at 10 o'clock the jobbers agaia assem-
bled in the convention room and were called to
order by President Bowers. A number of mat-
ters were taken up which have important bearing
upon the interests of the talking machine trade.
Trade relations between manufacturers and job-
bers were discussed and the sentiments voiced
in these discussions shewed conclusively that the
jobbers believe that there should be harmony pre-
vailing between the creating and distributing
forces, and the association proposes no radical
measures which will in the slightest disturb ex-
isting relations between the manufacturers and
jobbers. The morning session lasted until noon,
and an adjournment was taken until 2 o'clock.
Further discussion followed, many members par-
ticipating.

Exchange on "Cut Outs" and Defective Records

Among the topics taken up for discussion was
the exchange of records, and the sentiment of the
convention was expressed as strongly favoring a
plan whereby "cut outs" and defective records
should be exchanged on an even basis. The argu-
ments were made along the lines that "cut outs"
were only dead stock and were discontinued by
the manufacturers simply because there was no
demand for them, and the jobbers argued that
inasmuch as the manufacturers created this con-
dition they should assist the jobbers to the extent
of an even exchange, this to apply to "cut outs"
and records proved defective in the process of
manufacture.

IVlore Capital Should be Invested.

Another important matter discussed was that
the dealers should invest more capital in stock
and that jobbers themselves should limit the num-
ber of dealers in a certain locality. It was con-
sidered that it was far better to have a number
of reliable dealers who were making good money
out of their business than to have a large num-
ber of small men who were practically clearing
expenses.

The Question of Discounts.

The question of discounts was also taken up
and it was considered, in the opinion of the job-
bers present, that a $500 purchase was too small
for a dealer to qualify and secure his 40 and 10
per cent, discount. The jobbers felt that the
amount of the initial purchase should be mate-
rially increased. They argued that a dealer
might only put in a few machines while he could
give notes for $500, running over a considerable
period of time, and in this way not actually pur-
chase $500 at one time, and yet by giving notes
he might secure the extra 10 per cent, discount
to which the jobbers argued he was not justly en-
titled.

The sentiment of the convention was fairly
voiced in expressing the disapproval of manufac-
turers who sold to the retail trade and conducted
retail establishments, the members advocating
that the manufacturers should depend wholly
upon the jobbers as their mediums of outlet.
The IVIlIk of the Cocoanut.

Summarizing briefiy the convention work, it
must be conceded that the jobbers went directly
at matters which affected the interests of the
entire talking machine trade. The longest dis-
cussions during the several sessions occurred
over the exchange of records, and It was the sen-
timent of the members that the manufacturers
should be requested to exchange all cutout rec-
ords and those damaged In process of manufac-
ture at par.

Records in Sealed Packages.

(Jultp a niinibcr nf u\all(>r,': were rpfcrrcd to
the executive committee, who will take them up

PEliBY B. WHITSIT, SECKEIAEY.

with the manufacturers and report back to the
association. One of these is the question of
sending out all records in sealed packages, the
association favoring this plan.

Put It Up to the Manufacturer.
The association has gone squarely on record as
urging manufacturers to sell only through job-
bers. They also favor the plan whereby each
member of the association will refer any appli-
cation frbm a dealer in his territory to the manu-
facturer, so that the manufacturers themselves
will pass upon the eligibilitj- of every dealer.

Record Clearing House.

Suggestions were made to establish a sort of
a record clearing house, and that a list of over-
stock records on the shelves of distributers be
supplied to the secretary of the association, and
that this list be open for the use of members,
who could consult this list and exchange records
with members if desired on an even basis.

It will be seen from these proceedings that the
jobbei-s got together at Atlantic City for the pur-
pose of taking up and acting upon matters which
are of obvious interest to the entire trade.
Thanks to Everyone.

Before the final executive sessions closed, reso-
lutions were passed thanking the officers of the
organization for their splendid work during the
past year. Also resolutions were passed thank-
ing the hotel management for their courtesy.

The members of the association did not hesitate
to express their satisfaction at the result of the
business sessions at Atlantic Citj-, and it is
clear from the report which appears in this issue
of The Talking Machine World that it was in
truth a meeting of business men who met for
business purposes.

Mr. Lyie Defines Columbia Position.

General Manager George W. Lyle, of the Co-
lumbia Phonograph Co., sent the following "com-
munication to Chairman Blackman, which was
referred to the executive committee:

I\Iy Dear Mr. Blackman — I regret to advise that
owing to the very serious illness of my father, it
will be impossible for me to attend the conven-
tion now in session. This is a great disappoint-
ment, as I had made all my plans to be present,
and had several matters of interest I desired to
take up personally with the members of the asso-
ciation. In the first place, I want to thank you
personally for your very cordial invitation, and
will be pleased if you will express to the asso-
ciation my regret because of my inability to at-
tend. As I cannot be present, I am going to take
the liberty of referring to a few matters which
I believe are Important and should be of interest
to the association, and will ask you to either
read my letter to the association or present in
.such manner 88 you see fit the mattei-s re-
ferred to.

THE TALKING MACHINE WORLD.

31

At the last meeting of the association held in
Buffalo, at which I had the pleasure of being
present, there were several matters referred to
by the members, and as you will undoubtedly re-
call, at the banquet, when I was called upon for a
few remarks, I stated that we as manufacturers
were much interested in the association and its
work; that we desired to co-operate with them in
every way, and that upon my return to New
York I would take up with our people for con-
sideration the different subjects discussed, and
see what if anything we could do to help make

substantial amount of business with us whereby
we extend to them an additional 10 per cent, on
our product; in other words, the jobber is en-
titled to 50 and 10 per cent., this recently having
been made to cover both cylinder and disc ma-
chines and records. In the meantime the dealer
is entitled to but 40 per cent, discount, excepting
on the initial purchase of $500 worth of product,
in which case he is entitled to an additional 10
per cent., or 40 and 10 per cent.

Second — Complaint was made of the immense
accumulation of stock in the hands of the jobber

(a) The doing away very largely with the
necessity of constant purchase of new records.

(b) A plan whereby the retail customer is
brought into the dealer's store at frequent inter-
vals instead of educating the buying public to
wait until the end of each month, and then to
come to the store with the sole object in view
of purchasing only the new records shown on the
latest supplement.

I am sending you under s.eparate cover a few
copies of our "Announcement to the Trade" re-
garding this move, with the recommendation that

Members of the National Association of Talking Machine Jobbers at Hotel Chalfonte, During Convention Held at Atlantic City, July 6 and 7.

First roAV (reading from right to left) : B. H. Uhl, C. V. Henkel, W. E. Henry, Perry I!. Whitsit, W. D. Andrews, J. F. Bowers, Louis F. Buehn, Lawrence McGreal,
C. B. Bayly. Second row (from right to left) ; C. N. Andrews, John Sykes, .Tohn Kaiser, J. N. Blackman, A. H. Jacot. I. Davega, Jr., W. G. Walz, C. E. Gore, Adolph
Weiss, H. W. Weymann, Morris J. Feters, H. G. Towne, A. J. Deninger. Third row (from left to right) : A. L. Petit. W. F. Carroll, J. Fischer, W. ,T. Smith, B. V.
Taft, Victor H. Rapke, Emil Berliner, Louis Gerson. _Fourth row (from right tq^left) : H. H. Blish, P. Q. Shrake, Max Strasberg, M. Fincli, H. S. Gaines, Alfred Weiss,

C. A. Droop, A. W._ Tqenmes,_Max Lsinday, Clement Beecroft, G. T. Williams. Fifth row (from left to right)

C. B. Haynes, Percy Ashton.

Lawrence Lucker, V. D. GriflBn, Sol Bloom. E. S. Leng
the business more profitable for, all parties inter-
ested: namely, the manufacturers, the jobbers
and the dealers. These were not intended as idle
words, and I take the liberty in this letter of
calling your attention to the following subjects
which were considered at the last meeting, and
the action our company has taken in connection
with them:

First — Complaint that there was not a sufficient
margin of profit for the jobber in handling talk-
ing machine merchandise purchased at 50 per
cent, and sold to the trade at 40 per cent, dis-
count. After studying this matter carefully and
being fully convinced of the justice of this claim,
we renewed our proposition to jobbers doing a

and dealer, which meant the tying up of a large
amount of capital, this being especially true in
connection with records caused undoubtedly:

First — By the plan adopted by most manufac-
turers of issuing a monthly list of records.

Second — By the very large catalog or list of
records offered.

After consultation we met the situation —

First — By the very radical step of doing away
with the monthly supplement, issuing in its place
a quarterly supplement, and issuing from time to
time and putting immediately on sale any real
hits for which there was an actual demand. By
this plan we covered at least two essential
points:

THE LADIES AT THE TALKING JLACHINl} JOjJBEES CONVENTION.

F. C. Smith, Benjamin Switky, R. H. Morris, M. Wagner,

any member of your association, who may not
have seen the announcement, read it carefully,
covering as it does not only our plan and the
results we hope will be brought about by this
move, which in our opinion is vital to the inter-
ests of the talking machine business.

Second — We have also made arrangements to
reduce our catalog of records to some one thou-
sand active moving selections.

Third — Complaint was made that the sale of
talking machines on instalments at list pr-ices,
and on small initial payments, was detrimental
and actually driving the small dealer out of
business.

We have covered this proposition by an ar-
rangement whereby all of our stores and our
dealers (as far as we have been able to control
them, without concerted action on the part of the
manufacturers) now offer "Columbia" product
with 10 per cent, added to the list price and with
no payment of less than from $3 to $5 down, the
initial payment averaging about 20 per cent, of
the purchase price, and the terms of the sale
calling for final payment in approximately four
months from date of purchase. Attached hereto
is a copy of circular we have furnished the trade,
of which hundreds of thousands have been called
tor and circulated. From the circular you will
note that 10 per cent, has been added to the list
price of the outfit and that no initial payments
are mentioned, so that the dealer is enabled to
make the best terms obtainable.

Fourth — Another cause of complaint was in
connection with the sale of cylinder machines
with complete horn equipment as against the
policy heretofore in force of allowing the dealer
and the customer to ■ select such horn as they
saw fit for each machine. This change in policy
having the effect of leaving many dealers with a
large stock of horns on hand which promised to
develop into nothing more than junk at a con-
siderable loss to the owner.

We met this situation by continuing on the

32

THE TALKING MACHINE WORLD.

market two popular-priced cylinder macliines,
namely, ?20 and ?30, which were sold without
horns with the privilege to the dealer to furnish
such horns as he cared to, thus disposing of his
surplus stock; in the meantime for such dealers
as preferred a complete machine, that is. a ma-
chine with horn equipment, we announced to the
trade two new types of tapering arm cylinder
machines which have proven without question
the most desirable types of cylinder machines
offered the public, doing away entirely with horn
cranes, stands, etc., and combining all the fea-
tures which have proven so desirable in connec-
tion with disc machines.

In the package sent you via mail I have en-
closed half a dozen circulars illustrating these
new types, which may prove interesting to some
of your members.

The above matters are referred to simply to
call the attention of your members to our efforts
to meet their suggestions as far as they are rea-
sonable, and we take this opportunity of extend-
ing our best wishes in connection with the pres-
ent session, and we trust the result of your ma-
ture deliberation may mean the adoption of poli-
cies which will be beneficial to the entire trade.

If your secretary will advise us of any matters
which are discussed and in connection with
which action is required on the part of the manu-
facturers, we renew our assurance of last year
that the matters referred to us will have our
careful consideration, and as far as consistent
with proper manufacture, it will be our desire
to meet your wishes.

OPEN SESSION-TUESDAY AFTERNOON

An invitation was extended to the manu-
facturers and their representatives and members
of the talking machine and accessory trade to
meet with the jobbers and participate in an open
meeting Tuesday afternoon, at the close of the
executive session. The convention room was well
filled when President Bowers, who presided at all
the meetings, extended to the guests a hearty wel-
come. He said that he felt confident that all of
the jobbers present would greatly appreciate an
open expression of views from the manufacturers
and their representatives, expressing the wish
that the views would be optimistic and that too
serious shop talk would be eliminated. He said
that he hoped the speeches which would follow
would have the direct effect of instilling into the
minds of those present the right kind of opti-
mistic spirit. As there was no immediate desire
to speak on the part of those present, Mr. Bowers
then called upon the following gentlemen to ex-
press their views upon trade subjects:

C. H. Wilson in Optimistic Vein.

C. H. Wilson, of the National Phonograph Co.,
gave an optimistic talk on the future of the talk-
ing machine trade, and said that the present
conditions while not of course satisfactory, were
quite as good as existed in other industries. He
said that the National Co. at the present time
did not believe in making a too previous an-
nouncement of certain plans^ but he felt that
there would be some important business trans-

C. II. " ILSOX, .\ATIUX.S.L rHONOGRAI'H CO.

actions which would interest the Edison men
in the near future. He earnestly asked the co-
operation of the jobbers in instilling into the
dealers confidence in the talking machine busi-
ness.

Victor Co. to Redouble Efforts.

Mr. Brown, of the publicity department of the
Victor Talking Machine Co., followed, and his
remarks on conditions in the trade and the im-
portance of intelligent advertising were interest-
ing. Mr. Brown said that he was convinced
that nine-tenths of the past depression was
imaginary, and that all the trade has to do is to
throw off their lethargy and put their shoulder
to the wheel. Mr. Brojvn said that far from
cutting down expenses this company intended
to redouble their efforts to create trade, thus aid-
ing Victor representatives in every part of the
country.

Beecroft on the Horn Situation.

Clement Beecroft, representing tne Tea Tray
Co., of Newark, N. J., made a few remarks on
the horn situation and said that he believed
conditions were growing steadily better.

Hawthorne on Trade Development.

E. A. Hawthorne, of the Hawthorne & Shebie
Mfg. Co., talked interestingly along lines show-
ing the growth and development of the trade.
Mr. Hawthorne spoke of his experience as one
of the first Edison jobbers in the country and-
how he had surely built his business, first manu-
facturing horns and cranes, then records, and
finally making the line complete by manufac-
turing machines.

Carpell Advocates Standard Cabinet Prices.
M. A. Carpell, representing the Herzog An
Furniture Co.. spoke of the importance of cabi-

nets among talking machine accessories. He re-
ferred to the desirability of a standard price on
cabinets as well as on machines, and stated that
while manufacturers could not compel restricted
prices on account of not having patented prod-
ucts, he asked for the co-operation of the jobbers
so that- fixed prices at retail would become a
feature in the cabinet trade.

Frank L. Dyer's Remarks.

Frank L. Dyer, chairman of the executive com-
mittee of the National Phonograph Co., stated
that he was glad of an opportunity to meet so
large a proportion of talking machine jobbers at
this meeting, and he stated that in his official
position he could state that the policy of William
E. Gilmore, president of the National Phono-
graph Co., would be adhered to undeviatingly
by the officials of that company.

J. B. Furber's Suggestions.

J. B. Furber, of the Manufacturers Outlet Co.,
suggested in the course of his remarks that the
association should foster the exhibit idea, so that
at the annual convention a regular exhibition of
talking machines, accessories and side lines
might be held. This, Mr. ,Furber felt, would be
an added attraction of the convention.

Philpot on Trade Opportunities.

Brian F. Philpot, of the Indestructible Phono-
graphic Record Co., stated that he had b^en con-

■■JACK" M'OREAL. THE MASCOT OF THE ASSOCIATION", AXl)
HIS AUNT, MISS GERTRUDE GAXXOX.

nected with the talking machine industry for a
number of years and that he felt that the field
was ample for another large record producing
house and, actuated with that belief, the Inde-
structible Record Co. was started, and he said
that he felt that another good machine would
find ready sale as well.

Other speakers were Sol Bloom. Walter Eck-
hardt, Mr. Phillips of the National Phonograpli
Co., W. A. Lawrence, and W. E. Henry.

The Mascot of the Association.

.Jii.<^t at the close of the discussion, before the
inoeting was finally adjourned. Victor H. Rapke
suggested the appointment of Master .lack Mc-
Greal as "mascot" of the association. The hand-
some little lad was brought in and shouldered
his new honors gracefully. He was placed upon
I lie president's table, where he received con-
gratulations from the members, who predicted a
successful talking machine career for the young-
est association member.

Secretary Whitsit Thanked.

Before the close, Mr. Bowers complimented
I'criy B. \\ hiti;H, the secretary, upon the excel-
lent work which he liad init forth in behalf of
the association.

HfiMi: MKMI.KIIS OK TlIK AK.SdClATIiiy WITH TlIK LADIES HEADY FOR A MEETINO WITH rATlIKIl XElTrN

THE TALKING MACHINE WORLD.

33

THE JOBBERS BIG BANQUET AT THE ROYAL PALACE

One Hundred and Twenty-five Present — The Presence of the Ladies Added IVlaterially to the
Enjoyment of the Occasion — The Speeches Included "Shop Talk" — Berliner's Pleasing Ad-
dress— Important Announcement Made by Wilson — Geissler in Optimistic Vein Speaks of
Victor Plans — Dyer's Historic References — Brown's Witty Speech — Carpell Makes a Hit —
Cheers for Edison and Gilmore — Blackman Complimented.

The banquet of the association was held at
the Royal Palace on Tuesday night, and about
125 ladies and gentlemen were present. The
hall was spacious and well ventilated, and the
presence of the ladies gave an added charm to

had had an intimate connection with the talking
machine trade from its inception and had played
an important part in stimulating its growth and
development. He said that the first speaker of
the evening would be a man who had given all

Emil Berliner's Talk.

Mr. Berliner said in his opening talk that he
was not a good speaker, but he was caught in a
trap, and that while he appreciated the honor of
being called upon he felt that he could not do his
reputation justice after the toastmaster's eulo-
gistic introduction. He said that there were two
things necessary to achieve success. First, to
make a machine and second, to exploit it. He
then spoke of the difficulties to be met by in-
ventors.

He said that he came of fighting stock, and that
he never had been quite out of the fighting line

Flashlight of the National Association

(The card on which the words, "Our Mascot

the festive occasion. The banquet hall was beau-
tifully decorated with flowers and the tables
tastefully arranged.

MENU.

Canape de Caviar
Little Neck Clams
Cream of Chicken a la Reine
Boiled Sea Bass, Hollandaise Sauce
Pommes Nouville
Cucumbers Olives Radishes

Filet de Bouef, Mushrooms Green Peas

Champagne Frappe
Philadelphia Squab an Tresson
Lettuce and Tomato Salad en Mayonnaise
Ice Cream

Macaroons Kisses
Cheese

Cafe Noir

White Seal Champagne
Apoilinaris

Cigarettes

Toastmaster Bowers' Remarks.

^ After cigars and coffee had been passed. Presi-
dent Bowers arose and in his introductory re-
marks paid a graceful tribute to the ladies, wel-
coming them to the banquet board. Mr. Bowers
then complimented his fellow-associates upon the
splendid work which had been accomplished dur-
ing the past twelve months, and he said that the
talking machine organization had come to stay
and would be a continually expanding power in
the talking machine trade — a power for good.
The toastmaster then said that he was fortunate
in having on the list of speakers some men who

of Talking Machine Jobbers Banquet Held at the Royal Palace Hotel in Atlantic City on July 7.

appear is placed side of the young son of Lawrence McGreal, wlio was elected mascot of the Association.)

Eclairs

Crackers

Dubonet

Cigars

the strength of his great inventive mind to the
reproduction of sound, and that the talking ma-
chine trade owed him a debt of gratitude. At the
conclusion of his remarks he introduced Emil
Berliner.

EMIL BEHLINEK.

so far as the courts were concerned, and he was
still continuing a lively fight along legal lines.
Mr. Berliner's remarks were heartily applauded.
He read a communication which he had ad-
dressed to the association, thanking that organi-
zation for the honor conferred upon him. Mr.
Henry then suggested that Mr. Berliner make a
record of this letter and present one to each
member present, who would prize it very much
as a souvenir. Mr. Berliner said that he took a
greater pride in being an honorary member of the
Jobbers Association than in his descent from
Mayflower ancestry.

Frank L. Dyer's Remarks.

Mr. Bowers then said that he regretted the
absence of William E. Gilmore, who was unable
to be present on account of his European trip.
He then introduced the chairman of the execu-
tive committee of the National Phonograph Co.,
Frank L. Dyer. Mr. Dyer made a pleasing ad-
dress, and said, in the course of his remarks,
that he had been twenty years associated with
the phonograph business. He spoke of the
wonderful work of that grand old man of the
industry, Thomas Edison, and read a communi-
cation from him as a personal message to the
Jobbers' Association. Mr. Edison wrote:

"Give to the jobbers my friendliest greetings.
Tell them that I appreciate the efforts they have
made in the development of the talking machine
business. They have passed, and are now
passing, through a period of depression. Tljey
are fighting a good fight and will certainly suc-
ceed. In everything they do that tends to the

THE TALKING MACHINE WORLD.

FRANK L. DTEB. NATIONAL PHONOGRAPH CO.

advancement and uplift of their interests, they
can always count on my friendly and hearty co
operation and approval."

Mr. Dyer then paid Mr. Gilmore a splendid
compliment and stated that his policy would be
staunchly maintained in the direction of the
affairs of the JJational Phonograph Co.

Mr. Geissler in Optimistic Vein.
: Mr. Bowers .-said, in introducing the next
speaker, Louis "Geissler, general manager of
the Victor Talking Machine -Co.: ' "There came a
young Lochinvar out of the West."

In his opening remarks Mr. Geissler said that
he was delighted to see the ladies present, and
it was the first convention banquet that he had
ever attended when their presence graced the
banquet hall, and he said that to the man who
was responsible for bringing them there he would
like to present a Louis XV. Victrola.

Mr. Bowers led Mr. Blackman forward and
introduced him as the man who was responsible.

Mr. Geissler spoke in the most optimistic vein,
and his speech was closely listened to through-
out. He referred at length to the enterprise
of the Victor Co. in securing the great singers,
and he said that notwithstanding the general de-
pression of the times the company which he rep-
resented were moving steadily ahead and plan-
ning larger advertising appropriations than ever
before. He stated that he would announce a plan
later which would mean a vastly increased ex-
penditure for publicity work. He said that
within the very near future a large additional
corps of traveling men would be placed in the
field. Mr. Geissler stated that he did not believe
that anyone not on the inside could appreciate
the diflQculties which manufacturers sought to
overcome in order to build up the talking ma-
chine trade and assist the jobber in every par-
ticular.

IVIr. Brown's Address to the Ladies.

The toastmaster then called upon H. C. Brown,
of the publicity department of the Victor Talk-
ing Machine Co., who gave a witty talk to the
ladies. Mr. Brown's remarks were heartily ap-
plauded and when he closed he was presented
with a huge bouquet and warmly cheered.
Mr. Bill on the Growth of the Industry.

The toa.stina.ster tlien inliodiued Kdward
Lyman Bill, editor of The Talking Machine
World. Mr. Bill, in the course of his remarks,
emphasized the marvelous development of the
Industry from a humble beginning of years ago
to Its present magnificent state. He stated that
the banquet was a remarkable one, in that
probably the greatest percentage of the selling
forces of an Industry were gathered at Atlantic
City than were ever seated together In the
history of banquets. He reforrod then to the
connection of Thomas Edison and EmIl Berliner
with the trade and emphasized their wonderful
accomplishments In the realm of sound repro-
duction.

C. W. Wilson on Price Control.

C. W. Wilson was next introduced. He said
that while Thomas Edison first conceived the
idea of recording the voice, Mr. Gilmore was
the first man to make that recording a financial
success. Mr. Wilson spoke of the difficulties
which confronted the talking machine manufac-
turer, and stated that the policy of price con-
trol had been the bulwark of the trade and the
secret of the success of the Edison and Victor
enterprises and their representatives all along
the line. Mr. Wilson then announced a new
business policy, whereby the National Co. would
take back all the "cut-outs" and injured records.
This announcement was received with great ap-
plause.

Mr. Wilson's remarks throughout were closely
listened to, and when he closed with the state-
ment: "All you want is-a fair deal, and that is
what we have given you, and what we intend
to give you," he was warmly cheered.

Louis F. Geissler's Approval.

At this time, in response to frequent calls for
him, Mr. Geissler arose and said that he agreed
with Mr. Wilson in practically everything that he
had said, and added: "I thoroughly indorse the
sentiment that the factories are trying to look
out for your interests. We are looking out for
you all the time, and you must know full well
that if business is not good with the dealer and

B. PERCY ASHTON, EXECUTIVE COMMITTBB.

the jobber, it is not good with us. We have
concentrated enormous power with a compara-
tively small body of men — the jobbers. We are
spending $1,000,000 a year to advance your in-
terests."

Mr. Geissler then stated that he noticed the
biggest orders came from distributers who ad-
vertise the most liberally. He spoke of the lib-
erality in the advertising policy of the Victor
Co., and said that money which might go to the
stockholders was placed in additional advertis-
ing. Continuing, Mr. Geissler said:

"I do not believe that one out of ten of you
jobbers appreciate our work in this direction.
Much of the business that you do comes to your
doors as a result of our work. I am afraid that
you expect sales too easy. You have been edu-
cated to have trade come to you and you to wait
for it."

Mr. Geissler then told of his experiences on tlie
Pac'lflc Coast in the piano business and gave a
graphic description of the manner In which the
piano salesmen reach out for business, watching
the growth of a child from infancy to seven and
eight years of age or to an age when It was
thought that that child or the family should have
a piano, and told the talking machine men how
the piano men went after this prospect, which at
most meant but three or tour hundred dollars.
How they work for years sometimes to make a

M. A. CAIiPELL.

sale. He then asked the question, "How many

of you jobbers are working like that to sell our
high-grade machines? I believe that hard work
in the talking machine business is just as justi-
fiable as in the piano business, the sewing ma-
chine business or the adding machine business.
If you expect big business to come to you you
must begin to appreciate the fact that you have
got to go after it."

IVI. A. Carpell on Accessory Lines,

The toastmaster then presented M. A. Carpell,
of the Herzog Art Furniture Co. Mr. Carpell in
his remarks emphasized the importance of the
accessory business and the part which the con-
cern he represented was playing in the develop-
ment of the trade. Mr. Carpell said that the
cabinet had taken the talking machine out of
the kitchen and placed it in the parlor.

"When I first went
with the Herzog Art
Furniture Co.," said
Mr. Carpell, "it was
a concern largely en-
gaged in producing
furniture. Mdst of
our stockholders are
farmers. When I
suggested the talk-
ing machine cabinet
possibilities, they
laughed at me. Yet
to-day 90 per cent, of our output is talk-
ing machine cabinets, and 10 per cent, fur-
niture. We believe in the future of the
talking machine business stronger to-day than
we have ever believed in it in the past. As a
proof of this we are investing $300,000 in a new
enterprise to broaden our scope, and to enable
us to better attend to the wants of the jobbers.
The cabinets we make are the underpinning of
the talking machine business. Properly used,
they increase the sale of records tremendously,
add to the profits of the jobber and make the
talking machine an indispensable part of the
music room."

Mr. Carpell was also presented with a bunch
of flowers, and the diners touchingly sang, "For
He Is a Jolly Good Fellow."

J. N. Blackman Reads Communications.

J. Newcomb Blackman, chairman of the ar-
rangement committee, was then called upon. Mr.
Blackman read a communication which he ad-
dressed to Thomas Edison, in which he invited
him to be present at the convention, and also
read Mr. Edison's reply, in which he expressed
keen regret at his inability to be present, and
desired to convey to the talking machine men
his hope that much would be accomplished by
the meeting of so many men interested in the
talking machine trade. He also read a com-
munication from William E. Gilmore, in which
he stated that as he was sailing for Europe on
the 7th for a much needed rest, he regretted

W. E. UENllY, BXKCUTIVB COMMITTBU,

THE TALKING MACfflNE WORLD.

35

that he was not able to attend the convention at
Atlantic City.

Mr. Blackman's communication to Mr. Edison
was as follows:

My Dear Mr. Edison — I know that you have
always taken a great interest in your jobbers,
and I can assure you that they in turn have
taken a great interest in you as the father of the
industry. The reports of your recent operation
were watched very carefully by the entire trade
and your complete recovery is shared by the
jobbers as an occasion for which they can feel
thankful. The above association will hold their
annual convention at Atlantic City on July 6 and
7, and will consider it a great honor if you could
be present during same.

If you could attend the informal banquet, ■
which will be given on the evening of July 7, I
know every jobber would consider it a personal
compliment, and it would do much to stimulate
confidence in the future of the industry. We
would like to have you as the guest of honor of
our association on this occasion, and I will take
the responsibility of respecting your usual desire
that a speech from you will not be insisted upon.
Thanking you for your very careful considera-
tion of this invitation, and trusting we may have
the honor of your acceptance, I remain.

Mr. Edison's Regrets.
Mr. J. Newcomb Blackman, Chairman Commit-
tee of Arrangements:
Dear Sir— Your letter of the 19th inst. has
been received, inviting me to attend the confer-
ence of the National Association of Talking Ma-
chine Jobbers to be held at Atlantic City on July
6 and 7. I should like to attend your meetings,
because many of the jobbers I have met person-
ally, and it is therefore a matter of regret that
my engagements will not permit me to accept
your invitation. Kindly convey to your asso-
ciates the sense of my disappointment in not
being able to be present.

The phonograph has been always a subject of
great interest to me, and I sincerely hope that
m\ich good will be accomplished by the friendly
meeting of so many of the men who have been
so largely instrumental in developing the talk-
ing machine business. At all times both you and
your associates can count on my earnest and
hearty co-operation. Believe me, yours very truly,
(Signed) Thomas A. Edison.

V. H. Rapke Entertains Banqueters.
Victor H. Rapke then entertained the ban-
queters with some characteristic remarlis on his
early experiences in the talking machine trade.
At the conclusion of his talk, young Jack
McGreal, the "mascot" of the association was
lifted up and placed on the table, where he stood
with the American flag, making a most striking
and beautiful picture.

The toastmaster then announced that the ban-
quet hall would be cleared of tables and that
dancing would be in order for all those who de-
sired to participate, thus closing the greatest
association gathering ever held in the talking
machine trade.

Those Present.

Among those who joined the talking machine
throng at Atlantic City were:

Mr. and Mrs. E. P. Taft. Eastern Talking Machine
Co., Boston, Mass. ; J. Charles Groshut, Edwin A. Den-
ham Co., New York ; Mr. and Mrs. W. A. Lawrence and
family, Standard Metal Mfg. Co., Newark, N. J. ; Mr.
aiid Mrs. Clement Beecroft, Tea Tray Co., Newark, N..J. ;
Mr. and Mrs. A. O. Pettit, Tlie Bdisonia Co., Newark,
N. J. ; Mr. and Mrs. H. G. Towne, The Zed Co.. New
York; Mr. and Mrs. Fred. C. Smith, W. II. Ross & Son.
Portland, Me. ; Adolph Weiss, Western Talking Ma-
chine Co., Philadelphia. Pa. ; Perry B. Whitsit, Colum-
bus, Ohio ; B. J. Heffelman. and P. Q. Shrake of Klein
& Heffelman, Canton, O. : H. H. Blish, Harger & Blish,
Da-\ enport, Iowa : Olin Neill, Neal, Clark & Neal, Buf-
falo, N. Y; ; H. L. Ellenberger, Pardee-EIIenberger Co..
New Haven, Conn. ; E. P. Ashton. American Phonograph
Co., Oelmar, Mich. ; K. Brenner. Koerber-Brenner Music
Co., St. Louis, Mo. ; C. B. Goodwin, Lyon & Healy Co.,
Chicago, 111. : Mr. and Mrs. J. Newcomb Blackman,
Blackman Talking Machinn Co.. New Yok : T. C. Murray,
Wooden Phonograph Horn Co.. Syracuse, N. Y'. ; Mr. and
Mrs. W. B. Henry, E. A. Shirley and Rio Tyler, Powers
& Henry Co., Pittsburg. Pa. : C. B. Bayly, .1. F. Ellis &
Co.. Washington, D. C. : W. D. Andrews, Mrs. E. C.
Baljcock, Syracuse. N. Y. : Mr. and Mrs. C. N. An-
drews. W. D. Andrews, Buffalo, N. Y'. : C. B. Haynes.
Richmond, Va. : Louis and Edward Buehn. L. Buehn &
Bro., Philadelphia, Pa. : B. H. Uhl. Rudolph Wurlitzer
Co.. Chicago, ill. ; .1. P. Bowers. Lyon & Healy. Chi-
cago, III. : A. H. .lacot, .lacot Music Co.. New York ;
Alfred Weiss. New York: R. J. Keith. Talking Ma-
chine Co., Chicago. 111. ; Mr. and Mrs. W. P. Carroll,
Utica Cycle Co.. Utica. N. Y. : M. A. Carpell, Herzog
Art Furniture Co.. Saginaw, Mich. ; Mr. and Mrs. 1.
Davega, Jr., New Y'ork ; Mr. and Mrs. B. A. Hawthorne,

v>a3 expressed at the absence of his brother,
James B., who is now spending the summer
abroad.

C. V. HEXKEL. CO.MMITTEE OF .\Kr..iXGF,.\lE.N" l S.

Thomas Kreamer, and 5ft. and Mrs. Theo. P. Bentel,
Hawthorne & Sheble Co., Philadelphia. Pa. ; Mr. and
.Mrs. Asa Vandergrift. Sheip & Vandergrif t, Philadelphia,
Pa.: Mr. and -Mrs. C. V. Henkel. and Mr. and Mrs.
.Tohn Kaiser, Douglas Phono. Co., New York : Mr. and
Mrs. H. W. Weymann, II. A. Weymann & Son, Phila-
delphia. Pa. : Carl H. Droop, and C. E. Gore, E. T.
Droop & Sons, Washington, D. C. ; H. W. Topham. .Tas.
S. Tk)pham Co.. Washington, D. C. ; L. Kaiser. S. B.
Davega, New Y'ork ; Victor II. Rapke and daughter,
Harry C. Tietgen, New York ; Prank D. Dyer, and C. H.
Wilson, National Phonograph Co., Orange, N.J. : Wm. C.
Finch, Pinch & Hahn. Albany. N. Y. : Mr. and Mrs. J. B.
Furber and Mr. and Mrs. Walter Eckhardt, Manufac-
turers' Outlet Co., New Nork ; R. H. Morris. American
Talking Machine Co., Brooklyn, N. Y. ; E. H. Levy, J. S.
Levy & Son Co., New York ; A .W. Toennies, Eclipse
I'ho'nograph Co.. Hoboken. N. J. ; W. G. Walz, El Paso,
Tex. ; N. D. Griffin. American I'honograph Co., Glovers-
ville, N.Y. : J. S. W. Wales, Victor Talking Machine Co.,
Camden, N. J. : Brian P. Philpot and H. S. Gaines, In-
destructible Phonographic Record Co., Albany, N. Y. ;
Mr. and Mrs. J. Fischer, C. C. Mellor Co.. Pittsburg. Pa. ;
.Morris J. Peters, G. C. Aschbach, Allentown, Pa. ; A. T.
Senniger. Rochester. N. Y. ; 6. T. Williams, Victor Dis-
tributing & Export Co.. New York : Mr. and Mrs. Max
Strasburg and daughter, Grinnell Bros., Detroit, Mich. ;
.Tohn Sykes. Trenton. N. J. ; Max Landay, Landay Bros..
Inc., New York : Oliver Jones, Victor Talking Machine
Co., Camden. N. J. ; II. Wonderlich, J. Samuels Bros.,
Providence, It. I. : C. H. Eisenbrandt, H. R. Eisenbrandt
Sons, Baltimore. Md. ; A. .1 .O'Neill, A. J. O'Neill .lames
Co., Chicago, 111. ; H. N. McMenimen, Philadelphia, I'a. :
L. H. Lucker. Minneapolis Phonograph Co., Minneapolis,
.Minn. : Mr. and Mrs. Louis J. Gerson, Musical Echo Co.,
Philadelphia. Pa. ; P. H. Thompson, Talking Machine
World. New Y'ork ; Mr. and Mrs. Louis Silverman, Regi-
na Co.. New Y'ork : T. B. Warner. Kirtlaud Bros. & Co..
New Y'ork : L. McGreal and son. and Miss Gertrude Gan-
non, Milwaukee, Wis. : Louis P. Geissler. C. M. Brown
and G. D. Ornstein : T. S. Rumpel. Cadillac Cabinet Co.,
Detroit. Mich. : J. Frank Smith, Edison Business phono-
graph Co.. Philadelphia. Pa. ; Mr. and Mrs. Thomas
Hardesty and C. Alien Hayden. Vitak Co.. New Y'ork.

The Hawthorne & Sheble Mfg. Co., of Phila-
delphia, had a very comprehensive exhibition of
their Star talking machines at the Chalfonte.
The exhibit was in the personal charge of Theo-
dore Bentel, secretary of the H. & S. Co.

Sheip iS: Vandegrift, of Philadelphia, were pres-
ent with their line of Music Master wood horns.
These were without doubt the finest ever shown
in this trade, and can be aptly termed the aristo-
crats of the business. The H. & S. Co. will
equip their high-priced machines with this line.

CONVENTION BRIEFLETS.

Among those who came down in automobiles
were Mr. and Mrs. E. A. Hawthorne and party,
including Mr. and Mrs. Theo F. Bentel and Thos.
Kraemer; Mr. and Mrs. W. A. Lawrence, with
whom came Mr. and Mrs. J. Newcomb Black-
man; Mr. and Mrs. J. B. Furber, and Mr. and
Mrs. Walter L. Eckhardt. All enjoyed the trip
on account of the excellent weather, and put the
cars to good use while at the seaside city.

Among the other pleasures to be enjoyed at
this city that of bathing and rolling up the board-
walk in chairs seemed to find most favor with
the visiting delegates and their friends. In the
mornings a party of them could always be found
out on the sands cultivating a healthy burn,
while in the afternoons the orange-colored asso-
ciation badges could be seen flitting here and
there from one end of the boardwalk to the
other.

Fifty-one different jobbing houses were repre-
sented, and very close to a hundred members of
the association were present, while counting all
the manufacturers and guests, the number was
almost half again as large. At the banquet wera
seated just 123.

Among those outside the trade who were
guests of the jobbers at the banquet were Mrs.
H. P. Wilson and daughter, of New York, the
ladies being accompanied by Max Landay, of the
well-known firm of Landay Bros. Much regret

The Phono-Trip Co., of Canton, O., were ably
represented by Louis A. Wolin and Nathan To-
ronski, of that city, their attachments, as they
justly deserved, receiving much commendation.

The Manufacturers Outlet Co., together with
the Vitak Co., had their products on display on
the first floor of the Chalfonte; also a new model
of an automatic talking machine which will play
eighteen records with a single winding and will
change them automatically. Their lines, if
one was to judge from appearances, are more
than living up to what had been claimed in their
previous announcements in The World. Those
present connected with this combination were
Mr. and Mrs. J. B. Furber, Mr. and Mrs. W. L.
Eckhardt, Mr. and Mrs. T. Hardesty, and C. Allen
Hayden.

Victor H. Rapke proposed sending a message
to William E. Gilmdre and therefore prepared
the following: "Bon voyage to our friend, Will-
iam E. Gilmore. A prescription to prevent sea-
sickness specially prepared by Victor H. Rapke
and indorsed by the undersigned talking ma-
chine men of America at the convention held at
Atlantic City." To this was attached the signa-
tures of nearly all of the jobbers who were
present, and Mr. Rapke forwarded it to the
steamer on which Mr. Gilmore sailed for Europe
on the 7th inst.

Brian F. Philpot, general manager of the Inde-
structible Phonographic Record Co., and Haydon
F. Gaines, were in attendance and enjoyed the
meeting of the jobbers hugely. Mr. Philpot has
had a long acquaintance with the record trade,
and has made tremendous success of the Inde-
structible. He gave a rattling good business
talk at the open session which was applauded.

T. S. Rumpel, the genial advertising manager
of the Cadillac Cabinet Co., Detroit, Mich., was
present. He was not fatigued in the slightest
at the close, and left Atlantic City for Saratoga,
where he had other convention duties awaiting
him.

W. E. Henry was unanimously voted a medal
for his witticisms.

Little Jack McGreal captured the convention,
and was elected mascot of the association.

The 1010 Special

150-Peg Cylinder

Record Cabinet

IS A TRADE WINNER

Write for Special List. Positively
the best value ever offered at spe-
cial price to talking machine dealers.

H. A. WEYMANN 6 SON, Inc.

Edison Plionograpli Jobbers, Victor Distributors,
Cabinets and Supplies, Manuficlurers of the
KEYSTONE STATE Musical Instruments.
Publishers of Sheet Music.

Weymann Bldg ,1010 Chestnut St., Philadelphia, Pa.

36

THE TALKING MACHINE WORLD.

Always Somethim

On th

The New "BQ'' Tone=Arm Cylinder Graphophone

Any man with $30.00 to invest in a talking
machine —

— ^And who prefers the cyHnder type —

— Will pick out a tone-arm Columbia Cylinder
Graphophone without a minute's hesitation whether
he is " posted ' ' on the other types or not.

He can see the convenience of an instrument
without a horn crane almost as far as you can.

You can prove to him in two minutes without
any argument that the added tone value of the
aluminum tone arm is no mere claim ; and as soon
as you show him the compactness of the machine,
and the beauty of the cabinet, and the perfection
of the motor, you can begin to help him select the
records to go with it — for the sale is made.

The Columbia aluminum tone-arm is the one
greatest recent development in talking-machine
construction. Keep an eye on it.

THE TALKING MACHINE WORLD.

37

New and Better

Way

Columbia Records Make a Business PAY

Here's what we said to the trade a year ago
this month about Columbia records and it's good
enough to say again:

''We are making wide pubhc proclamation
that Columbia disc and cylinder records will fit any
machine and double its value to its owner — and
it's a fact>

We are making it as plain as we know how
that if the owner of a talking machine will put that
claim to the test just once, we will have his business
after that — and we wilL

''The dealer who misses the business that is
coming in under the Columbia trade-marks, is miss-
ing a liberal and growing share of a mighty good
thing.

Vocal Quartettes

of The PrairiTe (Cro lir/i/nv
^hi- t.cst song of thv Wcvicrti
i been protJutc-d. It is full
fed swing ol -(.Mwtioy" niu
Tdly blXOnilli;^ li

li^'ely Sunt.' b\ ih.- {.i
Kstra accon.funimenl/
lutftt„i "XP" Cyf,„i

No. 33227
^olu}nl:a /o-ii:.

No. .ITGitJ

lime {Har-ry I ,
m >ou liP3r [his Mini
• y remember tlijt cm
■ood OIH Summer Til

|has all the goud
'j pre.Tl hit, and
ha? an irresistible I
h'; iitle Sung |
irchcslr.1 accoJ

I No. 3.'J229 I

i. "No. 3771 L
lr( Days (/. A>!lo7t\

One of the bi^^Rg hits from the great?!
h-is ever appeared in America. It is the^
roHicking solo in ihc entire production,
the Prince 5ine<; it in the operetta. Tcnoi^
Hin(itrme\cr. orchestra accompaniment.

Coiiniibia " XP"' Cylinder Record {2 S^') NoB
Columbia lO-inck QacRecord (doc) No. 3'^

^ch Obliged to \'ouA

(Tin; IS a splendid ^
I'tb.it has been '
IVIever. i^hina Artll
1 tious. B.intonr sJ
ColuDibia " X\

\$or\ Jones' Three I

\ Tins is a creat cot
forcibly ol Arthur 1
I ^uciess, "The Pi
singinK i<; in hiJ
work is a tplendil
I darkey parson :
the record ificll
baritone solo, by \
; compdnimtni.

Colii'uhia. Tcm

nI

§VJiaCs The Use?!

V spitndid rrrordj

\t>good Burt)
Vd of one of the gr\
Ison. The vvordj
rhancc for some c
fCollins, orchestral
>^d{2sc) Nof

m/itir Lon^irtti-f) '
Beminda one very I
■ ercat Columbia f

■he Bear." His

Ind the comedy J

l>i ao excit
inRrcgationT a.iu
llv without flaw.

wcord (6oe)

society ha:s ;
form of amusenW^
even modernizii™
enthusiasm whiclf
Columbia r 2 -inch i

Columbia " BC"

||Valtzes from the .

The music of ihc|
everyone likes to
It is heard. Th<
duciions of the orj
a hit in New Yor
piece The \'2-i
Columbia " ^\|
Columbia /o'
Columbia 1 2-inclt

>er Record 7
Record I 6oc) No^
'isc Record ( $1 oo each, S io\
No. 301 15

Vocal Solos

Long as (he World Rolls On i Ernes/ Ball I
Here is another beauiiful song by a famous ballad writcil
l-allad IS especially adapted to the Graphophone, as the e
blending of the «ords an^heaccbmpanimcni have made J
• il absolute smoothn^
.Kcompanimcni
Columbia /a

'I Leave The ol

A pathetic ballaf
heart. The muS
Harvey Hindermc^
in this record. Tt'il

Columbia lo-indi i

^olo, by Henry Burr, oJ

( 6o<r; No. 3801
miose and Bush }

responsive chord
I character and the i
imbia lenof . is at its v
orchestra accompammenfl
Record ((joc) No. 3781
ark! The Herald Angels %\\\% { Mendelssohn i

One of ihe grcalc-sl and grandest hymns of Christenj
record is splendidly sung and js one of the best sacrf
< v er made Tenor solo, bi' Henry Burr, organ accoij
Columbia lo-inch Disc Record ( boc ) No. C
I Alraid to Come Home in Ihe Dark f Rgberjd
From lhc^^v_Yorl< success. "A KnighiJ
^out-all-nighj.

Jne of the bi?
has ever appearetl
rollicking solo in ^
the Prince sings il
^ Hindermeyer, orchej

Coiumliia " XP"\

Columbia ,

Obliged lo \ ou >
s is a splendid cofl
l;as been wriii
rver. gi\ing Arihu
ns. Baritone solo.J
Columbia "

h Joncs'Three Rcl
liis is a Rre.it coon \
■■ciblyol Arthur Cof
Kcess, "The Preal
lieing is in his b|
prk is a splendid i
fkey parson and :
record itself i
■riione solo, by Aril
mpaninicnt.

Colujiibia lo-inch .

No. 3774 j

l^s The Use?C£ir'it.^
ecord ol tlij

; sonj with a spiru.ij att"7™
^enor. ^Mr, William Redmond
_E ''taking" music has ever been recorol
^n this song. story of the light-hearted !ov.._
ihc bids hia-swcetheart remember thai no
l^iids arc to-dav, u
— and " Keep o,
jj[iani Redmond.

" Cylinder Record (2 J. 1
No. 33228
Columbia, jo-inci: Disc RecordlOoc)
No. 3770

Faxims. from "The A\erry W'lAow" {Frn .z Lehnr) m
One of the big song hits from tlie greatest musical sens!
has ever appearcclJ^^ka. It is the gayest, happi
rollicking solo itj^^^^k production. Recorded
the Prince sin^ meretta. Tenor solo, bi
Hindcrmcycr. cH M^animcnl.

Columbia -^L^^ecord (>s^) No. 33221
Columbia r d.^f^^^^cord {6oe) No. 3761

l/Vluch Obliged lo \Qn\Benj. l-lapgood Burt) -
I bis IS a splendid comedy record of one of the greatest cl
that has been written this season. The words and ,
. giving Arthur Collins a chance for some of his c«
Lt.ons^ Baritone solo, by Arthur Collins, orchestra accompS
^olumbia " XP- Cylinder Record {2Sc) No. 3324ol

i£cc Reasons!

rribune Bldg., New York

38

THE TALKING MACHINE WORLD.

Talking Machines,
Typewriters, Phono-
graphs, Adding Ma-
chines, Cash Regis-
ters, Guns and Tools,
and on all Polished
Instruments.

It Absolutely
Prevents Rust.

Sales Quadrupled in 1907

1866

1907

WILLIAM F. NYE

NEW BEDFORD, MASS.

THE REFLECTOSCOPE.

One of the biggest sellers of the year in me-
chanical contrivances is the Reflectoscope. This
remarkable machine projects souvenir post cards,
photographs, etc., in all the original colors on
a sheet or wall in similar manner to the stereop-
ticon, with the great advantage that one has an
inexhaustible supply of subjects at hand and is
not restricted to the stilted cut and dried glass
slides. No one who has not seen one of these ma-
chines can begin to appreciate the immense
amount of pleasure to be derived from their use.
In nearly every home will be found a more or less
complete collection of post cards and magazines
profusely illustrated, which offer numberless
other attractive pictures. These, even in their
natural size, are beautiful, but when thrown on
the screen and greatly enlarged by the machine,
with all the details brought out by the powerful
light, they (even the commonest) become won-
derful scintillating works of art. No dealer who
handles post cards can afford to be without a
good stock on hand, for not only will he find a
ready sale for them, but everyone sold will act as
a most energetic salesman, as it will arouse en-
thusiasm among his customers, who will be much
larger purchasers of cards from that time on.

PIANO SALES AND TALKERS.

Piano sales are not as frequent just at present
as they have been in times past. This is influ-
encing many piano stores to look around for a
paying side-line with the result that the follow-
ing piano and music firms have just stocked up
with Edison phonographs and records: J. L.
Williams, Bevier, Mo.; Yale Music Co., Yale,
Mich.; L'Hommedieu Music Co., Columbia. N. J.
(branch); Malcolm E. Hummell, Slatington, Pa.,
and F. C. Jackson & Son, Muskegon. Wis.

The Edwin A. Denham Co.. New York, was rep-
resented at the convention at Atlantic City by J.
Charles Groshut, secretary and sales manager.
He reports' having received a great deal of en-
couragement from many of the jobbers.

D. G. Dennis, a well-known piano dealer at
Spickard, Mo., who also handles sheet music, is
now about to open an Edison phonograph depart-
ment.

The Udell Works, of Indianapolis, Ind.. have
resumed operations after a short overhauling of
their plant, niul have put on a full force of 250
men.

CLEVER COLUMBIA PUBLICITY.

The Way the Columbia People Help the Dealers
to Utilize Their Store Window.

know is that it means something. This display
is printed in three colors and when pasted on
the outside of the store window could be seen
.almost half a mile down the street.

The Columbia Phonograph Co. are constantly
preaching to their dealers the value that
can be obtained from a dealer's own store win-
dow when properly utilized. And they are going
further than that. They are sending out each

LOCKWOOD S PISCATORIAL TRIP.

On the 'glorious fourth" F. E. Lockwood, of
F. E. Lockwood & Co., Norwalk, Conn., started
on a two weeks' fishing trip to Nova Scotia,

Everythmg you can hear at the show
once, you can hear as often as you like
at home with

Columbia
Records

^ Disc-60(^ CyEnder. 25c ^

Home, Clubhouse, Yacht. Camp —
there's no one thing that will give
so much pleasure, to so m£ 3y people,
for so long a time, at so Httle cost, as a

Columbia
Graphophone

Disc or cylinder— AD prices fc^.
Come in and talk terms! t-^^

If you've never beard a good "Uncle
Jo^h" story on the

Columbia
Graphophone

you've missed a heap of fan.

month to their dealers window cards and win-
dow strip displays that will back up the dealer's
own efforts in this direction. The greatest evi-
dence that this co-operation is appreciated by the
dealers is the fact that
window cards and window
strip displays are being
shown wherever Colum-
bia graphophones and rec-
ords are sold.

The window cards and
window strip displays that
the Columbia people are
sending out, as can be seen
from the illustrations, are
very unusual. They are
printed in bright colors,
which, of course, do not
show up very well in the
black and white illustra-
tion. The text is pacticu-
larly strong and the cards
make a very good appear-
ance in a window. The window strip shown here
attracted a lot of attention wherever it was used.
The six flags constitute the words "Come In" ac-

going via the outside route. Of Mr. Lockwood's
prowess as a disciple of Izaak Walton readers of
The World have already heard, as he frequently
sends choice messes of fine fish to his jobbing

-A

At the show, 3 hours, $2

Same thing at home, free
on a

Columbia
Graphophone

friends in Xew York. Lockwood & Co. also deal
extensively in automobiles.

William Harrison, a dealer in talking machines
and bicycles, at 50-52 Columbia street, Utica,
N. Y., suffered the loss oi his entire stock by fire
last week.

V5

The Film Service Association, composed of
those who rent and exhibit moving picture films,
held their fourth annual convention at the Hotel
St. George. New York. July 12.

I

Headthe.Signalll

Columbia Records

I ording to the inlernational code of inaritimo
signal flags. Although not many people can read
the code, everybody has seen the code flags fly-
ing on yachts and warships and all they have to

CARL SCHROETER

BERLIN S. 42 PRINZESSINNENSTR. 21

IVIR. DEALER:

IF YOU WANT THE

EXCLUSIVE SALE OF

fESTROCTIBTT
RECORDS

IN YOUR TOWN. WRITE AT ONCE

MUSICAL ECHO CO.

DISTRIBUTORS FOR EASTERN TERRITORY

BIG STOCK QUICK SERVICE

121T Cticslnul Street. Pliiladelprila

THE TALKING MACHINE WORLD.

39

GENERAL MANAGERS OF REGINA CO.

Messrs. Gibson, Blumberg and Luther Took
Charge on July 1st, 1908.

The duties of general manager of tlie Regina
Co. will be divided between tbree of tbe
directors, viz.: Joseph Blumberg, L. T. Gibson,
and J. D. Luther, and these gentlemen will
manage the business of the company hereafter.

Mr.. Blumberg has been associated with the
Regina Co. for seventeen years, and for the past
six years has had the management of the com-
pany's western . office in Chicago. He will prob-
ably take up his residence in Rahway during
the summer. Mr. Gibson, the secretary of the
company, came into the business seven years
ago and served the Regina Co. for three years
in New York before taking up his present duties
at the main office in Rahway. Mr. Luther has
held the office of treasurer of the company dur-
ing the past four years.

All of these gentlemen have been active in pro-
moting the growth of the Regina Co. They
know the business thoroughly and are well
equipped to carry it forward with continued suc-
cess. No radical changes are contemplated in
the general policies of the company. The busi-
ness outlook is excellent in every way.

GOOD NEWSPAPER PUBLICITY.

A very clever scheme was carried out last week
in connection with the Democratic convention at
Denver by Business Manager Frisbee, of the
Minneapolis Journal. Mr. Frisbee announced
that "Brief but characteristic speeches by Mr.
Bryan delivered in his own voice would be heard
by the crowds who came to watch the Journal's
bulletin convention service." As a result of this
publicity there was in attendance immense
crowds at all times. They were intensely inter-
ested throughout, a;nd loudly applauded the
speeches as delivered by the Edison phonograph.

E. D. EASTON TO EUEOPE.

Edward D. Easton, president of the Columbia
Phonograph Co., General, New York, changed his
plans about passing the summer in Pennsylvania,
and sailed for Europe on July 7 aboard the
Kronprinzessin Cecilie, of the North German
Lloyd Line. He was accompanied by his wife and
son, and will be away until August 1. On his re-
turn Mr. Baston will resume his active duties
with the company. As mentioned elsewhere in
The World, "W. E. Gilmore, president of the Na-
tional Phonograph Co., Orange, N. J., went abroad
on the same steamer.

HOW ARTISTS ARE POPULARIZED.

The best evidence of what the talking machine
can do to popularize an artist is the case of
Mme. Michailowa, the celebrated Russian so-
prano, so popular in St. Petersburg that she is
never permitted to leave her native land. In
speaking of this artiste, the Victor Co. say:
"We brought out her records several years ago,
and to-day her name among the music-loving
people of America, and especially Victor owners,
is as well known as that of any of the world's
renowned artists, although she has never visited
America."

BUSINESS FOR SALE

Talking machine and sheet music business —
two stores adjoining, can be sold as a whole, or
each department separate. Location one of the
most progressive cities in the Central South.
Choice location for young man that wants a good
foothold for the future. Only reason for selling,
ill-health. Address "Talk-O-Music," care of The
Talking Machine World, 1 Madison avenue. New
York.

INTERESTING "TALKER" SUIT.

A rather interesting case, resembling the
White-Smith vs. Apollo Co. suit, has recently
been decided in Austria in favor of the talking
machine manufacturers. A Vienna publisher,
acting for the International Talking Machine
Co., of Berlin, brought suit against the Deutsche
Gramophone Co. for making and selling records
of "The Merry Widow." The lower court de-
cided that the publisher's rights had been vio-
lated, but the court of appeals took the opposite
view. The highest court in Austria was then
resorted to, and decided in favor of the Court
of Appeals decision.

CONGRATULATIONS.

H. T. Leeming, traffic manager of the National
Phonograph Co., Orange, N. J., was married on
June 30 to Miss Esther Shanelay, of Jersey City,
N. J., at the Bergen Reformed Church. Mr.
Leeming was the recipient of a very handsome
cellarette with cut glass service from his em-
ployers.

PIANO FIRM ADDS THE EDISON.

S. J. Clement, the well-known piano dealer of
Bar Harbor, Maine, has decided to add Edison
phonographs as a side line. Mr. Clement is a
recent convert to the idea that phonographs will
increase piano sales by furnishing him an intro-
duction to families where pianos can be sold
later on. He looks for a good demand for the
phonograph among the vacationists and pleasure
seekers who patronize the popular Maine sum-
mer resort.

FLOWER HORN FOR VICTOR I.

The Victor Talking Machine Co. have issued an
announcement that the price of Victor I talk-
ing machine with new flower horn equipment,
will be $25 hereafter. This horn is made to fit
the elbow of Victor I, thereby dispensing with
the adjuster heretofore necessary in attaching
the flower horn to these instruments. The new
horn adds considerably to the appearance of the
instruments.

MRS. MORRIS CONVALESCENT.

The World is pleased to hear that the wife of
R. H. Morris, general manager of the American
Talking Machine Co., the largest Victor distrib-
uters in Brooklyn, N. Y., has recovered from a
serious attack of typhoid fever of seven weeks'
duration. Mr. Morris had arranged to take Mrs.
Morris with him to Atlantic City on the 6th and
7th inst. and remain for the week, but her un-
fortunate illness interfered with the program,
much to his regret. As the American Talking
Machine Co. also carry a line of kodaks and gen-
eral photographic supplies, and Mr. Morris being
something of an expert with the camera, he se-
cured a number of striking views while at At-
lantic City, including picturesque groups of talk-
ing machine men, which are now displayed in
the ample show window of his establishment, 586
Fulton street.

LANDAY STORE IN SUMMER GARB.

The New York store of Landay Bros., 400
Fifth avenue, has been put in summer garb, the
handsome show window being fitted up with
cool shades and the remainder of the elegant in-
terior being arranged in harmony under the
tasteful and skilful judgment of Max Landay.
Their store at Newport, R. I., has been reopened
for the fashionable season, and establishments
in other bon-ton resorts will also be put in run-
ning order this year. The firm have been running
a series of clever "ads.'LJn the New York daily
papers for June and whicji will be continued
this and next month. They have the right idea.

Samuel Bouche, thirty^three years old, said to
be the inventor of a moving picture device in
general use, died in Bellevue Hospital recently.

UNQUESTIONABLY
A BIG WINNER

Everybody who sees, buys,
and every dealer w^ho buys,
sells

THE MONARCH MIDGET

This little "Monarch" can be
placed on the counter, and will
hold about 8 months' records in
compact and convenient space.

The clerk can thus choose rec-
ords without losing the customer's
attention for a moment. Very
convenient and effective when you
are playing the new records of a
month, because you face the cus-
tomer all the while.

No matter how many racks you
have, you need this little counter-
size revolving "Monarch" Baby.

Write your Jobber or to Us.

Syracuse Wire Works

Vi\ivershy Ave.
SYRACUSE, N. Y.

40

THE TALKING MACHINE WORLD.

PEASE CO.'S UNIQUE LINE

Of Novelties for Talking IVIachine Men — Some-
thing That Should Appeal to the Trade.

Live talking machine men will certainly find
many things to interest them in the unique an-
nouncement made in this issue by the E. S. Pease
Co., not by any means least of which is their

new Crown Talking Machine. This machine is
certainly a revelation in its class, showing how
by the application of modern brains the system
of eliminate can be used to cheapen the cost
of manufacture without the loss of those essen-
tials in the way of tone. For there is no ques-
tion about the results obtained from this little
phonograph nor the fact that here one has a
cheap machine without, it being in any sense a
toy. This company are also showing some good

values in other lines that would go well with
the talking machine or would make the catchiest
kind of premiums. The Gold Plated Clock, a cut
of which appears in this article, is a sample.
This, if shown to the ordinary person, would
look like a remarkable bargain at five dollars,
and yet can be sold by a dealer for two and a
half dollars, giving him a profit of one-fifty, and
when bought in large quantities for premium
purposes can be had even a little cheaper. And
so it goes all through their line. They believe
in giving the dealer or jobber all the profit that
is possible, and only insist that bills be paid
promptly.

TALKING MACHINE SUPPLY CO. NEEDLES.

The line of needles marketed by the Talking
Machine Supply Co., 400 Fifth avenue, New York,
are commanding a wide sale. The goods come
in various styles, including the "Auxetone,"
"Dauer," "Climax," "Lightone," "Opera," "Exhi-
bition" and "Star," and on these the company
have built a large business. These needles are
put up in handsome packages, a few of which a.-e
shown in the company's special announcement on
another page of this issue of The World.

TO HANDLE PHONOGRAPHS.

R. H. Peck & Co., Seaforth, Ont., have put in
an extensive stock of Edison phonographs and
records, and will no doubt do much to increase
the popularity of the Edison in their section of
the Dominion.

A GREAT HORN PLANT.

The illustration herewith will give a fair view
of the plant of the Standard Metal Mfg. Co., New-
ark, N. J. This company have unsurpassed fa-
cilities for the manufacture of horns, and by con-
sulting an announcement made in another por-
tion of this paper it will be seen that the Stand-
ard product comprises a wonderful variety of

THE STAXDARD .METAL MFG. CO.'S PLAXT.

horns, including decorated, folding and the
Standard, Edison and Victor lines. The Search-
light foiding horn is the latest Standard acquisi-
tion.

VICTOR "STRAWS" TELL THE STORY.

Straw No. 1 — A comparison of the financial re-
ports of the United States Steel Co. and those of
the Victor Talking Machine Co. for the first quar-
ter of 1908 (a panic period), shows much in favor
of the Victor Co., on a percentage basis.

Straw No. 2 — We are extending our plant and
are building one of the largest smokestacks ever
located in the State of New Jersey.

J. C. LANDAY'S HONEYMOON TRIP.

James C. Landay, of Landay Bros, and Zed Co.,
New York, who is now in Europe on his wedding
tour, has been in Paris, France, for the past two
weeks. Previously he had toured Scotland, Ire-
land and England, tarrying for a brief while in
London, where he visited the Anglo-Franco In-
ternational Exposition, which he pronounces ex-
cellent from every point of view. Asked about
the display of talking machine paraphernalia,
the answer was that Jim was solely on pleasure
bent with his bride, and he was paying no atten-
tion whatever to business affairs.

NOVELTY and MERIT COMBINED

What the Talking Machine is to the old six-tune !Music
Box the Reflectoscope is to the Magic Lantern.

The Reflectoscope never grows old. Every day's mail
brings new post cards to the home, every magazine and news-
paper contains a mine of interesting views or beautiful pic-
tures to be shown, every vacation trip furnishes photographs
of pleasant scenes and of friends.

Any of these can be brilliantly reproduced upon a screen
in a 6 to 10 foot enlargement perfect in every detail even to
the exact coloring. This is why

The

Reflectoscope

The Post Card Magic Lantern

is making a big hit with the Talking Machine dealers. Those
who have already sent for samples report that it connnand>
an innnediate interest wherever displayed.

Because everyone likes to look at pictures the immense
sales of magic lanterns have continued with all their limited
ability to amuse. Because the Reflectoscope opens a new fu-U!
of instruction and amusement the demand for it is instant.

Talking Machine dealers especially are in splendid posi-
tion to make n profitable side line of the Reflectoscope. Their
advertising and soliciting on tiie Phonograph has given them
practically a selected list of the people interested in this sort of
auniscnient. Thus the machine gives them the opportunity to
make an extra profit out of a by-product of their business with-
out extra cost.

Retail price for gas, electricity or denatured alcohol,
mounted ready for use and beautifully japanned in black and
red. $•■). complete. Write for details.

Alco-Gas Appliances Dept.

159=161 West 24th St. NEW YORK

THE TALKING MACHINE WORLD.

41

The cornerstone of
Hammerstein's new
opera house in Philadel-
phia was laid with suit-
able ceremonies on June
25. The building is lo-
cated at the corner of
Broad and Poplar
streets, and will be one
of the best equipped
buildings for the pro-
duction of opera in this
or any other country.

A unique feature of
the ceremony was the
placing in the corner-
stone of a number of
talking niachine records
by famous artists. By
preserving their voices

in this manner the great impresario paid a grace-
ful tribute to his star singers.

The records include the Mad Scene from
"Lucia di Lammermoor," sung by both Melba
and Tetrazzini; the Habanera from "Carmen,"
by Calve; the Flower Song from "Carmen," by
Dalmores; Massenet's "Noel Paien," by Renaud;

FAinOUS VOICES IN CORNERSTONE OF 0PER4 HOUSE.

Records of the Voices of Mme. Melba, Tetrazzini and Garden and Other Noted Artists Placed in
Cornerstone of Hammerstein's Philadelphia Opera House.

The document, rec-
ords and photographs
were placed in an air-
tight copper box. At a
signal the marble cor-
nerstone — which was
hollowed out underneath
to receive the box — was
lowered, and Oscar
Hammerstein, using a
gold trowel and ham-
mer, tapped the stone
into place and put the
finishing touches to the
cement around the
edges, thereby insuring
the preservation of the
priceless voice records
for an indefinite period.

a record by Zenatello and one by Sammarco.
Photographs of Oscar Hammerstein, Melba,
Tetrazzini, Campanini, Eva Tetrazzini Campa-
nini. Calve, Dalmores and Mary Garden were
also put in the cornerstone, along with data con-
cerning the erection of the building, signed by
Oscar Hammerstein.

There was a great number of Mr. Hammerstein's
New York friends present at the ceremonies who
wished him the largest measure of success.

TALKING MACHINES IN CHINA.

An Interesting Report Made by Our Vice Con-
sul in Tsingtau Regarding Musical Instru-
ments.

Vice-Consul Ernest Vollmer, of Tsingtau, re-
cently made the following interesting report con-
cerning' the increasing use of musical instru-
ments, especially talking machines, in China,
and suggesting means whereby American manu-
facturers can hold and increase their trade
therein. Mr. Vollmer says:

"With the steady increase in the European
population of the Far East, a growing demand
for all sorts of musical goods is developing,
while gramophones and talking machines are
finding an ever-extending market among the Chi-
nese. American trade, on the whole, seems to
be doing better in the latter line, owing mainly

to the excellency of the machines sold and good
representation.

"One firm in Shanghai which has a general
agency for a leading American gramophone is
selling large quantities of machines and discs.
They establish agencies in all ports, sell directly
to the natives, and supply them with Chinese
and other musical records, all of which are made
in the United States.

"Aside from the articles already mentioned
this firm sells American banjos, organs and
sheet music in large numbers and quantities.
The firm manufacture 15 pianos monthly, for
which raw material is all imported, and it dis-
tributes large quantities of German harmonicas,
the latter being so cheap as to defy competition.
Furthermore, American pianolas are being dealt
in to a large extent, but this trade will soon
suffer, as the firm has just started to reproduce

them. The first specimen has just been finished
at the Shanghai factory and has proved a suc-
cess. American exporters will have to watch
the market closely to keep a trade in their
hands in which a satisfactory start has been
made.

"Germany seems to be the main other nation
contending for the market in gramophones.
They manufacture cheaper goods and get some
orders, a firm in Tsingtau doing a good business
in these machines."

MULTIPLE CO. INCORPORATED.

The Multiple Phonograph Co., of Portland,
was incorporated in Maine recently for the
purpose of making and handling musical instru-
ments. Capital, $3,000,000. President, C. E.
Eaton; treasurer, T. L. Croteau; clerk, J. E.
Manter, all of Portland.

Two New Ones

From the HUMPHREY Line of
Record Cabinets

The illustration shows No. 107 Disc Record Cabinet, made ot
Solid Oak, Golden Finished. The interior of this is finishei]
the Humphrey way — smooth, neat and attractive. Exterior
rubbed and polished. Each division in rack holds five Records;
the entire Cabinet holds 125 12-inch Records.

Height, 321/2 inches.
Width, 17 inches. ,
Depth, 15% inches.
Weight, 55 lbs., crated.

Quarter Sawed Oak front, plain sides and top, paneled back.

Price, $10.00 List

No. 137, Cylinder Record. Cabinet, holds 125 cylinder Records
— same finish, same dimensions. Interior fitted with five trays,
which can be pulled out and suspended at any angle, making all
Records easily accessible.

Price, $11.00 List

Our Catalog illustrates many styles for Cylinder and Disc
Records — the best made, the best designed, and best finished
Cabinets in the world — at popular prices.

Send your order to the nearest Jobber, or write at once for
new' Catalog.

No. 107.

HUMPHREY SALES CO.

DETROIT, MICH.

No. 137.

42

THE TALKING MACHINE WORLD.

TIMELY TALKS ON TIMELY TOPICS

for himself, accidentally broke one, and he cried
as if his heart would break.

In addition to his scientific attainments, won-
derful adaptability to commercial conditions, not
to mention his marvelous inventive genius,
Thomas A. Edison is also largely interested in
sociological problems. • A man of few words,
unless with his intimates and every-day business
associates, Mr. Edison has seldom expressed
himself openly and freely on such topics, but
those who know him well and have heard him
talk on the subject say he is a consistent and
ardent advocate of socialism — in its best sense, of
course. The world knows he is an ardent ad-
mirer of Tolstoi, and his plan of devising cheap
and cleanly homes — concrete construction — for
the less fortunate of mankind, so far as material -
success is measured, is also familiar to many.
Mr. Edison has been a strenuous opponent of
high-price phonographs, possibly on this ac-
count, as the fixed policy, doubtless formulated
by himself, respecting the line of goods made

famous by his name is, a product "for the masses
and not for the classes."

Mention of Mr. Edison's name can scarcely be
made without something else cropping up remi-
niscently. In fact, it reminds the writer what
he related to a group of newspaper men regard-
ing the early days of the phonograph, when a
fortune was hardly deemed within the range of
commercial possibilities. This is how Mr.. Edi-
son told the story: "We had a committee at
the factory who passed on all records. About
twenty-flve was our entire list, and we classified
them as good, fine, bad, rotten, punkarhino. In
most- every case when I pronounced a record
'rotten' these selections turned out to be the best
sellers, so you may know what a good judge I
am. For a long while I never thought there was
anything in the phonograph until one day my
little boy, who had probably a half-dozen records

A GOOD SIDE LINE

Simplex" Automatic
Electric Light

NO WIRES. Can be
hung anywhere. A
splendid device for lighting
dark or dimly lighted rooms,
closets, telephone booths,
etc. Equipped with
"Triumph" refill export
battery. Four feet of silk
covered wire attached to
globe.

S1.20 Each

IT PAYS JOBBERS

to co-operate with us and to designate the dealers with
whom they wish us to work.

WRITE TO-DAY FOR EXCLUSIVE. JOBBER'S
TERRITORIAL PRIVILEGE.

OUR SYSTEM increases sales of records at least 100
per cent., and increases sales of expensive phonographs
proportionately within a short time.

Booklet covering our new proposition sent upon request,
to all jobbers and dealers. It costs but a two cent stamp
to ascertain the full particulars.

The Edwin A. Denham Company

Business Developers

498-500 Oroadway,

A.1MD BERLIINJ, GERMAIMY

ISIew YorR

"This set me to thinking, and then it occurred
to me there might be something in the phono-
graph after all as a commercial proposition. I
argued to myself, if a child so prizes an article
of this kind, which at that time could not be
replaced if damaged or destroyed, there must be
a host of others in the world of the same mind;
in fact, I thought there might be a demand for
such goods. We went to work on this supposi-
tion; but I advised our folk to go slow, even
when sales were increasing at a rapid rate, as it
might prove only a passing fancy. Now, I can-
not say anything. I am literally surprised at
the stupendous expansion of the business." At
the conclusion of this interesting bit of talking
machine history the "old man wonderful'' smiled
restropectively, and his listeners were in like
mood.

Lou C. Wilber, manager of the Regina Co.'s
business in the territory of Greater New York,
with headquarters at Broadway and 17th street,
though but 28 years of age, has had a uniformly
successful career since he started in the music

LCD C. WILBEK.

trade at Detroit, Mich., as a boy. He has been
promoted from one responsible position to an-
other, his record as a road salesman being par-
ticularly brilliant. Mr. Wilber assumed charge
of the present New York store when it was
opened, and here he displayed his managerial
talents to such great advantage that the com-
pany renewed his contract again, dating from
July 15. The Regina Co.. besides their own dis-
tinctive line of automatic instruments, are large
Edison jobbers and Victor distributers.

Perhaps it may be a difiicult task to convince
the average dealer that when business is slow
is the time to increase their advertising, and
such space as may be used in the local news-
papers should be occupied by a forceful and tell-
ing presentation of their goods. The accepted
rule is that when trade quiets down the adver-
lisins appropriation should be reduced. No
,i;reater mistake is made. Experts in advertis-
ing, who study the game from a cold, scientific
standpoint — that is, for producing i-esults — are
a unit on this proposition. With the jii^fessional
advertising man such ways and means iji'e the
l)cst to adopt tliat have "i>uning" power. Tliey.
thoroforc, ;\clvisc no curtailment of the publicity
canipaimi whi-ii liusiness is slow. Then is tlu'
linii" lo nnike still further efforts. Wliere tliis
plan has been followed success has ahva.vs
crowned the ondoavor.s of the advert i.ser. .V few
talking nuuliine dealers are wise enough to pur-
sue this course, and they are reaping their re-
ward. Would there were more. These observations
also apply with equal force and cogency to the
jobber selling to the trade.

THE TALKING MACHINE WORLD.

43

NEWS FROM THE^ACIFIC COAST.

Records More in Demand Than Machines —
Business Better Than a Year Ago — Columbia
Co.'s Report — Miller Mal<es Change — Edison
Records Score Hit — Victor Re6ords for Leper
Hospital — Big Sale of Victors to Mexican —
Sailors Good Buyers — Pleased at Geissler's
Success in Chicago and St. Louis.

(Special to The Talking Machine World.)

San Francisco, Cal., July 6, 1908.

As had been anticipated, the month of June
has made a much less satisfactory showing in the
tallting machine trade than May. The stimula-
tion caused by the presence of the fleet has been
lacking, and this alone would account for some
falling off. During the latter part of the month,
moreover, a great many people have been making
their yearly visits to the country, and are not
anxious to buy talking machines until they re-
turn. There is some advertising of talking' ma-
chines as camp entertainers, and quite a lot of
records are sold to people going on vacations,
but the campers this year are not buying as
many machines as usual. City trade is quiet,
and dealers are finding that very few sales are
made without a strenuous effort. The country
trade i-n some sections is better, as considerable
advertising is being done by dealers in the
smaller towns with very fair results. With this
trade to fall back on, the wholesalers are not
complaining. One pleasing feature of the trade
in general is the demand for records, which keeps
up steadily. Some special lines of records are
especially popular, and are continual profit-
makers. Some of the finer grades of machines
are also keeping up well.

In comparison with a year ago, it is safe to
say that more business is done now. There are
more dealers after the large business, and con-
sequently several of them individually are not
doing as much, but some growing concerns on
the other hand show a great increase. The Co-
lumbia Phonograph Co., for instance, reports
four times as much business as last month. The
local agency is sending out large numbers of
circulars, aiming to reach dealers in territory
where the company has not yet placed agencies.
This, together with some strong advertising by
the country agents, is mainly responsible for the
increase. The local store is making a good dis-
play with the Symphony Grand Graphophone,
which, for a high-priced machine, is selling very
nicely. Coast Manager W. S. Gray is now in
Southern California, on an automobile trip among
the dealers. He will be back in about ten days.
Mr. Saunders, the Vallejo agent, was in San
Francisco last week. He says that business has
been quiet in his town since the middle of last
month.

W. J. Miller, who for several months has been
manager of the retail talking machine depart-
ment of Kohler & Chase, has resigned his posi-
tion, and is now in Portland, Ore. It is said that
he will take a place with the Eilers Piano House.
The local department of Kohler & Chase is tem-
porarily in charge of Mr. Neil, but C. Edwards,
formerly of the wholesale department, will soon
take over the management.

The Eilers Music Co. is having great success
with the Reginaphone, which they are introduc-
ing on the Coast. They are very enthusiastic
over this machine, and have succeeded in arous-
ing a general interest in it.

Peter Bacigalupl & Sons now have the July
Edison records on sale, and as usual when the
monthly issue comes out they are having a large
business at the retail store. The number of or-
ders coming into the wholesale department, how-
ever, is still more satisfactory. They say that
there has been a decline of late in the amount of
business on Fillmore street, where their retail
store is located, and it takes a special occasion to
cause any interest. They have the Edison com-
mercial machine well started, but operations
along this line are still limited by lack of stock.
This trouble will be remedied very shortly.

An appeal has been made by the physician in
charge of the leper hospital in San Francisco for
Victor records for the use of inmates, whose

greatest amusement is a talking machine. The
appeal met with a ready response.

The largest assortment of records ever sold
with a single machine was recently placed by
Benjamin Curtaz & Son with a visitor from Mex-
ico, who became interested in the Victrola, and
liked it so well that he wanted a copy of all the
high class records made by that company.

Sherman, Clay & Co. have made arrangements
with the Victor manufacturers by which they can
place each new issue of records in the hands of
the retailer on the first of the month. This feat-
ure is found to cause quite an increase in the
popularity of the Victor machine with the coun-
'try trade. Mr. McCarthy says that the last
monthly issue has taken extremely well, and
orders ai'e coming in as well as ever. He states
that this month's business is fully up to that of
May, in spite of the quietness reported elsewhere.
The warships, he says, are all laying in large
stocks of records, as everyone of them has at
least one Victor machine on board, and they will

leave immediately after July 4, after which they
will be unable to get new records for a long
time. Sherman, Clay & Co. have just received the
special Victor record of George Cohan's new song,
"Yankee Doodle's Come to Town," and all who
have heard it so far have been enthusiastic over it.

The many friends here of "Art" Geissler, now
general manager of the Talking Machine Co.,
Chicago, are constantly receiving splendid re-
ports from mutual acquaintances in the Windy
City of the progress being made by the erst-
while San Franciscan. It seems that he has
been blessed by both God and man. Not only
have two fine little sons made their advent in
his home since he located in Chicago, but the
great wholesale talking machine house of which
he is the head is said to be advancing by leaps
and bounds under his management. It is ru-
mored that his success in the conduct of the
Chicago company has resulted in his being given
the general management of the St. Louis Talk-
ing Machine Co. in addition.

"Blackman" Back From Aflantic Cily

and says Good Results From the Work of the Convention
Will Be Felt in the Trade

THE CONVENTION WAS THE BIGGEST EVER HELD

^ We had a larger attendance than at any previous convention.
What does it mean ? It means that the Jobbers and Manufacturers
have banded together to insure a "QUICK REVIVAL" OF "PROS-
PERITY," and the "DEALER" should give his support. Let us
all work together.

IT WILL PAY YOU TO MAKE GOOD AND GET

YOUR REWARD

^ I feel that the manufacturer will give more protection to the
Jobber and Dealer who has helped sustain our business during the
depression, and you can't afford to quit the game now "Mr. Dealer."

BLACKMAN WILL HELP YOU MAKE GOOD

^ Don't lose your trade by failing to have a proper stock of
machines, the latest records and those in the general catalog. It will
pay every dealer to keep in the front ranks, for business is improving
and with the return of cool weather the Talking Machine business
will have a new boom.

IF YOU DON*T WANT TO TAKE CHANCES,
BUY FROM BLACKMAN

q He is a Jobber of both EDISON and VICTOR and "If Black-
man gets the order you get the goods."

q You can send ONE order to BLACKMAN for any EDISON and
VICTOR goods, get one shipment and thus save time and expense.
If the service is not the best, "Blackman loses," but he is not worry-
ing about that.

BE AN OPTIMIST AND BUY FROM ONE

^ If you believe in patronizing a Jobber who has faith in the
future of our business and will work hard at all times to improve con-
ditions and elevate the business, then let BLACKMAN be your
Jobber.

YOURS ROR SERVICE

Blackman Talking Machine Co.

J. NEWCOMB BLACKMAN, Pres. " THE WHITE BLACKMAN "

QT OHambers Street INBW VORK

"EVERVTMIINQ POR EDISOIN AND VICTOR"

44 THE TALKING JVIACHINE WORLD.

Just a word with you, Mr. Talking Machine Dealer!

JMaturally trade is somewhat dull — that is to be expected in midsummer,
but indications, point to a business activity in the early fall which will be
pleasing.

Is your stock ready to meet with ordinary demands which may come
upon you? Then right here let us take up the subject of stock with you.
Will you not ?

We are the largest exclusive talking machine jobbers in the world. We
have at all times a most complete stock of

Edison Phonographs and Records

Our business is so systematized that we can have orders filled and on their
way to their destination shortly after they have been received. Promptness
has been one of the cornerstones upon which this business has been built.

We have a number of specialties which will work in splendidly in any
talking machine stock.

We have a complete line of originally designed record cabinets.

The ordinary Peg Cabinet for Cylinder Records and the ordinary
Slat Cabinet for Disc Records.

Both the Eureka Carton Cabinet for Cylinder Records and the
Eureka Library Cabmet for Disc Records are extraordinarily good cabinets
in that they protect the record from dirt and scratch and make it possible
to find a desired record without loss of time or trouble.

Let us explain their superiority and merits.

Our Eureka Alphabet Index is supplied with our cabinets. It will
quickly enable one to immediately locate any record. We have the True-
tone diaphragm for Model C (Edison) reproducer. This you can sell to any
customer. It increases the volume of tone, and only costs a half dollar, and
money back if desired. We have a number of other specialties, and we are a
general supply depot for everything in the talking machine line. Don't
forget, we can assist you to build trade — our word for it.

Goods Shipped Promptly. 100 per cent, of Orders Guaranteed

THE TALKING MACHINE WORLD.

45

VACATION MONTH IN BOSTON.

Members of the Trade Are on Their Annual
Outing — Eastern Talking Machine Co. New
■Window Publicity — Some Recent Visitors.

(Special to The Talking Macliine Woi Id.)

Boston, Mass., July 10, 1908.

This is vacation month in the talking machine
trade here. Managers, clerks and customers are
remaining away from the stores for a time, en-
joying a rest.

The month of June was notable only for the
number of traveling men who visited this town.

B. F. Philpot, general manager of the Indes-
tructible Phonographic Record Co., was here from
Albany, N. Y., also Joseph McCoy, of the Na-
tional Phonograph Co. H. N. McMenimen struck
town full of ambition about his horns.

Business is reported as "so so" at the Eastern
Talking Machine Co., as a direct result of the
new policy of window dressing at this store, two
fine cash sales of Victrolas were made. One cf
these instruments is to go to Sicily.

W. J. Fitzgerald, of the Eastern Talking Ma-
chine Co: staff, leaves for a fishing trip to Maine
July 15. He declares that he is going to catch
a red herring and send it to Mr. Gately, for-
merly with the Eastern Co.

R. F. Pease, of the Massachusetts Indestruc-
tible Co., went to Philadelphia this week to get
a rest.

William Howes, manager of Houghton & But-
ton's talking machine department, reports a
seasonable business, with a good call for high-
priced goods.

PICTURES OF BEAVERS AT WORK.

Prof. C. R. Kellogg Snaps Wild Animals and
Birds in the Maine Woods — Made Records of
Their Voices.

(Special to The Talking Machine World.)

Portland, Me., July 1, 1908.

With priceless moving picture films and data
procured In the wilds of Maine of the habits,
haunts and activities of the busy beaver family,
caught for the first time in the history of nature
studies, sets of films depicting bird, animal and
insect life and information on the effect of music
upon the denizens of the wild. Prof. C. R. Kel-
logg, a New York naturalist, reached here from
the Dead River regions around the Kennebago
chain of lakes to-day, after a month's work far
from the haunts of mankind.

The Dead River region is the habitat of numer-
ous large colonies of the interesting beaver
family, whose activities in dam building and its
consequent flowage of timber lands, under legal
protection, has raised a protest .by timber land
owners and a demand that the open time on
beaver be made law again. Now, beaver can only
be killed under the direct supervision of the
Maine Fish and Game Commission, and it is esti-
mated that the damage caused to growing timber
by flowage from beaver dams mounts into the
thousands annually.

It was in the midst of these beaver colonies
that Professor Kellogg spent his days. He found
that in some parts where small trout streams
originally were, there are now sizable ponds
teeming with trout, created from dams built by
the beaver engineers, dams so well built that
dynamite must of necessity be used to remove
them. He found trees felled of the thickness of
more than twelve inches by beavers and used in
dam construction.

With his special apparatus carried far into the
woods where neither roads nor trails penetrate.
Professor Kellogg set up his establishment, made
friends with food given the colonists, and was
able to procure a most wonderfully interesting
series of motion pictures of the beavers at work
and at play in and around their spacious houses
fringing the ponds they artificially create for
their dooryards.

He caught them toting large and good-sized
logs, rafting them down the streams with the
skill of river drivers, adjusting them with intelli-

gence remarkable for dam construction, and
photographed them at work on tree felling. In-
teresting experiments to get the effect of music on
the fur-bearing animals seen — mink, otter, fisher,
foxes, skunks, ana even bears — were made. The
flute. Professor Kellogg says, seemed to have the
most attraction for these animals, who fled at the
sound of a violin. At twilight, when the beaver
families were about to retire, he had no diffi-
culty in drawing them to their doorways with
the softly played strains of the flute, and they
would invariably retire when the violin was
sounded.

One evening he was somewhat frightened to
behold a large she bear, which he had seen some
days before, standing close to him with three
cubs, who were apparently agreeably affected by
the music, and at these concerts he had many
sorts of animals that came to be regular patrons.
Deer were so tame that they would hang around
his camp and wait for the food of civilization.

He obtained valuable pictures in motion of
clouds of beautiful colored butterflies, with his
phonograph he got wonderful animal sounds, and
songs of birds, the like of which he says man
scarcely ever hears near civilization; a record
of the bull moose calling to his mate, the weird
night cries of the Indian Devil, the almost human
cries of wounded rabbits, and of the prowling
loup cervier.

This material will be used by Professor Kel-
logg to illustrate lectures on nature study and is
the first attempt in this unique direction. With
real pictures and real sounds simulated he hopes
to set at rest many claims of nature fakers and
nature writers' theories.

This idea originated with Victor H. Rapke, of
New York, who personally secured the names.
About 15 of the company's officers "and heads of
departments were at the pier, including A. Wes-
tee, secretary and treasurer; F. K. Dolbeer, gen-
eral sales manager; N. C. Durand, manager of
the commercial system department; Peter Web-
ber, superintendent of the works; Walter H.
Miller, manager of the recording laboratory;
A. C. Ireton, W. H. A. Cronkhite, F. E. Madison,
L. C. McChesney, Walter Stevens, A. T. Moore,
John E. Helm, J. F. McCoy, B. F. Barklow. Mr.
Gilmore expects to be back home in September.

FINE LINE OF UDELL CABINETS.

The Udell Worlts, of Indianapolis, Ind., are
showing an excellent line of cabinets for disc
and cylinder records in the Grand Rapids mar-
ket. Furniture Exhibition Building, 4th floor. As
a well-known member of the trade said the other
day: "The Udell people do not take off their
hats to anyone on this class of cabinets, and the
trade has long since come to a thorough realiza-
tion of the fact that when they buy the Udell
they get splendid values." The lines this year
embrace both oak and mahogany cabinets and
grade up well as to price. The patterns offered
are the very best that skilled designers can work
out and who in the trade does not know of the
fine finish put on Udell cabinets. The Udell
Works have already booked a great many orders,
which testify to the worth of this handsome tine.

HOME-MADE PHONOGRAPH.

GILMORE OFF TO EUROPE.

Remembered by the Talking Machine Jobbers
in Conventicn at Atlantic City.

William E. Gilmore, president of the National
Phonograph Co., Orange, N. J., sailed for Bremen,
Germany, Tuesday morning, via the "Kronprin-
zessin Cecilie," of the North German Lloyd line,
accompanied by his family. As the vessel was
about taking her departure, Mr. Gilmore was the
pleased recipient of a letter by special delivery,
conveying the good wishes of the members of the
National Association of Talking Machine Job-
bers in convention assembled at Atlantic City,
N. J., together with many visitors in attendance
thereon. It was a unique communication from
the fact that the signature of each person was
attached, making three columns of names on a
broad page of paper with a brief introductory.

The Bright Music Co., of Luling, Tex., have on
exhibition at their store a complete talking ma-
chine that was made entirely by Sam Beversdorf,
a young man in the employ of the Electric Light
Co. This machine will play any disc record and
is remarkably well made, when the material and
tools that Beversdorf had at his disposal are
considered.

DENVER MUSIC CO. SCORES.

The Denver Music Co., Denver, Col., made a
great hit with the delegates to the Democratic
National Convention by placing a large phono-
graph in the front entrance of their store, and
keeping it going with the Bryan speeches in the
Edison list. A large crowd was always in front
of the store listening to the records, which were
wonderfully clear and distinct even at a consid-
erable distance. Several other piano and music
houses made special displays during the con-
vention.

After

Every up-to-date merchant is
after business in these times and it
pays him to leave no avenue un-
explored which has possibilities.

Now, we make a close study of
the business conditions in the talk-
ing machine trade. We cater ex-
clusively to the dealer — we do no
retail business, and all of our ex-
perience and our resources are at

the command of our customers.

We carry the largest stock of talk-
ing machines and accessories to be found in New England, and we manu-
facture a number of specialties which of course we control exclusively.

If your stock needs brightening up — if you want some things to fill in
to attract, recollect that we can get out your orders at the shortest pos-
sible notice. We are in the wholesale district of Boston and as soon as
orders are received they are filled and on their way to the customer within
the briefest possible time. Accuracy and dispatch have been made the
key-notes of our success.

Boston Cycle and Sundry Q.

48 Hanover Street ^ A Boston, Mass.

46

THE TALKING MACHINE WORLD.

Pease Products Please Purchasers-
Pay Profits

If You Are a Wide- Awake Jobber or Dealer, Your Name is Worth $$ to us
We Have Propositions That Are Worth $$ to You

THE CROWN TALKING MACHINE

Not an imported toy — but a machine embodying all the important features of the high-priced
phonographs — but so simplified that it can be sold with big profit at a price to suit the slimmest

purse.

The Crown is equipped with a 24-inch ampli-
fying flower hom, noiseless spring motor, standard
ratchet screw feed, concert size, detachable floating
reproducer. Plays all standard cylinder records as
loud and as clear as the large machines, the only
machine at the price enclosed in a cabinet, hand-
somely finished throughout, artistic oak case. Each
one packed separately.

Retails at $8.00

Dealers' Price, $4.80

SPECIAL DISCOUNT TO JOBBERS

OPKN

Are You Hunting for
New Business?

If so. don't fail to investigate our side lines for the
Talking Machine Trade

lOO to goo F*ep Cent, Frofit

EVERY ONE A SELLER

Crown Wood and Metal Telephones, Roller Skates,
Lamps, Clocks, Watches, Sad-irons, etc., etc.

Each one is brim full of possibilities. Write us and
we will gladly furnish all particulars.

CLOSED

Pease Premiums Please
People — Produce Profits

Did it ever occur to you to stimulate trade with some good premium— do not confuse this with price cutting —
on the contrary, it is a system by which a retailer rewards patrons for their steady customage and by which he
can hold their trade without having to constantly undersell " the man across the street, " thereby never knowing
how much average profit is made on sales.

We are experts in this line, let us help you. On aecount of the close margin at which ire
sell, we only open account for lo days, and then only with firms who are satisfactorily rated
otherwise cash must accompany all orders.

E. S. Pease Co.,

Suite 1871 Hudson Terminal Building,
New York City, N. Y.

THE TALKING MACHINE WORLD.

47

TRADE NEWS FROM SAINTLY CITY.

Manager Gressing Reports Trade as Picking Up
— New System of Suction Fans in the Demon-
strating Rooms of the St. Louis Tall<ing IVla-
chine Co. — Silverstone Co. Displaying Bryan
Records — Reginaphone Sales — Other Items.

(Special to The Talking Machine World.)

St. Louis, Mo., July 2, 1908.

Trade reports show that business for the
month of June was much better than for May.
■ Manager O. A. Gressing, of the St. Louis Tally-
ing Machine Co., reports trade as picking up
daily. He has just returned from a week's trip
to Evansville, Ind., Louisville, Ky., and other
points. O. O. Dice, traveler for the same con-
cern, is home from a five weeks' trip through
Southeast Missouri and Arkansas. He sent in
some nice orders and established quite a number
of new talking machine dealers. L. A. Cummins,
also a traveler for the same concern, is in from
a ten days' trip through Illinois. He reports an
improving trade, except through the flooded dis-
trict, where it is dull.

Miss Clara G-oetz, the charming and popular
saleslady at the St. Louis Talking Machine Co.'s
retail store, is now on a two weeks' vacation,
which is being spent at the Michigan resorts.

Manager Gressing has introduced a system of
suction fans in all the demonstrating booths at
the retail store of the St. Louis Talking Machine
Co., which insures a constant current of cool air,
which is much appreciated by their customers.

Manager B. B. Walthall, of the Columbia
Phonograph Co., reports trade as being better
than last month, and especially so in the retail
line. W. S. Byrd, traveler for this concern, is
now on his vacation and will be away two weeks.

The Dictaphone Company of America, with
George S. Murray as district manager, have es-
tablished their local offices at 1012 and 1013
Pierce Building, and are rapidly organizing their
forces.

The Silverstone Talking Machine Co. have a
nice window display of the W. J. Bryan records
mounted on a revolving Perriss wheel. Mr. Sil-
verstone states that they are selling well.

D. K. Myers, the Zcnophone jobber, says that
business is moving along fairly well with him
and reports a good trade on records. Malcolm
R. Henry, a well-fcnown talking machine man,
has connected himself with D. K. Myers, and will
represent him through this territory.

The Conroy Piano Co. report that their trad-
ing In talking machines has been fair during
June, and that it is imiproving.

S. R. Brewer, manager of the talking machine
department of the Thiebes-Stierlin Music Co.,
spent several days, including the Fourth of July,
at his home in Terre Haute, Ind. He reports
business as fair. He sold a $160 Reginaphone to
a customer in Los Angeles, Cal., recently.

Manager W. H. Hollingsworth, of the Evans-
ville Talking Machine Co., of Evansville, Ind.,
reports trade picking up nicely. This firm re-
cently moved into their new store on Main street,
which is well located and a model store in every
detail.

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IMPORTANT BUSINESS MOVE.

Squires Bros, and E. F. King Become the Own-
ers cf Indiana Plionograph Co. — To Put
Ginger in the Business — W. IVl. Bird in
Charge of Dictaphone Branch — IVIoving Pic-
ture Shows in Large Theatres Injuring
Nickelodean Trade.

(Special to Tlie Talking Macliine World.)

Indianapolis, Ind., July 6, 1908.

A deal has just been closed whereby Squires
Brothers and Edward P. King, of Jasonville,
Ind., become the owners of the Indiana Phono-
graph Co., succeeding Charles F. Craig, who has
owned the business for the last five years. The
store of the Indiana Phonograph Co. is situated
in Virginia avenue, and the company have done
both a retail and jobbing business, but have de-
voted most of their efforts to the jobbing busi-
ness. They handle Edison machines exclusively.
Mr. Craig gave ill-health as his reason for quit-
ting the business. He said his physician had ad-
vised him to take a complete rest. He will likely
go to New York for a short time as soon as the
work of invoicing has been completed.

Squires Brothers and Edward P. King have
been in business at Jasonville and have been suc-
cessful, it is said. They are coming to Indian-
apolis with the purpose of putting ginger into
the business of the Indiana Phonograph Co. The
first announcement is that they will put two
men on the road to look after the jobbing busi-
ness. Mr. Craig has had no regular road men.
Mr. Craig was carrying a large number of records
at the time of the sale. He said that business
had been good. The month closed, he said, 15 or
20 per cent, ahead of the business for the pre-
vious month. "I believe," he said, "that the
question of the election of a President is having
something to do with retarding business. If
Bryan should be nominated and elected I would
expect to see business held up for a while at
least."

Mr. Morrison, of the small goods department
of the Carlin & Lennox store, says the talking
machine business, while it is not rushing, has
settled down to a substantial basis, and that the
best people are buying machines, and that they
are buying a good class of machines. Carlin &
Lennox handle Victor machines.

The Dictaphone Co., of New York, have taken
over the commercial talking machine business
here for the Columbia Phonograph Co. Warren
M. Bird is in charge of the business, and has his
office in the store of the Columbia Co.

There is an excellent demand for the Columbia
Symphony Grand Graphophone. This instru-
ment is being used extensively in outdoor and
inddor concerts and is proving to be very popu-
lar. The new tone arm machine of the Columbia
Co. also is increasing in popularity.

A. Jay, of the Kipp-Link Co., who has been
traveling over Indiana, says that prospects for
business are good. Mr. Jay is meeting with great
success in the sale of his new patent repeater
attachment for talking machines. He has just
received word that letters of patent have been
granted to him by the Government of Germany.
The repeaters are manufactured at Cincinnati.

The Pamily Theater is the latest addition to
the city's places of amusement at popular prices.
The place opened with a vaudeville bill. It is at
the point of "Washington street and Kentucky
avenue and is owned by Harmon & Arganbright.

A phonograph at the police station was the
novelty recently. Cleveland Brown, employed by
the Indiana Phonograph Co., was arrested by a
detective when he was trying to dispose of a
talking machine in a Washington street pawn
shop. It was charged that Brown returned to
the store of the Indiana Co. after it was closed
and got the machine. The policemen had plenty
of music for a while. They like ragtime mostly.

Moving picture shows in the large Grand Opera
House and English's Opera House are damaging
the business of many of the smaller five-cent
theaters. It is said that proprietors of most of
the small places are complaining. One man, who
was in a position to know, said that he knew
of eight five-cent theaters that were for sale.

Reg. U. S. Pat. Off.

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MII^I^S BUILDING

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ST. LOUIS, MO.

Exclusively VICTOR Distributors

48

THE TALKING MACHINE WORLD.

No. 719— OaK and Mahogany

Full Lines

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CYLO-PHONE ISIo. T42
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HERZOG

Art

Furniture
Co.

Saginaw, W. S., Mich.

No. 809 -OaK and Mahogany

No. 82 7-OaK and Mahogany

THE TALKING MACHINE WORLD.

49

CLEVELAND'S TRADE BUDGET.

Business Steadily Improving — Why Briggs
Doesn't Favor Talkers in Barber Shops —
Many Sales of Victrolas — What Columbia
Representatives Report — How a Mechanical
Piano Got a Man Into Serious Trouble.

(Special tc The Talking Machine World.)

Cleveland, O., July 10, 1908.

Almost similar conditions pervade talking ma-
chine circles as existed a month ago. Business
continues about the same, and the fact that all
the dealers are still in business, meeting their
bills promptly, shows that trade is at least on a
paying basis.

On the whole conditions, while not so alluring,
are far from discouraging. Dealers feel confi-
dent of a fairly normal trade next fall, and con-
tinued improvement during the winter.

Edward Briggs, of Cleveland, is a connoisseur
in all that pertains to talking machines. He is
the possessor of a fine machine and many rec-
ords, and believes it is pre-eminently a treasure
for any home. Discussing the various uses to
which it may be put, he claimed there was a
limit. "I've nothing to say against music in
theaters, or grill rooms, or thirst parlors, or even
in restaurants, although I believe some of the
music in eating places is largely responsible for
the dyspepsia prevailing in the city. Still, as I
say, I don't register any kick. But I do draw
a line clear across my charts when it comes to
music in barber shops, especially if it's a colored
barber shop.

"Do you see that chin, and that macerated
cheek? That's all due to this fad of trying to
run in musical accompaniments to practically
every variety of man's activity nowadays. There's
a barber shop out my way that installed a big
talking machine not long ago — one of those big,
loud-mouthed ones, with revolving turrets, dis-
appearing carriage and self-cocking devices.

"About the time the man got the lather smeared
over my face that machine started up. It was
one of those coon songs, with considerable swing
to it, and the machine hadn't rattled off more
than about six bars before the villain who stood
over me with his razor, began to shift his feet
uneasily, and also to make his strokes on my
face in unison with the accelerated pianissimo
effects of the 'talker.' Ever and anon he would
chip a piece of hide off my face. He shaved the
entire right side of my face with just two major
chords. One more strain and my lip was shaved.
So it went. You know how those colored gentle-
men come down with both their pedal extremities
at the close of a clog dance turn; well, that's the
way all the barbers did in this place, and the one
who was shaving me also brought his razor down
with one final dexterous slash that marked the
end of the shave, as well as the selection. He
got about a thumb-nail section of my chin at
that slash, and I was afraid he might want to
try the number over again, so I said something
about having to catch a train and jumped out of
the chair after my collar and things. You don't
catch me in any more barber shops with musical
attachments, unless they furnish a printed list
of records from which I can make my own selec-
tions. No more 'Honey, Won't You Please Come
Down?' for me while I'm in a barber chair."

R. M. Summers, of Elyria, a suburban town,
was in the city a few days ago. He is a dealer
in pianos and sheet music, and carries a com-
plete stock of Edison and Columbia machines,
with a full line of records.

The Dictaphone Co. have opened offices in the
Rose building, this city. J. Herbert Roach, for-
mer manager of the commercial department of
the Columbia Phonograph Co. in this city, is in
charge of the business throughout northern Ohio,
having his headquarters in Cleveland.

Cleo S. Bourgeois, manager of the West Side
branch of the Columbia Phonograph Co., says
the sale of both disc and cylinder records con-
tinues good, and collections are coming in very
well. Machine sales are increasing and business
in general seems to be looking up.

W. H. Buescher & Son report that their sales
of machines in June, including several of the

higher-priced ones, was good, while the demand
for records continues very satisfactory and is in-
creasing. '

Miss B. Grabler, who presides over the talking
machine department of the Caldwell Piano Co.,
stated that although business generally was dull,
they were having a fairly good trade.

Collister & Sayles made sales of several Vic-
trolas recently, some of these sales carrying with
them sales of records to the amount of $60 each.
Sales of machines, it was stated, continues about
the same, and demand for records fair.

Mr. Robbins, of Robbins & Emerson, in the
Arcade, stated that business was now picking up
some. He thinks the outlook for a good fall and
winter trade is fine. He says there are more
prospects in view at present than for some time
past, and that sales of records are growing.

The Witt Music Co. report business fairly good
in all lines, and especially in the automatic de-
partment. During June they sold and placed a
large number of self-playing pianos and other
automatic instruments.

Miss Edna Rankin, in charge of the talking
machine department, socially very popular, and
one of the most efficient in the talking machine
business, stated that trade in both machines and
records was very fair, and their trade had been
daily improving since the opening, a couple of
months ago. The company carry a complete line
of Victor and Edison machines and records, and
their demonstration rooms attract a stream of
visitors and customers.

Mr. Probeck returned from a visit to the Co-
lumbia headquarters in New York a few days
ago and says he found conditions generally im-
proving and the factory is running at nearly its
full capacity. He said he very much regretted
losing the commercial end of the business.

W. J. Roberts, Jr., says he made several good
sales of Victrolas and other of the higher-priced
machines during the past month, while his daily
sales of records, in the aggregate, is quite large.

Hugh Gully says the demand for July records
is excellent, and that customers were well pleased
with them.

The obstinacy of a mechanical piano resulted
in getting a saloonkeeper into serious trouble.
The seductive strains of music had gathered an
admiring crowd, when a policeman appeared.
The saloon man testified in police court that the
officer had taken occasion to publicly insult him.
while reading him the "rules and regulations,"
and he made protest. He was arrested and the
policeman charged him with violating the music
ordinance. The defendant, in the police court,
said his mechanical piano had been easily started
but he could not stop it. The judge freed him.

Moving pictures have secured a tight grip on
Clevelanders. There is a moving picture theater
in nearly every block down town — in some blocks
two or three — and in every outlying business
section. One theater, the Lyric, heretofore play-
ing melodramas, is now a moving picture theater,
and there is talk of another being metamor-
phosed. Parks and other outdoor resorts are
taking them up. Their excellence, cheapness and
continuous exhibition commend them to the
masses.

DOLBEER'S GREAT TRIP.

Traveled Over Sixteen Thousand Miles and Vis-
ited Twenty-eight of the Principal Cities —
Chats Interestingly of Conditions at Various
Points Visited — Attended Convention of
Credit Men — Unable to Attend Convention of
Talking Machine Jobbers at Atlantic City.

The trip of F. K. Dolbeer, general sales man-
ager of the National Phonograph Co., Orange,
N. J., through the west, northwest and to the
Pacific coast was one of more than usual impor-
tance. The journey was undertaken to study
conditions, and the situation in each locality was
given special attention with that end in view.
In an informal chat with The Review Mr. Dol-
beer spoke as follows:

"You know I had been through the south and
southwest just previous to going west, and I
will probably make a similar trip through the
east, but not until September. On this last
jaunt I traveled 16,000 miles and visited 28 of
the principal cities in that section, and have
been away since April 1. As to conditions, gen-
erally speaking, they are fair. In Spokane,
Wa&h., and Portland, Ore., the talking machine
trade is doing a splendid business and are tak-
ing as large, if not a larger, quantity of goods
than a year ago, besides paying their accounts
promptly.

"In California another state of affairs exists.
Trade is rather quiet. By the earthquake and
fire San Francisco lost 28,000 buildings.. Since
6,000 have been erected, and while they are of a
much more substantial character and of a higher
grade of architecture, at the same time they
afford as much accommodation or floor capacity
as their predecessors, nearly five times in num-
ber. The entire State seems to be affected by
the system of graft that prevailed so long un-
checked in San Francisco. The people have not
lost their nerve, however, but are knuckling
right down, looking facts in the face and deter-
mined to redeem the fair fame of California. In

Grinnell Bros.

DETROIT, MICH.

The New $200,000

Grinnell BnUding

Conceded to be the most
beautiful and best equipped
Music House in the U. S.

Largest Michigan Jobbers of the complete

EDISON M VICTOR

Lines, including Records and Accessories

We have everything in SUNDRIES, ineluding : AUTOMATIC
STOPS, REPEATING ATTACHMENTS, HORN CONNECTIONS,
CRANES, TONE MODIFIERS, BRUSHES, ETC.

No annoying delays if you order from us. All
orders filled same day received.

We carry every Record listed by the Edison and Victor Co.'s.
Not one of each^ but dozens, yes, hundreds each of the more popular
numbers.

An extensive line of RECORD CABINETS at
prices that are RIGHT.

If you are a Victor or an Edison Dealer in our territory com-
municate with us and learn of something very much to your advan-
tage and profit. Address :—

GRINNELL BROS.,

Grinnell Building
DETROIT, MICH.

50

THE TALKING MACHINE WORLD.

Denver, Salt Lake City, Ogden and other cities
in that stretch of country business is not boom-
ing— only fair. I am inclined to think the west
is in better spirits than the east, but I feel sure
that here the revival of trade will come first.

"At the convention of the National Credit Men's
Association, which I attended when in Denver,
two-minute talks were in order one day. You
are aware the credit men know pretty nearly what
they are saying when the business situation is
being discussed; they are closer to the real facts
than anybody else. While the trend of these
brief talks were all of an optimistic nature with-
out exception, the opinion was that tra,de in
the fall would be much better, but not heavy.
That business would revive slowly and in no
great spurts. The talking machine people whom
1 saw, and I called upon the representative
houses wherever I stopped were satisfied the
present setback is only temporary, and that the
business will not only resume its former pros-
perous state, but would go beyond that, too. I
am frank to say that after my experience — none
could have been more practical or encountered
under more favorable auspices — that is my
opinion also.

"The trip did my health a wonderful amount
of good, and I feel like a new man since return-
ing. I should like to have gone to the jobbers'
convention in Atlantic City, and had arranged
to be there on the second day, but I could not
get away, which I regret exceedingly. I wanted
to give the meeting the benefit of my observa-
tions and conclusions."

OUR FOREIGN CUSTOMERS.

Amount and Value of Talking Machines
Shipped Abroad from the Port of New York.

(Special to The Talking Machine World.)

Washington, D. C, July 8, 1908.
Manufacturers and dealers in talking machines
will doubtless be interested in the figures show-
ing the exports of talking machines for the past
four weeks from the port of New York.

JUNE 17.

Bombay, 4 pkgs., ?325; Callao, 1 pkg., $120;
Cristobal, 36 pkgs., $889; Colon, 4 pkgs., $305;
Liverpool, 2 pkgs., $109; London. 103 pkgs., $3,-
090; Melbourne, 249 pkgs., $6,359; Para, 2 pkgs.,
$129; Port of Spain, 8 pkgs., $102; Rio de
Janeiro, 48 pkgs., $2,648; Singapore, 8 pkgs.,
$287; Vera Cruz, 2 pkgs., $102.

JUNE 24.

Buenaventura, 4 pkgs., $174; Cape Town, 43
pkgs., $358; Havana, 17 pkgs., $1,288; Havre,
4 pkgs., $148; London, 147 pkgs., $5,074; 54
pkgs., $2,379; Melbourne, 306 pkgs., $9,342; Rio
de Janeiro, 9 pkgs., $819; Shanghai, 51 pkgs.,
$2,483; Vera Cruz, 23 pkgs., $670.

JULY 2.

Colon, 6 pkgs., $195; 15 pkgs., $605; Curacao,
3 pkgs., $123; Havre, 4 pkgs., $216; Limon, 2
pkgs., $100; London, 5 pkgs., $105; 3 pkgs., $125;
Mauna, 15 pkgs., $958; Montevideo, 29 pkgs.,
$2,819; Rio de Janeiro, 6 pkgs., $1,017; 107 pkgs.,
$3,168; Savanilla, 18 pkgs.. $1,159; Singapore, 4

The Diaphragm is King

Everybody indorses our

WOOD DIAF»HRAG]VI

for Cylinder Reproducers
PRICE, including Cross Head and Link, $1 EACH.

NORCROSS PHONOGRAPH COMPANY

New Lang Building, 662 Sixth Avenue
=== NEW YORK CITY ^=

pkgs., $120; Sydney, 85 pkgs., $3,250; Valparaiso,
4 pkgs., $113; Vera Cruz, 36 pkgs., $1,365.
JULY 8.

Algoa Bay, 13 pkgs., $469; Bombay, 9 pkgs.,
$240; Buenos Ayres, 13 pkgs., $250; Coatzcoal-
eas, 26 pkgs., $691; Colon, 12 pkgs., $581; Guaya-
quil, 3 pkgs., $109; Havana, 2 pkgs., $210; Lon-
don, 34 pkgs., $1,133; 10 pkgs., $270; Melbourne,
64 pkgs., $3,700; Milan, 2 pkgs., $200; Sydney.
522 pkgs., $15,168.

NEWS FROM MONUMENTAL CITY.

Business Fair for Last Month With Improve-
ment in Sight — Eisenbrandt Reports Revival
in Sales of Machines — Outlook Most Encour-
aging— Starr Talking Machines Find Increas-
ing Appreciation.

I Sjiecial to The Talking Machine World.)

Baltimore, Md., July 8, 1908.

While no very big sales have been recorded by
the various talking machine dealers, business
generally during the month has been fair. This
is the trend of statements given out by those in
trade circles here. Business, in fact, has been
better in most cases than was anticipated for
June. The first few days of the present month
have also given indications that the trade will
not be as dull as it usually is in July. In fact,
one of the dealers has gone so far as to say that
there has been a revival in the talking machine
business in this locality during the last few
weeks. With these conditions prevailing at this
time, the completion of the work of the Republi-
can National Convention and the fact that the
Democratic Convention will have finished its
work within a few days or so, the dealers feel
confident that the trade will be in excellent shape
when fall sets in and from that time on.

William A. Eisenbrandt, of H. R. Eisenbrandt
Sons, who handle the Victor, says that there has
been a big revival in the sales of these machines
during the latter part of June and the first two
or three days of the present month. The pros-
pects, he declares, are particularly encouraging
for the remainder of this month and during the
fall. The sales of records have also shown up
correspondingly as well for June.

While the warm weather has naturally had an

MR. DEALER:

The Schubert Extensible Record Rack

Shelves described in the June issue of The
Talking Machine World (page 50) has made a sen-
sation and you are losing business that belongs to
you if you don't investigate. Made of metal, black
enameled. Interchangeable so it can be made any
size. Folds like a fan a 25-shelf rack holding 300
records takes space of 5x6x32 inches. Sample 3-
shelf Rack, all complete for hanging, sent to any
dealer who w^ill send his jobber s name, for 90c.

Don't Forget Jobber's Name. Address
G. H. SCHUBERT, Inventor and Patentee, Reno, Nev.

ShowinK How Shrlvrs Arr Addrd

effect upon the talking machine business, ac-
cording to Manager Ansell, of Cohen & Hughes,
who also are representatives for the Victor ma-
chines, the sales have been fair both in the way
of machines and records. Mr. Ansell says that
there is every indication that business will re-
sume its normal state by fall.

The statement was given out at the head-
quarters of the Columbia Phonograph Co., in this
city, that June has been an excellent month.
Machines and records have been in demand right
along, and the prospects for the future are en-
couraging.

Manager Grottendick, of the E. F. Droop &
Sons Co., reports that while business during June
has not been unusually brisk, it has not been
dull. Victor and Edison records have been go-
ing at a fair rate. The firm are preparing for a
good fall trade.

The Star talking machines and records have
shown a great improvement in the way of sales
during June, according to the local representa-
tive, Fred Scheller. During May, the first month
that the machine was on the local market, busi-
ness was a bit quiet, but there has been a notice-
able change for the better each week. Several
good sales of machines have been made, senti-
mental and rag time records have been sought
after by the owners of the machines. Mr. Schel-
ler says the Star certainly looks like a winner
and he anticipates a successful fall trade.

Sanders & Stayman have also had a fair month
with the Victors and Columbias. While they
do not expect to break any records in the way of
sales during July and August they are looking
for a vast improvement generally in the talking
machine business when cooler weather prevails.

Promptness is the essence of all good business;
the lack of it the cause of most failures.

WATCHUNG
MOUNTAINS

45 Minutes from Broadway and 90 Minutes from
Philadelphia.

PLAINFIELD,
N. J.

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(Formerly Hotel Netherwood.)
An Ideal Summer Home. Open All Year.

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NOT TOO HOT. NOT TOO COLD, JUST RIGHT. AMIDST JERSEY'S

PICTURE LANDS

Healthful Climate. Excellent Views.

Also Truell Inn and Trucll Court.
Send for Booklet and Rates.

THE TALKING MACHINE WORLD.

51

69 BASINGHALL STREET, LONDON, E. C, W. LIONEL STURDY, MANAGER.

TRADE HAPPENINGS IN ENGLAND.

Review of Business Conditions — Favorite
Record Grows in Popularity — Creditors of
Russell-Hunting Co. Meet — Beautiful Designs
of Klingsor Machines — Gramophone Concerts
— A New Sound Box — Pathe Freres Financial
Report — The Jumbo Disc Record — Death of
Percy Dennis — "Talker" and Piano Sales —
Edison Bell News — Publishers' Congress —
Horace Sheble Receives Hearty Welcome —
Visitors from Germany — Columbia Co. Close
Cardiff Branch — New Policy Promulgated —
News from Throughout the Provinces.

(Special to Tlie Talking Machine World.)

London, E. C, July 4, 1908.

General business conditions in this city have
considerably improved since my last report, and
although talking machine sales are somewhat
slow, as is usual at this time of the year, the
g6od influence and effect of a low bank rate, set-
tleipent of labor disputes, the excellent harvest
prospects, and other signs, is a good index of
better things in store for dealers in — I was going
to say, luxuries, though I'm not sure but that
this industry should be regarded as a necessity;
anyway, the talking machine as an entertainer
certainly cannot be beaten. From the condition
of things it is quite evident that the retailer has
not fully grasped the fact that real good business
can be done even in the summer. Let him read,
or better still, go and see the thousands that are
attracted to the gramophone concerts in the vari-
ous parks, let him go up the river, and also in
the course of his peregrinations observe and lis-
ten to the strains of music from the talking ma-
chine in many of the houses he passes. And then
let him, ask himself, is the talking machine as
popular in my district? and if not, he may be
sure there is business to be done by systematic
and energetic working. Every dealer should
recognize that there is nothing more suitable, for
the garden or indoors, than a good machine and
records, and if he does this and acts upon it his
trade wifl be an all-the-year-round one.

Collections have shown a slight improvement
of late, though to be sure the "receipt" clerk is
never so busy as he should be. Between one
firm and another a reasonable credit is good, but
retailers should guard against giving indiscrimi-
nate and long credit elsewhere.

Holiday Spirit in the Air.

Holiday-making will shortly commence in ear-
nest, and if business is not to-be retarded, prin-
cipals and managers of talking machine firms
should see that an efiicient deputy Is left in
charge to handle all matters of urgency. Last
year, to my personal knowledge, business in cer-
tain quarters suffered much through neglect of
this precaution. "Mr. So and So is away now

and we cannot do anything until his return," was
a familiar greeting. This sort of thing, if not
actually responsible for loss of trade, causes an-
noyance, and is very prejudicial to business in-
terests, and it behooves all good business houses
to remember this.

The New "Twins" Disc Record.

The new "Twins" double-sided needle-cut disc
record at the price of 2s. 6d. will shortly make
its appearance on this market. W. Manson, late
of the Russell-Hunting Record Co., is the man-
ager.

Grows in Popularity.

Each month the "Favorite" record gains in
popularity, as is evidenced by the almost con-
tinuous chorus of approval in the form of testi-
monials from users which the Favorite Record
Co. receive. "The Favorite is the people's favo-
rite" is a very happy and appropriate catch
phrase recently adopted, and it is more than
borne out by the excellent quality of their latest
issues. Dealers can receive lists on application
to A. Vischer, 45 City Road, London.

Russell Hunting Creditors Meet.

A further meeting of creditors and sharehold-
ers of the Russell-Hunting Record Co., Ltd. (in
liquidation), was held last Friday afternoon
(June 26), at 15-17 City Road, for the purpose
of reporting upon the present position of the
affairs of the company. The most important item
of interest was the fact that the figures given
at the previous meeting — May 26 — one of the
liquidators made public certain figures (as re-
ported) of the estimated assets and liabilities
which, according to the latest statement, are
quite erroneous. The liabilities have increased
and the assets have shrunk to such an indefinite
amount that for the moment nobody seems to
know what the exact figures are. The meeting
now under report broke up after a resolution had
been proposed and carried that the committee
of creditors previously appointed should confer
with the liquidators and consider any offers that
might be made by outside parties to take over
the business as a going concern. On the appli-
cation of a large shareholder the court has dis-
placed Alexander Ogden from the receivership,
and has appointed in his stead Sidney Cronk.
whose address is 43-44 Lombard street, London,
E. C.

The Famous "Klingsor" Machines.

The "Klingsor" cabinet machines as advertised
in this issue merit the close attention of all enter-
prising firms who require to handle a unique and
profitable line. As will be seen from the illus-
trations they are made in different designs and
woods; there is no horn visible, they will play
any make of disc record, while the soundboard,
across which is stretched the best piano wires.

present features which make these machines the
best line of the season. The motor is one of the
finest on the market in point of strength, silent
running and workmanship — in fact, it is the fa-
mous Excelsior make! H. Lange's Successors,
Little Portland street, London, W., are experi-
encing a big demand for their products, and in
the course of a recent interview I had with Mr.
Maurice, facilities of inspection were offered to
me, and the capabilities of the machines demon-
strated. The idea of the piano wires stretching
across the aperture from which the sound ema-
nates more than provea the claim that the tone
is thereby sweetened, besides having the effect of
strengthening the reproduction musically. With
the door shut the whole machine presents a most
artistic appearance. Last year's models have been
considerably improved upon, and the new features
presented in the machines now under notice.
The prices are most moderate.

We present an illustration of another novelty
which Messrs. Langes issue. It is an ingenious
arrangement adaptable to any disc machine;
figures can be supplied in different styles, as a
dancer or a conductor, who work by the action
of the turntable which puts the mechanism in
motion. Another line that is attracting a good
deal of attention is their new strong tone needle,
which is made of the finest English steel, and is
claimed to bring all the best out of a record.
Messrs. Langes' colored illustrated catalog con-
taining particulars of all these lines will be sent
free on request. Through the medium of The
Talking Machine World Mr. Maurice issues an
invitation to all American and Colonial visitors
to call and inspect his goods. He will be pleased
to see all his trade friends and promises them a
real good time.

ONCE SAMPLED

ALWAYS WANTED

No need to hustle! Favorite records right there every time!

Triumph in the Art of Recording

LATEST LIST NOW OUT

Some more splendid selections from the Earl of Lonsdale's Private Military Band

"FAVORITES" are the Public's "Favorites" WHY? "TRY THEM" and you will need no

explanation. Obtainable from all up-to-date dealers

THE INTERNATIONAL FAVORITE RECORD CO., Ltd. (of Great Britain)

45 CITY ROAD. LONDON, E. C. 213 DEANSGATE, MANCHESTER

52

THE TALKING MACHIJfE WORLD.

The Tariff Question Solved

SPECIAL ARRANGEMENTS

Have been made, whereby any American Dealer or Jobber can
handle CLARION RECORDS at a good profit, quite irrespective of duty,
freight, or any other charges.

FULL
LENGTH

FULL
VALUE

The "CLARIOrsJ"

Is a Gold-Moulded Cylinder Record

SEND FOR A SAMPLE SET AND DETAILS OF OUR PROPOSITION

THE PREMIER MANUFACTURING CO., Ltd.

81 City Road, London, England

THE TALKING MACHINE WORLD.

55

FROM OUR EUROPEAN HEADOUARTERS-(Continued.)

in a big way of business, who, after deducting
breakages, carriage, etc., makes a profit of one
penny per record. He pays a salesman 6d. per
hour, and about three-pennyworth of the sales-
man's time is spent in getting each penny of
profit. Music dealers have wondered, and are
wondering, what has happened to the big goods
trade. There is no need to wonder any longer.
Let every piano man do his best to encourage
the study of music without the aid — I should say
use — of any mechanical devices whatever, and
when a customer comes for a talking machine
take the price of the machine as a deposit on a
piano or an organ. It is far better to spend an
hour in persuading a person off a machine and
on to a piano than playing for an hour and
selling two records with a profit of twopence.
It would amply compensate us to put a deal of
energy into educating the public to the fact that
a noise is not music, and that mechanism and
humanism are not synonymous terms."

This appears to be a great party question, and
quite irrespective of the merits of the case — the
best answer to which is the ever-increasing num-
ber of level-headed pianoforte retailers who
stock largely the goods of this industry— it
would be wiser of D'Orton Gibson were he to
expend his superfluous energy and prejudice in
another direction.

Edison Bell vs. Forse and Premier Mfg. Co.

I am given to understand that the above ac-
tion, which was reported in our last issue, and
which had reference to the internal boring of
cylinder records, has now been amicably settled
•between all parties concerned without any fur-
ther legal dispute. The patent in question was
registered in the joint names of W. Forse, de-
fendant, and J. E. Hough, manager of the plain-
tiff company. According to the findings of the
court the patent has now been assigned to the
Edison-Bell people. A conclusion which shows
a sensible appreciation of time and money on
both sides.

At the American Talking Machine Co.

"Business just now is rather quiet," said Mr.
Nottingham in a recent interview with your
correspondent, "but I can give you some start-
ling figures which we have just gotten out re-
specting our trade during the last five months
up to Christmas, '07. While elsewhere you may
find that disc record sales are in the majority,
it is .not so with us, although we handle nearly
every make of record on this market. In the
time that I have mentioned, of our total sales,
70 per cent, were cylinders — almost 60 per cent,
being Edisons, of which we sold about 1,000 a
day. We did a very big trade also in Edison-
Bell cylinder records, and in the matter of discs,
I may say that the Zonophone sales were as

much as all the others put together. Although
the disc is undoubtedly gaining much influence,
I am of opinion that the cylinder trade will not
materially suffer yet a while." Continuing, Mr.
Nottingham, who was the first to factor talking
machine goods exclusively, spoke his belief of
good prospects for the coming season, and in
order to be fully prepared for the expected trade
increase, they are making great interior altera-
tions of their premises, which will considerably
facilitate the prompt dispatch and make-up of
orders. "System and method," said Mr. Notting-
ham, "are the keynote of our success!"

Tetrazzini and Melba.

Up to her arrival in England a short time
ago, Mme. Tetrazzini said that she had never
heard Melba sing, except on the gramophone.
Her wish has now been gratified, and the result
only tends further to increase the popularity
and appreciation of a first-class talking machine
reproduction.

Edison Bell Double Sided Disc.

News comes from the Edison-Bell Co. that
their SMi-io- double-sided disc is proceeding apace,
and will be on the market in good time for the
coming season. There is also a possibility of
a 12-inch single-sided phonograph cut disc being
issued by this concern. The Edison-Bell disc
machine — of which we hope to publish full par-
ticulars shortly — is expected to be on the market
some time in August. Improvements have been
made in the motors of all their phonographs,
which entirely eliminates the trouble attendant
upon a broken spring — by the new construction
it can be replaced easily by anyone in a few
minutes; an introduction that both users and
the trade will greatly appreciate. Further prog-
ress by the Edison-Bell people is indicated by
the recent installation of over twenty up-to-date
presses, forming quite a separate plant, to cope
with the expected demand for their phonograph
cut disc records. Big advances, and character-
istic of a big man — J. E. Hough, who is the
leading spirit of a big firm!

A French Statement of Affairs!

Hustle in Life and Death. The American
grows quickly, works quickly, eats quickly,
makes up his mind quickly, gets rich quickly,
and dies quickly. He is even buried quickly. —
La Revue, Paris.

Business Failures.
W. Harris Morris Wright, trading as the Rec-
ord Exchange Co., of Norwich. Albert E. Speare,
Earls street, Crewe. Hannah Marks (South
London Phonograph & Music Co.), Catford.
Charles Reed, King street, Bridgewater. Will-
iam C. Bartlett, Westgate, Burnley.

Reduction in Price of Machine.
The Odeon Co.'s standard model disc machine,

JUMBO

RECORDS

The New Double=sided 10=inch Discs

Complete English Repertoire of 500 Titles ready shortly

we hear, will be listed in future at £4 10s., a
reduction of £1 from the price hitherto. Some
very fine records are included among the Odeon's
latest lists, and they are of the usual high stand-
ard characteristic of their issues.

An Example to Follow!

A Columbia dealer tells of an experience which
will be of interest to his fellows in the trade.
He had an enquiry for a horn basket from a
customer who explained that it was his intention
to carry his graphophone to and fro between his
city house and a cottage he had taken for the
week-ends in the country. The horn was quickly
shown, but the dealer didn't rest at that. He
touched lightly on the inconvenience of trans-
porting such bulky luggage backwards and for-
wards every week, added discriminating hints
and arguments, and finally succeeded in selling
an entirely new outfit so that his customer might
enjoy the graphophone both in town and in the
country without the trouble of moving it about.
This little story illustrates two or three things
worth noting. It is certainly a testimony to tact-
ful salesmanship. Then it shows how the fas-
cination of the versatile graphophone grows on
one, so that to be once a user is to be always a
user. It also indicates the many sales of talking
machines which may be made for summer en-
tertainment out of doors and in the country.

Abuse of the Talking Machine.

The gramophone was the cause of recent pro-
ceedings at the Cambridge police court. It ap-
pears that several of the colleges regarded the
playing of gramophones on the river as a sufii-
cient cause of complaint to the authorities, and
in consequence a police patrol was instituted.
This gave considerable offence to undergraduates,
and a party of them in a punt on a recent even-
ing retaliated by running their craft into the
police boat much to the discomfiture of the oc-
cupants. On payment of damage and costs, the
delinquents were left in the hands of the college
people to deal with.

The Publishers' Congress at Madrid.

A report from Madrid states that the Publish-
ers' Congress, which held its sitting there last
month, adopted a resolution that the conference
to be held next October in Holland to revise the
Berne convention, should take into consideration
the following desiderata: 1. The abolition of all
formalities for the guarantee of literary, artistic
and musical copyright. 2. The full and com-
plete assimilation of the right of translation to
the right of reproduction. 3. The unification of
the duration of authors' rights, which is to be
fixed at fifty years from the death of the author.
4. The full and complete protection of authors
and composers against the reproduction of their
works by means of mechanical instruments of all

The Jumbo record already occupies a unique position on
the Continent, and we believe that it will take a foremost
place on the English-speaking market.

_ We are at present at work on an extensive English reper-
toire, and we hope to be able to send you our complete cata-
logue and to deliver goods in about four or five weeks from
date. We have already retained the services of many leading
concert and music-hall artistes, several of whom will make
their first bow to the talking-machine public through the
agency of the Jumbo record.

The Jumbo bands will be far and away the best that have
ever been made. We are devoting special attention to this
class of record, and we feel confident in stating that our band
pieces will be considered an advance on any that have yet
been produced in regard to clearness of tone, musical effect,
and general quality.

Sole Wholesale Agency—
32, 34, 36 Worship Street

London, England

Free Sample to Interested Traders
Sole Control Can Be Arranged

THE TALKING MACfflNE WORLD.

FROM OUR LONDON HEADQUARTERS - Continued

kinds. The third of these desiderata was ap-
proved in spite of the opposition of the German
delegates, who proposed a period of thirty in-
stead of fifty years. It was also proposed to ap-
point an international commission to devise
means to prevent musical piracy, especially in
Canada and various South African republics.
Cheaper Postage to America.

A very welcome and important announcement
was recently made by the Postmaster General
that on October 1 of the present year the cost
of postage from any part of the United Kingdom
to anywhere in the United States will be low-
ered from the present figure of to one penny
per ounce. For administrative reasons the
change cannot be made before October 1. The
present rate Is 212 for the first ounce, ly, for each
suc-ceeding. or part of, one ounce. The new
sc-ale will be one penny per ounce throughout.
A statement was also issued in effect that ar-
rangements have been concluded with the United
States for raising the limit of weight for all
parcels transmitted by the official parcel post
fiom 4 lb. 6 oz. to 11 lb. Under this service the
rates will be as follows: Up to 3 lb.. Is. 6d.;
not exceeding 7 lb., 2s. 6d.; 9 lb., 3s. 6d., and
H lb., 4s Cd. This new departure operates from
.Inly 1. By the extension of the official service to
include parcels up to 11 lb., the limit of weight is
made the same as that now in force for almost
all other countries.

Penny Post to Morocco.

The postage on letters for places in Morocco
where the British postoffice maintains an agency,
is now reduced to Id. per ounce. Concurrently
the postage on letters for the United Kingdom
and British colonies and protectorates, and for
Egypt posted at these agencies, will be lowered
to 10 centimes (Id.) per 20 grammes. The Brit-
is post office agencies in Morocco are at Alcazar,
Casablanca, Fez, Larache, Mazagan. Mequinez,
Mogador, Rabat, Saffi, Tangier and Tetuan. Ne-
gotiations are now in progress which it is ex-
pected will lead to the establishment of penny
postage between England and France.

AN OPPORTUNITY lor
Foreign Manulacturers
To Create Business
In America

1 am ready to close satisfactory
deals with European manufacturers
of Talking Machine specialties who
desire representation in this country.
There is a great field here for spe-
cialty manufacturers and the American
dealers are ready to take on side
lines which are attractive. I know the
business, having had years of exper-
ience with the dealers, and realize
the possibilities of enormous output
here for the right kind of trade at-
tractions. Address

TRADE SPECIALIST

Care oi The Talking Machine World

1 Madison Avenne NEW YORK

Pathe Freres at Exhibition.

At the Franco-British Exhibition, where they
have erected an elaborate building at a cost of
something like £4,000, Messrs. Pathe Freres are
exhibiting one of the largest advertising schemes
which this industry has ever seen. The exhibi-
tion includes a comprehensive display of their
many "Pathephone" models, and cinematograph
machines and films. Perhaps the essence of this
enterprise to talking machine men is the very
generous program which has been arranged by
Messrs. Pathe for the convenience of prospective
buyers. It practically amounts to a gigantic free
treat to their principal factors and dealers, which
is nothing more or less than an invitation to the
exhibition at Pathe's expense. First-class rail-
way tickets, accommodation at the Russell Hotel;
in fact the fortunate members of this little party
will be entertained in a right royal manner al-
together. Truly, an event not easily forgotten —
and that is the essence of good advertising. That
the business of the Pathe Co. in London has
increased three times during the month of May
as against even time last year is no matter for
surprise.

Horace Sheble in London.

A visitor here is Horace Sheble, of the Haw-
thorne & Sheble Co., makers of the famous "Star''
products. Models specially adapted to the Eng-
lish market raiiging in price from £5 to £15 are
now on view in the show room of Messrs. Wille-
bald Tweer & Co., Tabernacle street, London,
which firm, by the way, will act here in the in-
terests of the Hawthorne & Sheble Co. "We are
going to sell, Jiowever, only through the principal
factors in London and the provinces," said Mr.
Sheble, "and their names I can give you later on.
In the meantime come and look at our machines.
The £15 model, as you will see, has four springs
in the motor, which we guarantee will run fort}"-
live minutes with one winding. The next model
has three springs, exactly on 'the same principle
of construction, and so it goes on down to the £5
machine." A detailed description of the "Star"
motor would take up more space than I have- at
my disposal, and I must content myself by say-
ing that it is the most beatitif ul piece of workman-
ship, both in finish and scientific principles of
construction, ever seen in a talking machine of its
value. Throughout the whole machine there are
quite a number of new features — and there's a
reason for every one of them. A display of the
"Star" machines and records will be exhibited
to the more important English factors, and 1
have no dotibt but what the response will be sat-
isfactory. Asked as to his opinion of trade con-
ditions on this side of the water, Mr. Sheble said:
"I find talking machine business rather dull in
England just at present, but it is my experience
that sales slow up very appreciably at this time
of the year, and as such no man is justified in
taking a pessimistic view of the situation. 1
have spent some weeks on the Continent and in
both Germany and Switzerland I found things
in a considerably better condition than in Lon-
don." Mr. Sheble is returning home on Satur-
day, July 11.

Becomes a Columbia Jobber.

"Tilley for Titles," as H. W. Tilley, of 9 Wood
street, Cardiff, is alliteratively known, has joined
the list of Columbia factors.

A Correction.

Price of the Clafion Disc Record not yet fixed.
I am asked to correct the report which inad-
vertently appeared in our .Tune issue that the
price of the Premier Co.'s new disc was fixed at
(wo shillings and sixpence. II is a matter not
yet (Iccidcil.

Preserver Drama.
On(> of tlio provisions for old age wliich will
soon be made by every actor and actress is the
record of liis or her best work by means of the
( ineinatograph and phonograph. Imagine the tri-
umph with which an oUl actress would produce
lior film and her record, and let the yoiing ones
l;now what slio was at her best!

To Exhibit at Toronto.
1 am advised liv Messrs. Pnthe Freres that tliov

will be exhibiting certain models of their ma-
chines at the exhibition which is to be held next
August at Toronto, Canada.

A Visitor from Germany.

Dr. Hethey. of the Excelsiorwerk, Cologne, Ger-
many, was recently in London for business pur-
poses. The excellence of the Excelsior motors is
famous the world over, and the Doctor expresses
himself as well satisfied with the English and
foreign business, which is keeping the factory
hard pushed to supply. While here he fixed up
two large contracts exclusively for a continuous
supply of motors of the best pattern. His latest
invention is an aluminum tone arm. for which,
it is claimed, that the sound is modulated and
sweetened without loss of individuality. In re-
gard to phonographs, the Doctor states that he
finds their sales are going down in favor of the
disc type, and that phonographs are now largely
a matter of Christmas sales only. English talk-
ing machine prospects he regards as very favor-
able— especially so for next season.

Royal Expanding Disc Albums.
We have had the pleasure of inspecting the
new Royal Expanding disc album brought out
by the City Manufacturing Co., 56 City Rd., Lon-
don. It is right up-to-date, and its advantages
will be readily understood when we explain that
being expanding it adapts itself to any ntimber
of records from 1 to 12, so that when empty it
takes up little room — unlike any other album on
the market. This will be very highly appre-
ciated by the factors and dealers, to whom space
is always valuable. It is being made in twOi
qualities and several colors, and the prices are
very moderate. Horace C. Lewis, the company's
able representative, reports having secured sev-
eral large orders, which at this time of the year
shows that there is at least one man who doesn't
waste his time complaining of summer slackness.

Columbia Co.'s New Policy.

The Columbia Phonograph Co. announce the
closing of their Cardiff Branch the end of June.
The reason for this course is found in the tiade
policy laid down by the general manager.
"Wholesale business only" is to be the Columbia
motto as soon as the necessary arrangements can
be made. The future sales policy of the com-
pany is set forth as follows: "To overcome the
current ignorance and prejudice, existing in the
early days of the talking machine business, it
was imperative that imposing displays of talk-
ing machine goods should be made as striking
object lessons to all. and to this end the Columbia
people followed the very practical course of open-
ing commanding, well-stocked premises in promi-
nent shopping thoroughfares in the great cen-
ters of population. There can be no manner of
doubt that this course by its educational efiec't
has contributed its full share to the advancement
of the talking machine to its present position of
popular favor, to the advantage of the entire
trade. Now, however, that, the husiness is com-
ing more and more into its own and dealers are
taking it up with enthusiasm, the Columbia Co.
recognize that the necessity for their pioneer
work has passed. Accordingly they intend to
confine their energies to their ever-extending
wholesale trade, as soon as it is possible to make
such necessary arrangements as are illustrated
in the closing of the Cardiff Branch, and the re-
tail business will be left entirely to the dealers,
who will be supplied through their factor."

If you expect your clerks to be enth\isiastii-
about the store and the business, see that you
give them some reason to be. Nothing will
starve to death much quicker than enthusiasm.

PHILIP NEALE,

PHOINO. EXRERT,

5 Chalk Farm Rd. LONDON, N. W.

TnlkliiR Machines of every description repaired.

Spoi liil terms to the trade,
lisi on rooelpt of postal.
Job too large.

City address and price
No "job too small — uo

THE TALKING MACHINE WORLD.

FROM OUR EUROPEAN HEADQUARTERS- (Continued.)

TRADE REPORTS FROM THE PROVINCES

LIVERPOOL NOTES.

Liverpool, July 3, 1908.
Just before the Whitsuntide holidays, business
was exceptionally flat in this city, but since then
most of the dealers say that trade is quite up to
the average, as far as regular sales are con-
cerned.

At Jake Graham's in Renshaw street business
has been very satisfactory right through the sea-
son. He carries everything in stock connected
with the talking machine industry. Handling,
as he does, the highest class goods, such as
Gramophone, Columbia, Edison's^ the trade has
been such as to warrant extensive additions to
his show rooms. The new wooden horn that the
Gramophone Co. are supplying is exceptionally
nice, both in looks and tone, and there will cer-
tainly be a great future before it, for those who
do not mind a little extra in price. The oldest
trader in the district, Jake Graham concentrates
on talking machine goods exclusively.

Messrs. Johnson's, Ltd., are putting on the
market a new type of machine, the tone arm and
horn being hi one piece, and without any detri-
mental bends in it to retard the sound. The re-
tail price will be 55s., subject, of course, to the
usual discount. Another invention that Messrs.
Johnson have in view, is a special tone arm fit-
ting, to suit either the Pathe pattern or needle
pattern sound box.

The new flower horns, which are vertical, in-
stead of horizontal, and the tone arm sets for
phonographs, have also 'been selling very freely,
and business is not only reported well at this
firm's establishment in Liverpool, but also very
•good in Birmingham, which is another branch of
theirs. Altogether, Messrs. Johnson's appear to
be in the front rank as regards novelties for the
coming season.

We were glad to hear that Messrs. Van Gruisen
& Son were very satisfied with their gramophone
business. Devoting a special department to
these goods, the Liverpool papers have com-
mented most favorably upon the way in which
their recitals are given, in a special and hand-
somely furnishsi salon, which has been reserved
for that purpose.

Messrs. Archer & Sons report through their
manager, Mr. Johnson, good sales right up to
the present, and they expect tremendous things
during the coming season.

Messrs. Thompson, Helsby & Co. report busi-
ness as holding up well, with Pathe goods still
predominant. The Melograph Disc Record Co.
have recently taken up the factorship of Pathe
Freres's goods.

The Pathe Co. are pushing extensively in the
North their cabinet pattern machines, at £12, £20
and £39, respectively. They are termed "Pathe-
phone Salon Cabinets," and this class of machine
is becoming very popular. Messrs. Smith & Sons,
of Lord street, Liverpool, have recently, we un-
derstand, taken up Pathe goods, and are pushing
them. L-respective of the above models, the
Pathe Co. are now putting upon the market their
A. I. model, retailing at 27s. 6d. each.

Lewis Young has joined the Pathe Co. as
recording expert, and is following the American
footsteps in giving records in quite a new style,
smart and crisp.

YORKSHIRE NOTES— LEEDS.

Leeds, July 4, 1908.

Reports all round say that although the cylin-
der business has had a long run, the disc trade
will undoubtedly be the trade of the future here.
The fine weather has caused a considerable set-
back in the retail sales, but generally speaking,
business has been quite up to the average, if not
rather more so.

Messrs. Scott & Co., Messrs. Hilton & Co.,
Messrs. Appleton's and Mr. Jenkins, who is the

largest Pathe agent, say that while retail trade
is quiet the wholesale is steadily improving.

Messrs. Hilton & Co.'s popular manager, J. W.
Ribbons, was for a time laid up, but we are glad
to find, however, that it is nothing very serious,
and hope that this gentleman will soon be in
harness again.

Bradford, July 5, 1908.

A new limited company is now in course of
formation in Bradford under the title of "The
Longest Playing Phone Co.," for the exploitation
of a' phonograph capable of playing four standard
size cylinders, or the equivalent of two 8-inch
or one 16-inch, respectively. We have not, how-
ever, had the opportunity yet of inspecting this
instrument, but hope to report fully upon it in
our next issue.

We are informed that several firms have in
contemplation the opening of depots for the sup-
ply of their goods, direct from the manufacturer
to the consumer.

LANCASHIRE NOTES— WIGAN.

Wigan, July 6, 1908.

In Wigan there are a good many small dealers
handling talking machine goods and records.
We cannot, however, congratulate some of them
upon the cleanliness and method of their win-
dow dressing, and we think it would take a -lot
of persuasion to make one believe that many of
the machines, as shown in the small shops, are
new, owing to their dust covered appearance.
Both the machines and records have a second-
hand look about them. However, the leading
agents who endeavor to do the trade right here
are as follows:

Messrs. W. Grime & Sons, of the Arcade,
handle gramophones and zpnophones as exten-
sively as possible. Having a very old connec-
tion, and being large music and musical instru-
ment dealers, they cater for the best class of
trade in the town. The past season with them
has been a particularly good one, and the sales
have been most satisfactory. Thj* firm are giv-
ing a series of recitals in one of the leading
parks, during the summer months, and, as far
as we can ascertain, they will use either a
Gramophone or an Autexophone, and they look
forward to this move as beginning the era of a
successful season a little later.

me ROYAL

LATEST AND BEST
EXPANDING

tflT The only album constructed on scien-
tific principles — adapts itself to the
number of Records.— Full particulars.

THE CITY MANUFACTURING CO.

56 City Road, London, England

In Darlington street we have Messrs. F. & A.
Sheargoid, at No. 33, and Frank Sheargold at
No. 11. In both cases these are music and music
insitrument dealers, handling gramophones, etc.,
as a side line.

In the old arcade, J. Latham makes a bold dis-
play. Although we were too late to have a chat
with Mr. Latham, when in the town, we noticed
that he specializes upon Edison, Edison Bell,
Clarion and Sterling in the cylinder goods, and
Pathe^ Melograph, Homophone, Zonophone and
Columbia on the disc side. Mr. Latham is a
house furnisher, etc., but has devoted one of his
shops in the arcade to the talking machine busi-
ness, and from the show that he makes should
think he does a very nice trade.

PRESCOT.

In Prescot, Lancashire, Messrs. Howes are the
pioneers in the talking machine indMstry. Very
courteous "and obliging, Mr. Howes expressed
himself as satisfied with the past season's sales.
Holding a large stock of Edison, Edison Bell,
Clarion and Sterling in the cylinder goods, with
Zonophone and Columbia discs and a good range
of machines, he does all he can to increase the
popularity of these goods. Anticipating a bet-
ter season at the fall of this year, he is already
making efforts to draw attention to the goods
that he supplies.. At the recent agricultural
show held in Prescot a short time ago, Messrs.
Howes made a very fine display of talking ma-
chine goods, in conjunction with cycles, etc.
Those who heard the demonstration given on the
various machines will in all probability be good
customers later on. This move of Mr. Howes is
worthy the consideration of dealers, living in
towns where these agricultural shows are held
so as to bring their goods to the front.

MANCHESTER.

Manchester, July 6, 1908.

In Manchester business has not been as rosy
as one would have liked to have seen it. The
Columbia Phonograph Co. repoi-t a brisk de-
mand for records. 'They have lately brought out
a number of "hits," which have sold well. Espe-
cially is this the case with regard to "The Last
Pub," a humorous skit on the Licensing Bill.

Manager Grossman has jujt returned from a
trip to the "Potteries" district, where he found
the demand for Columbia goods strong and
growing.

Money is coming in much more freely in some
of. the houses, and, generally speaking, there is
not much to complain about.

At Messrs. Richardson's great preparations are
now being made for the new season's supplies.
Their intention is to do their level best for the
enthusiastic talking machine dealer, and invite
all those who intend to make a specialty , of the
business to come along. They not only want to
.try and eradicate the troubles and trials of the
dealer, but at the same time to work together
for mutual advantages. There is no pessimism
about Messrs. Richardson, and they express the
opinion' that there, are still good openings for
business men in the trade. Where they find ter-
ritory running'to waste their intention is to in-
terest the right man and do all they possibly
can to insure success on both sides.

At Messrs. Duwe's they have little, cause for
complaint and are expecting great things from
the new series of Zonophone records recorded by
'■L'Incognita." Messrs. Duwe also keep well to
the front with latest novelties and ideas, and
various new models of machines are now arriving
at their establishment.

The lazy salesman objects to an advertising
campaign by his house for the same reason that'
a lazy soldier objects to a sixteen shot repeating
rifle instead of a single shot. He has to carry
more argument and has more booty to bring
back.

58

THE TALKING IMACHINE WORLD.

AN IMPORTANT ENGLISH SUIT.

Henry Cowen Brings Suit for Revocation of
Patent Which He Sold the American Grapho-
phone Co. — Petitions Dismissed by Justice
Eve in a Very Interesting Decision.

A case of considerable interest to the tallying
machine trade was decided by Mr. Justice Eve
in the High Court of Justice, Chancery Division,
on the 2d of June.

Henry Cowen, of Berwicli-upon-Tweed, alleged
that in 1903 he discovered that a mixture of cel-
luloid, shellac and crocus powder gave extremely
good results when employed for the making of
disc sound records. In 1905 he made a contract
with the American Graphophone Co. whereby
he sold to the latter all his rights in the discov-
ery and agreed to disclose to it all improvements
which he might make in it, and to execute such
further documents as might be necessary to put
the company in possession of such improvements
or to secure patents thereon. On August 7, 1906,
the company, by their agent, E. C. R. Marks, of
London, applied for a patent in Great Britain,
and such patent was granted, numbered 17,767,
of 1906, as on a communication from th^ com-
pany.

Mr. Cowen alleged that such patent was ob-
tained in fraud of his rights; that he was the
first and true inventor, and petitioned for the
revocation of the patent to Marks and for the
grant of new letters patent in his own name.

In dismissing Mr. Cowen's petition, Mr. Justice
Eve said:

I conless I have been some time wondering with
what object this petition has been presented, and the
conclusion which has forced itself upon my mind is that
Mr. Cowen, feeling that he has been badly treated by
the company in America, has launched this petition
with a view of seeing whether he cannot bring them to
some arrangement with him under which he will be
able to earn and to receive those royalties to which, I
have no doubt, in perfect good faith, he feels he is
morally entitled; but I have really, here, nothing to
do with any quarrel or difference between Mr. Cowen
and the American company, and nothing that I am
about to say must be treated in any way as an adjudi-
cation on my part or even as an expression of opinion
on my part as to what Mr. Cowen's rights would be
in properly constituted proceedings against the Amer-
ican company.

The short point which I have to determine in this
case is whether, on the evidence which has been ad-
duced before me, Mr. Cowen has made out a case for
the revocation of a patent granted in 1906 — the date of
the application is the 7th of August, 1906 — to Mr. Ed-
ward Charles Robert Marks on a communication from
abroad.

Now the petition is presented under section 26 of the
act of 1883, and the grounds upon which the petitioner
alleges that he is entitled to the order for revocation
are two. First of all he says that the patent was ob-
tained in fraud of his rights, and secondly, that he Is
the first and true inventor of at least so much of the
invention as is included in claims 1 and 2 of the speci-
fication. I will deal with those two matters separately.
■With regard to the fraud, Mr. Emery, I think, put it
very frankly when he really invited me to draw an

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inference of fraud from the atmospheric conditions sur-
rounding the case. I say that because there Is abso-
lutely no direct evidence of fraud, but he says, looking
at the correspondence, looking at the position in which
this man was, and tacking on such evidence as he has
given, the court ought to come to the conclusion that
the obtaining of a patent by Emerson in 1905, followed
by the obtaining through Marks of this patent of 1906,
savors so much of fraud as to lead the court to the
conclusion that the last of the two patents ought to be
revoked on the ground that it has been obtained in
fraud of the rights of the petitioner. I need not repeat
it ; it has been often said, and It is said in a very sim-
ilar case to this by Mr. Justice Farwell in Jameson's
patent, that when a man comes forward with a charge
of fraud he is bound to prove it entirely, and the real
fraud or the suggested fraud which underlies the case
of the petitioner here Is that the American company,
having got possession of his specification, their liability
to make him further payments depending upon the ac-
ceptance of that specification, deliberately abstained
from taking the necessary steps to get the patent
granted on that specification, but allowed Emerson, un-
known to the petitioner, to put in a substantive appli-
cation on his own account and get the patent of 1905,
neglecting or refusing really to proceed with any
intention of perfecting it with the petitioner's applica-
tion.. That is really the gravamen of the charge of
fraud. That has not been proved. There has not been
a particle of evidence tendered to me to show that.
This does appear : First, that there has not been any
patent granted in the United States on the specification
of the petitioner ; secondly, that difiiculties were raised
on the report that Mr. Emery himself has put in, in the
Patent Office, which looked very much like destroying
seventeen out of the eighteen claims put forward in the
specification ; and the third matter which has been
shown is this : that although undoubtedly Emerson's
patent of 1905 does include a composition of celluloid
and shellac, or a composition in which celluloid and
shellac are ingredients, the patent which is granted to
him is a patent for the application of that coinposition
by pressure and in sheets, which is the subject matter
of the discovery which the petitioner says he made in
the month of May, 1906. I think upon this issue it is
sufficient for me to say that it would be quite impos-
sible, and I might be doing the very gravest injustice
were I to do so to conclude from, as I say, the atmo-
spheric conditions which surround this case and the
correspondence to which my attention has been drawn,
that the American company were guilty of any fraud In
connection with Emerson's patent ; and if I dispose of
that suggestion of fraud it seems to me extremely dif-
ficult to even see any case upon which it could be sug-
gested that the subsequent proceedings which resulted
in the granting of the English patent to Marks were
in the least tinged with any fraud on the part of his
principals, the American company. On that particular
sub-section, therefore (sub-s,ectio"n C of section 26), I
hold that the petitioner has made out no case whatever.
Before departing from that 1 would point out this dilH-
culty, which seems to me to be insuperable, in the way
of the petitioner : He agreed with the American com-
pany to sell his patent, and he sold it to them and re-
ceived a small portion of the consideration, the whole
of which was to be paid over a period of time He
further agreed and covenanted with them that he
would, if he made any improvements, not disclose those

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improvements to any other person ; affirmatively he
covenanted that he would disclose those improvements
to the American company and would give them all such
information as to enable them to obtain patents for the
method as so improved, in America and abroad — abroad,
of course, being with reference to America. He has
frankly admitted, and he gave his evidence with great
frankness, that he quite recognized that that which he
discovered in 1903-05 was sold to the American com-
pany ; that that which he discovered in 1906 he had
provisionally sold to the American company to this
extent ; that he could not sell it to anybody else, and
that he had bound himself by covenant to give the
American company the benefit of ,it. Further, he
frankly recognized that it was his duty to put the
American company in possession of such information
as would enable them to patent it. Assuming that all
those things had been done, assuming that this patent
of Marks' is a patent based upon the petitioner's own
and original invention, he merely carried out his con-
tract, and the American company have been merely
doing that which they were entitled to do under the
agreement which the petitioner himself recognized they
were entitled to do in applying for this patent

"When once that state of facts is comprehended, it is
impossible to say tnat the petitioner can then turn
round to the American company and say : Notwith-
standing that this is the legal position, yet, "inasmuch as
you have in my opinion and from my point of view not
discharged your agreement, I allege that yon, acting
on the agreement, have really defrauded me. It is a
contradiction in terms to attach to conduct which is
consonant with the agreement, an allegation that it
IS a fraud upon one of the parties equally bound by
that agreement.

Now, the nest point upon which the petitioner relies
is this : he says he is the first and true inventor of at
least the composition of that which is claimed in
claims 1 and 2 in Marks' specification, and that on
that ground he ought not to be hurt In his trade by
reason of Marks obtaining this patent in this country.
The answer to that, I think, is what Mr. Astbury has
;. may be that he was the man who first discov-
ered it, but he has sold the whole benefit of that dis-
covery to thf American company ; it is the property of
the American company, and if, in fact, the American
company having taken his property, have not paid
nim for it he has his remedies, but remedies of a
totally ditferent nature from the one which he has
chosen to adopt, and I cannot possibly allow this pro-
cedure—I should be doing very wrong if I did so—
?,?>fi'S?* a perfectly innocent patentee in this country,
fulfilling I agree, the position of trustee for a principa
fn '^°th^'/^ ^ ^^''^ 1° ^1'°^ petition against a person
in that position to be used for the Surpose of en-
forcing some contractual rights which the petitioner
has against the patentee's principals in America

thJ.f.o'it?' ^^'^i^^l^- °' tl>'?se discs 'prior to

the granting pf this patent, was, in pursuance of Mr

^oZt"" ^ r^iT" '^o^tract' merely of an experimental char-
acter. The communication which was made from
fn™t^.*° Mr Marks constituted him the firifand tru^
principle of the cases which have
been decided, and as I have already said, the fact that
Mr. Cowen has differences with Mr. Marks' nrincioa s
cannot possibly be a justification for adopting K p?o
r^Lr\^'''^ '^'^^^ "^"^^^'^ '° presenting this peFit?in'
Lnder these circumstances I have no alternative but
to dismiss the petition, and that being the result I
must dismiss the petition with costs result, I

PHOTOGRAPHING SPOKEN WORDS.

Development of This Idea — Telephone Messages
of the Future Can be Recorded Automatically.

The photographing of spoken words has been
accomplished for some time, but the signs ob-
tained on the sensitive ribbon have not always
proved perfectly clear, nor has it been possible
to read the traced marks. M. Poincare read a
paper on June 15 before the Academy of Science
in Paris on the experiments made by a physician,
M. Devaux-Charbonnel, who has succeeded in
photographing words by means of signs so clear
that they can be deciphered.

Vowels and diphthongs spoken in front of a
microphone connected with an extremely sensi-
tive Blondel oscillograph are depicted on a pho-
tographic plate by curves, each sound giving a
different curve. "By means of this method," Dr.
Devaux-Charbonnel says, "it will in time be pos-
sible to read a telephone message sent when the
receiver is not present to take it."

The apparatus, placed in front of the tele-
phone, will photograph the words, and the pho-
tographed signs will be read as shorthand Is.
The voices of criminals will be photographically
stenographed, thus giving an additional means
of identification, which with the impression of
the fingertips and anthropometry should make
Identification absolutely certain.

THE TALKING MACHINE WORLD.

59

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60

THE TALKING MACHINE WORLD.

CINCINNATrS BUDGET OF NEWS

Conditions Improving in Retail Field — Organizer of First Talking IVl ach i ne- Association a Cincin-
natian — Big Demand for Red Seal Records at Wurlitzer's — Trying Out a New "Approval"
Selling Plan — Other Wurlitzer News — Milner Music Co. Entertain Democratic Club With
Bryan Records — Columbia Co. Report Good Trade — Successful Outing of Wurlitzer's Em-
ployes— Other Notes of General Trade Interest.

( Special to Tbe Talkiug Machine AVoi Id.)

Cincinnati, 0., July S, 1908.

Talking niacliine dealers claim that conditions
are improving, and that June made a good
showing. Th'e wholesale trade, however, was
marked by a slump. The present month started
off witli a marked degree of energy, indicative
of results. The dealers are clearly optimistic
and say this month will give an activity to the
trade that will continue.

This city was represented by several dealers
at the convention in Atlantic City. In this con-
nection it mar be said that Cincinnati claims a
citizen who was the first to head an organization
of talldng machine dealers, then known as the
Central States organization. This was George
Ilsen, who later presided over the first conven-
tion of the national association. He is now one
of the two honorary members of the National
Association of Talking Machine Jobbers.

The Rudolph Wurlitzer Co.'s talking machine
department reports a splendid demand during
June of the Red Seal records. The Victrolas
were not as much in the running as during May.
The instalment feature of the business showed
a marked increase, and this was encoiiraging,
because the instalment machine buyer proves to
be a liberal cash buyer of records. The Wur-
litzer Co. are trying a new plan of selling ma-
chines, called the approval plan. The firm offer
to send a machine on free trial to homes in the
city. Many applications were I'eceived, antl only
one out of the ten machines sent out is said to
have been returned. Wurlitzer is advertising
the advantages of the Victor as a summer enter-
tainer for the home, houseboat or summer camp,
and has filled a number of such places about the
city.

T. Sigman, manager of the extensive retail
department of Wurlitzer's, has charge of the
houseboat or camp feature of the trade, and has
made this branch of the talking machine busi-
ness one of the most desirable the firm controls.
Mr. Sigman modestly gives Wurlitzer's clean and
cool salesrooms much credit for drawing many
Victor owners forth to purchase records.

Manager Dittrich, of the Wurlitzer talk-
ing machine department, commenting on the

trade said: "The loyalty of Cincinnati dealers
to the Wurlizer Co. has always been a source of
favorable comment by visiting jobbers. Cincin-
nati is perhaps the only city in the country in
which the factory representative and the retail
dealer co-operate and enjoy mutual good will.
Dealers find us a live competitor, a liberal adver-
tiser and a trade builder. They enjoy their
share of the demand for Victor goods that this
firm creates. All local dealers appreciate this
and realize that the success of the jobber repre-
sents a corresponding success on their part.
This company always refers foreign inquiries
to the local dealer if advisable, but where no
dealer exists then the inquiry is followed up
through the mails."

Joseph Dittrich left for Atlan^c City, July 3,
fo attend the convention. Pressing business en-
gagements prevented Rudolph Wurlizer, Jr., at-
tending. Mr. Uhl, of the Wurlitzer Chicago
house, was another of Wurlitzer representatives
at the convention.

Archie Schen, manager of Wurlitzer's^ piano
department, left on the evening of July 3 for
Atlantic City. A number of Wurlitzer's sales
force residing in one of the suburbs arrangeJ
to give him an ovation as his train went through.
Red fire, roman candles and noise-makers figured
in the ovation. The rural villagers, taking it
for granted that Taft or some other notable was
on board, joined in and made a big success of
the ovation. Scheu was deeply (and swiftly)
moved, while the suburbanites are still wonder-
ing whether it was Taft, Bryan or Wu Ting
Fang that they ovated.

The Milner Music Co. arranged with the Demo-
cratic Club, of this city, to entertain the club
members with a number of the National Co.'s
notable speeches of Bryan — a la talking machine.
The entertainment came off Thursday night, July
2, and was important enough to be caricatured
to a queen's taste by a local Republican paper.
Under the caption, "Master's Voice Uncanned at
the Meeting of the Cincinnati Democracy," the
"canned eloquence" was shown at its best or
worst use in a series of six cartoons, of which
one was to scare burglars away, another to serve
as a morning alarm and another to kill dogs.

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The "crown of thorns" cross of gold speech so en-
thused one man that he had to shake hands with
somebody, and since Bryan himself wasn't on
hand he shook the hand of the man who operated
the machine. From the Milner Music Co. point
of view the entertainment proved a big adver-
tisement.

"The Columbia Phonograph Co.," said Manager
Nichols, "did a splendid June business. The
trade was not confined to any particular feature.
The general line received the call. An active
record ti-ade developed in June, and indications
are that a turn for the better has come. I think
we are justified in expecting business to be back
to normal proportions in a very short time. More
people are being employed, and in general the
outlook tends upward. Medium-priced machines
showed a decided increase in sales."

W. L. Sprague, representing the jobbing de-
partment of the Columbia Phonograph Co., was
a visitor last week.

"An Harmonious Clash." This paradoxical
caption appeared- as the insignia of a handsome

IUX UHATICD IIIL'CK AT WURI.ITZEJ! CO. S FIELD DAV.

invitation issued by the Rudolph Wurlitzer Co.
for the annual field day given by them to their
employes and families. These numbered about
300. The company supplied four large auto-
piano trucks, ■ handsomely decorated by B. G.
McConnell, of the talking machine department.
The trade-mark, "His Master's Voice," is very
much in evidence, as the accompanying picture
shows. The employes left the warerooms at 2
p. m. for Valley View Park, Dayton, Ky., and
made an .afternoon and evening Qf the picnic.
The feature of the outing was a baseball game
between Wurlitzer's married and single men, in
which the married men came off victors, much
to the chagrin of the single men, who vowed
they would all get married since their defeat.
The pitching of A. W. Scheu was cheered heart-
ily. Fourteen men were struck out and only
three hits allowed. One of the talking machine
salesmen said: "The single men looked like 5144
before the game, but after the game they were
5027." The firm set out a splendid assortment of
delectables, including lemonade, ice cream, cakes,
peanuts, cigars and candy. The outing was de-
clared a huge success and will become an annual
affair in the way of an annual field day. The
spirit of harmony and good will between eni-
l)loyer and employe, as a result of such affairs,
is gratifying to the store management. The
employes are not wanting in words of commenda-
tion for the Wurlitzer brothers, who spared
neither labor nor money to give all a good time.

TALKING MACHINES FOR INDIA.

(Special to Tlip Talking Mnolilue World.)

Washington. June 30. 1908.
.\ Hiitisli-Iiidiau firm that has been engaged in
I lie iniportalion and sale of American sewing-
nuuhines for the last forty years desires to es-
tablish a trade in American talking machines,
biryi'les and typewriters and has requested an
.\nierican consul to procure for them catalogs
and price lists from manufacturers of such goods.
The address of the firm is on file at the Bureau
of Manufactures and may be secured by refer-
ring lo File No. 231;"),

THE TALKING MACHINE WORLD.

61

LATEST PATENTS RELATING TO TALKING
MACHINES AND RECORDS

(Specially prepared fur The Talking Maeliine World.)

Washington, D. C, July 8, 1908.
SouiND-Box lOR Talking Machines. Thomas
Kraemer, Philadelphia, Pa., assignor to Haw-
thorne & Sheble Mfg. Co., same place. Patent
No. 890,142.

This invention relates to sound-boxes for talk-
ing machines and has reference more particu-
larly to the construction of the diaphragms for

such sound-boxes.
The object of the
invention is to
effect certain im-
provements in the
construction o f
such diaphragms
to the end that a
greater volume of
sound is obtained
in reproducing a record and that a more faith-
ful reproduction is obtained as a. result of the
eliminatlcn of false sound vibrations.

Figure 1 is a front view of a sound-box. Fig.
2 is a central section of the same and Fig. 3 is
an enlarged sectional view of the diaphragm
alone.

Feed Meciianisai for Piioxoguapiis. Herman
Schroder, New York. Patent No. 891,378.

This invention comprehends certain new and
useful improvements in disc talking machine-,
and has for its object an improved construction
of mechanism for imparting a horizontal move-

ment to the taper arm so as to positively feed
the needle or stylus transversely in the spiral
groove of the rotating record disc.

Figure 1 is a rear view of a phonograph
equipped with the improvements of the inven-
tion; Fig. 2 is a top plan view thereof; Fig. 3
is a sectional view, the section being taken across
the guide rods of the supporting frame for the
feed shaft, parts of the actuating mechanism be-
ing shown in section; Fig. 4 is a detail longitudi-
nal section of a portion of the actuating mechan-
ism; Fig. 5 is a detail transverse section across
the feed shaft, showing the feed carriage in ele-
vation; and, Fig. G is a detail perspective view
of the actuating arm.

Pi-iONOGRAi'i-i HoRX. Herman Schroder, New
York. Patent No. 890,534.

This invention relates particularly to an im-
proved construc-
t i 0 n of phono-
graph horn or
, megaphone which
will result in re-
producing a mel-
low sound without
any of that metal-
lic characteristic
or tone quality
which IS such an
objectionable inci-
dent of the ordi-
nary metallic
h orn .

In the accom-
panying drawings is illustrated an improved
construction of phonograph horn as em-
bodied in that type of phonograph where

the sound amplifying means is ■ mounted in a
stationary manner within a casing or cabinet,
upon which the disc or cylinder record is
mounted. In the drawings: Figure 1 is a per-
spective view of a phonograph embodying the
improvements of the Invention. Fig. 2 is a longi-
tudinal sectional view.

Sound-Reproducek. Alexander N. Pierman.
Newark, N. J., assignor to New Jersey Patent Co.,
West Orange, N. J. Patent No. 891,367.

This invention relates to sound reproducers
of the general type disclosed .and claimed in ap-
plications Serial No. 288,837, filed November 24,
1905, and Serial No. 307,324,' filed March 22, 1906.
and has for its object the provision of means
whereby improved results will be secured. It
consists of an improved form of valve for vary-

ing the rate of ru).i
flow of elastic
fluid through the
ports which com-
municate with the
resonating cham-
ber, and an im-
proved form of
port for co-operat-
ing with the valve /i,,.
referred to.

Reference is
hereby m.ade to
the accompanying
drawing of which
Figure 1 is a bot-
tom plan view of
a port plate to
which one form of valve is applied; Figs.
2, 3 and 4 are sections upon lines 2 — 2,
3—3 and 4--4, respectively, of Fig. 1; Fig,
5 is a bottom plan view of a port plate pro-
vided with a modified form of valve; Fig. 6 is a
section on line 6 — 6 of Fig. 5; Fig. 7 is a bottom
plan on a smaller scale of a port plate adapted
to be used with either of the valves illustrated
or with any other valve which is adapted to be
used with either of the valves illustrated or with
any other valve which is adapted to vary the
flow of elastic fluid through the ports in accord-
ance with the vibrations of sound waves; Fig. 8
is an enlarged section on line 8 — 8 of Fig. 7 with
a valve seated upon the ports thereof; Fig. 9 is a
plan view of a modified form of port plate; Fig.
10 is a section on line 10 — 10 of Fig. 9: Fig. 11
is a vertical section of a phonographic sound re-

producer showing the relative locations of the
ported plate, valve, resonating chamber, stylus,
etc., and Fig. 12 is a section on line 12 — 12 of
Fig. 5.

Turntable for Gramqphone Machines. Edwin
H. Mobley, Hillside, Pa. Patent No. 891,356.

The object of this invention is to provide a
construction of turntable for talking machines
which shall embody accuracy of rotation, light-
ness, and cheapness of manufacture. Heretofore,
the turntables of sound reproducing machines of
the gramophone type have been made heavy and
of cast iron. The castings frequently warp and
give an irregular surface for the reception of the
sound record tablet and cause a very uneven
travel of the same. This is injurious, in that
the stylus is made to seriously affect the form
of the grooves be-
cause of the greater
duty thus put upon
it. The heavy
weight of the turn-
table required more
spring power to
rotate it, and the
turntable as a
whole was needless-
ly costly.

This invention
overcomes the ob-
jections inherent to ,
the heavy cast-iron
turntables above
pointed out. Being
light. this im- ^
proved turntable ^"^
gets up its speed of rotation more quickly at
starting to produce the proper rate of vibra-
tion to secure the articulation of sound desired
and yet, 'when the pressure of the sound box and
connections are transmitted to it through the
stylus and record tablet, the "drag," thus ob-
tained, insures its speed remaining steady and
always reliable.

This invention consists of the turntable of the
motor part of a gramophone instrument when
made of sheet metal shaped to maintain a flat
condition upon its upper surface which acts as
a support for the record disc.

More specifically, this invention comprehends
the sheet metal turntable provided with a down-
wardly extending flange on its outer edge, an
annular groove or downwardly extending rib
near its outer edge and preferably a series of
radial downwardly extending ribs, said ribs
radiating from the neighborhood of the hub.

This invention also embodies details of con-
struction which, together with the features above

MIRAPHONE

Combination
Music Box and
Talking Machine

In every respect a
superior instrument
Musically and
Mechanically.
Giving you and
your customers
splendid value. ^

Write for Catalogue, Terms and Prices

Jacot Music Box Co*

No. 39 Union Square, New York

62

THE TALKING MACHINE WORLD.

specified, will be better understood by reference
to the drawings, in which:

Figure 1 is a plan view of improved turn-
table; Fig. 2 is a transverse section of the same;
Fig. 3 is a cross section on line 3 — 3 of Fig. 1;
Fig. 4 is an elevation of a portion of a gramo-
phone instrument with improved turntable ap-
plied, and Fig. 5 is a plan view of a modification.

Automatic Stop fob Phoxogbaphs. Charles P.
Cook, Plymouth, Conn. Patent No. 890,338.

This invention relates to talking machines,
and has particular reference to devices whereby
such machines may be automatically stopped at
the desired time at the end of the travel of the
reproducer. Among the special objects aimed at
in the present invention are to provide a device
of the character above described which is simple
in construction, easy of application to the ma-
chine, and in which the parts are readily ad-
justable according to the various types of ma-
chines to which it .

big thing in the latter line, which he will also
control exclusively.

34.' 27 M eo I

is applicable and to
compensate for
variations accord-
ing to the various
requirements.

Figure 1 is a gen-
eral perspective
view of a fragment
o'f a common type
of phonograph or
talking machine,
with the present in-
vention shown as
applied thereto, and

Fig. 2 is a plan view of the attachment.

Phonography. Isidor Kitsee, Philadelphia, Pa.
Patent No. 877,845.

This invention relates to an improvement in
phonography. Its object is to increase the effi-
ciency of phonographic records by producing
them in such manner as to impart thereto ca-
pacity for amplifying the sound in the reproduc-
tion of the sound waves, and thereby overcoming

the necessity
^ — ^ ' ^-^^X for employing

mechanical de-
vices to obtain
such amplifica-
tion The un-
derlying principle of the invention consists in
the enlargement of the original record and also
in the production of copies from said enlarge-
ment.

In the drawings. Figure 1 is a plan view con-
ventionally illustrating an original transparent
record. Fig. 2 is a similar view of a sound
amplifying copy of the record disclosed in Fig. 1.

Talking Machixe Disc Pbotectoe. Jessie M.
Highley, Niles, Cal. Patent No. 877,842.

^ This invention re-

' lates to a protective
device for talking
machine discs. It
consists of soft felt
or equivalent attach-
ment placed upon
the back of the disc,
and in details of
construction which
will be more fully
explained by refer-
ence to the accom-
panying drawings,
in which:
Figure 1 is a plan
view. Fig. 2 is a sectional elevation of the in-
vention.

TOM MURRAY BEING HEARD FROM.

T. C. Mui-ray, who takes the output of tlm
Wooden Phonograph Horn Co., recently sold lOO
of their horns to the Columbia Phonograph Co.,
general. Mr. Murray severed his connection with
the latter concern, for whom he traveled In the
spring. He also has another "iron in the fire,"
namely, a moving picture machine, with synchro-
nous records — discs or cylinders — for home use.
at a very moderate price. Tom believes he has a

CANNOT RESTRAIN USE OF NAME.

Vice-Chancellor Rules "Penny Arcades" Have
Right to Adopt Edison's Cognomen — Dif-
ferent from Other Cases.

Thomas A. Edison cannot restrain the use of
his name by concerns conducting so-called
"penny-arcades," where phonographs and kinet-
oscopes made by the National Phonograph Co.
and the Edison Manufacturing Co. are used.
This Vice-Chancellor Emery has just decided in
an opinion handed down in Newark, N. J., re-
centlj', in which he sustains a demurrer entered
by the "Mills-Edisonia," defendant in injunction
proceedings brought by Mr. Edison individually,
and the two Edison concerns named through
McCarter & English.

The vice-chancellor takes occasion to say that
the case at bar differs from the suit of the Edi-
son Storage Battery Co. against Edison Auto-
mobile Co., in which the use of the name Edison
was enjoined by former Vice-Chancellor Pitney,
"because one of the objects for which the de-
fendant was incorporated was the manufacture
of storage batteries of complainant, and the cir-
cumstances showed that the purpose of using
the name was to obtain in their business of sell-
ing automobiles and in competition with com-
plainants, the benefit of the name of Edison, who
had assigned his storage battery for automobiles
to complainant.

"In Edison vs. Edison Polyform Co.," the vice-
chancellor says: "Vice-Chancellor Stevens, on
the application of the present complainant, en-
joined the use of his name in the defendant's
corporate name, because on all the facts of the
case it appeared that this use of his name was
part of a fraudulent contrivance of the company
in connection with the use of certificates appear-
ing to be signed by him (Edison) and of his
pictures, to lead the public to believe that Edi-
son was connected with the business."

The vice-chancellor gives excerpts from the
bill, from which he deduces "that it is obvious
that the improper use by the defendant of com-
plainant Edison's name in unfair competition or
infringement of trademarks is not relied on and
that the claim for relief is not based on rights
of this character."

"It is not claimed," the opinion reads on. "that
defendant is engaged at all in the manufacture
or sale of either phonographs or kinetoscopes.
and it appears affirmatively that it , is engaged

in a business which none of the complainants is
engaged in, viz., the use of machines for exhibi-
tion, and I think it must also be taken as ap-
pearing that the instruments used for exhibition
by defendant are those manufactured and sold
by the corporate complainant."

The vice-chancellor cites also the case of Edi-
son vs. Hawthorne, in which he says it was held
that the words "Edison Phonograph Agency" in
defendant's sign "did not indicate that defend-
ants were agents of Edison, but that it was an
agency for the sale of Edison's phonographs, and
that complainant had no right to enjoin the
combined use of the name even by persons who
had formerly been his agents.

Edison's claim for relief, the vice-chancoUor
says, must therefore be based, not on the pro-
tection of any property right, but on his per-
sonal right to enjoin the use of his name, or any
plain derivative of it, by any corporation with
which he is not personally connected. No court
has ever yet gone to this extent, and in decisions
the question of the existence of such personal
right, as distinct from a property right, has been
reserved.

AIJENT TRADEMARKS IN GERMANY.

The following information regarding the pro-
tection of trademarks in the German possessions,
which should prove of interest to exporters in all
lines,, has been forwarded by Vice-Consul Ernest
Vollmer, at Tsingtan: "According to paragraph
4 of the imperial orders of November 9, 1900,
regarding laws in the German colonies, the law
of the German Empire for the protection of
trademarks of May 12, 1894, is in force in the
German possessions. Registry of trademarks is
made and the register kept by the Patent Bu-
reau in Berlin. Notice of the establishment of a
trademark must be made to that office in writing.
With every such notice there must be a descrip-
tion of the business in which the proposed mark
is to be used, a description of the goods which
it is to mark or accompany, as well as a clear
copy and description of the mark, as far as
these may be deemed necessary. For every
trademark a fee of 30 marks (mark — 23.8 cents)
is to be paid upon giving the notice.

As was forecasted in these columns, jobbers
are reordering the William J. Bryan records on
a large scale. One jobber who sent in three or-
ders, wrote that unless he can get a large ship-
ment at once he will not have enough to fill deal-
ers' orders already in. The National Phonograph
Co. are working overtime to get caught up on the
Bryan orders.

NOTICE

TO MICHIGAN DEALERS:

We control the sale in Michigan of the popular "Indestructible
Records. ' '

Here is a Record you can kick from "Dan to Beersheba "
without injury. Naturally it is a quick seller. Strong in tone-
very musical.

We have a large line, embracing all the selections put out,
and can fill all orders "Johnny-on-the-spot." If you haven't the
"Indestructible Records" in stock, you ought to have them sure.

We are having a nice demand on Record Cabinets. Have
you had our latest quotations? If not, the fault is yours, not ours.
Let us hear from you.

AMERICAN PHONOGRAPH CO.

EDISON JOBBERS FOR MICHIGAN

106 WOODWARD AVE., DETROIT, MICH.

THE TALKING MACHINE WORLD.

63

RECORD BULLETINS FOR AUGUST, 1908

1135 When We Are M A Double-R-I-B-D

Ada .Jones and Billy Murray

1130 Yankee Doodle's Come to Town.... Billy Murray

NEW VICTOR RECORDS.

ADDENDA TO JULY NEW RECORDS.

10

ARTHUK PKYOB'S BAND.

5495 Captain Cupid Marcli Pryor

5490 "Red Wing Medley ("Much Obliged to

You," "Ked Wing," "Sweetheart Days,"
and "I'm Afraid to Come Home in the
Dark") 10

VICTOR DANCE OHCHESTEA, WALTER B. KOGEKS, CONDUCTUli.

31704 "The World Is Mine" Waltzes. . .Fahrbach 12

MANDOLIN "AND GUITAR DUET Bl" SIEGEL AND BUTIN.

5,500 Estellita Waltz Siegel 10

VIOLIN SOLO BY HOWARD RATTAY^ ACCOMI'. BY VICTOR
ORCH.

5480 Serenade Moszkowski 10

VIOLINCELLO SOLO BY VICTOR SORLIN^ ACCOMP. BY
VICTOR ORCH.

5485 Berceuse (Lullaby) from Jocelyn . . Godard

TWO RECORDS BY HAROLD .lARVIS, WITH ORCH.

5486 March of the Cameron Men Campbell

5487 My Ain Countree Lee

'CELLO AND FLUTE DUET BY TREIN AND LYONS, ACCOMP
BY STRINGS AND HARP.

5497 Alice Where Art Thou — Pantasie

Ascher-Rogers

VICTOR OCTET (STRINGS, WOODWIND, HARP).

5498 The Vacant Chair — Paraphrase

, . Root-Rogers

TENOR SOLO BY HENRY BURR, WITH ORCPI.

Ernest Ball

CO.UIC SO.VG BY ADA JONES, WITH ORCH.

5489 I Want to be Loved Like a Leading Lady .

Wade

DESCRIPTIVE SPECIALTY BY STEVE PORTER.

5494 Finnegan's Flat Porter

SOPRANO SOLO BY ELSIE STEVENSON, WITH ORCH.

5482 Dear Heart Mattel 10

COON SONG BY EDDIE MORTON, WITH ORCH.

5501 The Right Church but the Wrong Pew...

Smith

SOPRANO SOLO BY GIUSEPPINA HUGUET, WITH ORCU

52555 Lucia — Regnava nel silenzio (Silence O'er
All) Donizetti

TENOR SOLO BY HARRY MACDONOUGH, WITH ORCH

5488 Just Sone One (from "Lonesome Town") .

Anderson

COON SONG BY ARTHUR COLLINS. WITH ORCH.

5483 Cohan's Rag Babe Cohan

COMIC DUET HY COLLINS AND HARLAN, WITH ORCH.

5484 Down in Jungle Town Morse 10

ORPHEUS CHORUS OF DPSALA, SWEDEN SOLO BY A.

WALLGREN. BARITONE.

52006 "Can It Comfort" (Kan det troste) Kjerulf 10

DUET BY MISS STEVENSON AND MR. MACDONOUGH, WITH
ORCH.

5491 Oh. That We Two Were Maying Smith

MALE QUARTET BY THE PEERLESS QUARTET.

5481 Come Where My Love Lies Dreaming. . . .

Foster

GOSPEL HYMN BY THE HAYDN QUARTET, WITH ORCH.

5496 He Will Hold Me Fast Harkness 10

DUET RY MISS .TONES AND MR. JIURRAY, WITH ORCH.

5499 By the Old Oaken Bucket, Louise. .Davis 10
5503 Jesus Is Calling Crosby-Stebbins 10

DUET BY MISS JONES AND MR. MURRAY, WITH ORCH.

5502 The A-B-C's of tha U. S. A (from "The

Yankee Prince") Cohan 10

LUIGI COLAZZA, TENOR.
With Orchestra. In Italian.
.■>2."')1G Profeta (Prophete) Re del cielo. Meyerbeer 12

COMIC SONG BY BILLY MURRAY, WITH ORCH.

5492 Mother Hasn't Spoke to Father Since

Jerome Schwartz 10

PATRIOTIC SONG BY BILLY MURRAY AND HAYDN QUARTET,
WITH ORCH.

5504 Yankee Doodle's Come to Town (from "The

Yankee Prince") Cohan 10

NEW RED SEAL RECORDS.

10

10
10

10

10
10

10
10

10

10

10
10

10

10

EMMA EAMES LOUISE HU.MEli WITH ORCH.

89020 Lakme — Dome epais le jasmin ('Neath the

Shady Dome) in French Delibes 12

89021 Lohengrin — Du Aermste (Thou Unhappy

One) in German Wagner 12

EMMA CALVE, SOPRANO, WITH OUCH.

88130 Hferodiade — II est doux, il est bon (He is

Kind, He is Good) in French .. Massenet 12

EMILIO DB GOGORZA. BARITONE, WITH ORCH.

74110 Rigoletto — Monologo, "Pari siamo" (We

are Equal) in Italian Verdi 12

EVAN WILLIAMS, TENOR, WITH ORCH.

64086 Queen of Sheba — Recitative (Lend Me Your

Aid — Part I) in English Gounod 10

VIOLIN SOLO BY .MISCHA ELMAN.

61180 (a) Moment Musical, Schubert; (b) Per-

petuo Mobile Bohm 10

GEORGE HAMLIN, TENOR, WITH ORCH.

74111 Die Walktire — Siegmund's Liebeslied (Sieg-

mund's Love Song) in German. . .Wagner 12

POL PLANCON, BARITONE, WITH ORCH.

85125 Robert le Diable — Invocation "Nonnes, qui
reposez" ("Ye Slumb'ding Nuns") in
French Meyerbeer 12

GINA C. VIAFORA, SOPRANO, WITH ORCH.

64085 Boheme — Musetta Waltz. In Italian. Puccini 10

BESSIE ABBOT, SOPRANO, WITH ORCH.

88129 Mireille — Valse. In French Gounod 12

ZON-O-PHONE lO-INCH RECORDS.

EIGHT-INCH RECORDS.

ACCOBDION SOLO BY JOHN J. KIM. MEL.

5408 Medley of Reels No. 2 Klmmel 8

COON SONG BY EDDIE MORTON. WITH ORCH.

5403 The Peach that Tastes the Sweetest Hangs

the Highest on the Tree Edwards 8

BILLY MURRAY AND HAYDN QUARTET. WITH ORCH.

5379 Keep on Smiling Kendis-Paley 8

VICTOR VAUDEVILLE COMPANY.

5401 An Evening at Mrs. Clancey's Boarding

House 8

1126

1127
1128
1112
1129

1113
1114
1115
1116

1117

1125

1118

1119

1130

1131
1120
1121

1122
1123
1124
1132

1133

1134

ZON-O-PHON'B CONCERT BAND.

Broken-hearted Sparrow — A Pathetic Appeal
— (From the Suite, "A Love Episode in
Birdland")

Dancing in the Barn — Schottische

Man with Three Wives — Waltz

March Happy Days

Yankee Prince — Two-Step

ZON-O-PHONE ORCHESTRA.

Affaire d'Amour — Waltz

Home, Sweet Home Medley "Good Night" Waltz.

Selection of Children's Songs, No. 2

Popular Chorus Medley Two-Step, No. 2

VOCAL SELECTIONS WITH ORCH. ACCO.MP.

Everybody Joined in the Chorus in Our

E'amily Ada Jones

Frisky Farmer and the Modest Manicure

(Descriptive Selection)

Ada Jones and Len Spencer

If It's Good Enough for Washington, It's

Good Enough for Me Frank C. Stanley

I'm Starving for One Sight of You

Frank C. Stanley and Henry Burr

I've Taken Quite a Fancy to You

Ada Jones and Billy Murray

I Was a Hero, Too Billy Murray

I Was Roaming Along Arthur Collins

Mother Hasn't Spoke to Father Since. . . .

Arthur Collins and Byron G. Harlan

My Treasure Henry Burr

Needles and Pins Ed. M. Favor

Pride of the Prairie Peerless Quartette

Somebody that I Know and You Know. Too

Al Campbell

Tale of the Turtle Dove

Mendelssohn Mixed Quartet

True Heart Frank Howard

Makers
of

Cabinets

for

Disc
Records

Write for
Booklet

No. 430 Disc Record Cabinet, Solid Mahogany, Swell Front.
Holds 200 12-inch Disc Records.

Makers
of

Cabinets

for
Cylinder
Records

Write for
Booklet

Why not buy UDELL and get the t>est the market affords?

THE UDELL WORKS, Office and Factory, INDIANAPOLIS, IND., U. S. A.

NEW EDISON GOLD MOULDED RECORDS.

9890

9891

9892

9893

9894

9895

9890

9897

9898

9899

9900

9901
9902

9903

9904

9905

990G
9907

9908

9909

9910
9911

9912
9913

7597

8838

Sweet Sixteens' March (Mills)

Edison Military Band

Only an Old Fashioned Cottage (Soiman) . .

Manuel Komain

It Always Comes with the Summer (Sol-
man) Dorothy Kingsley

Lady Binnie and the Shores of Lake Erin

(Original) iViolin) William Craig

I Want to be Loved Like a Leading Lady

(Wade) Ada Jones

Yankee Doodle's Come to Town (Cohan) . .

Billy Murray

By the Old Oaken Bucket, Louise (Davis)

Frederic Rose

Forest Whispers (Losey)

Edison Symphony Orchestra

Mother Hasn't Spoke to Father Since (Je-
rome & Schwartz) Arthur Collins

The Home Over There (O Kane)

Edison Mixed Quartet

Let Me Hear the Songs My Mother Used to

Sing (Gabriel) Byron G. Harlan

Blue Violets (Eilenberg) .. Edison Concert Band
When the Autumn Moon Is Creeping Thro'

the '\Voodlands (Soiman) (Counter-Tenor)

Will Oakland

A. B. C.'s of the-U.,S. A. (Cohan)

Ada .lones and Billy Murray

I'm Savin' Up My Money for a Rainy Day

(Wenrich) Edward Meeker

"Dialogue," Flute and Clarinet (Hamm) . . .

Edison Symphony Orchestra

All for Love of You (Ball). Harry Anthony

A High Old Time in Dixie (Schleiffarth) . .

Collins and Harlan

For the Red, White and Blue ( Rosenfeld) . .

Jas. F. Harrison and Chorus

Kerry Mills' Barn Dance I Mills)

Edison Symphony Orchestra

I'm the Man (Camp) Bob Roberts

Fun at the Music Counter (Original)

AAa .Tones and Len Spencer

Finnegan's Flat (Original) Steve Porter

"Smarty" Medley (Orig.) . ..Edison Military Band

TWO SELKCTIONS .MADE OVER.

Over the Waves Waltz Joe Belmont

.Jovial Joe Edison Military Band

(Formerly by the Edison Concert Band.)

GRAPHOPHONE VERSUS BAND.

Twentieth Century Makes a Great Hit at the
Elks' Rural Jubilee and Barn Dance Held in
Washington.

At the Elks' Rural Jubilee and Barn Dance,
held at the Bennings Race Track, Washington,
last week, fully 5,000 people -were surprised and
delighted by the fact that a Twentieth Century
Columbia graphophone was not only a substitute
for a band, but really was more satisfactory.

One of the most popular shows of the entire
Jubilee was the one ring circus. Three shows a
day were given with an average of over 600 peo-
ple at each performance for three days, which
brings the total to 5,000 people who heard the
Twentieth Century Graphophone in actual com-
petition with a brass band. Not a German gut-
ter band, playing for beers in front of a summer
garden, but a fairly well trained organization of
ten or twelve pieces. The band played for the
grand entry of the entire troupe of actora and
horses — and when the preliminary comedy work
of the clown was going on, the Columbia grapho-
phone played a march — and now there is an army
of people in Washington who will testify to the
fact that the volume, purity and tempo of the
graphophone music in that tent put the living
performances of the band several paces in the
rear.

The alternation of the band and machine kept
up for three days and there was not a single
phase of the performance that would not have
been better served if the band liad been elimi-
nated and the graphophone used for the entire
performance.

ECHO OF TALK-O-PHONE CO. FAILURE.

(Special to The Talking Machine World.)

Toledo, O., June 29, 1908.
A. L. Irish, George G. Metzger and the Talk-0-
Phone Co. had another lawsuit added to the al-
ready long list in Common Pleas Court a few
days ago, when the Northern National Bank
brought suit to secure judgment for $3,500 on a
promissory note. The note was given by the
Talk-O-Phone Co., with A. L. Irish as president,
and was endorsed by Messrs. Irish and Metzger.
The paper was originally for $5,000 and was
given to the bank March 14, 1905. Two payments
of $750 each had been made and the interest
taken care of until October 31, 1906. Since that
time there have been no payments, and the sign-
ers have refused to pay anything more. The
Northern National Bank asks judgment foi
$3,500, the balance due.

64

THE TALKING MACHINE WORLD.

Leading Jobbers of TalKing Machines in America

OLIVER DITSON COMPANY

Are the largest Eastern Distributors of

Victor Talking Machines
and Records

Orders from Dealers are filled more
promptly, are packed better, are deliver-
ed in better condition, and filled more
completely by this house than any other
house in the Talking Machine business,
so our customers tell us.

ISO Tremont St., BOSTON, MASS.

Chas.H.Ditson&Co.

Have the most completely
appointed and best equipped

VICTOR TALKING MACBIIV£
— — Department

IN NEW YORK CITY

to-day. and solicit orders from dealers, with tKe assurance
that they will be filled more promptly, and delivered in
better condition than they can be from any other source.

Nos. 8-10-12 East 34lh St., NEW YORK CITY

UP-TO-DATE JOBBERS OF BOTH

EDISON
VICTOR

STANDARD
TALKING MACHINE CO.

435-7 Wood St., PITTSBURG, PA.

TRY A JOBBER WHO WILL FILL YOUR
ORDERS COMPLETE AND SHIP THEM THE
DAY RECEIVED.

You Can Get Goods Here

E^r>iso:v VICTOR

JOBBERS DISTRIBUTORS

Our wholesale depot is a mile from our retail store.
Records are not mauled over for retail customers
and then shipped out to dealers. Dealers bv.rlng
from us get brand new goods jasfc as they come
from the factory.

LAWRENCE McGREAL, Milwaakee, Wis.

NEW ENGLAND

JOBBING HEIADQUARTERS

EDISON AND VICTOR

MOkClilnea. Records arid Svippllea.
THE EASTERN TALKING MACHINE CO.
177 Tremont Street • ■ BOSTON. MASS.

ECLIPSE PHONOGRAPH CO.

HOBOKEX, IM. .1.

Edison and Zon=o=phone Jobbers

Can Guarantee Quickest Delivery
From Largest Stock in New Jersey.

JOHN F. ELLIS &

CO.

WASHINGTON, D. C.

Distributor

VICTOR Talkino
V »^ i v^«^ Machines

and RECORDS wholesale and

Retail

Largest Stock In the South

PERRY B. WHITStT L. M. WELLER

PERRY B. WHITSIT CO.,

213 South High Street, Columbus. Ohio.

Edison
Phonograph
and R eo o

JOBBERS

Victor TalkinK

Nlaohlnss
and Records

m

TRADE-MARK

BROADWAY and 17th ST., NEW YORK

Factory :
Rahway, N. J.

Western Branch :
259 Wabash Ave., Chicago

WHOLESALE AND RETAIL

REGINA MUSIC BOXES REGINAPIANOS
REGINAPHONES SUBLIMA PIANOS

DISTRIBUTORS IN NEW YORK FOR

Victor Talking Machities and Edison Phonographs

Complete Stock. Prompt Deliveries.

HARGER & BLISH

Western Distributors for both the

VICTOR
EDISOIM

It's worth while knowing, we never
substitute a record.

If it's in the catalog we've got it.

DUBUQUE, IOWA.

PITTSBURG PHONOGRAPH CO.

VICTOR.
JOBBERS

and

EDISON
JOBBERS

Largest and most complete stock of Talking Machines and
Records in Western Pennsylvania.

COLUMBIA JOBBERS

N. W. IOWA. NEBRASKA and SOUTH DAKOTA !

Write to-day for terms nec-
essary to ijecome dealers '

W. A. DEAN COMPANY •'sKtlf^'" !

F. ]VI. AXWOOO

123 MONROE AVENUE
MEMPHIS, XENN.

EDISON JOBBER

E. F. DROOP & SONS CO.

925 Pa. Avenue _ 231 No. Howard St.

WASHINGTON, D.C. BALTIMORE, MD.

Wholesale and Retail
Distnibutors

Edison Phonographs

Victor Talking Machines

Southern Representatives for

Topham's Carrying Cases ; Herzog's Record Cabi-
nets ; Searchlight, 11.- & S. Tea Tray and Standard
Metal Co.'s Horns and Supplies.

PRICE PHONOGRAPH CO.

51-56 Clinton Street. NEWARK, N. J.

Victor Distributors S^^s"""*"""

Send us your Order, you get the Goods

We don't retail. We take care of the Dealer.
Large Stock — Quick Service

BIFFALO - N. Y.

NEAL,
CLARK &
NEAL CO.

r

EDISON
VICTOR
COLUMBIA

Peter Bacigalupi & Sons

SAN FRANOSCO, CAL.

WHOLESALE RETAIL

1 02 J -23 Golden Gate Aye. 1113-15 Fillmore St.

P^^^s Edison, Zonophonc

All Kiods of Automatic Mtisical Instrameots
and Slot Machines.

BABSON BROS.

I 9th St. and Marshall Boulevard

CHICAGO, ILL.

Special attention givsn DEALERS only, by O. M.
NISBETT, Manager, Wholesale Department.

LARGEST STOCK OF EDISON PHONO-
GRAPHS AND RECORDS in the U. S.

Southern California Music Co.

EVERYTHING FOR TALKING MACHINES

Edison and Zon-o-PIione Jobbers

LOS ANGELES, CAL.

KLEIN & HEFFELMAN CO.

Canton, OHIO.

Edison ^ Victor

MACHINES. RECORDS AND SUPPUES

Quickest service and most complete stock in Ohio

Jacot Music Box Co.,

59 Union Sq.. New York.

Mira e^ci Stella Music Boxes.

Edison and Victor Machines
and Records.

PACIFIC COAST

TORS OF

Victor Talking Machines records

STELNWAY PIANOS-LYON & HEALY
"OWN MAKE" BAND INSTRLTVIENTS
San Francisco Portland

Les Angeles

Sherman, Clay & Co. SawaSd"

KOHLER & CHASE

Oakland, Cal. Seattle, Wash.

Jobbers of
STAR, ZONOPHONES AND
EDISON PHONOGRAPHS

w

E claim Largest Stock and Best
Service, and are willing to
"SHOW YOU."

IF YOU'RE IN WESTERN MICHIGAN
it will be money in your pocket to order

Victor Machines and l^ecords
JULIUS A. J.° FR.IEDRICH

30-32 Canal Street, Grand Rapids, Michigan

Our Motto : \ 9"iS^ Service and a Saving
' in Transportation Charees

Every Jobber In this country sbould be represented In this department. The cost Is slight and the advantage is great.

Be sure and have your firm in the August list.

THE TALKING MACHINE WORLD.

65

Leading Jobbers of TalKing Machines in America

Columbia Jobbers

We carry at all times a complete line
of Columbia Graphophones and
Columbia Disc and Cylinder Records.
We give all orders prompt and care-
ful attention. Dealers can be assured
of our cooperation at all times.

SCHEUBER DRUG COMPANY

UVINGSTON, MONT.

D. K. MYERS

3839 Finney Avenue ST. LOUIS. MO.

Onlr Exclusive Jobber in U. S. of

Zon-o-phone Machines and Records

We Fill Orders Complete

Give us a Trial

Baltimore Zonophone Jobber

THE HEW TWENTIETH CENTURY TALKING
MACHINE CO.

L. MAZOR, Proprietor

Talking Machines and Records. The Biggest
Assortment of Hebrew Records.

1423-25 E. Pratt Street, BALTIMORE, MP.

Mr, Healer

We are

Columbia Jobbers

We are in a position to put you on the right course
to successfully handle these universally used instru-
ments and records. If interested, "pop the ques-
tion." Catalogues, prices, and complete information
upon request.

HOLLENBERG MUSIC CO.

UTTLE ROCK. ARK.

ZIMIIIERMAN MUSIC CO.

VAN WERT, OHIO

Columbia Jobbers

We carry a complete stock of Columbia Grapho-
phones and Records. Dealers' orders filled
promptly and delivered in the best possible condi-
tion. We are personally interested in the success
of every dealer on our books. And this interest is
shown in the exceptional service we give.

EXCLUSIVELY JOBBER.

\"\\ zoNo-o-PHONEs

BYROIM MAUZY
SAN FRANCISCO CALIFORNIA

FINCH &, HAHN,

Albany, Troy, SoKerveotSLdy.

Jobbers of Edison, Victor and Columbia

MaLchines and Records

300.000 R.ecords
Complete Stock Quick Service

Exclusive Columbia Jobbers

Our stock of Columbia Graphophones and
Records is very complete and covers the
full line. We receive all the records as fast
as they are issued. We are in a position to
fill orders promptly. Dealers purchasing
from us get the benefit of our central loca-
tion and effect a large saving in lime and
money.

Nashville is so centrally located that
there is a great saving of time.

PHILLIPS 6 BUTTORFF MFG. CO.

NASHVILLE. TENN.

DEALERS, NOTICE!

We are COLUMBIA Jobbers.
Our stock of Columbia Grapho-
phones and Records is always
complete; no waiting, no delay.

MAZER PHONOGRAPH CO.

45 Michigan Ave., DETROIT, MICHIGAN

Jones Bros. & Co., Inc.

RICHMOND, VA.

We job COLUMBIA Graphophones
and Records exclusively because we have
found by actual experience that they are
the best in all points. We carry one of
the most complete stocks of both ma-
chines and records in the South.

All orders given prompt attention.

Paste This Where You Can Always See It !

Mr. Dealer:

We refer all Talking Machine inquiries coming from towns
where we are represented by dealers to the dealer or dealers in
that town.

VICTOR and EDISON JOBBERS

IN FINANCIAL TROUBLE.

Bankruptcy Petition Is Filed by Floyd B. Series.

CMICAGO

cured. His assets are $3,913.95, of which sum
stock in trade to the value of $2,444.12 is shown.
Mr. Series was in business in Lbckport under the
title of the Lockport Phonograph Co.

( Special to The Talking Machine World. )

Buffalo, N. Y., June 30, 1908.
Floyd B. Series, a dealer in phonographs,
sporting goods and supplies, recently filed
a voluntary petition in bankruptcy with the
clerk of the United States District Court, in
which he gave a schedule of debts amounting to
$6,321.96, of which amount $3,298.46 is unse-

THE EDISON EXECUTIVE COMMITTEE.

The new Executive Committee, which is to
manage the affairs of the National Phonograph
Co. during the absence in Europe of President
W. E. Gilmore, has settled down to work, and
already has a good grasp of the situation.

Exclusive Columbia Jobbers

ORDER WHAT YOU WANT
WHEN YOU WANT IT

WE CAN DELIVER THE
GOODS :: :: :: ::

KRAEMER GOSORN

NORFOLK, VA.

J. K. -SAVAQB

The New indestructible Cylinder Records
Star Disc Machines and Records

At Wholesale. Complete Stocks.

921 Franklin Avenue, ST. LOUIS, MO.

COLUMBIA JOBBER

JOHNS.LENG'SSON&CO.

33 Murray St., RIcw York Cily

'established 1862>

Job COLUMBIA Graphophones Exclusively
COLUMBIA Disc and Cylinder Records
COLUMBIA— Fonotipia Grand Opera Records

JOBBERS OF BICYCLES, GUNS, ETC.

C. B. Haynes W. V. YouMANS

C. B. HAYNES & CO.

WNOLISALE DISTRIBUTORS

EDISON PHONOGRAPHS and RECORDS

ALL SUPPLIES

603 East Main St., Richmond, Va.

E. T. WILTON & COMPANY

HOUSTON, TEX.

Wholesale Distributors "Star" Talking
Machines, Records, Horns, Cranes, Etc.

We have everything you need, also
JEWELRY and WATCHES

COLUMBIA
JOBBERS

POWERS & HENRY CO.

339 Second Avenue
PITTSBURG, PA.

Every Jobber in this country should
be represented in this department.
The cost is slight and the advantage
is great. Be sure and have your firm
in the August list.

Frank L. Dyer, who is chairman of the com-
mittee, has, by his long training as general coun-
sel of the company, become well fitted for his
new position. The other members of the com-
mittee have been with the company for years.

CHANGE THEIR NAME.

The Phonograph Co., of Chattanooga, asked to
change its name to the Atlee-Terhune Co. The
incorporators are: Frank H. Atlee, Westervelt
Terhune, J. R. Atlee, Jr., Geo. N. Patton, and
L. M. Thomas.

66

THE TALKING MACHINE WORLD.

In every phase of life men will be found who
stand for every degree in success or in failure.
Each one had his chance to rise; some grasped
it, but more were asleep at the post, and when
they awoke wondered why others were forging
ahead, getting business, acquiring wealth and
reputation while they remained to struggle along
in the old rut, cursing the unfairness of things
in general and their own lot in particular — blam-
ing everything and everybody but the right one
for their failure. "Luck" in the strict sense
of the word never will be the price of success,
though a combination of circumstances may to
some seem synonymous. It takes intelligence to
turn them to advantage. In other words success
is knowledge, and the latter is only obtained
by consistent, unremitting labor. Not the stupid
plugging of an ox that does faithfully what he
is told, not understanding or caring the reason
or causes for such labor. But work backed up
and directed by a brain trained to see these
things and act promptly and efficiently. It has
been the seeming lack of the necessity of having
and using brains to sell talking machines that
has been the cause of such a howl of calamity in
this trade at the first sign of the waning of the
"•talker craze." For hitherto all one had to do,
figuratively speaking, was to hand the goods
across the counter, and except the jobbers few
knew the first principles of getting out and
hustling for trade, and though the last six
months have been hard for all trades they have
done an immense amount of good, as they have
awakened many to the fact that this world owes
no one a living who is not willing to work for it.
The talking machine has come to stay and never
before have things been in so good a condition,
because the "talker" has become a staple — a line
where business can be accurately gauged and
where it will be a ease of the survival 'of the
fittest — the shiftless giving place to the ener-
getic to the betterment of the whole structure.
Now is the time — since men in this trade know
where they stand — for broadening out. This
move should be studied carefully, however, be-
fore being acted upon. The class of trade one
caters to, the locality and the size of one's store
being duly considered. Too hasty a decision is
just as bad as one put off too long. The main
question being: Will this or that line have an
assured steady sale and one that if properly
handled grow? There is no doubt that observa-
tion is a good thing providing the observer does
not follow too closely in the footsteps of those
he would emulate. A policy that might work
like a charm for the originator, when repeated
by another, would fall flat, as there would be
nothing novel in it to attract the public's atten-
tion or conditions under which it formerly
thrived might be changed. Many a firm with a
bright prospect is foundered on the rocks of
imitation and it is always safer to steer one's
own course and keep clear of the much traveled
channels that at best lead to mediocrity. In
other words our advice to men in this trade is to
keep their eyes open, see what this one or that
one did or is doing, and how they draw and
keep the fickle public's patronage. Separate the
wheat from the chaff. Digest It carefully, then
lay out their own campaign, using perhaps some
of the methods of each, but cover the whole with
the cloak of "originality." Too much stress can-
not be laid upon the necessity of "knowing"
one's line, and though It may seem that in the
regular routine of work one would become thor-
oughly conversant with everything he has to
sell, It Is not 80. For Instance, to properly un
dertake the sale of a rifle a man should be fa-
miliar not only with Its working parts, but also
with its capacity. He should understand the va
rlouB grades of bullets and be able to explain
their uses and at the same time have a knowl

i

I

Side Lines for the Talking Machine Trade

Some of the Many Specialties which will Interest Talking Machine Men are Treated of in this Department

edge of the trajectory, velocity and killing range
of the weapon. He should also understand the
uses of different sights and be capable of talking
"rifle" like an expert. To do all this he need
only spend a little time in careful perusal
of the several catalogues issued by the different
rifle makers, and in conversation with the oc-
casional rifle shooters who drop in to buy am-
munition. He will pick up other ideas, all of
which will enable him to talk on the subject
intelligently and sell more goods. A careful
study of one's trade papers is exceedingly im-
portant for the man who would be up-to-date
and keep his stock complete. Only too many
neglect this point, trusting to visiting salesmen
to keep them in touch with new things, which
is certainly poor judgment. Unless one is an
expert in all the lines handled it is but natural
that the salesman should paint his line in rosy
colors and at the best give a prejudiced ac-
count, while by the former method a dealer gets
a consensus of opinion which is safer to rely on.
General news relating to one's line should be
read, and if rifles, etc., is the line handled, a
thorough knowledge of the best places for hunt-
ing should be known, what class of game there
is to be found, in what localities, and what bore,
caliber, etc., has been found most satisfactory.
One of the most successful jobbers of sporting
goods in the country not only insists that each
man in their employ have a thorough knowledge
of the department he is working in, but each and
every one must be an enthusiastic devotee of the
sport in his charge. In this way the men are
able to meet customers more than half way, and
win not only their trade, but their friendship.
Their house is not only a stock or salesroom,
but a club, and no amount of slashing of prices
by competitors can take their trade away, from
them. This is the method we would recommend,
whether your line may be automobiles or foun-
tain pens. Know it; don't be a slot machine or
automaton that simply gives what is asked and
paid for. Make each customer feel that you have
an interest in him outside of what he spends,
and as the years go by you will flnd your trade
growing. Honey catches more flies than vinegar,
and a "square deal" always wins in the long run.

ILLUSTRATED POST CAEDS.

The post card demand is at present greater
than ever before and in our estimation has by
no means reached its height. The amount of
cards now being sold and used exceeds many
times the quantity in circulation three years ago,
and is even greater than that at this time last
year. There is just as much money to be made
in the post card field now as ever, but the one
to make it is the wide-awake, energetic man who
can meet competition fairly and will carry on a
clean business. One of the most potent factors
in augmenting the enthusiasm displayed by
the collecting public is the ingenious little device
called the post card projector, mystic reflector,
etc. As the "World" predicted these little ma-
chines are enjoying a wonderful sale, so large in
fact as to justify nearly twenty different manu-
facturers marketing their own product under
various names. But if their sale is large now
when people for the most part shun the house
and devote their attention to outdoor recreations,
what will they be in the fall and winter when
the evenings are long and people huddle around
the fire trying to kill time until bed hour? Deal-
ers who contemplate adding post cards for a side
line should not fail to put in an assortment of
projectors — in fall and winter post cards. The
view card will occupy its usual conspicuous posi-
tion, but on account of Thanksgiving and Labor
Day, Christmas and New Year's, the special card
will be in large demand. A good assortment of
albums should always be on hand, for the sale
of one is always followed by an increased sale
of cards of the better class for preserving. At
this time of year dealers will find a ready sale
for high class cards, passe partouts in such col-
ors as green, red and black, with mats made
to harmonize. These can be home-made at very
little cost or trouble and the amount of profit
derived from their sale doubled many times. We
would caution the new dealer again about buy-
ing carelessly, as the whole success of the de-
partment hangs on the intelligence displayed in
this branch of the business. In a trade where
the manufacturers number into the hundreds
there is bound to be an awful lot of shoddy ma-

The Continental Art Co.

of Chicago^

present the trade with the best money-making proposition
in Post Cards ever offered; not only do they give the
dealer the best value for the money, but they give a line
of UP-TO-DATE POST CARDS that are the biggest
sellers in the country and show 50 per cent, more profit
than any other line of cards.

Dealers should not let this notice go by, because it
represents money to them.

A post card will bring all the information, catalogue
and price-list, and samples free of charge.

CONTINENTAL ART CO., CHICAGO

Continental BIdg., Monroe and Aberdeen Streets

THE TALKING MACfflNE WORLD.

67

DO YOU SELL THE

Gillette Safety Razor?

If

No doubt you have been asked that question many times before, for there are thou-
sands of men all over the country asking for and buying Gillette Razors almost as fast as
we can make them.

The reason for this demand is because no other razor affords such a simple, quick,
convenient and comfortable method of obtaining a satisfactory shave.

The " Gillette " saves its owner time, money, labor and endless inconvenience. That's
why over two million men are to-day shaving the Gillette way.

No other razor offers you greater profit possibilities.

Gillette Razors not only mean rapid sales and large profits
but every razor sold opens up an opportunity for further income
from the sale of blades.

So when a customer comes into your store and asks the question, " Do you sell the
Gillette Razor?" be in a position to say, "Sure" — and materially increase your profits in-
stead of letting him go to some other dealer with his $5 bill.

If you happen to be one of the few who do not carry the " Gillette " write to-day for
full information and ^ prices, and remember — when we come into your store with

our goods, we come in with every as-
sistance possible to help you make
sales.

Booklets, circulars, window cards,
electros furnished free of charge upon
request. Write to-day.

/A

•

1

Gillette Sales Company

914 KIMBALI. BUILDING

BOSTON

914 Times Building
NEW YORK CITY

914 Stock Exchange Building
CHICAGO

The Gillette Safety Razor Set consists of a triple sil-
ver plated holder and twelve double edg-ed, thin,
flexible wafer-like blades (24 keen edges) packed in a
velvet lined leather case. Price $5.00. Also made in
Combination Sets in a variety of styles with toilet
accessories retailing- from $6.50 to $50.00 each.

1

J

68

THE TALKING MACfflNE WORLD.

The Nominations

HAVE BEEN MADE

People Are Buying Goods

PROSPERITY

THAT'S THE WAY IT HlTi US.
DO YOU FEEL IT?

Dealers who have been wise
enough to boom their business with

TBE MYSTIC REFLECTOR

assure us of their prosperity.

OUR REFLECTOR

is the only perfect machine of its
kind in the world.

INCREASE YOIR BUSINESS

Yoa need no Glass Slides as
uritb the old Magic Lantern.

YOU DO NOT VIOLATE ANY CITY ORDINANCE by using dangerous films as with Moving Picture
Machines. With our machine you may reproduce any object or picture in aU its natural colors, giving you a
picture magnificently enlarged. Superb in detail, marvelous in effect.

The machine is built entirely of steel, neatly finished. Fitted with either electric light or our latest improved
calcium carbide generator. Shipped to you complete, securely packed.

Sells at retail for $5.00. To dealers only we allow a discount of 40";. ORDER TO-DAY.

CHURCH JSUF»F»LY COMPANY

116

Nassau

Suite 301

Street (A. M. SHIEBLER, Pres. and Mgr.) MEW VORK CITY

terial lying around which many unprincipled
salesmen are only too glad to work off on the
gi'een man. Quality should always be the first
consideration in buying. Then whether or not
the cards are suitable or would appeal to your
customers, experience alone will solve this for
5'ou, though common sense will often lift you out
of many holes. Thirdly, the beginner is always
safe who feels his way. Buy rather too little
than too much, but see that what you have is
choice and complete. The list is very important,
as it's a great deal easier to buy more if one
needs more than it is to sell a bunch of cards
left over from a line stocked too heavily.

MOVING PICTTJEE MACHINES AND FILMS.

Among the many lines that are in the greatest
demand during the autumn and winter and which
are in especial demand around the holidays, none
will be more popular this year than the home
moving picture machines and films. The public
has heard a great deal about this new industry
and though anxious to test its product it has
been kept off, until now the dealers ought to have
but little difficulty in turning this curiosity to
their own advantage and with proper fostering
build up a large, lucrative trade. For some time
this paper was a little sceptical about the outlook
on account of the price of the films, fearing that
10 cents a foot would be beyond the purse of
any but the well-to-do. This problem, however,
has been studied over carefully by the manufac-
turers and a leasing plan has been inaugurated
which overcomes all obstacles. In this manner

the moving picture machine is made a far less
costly luxury than the talking machine, with the
advantage to the dealer of a far greater profit
at no risk to himself. In brief the plan is for
the retailer to sell the machines, supplies, etc..
outright, while he rents the films at so much
per day. A deposit to cover the cost of the
film, or 10 cents per foot, being required, and
to be returned unless the film has been damaged,
in which case a suitable amount to cover same
will be deducted. This scheme has two decided
advantages. In the first place the dealer re-
ceives a good continued profit from the film,
whose life Is more than long enough to make
its rental a good investment, and if through an
accident a customer destroys a subject, the re-
tailer gets the full price which would be charged
if he had sold the film outright. Second, the
public obtain an unending list of subjects to
choose from, using each until tired of it, all at
a nominal cost, with no money tied up in old
stuff to clutter up the house and act as an eye-
sore and a constant reminder of what this en-
tertainment has and is likely to cost. Dealers
who are looking for a real live line should at
least investigate this one at once, as the earlier
one gets into a line the more cream he is likely
to get in his locality.

PICTURE SHOWS FIGHT.

Seek to Enjoin Tenement Commissioner from
Closing Them.

An application affecting many of the moving
picture shows in New York County was made

last week to Supreme Couit Justice Bischoff by
counsel for William Fox and Sol Brill, who are
the proprietors of two such exhibitions at 1.498
Third avenue, ^Manhattan, and 893 Broadway,
Brooklyn, who asked for an injunction restrain-
ing Tenement House Commissioner Butler from
revoking his approval to alterations of both
premises, and also enjoining him from interfer-
ing with the plaintiffs in the conduct of their
business. They also ask that the Commissioner
be restrained from directing them to vacate the
pi emises on account of the nature of the business
carried on by them. Argument on the applica-
tion was set for Monday. The plaintiffs say
there are 300 moving picture shows similarly
situated, and that the Commissioner has attempt-
ed to exercise his authority in about 100 of them.

BAND ORGANS AND ORCHESTRIONS.

An Excellent Means of Building Up Trade in
These Instruments fcr "Talker" Dealers.

(.'<peci;il to 'I'lie Talking Macliiue World.)

Chicago, 111., July 8, 1908.
"I do not think that talking machine dealers
as a whole realize the great field before them in
the sale of band organs and orchestrions," re-
marked W. H. Wade, who has charge of the auto-
matic department of Lyon & Healy. These in-
struments can be sold from catalog, and as they
run into money the sale of only a few in the
course of a year will yield a magnificent profit.
It ought to be possible for a dealer to put an
orchestrion into every fine cate or hotel in his
vicinity. Band organs are manufactured in vari-
ous styles varying from $37-5 to ?15,000 each, and
especially adapted for roller skating rinks, amuse-
ment parks, etc., etc. The experience of a house
like this enables it to assist the dealer in deter-
mining the type of the instrument to be used to
best advantage, providing we know the character
of the enterprise and the dimensions of the room
in which it will be used. A new Lyon & Healy
band organ has just been brought out which is
of the pneumatic, paper-played type. This ma-
chine has the advantage of the old pin-cylinder
type in its ability to control tempo more accu-
rately, and in the generally better reproduction
of band music.

THE VIASCOPE SPECIAL

Is the Name of the Latest Creation of the
Viascope Co. Which Is Winning High Praise.

( Special to The Talking Machine World. 1

Chicago. 111.. July 6. 190S.
Talking machine dealers are becoming more
and more interested in the professional moving
picture proposition. Not only have many of
them started theaters of their own. but the talk-
ing machine store seems to be the natural place
for a man. contemplating going on an exhibition
tour or to start a five-cent theater to go to for
information. Several of the largest concerns in
the country have gone into the business of hand-
ling large moving pictures and supplies on an
extensive scale. The Viascope :\Ianufacturing

II You Arc Looking for Post Cards That Sell

Floral and I^aiidscape,
Thanksffiving- Serie.'«
1!)CS Christmas "

Floral Cards

THE FOLLOWIMG MEW INJUIVIBERS WILL IMXERESX YOU:

36 subjects $fi.00 per thousand

6-12 3.00 "

3G " Solid Gold Backijround, Heavilj- Em-
bossed, Ktc. .'i.oo

72 " Suitable for Tinselinc: and Xnme 4.00 "

32 " Solid Gold Backo^round, with or without

Text 5.00 "

32 " Green and Gold Bronze Backgfround, with _

or witlioiit Text ."i.OO " "

10 " Gold and .Silver Background, with Cats

and Landscape, also Blank Oval Space .">.CX1

32 " With Gold Outline 5.00 "

74 •■ One of Oiu" Leaders 4.00 "

IL' Subjects, witli or without Text .5.00 "

Birds and Flowers

Kf'd and J'urple Air Brush C'anL

AS A SPECIAL INDUCEMENT TO TALKING MACHINE DEALERS
We will get up a General Assortment of 1,000 of the above Cards for $5.00

111 South Eighth Street
PHILADELPHIA., PA.

THE KEYSTONE SPECIALTY COMPANY

THE TALKING MACHINE VVOKLD.

69

SHRP-SHAVR SAFETY RAZOR

THERE IS NO BETTER RAZOR SOLD AT ANY PRICE

We sell it at 25c. to create a quick and large market #or* OUf hfadBS because we make the BEST blade. In fact, "it's all in
OUR BLADES." The profit to the retailer as well as to the manufacturer is in the continuous sale of blades.

The frame or blade-holder is beautifully silver platedg and the adjustment is absolutely correct It fits the face. The blade
can be adjusted or released instantly. But you don't shave with a razor frame whether it costs $5 00 or 25c , the blade is the thing
Our proposition is a revelation and revolution in safety razor selling. The SHRP-SHAVR is the ORIGINAL 25c. RAZOR.
SOLD UNDER A POSITIVE GUARANTEE— YOUR MONEY BACK IF YOU WANT IT

( Shrp-Stiavr Razor with One Blade, per gross, - - $24.00
PRICE: ^ Shrp-SIiavr Blades, 5 in a package, per gross packages, 25.20
( Shrp-SIiavr Stroppers, per gross, ..... 9.00

■NET

SHRP-SHAVR RAZOR CO., lOS-110 Duane Street, NEW YORK

Co.. of 112 B. Randolph street, this city, have now
ready for the market a new machine, the Via-
scope Special, which promises to create some-
thing of a sensation in the moving picture world.
The Viascope Co. have been making machines for
several years past, but President Pink of the
company justly regards the Special as the cul-
mination of his long experience in the industry.
The new machine, it is claimed, is absolutely
without vibration, flickerless, and free from any
of the troubles common to moving picture ma-
chines. The mechanisrh is enclosed in a dust
proof case and the machine is nickel-plated
throughout. A big feature of the mechanical
part is the single cam movement made out of
imported tool steel. All parts are interchange-
able and all shafts and bearings can be oiled from
outside of the frame by a series of oil tubes.
The company is getting out a new catalogue de-
scribing this and other types of machines madp
by the company. The trade will be interested
in knowing that R. S. Prybil, an old talking
machine man, and formerly a Victor traveler,
is a stockholder in the company and occupies the
position of manager of sales.

MOVING PICTURES NOT ILLEGAL

If Shown on Sunday According to a Ruling of
the Appellate Court — Important Decision Re-
garding Sunday Amusements Which Will
Have a Far-Reaching Effect.

Justice Gaynor, of the Appellate Division in
Brooklyn, in an opinion handed down July 1,
1908, reversed a Court of Special Sessions convic-
tion of the proprietor of a Sunday moving pic-
ture show. Justices Woodward and Jenks agree
with him. Justices Hooker and Rich dissent.

Henry Hemleb conducted a moving picture ex-
hibition at No. 2640 Atlantic avenue. The Rev.
Floyd Appleton, rector of St. Clerhent's Church,
with others, visited the place Sunday, May 27,
1907, and charged Hemleb with violating the
Penal Code. The Court of Special Sessions
found him guilty of conducting an illegal public
show on Sunday, and fined him $100.

Justice Gaynor says:

"The only law that applies to the case is Sec-
tion 265 of the Penal Code. It prohibits 'all
shooting, hunting, fishing, playing, horse racing,
gaming or other public exercises or shows, upon
the first day of the week, and all noise disturb-
ing the peace of the day.'

"These words have to be construed in the light
of the society of words in which. they are found,
and all the more so in criminal cases, for obvious
reasons; for criminal statutes cannot be left in
doubt nor strained in construction to make out
a crime. No crime exists which is not defined
expressly or by necessary implication. The gen-
eral words in question mean other like public
sports, exercises or shows.

"It will not do to say that the legislative mind
was so pregnant of the intention of stopping
what is called Ihe desecration of the Christian
Sabbath that the courts cannot set the bounds
to the statute which the words used, construed
in the usual way, set, without th waiting th
legislative intention.

"When it is considered that nowhere outsid
of the British Isles has the Old Testament notion
of a still Sabbath ever existed in the Christian
world, it is impossible to attribute to the aggre
gate Christian mind, as rather fairly represente "
in our Legislature, with such a varied national
lineage in its membership, any such purpose.

"Christians of no nation, church or sect ever
entertained the Old Testament notion of a stil.
S ibbath, but favored and practiced innocent and
healthy exercises and amusements after church
on Sunday. John Knox visited John Calvin of a
Sunday afternoon at Geneva and found him out
back at a game of bowls on the green.

"The judgment should be reversed."

So famous have the A. J. Reach Co., of Phila-
delphia, become as the manufacturers of profes-
sional baseball outfits that many outsiders have
gotten the impression that this is their only line,
while in fact though our national game is an
important factor in their business, it is but a
part of the whole and their name stands out as
prominent in the football and other fields. Their
fall and winter line is most extensive and one
no dealer should overlook.

ar/. VIASCOPE SPECIAL

No Vibration ! Dust Proof!
Flickerless !

Undoubtedly the finest moving picture
machines on the market. Don't buy other
makes until you see the new " Viascope "

VIASCOPE MFG. CO

112 E. RaLndolph St., Room 10, Chicago, 111

OUR MONTHLY REVIEW.

[We solicit inquiries from our subscribers wbo are de-
sirous of any information in regard to paying side linos
which can be handled in connection with the Tallying
Machine. We put you in direct touch with the leading
nuinufacturers. When in doul)t, write us, care the
Side Line Department.]

That the whole trend of the public's demand
is for higher grade post cards is amply demon-
strated by a glance through the recent catalogs
of the large publishers, and that of Raphael
Tuck & Sons' Co., Ltd., is no exception; in fact,
this concern from the start have devoted the
major part of their time to promoting the bet-
ter class article.

■■inio coxNOissEun" sekies.

One of their most popular series are those
known as "The Connoisseur." These consist of
30 different subjects, 6 designs in each. All are
of exceptional beauty, reproduced from original
paintings by well-known artists on best quality
card with gilt edges. The reproduction here
shown is that of the famous Asti Heads, the
originals being painted by that artist among
artists, A. Asti. Dealers desiring to keep in
touch with new things should place their name
on the Tuck sampling list.

A line that is selling very well are Thermos
bottles. Hot or cold liquids may be kept in these
flasks at practically the same temperatuTe for
24 hours and will remain almost as hot or cold
for a much longer period. It is a bottle within
a bottle and between the two there is a vacuum
— a non-conductor of heat or cold. The field for
this ingenious invention is almost unlimited and
offers the dealer a good oportunity for profit.

Whether you walk for health, pleasure or busi-
ness, on city streets, in the woods or on golf
links, it is interesting to know exactly how
much ground you have covered. The American
Pedometer carried in the vest pocket regulates

70

THE TALKING MACHINE WORLD.

to your step and registers infallibly the exact
distance. It is but 1% inches in diameter, hand-
somely nickeled and so simple and sturdy as to
be almost indestructible. Dealers will find a
ready sale for them.

The National Indoor Baseball Game is one of
the latest novelties. It is made entirely of
metal, size 19 x 23 inches, stamped and formed
by accurate machinery and dies, and beautifully
enameled in bright colors to represent the har-
mony of nature as seen in the open air field.
It is the product of two years of patient and
careful use of inventive ability, in which time
the inventor produced many models at great ex-
pense. The trade is offered a very liberal dis-
count.

Something new in pistols is The Pencil Pistol
Model 1908, so designated from the fact that it
fits in the vest pocket like a pencil. It cannot
be discharged accidentally, nothing about it to
get out of order. It can easily be carried in the
palm of the hand when necessary and concealed
more readily than any other pistol on the market.
So unique is It in design that when exposed for
sale in the show window it attracts the crowd
and keeps them guessing as to what that con-
founded thing is, and how does it shoot. Inquiry
as a rule, for curiosity must be appeased, either
results in the sale of a pencil pistol or something
else in the retailers' stock. The little gun is a
32 caliber center fire safety cock.

The Continental Art Co., Monroe and Aber-
deen streets, Chicago, 111., one of the largest
manufacturers of strictly art post cards in the
country, have recently issued a catalogue which
should find its way to every talking machine
store. It illustrates and describes no less than
43 series of higt grade art post cards beautifully
executed in colors from exclusive and copy-
righted designs. The work of many noted artists
has been enlisted in the preparation of these
cards and a glance at the beautiful half-tone
reproductions in the catalogue impresses one
with the drawing p&wer and profit-making ability
of a good window display of the originals. A
few of the subjects peculiarly suited to the pres-
ent sea'-on are "Summertime," an attractive set
of six cards, "Farm and Field," reproducing
wr>rks of such masters as Landseer, Rosa Bonheur
ind others, "Flower Nymphs," a magnificen/
set of surf and marine views taken along the
Atlantic coast, etc., etc. The company will be
pleased to send a copy of this beautiful catalogue
with samples, prices, etc., on application.

Novelties there are in abundance, but the nov-
elty, ^agnum bonum for 1908 is the "Plate-
marked Oilette" postcard. These cards are real
gems of art in which the Oilette process is seen
to the greatest perfection, forming a beautiful
mounted miniature picture of delightful and ar-

tistic coloring. They are of a surety the aristo-
crats of cartophily and dealers should find a
large demand for them.

The Perfection Post Card Racks, one of the
newest and best post card displayers on the mar-
ket, seems destined to make a big hit. These
Perfection post card displayers are designed for
making a uniform display of post cards in the
backs or tops of show windows. They can be
suspended from walls or wires, thus forming an
endless chain. In this way a post card rack can
be made as large or as small as desired. The
displayers are made in two styles, one for verti-
cal and one for horizontal cards. In the case of
the vertical displayers the top is provided with
a V-shaped wire, which prevents the cards from
warping, and makes them retain their original
shape. The Perfection post card displayers are
now used with great satisfaction by many of the
leading stores throughout the country.

Excellent values are embodied in the "Shrp-
Shavr Razor sold by the Shrp-Shavr Razor Co.,
108-110 Duane street, New York City. The mak-
ers claim that "this razor will give as perfect a
shave as any, irrespective of price" — the price
being 25c., less than the cost of two shaves. The
especial points claimed by the manufacturers are
as follows: "First — A razor at 25c. that will do
all that a lazor is intended to do, and that is
shave perfectly. Second — We
spend as little as possible in
the frame, and as much as
we can afford in the blade, or
the actual shaving part of
the razor. Third — The razor
is perfectly set, and at an
angle of forty-five degrees, or
exactly the same as that of
an old-style concaved razor.
Fourth — The frame being
held flat on the face, it is impossible to
cut one's self while shaving. Fifth — The
blades are glass hard, but can be stropped
and used an indefinite number of times.
Extra blades are furnished at 5c. each, or in
packages of five at 25c. Stroppers for stropping

Music Dealers, Attention !

Pay all yoor expenses and have a good margin
left over by carrying SIMPUCITY POST CARDS—

the kind that sell.

$1.00 per 1000 and up

We are originators. We have published
more "Hits" than any house in the business.
' lur motto is : "Cards that attract the public
fancy." If you want a money-making sideline,
write for our special proposition. We start
you in the business.

THE SIMPUCITY CO., CHICAGO

POPULAR SIDE LINE Talking Machine Dealers

OUR BIG 3 NOVELTY OFFER

Consisting of three absolutelv new novelties that have never been shown'before.
"IS JUST THE THING FOR YOU'

OINE MUINDRED PER CEINT. PRORIX
Send lor particulars. Costs you $3.00 and Sells lor $6.00.
We have in preparation the greatest campaign novelty ever ollered. Ask about it.

DOOLITTLE 4 HULLING, INC, 1002 ARCH STREET, PHILADELPHIA, PA.

THE F»IAIVOVA C01VIF»AI\IY,

Mannlaetorcra ol

44 AND 65 NOTE ELECTRIC PLAYERS

with or without nickel In the slot attachment

SECURE THE AGENCY NOW.

117-125 Cypress Avenoe,

New York.

the blades are furnished at a cost of 10c. each.
This company have some good territory open and
dealers and jobbers will find their proposition an
interesting one.

Among the many novelties brought out by the
Simplicity Co., of Chicago, this season, and which
have created something like a furore, is their
series of invitation post cards. There are sixteen
subjects severally adapted for yachting parties,
social gatherings, automobile parties, lawn fetes,
picnics, birthday parties, balls, musicales, etc.,
etc. The design on each card is particularly
appropriate for the special event referred to, and
is beautifully lithographed in colors. Of course,
blanks are left for the time, place and name of
the host or hostess. The beauty of these cards is
that there are no single sales, each customer
being certain to buy from twelve to 100, accord-
ing to the function. The company will send sam-
ples and prices on application.

DTITY ON RELIEFS OR SCRAP PICTURES.

General Appraiser Fischer, of the Board of
United States General Appraisers, recently hand-
ed down a decision that reliefs, or scrap pic-
tures, composed of paper of varying thicknesses
lithographically printed are dutiable at the rate
of 20 cents per pound under the provisions of
paragraph 400.

The Raphael Tuck & Sons Co., of New York,
the Importers, alleged on the other hand, that
the merchandise should be granted duty either
at 5 cents per pound or else at the appropriate
rate per pound according to size and thickness
under the same paragraph. After a considera-
tion of the evidence adduced on the trial, the
board is of the opinion that the higher rate should
prevail.

A decision was handed down in which it was
held that small whistles suitable for the amuse-
ment of children are to be deemed "toys," with
duty at the rate of 35 per cent, ad valorem. The
action of the Collectors of Customs In levying a
45 per cent, duty as manufactures of metal is
reversed. The firms figuring in the protest are
George Borgfeldt & Co., New York and New Or-
leans, and Butler Brothers, New York, St, Louis
and Chicago.

SPECIAL TO THE TRADE I

FOR 30 DAYS ONLY - These 1907
Song Hits at 10c. per copy, or $10.00
per hundred :

" Every One Is In Slomberland Bat Yoa and Me "

"Twinkling Star"

" Sweethearts May Come and Sweethearts May Go "
"Where The Jessamine Is Blooming, Far Away"

Ins rumental — Paula Valse < aprlce

It will pay you to keep in touch with us.
Write to-day !

THIEBES-STIERLIN MUSIC CO.

ST LOUI«. MO.

Everything in NFW and S.H.

Motion Picture
Macliines

Films, Stereopticons, Song
Slides ana Siipplit-s. Sam«
■VVnnted. Cat.ilog-Tics free.

Harbach & Co., 809 Filbert St., Phila., Pa.

60 YEARS'
EXPERIENCE

Trade Marks
Designs
Copyrights Ac.

Anyone sending a sketch and description may
quickly ascertntn oiir opinion free wliotiier an
Invention Is iirotmblv patentable. ConiniiiTilcR-
llonsstrlctlyconiltleiitlAl. HANDBOOK on Patenta
eoiit free. 4.>Kl08l aironcy for securliip patents.

!*atont9 taken tliroiik'h Miiiin & Co. receive
tpecUil uofi^c, wif )i.)ut cliHrce. In the

Scientific Jltttericati*

A hftiidsoniolv' tlliistratod weekly. I-nrfirest clr-
ciilntlon ()f aiiy mMeniltlc Journal. Terms, f3 a
voar : (our niontbs, $1. Sold by all newsdejilers.

MUNN&Co.3«'«—'- New York

BraDcb Office, 626 F BU WaablDgton. D. C.

4-

THE TALKING MACHINE WORLD.

71

^dapotofmon^

with everj

PEERLEJ^ COIN-OPERATED PIANO

Adaptability unlimited- — —

The standard automatic piono of the world.

mm\L5S PIANO PLAYER CO

F'Engelhardt Q Sons,
proprietors.

Windsor Arcade Fifth Avenue - Hew York
Factories — - tSt- i/ohnsv/J/e N- Y-

72

THE TALKING MACHINE WORLD.

Sometimes Money Talks
Sometimes Talking Machines Talk

ZonK)=phone Machines m Records

Make Everybody Talk

Zon=o=phone Tapering Arm Machines
Ranging in Price from $20.00 to $75.00

Our new complete line of instruments is considered the best that money
and brains can furnish. If not perfectly satisfactory, you can return for
full credit.

Zon=o=phone Records

/2'inch Records, $1.00 \ lO'inch Records, 60 cents

The finest disk records made. They play longer, last longer, are loud,
clear and sweet, without a trace of harsh or scratchy noises.

Dealers wanted in every city. Write for catalogues and discounts.

Universal Talking Machine Mfg. Co.

365 Mulberry Street, Newark, N. J.

ALABAMA
Mobil* . . .

ARIZONA

Tucaon . .

. W. II. Kcynalds, 167 Dauphin

. George T. Fisher, 7-9 E. Congress St.

CALIFORNIA

S«n Francisco. .Peter Bacigtlupi & Sons, lOSl Golden
Cite A»e.

Ssn Frsneisco. Byron Mauiy, 1165-75 O'Farrell St.
Los Angeles . So. California Mus. Co., SSS S. B'way

ILLINOIS
Chicago
Chicago .

Benj. Allen & Co., 131-141 Wabash Ave.
james I. Lyons, 192 Van Buren St.

MARYLAND

Annapolis Olobe House Furn. Co.

Ballimore C. S. Smith & Co., 649 W. Baltimore St

Ballimor* Louii Ms7or. 1499 E. Pratt St.

MASSACHUStTTS

Boston 1 iki .. J,jji.i;i, Maoi.Hii; L^. . 41 \\ a-li-

ington ?t.

MINNESOTA

Si. raul W. J. Dyei A ro., 21-9J W. «th St.

MICHIGAN

Driroil

Distributors •! Zon-o-phone Qoods:

MISSOURI

Kansas City.... Mrs. J. Dixon, 804 Grand Ave.

Kansas Citjr Webb-Freyschlag Merc. Co., 7th and

Delaware Sts.

Springfield Morton Lines, 335 Boonville St.

St. Louis Knight Mercantile Co., 211 N. 12th St.

St. Louis D. K. Myers, 8889 Finney Ave.

NEW JERSEY

Newark Edisonia Co., 67 HaUey St

Hobokcn Eclipse Phono. Co., 203 Washington St.

Paierson J. K, O'Uea. 115 Elli.son St.

NEW YORK

Astoria I L. I.I. . John Rose, 99 Flushing Ave.

Buffalo Neal. Oark ft Neal Co., 643 Main St

Brooklyn F W. Rous Co., 435 Fifth Ave.

Brooklyn B. G. Warner, S6S Livingston St

NewYork City.. Zed Company, 77 Chambers St.

NORTH DAKOTA

Fargo Stone's Nfusic House, 614 First Ave., N

OHIO

Akron Geo. S Dales Co., 128 S. Main St

Cincinnati J. C. Groen* Mus. Pub. Co., Race and

Arcada.

Cincinnati...,.- J. E. Poorman, Jr., 31 West Bth St.
ancinnati Rudolph Wurlifjer Co.. 121 E. 4th St.

OHIO

Cleveland The Bailey Company, Ontario St and

Prospect

Columbua The Columbus Piano Co., North High

St.

OREGON

Portland Craves & Co., Inc.

PENNSYLVANIA

Allegheny H. A. Becker. 601 Ohio St, E.

Philadelphia... Disk Talking Machine Co., 13 N. Bth St
Pittsburgh C. C. Mellor Co.. Ltd., S19 Fifth Ave.

SOUTH DAKOTA

Aberdeen Mc-^rthur Piano Co.

TEXAS

Austin IVlniecky Company, 411 Main St

Beaumont K. V'irrcr, 6uS Peart St.

Dallaa Dallas Talking Machine Co., 161 Er>-av

St.

Houston ^ tithu'cstern Talking Machine Co.. Box

175.

VIRGINIA

Richmond. ...The Hopkins Furniture Co.. 7-9 West
Broad St

CANADA

Toronto Whalcy, Royce & Co., Ltd.. 158 Yonge

St

Winnipeg, Ma»..Whaley, Royce & Co., Ltd.

VOL. IV. No. 8.

SIXTY PAGES

•ingle; copies, io cents
per year. one dollar

Published Each Month by Edward Lyman Bill at 1 Madison Avenue, New York, August 15, 1908

Mere a Little, There a Little,
There a Little, Mere a Little,
Mere and There a Little —
TMAT'S WMAT VOU WAINT!

Model No. 25

You can get what

there is by selling the

NO. 25

STAR

Talking
Machine

JUST OUT

One of our Ten Models

Hawthorne & Sheble Mfg. Co.

Howard and Jefferson Streets

PHILADELPHIA, PA.

FOUR FACTORIES

Price $25

EiittTK) as second clnss matter ^tny 2, 1905, at the post ufficf at New York, N. Y., uhtlcr the net of Congress of March 3, 18TD.

THK TALKING MACIIIXE WORLD.

SHERLOCK

ATTACHMENT

FOR EDISON HOME AND STANDARD PHONOGRAPHS

The accessory without which no machine is perfect,
and with which every machine should be equipped.

For the "HOME" For the "STANDARD"

<J These attachments can instantly be set to accommodate any record, and automatically stop the machin<
when music is finished.

(jf rhcy can be applied in less than a minute and require no tools except an ordinary screwdriver.
(|| I)(^ not wear or injure the phonograph but add oreatly to the appearance of the machine.
(|[ .Made entirely of metal and nickel-i.)lated.
(|j .XothiuLT to n-et out of cjrder.

Cheap enough to be within the reach of everyone.

Expensive enough to insure Jobber and Dealer a handsome profit.

HOME $1.50 RETAIL PRICE STANDARD $1.00

Dealers are requested to order from their Jobber. If he cannot fill yo«r order, write us.

THE PHONOTRIP CO.,

The Talking Machine World

Vol 4. No, 8.

DEALERS MUST RECOGNIZE DUTY

To Themselves and the Manufacturers — Must
do Their Share in Making Known the Won-
derful Advance of the Talking Machine —
Grand Opera in the Home — Twenty Records
Used In the Presentation of "Trovatore."

One of the most remarkable things the modern
talking machine has accomplished is the repro-
duction of an entire opera and many of our
talking machine dealers do not work hard
enough to impress this fact on the buying public.
Just consider the music lover of a few years
ago located in a country town away from the
musical center. He never heard opera or good
music. To-day he has it in his home with a host
of artists to interpret his favorite numbers. He
can now sit at ease and hear a grand opera right
through, from the opening scene to the finale —
orchestra, chorus, concerted numbers and arias
by the great stars, all complete — exactly as if he
was sitting in a box in the "diamond horseshoe"
at the Metropolitan or Manhattan Opera House
in New York. As he listens to one of these
home opera performances, the voices and the
orchestra and the whole musical effect are so
true to life, that with the mind's eye he seems
to see the veritable scene — the light and color
and glitter and everything that gives grand
opera by great singers its full dramatic effect.
With such artists as Caruso or Melba or Tetraz-
zini in the cast, the imagination at a flash paints
in the scenery and the action of the singers.

Say it is "Trovatore" night at this home opera.
As the curtain goes up he hears the stirring
strains of "Swarthy and Threatening," sung by
Torres de Luna, the splendid basso of La Scala
Opera House, Milan, Italy, supported by the full
La Scala chorus. Then the Anvil Chorus, with
the clink of the hammers and the tuneful refer-
ences to the "Gypsy Maiden," "Pierce Flames
Are Soaring," by Mme. Homer, the famous con-
tralto of the Metropolitan; then "Tremble, Ye
Tyrants," in Caruso's matchless style, and the
"Miserere," rendered by Giocomelli and Martinez-
Patti, two celebrated La Scala artists.

"'Trovatore" is sung on twenty Victor records,
and it takes the same number for "Ernani," an-
other Verdi opera that has been successfully re-
corded. The two-act musical drama, "Pagliacci,"
is presented in sixteen records. The composer,
Leoncavallo, selected the artists to interpret his
great work, and also conducted the entire per-
formance at the time the records were made.

The making of any operatic record is a deli-
cate and trying process, while the difficulties that
have to be met in order to secure perfectly four,
five or six great voices — all singing together on
the same record — are known only to the trained
recording expert. Caruso, Farrar, Gadski,
Homer, Melba, Scotti and Sembrich are a few
of the artists who can now be heard in the great
concerted numbers of opera, on these splendid
records.

Among the records in this class are the duet,
"Lovely Maiden," from "La Bohem'e," sung by
Caruso and Melba, the famous quartets from
"Rigoletto" and "La Boheme," the great quintet
from the "Meistersinger," and the brilliant sex-
tet from "Lucia di Lammermoor."

While the perfected talking machine has ac-
complished a great work in educating the masses
to an appreciation of fine music, and the pres-
entation of these great concerted numbers and
entire operas opens up a new field of enjoyment
to millions of people, yet it is the duty of the
dealer to emphasize the wonderful advance of
the talking machine in his locality. Don't let
the manufacturer do all the work. You know
your territory and it is your duty to develop
"prospects," interest them in the splendid reper-
toire of music possible with the "talker" and
then — close sales. Be a missionary as well as a
salesman.

New York, August 15, J 908.

PHONOGRAPHS J;AKE THE STUMP.

Brayan's, Bourke Cockran's, Chas. A. Towne's
and Other Voices Heard in Penny Arcades.

(Special to The Tii Iking Machine World.)

Chicago, 111., Aug. 3, 1908.

Campaigning by means of phonographs began
here to-day, when the "penny arcades" for the
first time received the records of the voices of
Bryan, W. Bourke Cockran and others who were
asked to speak into the machines by the Demo-
cratic National Committee. The records were
sent free to the owners of the arcades and they
placed them in their machines.

The arcades here did a thriving business.
Many of those who went to hear sentimental
songs changed their minds and listened to Bryan
telling the farmers what he would do for them
if he were President. The Bryan boxes did most
of the business, although at times there were
small crowds listening to Bourke Cockran. There
were selections from many speeches, and those
who dropped pennies in all of the machines heard
Bryan's views on almost every subject he ever
discussed.

It was observed that Democratic spellbinders
hovered long about the machines that contained
Cockran's voice and the voice of Charles A.
Towne. It was said they were looking for "in-
spirations" for their own campaign speeches.

The owners of the arcades are happy over their
new cylinders, for they promise to become a
profitable part of the business. In return for
the kindness of . the Democratic National Com-
mittee those arcades that have moving picture
machines flashed Bryan's portrait during the
intermissions.

NEW INDESTRUCTIBLE JOBBERS.

Getting Notable Houses in Line — The Latest
Are Carstensen & Anson, Elmira Arms Co.
and Ludden, Bates, Campbell & Smith.

The Indestructible Phonographic Record Co.
have added to their list of jobbers the firm of
Carstensen & Anson, Salt Lake City. This is one
of the strongest music houses in the West, and
they have planned a progressive campaign to for-
ward the interests of the . Indestructible records
in their locality. They have also consummated
arrangements with the Elmira Arms Co. to be-
come jobbers of Indestructible records In Elmira,
N. Y. They are very enthusiastic about these
goods and expect to do a big business in them
during the coming season. They have a thor-
oughly up-to-date and complete business organi-
zation and are one of the largest jobbers in
talking machine supplies in the East.

Ludden, Bates, Campbell & Smith, probably the
most prominent music store in Jacksonville, Fla.,
have also stocked Indestructible records and re-
port considerable interest in the goods. Indeed,
many of the music stores in the South, as else-
where, seem to be branching out more or less
into the handling of records and talking machine
supplies.

The success of this business, which is becom-
ing more marked every month, is due to the
splendid work of Messrs. Philpot and Gaines, who
have an excellent conception of commercial affairs
and are certainly employing thoroughly modern
methods in disposing of their excellent product.

ONE STEP TOWAEDS SUCCESS.

How frequently we find a talking machine
salesman discontented with his surroundings!
He feels that he is not in his proper sphere; that
his opportunities are circumscribed, his work un-
appreciated, and His professional rank lower than
he deserves. With what force come Emerson's
words, "O discontented man, if there is anything
you want, pay the i)ri(e and take it!" Aye,

Price Ten Cents

there's the rub. We want things; we want better
positions,- better opportunities, greater apprecia-
tion, but we are loth to "pay the price." The
salesman who wishes to go to the large city must
know that there he meets with fiercer and greater
competition. His equipment must be of the best
if he is to take high rank. If he has not the
necessary training, he must "pay the price" in
hard work, money, health, nervous strain and
heavy sacrifice to secure the higher training be-
fore he can demand the higher position. He
must be able to fill it. A singer weak in body
envies the success of a Hercules like Jean de
Reszke. He can never "pay the price" to ac-
quire the position he dreams of. But we can
all aspire to one step at a time, no matter how
small, and we can get that step if we are man-
fully in earnest about it, and will "pay the
price" demanded, no matter what it be.

SINGERS GET BIG FEES.

Immense Sums Paid the Great Operatic Artists
Who Make Talking Machine Records — How
Bond Keeps Check of Royalties — A Great
Industry in Itself Is Record Making.

Singing for phonographic reproduction has in
the last year or two become almost as lucrative
to operatic stars as is a Metropolitan engage-
ment, says a writer in The World. As much as
$5,000 is frequently paid nowadays '■to a flrst-class
baritone or soprano for just three songs — which
works out at about $750 a minute actual singing
time. Unlike artists, singers frequently develop
a keen business instinct, a notable example in
point being Signor Bonci, who not only exacts
from the company for whom he sings a large
preliminary sum, but receives a royalty on every
disc recording his vocal efforts which is sold to
the public.

Signor Bonci keeps track of the royalties due
to him by issuing to the company little labels
bearing his signature. For every hundred labels
supplied by him the company credits him with a
certain sum, and one of these signed labels is
then affixed to each of his disc records. This
system serves the triple purpose of enabling
Signor Bonci to keep tab of the royalties due to
him, enabling the company to keep tab of the
number of Bonci records sold and affording the
public an absolute guarantee that the record is
a genuine Bonci.

The honorarium, which a vocal artist can now
demand of the companies making talking ma-
chines is about five times as great as it was
seventeen years ago. In those days the possessor
of a good singing voice who happened to be un-
known to fame, would be glad to sing for a dollar
a song. Nowadays $5 is the usual price. Simi-
larly, a band which could be hired for an after-
noon for an outlay of a dollar to each member
is now replaced by orchestras of musicians who
have specially trained themselves for this kind
of work, and who spend their entire time playing
for the talking machine companies.

MEXICO REGULATING PHONOGRAPHS.

Word comes from Guadalajara, Mex., that the
city council has presented to the state govern-
ment for its consideration a proposed law for
the regulation of the use of talking machines in
public places, such as saloons and drug stores.
It is claimed by the city authorities that the
machines are a nuisance owing to the fact that
the crowds who stop and listen to them fre-
quently block the sidewalks.

A New York man, in applying for a divorce
from his wife, stated as one of his reasons that
she loved to hear talking machine music, and
therefore placed a talker beside her bed at night
when he wanted to sleep.

4

THE TALKING MACHINE WORLD.

THE TALKING MACHINE AND THE COLLEGE MAN

Written for The World by A. P. ANDERSEN

Our own generation is an age of evolution.
Tlie speculative mind wrests with the problem in
its relation to the human race, and the commer-
cial mind studies its economic operation to learn
the secrets of business success. As an exponent
of the spirit of the age the talking machine in-
dustry stands in a class by itself. The machine
itself has passed through all the stages from a
toy to an entertainer and instructor second to
none in the mechanical field. The squeaking,
nerve-racking plaything of a decade ago has de-
veloped into the modern talking machine, the
richness and power of whose tones are exceeded
by those of the well-trained human voice alone.
From a catchpenny novelty has evolved, through
scientific development, the most versatile of all
mechanical entertainers.

Beneath all evolution there is design. The de-
velopment of the talking machine was not in any
sense accidental. Scientific minds have delved
for scientific principles to be embodied in its con-
struction. Musical talent has been drawn from
far and near to contribute to its success. Mill-
ions of dollars have been expended to produce a
perfect machine, and thousands of workmen em-
ployed in manufacturing establishments devoted
solely to building it. The selling department is
so well organized and distributed that the sun
never sets upon its representatives. There ap-
pears, in fact, to be no essential to success want-
ing.

But the activity of the master minds which
have made thfe talking machine of the present
an actuality is indicative of further possibilities.
The keen competition characteristic of commer-
cial pursuits to-day is no longer absent from our
own field. Success always fosters imitation.
Each concern, to hold its own, must put forth
the greatest possible effort, and even that ought
to be a little better than competitors can muster.

Barring the discovery of some yet unsuspected
principle which will revolutionize the mechanical
construction of talking machines, the selling de-
partment offers the greatest field for improve-
ment. In this day of scientific salesmanship the
limit in this direction is far to the front. It
cannot be denied that the talking machine busi-
ness is little understood, and is therefore looked
upon with a good deal of suspicion not wholly
devoid of contempt by expert salesmen. A really
successful salesman is never looking for a "job,"
though he is usually on the still hunt for a good
offer. To obtain successful salesmen, therefore,
we must educate men to a proper understanding
of the importance of the industry as well as its
possibilities in a material way. The first re-
quirement to this end is the man who can be
trained to do better than his competitor the work
we have to do.

This is not the place to discuss the value of
the college man in business in a general way;
yet at a time when the institutions of higher
learning throughout the land are turning out
men whose minds have by years of study been
trained for concentration and analysis, the wide-
awake employer sits up and takes notice. The
college man needs no stronger testimonial to his
superiority over his less fortunate brother than
the preference accorded him by leading corpora-
tions. One of the greatest railroad systems of
our country chooses a college man in every in-
stance when such material is available. It is also
no secret that commercial enterprises of the first
order have their representatives on hand to
choose from the graduates of our colleges such
men as by excellence of scholarship or other
qualities have given indications of becoming valu-
able employes. A man with the faculty of close
application, hard, concentrated effort, and a
knowledge of human nature, together with the
ability lo think quickly and accurately, should
make a skilful talking machine salesman. His
social qualities will enable him to approach pi-os-
pective customers whom the salesman of inferior
mental training could not reach. Certainly In the

college-bred man are to be found qualities which
may be employed to inestimable advantage in
the talking machine field. Yet it is doubtful if
any business of equal grade has fewer men of
college training than it. Every high-grade busi-
ness obtains its quota of recruits from among the
university men each year; why not ours? The
answer must be that we do not seek them.

The present development of the talking ma-
chine industry is evidence of the consummate
genius of its founders. Its future prosperity in
their hands would be assured. Even men of
genius, however, have allotted to them only the
■'three score years and ten" of common mortals,
and the fate of the business which was built upon
their foresight must be entrusted to another
genei-ation. The skill they have shown in per-
fecting the present organization will no doubt
reappear in their choice of the new material
which must meet the more difficult conditions of
the future. There will be no occasion for the
candidate for success in this field to moan with
Raphael, "Ambitious men spend their youth in
rendering themselves worthy of patronage; it is
their great mistake. While the foolish creatures
are laying in stores of knowledge and energy, so
that they shall not sink under the weight of re-
sponsible posts that recede from them, schemers
come and go who are wealthy in words and desti-
tute in ideas, astonish the ignorant, and creep
into the confidence of those who have a little
Ivnowledge. While the first kind study, the sec-
ond march ahead; the one sort is modest, and
the other impudent; the man of genius is silent
about his own merits, but these schemers make a
flourish of theirs, and they are bound to get on.
It is so strongly to the interest of men in office
to believe in ready-made capacity, and in brazen-
faced merit, that it is downright childish of the
learned to expect material rewards."

Leaving out of consideration the snobs, of
which the colleges turn out annually a goodly
number, there are many men who would gladly
grasp an opportunitj'^ of usefulness with a prom-
ise of success such as the business in question
offers. The college man of real worth is not
seeking merely a means of livelihood, but a
sphere of usefulness; an opportunity of measur-
ing his strength with that of his fellows. He
attaches but slight importance to immediate
financial returns; his chief demand is a recog-
nition of superiority w-hen it is proven.

The talking machine business extends to the
prospective representative all the promises which
make commercial pursuits attractive. Its advan-
tages need publicity, not proof. It is an up-to-
date business and needs up-to-the-minute men;
but it must go after them. Unfortunately it is as
yet more maligned than understood. The time
is coming, however, in the near future, when it
will take the pains to reveal itself in its true
light as an honorable enterprise whose rewards
are adequate for the conscientious efforts of
trained minds.

We cannot, however, justly consider the needs
of the future without a look of retrospection.
The opportunities of the men who are to do must
be read in the light of those who have done.
The talking machine business is what it is he-
cause of the conscientious efforts of able men.
They have in most cases served their apprentice-
ship through all the stages between the stock
room and the manager's office. They have mas-
tered through long experience the difficulties
which the new man must meet. In advocating
the employment of college men our aim is to
shorten the road to success for the organization
by shortening that of the individual member.

We who belong to it believe in a great future
for the talking machine business. The increased
demand for machines of the better grade indi-
cates that our product is making friends among
those who know. Always striving for perfection,
we are gradually reaching the point where we
can supply the demand of discriminating people
for a perfect entertainer and instructor. There-
fore our representatives must be men whose per-
sonal qualities will harmonize with the character
of the structure we are building.

AN ENTERPRISING YOUNGSTER.

Isidore Abelowitz, son of A. Abelowitz, a talk-
ing machine dealer of 132 St. Marks place. New
York, recently gave a Victor recital for the
benefit of the teachers and scholars of Public
School No. 25, of which he is a pupil. He used
a Victor VI. Machine, and the program con-
sisted chiefly of operatic selections, including
records by Caruso, Melba and Tetrazzini, though
a few of the more popular songs and band
pieces were also played. Both teachers and
scholars were loud in their praise of the music
and demanded many encores.

The Miller-Sterling Co. have succeeded E. L.
Andrews & Son, dealers in talking machines and
sporting goods in Phoenix, Ariz. The officers
of the new company are J. M. Miller, president,
and C. R. Sterling, secretary.

- _OUR= =

VICTOR RECORDS

Guaranteed Perfect

We have arrane-ed for two entirelj- distinct and separate stocks of VICTOR RECORDS
ONK RETAIL, ONE WHOLESALE. By this system we are enabled to guarantee our
Wholesale Trade that they will receive" from us VICTOR RECORDS in absolutely the
same condition they are supplied us bj' the factory.

NOT RECORDS THAT HAVE B?:EN USED FOR DEMONSTRATING MACHINES ;

NOT RECORDS THAT HAVE BEEN PLAYKD VOJi RKTAIL PROSPECTS
But—

Absolutely New Unplayed Records

We don't need to i'til;irg-i- upon the advatitaiies of this system. You will appreciate
it, Wc originated the system of suppl> ing- the hiijh-iirade

RED SEAL RECORDS IN SEALED ENVELOPES

Tlii.-i i,>; iii)|)re<-iate<l liy dealers in Victor Keeords. and we are sure the new method of lilHne
whole.'i.ile orders from a stoek which is in no way connected with o<ir retail stock will be even more
appreeiatetl them.

If You Want New Records, Send Us Your Orders

The Eastern Talking Machine Co., Boston, Mass.

Original Distributers of Victors in New England

LARGEST STOCK — BEST SERVICE

Fifteen Years nn Exclusive Talking Machine House

THE TALKING MACHINE WORLD.

5

1

We are pushing the Victor idea in every possible way and in every possible direction.

We are spending hundreds of thousands of dollars to advertise the Victor in the news-
papers, popular magazines and farm periodicals; and we are providing the dealer liberally with
attractive window-cards, pictorial hangers, catalogues and miscellaneous literature.

What are you doing to clinch our arguments? Are you getting all the business you
might in your locality? Are you holding up your end of the Victor's publicity campaign?

Remember, the Victor business is still in its infancy — the biggest money in the Victor
business is yet to be made. Right in your territory are hundreds of opportunities to sell the
Victor if you will only go after them and "keep at it."

Every Victor sale you make puts us in position to do a little bit more for you. The
"little bit" means big things when every Victor dealer gets busy.

Contribute your share of thought and energy and enterprise to the development of the
Victor idea and you will get your full share of the profits.

Victor Talking Machine Co., Camden, N. J., U. S. A.

Berliner Gramophone Co., Montreal, Canadian Distributors.

Preserve your Records and get best results by using only Victor needles.

Full information can be obtained from the following Victor dealers :

Albany. N. Y.
Altoona, Pa. .
Atlanta, Ga...

Baltimore, Md

Bangor, Me.-.
Birmingham,
Boston, Mass

. . Finch & Hahn.
..W. H. & L. C. Wolfe.
. . Elyea-Austell Co.

Phillies & Crew Co.
..Cohen & Hughes.
E. F. Droop & Sons Co.
H. R. Eisenbrandt Sons.
Wm. McCallister.

M. H. Andrews.

Ala E. E. Forbes Piano Co.

Oliver Ditson Co.

Eastern Talking Machine Co.
M. Steinert & Sons Co.
. . American Talking Machine Co.

W. D. Andrews.

Neal, Clark & Neal Co.

American Phonograph Co.

Orton Brothers.

The Klein & Heffelman Co.

. . Stone & Barringer Co.
. . Lyon & Healy.
The Rudolph Wurlitzer Co.
The Talking Machine Co.
..The Rudolph Wurlitzer Co.
..W. H. Buescher & Sons
Collister & Sayle.
Eclipse Musical Co.

Columbus, O The Perry B. Whitsit Co.

Dallas, Tex Thos. Goggan & Bro.

Dayton, O The Fetterly Piano Mfg. Co.

Denver, Colo Hext Music Co.

Knight-Campbell Music Co.

Des Moines, Iowa Jones Piano Co.

Harger & Blish.

Detroit, Mich Grinnell Bros.

Dubuque, Iowa Harger & Blish.

Duluth, Minn French & Bassett.

Brooklyn, N. Y
Buffalo. N. Y

Burlington. Vt.
Butte, Mont...

Canton, O

Charlotte, N. C
Chicago. III-...

Cincinnati, O
Cleveland, O..

El Paso. Tex W. G. Walz Co.

Escanaba, Mich. ■•- Grinnell Bros.

Galveston. Tex Thos. Goggan & Bro.

Grand Rapids, Mich.. J. A. J. Friedrich.
Honolulu, T.H Bergstrom Music Co.

Indianapolis, Ind.

Jacksonville, Fla.
Kansas City, Mo . .

Lincoln, Neb

Little Rock, Ark . .
Los Angeles, Cal. -
Memphis. Tenn . .

T. H. Towell Co.
C. Koehring & Bro.
.Alexander Seewald Co.
■ J. W. Jenkins Sons Music Co.
Schmelzer Arms Co.
. Ross P. Curtice Co.
. O. K. Houck Piano Co.
- Sherman, Clay & Co.
. E. E. Forbes Piano Co.

0. K. Houck Piano Co.

Milwaukee, Wis Lawrence McGreal.

Minneapolis.'Minn Minnesota Phonograph Co.

Mobile, Ala Wm. H. Reynalds.

Montreal, Canada Berliner Gramophone Co., Ltd.-.

Nashville, Tenn 0. K. Houck Piano Co.

Newark, N. J Price Phono. Co.

Newark. O Ball-Fintze Co.

New Haven, Conn Henry Horton,

New Orleans, La Nat'l Auto. Fire Alarm Co.

Philip Werlein. Ltd.

New York, N. Y Blackman Talking Machine Co.

So! Bloom, Inc.

C. Bruno & Son, Inc.

1. Davega, Jr., Inc.
S. B. Davega Co.
Chas. H. Ditson & Co.
The Jacot Music Box Co.
Landay Brothers, Inc.
The Regina Co.
Stanley & Pearsall.
Benj. Switky.

Victor Distributing & Exp't Co.

Omaha, Neb

Peoria, III

Philadelphia, Pa.

Pittsburg, Pa.

A. Hospe Co.
Nebraska Cycle Co.
Piano Player Co.
. Chas. C. Adams & Co.
. Sol Bloom.
Louis Buehn & Brother.
J. E. Ditson & Co.
C. J. Heppe & Son.
Musical Echo Company.
Penn Phonograph Co., Inc.
Western Talking Machine Co.
H. A. Weymann & Son.
. C. C. Mellor Co., Ltd.
Pittsburgh Phonograph Co.
Powers & Henry Co.
Standard Talking Machine Co.

Portland, Me Cressey & Allen.

Portland Talking Machine Co.

Portland, Ore Sherman, Clay & Co.

Richmond, Va The Cable Co.

W. D. Moses & Co.

Rochester, N. Y The Talking Machine Co.

Rock Island. Ill Totten's Music House.

Salt Lake City. Utah. . Carstensen & Anson Music Co.

San Antonio, Tex Thos. Goggan & Bro.

San Francisco, Cal Sherman, Clay & Co.

Savannah. Ga Phillips & Crew Co.

Seattle, Wash Sherman, Clay & Co.

Sioux Falls. S. D Talking Machine Exchange.

Spokane, Wash Filer's Piano House.

Sherman, Clay & Co.

St. Louis. Mo Koerber-Brenner Music Co.

St. Louis Talking Machine Co.

St. Paul. Minn W. J. Dyer & Bro.

Koehler & Hinrichs.

Syracuse. N. Y W. D. Andrews.

Toledo, O The Hayes Music Co.

Whitney & Currier Co.

Washington, D.C John F. Ellis & Co.

E. F. Droop & Sons Co.

6

THE TALKING 3IACH1NE WORLD.

WHAT THE MILWAUKEE TRADE ARE DOING.

Retail Trade Rather Dull Owing to Hot Weather — Wholesale End Keeps Up Well — Giving Vic-
tor Recitals from Launches — What the Various Dealers Report — Talking Machine Con-
certs the Rage — "Talker" as Parrot Trap — "Uncle Josh" in Town — Byran Records Popular.

(Special to The Talking Machine Woi ld.j

Milwaukee, Wis., August 9, 1908.

Retail trade in the talking machine field has
been somewhat dull during the past fortnight.
Dealers say that the remarkably hot weather is
responsible for the slump, and that the latter
part of the month will see sales back to the
satisfactory stage that has been maintained in
the city during the greater part of the summer.
The wholesale trade has been holding its own
fairlj' well, and wholesalers say that retail deal-
ers about the State are stocking up in prepara-
tion for the heavy fall trade that seems to be
inevitable. Wisconsin prospects at the present
time point that prosperity will rule in all lines
of business during the coming fall and winter.
One of the "bumper" crops in the State's his-
tory will be harvested from now until fall, and
dealers say that this will naturally result in big
sales in the talking machine field. Money seems
to be plentiful enough in the business field, and
this is being reflected by an increase of cash
payments and by a better tone to collections.

August 1 marked the laying of the corner-
stone for the new Auditorium that Milwaukee
is erecting, and the day was a general holiday
for all business houses, including the leading
talking machine establishments. The Hoeffler
Mfg. Co. had a unique window decoration for the
occasion, made up of electric pianos, Victor Vic-
trolas and Edison machines, all artistically
decorated with Milwaukee banners and bunting.

Residents along the upper Milwaukee river
were entertained by Signor Caruso and other
operatic stars recently when J. H. Becker, Jr.,
manager of the talking machine department of
the Hoefiler Mfg. Co., and H. M. Heberlein, rep-
resentative of the Victor Co., furnished a Victor
concert en route in one of the big river launches.
Some 3,000 people listened to the concert at the
Grand avenue bridge, and the affair proved to
be an excellent advertising idea for the Hoefller
Co.

Gerald ;\IcGreal, retail sales manager for Law-
rence McGreal, and nephew of the enterprising
wholesaler and retailer, is enjoying a vacation
at Fremont, AVis.

George W. Campbell, dealer in the Victor and
Edison lines, at 326 Grove street, has disposed
of his business to Harry W. Krientz. who pur-

chased the south side establishment of Lawrence
McGreal last winter.

William Voss, of the Voss Phonograph Co., of
Appleton, Wis., recently called upon Milwaukee
dealers.

Gertrude F. Gannon, formerly with the Cin-
cinnati branch of Lawrence McGreal, has re-
sumed her old position as cashier at the Mil-
waukee establishment of Mr. McGreal.

Lawrence McGreal made a recent business trip
to Madison, Wis., and reports that the talking
machine business is fairly active at the capital
city.

One of the leading attractions at a recent
meeting of the Milwaukee Country Club was a
musicale of grand opera selections by one of the
big Victor machines in charge of H. M. Heber-
lein, demonstrator for the Victor Co. In Mil-
waukee.

Mrs. Sarah Gaffney, assistant bookkeeper at
the Lawrence McGreal establishment, is spend-
ing a two weeks' vacation at Dixon, 111.

Charles H. Iddings, manager ' of the talking
machine and musical merchandise departments
at the Joseph Flanner establishment, reports
that while retail trade is somewhat quiet at the
present time, collections are the best that they
have been in some months.

J. H. Becker, Jr., of the Hoeffler Mfg. Co.. 306
West Water street, recently gave a very success-
ful Victor concert at the country home of Baron
F. W. von Cotzhausen, the eminent German
jurist of Milwaukee. A party of more than
300 listened to the grand opera selections played
by the Victor Victrola.

H. M. Heberlein, demonstrator for the Victor
Talking Machine Co., has been spending a few
weeks in Milwaukee. He has originated several
unique methods of advertising the Victor in
Milwaukee, and has been meeting with signal
success, proven by the satisfactory sales of the
Victor at all of the leading establishments in
the city.

A new sphere of usefulness for the Victor has
been discovered. Due to the entrancing tones of
a Victor-Victrola, Mrs. Anchester, 538 Milwaukee
street, is still the owner of her valuable parrot.
Not long since Polly escaped from her cage and
was prepared to bid farewell to Milwaukee when
she was attracted by the sweet strains of

"Whistle It" and the "Danube Waves" waltz
issuing from a Victrola in a nearby house. The
valuable parrot was soon perched on the talker,
where her capture was easily made. It is said
that three Victors have been sold as a direct
result of the episode.

Cal Stewart, of "Uncle Josh" fame, recently ap-
peared at the Crystal Theater in Milwaukee and
called upon talking machine dealers while in the
city.

A. D. Harriman, manager of the Milwaukee
branch of the Columbia Phonograph Co., spent
two days of the present week in Chicago visit-
ing relatives and acquaintances. Mr. Harriman
was formerly connected with the Chicago sales
department of the Columbia Co.

E. E. Farnsworth, retail phonograph dealer at
Fort Atkinson, Wis., recently called upon Mil-
waukee dealers.

W. P. Hope, salesman for the National Phono-
graph Co. for Wisconsin and northern Michigan,
recently left for Orange, N. J., where he will
spend ten days in inspecting the home factory
before he goes out on his fall trips.

The Bryan records are to play a prominent
part in the coming presidential campaign in Mil-
waukee. At a recent meeting of the Jefferson
Club, the leading Democratic organization in the
city, Lawrence McGreal demonstrated the ten
Bryan records, with the result that the club
members were so highly enthused that arrange-
ments have been made for Mr. McGreal to sup-
ply several machines and the entire list of
Bryan records for use in the campaign work in
Milwaukee county. Col. Charles P. Merriam, a
prominent G. A. R. man of ]\Iilwaukee, will have
charge of this feature, which is expected will
be a remarkable success.

THUNDER STORM RECORDED.

Having exhausted all terrestrial subjects for
sound reproduction, the Edison people are
branching off into the elements.

A few days ago one of their women artists was
engaged in making a record at the Edison Re-
cording Department, which is on the top floor
of the Knickerbocker building, New York City.
A thunderstorm came up suddenly and there was
a blinding flash of lightning followed by a loud
peal of thunder. The singer, yielding to her
womanly fear of thunder and lightning, at once
stopped singing, in fact, was made so nervous
that she quit for the day.

When the record was taken into the testing
room and played it reproduced the thunder clap
quite plainly. Mr. Cronkhite, of the recording
department, says he has gotten thoroughly ac-
customed to stage thunder, but this is the first
instance of the real thing "recorded."

The record is being kept as a freak.

GOOD TRADE REPORT FROM SAVANNAH.

(Spoci.il to The TalkiiiR M.nchinc World.)

Savannah. Ga., Aug. 7, 190S.

Rhodes & Harvety report a satisfying demand
tor both Columbia disc and cylinder records, in-
cluding the large records for cylinder machines.
Graphophones are also selling well. The com-
pany state that their business for July compares
very favorably with that for the same month
last year.

The Knight Drug Co.. who carry the Victor
and Edison lines, make an equally pleasing re-
port through the department manager, Sam
Berner, and claim to be breaking various selling
records. In fact, practically all the talking
machine dealers declare that the business in this
city is at high-water mark, and are very opti-
mistic regarding a heavy fall trade.

PIANO DEALERS ADD "TALKERS."

Mehlhof & Griess, a new firm of music dealers
in Sutton. Xeb.. have installed a large and com-
plete stock of Victor and Edison machines and
records, purchasing the goods from the Ross P.
Curtice Co.. the jobbers of Lincoln. Neb. The
firm state that they are already doing a very
nice business.

ANDREWS TALKEVG MACHINE
— SUPPLY HOUSE ^=

Credits it.'^elf with bcinff the quickest and most prompt sliip-
per of all orders on this line — making no distinction on size
of Older, as our stock is large and complete.

GENERAL DISTRIBUTERS FOR

EDISON and VICTOR MACHINES

and RECORDS

COMPLETE STOCK OF

RECORD CABINETS, HORNS and Accessories

A Trial Order Will Convince

SYRACUSE, N. V. W. D. ANDREWS BUFFAIO, N. Y.

THE TALKING MACHINE WORLD.

7

New Victor Records for September

All vocal selections have accompaniments by the Victor Orchestra

8-inch— 35 cents

No.

5518 Musette Victor Orchestra

(Walter B. Rogers, Conductor.)

5383 Bavarian Yodel (The Waterfall).

Macdonough and Watson

5397 Smile, Smile, Smile.

Miss Jones and Mr. Murray

5377 Uncle Josh's Letter From Home. ..Cal. Stewart

10-lnch — 60 cents

5511 Our Director March Artuhr Pryor's Band

5522 In Lover's I^ne Arthur Pryor's Band

5528 Medley of Waltz Songs.

Victor Dance Orchestra
(Walter B. Rogers, Conductor.)

5523 Come Where My Love Lies Dreaming. 'Cello

and Flute Duet with Harp..Trein and Lyons

5519 Jock o' Hazeldean Henry Burr

5525 I Lost My Heart When I Saw Your Eyes.

Harry Macdonough and Haydn Quartet

5526 Guard While I Sleep Harold Jarvis

5514 Sing- Me to Sleep, Fritz (Lullaby).

Joseph Hortiz

5512 The Wanderer's Night Song. Stanley and Burr
5516 Stupid Mr. Cupid Ada Jones

5524 Maria — Spanish Ballad (Vision d'Amour).

Senor Guetary

5527 Somebody That I Know and You Know, Too.

Arthur Clough

5513 The Party That Wrote Home Sweet Home

Never Was a Married Man.... Eddie Morton

No.

5509 Childhood Harry Macdonough

5507 Tipperary (Irish Song) Billy Murray

5505 When Sweet Marie Was Sweet Sixteen.

Macdonough and Bieling

55U6 Over the Hills and Far Away.

Macdonough and Bieling

5508 When You Wore a Pinafore.

Stanley and Macdonough

5529 Wishes Collins and Harlan

5515 I've Taken Quite a Fancy to You.

Miss Jones and Mr. Murray

5532 Cuddle Up a Little Closer, Lovey Mine (from
"The Three Twins").

Miss Jones and Mr. Murray

5530 Victor Minstrels, No. 12. (Introducing "Dixie,

and the Girl I Love" and *'H-A-S-H— Dat
Am the Word I Love.").

Victor Minstrel Company

5531 It's Up to You to Do the Rest.

Miss Stevenson and Mr. Stanley

5510 Flanagan's Troubles in a Restaurant. Irish

Specialty Steve Porter

5520 Henny and Hilda at the Schiitzenfest. De-

scriptive Specialty.

Miss Jones and Mr. Spencer

5521 House-Cleaning Time. Descriptive Specialty.

Miss Jones and Mr. Spencer

12-inch— $1

31705 Belisario Overture Cl^onizetti) .

Artllur Pryor's JjancI

New Victor Red Seal Records

No. Eminsi Ejiiiies, Soprano

88131 (a) Love in May (Parker), (fe) I Once Had

a Sweet Little Doll, D'ears (Nevin). 12-inch,
with Piano, $3. In English.

88133 La Chanson des Baisers (Bemherg) (The
Kiss). 12-inch, with Piano, $3. In French,

Lonise Homer, Contralto

88132 Stabat Mater (Rossini) Fac ut portem (Endow

Me). 12-inch, with Orchestra, $3. In Latin.

Pol Plaiieoii, Bsiss

85126 Mignon (Thomas) Berceuse (Lullaby). 12-
inch, with Orchestra, $3. In Italian.

Cliarles Dalniore.s, Tenor

81088 Contes d'Hofrman (Offenbach) C'est Elle (Tis
She!). 10-inch, with Orchestra, $2. In
French.

Alice Nielsen — Florencio Constantino

64091 Romeo et Juliette (Gounod) Ne Fuis Encore
(Linger Yet a Moment). 10-inch, with Or-
chestra, $1. In French.

Evan Williams, Tenor

640SS Mary of Argyle (Nelson). 10-inch, with Or-
chestra, $1. In English,

George Hamlin, Tenor

64089 The Dear Little Shamrock (Cherry). 10-inch,
with Orchestra, $1. In English,

74113 The Lord Is My Light (Allitson). 12-inch,

with Orchestra, $1.50. In English.

Emilio de Gogorza, Baritone

74114 Hamlet (Thomas) Brindisi (Drinking Song),

12-inch, with Orchestra, $1.50, In French.

This complete list of new Victor Records will appear in our double-page advertise-
ment in the leading magazines for September, and attention will also be called to them
during the latter part of August in the principal daily newspapers throughout America.

This magazine and newspaper advertising reaches millions of people and benefits
dealers everywhere. It's to your advantage to have the complete list on the simultaneous
opening day, August 28th, so that you can take care of every customer.

You know every Victor Record is a perfect record; has the unequalled Victor tone
quality. And every Victor Record you sell means a pleased customer, and helps you build
a steady, profitable record business.

So make an effort to get all this desirable trade that's in your neighborhood.

Victor Talking Machine Company, camden, n. j., u. s. a.

Berliner Qramophone Co., Montreal, Canadian Distributors
Preserve Your Records and Get Best Results by Using Only Victor IVeedle;

8

THE TALKING IMACfflNE WORLD.

TOLEDO MAKES GOOD SHOWING

For the Month Just Closed — Dealers Have Se-
cured Results by Hard Work — Whitney &
Currier's Good Business — Columbia Co.
Opens Branch Office

experiment was sensational in the extreme and
attracted much attention. The dealer got the
idea from the cover of the July catalog supple-
ment of the Indestructible Phonographic Record
Co.. whereon was pictured a record from which
protruded an enormous firecracker. He says his
next experiment will be with dynamite.

some such device would not be able to distin-
guish the notes of his own instrument from the
general volume of sound emitted by the orches-
tra as a whole. '-Stroh" violins were invented
in London, and but few of them have as yet
found their way into this country.

(Special to The Talking Machine World.)

Toledo. 0., August 6, 1908.
The trade in this city shows a slight improve-
ment, despite the looked-for summer dulness, the
demand for records keeping up in a remarkable
manner, though the sales of machines have
dropped off slightly. The dealere have been
making an extra effort to boom their business,
and as a result the July average was very satis-
factory.

The Whitney & Currier Co. have been doing
good business with the Victor line, and report
a brisk demand for both Red Seal and Inde-
structible records, many vacationists making it
a point to take a liberal supply of records away
with them.

The Columbia Phonograph Co. have opened a
branch oflRce in the Spitzer Building, with Mr.
Dunn as manager. A. C. Erisman, Toledo man-
ager for the Columbia Co., has increased the
force of outside salesmen who are now covering
a large territory and getting excellent results.
In fact, the business of this branch in July sur-
passed that of the same month last year.

The various other dealers have equally en-
couraging reports to make, and without excep-
tion look for a heavy fall trade.

RECORD MAKING BY ORCHESTRA.

MUSICAL INSTRUMENTS IN CHINA.

Changes in Instruments Necessary to Secure
Satisfactory Tonal Results in Records.

Some Comments on the Demand for Talking
Machines and Other Creations in China.

PEOOF OF "INDESTRUCTIBILITY."

The fact that the word "Indestructible" as
applied to a certain make of talking machine
records was not a misnomer was demonstrated
in a unique and convincing manner by a western
dealer, who placed a giant firecracker inside a
record and touched it off. The record was not
damaged in the least by the explosion, bein?
afterward placed on a machine and played. The

The making of talking machine "records" has
made necessary some strange and novel modifica-
tions in the old-fashioned musical instruments.
An ingenious New Yorker, who conducts an or-
chestra on purpose for making records, has de-
voted much time and study to the modification
of musical instruments in order to increase the
adaptability of their music to phonographic re-
production. Notable among these modifications
is a B flat clarinet, in which the end, or "bell,"
is twisted upward. This improvement, which is
patented, was executed in conjunction with a
noted and successful clarinet player, and was
rendered necessary by the fact that the high
notes of the clarinet leave the instrument via the
little stop notes along the tube, whereas the low
notes leave by the bottom, or "bell." The low
notes, when reproduced, were found to have
created a "blast" quite out of harmony with the
rest of the music, and only after several months
of patient experiment was the right form of
"bell" evolved.

The most important modification of a musical
instrument in this field, however, is the "Stroh"
violin, in which the sound-box is non-existent,
being replaced by a diaphragm in metal. This
enormously increases the volume of sound
emitted by the violin. The "Stroh" is fitted with
two horns, the larger of which is directed toward
and conducts the sound to the recording appa-
ratus of the talking machine, and the smaller is
pointed to the ear of the player, who without

If advancement in musical art is a fair index
to advancement in civilization, then there is rea-
son to believe that in China the march of prog-
ress is on in earnest. The American vice-consul
at Tsingtau, as mentioned in last month's World,
reports a remarkable demand for musical goods
and incidentally for those latter-day stand-bys
of the music trade, the talking machine. It is
true that the talking machines talk Chinese and
execute Chinese morceaux, but the fact remains
that the nucleus of an unlimited repertoire is
there and that, as the machines are made in
America, the probabilities of a broad and in-
structive expansion of that repertoire are excel-
lent. Moreover the pianola has found its way
into the Flowery Kingdom and so cordially has
it been received that a firm at Shanghai has
actually begun the manufacture of an imitation
instrument which is assured of a large sale. Add
to this that John Chinaman buys German har-
monicas in large quantities and it will be seen
that the germs of artistic taste have been im-
planted and that their development is but a ques-
tion of time. And this means much, for once
our Oriental neighbors rise to the level of the
"Merry Widow" waltz and the Bam Dance, the
rest of the world may look out. It is a serious
matter when 400,000,000 of people, pre-s-iously
besotted, take to waltz music and ragtime.

Talking machine men will have completed
their vacations before the next World appears.

Why Not Increase Your Record and Machine Sales

BY SELLIIMG

THE MUNSON FOLDING HORN?

Do You Realize, Mr. Talking Machine Man — how much of your new business is due to your customers
carrying their machines and records from one friend's house to another's ? How much this unconscious
missionary work of theirs in interesting others in your product, and thereby stimulating their own, is doing for
this trade in general ? And yet do you not often wonder that more do not tire of lugging such clumsy articles ? —
The machines and records are all right. But— It is that nnsbapely, ungainly,
unwrapabie tiling callfd a liorn, tliat causes all the tronble, and is gradually and
will surely wipe out this benelicial custom unless you rectify it.

WE CAN HELP YOU, IF YOU WILL LET US

THE MUNSON FOLDING HORN FOR DISC AND CYLINDER MACHINES

Is the only One-Piece Indestructible Folding Horn on the Market.
Made of the finest quality of Selected Leatherette — in plain solid
colors or handsomely decorated by hand.

WHEN OPEN AND IN USE it compares in beauty of line and
construction with any on the market and for purity of tone repro-
duction is far superior to the metal horn.

WHEN FOLDED AND CARTONED it occupies only a space of
33 inches long by 3'o inches square — An ideal parcel for carrying or
handling and impervious to damage.

LET US QUOTE YOU PRICES AND START YOU ON THE
ROAD TO A PROFITABLE BUSINESS IN THE FALL.

FOLDING PHONOGRAPHIC HORN CO., 650 52 Ninth Ave., New York City

TORONTO PHONOGRAPH CO., Toronto, Ont., Canadian Agents.

THE TALKING MACHINE WORLD.

9

EDWARD LYMAN BILL. - Editor and Praprietor

J. B. SPILLANE, Managing Editor.

Trade Representatives: Geo. B. Keller, F. H. Thompson,
W. T. E^KES, L. E. Bowers, B. Brittain Wilson,
A. J. NiCKLiN, L. J. Chamberlin.

Boston Office : Ernest L. Waitt, 100 Boylston St.
ChicMo Office: E. P. Van Harlingen, 156 Wabash Ave.

PhilaLdeiphia Office : Ninneapalis and St. Paul :

H. F. Thompson. Adolf Edsten.

St. Louis Office : San FraKcisco Office :

Chas. N. Van Buren. S. H. Gray, 88 First St.

Cleveland Office : G. F. Prescott.
Cincinnati Office : Bernard C. Bowen.

London. England, Office:

69 Basinghall St., E. C. W. Lionel Sturdy, Manager.
Berlin, Germany, Chas. Robinson, Breitestrasse 5.

Published the I5th of every month at I Madison Ave. N.Y

SUBSCRIPTION (including postage). United States,
Mexico, One Dollar per year; all other countries, $1.25.
England and her colonies, five shillings.

ADVERTISEMENTS, $2.00 per inch, single column, per
insertion. On quarterly or yearly contracts a special dis-
count is allowed. Advertising Pages, $60.00; special posi-
tion, $75.00.

R.EMITTANCES. should be made payable to Edward
Lyman Bill by check or Post Office Order.

^^IMPORTANT.— Advertisements or changes should
reach this office by the first of each month. Adver-
tisements arriving too late for insertion in the current
issue will, in the absence of instructions, be inserted
in the succeeding issue.

Long DisttLnce Telephones— Numbers 4677 and 4678 Gram-
ercy. Cable Address: "Elbill," New Y9rk.

NEW YORK. AUGUST 15. 1908.

THE talking maclime is going to cut quite a
figure in the presidential campaign.
Both Bryan and Taft have on several occasions
devoted considerable time to making three-minute
speeches on the leading issues of the day for
talking machine reproduction. These records
have been distributed in all parts of the country,
and the candidates will be heard through the
medium of the talking machine in every nook
and corner of the country. The value of this
kind of work as a vote-getting power should not
be ridiculed, because it is liable to be consider-
able, and in States where the victory is decided
by a very narrow margin it may be that the
talking machine, through its power in influencing
votes, will decide the election. A case in point —
recently a man who had looked upon Bryan as
an unsafe leader remarked to us that he had
changed his mind. He had visited a talking
machine store and heard a series of his speeches,
and he said that a man who could talk like that
was all right and he should vote for him. This
is only a straw, but it certainly indicates the
power of the talking machine as a means of
reaching voters. Therefore, if we figure that
these record speeches will be heard by millions
of people who otherwise would not have had
the opportunity of listening to the candidates'
voices, we must also consider the favorable im-
pression made upon the voters and the possible
result upon the election.

IT would have seemed ridiculous a few years
ago to have predicted that the talking ma-
chine would have been a power, and possibly the
power to decide a presidential election, and yet
Bryan's willingness to talk for reproduction on
machines on all occasions, and the desire on the
part of voters to listen to his voice in every
village and hamlet throughout the land is des-
tined to have no unimportant effect in deter-
mining the great contest for political supremacy
which is before us. It was only last week chat

Mr. Bryan spent an entire forenoon making more
speeches for record purposes, and if he will con-
tinue to deliver his short speeches upon copies
of the times and the talking machine transmits
these to millions of people, the talking machine
at once becomes an enormous political factor.
The fact that Mr. Taft, the Republican candidate
for President, can now be heard through the me-
dium of the talking machine, is another tribute to
its influence. President Roosevelt, who was also
approached, declined to have any speeches record-
ed. Of course, it may be dignified to assume that
position, but Mr. Bryan is not losing any oppor-
tunities which are coming his way which will
enable him to talk to large audiences. It is said
to-day that he has talked to a greater number of
.people during the last twelve years than any
man now living, and now through the acquisi-
tion of the talking machine as one of the Bryan
distributing forces, it means that his audiences
will vastly increase. The demand for campaign
records is large and is constantly growing, show-
ing the interest which the public have in listen-
ing to them. Much surprise has been ex-
pressed at the clearness of these noted records,
showing that millions of people had no concep-
tion of the marvelous reprodvictive powers of the
talking machine.

THERE is still considerable talk in trade
circles concerning the work accomplished
by the Jobbers' convention at Atlantic City last
month, and now that the convention has passed
into history, we are able to review its objects
and accomplishments in a fairer manner. To
begin with, it is apparent that the jobbers them-
selves are enthusiastic upholders of restricted
prices. They recognize that that system is the
sheet anchor of strength to the talking machine
trade. That principle has been indorsed in every
way, and the jobbers most heartily and enthu-
siastically approve it. It must be conceded when
we impartially review the proceedings of the
convention and dissect the papers which were
prepared, that it was no holiday purpose solely
that took the jobbers to Atlantic City.. They
were actuated by the desire to better trade con-
ditions, to improve the environments of the legiti-
mate jobbers, and a thorough analysis of the
sentiments voiced will show that the important
jobbers are pretty harmonious, as far as fixed
plans and principles are concerned. The Job-
bers' Association is opposed to department stores
and dealers who qualify as jobbers, securing the
jobbers' privileges when they have no idea of
conducting other than retail enterprises. There
is a manifest desire to select quality trade rather
than quantity trade, and the jobbers believe that
there should be the most harmonious relations
existing between the producing and distributing
forces. They believe that the manufacturers
should vise applicants who desire to enter the
trade ranks as dealers. They affirm that if the
manufacturers themselves do this it will natu-
rally mean the elevation of the character of the
men engaged in retailing talking machines, and
it is quality which counts in business, rather
than quantity.

THE question of exchange of records came
up for serious consideration. "Cut outs"
and records damaged in the process of manu-
facture came in for more discussion than perhaps
any other topic, and to good purpose, as our news
columns show. The question of discounts also
was threshed over, and it was considered that

the dealers themselves should be compelled to
invest more capital in stock, thus bringing into
the business men of greater ability and financial
responsibility, so that the new blood might be
stronger and more virile, by insisting upon
larger initial purchases when a man qualifies as
a talking machine dealer. Taken altogether, the
association has accomplished much since its
formation a little over a- year ago, and familiar
as we are with different associations in several
trades, we are confident that there is no jobbers'
organization in the entire industrial world which
has accomplished as much within a brief period
as has the Talking Machine Jobbers' Association.
The complete report of the convention proceed-
ings which appeared in last month's World will
go far toward proving the truth of this state-
ment. The Jobbers' Association has demon-
strated its right to exist and its desire to be a
useful factor in the development of the talking
machine industry.

FALL will soon be here, and it behooves every
man to be in line to catch the first favor-
ing trade breezes. We fall into the habit of say-
ing that the year in which we hold a presidential
election is an off year in business. Pei'haps it
is, but it is a dangerous rut to get into, because
it is pretty hard to extract ourselves from it.
We say that business is going to be dull in presi-
dential years, and it usually is. But this great
big country is going ahead and will prosper,
regardless of individual preference at the polls.
Crop indications are excellent, and the great
Middle West promises to be a great battle ground
for trade this year. With the big crops, and the
fact that we have exhausted nearly all of the
reserve stock, the wheels of the factories should
revolve in a lively manner in order to meet with
the requirements of trade. There will be a de-
mand for products in all lines, there is no doubt
about it, and the merchant who is best prepared
to meet these demands, will be the one- who will
make the greatest profits during the coming fall.

OUR advice to the talking machine trade is to
keep in readiness to make the most out of
the improved conditions which must be with us
in the early fall. The talking machine manufac-
turers are planning liberal campaigns. Louis F.
Geissler, general manager of the Victor Co., stated
at Atlantic City last month that his company
were planning larger advertising appropriations
than ever before. Now, a vastly increased ex-
penditure for publicity work on the part of a
great company helps every jobber and every
dealer. It is the wonderful power of this pub-
licity which has made the demand for talking
machines in every part of this country, and with
the increased emphasis placed on the publicity
which the great producing concerns are planning
for the early fall, the jobbere and dealers should
also prepare to make the most of the situation.

SOME of the best-posted men in financial
circles in this country predict a constantly
bettered condition of trade as the fall season
advances, and our own advices from the various
parts of the country corroborate these predic-
tions. It should be understood that this trade
paper institution has a complete organization
covering all parts of America, as well as foreign
lands. We receive at regular intervals advices
concerning trade conditions and future prospects
for business, and during the last few weeks the
reports which have been received at this oflice
have embodied highly optimistic statements.

10

THE TALKING MACHINE WORLD.

An Edison Phonograph Customer Isn't
a "Talking Machine" Customer.

There are a number of "talking machines" — there is only one
Phonograph.

That one is the Edison, made under the personal supervision of
Mr. Edison himself and so widely advertised and extensively distribu-
ted, that the word "Phonograph" is nearly everybody's synonym for
a sound-reproducing instrument.

But the Edison Phonograph is the instrument that people every-
where read about, hear at their friends' homes, become enthusiastic
over, and want.

Play the Edison in your store. Its sweet tone and perfect rendition
of all music and songs will make sales. Display the Edison in your
window. Its fine appearance and workmanship will take the eye.
Demonstrate the Edison. Its musical qualities, big, specially made
horn, long, smooth-running motor, indestructible reproducing point
and sensitive wax records, will bring an instantaneous decision.

If you are trying to get trade without the Edison Phonograph
and Records you are making a costly mistake.

Put in the line if you are without it. Stock
up if your line is low. Any nearby Edison
jobber will take good care of you.

NATIONAL PHONOGRAPH COMPANY,

59 LsLkeside Avervue
ORANGE. N. J.

JOBBERS OF EDISON PHONOGRAPHS AND RECORDS

Albany, N. K.— Finch & H«hn.
Allenlown Fa. — G. C. Aschbach.
Astoria, N. Y, — lohn Rose.
Atlanta, Ga. — Atlanta Phono. Co., Phillip]

& Crew Co.
Baltimore — E. F. Droop & Sons Co.
Bangor, Mt.S. L. Crosby Co.
Birmintham, Ala. — The Talking Machine

Co.

Boise, Idaho — Eilers Piano House.

Boston — Boston Cycle & Sundry Co.,
Eastern Talking Machine Co., Iver John-
son Sporting Goods Co.

Brooklyn — A. D. Matthews' Sons.

Buffalo — W. D. Andrews, Neal, Oark &
Neal Co.

Burlington, Vt. — American Phono. Co.

Canton, O.— Klein & Heffelman Co.

Chattanooga, Tenn. — J. H. Templcman Co.

Chicago — Babson Bros., James I. Lyons,
Lyon & Healy, Montgomery, Ward k
Co., The Vim Co., Rudolph Wurlitzer
Co.

Cincinnati, 0. — Ball-Fintze Co., llsen &
Co., The Milner Music Co., Kudolpl.
Wurlitzer Co.

Clfvtland — Eclipse Musical Co.

Columbus, O.— Perry B. Whitsit Co.

Dallas, Tex. — Southern Talking Macb. Co.

Dayton, O. — Niehaus & Dohse.

Denver — Denver Dry Goods Co., Hext
Music Co.

Des Moines, la. — Hopkins Bros. Co., The
Vim Co.

Detroit — American Phono. Co., Grinnell
Bros.

Dubuque la. — Harger * Bliah.
Eatlon, Pa.— William Werner.
Elmira, N. Y. — Elmira Arms Co.
HI Past. Ter.—V/. G. Wall Co.
Fitehburg Miait. — I»er Johnson Sporting
Gooda Co.

Fort Dodge, Iowa — Early Music House.

Fori Smith, Ark. — R. C. Bollinger.

Fort Worth, Texas — Cummings, Shep-
herd & Co.

Gloversville, N. Y, — American Phono. Co.

Harrisburg — S. K. Hamburger.

Helena, Mont. — Frank Buser.

Houston — Texas Piano & Phono. Co.

Hoboken, N. J- — ^Eclipse Phonograph Co.

Indianapolis — Indiana Phono. Co., Kipp-
Link Phono Co., A. B. Wahl & Co.. Inc.

Kansas City — J. W. Jenkins' Sons Alusic
Co., Schmelzer Arms Co.

Kingston, N. Y. — Forsyth & Davis.

Knoxville — Knoxville Typewriter and
Phono. Co.

Lincoln, Neb. — Ross P. Curtice Co., H.
E. Sidles Phono. Co.

Los Angeles — Southern California Music
Co.

Louisville — Montenegro-Riehm Music Co.

Lowell, Mass. — Thos. Wardell.

Manchester, N. H. — John B. Varick Co.

Memphis— ¥. M. Atwood. O. K. Houck
Piano Co.

M ihvaukec — I^urencc McGreal.

Minneapolis — Thomas C. Hough, Minne-
sota Phono. Co.

Mobile, Ala.—V/. H. Reynalds.

Montgomery, Ala. — R. L. Penick.

Nashville. O.— Nashville Talk. Mach. Co.,
Maprudcr & Co.

Newark, N. J. — Douglas Phono. Co., A.
O. Petit, Rapke Phono. Co.

Newark, 0. — Ball-Fintze Co.

New Bedford, Mass. — Household Furnish-
ing Co.

Nerv Haven — Pardrc-Ellcnberecr Co.. Inc.
New York City — Blackman Talking Ma-
chine Co., J. F. Blackman & Son, I.

Davega, Jr., Inc
Douglas Phonograph Co.,

S. B.

Davega Co.,

Jacot Music

Box Co., X'ictor H. Rapke, The Regina
Co., Siegel-Cooper Co., John Wana-
maker, Alfred Weiss.

New Orleans — William Bailey, Nat. Auto.
Fire Alarm Co.

-Kohler & Chase.
-Proudfit Sporting

Oakland, Cal.-
Ogden, Utah
Co.

Oklahoma City, Okla. — Smith's
graph Co.

-Nebraska Cycle Co., Shultz

Goods
Phono-

Omaha, Neb.-

Bros.
Oswego, N. y.-
Paterson, N. /.-

-Frank E. Bolway.
-James K. O'Dea.

Peoria, lit. — Charles C. Adams & Co.
Peoria IMionograph Co.

Philadelphia — Louis Buehn & ISro.. C. J
Heppe & Son, Lit Bros., Musical Echo
Co., Penn Phonograph Co., John Wana
maker, Western Talking Machine Co.
H. A. Weymann 4 Son.

Pittsburg. — Pittsburg Phonograph Co.
Powers & Henry Co., Standard Talking
Machine Co.

Portland, Me.—W. H. Ross 4 Son.

Portland. Ore. — Graves & Co., Inc.

Proi-idence — J. M. Dean Co., J. A. Fos-
ter Co.. I. Samuels & Bro., A. T. Scat-
tergood Co.

Quebec— C. Rofcitaille.

Quincy, III. — Quincy Phonograph Co.

Reading, Pa. — Reading Phonograph Co.

Richmond — C. B. Haynes & Co.

Rochester — A. J. Deninger. Mackie Piano,
O. ft M. Co., Talking Machine Co.

Sacramento, Cal. — A. J. Pommer Co.

Salt Lake City — Clayton-Daynes Music Co.
San Antonio, Tex. — H. C. Rees Optical
Co.

San Francisco — Peter Bacigalupi & Sons.

Schenectady, N. Y. — Finch & Hahn, Jay
A. Rickard & Co.

Scranton — Ackerman & Co., Technical
Supply Co.

Seattle, Wash.—D. S. Johnston Co., Koh-
ler & Chase.

Sharon. Fa.— W. C. De Forest &• Son.

Sioux City, Iowa — Early Music House.

Spokane, Wash. — Spokane Phono. Co.

Springfield, Mass. — Flint & Brickett Co.

St. John. N. B.—V/. H. Thorne & Co.,
Ltd.

St. Louis — The Conroy Piano Co., Koer-

ber-Benner Music Co., Silverstone 'I'.ilk-

ing Machine Co.
.S~f. Paul W. J. Oyer & Bros., Kochlcr &

Iliiirichs, Minnesota Phono. Co.
Syracuse — W. D. Andrews.
Toledo— Htyet Music Co.
Toronto — R. S. Williams & Sons Co.,

Ltd.

Trenton, N. J. — Stoll Blank Book and

Stationery Co., John Sykes.
Troy, N. K.— Finch & Hahn.
Utica — Clark-Horrocks Co., Arthur F.

Ferriss, Wm. Harrison, Utica Cycle Co.
Vancouver, B. C— M. W. Waitt & Co.,

Ltd.

Washington — E. F. Droop & Sons Co.
Waycross, Ga. — Geo. R. Youmans.
Williamsport. Pa.—W. A. Myers.
Winnipeg — R. S. Williams ft Sons Co.,
Ltd.

Worcester. Mass. — Wer Johnson Sporting
Goods Co.

THE TALKING MACHINE WORLD.

11

ANALYSES OF A SALESMAN.

The Qualities Necessary to His Success — One
Part Talk, Nine Parts Judgment — A Clever
Disquisition.

A good salesman is composed of one part talk,
and nine parts judgment, and he should use the
nine parts of judgment to tell when to use the
one part talk. Good judgment in the granting
of credits is one of the things that go to make
a valuable salesman. It is not altogether how
much goods a man can sell, but how much profit-
able goods he can sell with a minimum of loss
in bad debts.

The three requisites that go to make a success-
ful salesman are shrewdness in argument, obser-
vation of buyers, conditions and surroundings,
and honesty of speech. A man should know his
goods — their weak points and their strong points.
He should have confidence in his firm and their
goods. His firm is paying him a salary to work
for them, to talk for them. It is, therefore, his
duty to get posted so that he may know where
he is "at." Every man and every firm have their
weak and their strong qualities. Make it a point
to study up and post yourself on all the qualities
they possess. Forget the weak points. You will
hear enough about them anyway. Combat with
sound argument any and all weak points brought
up, with the good qualities you know, and it is
ten to one that you will come out the best of it.
Don't grumble. Always stand by your firm.
Usually you will find if you will carefully inves-
tigate complaints of wrongs, overcharges and
grievances that they are more fancied than real.

A salesman reported to his firm that a com-
petitor was selling certain goods much below his
prices, consequently he could sell none unless he
could have a competitive price. He hammered
away about this so much his firm finally wrote
him to send in a sample, which he did, and when
he came in he was confronted with both articles.
There was absolutely no comparison between
them. He had to back down with the lame ex-
cuse that he had not seen the other goods, but

had taken his customer's word for the price and
quality. He should have made a comparison of
the goods when the first complaint was made.
He went away on his next trip with more nerve
and more confidence, and took orders where be-
fore he let them go by default.

A good salesman is a close observer of his cus-
tomers, says a writer in Selling Magazine, for
after all it is quite as important that goods
are sold to people who will pay as it is that
goods should be sold at a profit. A salesman
must, therefore, become a credit man. He should
make this as much of a study as the art of sell-
ing goods. Now, what makes a man or a firm
a good credit risk? Money alone? No. A man
may be an excellent credit risk with small cap-
ital, if he possesses good character and experi-
ence and makes good use of both.

These are the points: Does he understand his
business? Does he pay close attention to his
business? Does he keep his store and stock
clean? Does he run his store, or let his clerks
run it? Does he do a large cash business, or a
large credit business ? Do you always find him
at his store, or usually have to wait for him?
Does he keep books? Has he a good system?
Any tab on sales? A reckless buyer? Extrav-
agant habits? What is his general reputation?
Has he an extravagant family? Post your house
on these points in a general way and keep them
posted on changes.

DID LONDON BORROW FROM WINNIPEG?

(Special to The Talking Machine World.)

Winnipeg, Man,, Aug, 1, 1908.
A good "hit" at the expense of our friends
"across the big pond" is made by The Tribune,
of this city, when it says: "Apparently the Lon-
don and Manchester parks committees have to
come to Winnipeg for up-to-date ideas, as they
are only just instituting that immense boon, the
graphophone concert of high-class orchestral and
vocal music, which is so thoroughly enjoyed by
the crowds thronging the parks, especially those
musically inclined. This idea is now old with

us, thanks to the many concerts of this kind that
we enjoyed last summer, suggested and provided
by the Winnipeg Piano Co., of the Manitoba Hall,
who, it is hoped, will continue the series this
year during the summer. The graphophone in
the park not only provides really enjoyable
music, but it is a great educator in that it
arouses the musical talent lying dormant in
many, and gives others a taste for music that
would not be otherwise created."

TALKER SCORES AT LAWN FETE.

(Special to The Talking Machine World.)

Hainesport, N. J., July 25, 1908.
If it had not been for the availibility of a
"talker," the social event of the summer season
here, namely, a birthday lawn fete given by Mrs.
Heidrich, of Philadelphia, at Lippincott Inn, on
the night of July 18, would have been a flat
failure.

The card tables had been placed among the
trees on the spacious lawn, bathed in the soft
glow from hundreds of Japanese lanterns, and
the dance cards were filling up in the drawing

room, when a bombshell burst in the form of a
telegram from the leader of the expected or-
chestra:

"Train wrecked. Cannot keep engagement."

The pretty hostess was in despair. Without
music the whole evening would be ruined. What
was to be done?

The writer was appealed to, and he, of course,
suggested the "talker," offering to furnish his
own outfit for the purpose. His offer was grate-
fully accepted, and it soon became apparent that
the substitute was even more entertaining than
the real orchestra would have been. Waltzes
and two-steps were played for the dancers and
songs and vaudeville for the party on the lawn.
As the grand opera records made their appear-
ance, all thoughts of card playing vanished, and
chairs were pushed in a wide semi-circle around
the veranda where the "talker" stood, and for
an hour or more the enthusiastic audience lis-
tened enraptured to Scotti, Rappold, and Cam-
panari.

When the fete broke up at midnight the hostess
was complimented upon her good taste.

"Your music was most delightful," was the
unanimous verdict.

This little story, which is absolutely true,
shows beyond a doubt the growing power of the
"talker." Howard Taylor Middleton.

SUCCESSFUL VICTOR RECITAL.

A most successful Victor recital was recently
given at the Country Club, Anderson, Ind., by
G. E. Cook, a local dealer. There were about
300 members of the club present, and a more
enthusiastic audience could not be desired, ac-
cording to Mr. Cook. Every selection was en-
cored, and after prolonging the recital for three
hours, the operators were compelled to desist
and run for the last car to the city. They re-
ceived urgent requests to appear again before
the club and to give a recital for the children
of the members. A selected program was given
ranging from ragtime to opera, and well illus-
trated the wide scope of the Victor record list.

R. J. Smith, Waukegan, 111., inventor of the
harmonic steeped talking machine horn, which
he claims is "vibratory," recently demonstrated
the horn before representatives of the Victor
Talking Machine Co., in Chicago, who stated
that they would later submit the sample to
Camden.

It's

So Easy

Yes, it is not only easy to learn a foreign
language by the I. C. S. system — the
easiest and most perfect way in the world
— but it is also easy to sell I. C. S. lan-
guage outfits. It is easy to sell them to
people who are tired of their machines as
an amusement device and will be glad to
turn them into a source of profit. It is
easy to sell them to persons going abroad
and who otherwise desire to learn a
language for the sake of the know-
ledge of it alone. It is easy to sell it
to men and women who desire to qualify for positions as translators and foreign
correspondents. It is easy to sell it to foreigners, in order that they may
learn to speak English. In fact there are a great many sound reasons why it is
easy to sell the

ICS. LANGUAGESYSTEM

PHONOGFiAPH

Do you sell I. C. S. Language outfits? If not, why are you thus neglecting
such an important and profitable field of your work? Why are yoit thus abso-
lutely throwing away at least one-third of your business? The Phonograph sys-
tem of language instruction is now recognized as an educational factor of great
importance and the demand for this sort of language instruction is growing by
leaps and bounds. The I. C. S. system is undoubtedly the one of the greatest
merit obtainable today. Write us a postal now for further particulars.

International Correspondence Schools

Box 918, SCRA.NTON, PA.

12

Tm: TALKING MACHINE WORLD.

PACIFIC COAST TRADE NOTES.

Talking Machine Business Holding Its Own —
Improvement Looked for — Mauzy Advertis-
ing Zonoplione Line — Reports from Southern
California — IVIarchand to Go Into Business
for Himself — Kohler & Chase News — Sher-
man, Clay & Co. Featuring Victrolas — What
Other Dealers Are Doing.

(Special to The Talking Machine World.)

San Francisco, Cal., July 30, 1908.
While the talking machine business of the
Pacific Coast during the past month has perhaps
been a little less active than during the spring,
it is, nevertheless, holding its own, and little
or no complaint is heard from the dealers. In
fact, many of the general music stores have been
making a larger feature than usual of the talk-
ing machine department, which in dull times like
the present is found to add considerably to the
net profit of the business. The city trade, though

quiet, is brought up by the comparatively large
and growing sale ' of the more expensive ma-
chines and high-class records, the latter meeting
with a constantly increasing demand. The finer
class of machines that have been put on the
market in the last year or two are also moving
well for the outside trade, as they are coming to
be used at many of the country hotels and sum-
mer resorts. The local dealers count on an im-
provement in the general tone of business within
the next month, as the schools will be opening
and the vacation season will be about over, bring-
ing many people back to the city. The trade of
the country towns is already picking up in many
parts of the State, as the crops are beginning
to move and more or less money is coming in.

Clark Wise & Co. say that their talking ma-
chine business is good, and has kept up quite
steadily. They are selling enough Victrolas to
bring the total up to a handsome figure, quite
a number of these machines having gone out in
the last two weeks.

Byron Mauzy is well pleased with the results
of his Zonophone advertising campaign, which
he is still carrying on. He is receiving many in-
quiries for this machine from various country
dealers, and while so far there has been no
heavy movement of stocks, he is confident that
with the beginning of the fall the business on
this line will be materially increased. From
present indications it is likely to be pushed by
many dealers who had not before realized the
opportunities of the talking machine trade.

W. S. Gray, coast manager for the Columbia
Phonograph Co., returned recently from his trip
to Los Angeles and San Diego in a badly sun-
burned condition. He found the Columbia busi-
ness very fair in the South, and says it is pick-
ing up somewhat in Los Angeles, where things
were very quiet earlier in the year. Mr. Gray
will leave early in August for a visit to the north-
ern agencies. Mr. Beck, of the same company,
has been on a trip through the northern part
of California, calling on all the dealers between
Sacramento and Yreka. He says that the agri-
cultural population of that section is now in the
midst of harvest, and consequently the interest
in talking machines is limited. The dealers,
however, are preparing for a lively season as
soon as the crops are sold, which will take a
month or so more.

G. Marchand has left his position as manager
of the Sacramento department of the Columbia
Phonograph Co. to engage in business for him-
self. He has been succeeded by Geo. H. Stapp,
formerly the company's traveling representative
in the northern part of the State.

The Columbia Phonograph Co.'s store at the
corner of Van Ness avenue and O'Farrell street
was entered by burglars last Sunday night, but
so far the extent of their theft does not appear.

C. E. ("Talkophone") Brown, who has for
some time had charge of Kohler & Chase's whole-
sale talking machine department, has now taken
up the management of the retail end as well,
and has moved his office, which was formerly
located in Oakland, to the San Francisco store.
The larger part of the wholesale stock will for
the present be kept at the warehouse in Oak-
land, as the city store is rather crowded for
space. Mr. Brown states that the business is now
beginning to pick up, and he looks for a big fall
trade. Mr. Brown says: "We are doing some-
thing that nobody else is doing; we are filling
completely all orders for Edison or Zonophone
.s;oods. We have an original system by which
we take stock every day and place orders for
what is needed. Everybody else seems to be
complaining about dull times, but we have no
kick coming." Mr. Brown recently made a visit
to Seattle, where he found the business improv-
ing. He believes the improvement is largely due
to the reduced eastern rate on lumber, which has
caused a general resumption of activity by the
mills. He will make another visit to that city
in about ten days. .1. C. Walling Co. have
bought out the talking machine department in
Kohler & Chase's Seattle store. R. S. Smith,
who formerly had the management, found that it
look all his time to attend to the other business

of the house. Mr. Walling now runs two stores
in Seattle.

Sherman, Clay &' Co. are featuring the Vic-
trola in all their window displays, and their Vic-
trola advertising has become almost as charac-
teristic of the house as the advertising of the
Steinway piano. In fact, the Steinway and the
Victrola are usually mentioned together as being
the highest type in their respective fields. With
numerous orders coming in from all parts of the
State the company has just taken another car-
load of these machines. The general business in
talking machines and records is satisfactory, and
the company are pushing their sales hard.

Francis Hare Goodman, who for the last eight
months has been located on Van Ness avenue,
has concluded that in the talking machine busi-
ness the man who gets the business takes the
goods to the customer, as in going over his sales
for the last sixty days he finds that 90 per cent,
of the business was done by canvassing. He has
accordingly given up his expensive store on Van
Ness avenue, and will hereafter keep a store at
his residence on 23d street.

Arthur Parent, of Petaluma, Cal., was in San
Francisco a few days ago making purchases for
a complete talking machine store which he is
opening in that town.

Skee & Harrison, of Healdsburg, Cal., have put
in the full Edison line, and intend to push it
thoroughly.

Charles E. Brown, who owns the Peerless Talk-
ing Machine Co. at Spokane, Wash., spent a week
there recently, and found the business fiourishing
in that section.

W. M. Hale, a dealer of Redding, Cal., has just
left, after spending several weeks in San Fran-
cisco.

PIANO DEALERS FAinNG IN LINE.

".Judging ty the number of piano stores that
are putting in Edison goods, I should say they
are looking around much more eagerly than
usual for something to pay rent money during
the dull summer months," said F. K. Dolbeer, of
the National Phonograph Co. "You would be
surprised to know how much faster than ever
before piano dealers are stocking Edison phono-
graphs and records. For instance, here are four
dealers who signed up recently: J. C. Oyler &
Son, Harrisburg, Pa.; L. M. & C. E. Peterson.
Stratford, la.; H. M. Baldwin, Toledo, la., and
H. D. McNutt, McMinville, Ore."

PURCHASE VICTOR AUXETOPHONE,

The Business Men's Club of Hillsboro, 111., re-
cently purchased a Victor Auxetophone from L.
A. Cummings, of the St. Louis Talking Machine
Co., for the purpose of superseding an orchestra
at the various entertainments, dances, etc., given
by the club.

TRADE OPENING IN MOROCCO.

According to the American Consul stationed at
Tangier, Morocco, there is quite an opening in
that country for products of American manufac-
ture, the import trade being worth $25,000,000 a
year. There are opportunities to sell the two
million people on the Coast talking machines,
clocks, cameras, sewing machines and other spe-
cialties which are indigenous to the United
States.

SALESMANSHIP

to EXPLOIT your GOODS

Prepare your saKsimn to nuct compilitioii by pro-
viding'llu-ni willi a copy of Walter 1). Moody's
remarkable book,

"Men Who Sell Things"

Or Recommend Them to Get It.

"Sure to prove lulpfid to the man who wants to
succeed 'by selling things.' " — Louisville Courier-

ONE^nOIXAK a Copy, of ANY nOOKSELLER

A. C. McCLlRG & CO., Pabllshcrs, CHICAGO

UNQUESTIONABLY
A BIG WINNER

Everybody who sees, buys,
and every dealer "who buys,
sells

THE MONARCH MIDGET

This little "Monarch" can be
placed on the counter, and will
hold about 8 months' records in
compact and convenient space.

The clerk can thus choose rec-
ords without losing the customer's
attention for a moment. Very
convenient and effective when you
are playing the new records of a
month, because you face the cus-
tomer all the while.

No matter how many racks you
have, you need this little counter-
size revolving "Monarch" Baby.

Write your Jobber or to Us.

Syracuse Wire Works

Vniversily Ave.
SYRACUSE, N. Y.

THE TALKING MACHINE WORLD.

13

PROFITABLE TO HANDLE

The
Public
Wants
Them

35c Each

4 '.H^^'H'^^,^ilH'hr^'^\ i^^-jT^v*-?

We
Guarantee
No
Breakage

35c Each

Convenient to Handle

FALL BUSINESS

Reports from all over the country show that business conditions are improving daily.
The crops are good, the political situation is becomming less of a puzzle. We are rapidly ap-
proaching an era of prosperity.

September is almost here and we all know the little story "about the early bird." Do
not wait until the "last minute "—stock up in INDESTRUCTIBLE RECORDS so that
you won't have to disappoint your customers.

"Cooperation" is our motto, and we will do our share in making you a successful dealer
in our goods. Write to our jobber nearest you and ask him to outline our policy.

LIST OF ESTABLISHED JOBBERS

ABERDEEN, S. D.,

McArthur Piano Company.
ALBANY, N. Y.,

Finch & Hahn, 92 State Street.
BIRMINGHAM, ALA.,

Talking Machine Company, 2007 Second Avenue.

BOSTON, MASS.,

Mass. Indestructible Record Co., 72 Bedford Street.
BROOKLYN, N. Y.,

American Talking Machine Co., 586 Fulton Street.
BUFFALO, N. Y.,

W. D. Andrews, Seneca Street, cor. Wells.
BURLINGTON, VT.,

R. C. Smith & Co., 68 Church Street.
CHATTANOOGA, TENN.,

Standard Music Co., 9-11 East Eighth Street.
CHICAGO, ILL.,

James I. Lyons, 265 Fifth Avenue.
CINCINNATI, OHIO,

Ball-Fintze Co., 108 East Third Street.
CLEVELAND, OHIO,

Eclipse Musical Co., 1870 East Ninth Street.

COLUMBUS, OHIO,

Perry B. Whitsit, 209 South High Street.
DES MOINES, IOWA,

Hopkins Bros., 618-620 Locust Street.
DETROIT, MICH.,

American Phono. Co., 106 Woodward Avenue.

DUBUQUE, IOWA,

Harger & Blish, 910 Main Street.

ELMIRA, N. Y.,
Elmira Arms Co.

FORT DODGE, IOWA,
Early Music House.

FORT SMITH, ARK.,

R. C. Bollinger, 704 Garrison Avenue.
HELENA,- MONT.,
Curtin's Music House, 15 West Sixth Avenue.

LINCOLN, NEB.,

H. E. Sidles Phono. Co.

LOUISVILLE, KY.,

Montenegro-Riehm Music Co., 523 Third Avenue.

MEMPHIS, TENN.,

F. M. Atwood. 123 Monroe Avenue.

MINNEAPOLIS, MINN.,

Thos. C. Hough, 714 Hennepin Avenue.

MOBILE, ALA.,

W. H. Reynalds, 167 Dauphin Street.

NASHVILLE, TENN.,

Magruder & Co., 27 The Arcade. ' '

NEWARK, N. J.,

Edisonia Co., 57 Halsey Street. :|

NEWARK, OHIO,

Ball-Fintze Co., 12 Canal Street.

NEW HAVEN, CONN.,

A. B. Clinton Co.,. 33 Church Street.

NEW ORLEANS, LA.,

Nat'l Automatic Fire Alarm Co., 614-618 Gravier St,

NEW YORK, CITY,

F. BuUenkamp, 922 Columbus Avenue.
Benj. Switky, 27 East Fourteenth Street.

OMAHA, NEBR..

Piano Player Co., Sixteenth and Douglas Streets.
PALATKA, FLA.,

Cochrane's Book Store.

PHILADELPHIA, PENNA.,

Musical Echo Co., 1217 Chestnut Street.

PITTSBURG, PENNA.,

Powers & Henry Co., 339 Second Avenue.

SACRAMENTO, CALIF.,

A. J. Pommer Co., 829 J Street.
SALT LAKE CITY. UTAH,

Carstensen & Anson.
SAVANNAH, GA.,

Knight Drug Co., 103 Broughton Street.

SCHENECTADY, N. Y.,

Finch & Hahn, 504 State Street.
ST. LOUIS, MO.,

Conroy Piano Co., 1100 Olive Street.

J. K. Savage Supply Co., 921 Franklin Avenue.
SIOUX CITY, IOWA,

Early Music House.
SIOUX FALLS, S. D.,

O. C. Cadwell & Co., 127 Phillips Avenue.
SYRACUSE, N. Y.,

W. D. Andrews, &18 East Railroad Street.
TERRE HAUTE, IND.,

Wabash Music Co., 823 Wabash Avenue.
TOLEDO, OHIO,

Whitney & Currier Co.
TROY, N. Y.,

Finch & Hahn, 3 Third Street.

CANADA

HALIFAX, N. S.,

J. A. McDonald Piano & Music Co., 41 Barrington St.
MEDICINE HAT, ALBERTA,
Assiniboia Music House.

Send to yt)ur Jobber for our Reproducer Booklet and ask for Terms to Dealers

The Indestructible Phonographic Record Co.

ALBANY, NEW YORK

14

THE TALKING MACHINE WORLD.

IMPORTANT COPYRIGHT RULING BY SUPREME COURT OF AUSTRIA

In the Suit of Doblinger Against the German Gramophone Co. — Takes Same View as United
States Court in the White-Smith-Apollo Case That Musical Records Are Not a Violation of
Exclusive Rights Granted to the Owner of the Copyright.

The decision handed down June 15 by the
Austrian Supreme Court in the case of Dob-
linger vs. the Iterman Gramophone Co. effectually
disposes of the efforts of those who have en-
deavored to twist the meaning of the Austrian
laws relative to mechanical reproduction of
musical works to their own benefit.

It will perhaps be remembered that Paragraph
36 of the Austrian law in very clear and un-
equivocal language declares that: "The manu-
facture and public use of instruments for the
mechanical reproductions of musical works shall
be no infringement of copyright in music."

Notwithstanding this, the Viennese publisher
of "The Merry Widow," Ludwig Doblinger,
brought suit against the German Gramophone
Co. for alleged violation of his copyright, by the
gramophone records of selections from "The
Merry Widow." It was claimed by Doblinger that
the gramophone was not a mechanical reproduc-
tion in the sense of the copyright statute, and
therefore the records were not exempt from the
exclusive rights of the copyright proprietor. He
further claimed that the records from "The
Merry Widow" constituted an edition of the
music; that they were merely another form of
manifold copies of the music itself.

The trial court gave judgment in favor of the
publisher, Doblinger. An appeal was taken, and
in March, 1907, the Court of Appeals of Vienna
reversed the decision. The matter has just been
finally passed on by the Supreme Court of Aus-
tria, and the text of this decision, which has just
reached this country, is printed herewith. It is
significant that this decision confirms the opin-
ion handed down by the Supreme Court of the
United States in the White-Smith-Apollo case,
and also the opinion of the Supreme Court of
Belgium, handed down in May, 1907, in the case
of Massenet & Puccini vs. Pathe Freres. Thus

these three supreme tribunals have each inde-
pendently declared that the musical records were
not a violation of the exclusive rights granted
the owner of the copyright. The court states
very clearly that the records are of themselves
nonentities, that they are merely parts of ma-
chines, and cannot, like sheet music, for in-
stance, be read. The court refuses to consider
them an edition of the music in any sense or as
manifold copies of the music.

For the first time the highest court in any
land has taken official cognizance of the impor-
tant part which talking machines play in popu-
larizing the works of authors and composers,
and goes squarely on record refuting the pre^
tense that the use of talking machines and rec-
ords work to the financial disadvantage of com-
posers. This paragraph, which reads

■A reproduction by means of the gramophone induces
a visit to the original performance ; it popularizes the
work (music and text) and is therefore, of advantage
Ijoth to the composer and the librettist : as regards the
latter, the gramophone does not render the text book any
the less necessary,"
is particularly significant.

This decision ought to have great weight with
the delegates who assemble at the International
Conference in Berlin next October, and will un-
doubtedly influence the action of our patent com-
mittees when they finally frame up the bill for
the revision of the copyright laws of the United
States.

[Translation from the German.]
In the J\ame of His Majesty the Emperor.

In the action of the firm Ludwig Doblinger (sole pro-
prietor, Bernhard Herzmansky) of 10 Dorotheergasse,
Vienna 1. plaintiffs, represented by Dr. Julius Monath,
Vienna, brought against the firm Deutsche Gramopho-
naktiongesellschaft. .S Krugerstrasse, Vienna 1, (head
office), defendants, represented by Dr. Paul Abel, Vienna
(their agent), for confirmation of copyright, and an in-
junction to prevent infringement of same, in which the
plaintiffs appeal against the decision of the k. & k. ( ilivi-

landesgericht, Vienna (higher county court), which, slt-
'ing as Court of Appeal, on March 2d, 1908, as a result
of an appeal by the defendant company, reversed the de-
cision of the k. & k. Landesfe-ericht, Vienna, Z. K. S.
(County Court) of the 12th of December, 1907. It has
been decided by the k. & k. Oberste Gerichtshof (Su-
preme Court of .Tusrice), in session as Court of Ap-
peal, that the plaintiffs' appeal shall be dismissed, and
that the plaintiffs shall refund to the defendants the
costs of the appeal, assessed at 3.5O kronen, within 14
days, on execution.

BE.ISOXS FOR THE DECISION OF THE SUPltEME COURT.

The appeal, based on paragraph TjOZ, Zl, 4 Z. P. O.,
centres in the following statements: Firstly, that gram-
ophone disks cannot be classed among the exceptions
named in paragraph 36 of the copyright laws; and, Sec-
.>nd]y, that in any case the exemption granted bj' the
above paragraph does not apply to the text of songs.
On both points, however, the appeal is not admis-
sable.

Paragraph 36 Tj. G. grants perfect freedom to the
manufacturer and public use of instruments for the
mechanical reproduction of music.

In the gramaphone there is a distinction between the
disk, and the mechanism which causes the reproduction
(release) of the sounds impressed on the disk. The ap-
pellants are wrong in describing the disk merely as a
medium used for manifolding. The disk itself cannot
give a comprehensive reproduction of any musical or
other work, as it cannot, like for instance a sheet of
of music, be read.

Technically, the disk is described as an appliance that
can only be utilized in conjunction with a sound repro-
ducing mechanism. The disk cannot technically be de
scribed as possessing a separate entity, as it is only in
conjunction with the mechanism that it forms the com-
plete machine — a gramophone. The gramophone, how-
ever, can undoubtedly be classed among the exceptions
named In the above mentioned paragraph 36, although
it is entirely distinct from barrel-organs, Aristons, and
other instruments that are technically, of a different
nature.

It is not essential to prove, whether the mechanism
in itself reproduces the sounds, or whether it merely re-
leases the sounds latent in the disk ; also, it is not nec-
essary to distinguish between the reproduction of mu-
sical tones and that of vocal sounds (songs) ; the im-
portant point is the "mechanical reproduction." If the
appellants affirm that the gramophone reproduces an
artistic performance — that is to say. that it to an ex-
tent constitutes an artistic performance, the natural
reply would be that the gramophone only reproduces
whatever is played or sung into the receiving disk.

On the other hand, every artistic performance, even
if undertaken by the same artists, whether players or
singers, possesses an individuality — no two performances
nre exactly alike.

IT IS UP TO YOU

"HUSTLING for BUSINESS

99

Yes, that is what wide-awake merchants will be (doing" in the
very near future, for trade conditions are looking up materially
for the early fall. The wise merchant plans ahead and gets in
his line of specialties so that he will be in a position to cap-
ture the early trade.

Now the Reginaphone is one of the best business getters
which the talkino- machine man can secure. It is out of the
ordinary and there is nothing that approaches it for novelty
and effectiveness. It will help you to make business and in-
cidentally to make dollars.

The Reginaphone is a talking machine and a music box combined, and it has a motor mechanism which
cannot be surpassed in any of the higher priced machines on the market. Think what a creation of this kind is
worth to you ! Place one in your window and it is bound to attract attention. It will draw trade to your store.

If you have not already investigated the salability of the Reginaphone. lose no time in so doing.

We can give you some statistics concerning its sales which will be instructive and inspiring.

They will show you how other men have made money through the agency of the Reginaphone.

Be sure that you include this splendid novelty in your business programme for the fall.

THE

Manufacturers of Regina Music Boxes, Reginaphones. Reginapianos, Regina Chime Clocks, Sublima Pianos, Automatic Talking Machines
and Coin Operated Instruments. Distributors of Victor Talking Machines and Edison Phonographs and Records.

Main Office and Factory, RAHWAY» N. J.

Broadway and 17th Street, New York

259 Wabash Avenue, Chicago

THE TALKING MACHINE WORLD.

15

The mechanical reproduction by means of the gramo-
phone has, therefore, been quite correctly classed among
the exceptions named In the clause (paragraph 36).

It Is more difficult to decide, whether, according to
paragraph 36, the reproduction of the texts of the three
songs from the operetta "The Merry Widow" — men-
tioned In the judgment of the Appeal Court — is unre-
stricted. Correctly stated, the facts are : That the
librettist has an Independent literary copyright of the
text (paragraph 4, Zl, 2 paragraph 8 and 23 U. G.)
and that according to paragraph 25 P. 6 clt. a reprint
of a text belonging to a song would, in the case of
operettas, constitute an infringement of copyright, also
that paragraph 36 only mentions "musical" works. In
the present case, however, the exempting clauses of
paragraph 30 must be considered applicable, particularly
when considering the clear intention of the law as ex-
pressed in the wording of paragraph 6 a. b. G. B. which
is of practical assistance in the reading of the law.

Paragraph 30. above mentioned, grants perfect free-
dom from restriction to the mechanical reproduction of
musical sounds : it i.s in no way subject to the copy-
right law.

Songs can by reproduced in themselves, without the
text ; in the case of operettas, at least, the text, com-
pared with the music is of little importance.

In reprcfducing melody and text, the gramophone must
reproduce them together; the text is not more easily
comprehensible than in a personal performance.

It is therefore, quite plain, why paragraph 36 does
not mention the text. On the contrary, the exclusion
of the latter from the exempting classes cannot bo
tacitly accepted, at least not in a case of this nature.

The object of the law in granting freedom to the re-
production of musical works by means of the gramo-
phone, would be considerably affected In regard to the
reproduction of songs, one of the most popular aspects of
the case. It is not necessary to question whether mu-
sical plays with text were thought of at the time when
the laws were published ; the object of the law is evi-
dently the exemption of the text in conjunction with
melody (in reproduction).

A reproduction by means of the gramophone induces
a visit to the original performance ; it popularizes the
work (music and text) and is therefore, of advantage
both to the composer and the librettist ; as regards the
latter, the gramophone does not render the text book
any the less necessary. Therefore, the appeal Is dis-
missed.

The costs of the appeal, are to be borne by the plain-
tiffs, according to paragraphs 41 and 50 Z. P. 0.

Decision of the Oberstgericht (Supreme Court) of the
19th IMay, 1908. Ev. 1 309/8.

k. & k. Landesgericht in Z. R. S. (County Court) Di-
vision 111.

Vienna. June 15. 1908.

THE TWIN CITIES' NEWS BUDGET.

VICTOR SALES IN SUMMER MONTHS.

The Victor Co. make the following points
which dealers would do well to study and then
act upon:

"Don't let up in your efforts to sell Victors
during the summer months. The well-to-do
people have plenty of money lying dormant. Go
after them, especially on high priced Victors,
Victrolas and Auxetophones.

"Follow summer crowds and try to sell Victors
and Auxetophones to the hotels and other re-
sorts.

"Get on the good side of the orchestra leaders
at hotels, and have the Auxetophone used, with
orchestra accompaniment, the same as they are
doing at the Waldorf-Astoria, in New York,
where they had a member of the orchestra
groomed to resemble Caruso, who gets up and
bows his acknowledgments of the enthusiastic
plaudits of the crowd (the Auxetophone being
disguised behind the palms)."

THE 1010 SPECIAL

150-Peg Cylinder

RECORD CABINET

IS A TRADE-WINNER

Write for Special List. Positively
the best value ever offered at spe-
cial price to talking machine dealers

H. A. WEYMANN & SON, Inc.

Edison Plionograph Jobbers. Victor Distributors,
Cabinets and Supplies. Manufacturers of tlie
KEYSTONE STATE Musical Instruments.
Publisliers of Sheet Music.

Weymaon Bldg., lOlOChesbial St., Philadelphia, Pa.

Business Much More Active — Dealers Report
Record Trade Growing Rapidly — Play Talk-
ers for Shriners at Annual Conclave — Sum-
mer Resorts Help Sales — Vacationists Buy
Machines and Records.

(Special to The Talking Machine World.)

St. Paul and Minneapolis, July 28, 1908.

Talking machine dealers in St. Paul and
Minneapolis find that there is much more ac-
tivity to the trade, in both the retail and whole-
sale lines. Business was discouragingly pour all
the spring, but of late a new tone has been
struck. Sales are better, prospects are better,
and everybody feels easier and more satisfied.

The Minnesota Phonograph Co., which does a
jobbing business in both the Victor and the Edi-
son goods, says that there has been a decided
betterment in conditions and actual business.
The retail dealers of St. Paul and Minneapolis
have more to do, while the country trade is
considerably stronger.

Naturally with the thousands of machines dis-
tributed all over the Northwest, the record trade
has grown to large proportions, and constantly
is demanding an increase in the number of rec-
ord bins.

Talking machine dealers had opportunities of
playing records to Shriners from all parts of the
country, who held their annual conclave in
St. Paul, Minn., July 12-18. The saintly city was
decorated in a manner that will stand as a model,
and Minneapolis responded likewise. As all visi-
tors naturally visited that city at the same time,
many parades, both day and night, and enter-
tainments of all kinds were in order. One dealer
kept the crowd that was waiting for the parade
in Minneapolis in good humor by turning a Victor
Victrola to his front door and playing records of
bands and Caruso, which was appreciated by the
crowd, who responded with liberal applause. The
street was packed, and as soon as the machine
started with a lively march, a lot of rubbering
was done looking for the parade, and it took a
few minutes for the crowd to learn that it was
a talker; then they stood quiet and listened.

The opening of the summer resort season
throughout the Northwest has helped the talking
machine dealers of St. Paul and Minneapolis very
materially. Talking machines are peculiarly the
musical instrument for the camp and the sum-
mer cottage. Minnesota and Northern Wisconsin
offer unusual attractions for people who like out-
door life, and visitors come hundreds of miles
to spend several weeks, and even months, on the
shores of the northern lakes. Many of them*
bring talking machines, and those who do not
do so, find that they are indispensable. Until
the summer season opened, however, trade was
exceedingly poor, not only with the jobbing
houses, but the retail dealers as well. There has
been a good demand for records of all kinds,
even the most costly ones, btit the trade in ma-
chines has been only moderate.

MATHEIS MAKES CHANGE.

(Special to The Talking Machine World.)

St. Paul, Minn., August 8, 1908.
Archie Matheis, who for years has been in
charge of the talking machine department of
Koehler & Hinrichs, of St. Paul, Minn., has re-
signed his position and will look after his in-
terests in his store known as the Talking Machine
Co., of Minneapolis, Minn., located at 236 Nicollet
avenue. He has one of the neatest stores in the
West and carries a complete line of Victor and
Edison machines, records, cabinets, etc.

Mrs. H. H. Davis, of Newport, who visited the
Waldorf-Astoria roof garden recently, was so en-
tranced with the grand opera singers heard
through the medium of the Victor talking ma-
chine, that she never missed a $10,000 pearl
necklace until she reached the lobby of the hotel.
It was found, however, on the roof garden by
one of the attendants, who was handsomely re-
warded.

"In haste"

Does your jobber come up
to the mark when you send
in a rush order ? Does he
always have exactly what you
want.? And does he sfet it to
you when you want it?

You know only too well
what happens in case your
jobber lets his stock run down
or doesn't get shipments to
you promptly. You are forced
to break promises to your cus-
tomers and they go to some
one else.

We never fail you on a rush
order. Goods are always
shipped the same day the
order is received and our stock
is kept strictly up to date and
absolutely complete in every
detail.

Everything you order we
have right here. Victors, Vic-
tor Records, trumpet horns,
record cabinets, fibre cases,
English needles and all other
Victor accessories.

If you want a distributor
that you can absolutely de-
pend on for rush orders, get
in touch with us. Write for
our catalogue to-day.

The Victor Distributing
and Export Company

83 Chambers Street, New \ ork

16

THE TALKING MACHINE WORLD.

"THE PLEASURE IS DOUBLED AND YOUR COST IS REDUCED

99

WHEN YOU BUY

ZON-O-PHONE RECORDS

COMPARE THEM WITH OTHERS AND BE CONVINCED.

The money spending people of the country are being constantly confronted, through the leading magazines,
with the foregoing statement. As a result, inquiries as to where Zon-o-phone goods can be bought are
pouring in. These are referred to the dealers in that locality. Who's getting them in your town } Are you ?

Tapering
Arm
Zon-o-phones

begin at

$20.00

in oak, and extend
to

$75.00

in mahogany

Zon-o-phone

10 inch

Records

60 cents

Zon-o-phone

12 inch

Records

$1.00

Are you sure, Mr. Dealer, that you are pushing the best Talking Machine line— not alone best in quality
but best for profitable results ?

If it isn't the Zon-o-phone, you are deceiving yourself in both cases. May we enlighten you?

Universal Talking Machine Mfg. Co.

Camp and Mulberry Sts., Newark, N. J.

L ABAMA

Mobile W. H. Rcynalds, 167 Dauphin St.

ARIZONA

Tucion George T. Fisher, 7-9 E. Congress St.

CALIFORNIA

San Francisco. Peter Bacigalupi & Sons, 1021 Golden
Gate Ave.

San Francisco. . Byron Mauzy, 11G5-75 O'Farrell St.
Loi Angeles .. .So. California Mus. Co., 332 S. B'way.

ILLINOIS

Chicago Benj. Allen & Co., 181-141 Wabash Ave.

Chicago James I. Lyons, 192 Van Buren St.

MARYLAND

Annapolis Globe House Furn. Co.

Baltimore .... C. S. Smith & Co., 649 W. Baltimore St.
Baltimore Louis Mazor, 1423 E. Pratt St

MASSACHUSETTS

Boston Pike's Talking Machine Co., 41 Wash-
ington St

MINNESOTA

St. Paul W. J. Dyer & Bro., 21-tS W. 6th St

MICHIGAN

Detroit .T. E. Schmidt, 330 Gratiot Ave.

Distributors vf Zon-o-plione Qoods:

MISSOURI

Kansas City Mrs. J. Dixon, 804 Grand Ave.

Kansas City Webb-Freyschlag Merc. Co., 7th and

Delaware Sts.

Springfield Morton Lines, 325 Boonville St.

St. Louis Knight Mercantile Co., 211 N. 12th St

St. Louis D. K. Myers, 8839 Finney Ave.

NEW JERSEY

Newark Edisonia Co., 67 Halsey St

Hoboken Eclipse Phono. Co., 203 Washington St.

Paterson J. K. O'Dea. 115 Ellison St.

NEW YORK

Astoria IL. I.).. John Rose, 99 Flushing Ave.

Buffalo Neal, Clark & Neal Co., 843 Main St !

Brooklyn F. W. Rous Co.. 435 Fifth Ave.

Brooklyn B. G. Warner, 368 Livingston St

NewYork City. . Zed Company, 77 Chambers St.

NORTH DAKOTA

Fargo Stone's Piano Co., 614 First .\vc., N.

OHIO

Akron Geo. S. Dales Co., 128 S. Main St.

Cincinnati J. C. Groene Mus. Pub. Co., Race and

Arcade.

Cincinnati J. E. Poorman, Jr., 31 West 6th St !

Cincinnati Rudolph Wurlitzcr Co., 121 E. 4th St

OHIO

Cleveland The Bailey Company, Ontario St. and

Prospect Ave.

Columbus The Columbus Piano Co., North High

St.

OREGON

Portland Gra\-os & Co., Inc.

PENNSYLVANIA

Allegheny H. A. Becker, 601 Ohio St., E.

Philadelphia ...Disk Talking Machine Co., 13 N. 9th St.
Pittsburgh C. C. Mcllor Co., Ltd., 319 Fifth Ave.

SOUTH DAKOTA

Aberdeen McArthur Piano Co.

TEXAS

Austin IVtmecky Company, 411 Main St.

Beaumont K. B. Pierce Music Co., 60S Pearl St.

Dallas Dallas Talking Machine Co., 151 N.

Ervay St.

Houston Southwestern Talking Machine Co., 615

M.iiii St.

VIRGINIA

Richmond. ...The Hopkins Furniture Co., 7-9 West
Broad St.

CANADA

Toronto Whalcy, Royce & Co., Ltd., 158 Yonge

Winnipeg, Man., Whalcy, Royce & Co., Ltd.

THE TALKING MACHINE WORLD.

17

TRADE NOTES FROM LOS ANGELES.

Sherman, Clay & Co. Report Good Business —
What the Southern California IVIusic Co. Are
Doing — Travelers Make Pleasing Reports —
Birkel Co. to Handle Reginaphones — News
of Other Dealers.

(Special to The Talking Machine World.)

Los Angeles, Cal., Aug. "6, 1908.

Sherman, Clay & Co. are very much pleased
with business for the past month. Mr. Ruggles
is looking for new dealers in the outlying towns,
where he says the summer has little effect on the
trade. The business done in Searchlight folding
horns, "Place" dust brushes and Mello-Tone at-
tachments has been worthy of note, as numerous
orders have been received for them. The new
Victor I. with flower horn has sold well.

The Southern California Music Co. have been
very busy in their Edison and Zonophone whole-
sale departments, and during the summer are
making good use of all the spare time by install-
ing a new stock system, which when complete
will be a great help to them. O. A. Lovejoy,
together with Mrs. Lovejoy, is taking a vacation
and has gone on a hunting trip. Albert D.
Wayne, manager of the retail department, has
returned from his vacation at Ocean Park. Jas.
A. Stitt, treasurer of the same firm, is doing
some splendid advertising for the talking ma-
chine department in the local papers. They have
recently put up for the dealers cardboard boxes
for Edison records, holding from three to a dozen
records, according to the size of the boxes. These
boxes are intended to be used in place of wrap-
ping, and a space has been provided for the deal-
er's name. Edw. Borgum has returned from an-
other trip through the San Joaquin Valley, where
he says the business outlook is very good, the
fruit packing season having just commenced,
makes trade in all lines boom. Almost every
drug store in the valley has a stock of talking
machines and records, and speak very highly of
them as money makers. He finds The World is
read by almost every dealer, and gets a sub-
scriber if they do not read it. The Southern
California Music Co. had a record-breaking "Vic-
trola Day" early in the month, when they sold
three of those instruments, two style XVL and
one XX., together with $300 worth of- records.
Their weekly talking machine recitals have been
discontinued for the summer.

The Geo. J. Birkel Co. have lately taken a com-
plete line of Reginaphones and have advertised
them with good results. They also announce
that they will place all records purchased from
them in heavy cardboard holders, with a window

WATCHUNG
MOUNTAINS

av

Piiiladelphia.

Golf
Drives

PLAINFIELD,
N. J.

Trueil Hall,

(Formerly Hotel Netherwood.)
An Ideal Summer Home. Open All Year.

Erected at a Cost of One Half Million Dollars.

3 Minutes from Station.
TEN ACRES OF BEAUriFUL SHADE, HIGH AND DRY
NOT TOO HOT, NOT TOO COLD, JUST RIGHT. AMIDST JERSEY'S

PICTURE lANDS

Healtliful Climate. Excellent Views.

Also Truell Inn and Trueil Court.
Send for Booklet and Rates.

through which to read the label. This under-
taking has created much interest with the retail
customers and proven to be a splendid advertise-
ment. The Red Seal record business is very
good with them, and they have sold some splen-
did outfits to campers and persons spending vaca-
tions in the mountains and at the seashore. Mr.
Geissler is taking a trip to the northern part of
the coast in search of pleasure. He will stop at
San Francisco for a few days.

The Angelus Talking Machine Co. have remod-
eled the interior of their store so as to install a
tray system for their stock of Edison records and
to enable them to have more room for their grow-
ing business.

Sibly Pease is working up a good business in
his own interest, having taken the store and
fixtures of the Talking Machine Co. He is a
very ambitious and progressive person and is sure
to make a success.

W. S. Gray, Coast manager for the Columbia
Phonograph Co., has been in this city and in the
outlying territory in search of new dealers and
calling on the trade. Miss A. Brown has recently
joined the Columbia Co. and is the only sales-
v/oman in the trade for a long time.

The J. B. Brown Music Co. are using the daily
papers for advertising "The Brown Plan" for
buying a Victor and also "Vacation with a
Victor."

Good news comes from most of the dealers in
the smaller towns, and all are much in favor of
the "Good Roads" campaign, which is at its
height.

Forsythe & Johnson have had an increase in
business at Del Sur. Mrs. Johnson lately visited
the jobbers here.

A new music store has been opened at Modesto,
of which Fred Rogers is manager. They will
handle pianos, Edison phonographs and Zono-
phones.

J. W. Hoag, of Hanford, has added a full cata-
log of Edison records to his Victor line.

J. E. Dougherty, Fresno, Cal., has moved into
his new store and intends to devote much more
space to the phonograph business than hereto-
fore. Nishkian's Cyclery, in the same little city,
have just finished the work on two fine plate
glass sound-proof demonstrating rooms, and are
doing double the amount of business they for-
merly did.

Louis Ozuma, Porterville, Cal., has just put in
a full catalog of Edison records, which he has
long contemplated doing. G. L. Robbins, who
already carries a complete catalog, is another
Edison dealer in the same town, which is full of
business and a splendid field for talking ma-
chines, having a population of only 3,500.

R. D. Porter, of San Pedro, the "Harbor City,"
says he feels sure his city is growing and will
be very large, or at least his business is already
taking that course.

F. Pottgether has traveled about this section in^
the interests of Kobler & Chase, of Oakland,
making quite a lengthy stay in this city.

Some marked interest has been shown in the
commercial machines by large business houses. '
This field looks very promising and needs atten-
tion.

ENTERTAINED WITH THE VICTOR.

Louis W. Fickett, manager of the talking ma-
chine department of Cressey & Allen, Portland,
Me., who recently spent his vacation cruising
along the Maine coast in a small power boat,
took along a Victor 111., with which he enter-
tained the summer visitors in the various coves
and bays during the moonlit evenings. His
audiences, who gathered around in launches and
rowboats, were most enthusiastic.

Many people in Paris are putting in a new
burglar alarm consisting of a phonograph with
electric attachment to every door and window.
If either is opened, voices begin shouting in
every room of the house, "Help! Help! Police!
Thieves! Murderers!" and keep it up for ten
minutes without a break. At the same time the
apparatus. sends in an alarm to the nearest police
station.

ZEPPELIN reached his goal.
— He elevated the possi-
bilities of air navigation
and made a

Hit

with the whole population, not
only of Germany but the civilized
world.

It is up to you, Mr. Dealer, to

make a similar

Hit

with your clientele of customers. —
Elevate their standard in music,
by offering them the latest and
the best of Music reproductions

The Zon-O Plione Becortis

Play them on any disc machine
you want, but with best results on

Zon-0-Pliooe lacliines

Every selection is one of the latest

Hit

Have you seen or heard our
September list, out on August 10;
almost 3 weeks ahead of all others?

If not, come or write to

ZED COMPANY

Zon-O-Phone Distributers
Exporters

77 Chambers St., New York

18

THE TALKING MACHINE WORLD.

F. C. COCHRANE ENTHUSIASTIC

Over His Visit to tlie Laboratory of the In-
destructible Plionographic Record Co. — Re-
cently Became an "Indestructible" Jobber —
Chats of Conditions in Florida.

F. C. Cochrane, of Cochrane's Book Store, Pal-
atka, Fla., jobbers of Indestructible records, vis-
ited the laboratory and factory recently and was
much astonished and impressed by the magni-
tude and perfection of the work which is being
done by the Indestructible Record Co., who are
constantly making improvements and perfecting
their already well organized sj'stem.

Cochrane's Book Store has only recently taken
up the sale of phonograph supplies. They are the
largest distributors of picture cards in the South,
besides handling large quantities of stationery,
notions and sundries. Of course their business
is exclusively wholesale.

Mr. Cochrane states that his business in Inde
structible records has grown at the rate of 100
per cent, per month since he has taken on the
line. He is very confident of doing a large busi-
ness in these goods during the coming winter.
In discussing the financial situation in the South
he stated that although the price of turpentins
and naval stores has fallen offl considerably, the
pineapple and vegetable season has been a fairly
good one, and the Florida merchants, while they
are not doing their usual business, feel very hope-
ful for the coming season.

THE TRADE IN BALTIMORE.

Dealers Expect Fine Fall Business — Improve-
ment Already Noticeable — Columbia Co.
Salesmen Active — To Occupy New Quarters
— Good Demand for "Star" Machines — What
Other Dealers Report.

(Special to The Talking Machine World.)

Baltimore, IMd.. August 4, 1908.

If the talking machine business locally does
not prove to be a record breaker in the way of
sales this coming fall there will be a disap-
pointed lot of dealers in this city. For they are
a unit at the present time in predicting that
there is every reason for a great season in the
trade. Already, according to the majority of
talking machine men, there are signs of an im-
provement over previous months, while not a
few have gone so far as to declare that their
business during July even surpassed that of the
same month a year ago.

Manager M. E. Lyle, of the Columbia Phono-
graph Co., says that both retail and wholesale
trade for the month has shown an improvement.
One of the company's expert salesmen, William
O. Cooper, is traveling among the dealers in
North Carolina, and the reports from that sec-

tion are very encouraging. The Columbia Co.
have decided to move on August 15 into a new
and more spacious building, just below their
present store on West Lexington street.

Manager Joseph A. Grottendick, of E. F. Droop
& Sons, Howard street, near Saratoga, agents for
the Edison and Victor machines and records, is
away on his summer vacation. Mr. Roberts,
who is in charge temporarily, states that the
local trade has shown some improvement during
the month and that the prospects are encourag-
ing for good results in the fall.

Reports from Fred Seheller, who is the local
representative for the Star machines and rec-
ords, are to the effect that business is improving
right along and that he has every reason to look
forward for an excellent fall trade. He is hav-
ing particularly good results with the senti-
mental and popular song records.

The talking machine business has been on the
increase acording to W. A. Eisenbrandt, of H. R.
Eisenbrandt's Sons, who handle the Victor ma-
chines. Records have also been in great de-
mand all during the warm months.

Similarly encouraging statements are made at
Sanders & Stayman, who are agents for the Vic-
tor and Columbia machines. The firm have dis-
posed of several machines during the past week,
while the sale of the popular records has been
brisk. There has also been a good demand for
operatic records.

A WONDERFUL LITTLE DEVICE.

The Sherlock Stop Attachment for the Edison
Standard and Home machines, manufactured by
the Phono-trip Co., Toledo, 0., is certainly a
wonderful little device. The personification of
simplicity, it not only brings the phonograph to
a higher plane of perfection from a practical
standpoint, but adds materially to its appear-
ance. The best thing about it is that it can
be put on or taken off at will and does not in
any way injure the cabinet. Dealers and job-
bers should not fail to investigate this attach-
ment, as it will have unquestionably a large sale,
and the profit is more than adequate. See their
advertisement in this issue.

MRS. BLACKMAN GETS VICTOR-VICTROLA.

In his happy speech at the banquet enjoyed
by the National Association of Talking Machine
Jobbers at their annual convention held in At-
lantic City, N. J., July 6 and 7, Louis F. Geissler,
general manager of the Victor Talking Machine
Co., Camden, N. J., was so pleased with the pres-
ence of the ladies that he offered a Louis XV.
Victor Victrola, costing $300, to the member of
the committee of arrangements who conceived
this innovation, of which he heartily approved.
It appears Mr. Geissler was satisfied that J. New-

comb Blackman, chairman of the committee, was
entitled to the honor, and Friday last Mrs. Black-
man was surprised on the receipt of the beautiful
instrument at her home in Orange, N. J., "with
the compliments" of the Victor Co.'s popular and
capable general manager.

GRAPHOPHONE STORE IN THE CLOUDS.

Probably the highest graphophone store in the
world is owned by H. G. La More, Silver Plume,
Col. It is over 9,000 feet above the sea level,
and as can be seen from the illustration, is liter-
ally built on the side of a mountain. We quote
from a letter recently received from Mr. La More

addressed to the Columbia Phonograph Co.:
"Please send me window display No. 108 and
place my name on your mailing list for new ones
regularly as Issued. My store is above the
clouds, but I have a nice little business that is
getting bigger and better every day. I am posi-
tive that your window strips will be a big help."

DEVELOP YOUR HELP.

A man successful in affairs should be broad
enough to look forward to a good landing for his
later days. Either his son or another man's son
should be brought up with an understanding of
the underlying principles that guide the conduct
of the business, with a view toward filling the
captaincy when needed.

Without such foresight, vacations are too luxu-
rious to be possible and sickness is a menacing
danger that shackles enterprise. You can domi-
nate only while young and vigorous, as your
business should ever be — but cannot be without
constant infusion of new blood. The best mer-
chant must recognize this and provide 'or it by
tutoring before he himself becomes subject to
precedent and tradition, which in time are as a
rut: for conditions change rapidly and we are
still in the formative stages of retailing develop-
ment.

The Be^t Value for Your Customer with Big
Profits for You

FR. HOTZ HARMONICAS

To Retail rrom 10 Cents Each to $1.00

HTHE FR. HOTZ HARMONICAS were originally produced 80 years
ago and have always been looked upon as being the first Harmonicas
manufactured. During this long term of years the strictest attention has
been paid to the perfect construction of the instruments, so that to-day the
purchaser is assured of an excellence in Harmonica manufacture which
lime only can acquire. We offer the best quality in our goods for the
money and allow the dealer a big profit — no more, no less. Our 10-cent
and 13-cent styles are in a class by themselves, they cannot be equaled.

ASK YOUR JOBBER

If he cannot supply you, we will refer you to one who can.

A handsome catalogue with full prices
and descriptions is at your disposal.

Send for One

HOTZ, ^'"^ Brondway. New York ^-
Canadlan Olllci-: 76 York Street. Toronto

Factory: Knittlitigeu, Germany

No. 05

THE TALKING MACHINE WORLD.

19

69 BASINGHALL STREET, LONDON, E. C, W. LIONEL STURDY, MANAGER.

TRADE HAPPENINGS IN ENGLAND.

Business Not Satisfactory — Dealers Putting Up
a Splendid Fight — All Hopeful for Better
Conditions Later — New Disc Records Win
Praise — What Foreign Buyers Should Note
— Excelsiorwerk's Fine Line — Difficult Feat
in Recording — "Jumbo" Double-Sided Record
— Judgment in Edison-Bell and National
Phonograph Co. Suit — Decision on Copyright
— Men in Financial Trouble — President
Easton Welcomed — Russell Hunting With
Pathe Freres — "Celebrita Records" — Sterling
Hunting Co. Transfer Sole Selling Rights for
Records and Machines to Barnett, Samuels &
Sons — Provincial News.

(Special to The Talking Machine World. >

London, E. C, August 5, 1908.

English firms are not having a very rosy time
just now; general trade is bad and talking ma-
chine business is suffering accordingly. Money
is free enough, it is true, yet the percentage of
unemployed is still rising. Some idea of condi-
tions may be gathered from the British trading
returns for the last six months, which show a
decrease of over £46,000,000; in fact, there is a
decline in every branch of trade. Depressing as
this may read, the opinion seems generally preva-
lent that we are- approaching the end of the
slump, with better things in store. It is pleas-
ant to observe, too, the state of cheery optimism
exhibited by manufacturers and factors, though,
to be sure, their position is not so acute as that
of the retailer. The man with the small shop
has the keenest fight for existence these days of
depression, while at all times he has to face
competition by the large stores and the shop-
ping by post or mail order systems. The dealer's
lot is not an enviable one, but he is putting up
a splendid fight. By studying local conditions,
advertising as much as possible, and backing it
up with, effective and interesting window dis-
plays, better organization, etc., there is no rea-
son why dealers could not at the least tide over
temporary trade depressions.

New Comers in the Field.

Almost each month sees the introduction of a
new disc record. We have had several of late,
and in the majority of cases the most important
feature is "quality." The man-in-the-street often
asks what advance has been made in the re-
cording and reproduction of sound during the
last four or five years, and there are a good
many dealers who know no more. There is a
very perceptible, though perhaps gradual, im-
provement all the time, particularly so during
the last twelve months. Compare a record of
five years ago with one of the present-day issues;
the contrast is truly wonderful, and justly serves
to a more sympathetic appreciation of the al-

most lifelike records now issued. There is yet
room for improvement, who shall deny It (?),
but in some of the latefet records the reproduc-
tion is so little short of the natural as to al-
most deceive one. Especially is this manifest
with the new "Jumbo," and also the "Clarion"
disc records, which deserve the utmost support
of the trade, for they will unquestionably be-
come very popular with the public.

Prospective Buyers Please Note!

Conducting business between one country and
another is considerably more difficult than open-
ing up accounts in your own locality. This may
be fairly obvious, but there are a great many
retailers who do not recognize the difference.
In this way, supposing a manufacturer is will-
ing to take the risk of sending a sample of his
wares to a retailer located in the next county,
it is not to be expected that he will treat a for-
eign or colonial dealer in the same way. Yet
there are many who expect it. Several instances
were recently brought under my notice by Mr.
Maurice, of H. Lange's Successors. Their
"Klingsor" advertisement in our last issue
brought several inquiries from dealers and others
in various parts of the world. Some asked for
catalogs — which was the right thing to do —
while others requested that samples should be
sent them — which was the wrong thing to do,
unless cash accompanied the order. "Without
impeaching their good faith or honesty," said
Mr. Maurice, "it is not right of these traders,
thousands of miles away, to expect us to give
them credit cn a first transaction. It is all very
well for those firms who have previously dealt
of us, but we decline to send out goods indis-
criminately; cash should be sent with the first
order, and references supplied if it is afterward
desired to open an account." This is sensible
talk, which we think business traders will ap-
preciate. "Klingsor" products are real good in
every way, and the company support the dealer
by giving him a good profit, combined with
prompt despatch.

New Edison-Bell Record.

The Edison-Bell Disc No. 18 gives two very
laughable selections by Ben Lawes. One side,
"The Village Pump," on the reverse "Because I
Look a Fool," which tells of a countryman's
funny experiences in London. Both are excel-
lently recorded, the enunciation being perfect.

New Double Sided Disc to Appear.

A new disc record, double-sided, will shortly
appear on this market, under the name of
"Eden," emanating from a French house.
A New Steel Needle.

Apart from the many new products recently
introduced by the Edison-Bell Co., the trade will
shortly hear of yet another article, i. e., a finely
tempered steel needle, and a neat little contriv-

ance for sharpening it after use. The machine
is of simple construction, and acts its part
quickly and efficiently.

Useful for Talking Machine Men.

The Stickphast Cement is a valuable adhesive
adaptable for use in all talking machine work,
and, in fact, it will mend almost anything. We
say this after testing its utility in a variety of
ways. The cement is particularly useful for
repairing china, glass, or other similar waiie,
and if the article is afterward baked for about
two hours it will not come apart in even boiling
water. The Stickphast Cement . is. in- air-tight
tins, and is marketed by the Lea'derihall Press,
Ltd., of London.

Some Good Bargains.

Many bargains fell under the hammer at a
recent city auction, but on the face of it the best
bargain of all was a piano for which twenty-six
shillings was paid. The "instrument," however,
had been shipwrecked and had spent over ' a
month under water.

Decision on Cinematographs.
... Cinematographic reproductions of operas,
dramas and pantomimes, the Paris courts ha^e
decided, are a direct infringement of the author's
rights, and all such films wherever found were
ordered to be impounded and destroyed.

A Splendid Line of Machines and Motors.

In our advertising columns this montli the
Excelsiorwerk draw attention to their splendid
line of machines and motors. It is no exaggera-
tion to say that the Excelsior motor is the finest
on the English market, and the disc machines
also are prominent in the matter of quality and
price. Colonial and foreign houses should in-
vestigate the possibilities of these goods; gener-
ous terms are given to the trade, and full par-
ticulars will be forthcoming on application to
45 City Road, London, B. C.

A Difficult Feat of Recording.

One of the most difficult recording feats ever
accomplished was that which resulted in the
birth of Favorite record No. 64,026-7. This is a
double-faced disc, "Abide with Me" and "Lead
Kindly Light," played with the full peal of bells
recently installed in the tower of the Munich Town
Hall. The difficulty of obtaining such a record,
to reproduce naturally, is obvious, yet in both
selections the sweet bells come out splendidly
truthful. A record sale of this issue is a fore-
gone conclusion, and such a unique disc should
be a sale in all shops.

Must Refer to the Talking Machine! i '

A Munich journal says: Music is not a lux-
ury; it is one of the necessities of life. Proof?
It is universal, and in a lower or higher degree
is to be found in the wildest of places.

What Dr. Edwards Says.

According to Dr. Hall Edwards, the X-ray

BVBRVBODV

WAINTS

46

Because there are none to beat them for

Grand Tone and Quality

September list no-w out. Splendid variety of Songs and Band Pieces.

Specialty: Selections from Sullivan's Operas.

99

OBTAINABLE FROM ALL UP-TO-DATE DEALERS
WHOLESALE ONLY

THE INTERNATIONAL FAVORITE RECORD CO., Ltd. (of Great Britain)

45 CITY ROAD, LONDON, E. C.

213 DEANSGATE, MANCHESTER

20

THE TALKING MACHINE WORLD.

The Tariff Question Sotved

SPECIAL ARRANGEMENTS

Have been made, whereby any American Dealer or Jobber can
handle CLARION RECORDS at a good profit, quite irrespective of duty,
freight, or any other charges.

FULL
LENGTH

FULL
VALUE

Xlre "CLARION"

is a Gold-Moulded Cylinder Record

SEND FOR A SAMPLE SET AND DETAILS OF OUR PROPOSITION

THE PREHflER MANUFACTURING CO., Ltd.

81 City Road, London, England
Sole Agents for Victoria, Australia, Macrow & Sons, Ltd., 274 Little Collins St., Melbourne

THE TALKING MACHINE WORLD.

21

FROM OUR LONDON HEADQUARTERS -(Continuedj.

THE HARMONY COMPANY, Chicago, U. S. A.

Largest Manufacturers of

GUITARS, MANTDOLIIMIS AND DRUIVIS

FOREIGN TRADE SOLICITED WRITE FOR CATALOG

specialist, it is possible to produce a perfect
cinematograph picture showing the beat of the
human heart, though owing to the great expense
involved it has never been attempted.

Brooklyn Optimism in London.

Dr. Newell D. Hillis, the well-known Brooklyn
pastor, a visitor here, says: "Always be opti
inistic; don't go about all day gathering a bunch
of thistles to sit down on at night."

Important "Jumbo" Announcement.

Elsewhere in this issue will be found an an-
nouncement by Messrs. Bamett Samuels & Sons,
Ltd., offering to bona-flde traders a free sample
of their new "Jumbo" double-sided record. On
one side is "Hear What I Have to Say," which
gives interesting information of the record; on
the reverse side is a charming musical selection.
I am asked to announce that the "Jumbo" is now
entirely made in England, and everyone who
wants to be patriotic can do their duty by sup-
porting home industry; and for those of the
other school the Jumbo magnet is "Quality" and
up-to-date selections. On each record is printed
the number of revolutions at which it should
be run. Over 300 titles are now ready, and lists
will be forwarded upon application.

Diaphragm Triumphs Over Medical Science!

The following is a copy of a letter which the
Edison-Bell Phonograph Co. recently received
from one of their dealers:

"Dear Sir — My subject is a little unusual, but
I hope to interest you. The bank manager here
has undergone one of the rarest operations in
the world, having his larynx removed and hence
speechless. He breathes through a silver plate
in the throat. There are only three successful
cases on record and twenty specialists are watch-
ing this. The patient by inserting a rubber tube
in the plate and breathing by movements of the
lips and tongue manages to get a faint whisper,
now to the surprise of his surgeons he has made
an improvement; thus a tube is put in mouth,
about four inches rubber, and then a metal drum
with thin piece of rubber stretched across center,
making a kind of Id. squeaker of it, and it
joins his throat with a silver wire and bye-
pass. With this he speaks in a high tone. Now
what is wanted is a multiphone reproducer or
megaphone that will increase a whisper co an
ordinary tone. If your experimental laboratory
could '_lay their hands on an instrument that
would serve the purpose it would be a blessing
and I should be glad of your opinion."

Edison-Bell and the National Phonograph Co.

Judgment was given by his lordship on a mo-
tion by the National Phonograph Co., Ltd., to
vary the findings of the official referee as to

damages in an action brought against that com-
pany by the Edison-Bell Consolidated Phonograph
Co., Ltd. It will be remembered that the action
related' to a circular issued by the National Co.
in May', 1905, to the effect that the Edison-Bell
Co. had no right to use the- name "Edison." It
was tried by Justice Neville, who gave judg-
ment for the Edison-Bell Co., and directed an
inquiry as to the damages sustained. '/'This de-
cision was affirmed by the Court o,£-- Appeal, and
the inquiry took place before the qffi'cial'|i-eferee,
who reported that the Edison-Bell - Cd!' h^d sus-
tained damage to .the extent of £4,000, by "''reason
of the circular. The National Co. then moved
before Justice Swinfen Eady to vary the report
by reducing the damages. His lordship said
that the evidence for the Edison-Bell Co. clearly
showed how much less trade it had done in 1905
than in 1904, but the evidence connecting the
loss of trade with the circular was vague and
indefinite in the extreme; while on the other
hand, the chief cause of the large diminution
was clearly established by the National Co. His
lordship allowed the Edison-Bell Co. £50 for
loss of trade, and £96 9s. lOd. as the expense of
printing and posting incurred in refuting the
circular, thus reducing the damages from £4,000
to £146 9s. lOd. He awarded no costs to either
side either of the inquiry or motion.

A Recent Invention.
A recent invention here is a simple and in-
expensive device for automatically quenching
cinematograph film fires, which works very effec-
tively.

International Neophone Co.'s Catalog Sheet.

The International Neophone Co.'s catalog sheet
showing illustrations of their various products
is to hand. It is right up-to-date, and is an
undoubted help to traders.

Musical Copyright Decision.

Sir A, de Rutzen, at Bow street, dismissed the
friendly summons brought by Chappell & Co. to
test the question whether the rights of com-
posers and owners of copyright music extended
to perforated rolls for reproducing music in
Pianolas and similar machines. The magistrate
stated that after the most careful consideration
he had come to the conclusion that there was
nothing in the two later acts of Parliament to
lead him to suppose that the legislature intended
a written or printed copy of a musical work to
apply to a perforated roll. On the application
of Mr. Muir the magistrate agreed to state a
case. The talking machine trade was not rep-
resented.

Talking Machine Traders in Bankruptcy.

The following talking machine traders are

under bankruptcy proceedings: David Dinner,
Christchurch Road, Boscombe; Jordons (P. J.
Gibson), Sankey street, Warrington; Goodall &
Sherratt, of Oxford and Ealing. L. & E. Black-
wood, Coatbridge & Lennoxtown, called a meet-
ing of creditors last month. An offer of 20s. on
the pound, payable in instalments over a certain
period was made and accepted. Edgar P. Raikes
also underwent examination last month-.!» i-

The Premier Record List.

As the season comes nearer, the Premier Mfg.
Co. are increasing their record lists each month.
The July issues include twelve titles, as follows:
The "Belphegor March" and the "Strauss
March." two excellently recorded selections by
the Premier Military Band; "The Butterfly"
(intermezzo) is a tuneful piece by the Premier
concert orchestra; "In a Pagoda" and "In the
Lotus Field," as played by the Premier Bijou
Orchestra, are particularly good. There are
seven songs, two recorded by Stanley Kirkby,
'Come Back to Erin" and "'rU Take You Home
Again, Kathleen," both popular and well sung;
"I Don't Care if There's a Girl There," by F.
Miller, tells of a young man who would cheer-
fully endure hardships provided there's a girl
there, a good record, as also is that amusing
song, "I Will," sung by Woolmer Young; "Thd
Last Pub" is a topical ditty which draws awful
pictures of some possible results of the Licensing
bill; "When All Begin to Fly" and "Flip Flap"
should be good sellers; both are by an artist new
to the talking machine, viz.: Charlie Parker,
who has done well in his initial efforts at sing-
ing into the trumpet.

President E. D. Easton a Visitor.

Looking a picture of perfect health and vigor,
President E. D. Easton, of the Columbia Phono^
graph Co., paid a visit to London last month:
He has entirely recovered from the serious acci-
dent that befell him last January, when he was
thrown from a railway train while traveling to
his office in New York city one morning. Mr.
Easton returned on the Lusitania, July 25.

Russell Hunting With Pathe Freres.

News comes to hand that Russell Hunting has
been engaged by the Pathe Co. to reorganize
their record department. Messrs. Pathe li'reres
have secured a valuable man in Mr. Hunting.

Edison-Bell News.

Good things are reported of the Edison-Bell
discs and N. P. cylinders, which appear to be
going very well, time of year considered. Their
new disc machine will be ready very soon. how;
Each Issue Shows Improvement. ^

The constant efforts of the International Fa^
vorite Record Co. to achieve perfection in re-
cording is not without success. In each of their
new issues improvement is noticeable, and as
dealers are promised something specially good in
the September list, there is not the slightest
doubt but what those records will surpass any-
thing hitherto published. "It's quality that's
made the 'Favorite' a favorite all along," said
Mr. Vischer, ''and we are going to give better

The "World's" Register of British Manufacturers and Factors

The following are leading firms in the United Kingdom who will gladly mail Catalogues and Price Lists upon request

TALKING MACHINES

Records and
Supplies

Export a specialty. Ship-
pers are requested to state
their requirements.

American Talking Machine Co.

31 Tabernacle St., London. England

F. W. KOBIMSOIM

"The Talkeries," 213 Deansgate,
MANCHESTER, ENGLAND

Direct Importer of all kinds of DISC
TALKING MACHINES, RECORDS,
PHONOS., CYLINDERS, ETC.. and all
goods connected with the trade.

WHOLESALE, RETAIL AND EXPORT
on cash lines at close market prices.

itsn^K^ Correspondence Invited
«^ PROIHPT ATTENTION

Always open to consider pood lines suit-
able for the English and Foreign markets.
Improvements and Novelties preferred.
Send samples and prices.

SCE ADV'T ADJOINING

To Colonial and Foreign Bayers

The peculiarities of these markets
have never been more apparent than
at the present moment, requiring the
greatest care in pricing and bny-
ing, with a view to the future Hav-
ing had many years' experience, I
am prepared to l)uy for you upon
coniniission, and to li^eep you posted
up with all (lie latest production8
and act as your representative. I
buy rock l)Ottoin. Instructions to
purchase goods mu.st be accompanied
with order on Bankers to pay cash
against Bill of Lading.

Bankers. London City and Midland
Ltd., Manchester. For terras, please
write, stating requirements, to

F. W. ROBINSOIV.
213 Deansgate. Manchester, Eng.

FOREIGN AGENCIES

If You Want to Market Your
Goods in the United King-
dom, Write to Me.

I can handle profitably Cinematograph
Machines, Phonographs, and all Talking
Machine Accessories. My connection in
the trade is second to none, and my ref-
erences are first-class. Correspondence
invited.

R. PRIEUR

68 Basinghall St., London, E. C, Eng.

22

THE TALKING MACHINE WORLD.

THE "SULLIVAN"

Nu. ;iO. Solid Oak Cabinet, with Silk
Curtains.

THE "BIJOU"

Mahogany, Walnut or Oak Cabinet.

THE "PRESIDENT"

Mahogany inlaid

Highly and artistically finished
( ':ibini l

KUNGSOR

THE new season will soon begin and
a wise business man studies the
market beforehand and selects the
best and most profitable lines.

You cannot, to your own advantage,
do better than to apply to us for our
new colored illustrated catalogue of our
celebrated KlingSOr Talking Machines
and Sundries. We challenge any machine
on the market conceming working, tone-
quality, finish, etc. We do not claim
cheapness, as you are well aware that a
good machine cannot be cheap, but we
are still cheaper than any other machine
for what we give you for your money.

All machines are of the best and solid
wood, either in oak, mahogany or walnut,
British made throughout, specially adapted
for export to stand any change in tem-
perature.

The machines are fitted with the best
motor in the market "the well known and
famous ELxcelsior Motor."

Catalogue Free On Application.

H. Lange's Successors,

THE "GOUNOD"

No. 135. Open.
Without Doors. In Oak, etc.

THE "REGENT"

No. 165 E.L.
Mahogany Inlaid. Glass Doors.

THE 'WAGNER"

lliKhly rniislu-d soliil Oak Cal)inct.

ESTABLISHED 1854

21 Little Portland Street, Oxford Circus, :: LONDON, W., ENG.

THE TALKING MACHINE WORLD.

23

FROM OUR EUROPEAN HEADQUARTERS- (Continued.)

value than ever; the instrumental and vocal rec-
ords which we shall have ready in September
will be the finest we have issued, and will
include several of the latest hits, besides selec-
tions of Sullivan's opera on our new 12-inch
discs." Several ot the "Favorite" agents have
already placed advance orders, and it is expected
that these records will reach a large sale. Trad-
ers can have full particulars on application to
the company's London headquarters, 45 City
Road, E. C.

Somewhat of a Mix-Up!

Discussing the new patent law and its result,
a London newspaper says that the first important
company to meet the new conditions is "the Edi-
son-Bell Co. of America. A large factory has
been opened at Wiliesden, and there phonograph
records, hitherto exported to these shores from
America, Germany, France and Belgium, are
being made by English workmen. It is esti-
mated that in a year's time 500 men will be em-
ployed in the factory." The factory in question
is, of course, that of the National Phonograph
Co., but we have not seen that any disclaimer
has been issued.

Talking Machines as Soap Premiums.

A while back we heard of the Sunlight Soap
people offering pianos as prizes to their custom-
ers. Messrs. Lipton have gone one better, and
in order to introduce a new soap which they are
placing on the market, they have initiated a
huge advertising scheme, the essence of which
is that thousands of talking machines are to be
given away. A. Lyon & Co., factors, have secured
the first order to supply 10,000 disc machines and
records. We understand that the Beka record
will figure in this. It constitutes perhaps the
largest order ever placed in the talking machine
industry, and we congratulate Messrs. Lyon on
their smartness in fixing up such a fine con-
tract.

Mme. Tetrazzini in IVlilan.

Mme. Tetrazzini is taking a rest in Milan
from August 1 to September 28, on which date
she returns for a long provincial tour covering
all the principal centers. After this New York
and Philadelphia will see something of her until
April next year, when she returns to London
for the giand opera season.

"Celebrita Records" Just Issued.

Public taste is every year growing more in the
direction of the very highest class of music, and
record manufacturers are recognizing this and
catering to it. Evidence of this is furnished by
the announcement in the Columbia August Sup-
plement of twenty-seven 12-inch "Celebrita Rec-
ords." They are songs and operatic selections
by singers of the very highest repute.

S. H. Sheard's Long Tour.

Perhaps the longest tour ever made in the in-
terests of the talking machine was that of S. H.
Sheard, of the Gramophone Co., who has just
reurned to this city after a journey lasting thir-
teen months. During this period several of the
British eastern dependencies were visited, and
many new accounts opened up as a result.

Columbia Record Haunted Him.

Splendid things are being said about the new
tone-arm cylinder graphophones introduced by
the Columbia Co.

Those accomplished duettists, Collins and
Harlan, have been making more Columbia rec-
ords, one of which was announced in July. The
editor of the Cardiff Weekly Mail heard the rec-
ord and it caught his fancy. So he played it
over again and then once again, and he repeated
the process so often that finally he wrote and
published in his paper the following paragraph:
"We have had serious thoughts of entering an
action against the Columbia Co. for distracting
our thoughts by the haunting jingle tune of
'I'm A-running After Nancy,' a tune that has
stuck to us waking, sleeping, working and idling.
We can't get rid of it."

Good Line for Colonial Trade.

In his advertisement this month Daws Clarke
again draws attention to the Graduated Flex
Diaphragm, which, by the way, is a remarkably
good line for Colonial and foreign dealers. The
"Flex" gives a natural reproduction, and retail-

ers can considerably add to their turnover by
introducing this diaphragm to their customers;
especially those of an inventive turn of mind,
who like to experiment and make up their own
sound boxes. Through his advertisement in The
World Mr. Clarke is doing good business with
American jobbers and others.

An Arrangement of Exceeding Interest,

Sterling & Hunting, Ltd., of 59 City Road, this
city, announce that on August 1 they transferred
to Barnett Samuels & Sons, Ltd., the sole selling
rights for the United Kin'gdom and Australasia
of all goods previously controlled by them. In
future all orders and other matters relating to
"Odeon" and "Fonotipia" records and "Odeon"
machines, etc., will be dealt with by the latter
company. Sterling & Hunting, Ltd., also an-
nounce that, acting on the advice of many of the
foremost dealers in the country, they have de-
cided that all future "Odeon" records shall be
double-sided. The proprietors of "Odeon" rec-
ords have, in the past, always identified them-
selves with this form of disc, and as the new
records will retail at a reduced price of 4s. each,
it is confidently expected that a greatly increased
volume of business will result. Barnett Samuels
& Sons, Ltd., in a letter to the trade announcing
the acquisition of the new selling rights, state
that they will very shortly issue a new and com-
pletely revised catalog of "Odeon" records, in
which the prices of the various sizes and par-
ticulars as to exchanges, etc., will be clearly
set forth.

TRADE REPORTS FROM THE PROVINCES

MANCHESTER NOTES.

Manchester, August 3, 1908.

In Manchester trade has held up exceptionally
well, but the past week or two has, however,
distinctly shown signs of a little set-back. Holi-
day making has commenced in real earnest, and
for the next month or two will hold its kingly
sway. The fine weather recently experienced
has caused most of the dealers to think of tak-
ing a little recreation and recuperation.

In nearly every establishment, however, prepa-
rations are now being considered in regard to
the next season's trading. Very exceptional
terms are being offered by some of the leading
London houses, who cater for the trade in the
North, to say nothing of dating and invoicing
three or four months ahead. This, however, is
bad business. Short credits are becoming the
rule, and beneficially so, as far as the factors
and leading merchants are concerned; but we

hear that some of the southern factors have
such heaped up stocks that they are only too
glad to dispose of them on the above system,
which is most regrettable, because such goods, if
bought now, say at three or four months' post
dating, are likely to become obsolete and out of
date before the season opens, and as there are
so many changes at the present moment occur-
ring and likely to occur, it will be poor policy
for the retailer to handicap himself for later
sales, for the benefit of three or four months'
extra credit during the holiday season, when no
sales are taking place worth mentioning.

We have also had our attention directed to the
policy observed by certain wholesale houses in
giving credit indiscriminately to retailers who
have, by hard work, fostered a nice little grow-
ing business. Their representatives give such
credit, that is quite unwarranted by the size
and stock and "locus standi" of the retailer, and
the result is the latter is packed up with goods

Have You ^ Got This

Free Sample?

As a Dealer You Are Entitled to It

WRITE AND ASK FOR IT

3/-

JUMBO

10

Retail

Duplex

Wholesale Agency

32-36 Worship Street, LONDON, E. C, ENG.

THE TALKING MACHINE WORLD.

FROM OUR LONDON HEADQUARTERS- (Continued.)

to such an extent that the debt becomes a mill-
stone around his neck, and he probably finds
himself in embarrassing circumstances. Then
the largest creditor in question steps in, takes
over the business quietly, and employs the late
proprietor to be their manager on a salary ar-
rangement, thereby gaining the good-will and
hold of the business at a trifling cost. We have
had recently several cases brought to our notice
of failures for large amounts. Certainly such
amounts that were never warranted by discreet
and careful traders. -

In Manchester, however, the next season prom-
ises to be a good one.

C. Duwe, of High street, has secured the sole
control of the "Twin" records, and expects great
things from them.

Messrs. Richardson say trade is well up to
anticipations.

Manager Grossman, of the Columbia Co., Mar-
ket street, reports sales as very good for the
time of the year. They have recently had some
exceptionally nice sales in the "Symphony
Grand" at £45. It is becoming quite a popular
model in the North.

Burrows & Co. report that business, upon the
whole, is very satisfactory, notwithstanding a
slight lull experienced during the past month.
They are proposing to extend their already large
premises by taking in additional room in the
basement and on one of the upper floors. Their
stock increasing, as it does, by leaps and bounds,
necessitates these extensions on purpose to give
facilities for prompt dispatch and delivery.

and Archer & Sons report increased high-class
sales.

Impending changes are in the air regarding
the Melograph Disc .Record Co. This company
have secured some of the best-known artists for
their further issue of records.

At Jake Graham's business is exceptionally
good. The same report is made by Messrs.
Dibbs, Ltd.

Mr. Foster, of Birkenhead, spoke most highly
of The Talking Machine World, and the value
of the contents from the dealer's point of view.
He anticipates that next season, owing to sev-
eral bicycle dealers having dropped the record
and phono business, that his will be the Birken-
head emporium, and as such will carry a very
large stock, and to do a larger trade than
hitherto.

The trade outlook in Liverpool for the coming
season is most promising. It is confidently ex-
pected that the regular sales season will open
at a much earlier date than last year, either in
August or the beginning of September, at the
latest. The recent bad weather has had a great
deal to do with the increase of business during
the last month or two, and altogether, Liverpool
dealers are in a very cheerful frame of mind.

phone sales are reported somewhat moderate.
They, however, expect great things in the fu-
ture.

At the Parker Phone Co., Queensgate, and at
Moore & Co., Manchester Road, a lull is being
experienced. Owing to the holidays and general
outdoor enjoyments now taking place this was
to be expected. Mr. Moore has recently taken
up Favorite records, in addition to his other
lines, and expresses himself as very delighted
with them.

At Dyson's, Ltd., preparations are now being
made in regard to the next season's trading, and
in all probability they will handle a big line of
disc machines in addition to their already old-
established cylinder business. Pathe goods will
be a strong line with them, also Edison-Bell,
and with the latter trade is reported as very
good.

At the present moment everyone in the North
is looking forward to the advent of the new
"Twin" disc record, 10-inch diameter, to sell at
2s. 6d. retail.

ADVERTISING IS INSURANCE.

BRADFORD NOTES.

UVERPOOL NOTES.

Liverpool, August 4, 1908.

In Liverpool, generally, a very welcome wave
of trade has been experienced during the past
month. In most of the houses good sales have
been reported, and agents generally appear to
be very well satisfied with their recent trading.

Messrs. Richardson, Thompson, Helsby & Co.,

Bradford, August 5, 1908.
Generally speaking, Bradford shows a distinct
sign of improvement as regards sales. Messrs.
Appleton are well pleased with the results up to
date, and although one naturally expects a little
lull during the summer season, it has not been
so great as it might have been. All the lines
handled by this firm have been in good demand,
besides which there has been a special run on
Clarion cylinders. Mr. Appleton looks forward
with the greatest expectations to the Clarion
disc record, which is being placed upon the
market.

At Joshua Marshall's, Bank street, gramo-

Have you ever considered an advertising cam-
paign from the standpoint of an insurance policy?
You insure against such contingencies as fire,
shipping disaster, dishonest employees, etc., as a
matter of course, but the moment some one men-
tions advertising as a business-builder for your
particular benefit, you immediately begin to
"hedge" and vow that you cannot afford such an
expensive luxury, etc., etc.

Have you ever thought that the greatest of all
commercial calamities — loss of trade — can be in-
sured against? The "premium" represented by
the cost of advertising is, in proportion to the
importance of the security afforded, no higher
than other insurances; in fact, it is considerably
smaller and soon becomes a minus quantity.
Any other kind of insurance is an expense:
worse than that — it is a dead loss so long as
there is no "claim."

Excelsior Disc Machines

Our Principle, QUALITY FIRST, has led us to
:V I O T O R Vz===
The enormous sales of our products speak for their
Rirst Class Quality and Popularity

Excelsior Motors

The Acme of Perfection

Six Models Playing

5 minutes

6 minutes

7 minutes
9 minutes

12 minutes
25 minutes

With our various types oi
machines we supply
either

Concert Sound-box

or

Concert Grand Sound box

or

Loud-tone Sound-box

IVlodul XII

COLOGNE-NIPPES (Germany)

121 Niehlcr-Kirchweg

TELEGRAMS
Excelsiorwerk, ColoKnc

Write for full list 1<

Excelsiorwerk, Ltd.

45 City Road, London, E.G.

TELEGRAMS :
Visclicrilc. London

THE TALKING MACHINE WORLD.

25

But the insurance of trade represented by ad-
vertising carries a direct profit with it. It covers
not only the risk of losing trade, but also the
minor risk of being compelled by competition to
carry on business at a diminished profit.

Thus the "insurance premiums," represented by
your advertising outlay, are so systematically re-
couped by the current and simultaneous increase
of profits that, instead of being regarded as an
investment *of capital, as they ought logically to
be, they are almost invariably written off, year
by year, as a current expense.

A considerable proportion of such "premiums"
could pro'perly be treated as invested capital,
since the goodwill and assured maintenance of
demand is a tangible and salable asset.

Think it over — you who have been accustomed
to regard advertising as so much blue sky and
hot air. It's a thoroughly practicable business
proposition and should be considered in no other
light. Keep up your advertising "premiums"
and you won't have to "die to win."

IMPORTANT COPYRIGHT DECISION.

Supreme Court (Court of Cassation) France,
Decides IVIechanical Reproduction of Copy-
righted IVIusic Is no Infringement of Com-
poser's Copyright — The Use of Copyrighted
Words Is Held to Infringe — Decree of Court
of Appeals Affirmed.

In a decree handed down July 23, the text of
which has not yet reached this country, the
Supreme Court of France has finally affirmed
the decision by the Court of Appeals, Paris, of
Feb. 1, 1905, that under the laws of France the
use of copyrighted music by mechanical musical
devices is no infringement of copyright. The
court holds, however, that the use of copyrighted
words on records for talking machines without
the permission of the copyright proprietor con-
stitutes an infringement of the author's copy-
right.

Perforated rolls for piano players, music box
sheets and all other devices for reproducing
music alone, remain free in France from the
claims of the owners of musical copyrights, as
they have always been heretofore. Talking ma-
chine records containing music only are in this
class. A band or orchestral record fit "Soldiers'
Chorus" from Faust, for example, would be held
not to infringe, but the use of the words "Sol-
diers' Chorus" from Faust, whether spoken or
sung, would constitute an infringement accord-
ing to the court's decision.

Up to date the Supreme Court in four coun-
tries, United States, Belgium, Austria and

me ROYAL

LATEST AND BEST
EXPANDING

^ The only album constructed on scien-
tific principles— adapts itself to the
number of Records.— Full particulars.

THE CITY MANUFACTURING CO.

56 City Road, London, England

France, have decided that the use of musical
compositions on mechanical devices is no in-
fringement of musical copyright. In the United
States, Belgium and Austria this covers all kinds
of musical compositions, including talking ma-
chine records of words. By the decision in
France, however, the use of the words without
the express permission of the copyright proprie-
tor is held to be an infringement.

"India is a great mart for the talking machine.
No other field in all the export world is so large
or worthy closer attention." This is a "tip"
worth noting by our advertisers both at home
and abroad.

NEWS ITEMS FROM INDIANAPOLIS.

ATTRACTIVE WM. J. BRYAN WINDOW.

Here is another rattling good idea for window
display worthy the consideration of talking ma-
chine dealers. The thought it plainly expresses
is that Bryan now speaks in everyone's home on
the leading political issues of the day througli the
phonograph. Simplicity is the keynote of the de-
sign. The platform is nothing but a couple of
boxes with light 30 x 4% inch boards on top.
Bach board is lettered on the end to correspond
with a Bryan record and a plank in the Demo-
cratic platform. The sign at the back is the two-
color hanger that went out with the Bryan rec-
ords. The bulletins of the latest records should
also be shown, and the illustrated card on the

Summer Dulness Disappearing — Dealers Hust-
ling— Indiana Phonograph Co. and Columbia
Co. Make Good Reports Anent Business Con-
ditions.

A WINDOW DISI'L.VY OF NATIONAL CO.

same subject. The other two signs are home-
made. After you get your boards made you can
trim this window in fifteen minutes. In this con-
nection the National Phonograph Co. say: "If it
does not sell Edison phonographs and records
we are mighty poor guessers."

TO GET CLOSE INSPECTION OF STOCK.

To get close inspection of this stock, one mer-
chant last month flooded his town with attrac-
tive circulars folded and held by clothes pins,
which were numbered consecutively.

Duplicate numbers on small cards were mixed
up and 40 lucky numbers were drawn by three
well-known citizens.

On each Saturday for four weeks ten of these
numbers were attached to various articles in
stock ranging in value from 25 cents to $3.

Then this merchant ended the explanation of
his plan on his circular by saying: "It is up to
you. Look over our stock and where you find
an article with a number on it corresponding
with yours, the article is yours absolutely free.
Isn't that fair enough to everyone?"

(Special to The Talking Machine World.)

Indianapolis, Ind., August 8, 1908.
Indianapolis talking machine dealers are ex-
periencing the usual dull period of the summer,
but business is not discouraging at that. The
talking machine men of Indianapolis are great
fellows to keep on "pushing" in spite of circum-
stances. They advertise and send out circular
letters whether business comes in or doesn't, but
they usually come out all right in the long run.

The Indiana Phonograph Co., on Virginia ave-
nue, who handle Edison machines, report an en-
couraging business. They do not merely have

favorable reports, but
are getting good or-
ders from out in the
State, and that's what
counts. This com-
pany, as reported last
month, has been taken
over by Linton (Ind.)
men. Charles Craig,
who was proprietor
of the Indiana Phono-
graph Co. until re-
cently, is taking his
first vacation in years.
Mr. Craig has amassed
a comfortable fortune,
and declares that he
will work no more
until he has enjoyed
a good long rest. Then
probably he will seek
to enter some busi-
ness. Most of his
money is invested in
Indianapolis rental
property, and he finds
it profitable.
Thos. Devine, of the Columbia Co., is having
a great run on the Columbia record known as
the "Herd Girl's Dream." He cannot remember
a single instance, he says, in which the record
has been played for a customer and has not been
sold. Mr. Devine reports the sale of several
high-priced outfits. He says there is a marked
tendency among the buyers to go to the best
there is to be had.

The Kipp-Link Co., who handle Edisons and
Victors, report business quiet.

Joseph Joiner, who handles Victor machines,
says the talking machine business just now is
outshining the piano business.

S BKYAX REI-OIU>.S.

IT IS NOW PHONOGRAPH AVENUE.

OPPORTUNITIES IN INDIA.

Consul-General William H. Michael, of Cal-
cutta, calls the attention of American manufac-
turers to the opportunities they are losing in
India. He enumerates a number of specialtie.s
which could be sold to advantage, including talk-
ing machines. The value of this market is borne
out by a letter received the other day from
Charles G. Bryant, an old-time subscriber of The
Talking Machine World in Bombay, who says:

South Sixth street at Sabetha has so many
graphophones, phonographs and music boxes
among its property owners that the thorough-
fare has now been rechristened Phonograph ave-
nue, says the Kansas City Journal. One of the
men who does not own a talking machine de-
clares that he gets Sousa, Bryan, Sam Small,
Harris, Melba, Dockstader, Creatore, Nordica,
Caruso, Williams and Walker, from Columbias to
the right of him, Edisons to the left of him, and
Victors in front of him, volleying and thunder-
ing, preaching, singing, appealing, quarreling
and howling, until he wants to rent or sell.

PHILIP NEALE,

PMOIVO. EXPERT,

5 Chalk Farm Rd.

LONDON, N. W.

Talking Machines of every description repaired.
Special terms to the trade. City address and price
list on receipt of postal. No Job too Bmall — no
job too large.

26

THE TALKING MACHINE WORLD.

TRADE NEWS FROM BOSTON.

Improvement Over Previous Month — More
Floor Space for Columbia Co. — Manager
Chamberlain on Vacation — Royer & O'Neil
Change Victor Territory — Victor Victrola for
Boston Theatre — Boston Cycle Co.'s Good Re-
port— Indestructible Records in Demand.

( Special to The Talking Machine World.)

Boston, Mass., August 10, 1908.
Fiercely hot weather, thunder storms and
crushed pocketbooks have left their impression
on the talking machine trade of this city for the
past two weeks, but not to such an eflect that
anybody is discouraged. The month of July, in
most stores, was better than June, and the last
two weeks of August are expected to do much
to make good the record of the month, despite
the temporary dulness being experienced just
now.

The changes made on the street floor at the
Columbia Phonograph Co. have resulted in an
increase of business. It gives more floor space
to customers, and enables them to get back fur-
ther from the noise of the street. Manager
Oscar Junge is optimistic and has injected a
great deal of his enthusiasm iuto his sales force.
Mr. Junge entertained General Manager George
W. Lyle, of the Columbia Co., recently.

In the Columbia's windows this week was a
very attractive series of signal flags, which, to
the initiated, read, "Come In." There was also
a miniature ^railroad crossing-post, with the
words "Stop, look, listen" on it. This attracted
much attention, especially from the many
Knights of Pythias who have been holding their
national encampment here.

Quite a number of the Kjiights of Pythias are
members of the talking machine trade, and they
inspected the various stores here.

Wholesale Manager A. W. Chamberlain, of the
Eastern Talking Machine Co., goes to New
Hampshire on Aug. 15 for a vacation. Business
here on the Edison goods, is reported as holding
up well, especially on the medium-priced instru-
ments. Among the visitors here this week was
Mr. Nadeau, of Somersworth. N. H., and M. A.
Carpell, of the Herzog Art Furniture Co., Sagi-
naw, Mich.

Herbert L. Royer, formerly manager of the
Osgood Co.'s talking machine department here,
has exchanged territories with D. J. O'Neill, for
the Victor Co. Mr. Royer has been covering the
territory through Pennsylvania, while Mr.
O'Neill was here in New England. As Mr.
O'Neill lives in Pennsylvania, and Mr. Royer
lives here, the change gives them an opportunity

to sleep at home occasionally and get acquainted
with their families.

Manager Sylvester, at the Osgood Co., had a
very flue window display of Victor records and
machines this week, and his department is show-
ing a good profit to the house.

Manager Henry Winkelman, of the Oliver Dit-
son Co.'s talking machine department, has re-
turned from his vacation at Webster, Mass. The
Ditson Co. have done some unusually good ad-
vertising of the Victor machines recently, tak-
ing advantage of the grand opera deluge that
has come to Boston.

In the lobby of the Boston Theater this sum-
mer a Victor Victrola is being used, and it
attracts a lot of attention, drawing people into
the lobby and getting them interested in the
vaudeville attractions inside.

Wholesale business with the Boston Cycle &
Sundry Co. for July shows a big improvement
over June, and so far this month is up to the
same period last year. Manager Andrews says
that the demand for medium-priced goods holds
stronger than he has seen it hold for some time.

At the Pike Talking Machine Co. quite a busi-
ness has been worked up in Indestructible rec-
ords. Mr. Pike is one of the most extensive
advertisers in the local trade, and he says that
he finds it pays.

THE TALKER IN BASEBALL

How the Slagtown Beauts Almost Lost the
Game Through the Work of Several Well
Placed Machines With Prepared Records.

"Never let the unexpected catch you with your
hands down," said the veteran manager to a
cluster of select proselytes. "In baseball the
weather is never so fair to preclude the possi-
bility of being hit by a streak of lightning.

"Long ago I forgot how to feel surprised, but
I'll confers that last summer I had a speaking
part in a baseball comedy that almost had my
curiosity climbing out of the tank. The team I
was bossing, the Slagtown Beauts, had held a job
near the roof end of the league through a rough
season, but as we neared the get through date
the finishing niches of all the teams were prac-
tically settled and affairs had quieted somewhat.

"The heavy strain was over, and when I led
my Beauts into a fray with the Milktown Pansies
I rather expected the game would be disfigured
with characteristics of the listless life. But I
always take off my hat to the percentage column,
and I gave the Beauts a strong urge.

"No developments worth writing about oc-

Get Ready
for Tall

Now is the time to get your
business house in order so that
you can be in shape to take
care of the early Fall trade.
We can help you in many
ways. Our business is so sys-
tematized that we can have
orders filled and on their way
to destination shortly after
they are received. Prompt-
ness has been one of the corner-stones upon which this business has been
built. We manufacture and job exclusively, do no retailing, therefore
when you deal with us, you get the advantage of our many years' experi-
ence in catering to the needs and requirements of the retail dealers. We
have a number of specialties which we control and everything in the
talking machine line, whether machines or accessories, we can supply you
with in the shortest possible time.

THe Boston Cycle and Sundry (6.

48 Hanover Street

A Boston, Mass.

curred until the third inning. Our side was
handling the wand and our first man hit a ter-
rific ground ball to third base. The official at
the almost home corner let the pellet plunk his
shins, and when he hurled it over to first it was
some yards behind the runner. But I had a neu-
rotic spasm when the batter turned the wrong
way and meandered off toward the stands.

" 'I never accused you of thinking with more
than one cylinder,' I yelled to hinr, 'but Gold-
stein's West End Sluggers know when they're
safe.'

" 'The umpire called me out!'" he said.

" 'You're a liar,' yelled the decision merchant.

"For the next few moments I was doing heroic
work as a peace promoter, but I got things cooled
down.

"Our next man went to first on four balls, and
I switched on the signal to steal second. He ran
down on high speed and finished with a slide
that looked as if he had rollers fastened on his
front. It was a fancy snatch, and I was about
to tell him so when he arose and stood aimlessly
on the base line spanking the dust out of his
garments. Of course he was tagged.

"'You lump of animated vacuum!' I yelled at
him. 'Are you playing ball or do you think
you're posing at a beauty show?'

"'He called me out!' retorted the runner, wav-
ing his hand.

"'I didn't, you squid!' shouted the exasperated
umpire. 'What's the matter with you leather jug-
gling dubs? If there's any language you under-
stand '

"Again I had to coax the dove to fly, though
my own thoughts would have made Dante drop
his pen and run. The next Beaut to waggle over
the rubber was our headline performer, and I
had hopes of better things.

"Sure enough he cracked out a beautiful three
bagger. He cantered around like a colt to third.
But instead of staying there he walked down to-
ward the plate at a funeral pace and got slapped.

"I bit a pencil into three pieces before I let
myself speak, but before I got to my player the
umpire was on the job.

"'I presume I called you out, didn't I?' he
yelled.

"'You certainly did!' said the runner.

"The umpire let go and hit him in the eye, and
it was three, minutes before I could wade into the
mixup. There was so much excitement in the
atmosphere all hands were choking, and restor-
ing order was harder than taming a Russian.

"I finally got the floodgates up and the Pansies
went in to bat. But the Beauts were playing on
their nerve now, and though we all were guess-
ing till we couldn't think straight the Pansies
went out in one, two, three order.

"Our opening batter was the third baseman, a
Frenchman, and as he walked to the plate you
could see Charlemagne climbing out his eyes.
The flrst ball pitched he slammed on its center
of gravity. It was really a home run, and as the
runner neared the plate I was there to watch de-
velopments.

"Just as he flapped his foot on the rubber I
heard a curious whirring noise, and then a voice
began to croak:

Honey boy, I hate to see you leaving,
Honey boy. for you I shall be grieving —

"I grabbed a bat and pried that plate from its
moorings. I uprooted a squawking, yowling pho-
nograph. The Beauts rushed for the three sand
bags and tore them loose. Clinging to the nether
side of each base was a talking machine, and
when we shook them up they bellowed 'Out' with
distinctness and regularity.

"If somebody hadn't slipped a wrong record
into the can of talk at the tally cushion those
phonographs might have had us still asking our-
selves the answer."

The Ancient Order of Gobblers. Lodge No. 2,
of which C. V. Henkel. president of the Douglas
Phonograph Co., New York, is the Most Ex-
hausted Ruler, enjoyed a dinner last week on
Chambers street, gotten up in Herr Schmidt's
I'ost style. Several new members were put
Ihrongh their paces and formally admitted into
ilio exclusive order.

THE TALKING MACHINE WORLD.

27

NEW EDISON MACHINES AND RECORDS.

The National Phonograph Co. Announce the Edison Amberoi Record as Well as Three New Types
of Phonographs"will be Ready Oct. 1st — The Record Will Have Twice the Playing Length of
Present Record Without Increasing Size — Attachments Also for Old Machines.

An important circular letter, the substance ol
which we print herewith, has been sent the trada
by the National Phonograph Co.:

"October 1, 1908, will mark the beginning of a
new era in the history of the Edison phonograph.
On that date we will put into effect a number of
changes and improvemeiits in Edison phono-
graphs and records that will mean as much to
the future of your business and ours as did the
introduction of the gold moulded record and the
model C reproducer of 1902.

"1. The New Record. — This will be known as
the Edison Amberoi record. Its most important
feature is a recording thread of 200 lines to the
inch, or twice as fine as the present record of 100
threads. By this means twice the playing length
is secured without increasing the length or diam-
eter of the record itseif. Since the finer thread
required a smaller reproducing point it became
necessary to find a new composition that would
successfully resist the wear of the reproducer.
More than two years were spent in experiment-
ing to secure these results, the work of several
experts being constantly directed and supervised
by Mr. Edison. The Edison Amberoi record is
the most wonderful production of its kind that
the world has seen. The engraved sound waves
are so minute that the eye cannot follow them,
and yet the sounds are reproduced even more
clearly, more naturally, and more sweetly than
by the present record. The present two-minuto
record will be continued without change until
' further advised.

"2. The Attachments. — With a record of finer
thread came the problem of devising a plan by
which the record could be marketed without
compelling present owners of phonographs to buy
new machines. This was solved by the con-
struction of attachments embodying the principif^
of the differential gear and including a new ro-
producer with a smaller reproducing point. At-
tachments have been made for all Edison phono-
graphs except the Gem.

"3. New Types of Phonographs. — On October 1
we will place on the market three new types ot
phonographs to be known as the Standard phono-
graph, combination type; the Home phonograph,
combination type, and the Triumph phonograpn,
combination type. These will be equipped to play
both records and will have two reproducers. They
will be sold at slightly higher prices than the
present Standard, Home and Triumph machines.
At the same time we will supply the Idelia, Bal-
moral, Conqueror and Alva machines equipped
to play both records, at no advance over present
catalog prices.

"How the Changes Will Be Made. — Salesmen
will leave our factory about August 15 and call

Talking Machines,
Typewriters, Phono-
graphs, Adding Ma-
chines, Cash Regis-
ters, Guns and Tools,
and on all Polished
Instruments.

It Absolutely
Prevents Rust.

Sales Quadrupled in 1907

1866

1907

WILLIAM F. NYE

NEW BEDFORD, MASS.

as rapidly as possible on all jobbers in their re-
spective territories. They will fully instruct the
latter concerning the new attachments, etc. Full
instructions for putting attachments on all pres-
ent phonographs will be included with each at-
tachment. It is also possible that copies of these
instruction sheets will be sent to the entire trade
by mail.

"How to Order. — The first list of Amberoi rec-
ords will comprise 50 selections. An advance
copy is enclosed. This list has been made up of
such a variety of selections as will make the
widest appeal. It will be impossible to supply
jobbers with samples of these records. We must
ask jobbers and dealers to place advance orders
without delay for such quantities as they may
require. * * * "We shall work our factory
day and night for an indefinite time, but we
doubt if we shall be able to meet the demand for
the Amberoi records, the attachments and tha
new combination phonographs. * * * Addi-
tional lists of Amberoi records will be issued
later.

"October 1 the Selling Date. — Shipments of
Amberoi records, attachments and combination
type phonographs will be made from Orange as
fast as possible after orders are received, distant
points getting attention first. Under no circum-
stances will jobbers or dealers be permitted to
offer for sale at retail any Amberoi records, at-
tachments or combination type phonographs be-
fore October 1 even though they may be received
prior to that date."

RECORDS FOR ORIENTALS.

Records in

Native Dialects Brought from Far
East for Use Here.

For the first time in the history of phono-
graphs and talking machines, phonograph records
from the countries of the Far East have come to
New York. Seventeen cases of these records,
many of them Masters for reduplicating, in-
tended for the Japanese and Chinese in the
United States, arrived recently on the British
freight steamer Satsuma from China and Japan.
These records were specially made for Chinese
and Japanese consumption, and include operatic
selections in the Oriental tongues that only
Chine;e and Japanese can appreciate. These
records will be made into disks and cylinders,
and many copies made, for there is a great de-
mand for native songs, music and other selec-
tions in the many Chinese and Japanese colonies
all through the United States.

SILVERSTEIN'S CLEVER PUBLICITY.

(Special to The Talking Machine World.)

Louisville, Ky., August 8, 1908.
Last night a delightful excursion on the
steamer Columbia was given by the Hiram Chap-
ter, U. D. One of the most enjoyable features
being a concert on the Columbia graphophone
furnished by Morris Silverstein, the clever, hus-
tling local manager. During the day Mr. Silver-
stein paraded the streets in an automobile with
one of the finest Columbia graphophones with a
universal horn playing popular selections. The
crowds at some crossings were so large that
traffic was almost suspended and everyone voted
Mr. Silverstein an expert in the field of unique
advertising.

"One day recently he had the music turned on
constantly and everybody who cast a line caught
fish.

" 'Whenever I play the song "In the Evening
by the Moonlight," scores of pompano and sea
trout are pulled in and nobody has bad luck,'
said Green. 'I cannot account for it otherwise
than that the music draws the fish and that they
have favorites, like human beings. Any one
doubting this can see me demonstrate any day.' "

CAN ONLY HANDLE THE EDISON LINE

HERE IS THE PRIZE FISH STORY.

A despatch from Los Angeles, Cal., dated Au-
gust 7, says: "Postmaster A. L. E. Green, of
Playa del Ray, made the strange discovery that
a phonograph will attract and charm fish.

"He has had a machine grinding out negro
melodies on the pier, and noticed that anglers
invariably made good catches when he kept it
going, and bad no bite§ when he shut it off.

Of Phonographs and Cylinders — Jobbers and
Dealers Receive Important Communication
from the National Phonograph Co. This
Week.

Edison jobbers and dealers received the fol-
lowing announcement this week which was is-
sued by the National Phonograph Co., bearing
the signature of President Frank L. Dyer: "We
beg to announce that on and after October 1,
J 908, unless extended as hereinafter provided, we
will refuse to fill orders for Edison phonographs
and records from jobbers or dealers who may
handle other lines of cylinder machines and cyl-
inder records, except such other cylinder ma-
(hines as may have been taken in exchange for
Edison phonographs as permitted by our agree-
ments. In order that entire justice may be done
to any jobber or dealers who may have in stock
considerable quantities of other cylinder ma-
chines and cylinder records, we will, upon writ-
ten application in any particular case, consent to
an extension of this time to December 1, 1908,
in which to dispose of such stocks, but in no case
will we supply Edison phonographs and records
to jobbers and dealers who after October 1, 1908,
may continue to purchase other cylinder ma-
chines and cylinder records."

MLLTIPHONES PRO AND CON.

Two Reports for the Stockholders to Ponder
Over These August Days.

The reorganization committee of the Multi-
phone Operating Co. met Saturday last and de-
cided to mail a majority and minority report to
the stockholders next week. The minority re-
port, signed by Harrison G. Glore, will advise
that the stockholders break away from the Multi-
phone Co., now in the hands of a receiver, which
owns the plant, and continue business with about
600 multiphones that are now in operation.

The majority report advises the stockholders to
pay the debts of the Multiphone Co., amounting
to about $240,000, in order to retain the plant
and patents, so that more machines can be put
in operation. A meeting of the stockholders is
to be called for the latter part of August, at
which the reports will be acted on.

Wednesday J. T. Williams, general manager of
the Victor Distributing & Export Co., has departed
from New York for a resting spell in the moun-
tains of Western North Carolina along the fa-
mous French Broad River. Mrs. Williams,
whose father owns a mountp.in down in that
picturesque section, went along. Mr. Williams
expects to do some tall fishing and possibly a
little hunting, but not for "moonshine," that is
indigenous to that country.

Manager wanted for retail store, in live town of
60,000, where Columbia goods are sold exclu-
sively; state experience, complete references,
and salary expected. Address Box 10, care
Talking Machine World, 1 Madison avenue, New
York.

Two good outside retail salesmen, who have a
thorough knowledge of the talking machine busi-
ness; excellent opportunity for advancement;
state experience and salary and commission ex-
pected. Address Box 12, 1 Tyladison avenue. New
York,

28

THE TALKING MACHINE WORLD.

VICTOR RECORDS BY WM. H. TAFT.

The Victor Co. Announce Eleven Records by the
Presidential Candidate on the Republican
Ticket — Subjects of Exceeding Interest.

Eleven new records made by Wm. H. Taft, can-
didate for President on the Republican ticket,
were announced this week by the Victor Talking
Machine Co., and they will certainly help to
increase the already great popularity of this
gentleman. They were recorded at Hot Springs,
Va., last week, and are most perfect, owing to
their distinctness of enunciation. Mr. Taft's
earnestness and sincerity are emphasized in the
clear and ringing tones in which he discusses
many of the great questions of the day from the
standpoint of his party.

For those, however, who do not care for po-
litical questions there are several subjects of gen-
eral interest which will be appreciated Dy
all parties.

It is safe to say that few men are more popular
than the Republican nominee for President, and
these new Taft records are destined to have an
enormous sale. The numbers and titles of the
records are as follows: 5552, Effect of Proposed
Jury Trial in Contempt Cases (10), 5553, Labor
and its Rights (10); 5554, Rise and Progress of
the Negro (10); 555d, Democratic Policy Prevents
Restoration of Prosperity (10); 5556, Postal Sav-
ings Banks (10) ; 5557, Our Foreign Dependen-
cies (10); 5558, Irish Humor (10); 5559. The
Farmer and the Reptiblican Party (10); 31708,
The Republican Party Stands by Mr. Roosevelt
(12); 31709, Functions of the Next Administra-
tion (12) ; 31710, What Constitutes an Unlawful
Trust? (12).

PEOGRESSIVE POLITICS.

No voter will have excuse for ignorance of the
voice, appearance and daily life of the candi-
dates, says the New York World. Thousands of
rolls have been prepared from the original cylin-

ders into which Mr. Bryan and Mr. Taft talked.
Moving picture films will be furnished of the
notifications and conventions. Post cards show-
ing Mr. Bryan in his alfalfa field and Mr. Taft
on a Panama steam shovel have been printed by
the million.

The nickelodeons will take part in a Presiden-
tial campaign for the firet time, and the mails
will be used more than ever. In one sense, poli-
tics is progressing.

INDIA AS A FIELD FOR TALKING HACHINES

I special tu tin- Talking ilacliiuL' \V(.ikl.)

Bombay, India, July 10, 1908.
India to-day offers the largest field in the Far
East for the talking machine. In nearly every
town, city and village, the local talking machine
dealer is an important factor and a leading mer-
chant. He sits in his little shop in the bazaar
with a dozen or two machines in stock and a
stock of records, and is ever prepared for the
coming purchaser. When he has sold one type of
machine he immediately orders another from the
wholesale dealer in the large cities, as he can only
afford to carry possibly a sample of each style
of machine. Trade has, in late years, grown to
immense proportions, as India has become an
open field for the manufactures of all countries.
One sees in the local bazaar every type of Amer-
ican machines, new French models, Swiss-made
machines, and cheap clockwork German-made
machines, which find a ready sale among the poor
classes of people in which this country abounds.
However, the sale of more expensive machines
has also been in the past enormous, and the de-
mand still continues steady. As a matter of fact,
it would appear that this field has only been
touched, and the possibilities are that a large
demand will continue for many j^ears. One sees
the various native languages beautifully repro-
duced in all the various leading dialects, and
in particular in the Hindustani, Marathi, Gujer-
athi, Bengalee, Tamil, Burmese, Ceylonese, and
enterprising dealers are even now engaging in
the reproduction of such languages as the Telgu.

a southern Indian dialect, the Canarese, the My-
sore dialect. Efforts are also being made lo re-
cord some of the languages of the tribes of the
northern frontier and mountain districts in the
northern part of India, and even to enter the
Amir's unfrequented country of Afghanistan, and
record the voices of the people of this mountain-
fast region.

The Star talking machine line has caught on
very strongly in this country, and dealers appre-
ciate their mechanism and general finish, and the
prospects for a large sale are splendid.

SOME CLEVER PUBnCITY.

We present herewith a photograph of the win-
dow display made recently by the Twenty-third
street store of the Columbia Phonograph Co., and
which attracted considerable attention. It con-
sisted of the replica of the famous $5,000,000

Cullinan diamond, the largest in the world, and
which was presented by the Transvaal govern-
ment to the King of England.

Gibson Bros., the progressive music dealers of
Rochester, Pa., have taken on Edison phono-
graphs and records. Their first order was a large
one.

J. M. Greis, of Lancaster, N. Y., has opened
a moving picture show in his piano store on West
IMain street.

SAVI

l_l

OF VOUR RECORDS

BY USING

The Place Automatic Record Brush

FOR EDISON PHONOGRAPHS AND VICTOR TALKING MACHINES.

DiiTciuTcn (September ?5 and October 2. 1906
r-Aicni]tu-|3„j, septembsr 10, 1907.

PRICE, 15 CENTS
CAN BE USED ON ALL PHONOGRAPHS

Kemoves lint and dust from rccnrd aulcumuically. Saves Sapphire from wenrlng Hut
and prevents rasping .sound. Insures a perfect playing record. It Is equally as efllclent
when recording. It Is too cheap to be without.

.Vo. 1 fits Triumph \o. 2 Standard and Honu- \o. ."» (iein

THE PLACE No. ID

Disk Record Brush

FOR

VICTOR EXHIBITION SOUND BOX

PRESERVES THE LIFE OF DISK RECORDS

Auiomatically cleans the Record Grooves and gives the needle ;i clean
track to run in. Insures a clear Reproduction and prevents Record getting
scratehv. Makes the Needle wear better. Dust and dirt in the Record grooves
wear the record out iiuickly and grind ihe Needle so ii cuts the Record.
SAVE THE LIFE OF ^■0^R RECORDS.

|rf^^^ SAMPLES '"^ ^"^^

" 1(1 any lobher or Dealer
who ilon't handle llieni. VVritO NoW

P A I pr D C are re.iuesteil lo i;el their supply from
^ ^ ^ ^ tlieir regular Jobber. it he will not sup-

pis \oii wiile us lor ihe name of one who will.

MANUFACTURED
BY

BLACKMAN TALKING MACHINE CO.

97 CHAMBERS STREET, NEW YORK

J. NEWCOMB BLACKMAN
Piesident

"The White Blackman"

THE TALKING MACHINE WORLD.

29

TIMELY TALKS ON TIMELY TOPCIS

An announcement of the gravest importance
was made on the first of the month by the
National Phonograph Co., Orange, N. J., re-
garding the future attitude of Edison jobbers,
and dealers who may handle other cylinder rec-
ords. This is the first official notice sent out
over President Dyer's signature, and doubtless
the step therein made must have had serious
consideration for some time. The National Co.
seldom make a hasty move that may in any
way affect the marketing of their products, and
the present, it - is assumed, is no exception. The
company notify their jobbers and dealers that
on and after October 1, 1908, they must not
handle cylinder records other than those bear-
ing the Edison trade-mark. This date may be
extended to December 1, where large stocks of
the prohibited lines exist, and even further
special arrangements will be conceded when
expedient. The main point, however, is that the
Edison line must be sold exclusively, or suspen-
sion will be in order. Frankly, this is a radical
move; in fact, it is drastic and far-reaching.
The details in full of this important circular,
which reached the trade only last Saturday, may
be found elsewhere in this issue of The World.

The even exchange proposition on "Cut out"
records by the Victor Talking Machine Co., Cam-
den, N. J., in effect from August 1 to 6, was a
most generous offer. They estimate it will cost
them fully $100,000 to carry it out, but as the
company candidly stated in their circular letter
of July 25 to the trade, "it will introduce an ele-
ment of security and encouragement to the trade
that should soon return this investment to us
in increased business. ... An exchange on
'Cut-outs' virtually solves all the dealers' troubles
over bad selling stock." With this circular went
another furnishing complete details as to ship-
ments and explanations concerning the issue of
certificates of exchange, etc. This liberal pro-
posal had no more than reached the trade be-
fore some dealers — possibly a large number the
country over, for all that is known to the con-
trary— endeavored to impose on the distributers
or pick flaws with the arrangements.

These foxy dealers, who, like the poor, are
always with us, demanded that instead of imme-
diately forwarding to their distributer, on receipt
of the certificate of exchange signed by the com-
pany, "an order for an equal quantity of records
returned, class for class," that the credit be ex-
tpnded over several months or at their conveni-
ence, as it were. Dealers in this category were
not loath in threatening distributers with the
loss of their accounts unless this peremptory re-
quest was complied with forthwith. They abso-
lutely ignored paragraph 9 of tbe stipulations, as
follows:

"Distributers are only authorized to honor this
certificate when accompanied by a new order for
immediate shipment, for records selected from
the June, 1908, Numerical Catalog, and for a like
number of records in the respective classes, ac-
cording to the terms of this exchange proposi-
tion. No back order whatever to apply, and the
value represented by this certificate cannot be
applied to the credit of a dealer's account, with-
out an exchange. All distributers will be held
to a strict account for their action in this re-
gard."

With this unlooked for development a number
of prominent distributers in the leading centers
got together at once and agreed to support each
other in maintaining the Victor Co.'s promulga-
tion in letter and in spirit, the recalcitrant deal-
ers to the contrary, notwithstanding. Evidently,
however, distributers elsewhere were more or
less perturbed by this unexpected development,
and made representations at Camden headquar-
ters that drew forth promptly the following terse
supplemental pronouncement, from General Man-
ager Geissler, on August 5:

"Immediately Important. — We want you to
read again paragraph No. 11 of our 'Cut-out rec-
ord' exchange proposition to distributers; also
paragraph No. 9 of the same proposition to deal-
ers, and respect them. We are in receipt of a
letter from one of our distributers stating that
some of his dealers telephoned and have writ-
ten to him within the last twenty-four houis re-
questing that he permit them to place their
order on condition that these records be con-
sumed within several months, they claiming that
this proposition was made to them by several
eastern jobbers. Such a proposition is simply
absurd and an atrocious imposition. All we
have to say is that we shall take pleasuie in
searching out any distributer who does this and
shall either suspend him or cut him off."

This was taking the bull by the horns with a
vengeance, and the refractory dealers who were
hit between the eyes by this thirteen-inch shot
will probably never know what struck them if
they still continue their efforts to impose upon
their distributer. All the latter are called upon
to do in the premises is to stand firm and "turn
down" every dealer who may be guilty of so
gross an impertinence; for the Victor Talking
Machine Co. know their business and are pre-
pared to back up and support their distributers
to the end.

■ The copyright situation, of course, will re-
main in status quo until Congress meets again
in December. Then, as the session is a short
one, the passage of a bill revising the existing
statute is extremely problematical. The courts
in the European countries are adjudicating their
laws on appeal, the latest decision coming from
France, a summary of which appears on another
page. In the meanwhile the music publishers
here, notwithstanding their aggressive attitude
on copyright — that is, that part to bring in addi-
tional revenue to themselves — are moving heaven
and earth and possibly jolting a few stars, to get
their music on the records. When the manufac-
turers, who make their own selections irrespec-
tive of the urgings. special requests or protesta-
tions of the publishers or alleged writers, do
reproduce the so-called popular "stuff" — the word
is used advisedly — it is only after infinite pains
and tests have been made as to its salability.

Were the record makers to reproduce all the
pieces sent them by the publishers they would
accumulate a stock of junk themselves and
swamp the dealers and jobbers with goods that
would materially add to their burdens by having
immediate additions to the "dead ones," the cry-
ing evil of the trade. As one of the leading cut-
ters of perforated music rolls — placed in the
same class as records by judicial decree — re-
cently stated to The World, "The publisher does
not figure in this copyright controversy. He
represents, not primary but secondary interests,
and the question is 'where does he get off?'
Nevertheless the publisher is making more fuss
than any of the interests concerned in the ulti-
mate fate of a revision of the copyright laws;
but in the meantime secretly making the best
deals they can with the record manufacturers,

whom they denounce in public as 'robbers of
their property', etc., etc. It is a pretty kettle of
fish, so to say, with the publishers occupying not
only an inconsistent, but a ridiculous position
as well.

:i! * * *

Professor Rubner, of the University of Berlin,
has just invented a registering apparatus which
enables one to calculate the number of noise
waves striking upon the ear in any given period.
The new apparatus proves beyond question that
the prolonged labor — it is none the less existent,
though we are frequently unconscious of it — to
which the acoustic nerve is subjected in large
cities or large establishments has the effect ulti-
mately of paralyzing its efficiency and conse-
quently of creating a breach in the intellectual
center which may be the beginning of cerebral
dissolution. Rubner points the moral of his in-
vestigations by showing that insanity is rare
among the inhabitants of moderately sized coun-
try towns. It is, he says, greatest in cities and
in great solitudes. On the principle of "the
identity of countries," according to Hegel, con-
tinuous existence in a tomb-like silence would
have as bad an effect upon the brain as the noises
of a vast city.

J. B. LANDAY ARRIVES FROM EUROPE.

James B. Landay, of Landay Bros., Victor
distributers, and secretary and treasurer of the
Zed Co., Zonophone jobbers, New York, got in

JAMES B. LANDAY.

from Europe, August 10, where he had been
since early in June. It was Mr. Landay's wed-
ding trip, and he and Mrs. Landay had a most
enjoyable time touring the United Kingdom and
visiting the principal continental cities and fa-
mous points of interest. They came back on
the "Nleuw Amsterdam," of the Holland-Ameri-
can line, from Rotterdam, and had a delightful
voyage. Brother Max, who is on jury duty in
the criminal branch of the Supreme Court for
a month, got excused long enough to meet Jim
and his bride at the pier.

W. D. Shafer, president, and W. L. Ryan, sec-
retary and treasurer of the Talking Clock Mfg.
Co., of St. Louis, have been spending the past
week in New York calling upon manufacturers.

The Diaphragm is King

Everybody indorses our

WOOD DIAF»HRAG]VI

for Cylinder Reproducers
PRICE, including Cross Head and Link, $1 EACH.

NORCROSS PHONOGRAPH COMPANY

New Lang Building, 662 Sixth Avenue
^= NEW YORK CITY ==

30

THE TALKING IVIACHINE WORLD.

TALKING POINT m

The Aluminum Tone Arm on Columbia

DISC GRAPHOPHONES

The basic patent covering the modern record-engraving process is a Columbia patent.

The idea of a high-speed record which made musical reproduction possible, was a
Columbia discovery.

Outside of these two points, the Columbia Aluminum Tone Arm has perhaps done
more to establish the Graphophone as a musical instrument than any other one thing.

It is a scientific fact that aluminum has the remarkable quality, when used as a
sound conveyor, of wholly eliminating all false vibrations, and producing a soft, full, per-
fectly natural tone, impossible to obtain from any other metal.

Music lovers were quick to appreciate this fact when first demonstrated on the
Columbia Disc Graphophone, as well as the marked improvement in the compactness,
convenience and general appearance of the instrument — and thousands of Columbia dealers
have been making money out of it ever since.

]

COLUMBIA PHONOGRAPH COMPA

THE TALKING MACHINE WORLD.

31

r IS A SELLING POINT

The Aluminum Tone Arm on Columbia

CYLINDER GRAPHOPHONES

A few months ago we announced the first appHcation of the Columbia Aluminum
Tone Arm to Cyhnder Graphophones.

We put out the ' ' BQ ' ' machine — and have never once gotten any more than caught
up with our orders.

We later put out the **BO" long mandrel model — and it has certainly taken hold.

We are rapidly applying the Aluminum Tone Arm to every one of the Columbia
Cylinder machines except the " BK " and the "BC" — and this program is sure to give
every man handling Columbia Cylinder Machines a new hold on his trade.

The Aluminum Tone Arm is doing as much for cylinder machines as it did for disc
machines. It not only unmistakably improves the tone, but it transforms the whole make-
up of the instrument. It swings the horn OVER instead of away from the cabinet, and
dispenses entirely with the horn crane, horn stand and rubber tubing. Yet the cover of
the cabinet can be locked in place without interference, as always.

The prospective buyer of a cylinder machine can see these advantages almost as far
as you can. — Catch his eye! Get his money!

, Gen'l, Tribune Building, New YorK

32

THE TALKING MACHINE WORLD.

PRACTICAL SUGGESTIONS AND COMMENTS

THE TAPE OR "STRIP" RECORD.

"I noticed in a recent issue of The World,'"
said James H. Parsons in a communication dated
July 30, "a reference to a tape or "strip' record,
but fail to see wbat advantages it would ofier
over the cylinder or disc record. At first glance
it would seem that a longer record could be made,
but as a matter of fact, in order to get as much
a.<? on the high-speed cylinder record the strip
would have to be 200 feet long, and to have it
equal the ten inch disc it should be approxi-
mately 275 feet in length. Now a tape of that
length would be rather awkward, and would not
be as satisfactory as the record now in use. To
be sure, the strip would be indestructible, but it
would suffer from being continually reeled, the
same as the music used for piano players.

HOW WILL RECORDS BE LENGTHENED?

"That there is a future for the tape record is
not improbable — in fact, nothing will remain un-
tried in the talking machine field. I believe
longer records are bound to come. The question
is, what form will they take? There are three
ways of lengthening a record. It can be run at
a slower speed, so that more can be recorded in
the time limit, or the grooves of the spiral track
can be cut nearer to each other by using a feed
screw of a finer thread, or again, the cylinder
could - be made longer, or the disc of a larger
diameter. As you doubtless know, the first and
second methods have been tried in the past
abundantly, and we are not likely to see a return
of the slow-speed records or a 200-to-the-inch
thread."

We thank our correspondent for his communi-
cation, and trust that some of the practical work-
ers in the talking machine field will continue the
discussion.

APPLYING FOR A PATENT.

Joseph J. Johnson writes The World under
date of Aug. 1, as follows: "I have been work-
ing for some time on an improvement on talking
machines, which I desire to protect by patent.
How can I best go about it?"

You ma}' consult a lawyer or some reliable con-
cern making a specialty of patents, or you may
handle the matter yourself. It would be neces-
sary to present to the department the form and
arrangement of the parts, their mode of opera-
tion, and the special advantages of the new fea-
tures embodied in your device. It would be also
necessary to send either a model of convenient
size, or a sketch, drawing or photograph will an-
swer as long as they illustrate the invention. The
department, on application, will send you the
necessary legal forms to be signed, or sworn to.
The first government fee is ?15, and the final gov-
ernment fee, which is not payable until after
the application is allowed, is ?20. Should you
place the matter in the hands of a lawyer it is
probable that he would charge you, in addition
to this, about $40 or $50. As a matter of course,
it will be best to have these specifications and
drawings prepared by an expert, to the end that
the proper claims are formulated. As soon as the
application is filed in the Patent Office, the in-
ventor is protected a.gainst the grant, without
his knowledge, of a patent for the same thing to
another person. In due time the invention
will receive the consideration of the official ex-
aminers, who will make such objections and cite
such references to other patents as they think
proper. In such cases, the layman is at a disad-
vantage and the matter is best handled by a
lawyer. United States patents are granted for a
term of seventeen years and cannot be extended
except by special act of Congress.

ORCHESTRA AND PIANO ACCOMPANI-
MENTS.

J. M. Cordingly, of Kansas City, writes us as
follows: "In many of the vocal records which I
have lately tried I notice that the voices are ac-
companied by orchestra when the song would be
much clearer and more effctive, in my opinion,
were it accompanied by the piano. Why is it

that the piano is not used more in accompani-
ments?"

We take it that the orchestra is used more
than the piano simply because the gentlemen con-
stituting the expert staff of the various labora-
tories consider that the best effects can be se-
cured thereby. The lack of security in tone vol-
ume, the tendency to over-tones and other con-
ditions known to the musician and record
makers, all tend against the piano being used
effectively as an accompaniment in certain songs.
The upper register records brilliantly and satis-
factorily, but the middle and lower register of
the piano has a tendency to flatten out in a
manner anything but eft'ective. It has been dem-
onstrated that the orchestra is much more ef-
fective, inasmuch as the reed and string, instru-
ments can be used oftentimes in a way to help
the voice and give more color and "life" to the
record. Nevertheless some very excellent records
with piano accompaniments are listed, and the
heads of the various laboratories are doing won-
derful work toward getting finer results all the
lime.

MAKING RECORDS OF VIOLiN AND PIANO.

A subscriber of The World in Oklahoma City
writes: "'I have just had an inquiry from a
customer regarding making records at home of
the playing of a violin and piano, and in this con-
nection I would like to know whether the pho-
nograph should be placed in front or behind the
piano, and where should the player stand so
that the best effects could be had from the two
instruments? The party who has made the in-
quiry is one of my vei y best customers and a
steady purchaser of leccrds. The information
will be thankfully received.'"

In making records at home the best results
~ can be obtained by placing the talking machine
on a pedestal, or back of the piano with the horn
pointed toward the upper register or treble sec-
lion of the sounding board. It would be best
to use a special recording horn which can be
had from a jobber, although the regular horn
could also be employed in a satisfactory way.
The party playing the violin should stand as
closely as possible to the horn without interfer-
ing with the tones from the piano. Also see
that the talking machine is run at a uniform
speed, say of 160 revolutions a minute, which is
the customary speed employed in making records.

OUR FOREIGN CUSTOMERS.

Amount and Value of Talking Machines
Shipped Abroad from the Port of New York.

(Special to The Xalkiii;; Macliiue Woi ld. )

Washington. D. C, August 8, 1908.
Manufacturers and dealers in talking machines
will doubtless be interested in the figures show-
ing the exports of talking machines for the past
five weeks from the port of New York:
JULY 13.

Cartagena. .5 pkgs., $320; Calcutta. 30 pkgs.,
$57.5; Havre, 7 pkgs., $363; Kingston, 5 pkgs.,
$150; London. 24 pkgs.. $1,438; 5 pkgs., $193;
Rio de Janeiro. 46 pkgs., $1,715; Yokohama, 15
pkgs., $619.

JULY 20.

Belize, 16 pkgs., $486; Berlin, 4 pkgs.. $200;
Colon, 2 pkgs.. $123; Guayaquil, 5 pkgs., $152;
4 pkgs., $230; Kingston. 4 pkgs., $321; Las Pal-
mas, 3 pkgs., $129; Demerara, 3 pkgs., $216;
London, 23 pkgs., $1,342; 8- pkgs., $589; Manila,
2 pkgs., $100; Rio de Janeiro. 19 pkgs.. $1,653;
Sydney, 16 pkgs.. $6,000; Trinidad. 12 pkgs., $463;
Valparaiso, 6 pkgs., $242; "Vera Cruz, 80 pkgs.,
$1,746; Vienna, 12 pkgs., $405,

JULY 27.

Brussels, 17 pkgs., $370; Buenos Ayres, 144
pkgs., $6,912; Colon, 5 pkgs.. $157; 1 pkg.. $100;
Havana, 9 pk.gs.. $871; Kingston. 7 pkgs.. $235;
London, 7 pkgs., $441; 75 pkgs., $2,257; 128 pkgs.,
$3,083; Melbourne, 652 pkgs., $18,585; Para, 1
pkg.. ^100; Rio de Janeiro, 19 pkgs., $205; Santi-
ago, 12 pkgs., $150; Southampton, 3 pkgs., $100;

Sourabaya, 4 pkgs., $106; Vera Cruz, 86 pkgs., $6,-
429; 37 pkgs.,- $1,204.

AUGUST 2.

Auckland, 40 pkgs., $626; Barrios, 8 pkgs., $5»0;
Berlin, 227 pkgs., $1,917; Buenos Ayres, 18 pkgs.,
$666; 21 pkgs., $3,397; Colon, 5 pkgs., $129; Guay-
aquil, 2 pkgs., $105; 1 pkg., $100; Havana, 26
pkgs.. $810; Hong Kong, 38 pkgs.. $3,451; Liver-
pool, 71 pkgs.. $2,857; Melbourne, 11 pkgs., $112;
Rio de Janeiro. 43 pkgs., $2,912; Santos, 4 pkgs.,
$187; Shanghai, 38 pkgs., $1,138; St. Johns, 6
pkgs., $167; Savanilla, 10 pkgs., $120; Valparaiso,
8 pkgs., $242; Vera Cruz, 45 pkgs., $947; Vienna,
6 pkgs., $299; Yokohama, 38 pkgs., $3,514.
AUGUST 10.

Bremen, 1 pkg., $125; Calcutta. 8 pkgs., $126;
Colon, 3 pkgs., $193; 4 pkgs., $341; Havana, 3
pkgs., $120; London, 37 pkgs., $1,896; 13 pkgs.,
$511; 5 pkgs., $310; Manila, 11 pkgs., $320; Mel-
bourne. 10 pkgs., $237; Manchester, 16 pkgs.,
$621; Sanchez, 3 pkgs., $167; Vera Cruz, 74 pkgs.,
$4,198.

DEATH OF EDWARD F. LEEDS.

Edward F. Leeds, president of Leeds & Catlin
Co., New York, died August 12 at his summer
home near North Long Branch, N. J., after a few
days" illness. He was 43 years old and one of
the pioneers in the talking machine business.

J. H. Dorian left for the Orient via San Fran-
cisco on August 5, in connection with the devel-
opment of the export business of the Columbia
Phonograph Co.

The Columbia Phonograph Co. have published
a list of eight "hit" records of successful songs
now being heard on the local roof gardens. The
songs are brought out in both cylinder and disc
records.

G. H. Baker, who is also a prominent auto-
mobile as well as talking machine dealer of Ossi-
ning, N. Y., was a caller at the Douglas Phono-
graph Co. this week.

AN OPPORTUNITY for
Foreign Manulactnrers
To Create Business
In America

I am ready to close satisfactory
deals with European manufacturers
of Talking Machine specialties who
desire representation in this country.
There is a great field here for spe-
cialty manufacturers and the American
dealers are ready to take on side
lines which are attractive. 1 know the
business, having had years of exper-
ience with the dealers, and realize
the possibilities of enormous output
here for the right kind of trade at-
tractions. Address

TRADE SPECIALIST

Care oi Tbe Talking Machine World

1 Madison Avenue NEW YORK

AN INTERCHANGE OF VIEWS.

Executive Committee of National Association of
Talking Machine Jobbers to Meet Committees
of the Manufacturers at Their Respective
Factories, Aug. 16th, 17th and 18th.

As the chief machine and record manufactur-
ers are located in the East, the Executive Com-
mittee of the National Association of Talking
Machine Jobbers, elected at Atlantic City, N. J.,
July 6, originally intending to hold their firet-
meeting in Chicago, have changed their plan.
Instead, the first conference will be held in the
Bellevue-Stratford Hotel, Philadelphia, Pa., Au-
gust 16 (to-morrow) at 2 p.m., when represen-
tatives from the Victor Talking Machine Co.,
Camden, N. J., will be in attendance. Such
recommendations as the committee desire to
make will then be presented to the company,
and the matters discussed during the afternoon
and evening. On the following day the commit-
tee will visit the Victor plant, and meet the
officers and directors of the company in continu-
ance of the work in hand.

On the 18th the members will confer with the
National Phonograph Co. at their New York
offices, 10 Fifth avenue, for the same purpose.
On the 19th the Columbia Phonograph Co., Gen-
eral, will be called upon at their headquarters
in the New York Tribune building, with a like
object in view.

It is suggested that members who wish to
bring any questions to the attention of the re-
spective companies should send their views in
writing either to any member of the Executive
Committee or to J. Newcomb Blackman, chair-
man of the committee on resolutions, 97 Cham-
bers street. New York, where they will be taken
up at once. The aim of the committee is to fur-
nish the manufacturers all the information in
their possession, the reasons for the requests
made, and at the same time learn the attitude
of the companies regarding them. This will
obviate unavoidable delays in correspondence, a
clear elucidation of differences, and probably
quick action on the part of both that will be
mutually satisfactory. Following these confer-
ences a special committee from each of the com-
panies, as well as one from the executive com-
mittee of the association, may be appointed to
act as a board of arbitration for the settlement
of disputes or improve the trade relations be-
tween themselves for the benefit of the business
at large in the future.

President Bowers has appointed J. Newcomb
Blackman, New York, chairman of the press
committee vice C. V. Henkel, of the Douglas
Phonograph Co., of the same place, resigned.

A standing committee of three will also be
appointed by the president with power to inves-
tigate any charges against jobbers in connection
with the maintenance of the factory agreements.
Its purpose will be to bring such evidence of
the violation of the respective contracts to the
attention of the manufacturer, so there will be
no excuse on the part of the companies for non
action.

In connection with the offer of Secretary
Whitsit to distribute a list of surplus record
stock among the members, several leading job-
bers have taken advantage of the opportunity.
The lists bear date of August 1, and the secre-
tary has forwarded all that reached him at that
time.

JORDAN & CO.'S PLANT REBUILT.

The cabinet works of Edw. B. Jordan & Co.,
Brooklyn, N. Y., which were almost wholly de-
stroyed by fire Christmas eve, have been en-
tirely rebuilt. What was betore an aggregation
of buildings is now a harmonious structure,
erected on modern lines and thoroughly equipped.
The new plant affords 8,000 square feet of addi-
tioiial floor space. They opened in all depart-
ments for the first time since the disaster on
August 1. The concern has business relations
with nearly all the talking machine manufac-
turers. Edw. B. Jordan, the manager, whose
father is United States Collector of Internal

33

and the catchy refrain is being whistled every-
where in London.

This new lot of Lauder records is said to be
in every way equal to the seven issued by the
National Phonograph Co. in February of this
year, which were big sellers.

THE RETIREMENT OF WM. E. GILMORE

A Man of Strong Character, Widely Esteemed,
Whose Future in His New Sphere of Ac-
tivity Will be Watched With Interest.

The commanding influence and conspicuous
attitude in the trade of Wm. E. Gilmore, late
president of the National Phonograph Co.,
Orange, N. J., has invested his personality with
marked interest. His name and reputation were
known wherever the Edison line was sold, and
that means the greater part of the world. Mr.
Gilmore's strong character approached the pic-
turesque in virility of action, and no one gain-
says his unusual ability and unrivaled success
in placing the Edison products in the front rank
of proven commercial enterprises. It is need-
less for The World to repeat what the trade
knows so well of his career in the talking ma-
chine field. Suffice it that Mr. Gilmore's poli-
cies have been adopted in toto by the new ad-
ministration, all of whom have been associated
with him for many years, a compliment rarely
bestowed on a retiring executive officer in busi-
ness affairs. The name of "Gil," as he was
familiarly known to his intimates and many in
the trade, will long be one to conjure by, as is
frankly admitted, not only by his adherents
but by competitors also.

Knowing his capacity, industry and genius for
organization, the future of Mr. Gilmore will
still be followed with more than a negative feel-
ing. He is considered a man of ample fortune,
and on returning from Europe will become ac-
tively engaged in the newspaper business at
Orange, N. J. Recently he acquired the Orange
Chronicle, and with it he will consolidate the
East Orange Gazette and the Orange Journal,
properties also under his control. The Essex
Press, a large printing plant of Newark, N. J.,
is another investment with which he is iden-
tified. These enterprises will give ample scope
for his aggressive nature, and from which great
things may be expected. Possibly he may launch
into politics, and in that event the "old war
horses" had better sit tight or he will surely
get their scalps and be the "power behind the
throne" before they are fully awake. At any
rate, whatever he may undertake, Mr. Gilmore
has The World's best wishes.

r:

E133

Our

Needles
are

Imported

and

every

needle

is

warranted
as to
point
and finish

I

Oor

Prices
are
the .
lowest
in the
world.
Write
lor

samples
and

quotations

THE TALKING MACHINE SUPPLY CO.,

400 FIFTH AVENUE
NEW YORK

THE TALKING MACHINE WORLD.

Revenue for the second district of New York,
is also a director and officer of the General
Phonograph Supply Co., of New York city.

THE TALKING MACHINE IN POLITICS.

Gxceilent /deaf— You Can Shut Off a Pkono^ropk

Drawn b; H. T. Mid^-.Jton
flfler cartoon In
Des MoinoB Register * LoaOeC

AT THg OSHKQSH f?E PU Bl-I CAN Ct-UP-
'wt HAVE WITH US To DlGHT THAT P^EPLESS CHAMPrOM
0» THE PEOPLES RiC>^*">"5 THAT ELOQUCNT P1?OPOONDeR
OP THCPOCTRiNES OP out? PAK-TV, 1 PGEL HONORED
TO ee ABLE TO iNTpoDoCe to VoO no ONE" V
teSS^TH^NiWH-LlAM HOvyARP TAFT 1'

Meyer in the N. Y, Times.

NEW RECORDS BY HARRY LAUDER.

Four new Edison records by Harry Lauder
have been announced. Tliey were made in Lon-
don, Eng., by the great Scotch comedian, and in-
clude his latest hits. His new record of "Fou
the Noo" is the drollest thing he has ever done.
It concludes with the laughable words, "I've
something in the bottle for the morning." An-
other sure winner is "The Weddin' o' Sandy Mac-
Nab." This is the most popular song of the day

34

THE TALKING MACHINE WORLD.

VICTOR CO.'S EXCHANGE OF RECORDS MUCH BETTER FEELING PREVAILS

Have Taken Back All "Cut Out" Victor Records
Which Did Not Appear in June Numerical
Catalog.

Among Jobbers and Manufacturers Since Con-
vention at Atlantic City.

An important announcement was made bj' the
Victor Talking Machine Co. on July 25 to the
effect that from August 1 to August 6, 1908, in-
clusive, contracted Victor dealers may return to
them, care of the exchange department, any "cut-
out" Victor records which do not appear in the
June numerical catalog. By "'cut-out" the Victor
company refer not only to the records omitted,
because they have been dropped from their cata-
log, but also to the "starred" selections which will
not appear in the next complete Record catalog
of September, 1908. All records returned are to
apply on order for an equal quantity (same price)
of records selected from the June numerical
catalog in their respective classes. No records
may be returned through distributors. They
must be shipped direct, expressage paid, to the
Victor Co. at Camden, N .J.

In this connection the Victor Talking Machine
Co. say: "In presenting to our distributors and
dealers this record exchange proposition, we feel
that while it will, no doubt, cost the Victor Co.
1100,000, it will introduce an element of security
and encouragement to the trade that should soon
return this investment to us in increased busi-
ness. It is not the Victor Co.'s policy to promice
things, but rather to do them, and, without com-
mitting ourselves in any manner to any exchange
policy we desire to call your attention to the
fact that an exchange on 'cut-outs' virtually solves
all the dealers' troubles over bad selling stock,
for the simple reason that all bad sellers in due
time become 'cut-outs,' and should it prove feasi-
ble to take 'cut-outs' all bad stock will eventually
return to the factory. It is our desire to clean
up this record exchange proposition during the
month of August, when our factory facilities will
permit of it; hence our dealers will oblige us by
giving the matter their very active and immedi-
ate attention."

A much better spirit exists between the manu-
facturei-s and the National Association of Talk-
ing Machine Jobbers than prevailed when this
organization was first broached. The conven-
tion at Atlantic City, N. J., last month, was con-
ducted in a manner that was creditable to the
members, and in no way antagonistic to the fac-
tories. No demands were made, but the sugges-
tions were of such a nature as to win their ap-
proval, in many instances, since several have
been formally adopted and carried into effect.
Co-operation now seems to be the aim of both, a
consummation devoutly to be wished long ere
this. However, it is better late than never.

HOW TRADE IN DETROIT IS HELPED.

One thing which helps the talking machine
trade in Detroit to a very great extent in the
summer time is the ever-increasing army of
canoeists. Canoeing is becoming more and more
popular, and the owners of this light pleasure
craft increase by thousands every year. Im-
provements to the canal system at Belle Isle
Park have also helped. But the way in which
that helps the talking paehlne men is that with
the canoes hundreds of people have talking ma-
chines. It is considered just about the finest
thing possible for a young man to have his
canoe equipped not only with gay colored cush-
ions and Japanese parasols, but to have a
talking machine with a couple of dozen records
on board. Summer evenings at Belle Isle there
is always a continual concert on the canal.

SHIPPING WM. H. TAFT RECORDS.

For the remainder of the summer J. Newcomb
Blacknian, president and general manager of the
Blackman Talking Machine Co.. New York, will
occupy his bungalow, "Navajo," at Oakland
Beach, Rye, N. Y., running into business daily.

The National Phonograph Co. definitely an-
nounce that shipments of the twelve Edison
records by Wm. H. Taft, the Republican candi-
date for President, will begin from the factory
at Orange, N. J., on August 20. Following the
usual custom. Pacific Coast and remote points
will be supplied first. Jobbers will reship the
records immediately upon receiving them, and
they can be put on sale by Edison dealers as soon
as they arrive.

"You are a wonderful master of the piano, I
hear." "I blay aggompaniments zometimes."
"Accompaniments to singing?" "Aggompani-
ments to gonversations."

A salesman, to succeed, must not only have
faith in himself, but faith in the article he is
selling. He should approach his customer in
such a manner as to leave no room for doubt that
he himself believes what he says of the article
he has to sell.

WHY SHOULD EVERY DEALER USE THE

RAPKE TRAY AND LABEL SYSTEM?

BECAUSE IT WILL INCREASE HIS PROFITS

Now is the time to improve your system — The National Phonograph
Co. recommend it. Every Jobber recommends it, and every dealer
who has adopted the system is proud of it.

The Cost of the Ra^pke System Is a Trifle— The Results Are Great

Rapke will gladly send, free of charge, samples of Trays aad Labels
upon request.

Labels for September and October Edison Records were mailed to
subscribers on August 12th.

Labels for Bryan and Taft Records are ready for delivery. Order now.

All Foreign Labels for Edison Records are kept up-to-date. You
ought to, at least, add some of these to your stock.

GET BUS V

For further information wriic to your jobber, or to

VICTOR H. RAPKE, 1661 Second Avenue, New York

The Rapke Tray No. 40 is just what the small dealer needs. Ask about it.

PLAN WORTHY OF ADOPTION.

American Exporters Should Give Consuls Names
of Their Agents as a Convenience.

In acknowledging the receipt of the names ot
its agents in South Africa for a Western manu-
facturing company, Consul Edwin S. Cunningham,
of Durban, writes as follows: "This information
has been filed for reference at this consulate,
and will no doubt prove of use. It would be a
good plan if all American exporters would give
consuls the names of their agents, as a great deal
of inconvenience would be avoided thereby. It
often is impossible for consuls to ascertain the
names of agents of American goods unless sup-
plied by the firms in the Tnited States, and it is
regrettable that more of them have not adopted
the idea.

EDISON AS A SOURCE OF COPY.

As a source of "copy" for the daily newspapers
Thomas A. Edison is never failing. The latest
"story" is that hereafter scientific investigation
along original lines will engage his personal
attention and study to the exclusion of "mere
commercialism" or "money-making inventions."
The World announced over a year ago, on the
occasion of Mr. Edison's sixtieth birthday, that
henceforth he would follow the bent of his mind
in exploring new fields of scientific endeavor as
contra-distinguished from commercial pursuits.
Mr. Edison's fortune is quoted at the comfort-
able figure of $25,000,000!

EXHIBITORS AT FTJRNITTIRE EXCHANGE.

Among the manufacturers of talking machine
record cabinets who took the opportunity of dis-
playing their wares at the semi-annual exposi-
tion at the New York Furniture Exchange were
the Cadillac Cabinet Co., who make cabinets for
disc and cylinder records, music rolls, sheet
music, etc.; the New York Desk and Dining Room
Furniture Co., who showed over thirty designs in
cabinets; the Humphrey hJook Case Co., cylinder
and disc record cabinet; the Cady Cabinet Co.,
plain and sectional cabinets, and the Herzog Art
Furniture Co., who exhibited a fine line of talk-
ing machine and record cabinets in connection
with their superb furniture. The advantages of
inspecting the various lines under one roof and
in juxtaposition, was readily appreciated, and
many dealers paid a visit to the exchange, leav-
ing nice orders in many instances.

WEINSTEIN A VICTOR DEALER.

M. Weinstein, the music dealer with the small-
est possible store in the famous Flatiron build-
ing, 23d street and Broadway. New York, is now
a Victor dealer. His place is so small that one
Victor Victrola on the fioor and a fully-equipped
machine in the window about exhausts his avail-
able space not taken by his sheet music boxes.
It is one of the most conspicuous places in^the
city.

L. H. Cooper, the piano dealer of Dryden, Mich.,
has qualified as a dealer in Edison phonographs
and records by putting in a stock of these goods.
Mr. Cooper concluded after looking into the mat-
ter thoroughly that the Edison line would give
him an introduction into families that he would
not otherwise meet, and many of them would
invest in a piano later on.

Since W. J. Bryan was nominated for the presi.
dency, jobbers' repeat orders for the Bryan
records have been received by the National
Phonograph Co. almost as fast as when they
were first announced. One jobber has ordered
five times, eleven have ordered four times, nine-
teen liave in their third order, and forty-seven
have ordered twice. Those who have ordered only
onic. almost without exception, are jobbers who
put in very heavy orders at the start.

.lolui Kaiser, general sales manager of the
Douglas Phonograph Co., New York, is sojourn-
ing at Cresco. in the Pocono Mountains, Pa.,
with his family. He reported for duty this week.

THE TALKING MACHINE WORLD.

35

LATE NEWS FROM SAINTLY CITY.

Better Business Reported — What the St. Louis
Talking IVIachine Co. Are Doing — New Sales-
men With Dictaphone Co. — Columbia Co.
Staff Enjoying Vacations — Bryan Records
Popular — S. R. Brewer Resigns to Join His
Brother in Business.

(Special to The Talking Machine World.)

St. Louis, Mc, August 4, 1908.

The talking machine business is improving
right along, and though a little bit slow in
some quarters, it is on the upward trend.

O. A. Gressing, manager of the St. Louis Talk-
ing Machine Co., reports that their trade for
July made a very favorable showing, and that it
is improving right along. They recently re-
ceived the Bryan records, consisting of ten
speeches, and they are selling well. This firm
i-ecently sold an Auxetophone to the Business
Men's Club of Hillsboro, 111., through Klar &
Cress, local Victor dealers there, aided by their
traveler, L. A. Cummins. It was purchased to
be used in place of an orchestra for entertain-
ment and dancing. O. O. Dice, traveler for this
concern, is now on a three weeks' trip through
Indiana. L. A. Cummings, also a traveler for
this company, is now on a two weeks' vacation.
Geo. W. Davidson, of the Talking Machine Co.,
spent a few days here recently visiting Mr.
Gressing.

H. N. Buckley and Bdw. P. Waterhouse, have
accepted positions as city salesmen with the
Dictaphone Co.

E. B. Walthall, manager of the Columbia
Phonograph Co., is on vacation, which is being
spent at Horse Cave, Ky. L. L. Murphy, as-
sistant manager of this company, states that
their business for July was very good. He also
states that he has been with the company eleven
years and that they sold more $100 machines in
July than any month during his eleven years'
service. Mr. Murphy will leave soon on vaca-
tion.

The Marks Silverstone Talking Machine Co.
report that they have been doing a good busi-
ness on the Edison Bryan records. H. I. Mc-
Skimming, Democratic candidate for Congress in
the Eleventh Missouri district, has an Edison
instrument with the Bryan records, purchased
from this concern, which he is using every
night in his campaign with great success.

Thos. Finn, a well-known local talking machine
dealer, located at 1407 South Broadway, died
suddenly on July 13. His business will be con-
tinued by his widow.

S. R. Brewer, for the past five years manager
of the music box and talking machine depart-
ment of the Thiebes-Stierlin Music Co., has re-
signed, and on Sept. 1, with his brother, H. L.
Brewer, as partner, they will open a piano, talk-
ing machine, musical instruments, etc., store at
their old home, 32 South Seventh street, Terre
Haute, Ind. Mr. Brewer was in Chicago recently
purchasing his opening stock. Mr. Brewer's de-
parture from here will be greatly regretted, as
he was one of the most popular members of the
musical dealers' craft, and they all wish him
well in his new departure.

D. K. Myers, the well-known Zonophone jobber,
reports his trade for July fair, both in instru-
ments and records. Business is improving with
him.

EDISON RECORDS BY WM. H. TAFT.

The Republican Candidate Now Falls in Line —
Dealers' Trade Thus Will Get Another Boost.

William H. Taft, Republican candidate for
President, has just made a series of Edison
phonograph records. The records consist of
selected portions of his speech of acceptance,
which was delivered at Cincinnati, July 28.

Mr. Taft used great care in selecting the mat-
ter that was to go into the records, and together
with the head of the Edison recording depart-
ment, devoted several days to making them at
the Virginia Hot Springs.

HOW A "TALKER" SAVED CHICKENS.

Southern Farmer Discovers Highly Successful
Method of Foiling Dusky Marauders — The
Speaking Chickens — A Story That Should
Hold a Sympathetic Interest for Chicken
Raisers.

Many of us have heard the story of the farmer
who hearing a suspicious noise in his hen house
put his head in the door and inquired who was
in there, whereupon a voice from within replied,
"Ain't nobody in here, boss, 'ceptin' us chickins."
A similar story, vouched for as gospel truth,
comes from a small town near Columbia, S. C,
and is as follows:

Ralph Raymond, a farmer in that section, who,
by the way, had an excellent sense of humor,
had suffered considerably from the depredations
of chicken thieves, and had grave suspicions that
some darkies employed on his farm knew some-
thing of the matter. Possessing a small "talker,"
Mr. Raymond proceeded to break up the stealing
in the following unique and wholly successful
manner.

He first put on a blank record and got several
members of his household to talk into the record-
ing hoin, and then put the machine in the hen
house, arranging a string so that opening the
door would start the machine.

About 2 a.m. two negroes sneaked up to the
chicken house, and arranging a gunny sack, con-
veniently prepared to fill it. When they opened
the door, however, they were surprised in a
startling manner, for a voice from within, pur-
porting to come from a rooster said, "There's
those niggers come to steal some more of our
family." A soft, womanly voice, frorii the hen,
presumably, replied, "I know who they are; I
see that Jenkins and Saunders both standing by
the door, and I'm going to tell Mr. Raymond in
the morning." "Let's all holler together and
wake him," said a third voice, and as by this
time, all the fowls being aroused and frightened
by the strange proceedings, put up a most ear-
splitting cackling and squawking, sufHcient to
arouse the farmer and bring him to the scene
with a shot gun.

When Mr. Raymond reached the chicken house
he found one marauder on his knees, and with
ashen face and trembling voice, beseeching spiri-
tual protection from the impending perils, while
the other was so frightened he was standing rig-
idly, unable to move until Mr. Raymond's voice
aroused him and caused him to fall on his knees
and pray earnestly for deliverance. As both
thieves had been so thoroughly frightened the
farmer considered their punishment sufficient,
and since the story of the episode has reached
the ears of all the negro population, no black
face, from cook to field hands, can be seen within
a mile of the chicken house after sundown, none
having the temerity to be in the neighborhood of
the "haunted" fowl when they begin their noc-
turnal conversations. At last reports neighbors
of Mr. Raymond, who had been let into the
secret, were purchasing many talking machines
and blank records, and it is expected that there
will be more accounts of "speaking chickens"
among the colored brethren before very long.

An ingenious combination of phonograph and
telephone is described as forming an effective fire
alarm. In the building to be protected telephonic
transmitters provided with phonographic rolls
containing a set of words precisely describing
the location of the fire are connected in the vari-
ous rooms with thermostats. When the tempera-
ture reaches a certain point the thermostats auto-
matically switch the phonographs in front of the
transmitters and set them at work grinding out
the telltale words, which are heard over the wire
at the fire engine station, informing the firemen
where they should go.

The Evansville Talking Machine Co., Evans-
ville, 111., of which W. N. Hollingsworth is mana-
ger, have recently removed to handsome and
more commodious new quarters on Main street,
that city.

Reg. U. S. Pat. Off.

You Ought
To Know

that

When hundreds of
Dealers located thou-
sands of miles from St.
Louis are willing to pay
extra Express charges to
have their orders filled by
us, there must be some-
thing UNUSUAL about
our service.

Our files and records
for the past year show
that we have been filling
orders from 95 to 100 per
cent.

PERFECTION in the
art of order-filling has
been reached!

Every day the mail
brings some new
"convert" to our side.

"Come on in, the service
is fine!"

With pleasure at your
service,

St. Louis Talking Macliine Co.

MII,I,S BUII^DING

7th & St. Charles Streets
SL LOUIS, MO.

Exclusively VICTOR Distributors

36

THE TALKING MACfflNE WORLD.

P

A dealer walked into our office the other day and his first words
were, "Gee whiz, I'll be glad when summer is over." This remark
seemed natural enough at the time, but we were reminded of it forcibly
when an hour later another dealer came in full of enthusiasm over a
new scheme he had been trying.

During the past few warm nights, he had put a machine in his buggy,
driven around the residence district when the people were sitting out
on their porches and lawns. He claims that after starting his machine,
he did not lack for encouragement to bring it in certain grounds, and
demonstrate it to the family.

^ow, this scheme may not be new, but this dealer claims it has changed
the entire complexion of his business, and the summer business bids
fair to outstrip his winter volume.

It only goes to prove, Mr. Dealer, that the business and the money is
there. All we need is some new way of getting it.

Let's start something new. Throw off that inevitable lazy feeling which
comes with summer. The Victor Co. have made their start with three
big new business getters.

Their exchange proposition. This will give you a good clean stock.

Their nevu $17.50 machine — the Victor "O". This mahogany machine,
with your regular discounts applying, should be your biggest seller.
Order your sample at once.

Their liecords by our two Presidential nominees William Jennings
Bryan and William Howard Taft.

J\{ow here is a Fourth one and the biggest help.

The Talking Machine Co. of Chicago, wholesales exclusively and handles
nothing but the Victor product, talking machine cabinets, needles and
accessories. Day and night we eat, drink and think nothing but talk-
ing machines.

If you are not buying from us, send us your identification card and get
in line wi h the biggest people in the country. You that are buying
from us, use us. If you have a scheme that is worth trying, let us help
you work it.

You boom your business and ours will jump. This old talk about addi*
tional freight and express charges doesn't always go. Chicago is a great
central market. There are more railroads running out of Chicago than
any other station in the world. Consequently, competition is strong and
rates are correspondingly low. Even if it does cost you more, isn't it
worth while to know that you have your order filled complete, that
each record will be in an envelope and every record will be in extictly
the same condition as it was when it left the factory, that your order
will be shipped the same day received, that you have the advantage of
record insurance free, and that our guarantee is behind each shipment?

Watch this space next month for something new and interesting.

Yours, for business.

The Talking Machine Co.

72 Wabash Avenue, Chicago, til.

THE TALKING MACHINE WORLD.

37

FROM OUR CHICAGO HEADQUARTERS

ROOM 806, NO. 156 WABASH AVENUE, E, E. P. VAN HARLINGEN, MANAGER.

Members of the Talking Machine Trade in the
West When Interviewed Regarding Business
Expressed Most Optimistic Views — Dealers
Stocks Are Low and Large Purchases Will be
Soon In Order — Vacations at Columbia Head-
quarters— Columbia Men Visit Executive Of-
fices— Dorian Journeys to the Orient — The
Talking Machine in Politics — Who First Sug-
gested the Idea of the Presidential Candidates
Making Records? — A Letter Anent the Fibre
Needle — National Phonograph Co.'s Salesmen
Visit Factory at Orange for Annual Meeting
— A Budget of News from Here and There.

(Special to The Talking Machine Woild.)

Chicago, 111., August 11, 1908.

The World has interviewed a number of the
trade regarding fall prospects. All say that they
are very good indeed. The interviews are too
monotonous to print, but it is not the monotony
of combined hot air but rather of earnest con-
viction. Even now business is picking up notice-
ably. The summer demand, though not heavy,
has depleted the already reduced stocks to the
vanishing point. Then, too, dealers are begin-
ning to realize that they must have a selection
of goods on hand when trade revives or lose busi-
ness; therefore they are ordering and will con-
tinue to do so in a steadily increasing ratio.

E. C. Plume, western wholesale manager of the
Columbia Phonograph Co., and W. C. Fuhri, dis-
trict manager for the company, went East on
July 14, via the Pennsylvania Limited on invi-
tation of General Manager George W. Lyle, to at-
tend a conference of the company's executive,
relative to the fall campaign and other mattere
of importance. There were present at the con-
ference, besides the executive officers, B. A. Mc-
Murtry, of Pittsburg, together with the Chicago-
ans. Many important matters were taken up
and fully discussed. While in New York Mr.
Plume found that many people in the executive
office were away. Mr. Willson, who was former-
ly manager of the Chicago office, was also away
on his vacation, and Mr. Dorian, who was at
one time manager of the Chicago office, and who
was later transferred to New York, is to give
up the management of the New York office and
will sail for China and Japan within a few
days in the interest of the Columbia's export
department. Regarding trade, Mr. Plume said:
"I find business improving considerably both in
this part of the country and in the East. Our
people generally expect a larger fall business
than we have ever experienced in our history."
Mr. Plume is now spending his vacation at In-
dian Lake, Mich.

Mr. Gerson, of the Musical Echo Co., Philadel-
phia, was a Chicago visitor last week.

The talking machine is butting into politics
with a mighty vengeance. On the heels of the
remarkable success experienced by the Edison
Bryan records, the Victor Co. announce a special
list of Victor records recording Mr. Bryan's
speeches on various topics. They were made at
Lincoln on July 21, and include the "Peerless
Leader" views on the Democratic platform.
While I believe that the idea of Mr. Bryan mak-
ing records was first suggested informally by
Ross P. Curtice, a dealer and jobber of Lincoln,
it will be remembered that it was C. E. Good-
win, manager of the talking machine depart-
ment of Lyon & Healy, who took the matter up
vigorously and interested the companies to the
point of action.

E. C. Coons, of Aledo, 111., has been advertising
free concerts by noted singers. As Signor
Caruso is the only man on the program of seven
or eight artists, Mr. Coons evidently has a
marked predilection for the ladies.

Among the talking machine jobbers who have
been in Chicago recently were G. C. Knox, of
G. Summers & Co., St. Paul, Minn.; Robt. R.

Smallfleld, Davenport, la.; and Edward H.
Banker, vice-president of the Sparry & Banker
Co., of New York, Muncie and Chicago.

W. H. Prestenary, manager of the language
department of Lyon & Healy, has returned from
his vacation.

Eldridge R. Johnson, president of the Victor
Co., was in Chicago last week on his return
from a trip to the coast.

G. H. Parker is now connected with the auto-
matic department of the Rudolph Wurlitzer Co.

E. H. Uhl, manager of the Chicago house of
Wurlitzer, returned from the East, making a
tour of the lakes and Canada on his return. He
is very confident of a gOQd fall business.

M. D. Hall, president of the B, & H. Fibre Mfg.
Co., and inventor of the fiber needle, is justly
proud of the following letter which he has just
received from the secretary of one of the largest
and oldest universities in the country: "Please
accept my thanks for your letter of July 24, and
for the new needle arm, which reached me in
good order. I made the change myself and find
the results are excellent. I would not wish to
be without it and the wooden needles. I do not
know how business is with you. If you ever find
that there is not enough demand for your goods
to warrant the continued manufacture of them
I wish to be informed in advance, so that I may
buy up a supply that will last for a good many
years." Parenthetically it may be stated that
there is no danger of Mr. Hall receiving such an
order, as the fiber needle has proved itself a
most thoroughgoing success, commercially as
well as artistically.

A. V. Chandler, local representative, August
H. Kloehr, George A. Renner, H. A. Turner and
Will P. Hope, road salesmen, have left for New
York to attend the annual reunion of Edison
salesmen at Orange.

Sam W. Goldsmith, representing the Victor
Co. in Ohio, was a Chicago visitor.

Cecil Davidson, of Manager Geissler's staff
of the Talking Machine Co., is spending his
vacation at Decatur, 111. George Davidson is
in St. Louis doing some special work for Mr.
Geissler.

H. H. Meyers, representing the Chicago office
of the Columbia Phonograph Co. in Indiana
and Michigan, is spending his vacation in Chi-
cago. He reports prospects for fall as- most ex-
cellent.

J. H. Wheeler, manager of the Minneapolis
office of the Columbia Co., spent a day or two
in Chicago recently.

George W. Lyle, general manager of the Co-
lumbia Phonograph Co., spent the latter part
of the week of August 3 in Chicago. It is said
that he put through a simply enormous deal
while here and that he spoke in the most en-
thusiastic terms of the prospects for fall and
of the amount of good business being received
by the company.

Mighty good business philosophy is that
preached by the Talking Machine Co. in their
advertisement in this month's World.

Mr. Hopkins, wholesale salesman for Lyon &
Healy, is on his vacation.

Kreiling & Co., manufacturers of the Tiz It
horn connection for cylinder machines, report
business as picking up in marked degree. In-
deed, business has kept up very nicely with
them all through the summer, but just now
things are getting particularly busy.

Frank Novak, the well-known talking ma-
chine and musical instrument dealer of the
southwest side, has the sympathy of the trade
in the death of his little five-year-old daughter
Alice. She was playing with some playmates
around a bonfire when her clothing caught,
and in spite of efforts to save her, suffered
injuries from which she died a day or two later.
The writer extends his condolences.

WEDDING OF TALKER AND PICTURE.

Seems to Catch the Fancy of the Public in the
Western Cities — Is Revolutionizing the
Theatrical Business.

The combining of the talking and moving pic-
ture machines has evidently caught the public
fancy. A writer in an Omaha, Neb., paper says:
"Canned Caruso sounds a little queer, but that
is what has been on tap nightly at the leading
theaters. Two of Mr. Edison's inventions have
been wedded, and now we may sit quietly in a
darkened theater and at the expense of a dime

No Charge

Any dealer sending us
an order for Victor Talk-
ing Machines, or Edison
Phonographs or supphes,
is immediately placed on
our Dealers List and
thereafter every month
receives, free of charge,
our Monthly Bulletin
and letters containing

GINGER

together with Special
Offers and bulletins of
all the latest accessories

CHICAGO

38

THE TALKING MACHINE WORLD.

can hear the golden notes of the greatest of liv-
ing tenors as satisfactorily as if we were holding
down a seat in the Metropolitan at $10 per. To
be sure, the lights and the color of the staging
are missing, to some extent, but if it is Caruso
we go to hear and see, then we are not disap-
pointed, because he is seen in a monochrome,
and we know that his voice, like his figure, is
being reproduced artificially. Something un-
canny about it, too, starts a train of reflection.
It hasn't been so very long since the possession
of a picture machine or a talking machine would
have earned its owner a place in the list of those
who suffered death at the stake or something
equally unpleasant and effective. But modern
invention is keeping up with the requirements
of the public, and canned music or drama has
long been a staple. It has been possible for one
to have at his own fireside a minstrel show or a
vaudeville performance, or, if his inclination
was in direction of something else, opera or
tragedy was at his easy beck. Nor have the
more select and favored members of society dis-
dained at all times the mechanical aid to musi-
cal enjoyment. It is recalled that a gentleman
who occupied, and still occupies, a very large
place in the commercial development of this age,
once emerged from the strictness of his privacy
long enough to give a recital of canned music at
a prominent church. Such a notable example is
surely excuse for others of lesser ability but
equal desire to serve.

"And now to the perforated roll or striated disj
has been joined the continuous film of negatives,
and the triumph is complete. In the wedding oT
the phonograph and the kinetoscope is achieved
one more triumph for inventive genius, and a
vista of possibilities both lengthy and inviting is
opened. Romeo may sigh his love into the eager
ear of Juliet just as well through a talking ma-
chine as in full view of the audience, and the
biograph or projectoscope, or whatever you want
to call it, will suit the action to the word, and
as the honeyed phrases of young Mr. Montague
ravish the senses of Miss Capulet, he will take
her in his arms, and nothing will be left to the

imagination save probably the warmth of light
and cdlor on the stage. The movements are such
as simulate life with photographic accuracy, and
the fervent words of the surcharged lover are
given in all their delicious ecstasy of passion.
And so with all the list of things dear to people
at the theater. Comedy and tragedy look alike
to the synchroscope; the lights and the com-
pressed air never go on a strike, and the motor
runs true while the electricity that dominates
the action of all is as certain as death or taxa-
tion. Canned Caruso is but the forerunner of a
long list of notables who will give of their tal-
ents to entertain us while we spend an idle
half hour in a cool and darkened theater listen-
ing and watching."

VALUE OF LOCAL ADVERTISING.

Dealers Should Realize That They Can Win a
Larger Trade and Help Themselves and the
Manufacturer, by Local Publicity.

LOSING GREAT OPPORTUNITY.

President Roosevelt Could Make a Fortune from
Records or Moving Pictures — Declines to
Follow Bryan's Example, However.

Despite the fact that Messrs. Bryan and Taft,
the respective nominees for president, have seen
fit to distribute their sentiments on public ques-
tions throughout the country through the me-
dium of phonographic records, word comes from
Oyster Bay that President Roosevelt persists in
his refusal to have his views recorded for cam-
paign purposes, though by doing so he could
perhaps further assist the cause of his candidate
Mr. Taft. Some of Mr. Roosevelt's characteristic
facial expressions, chosen from among the five
hundred recently shown in a prominent maga-
zine, and reproduced on moving picture films or
stereopticon plates, in connection with a dozen
or so of his speeches on the strenuous life, race
suicide or politics, reproduced by the talking
machine, would create a sensation and mean a
fortune for both himself and the talking machine
company. Still, he may be prevailed upon to
take a machine to Africa to record the dying
groans of the big game that falls under his
unerring aim to forestall any schemes of the
"nature fakers."

It is very unfortunate that the retailer, speak-
ing generally, does not appreciate the value of
local advertising. It would seem as though am-
bition should dictate the enlargement of one's
business, and to many merchants such a result Is
easily attained. The way to do it is quite simple.

It is well known that women are the best buy-
ers and, as a rule, the goods they buy are the
most profitable. To attract them, your store must
be magnetic, i. e., clean, neat, stocks well ar-
ranged and the goods appealing to them promi-
nently displayed.

Doing this is properly classed as advertising,
but it must be backed by intelligent, well-In-
formed and courteous clerks to make the sales.
After having accomplished this "reform," then
by all means contract for a regular space in your
local papers and place your advertisement in ad-
vance. Arrange the copy for frequent changes,
make the matter and make-up attractive, and be
sure to refer to the seasonable goods at the
proper time.

If such a simple course is followed, the result
will be a pleasant surprise to any merchant who
has not been a believer in publicity, says Hard-
ware. The good merchant realizes that he does
not have to cut price to make sales. There is
an easier way to make business and keep profits
in these times. The rule is as simple as can be —
advertise and support j'our announcements with
an attractive store and courteous treatment of
customers.

ENERGY REaurRED TO SELL.

More energy is required to introduce goods
abroad than at home. The firms that send com-
mercial travelers to France, and establish agen-
cies in this and other European countries, are
the ones that succeed.

Shows position of brake applied while changing
record.

Mr. Retailer:
A word with

you-

PoBilion at completion of recoid, ihe needle slop-
ping at edge of seal, to prevent scratching of
the same, the brake automatically applied.

BURSON'S

Automatic Brake
lor Disc Macliines

Patent Pending

It Stops Itself

n.

00

Requires no
handling whatever

GOLD-PLATED. $2.00

Try it and you will like it

Saves time and worry

Sold through Jobbers only

Regular Victor Discounts

if your jobber does not carry it, write
us for reference

Try it on your Victor

BuRSON & Company

52 Dearborn Street, - CHICAGO, ILl^.

Shows position while changing needle, brake re-
leased, and turntable geuning correct
rotation during this operation.

Will sell it-
self and
Talkers," too

Thr brake, illustrating the simple method of at-
taching it to any disc machine.

THE TALKING MACfflNE WORLD.

39

We Are Headquarters

= For =

Standard Needles, Disc
Record Envelopes and
all Kinds of Horns for
Both Disc and Cylinder
Machines

special and Attractive Designs
and Decorations have been
added to our Horn Line for
this coming season.

Write for Samples and Prices

Western Talking Machine
^=and Supply Co.=

FRANK DILLBAHNER. Prop.

No. 6 East Madison Street - Chicago

A CLEVER "TALKER" SALESMAN.

L. C. Wiswell One of the Rising Young Men of
the Western Trade, and Who Is a Credit to
the Lyon & Healy Staff.

(Special to The Talking Machine World.)

Chicago, 111., August 10, 1908.
L. C. Wiswell, assistant manager of Lyon &
Healy, and whose pleasant features grace this
page, is one of the rising young men in the
western trade. His entire experience has been
with the house of L. & H., with whom he went

L. C. WISWELL.

ten years ago as retail talker salesman. His
promotion was steady. After an experience in
the stock he was promoted to the position of
assistant to Manager Goodwin four years ago,
and has filled it with marked ability. He is re-
garded as a "comer" of marked degree by the
trade.

P. A. Powers, Buffalo, N. Y., and his bride,
viho went abroad last month on their honey-
coon, arrived in New York from Europe yester-
day (14th) on the Majestic, of the White Star
Line. When in Ir^and Pat kissed the Blarney
Stone, and in Paris a few other stunts. In Ger-
many he sang his famous roundelay.

An advertisement may find a customer, but
salesmanship must sell the goods; and honesty
and fair dealing must hold him.

CINCINNATI'S BUDGET OF NEWS

Dealers Report Gain in Trade — Presidential
Records Are All the Vogue — Wurlitzer's Fine
Trade — Vacations Now on — Jewelers Praise
System in Talking Machine Trade — What
Other Dealers Report.

(Special to The Tallying Machine World.)

Cincinnati, O., August 10, 1908.
Dealers in talking machines and records re-
port a fair July trade. The larger houses say
that they made an actual gain over the June
volume of business, while the smaller houses
are certain that trade was very quiet throughout
the month. The result shows that July made a
fair showing for a summer month, with condi-
tions still far from what they should be. The
tendency toward improvement is marked, and
is favorably commented upon by all the deal-
ers. This tendency gives a firm basis for be-
lieving that the fall will show a rapid return to
normal conditions. Every factory that puts on
more men or begins running full time adds zest
to the dealers' daily work.

Since Taft notification day the dealers have
put on display a great many "Bill Taft" songs,
thereby expecting to stimulate trade. The great
desire among the handlers of sheet music is to
get hold of "hits." This applies also to the deal-
ers in talking machine records. They hear with
pleasure that Bryan records are becoming more
popular, and that Taft has succumbed to the
demand for "canned talk" and is talking into a
machine. But what the dealer wants, above all
things, is "canned talk" by Roosevelt, as one of
our dealers said to-day. They see visions of un-
heard of prosperity with such records for sale.

The Wurlitzer House reports a July trade that
was very satisfactory for a summer month.
Manager Dietrich, of the talking machine de-
partment, reports that Red Seal records are
showing up stronger every day, giving the dealer
more confidence in this month's trade. The de-
partment notes a stronger demand for Bryan rec-
ords, and claims that the dealers will not be
troubled with any overstock of these. Taft's
records just reported as in process of prepara-
tion are eagerly awaited. A heavy demand for
these is predicted as the campaign advances.
The Wurlitzer department is interested in know-
ing what company will prepare these records.

J. H. Dietrich, manager of Wurlitzer's depart-
ment, spent July in the Bast, visiting Atlantic
City during the dealers' convention there, and
Peconic Bay, L. I. He got busy on his return in
getting out all Victor records tl^at have been
dropped from the list to send on to the ex-
change for new numbers. Commenting on the
Victor Co.'s action in this matter, Mr. Dietrich
said: "All the dealers are taking advantage of
this offer of the Victor Co., which is certainly a
very liberal move on their part. This gives the

dealer confidence in the company and good rea-
son to believe that he will be taken care of and
that his investment is a safe one. One dealer
compares this move with the policy of sheet
music houses who make no exchanges, and
causes the dealer to be very cautious for fear
of getting stuck. This is the first time we have
ever had such a proposition of exchanging on a
basis of one for one. We are congratulating
ourselves and thank the Victor Co."

The National Jewelers' Convention was in ses-
sion here this week, and one of its delegates
made a speech that brought the house down.
He compared the jewelry business with the talk-
ing machine business, pointing out that the
jewelers would do well to follow the policy of
talking machine dealers in upholding prices and
selling under contract, instead of selling watches
under contract and using the one-priced system.
A number of jewelers attending the convention
here were talking machine dealers also, and
called on Wurlitzer's big department.

The Columbia Phonograph Co. are among the
optimists of our dealers, finding in present trade
conditions a strong tendency toward improve-
ment. Manager S. H. Nichols states that July

The ''B. & H. " Fibre Needle has made thousands
of friends for itself and will help sell thousands
of Records for you. There is no question about
this. Keep your eye open and watch it !

"B. & H. " FIBRE MFG. CO.

208 E. Kinzie Street CHICAGO
Pat. in U. S. and Foreign Countries

40

THE TALKING IMACfflNE WORLD.

trade shows a healthy increase of 25 per cent,
over last June. He finds the reason for this in
the improvement of general industrial condi-
tions, factories starting up and others adding
more men to their forces. He said: "Summer
trade is usually dull, and for this reason we have
been making special efforts to boost business
during the summer, and we are able to show that
our summer business is up to the fall standard.
We consider the outlook for fall as being very
good. We base this upon underlying conditions,
such as good crops and good prices. We note
that interest among prospective buyers is up to
normal and that as people get back to working
full time prospects for an increase in trade are
better. For this reason as the fall advances we
expect to make a good showing."

The Milner Music Co. report the July trade as
very good. Manager Strief was too busy to be
seen this week, and has sent word to the writer
that there was nothing doing, meaning there
was nothing new under the sun, but that he was
so rushed with talking machine sales and demon-
strating August Red .Seal records that he could
not stop for the moment to talk about them.
The sheet music department is showing fine as-
sortment of Bill Taft songs, one of which they
specialize in their display window, entitled,
"Will You Go on the Raft with Bill Taft?" A
large local trade of these is anticipated as the
campaign progresses. The souvenir department
reports a fine July business, with a special rush
for Bryan and Taft cards.

The Ilsen Music Co. report a quiet July busi-
ness, but expect better August trade in Edison
records, whose list for the month shows a big
improvement, says Mr. Ilsen, over former months.

Vacations are the order of the day at the Na-
tional Phonograph Co., Orange, N. J. Mr. Edi-
son expects to leave in a few days for a four
or five weeks' rest up. Peter Weber, factory
superintendent, is just returned from a two
weeks' tour of the Great Lakes. C. H. Wilson,
general manager, is "rusticating" at his Sara-
toga (N. Y.) farm. L. C. McChesney, advertis-
ing manager, is with his family at Asbury Park,
N. J. Harry Miller, secretary to Mr. Edison,
expects to be away at the same time as Mr.
Edison.

TWO MISSING LINKS

This is SUP-
POSED to be the

Missing Link be-
tween Man and
Monkey.

IT'S ALL IN
THE BAIL!

"TIZ=IT"

(TU.MJE N.\ME

This New All-Metal Ball-Joint Horn
Connection is BEYOND A DOUBT the
Missing Link between the Phonograph and
Horn. "There's MORE than a reason."

MP riPHlPI* " y*""' jobber does not han-

lUI . UCdlCl ,f,is connection yet send

us 30c. in stamps for sample. Address

Kreiling & Company

Inventors and Sole ManulaclurerN

North 40tb Ave. and Le Moyne SI.
CHICAGO. V. S. A.

REMINDER OF CONVENTION.

Some Snap Shots of the Automobile Party En-
gineered by Messrs. Hawthorne and Bentel
Who Went to Atlantic City.

The accompanying pictures are reminiscent of
the convention of the Talking Machine Jobbers
at Atlantic City last month. The first picture
shows E. A. Hawthorne, Theo. F. Bentel and
party on their way from Philadelphia to At-

SXAPPED -U'TER LUNCHEON.

lantic City in automobiles belonging to the gen-
tlemen named above. The picture was taken
immediately after everyone had partaken freely
of a bounteous lunch prepared by Mrs. Bentel
and Mrs. Hawthorne for the party. The party
is made up as follows, reading from left to
right: A. W. Vandegrift, of Sheip & Vandegrift;

T.VKEX IX FHOXT OF HOTEL CHALFOXTE.

A. J. O'Neill, of the O'Neill-James Co., Chicago;
Mrs. and Mr. Hawthorne, Mrs. Vandegrift, Mrs.
Bentel. Mr. Bisbee on the end and Mr. Bentel is
in the background.

The second picture is Mr. and Mrs. Vandegrift
and son, and Mr. and Mrs. Bentel, in the latter's
motor car in front of the Chalfonte on the re-
turn to Philadelphia after the convention.

STUDY OF MEN AND METHODS.

1 saw two men playing billiards. One playeii
to attract the attention of the spectators. The
other made no fancy shots, but pulled out every
count in sight. He won the game.

I witnessed a game of football. One fellow
on the losing team was a "gallus" chap. He
waved his hands gracefully. When his team was
ai)plauded he bowed and saluted the grand
.stand. At the end ot the game I heard the man-
ager of the team say that they would have won
but for the poor playing of this "gallus" chap.

I know a handsome salesman who attracts
many girls to the store where he works. They

love to stand and talk to him; he is so "witty."
They listen and giggle. The proprietor tells me
that he is the poorest salesman in the store.

I know an advertisement writer who gets many
compliments for the brilliant sentences and witty
verses in his advertisements. His employer tells
me he is looking for a writer who will convince
readers and bring business.

I notice, wherever I go, that the fellow who is
bent on attracting the most attention to himself
is not the fellow who succeeds.

I notice the fellow who has wood to saw and
saws it is always in demand.

VICTOR CO.'S BRYAN RECORDS.

The Great Commoner Makes Ten New Records
Which Will Prove Big Sellers,

The Victor Talking Machine Co. "Tiave 'just
issued ten records by William Jennings Bryan,
the Democratic candidate for the . Pre_slden,Qy,
which w-ere made at Lincoln, Neb., on July 21.
They contain many telling points, including''Mr.
Bryan's views on the Democratic platforiii-—
something entirely new in the Brj'an record field.
The records are made on the 10-inch discs, and
the subjects treated of are as follows:- The Ideal
Republic, Immortality (from Mr. Bryan's famous
lecture "The Prince of Peace"), The Trust Ques-
tion, The Tariff Question,. Publication of Cam-
paign Contributions, Popular Election of Sena-
tors, Guarantee of Bank Deposits, The Labor
Question, Imperialism, The Railroad Question,-

HOW GREAT SALARIES ARE EARKED.'

Men earn great salaries to-day because they
have learned to drive their brains at the speed
of an express train — ani/to jnake mighty few
stops to oil up the machinery."'; The young man
of to-day who succeeds must be able and willing
to put into his work an intensity and an energj'
that employs every ounce of his vitality.

On May 1 the United States Express Co. raised
their rates from 50 cents to 60 cents a hundred
between Orange, N. J., and New York city. This
affected shipments to New York city, to New
England, the lower provinces and to many south-
ern points.

Through the efforts of ri. T. Leeming, traffic
manager of the National Phonograph Co., the
old rate of 50 cents was restored July 10.

Edison Jobber
Zonophone Distributor

Carrying
Cases

Wire

Record

Racks

INDESTRUCTIBLE RECORDS
RECORD CABINETS

SPRINGS ''ial'<^s and sites

QUILL NEEDLES

"TIZ-IT" "^^^ All-Metal Horn Connec-
^ lion for Cylinder Machines

JAMES I. LYONS

265 Fifth Avenue
CHICAGO

THE TALKING MACHINE WORLD.

41

PHILADELPHIA TRADE IMPROVING.

Excellent July Business Reported With Good
Prospects for August — How the Victor Co.'s
Exchange Proposition Strikes Dealers — Exec-
utive Committee to Meet Aug. 15 — Sol
Bloom's Fine Establishment — What Well
Known Dealers Are Doing.

(Special to The Talking Machine Wo; Id.)

Philadelphia, Pa., Aug. 11, 1908.

Conditions in the talking machine field here
are constantly improving, reports for July being
considerably better than for the preceding month,
while August has already made a creditable
showing. One very pleasing phase is the fact
thalL collections are remarkably good, which
demonstrates conclusively that things are on a
firm footing and money again in circulation.
Everyone here speaks most optimistically of the
fall outlook, and taking everything into consid-
eration we cannot help but feel that we are now
on the eve of a most prosperous period.

The recent move of the Victor Co. in the mat-
ter of offering an even exchange on "cut-outs"
is still being discussed here. While for the most
part the proposition seems to have met with
approval, there are some phases that are being
criticized. The views of one of the local job-
bers is as follows: "What do I think of the
Victor exchange proposition? Well, looking at
the matter superficially, it appears to be the very
best thing that could have been evolved for the
benefit of the jobber and dealer. However, in
going over the matter more critically there is
one feature that is open for criticism, and one
which the Victor Co. overlooked, or they cer-
tainly would not have allowed it to creep in.
The paragraphs to which I desire to call atten-
tion are numbers 8 and 9 in the dealers' ex-
change proposition. In paragraph No. 8 they
limit the dealer's order to the catalog bearing
date of June, 1908, and in No. 9 they authorize
the distributer only to honor the certificate of
exchange when it is accompanied by a new order
for immediate shipment from this catalog. If
the dealer would comply with these conditions
the exchange proposition would not be open for
criticism; but in view of credit conditions as be-
tween jobber and dealer, and the fact that where
a dealer carries a stock of Victor goods, and
has no desire or inclination to duplicate, it puts
him in the position of trying to take advantage
of the jobber in an endeavor to make the ex-
change without strictly complying with the
terms thereof. I have had several applications
from my best dealers to modify the exchange as
outlined by the Victor Co., and in conversation
with the other Philadelphia jobbers I find that
they also have been approached in this manner.
In fact, there is one case that has come to my
notice where quite a large dealer threatened to
discontinue dealing with his jobber unless he
allowed him to take out Victor records from
month to month as against his returns until
such time as he had worked out the entire
credit. The proper method of handling an ex-
change of this kind would have been for the
Victor Co. to take back the returns from the
dealer and make direct shipments to them, in
this manner eliminating the jobber entirely as a
factor in the exchange. This would have re-
lieved the jobber from any cost in handling the
dealers' orders, and would have added practi-
cally nothing to the cost of handling to the
Victor Co. However, as they liave seen fit to
make the exchange as it is, we must abide by it,
and do the best we possibly can with the
dealers."

The next meeting of the executive committee
of the National Association will be, held in this
city on Sunday, August 16, when numerous mat-
ters will be taken up prior to laying them before
the factories, which will be done in the follow-
ing order: Victor Talking Machine Co., Cam-
den, N. J., on Monday. Tuesday the members
will journey to Orange, N. J., to call on the
National, Wednesday being spent at the Colum-
bifi headquarters in New York.

Louis Buehn, of Louis Buehn & Bro., reportb
trade as steadily improving. This company are

doing a thriving business with their commercial
machines, they being sole agents here for the
Edison product, and are fast introducing this
time and money saving device in all the promi-
nent houses. His genial partner, Ed. Buehn, is
away on the road, and is having a good trip.

Louis J. Gerson, of the Musical Echo Co., has
been spending a few days in the Windy City
(Chicago), but expects to return shortly. In
his absence Mrs. Gerson is at the helm, and
seems to have been born to it, so well does she
handle matters.

The Penn Phonograph Co. have added a new
man to their traveling staff in E. J. H. Smullen,
who is an experienced and practical talking ma-
chine man, and his broad acquaintance, together
with his winning personality, should do much to
further the interest of his house in the coming
fall.

Julius Welner, the well-known talking ma-
chine expert of this city, is preparing to sail on
the steamship Blucher for Liverpool on August
13. Mr. Weiner is now figuring with a large
English syndicate who are contemplating buy-
ing some of his patents for the United States
and Great Britain, in which case they intend to
come here and compete with the "Big Three"
for American favor. After closing up his affairs
in London Mr. Welner will spend six or eigh:
weeks on the Continent, where he will combine
business with pleasure, promising to bring back
several things that we believe will be of inter-
est to this trade.

The Weymanns reported July trade as much
ahead of June and declared the future held noth-
ing but bright things for their house.

J. W. Irwin, the capable advertising manager
and general supervisor of the "House that
Heppe Built," is now enjoying a much-needed
rest in the wilds of Adams County, Pa., where
he can get completely away from the worries of
business. Though only a very young man, Mr.
Irwin has done more than anyone else to buiid
up the big trade they now have in this field.
Talking machine dealers especially have found
in him a "friend in need," as by his careful
attention to details he can nearly always come
to their rescue whether it be an order for rec-
ords or advice in a critical situation.

Geo. W. Lyle was « recent visitor at the Co-
lumbia headquarters here, and while in town
ran around to shake hands with the jobbers, all
of whom are his personal friends.

Adolf Weiss, of the Western Talking Machine
Co., reported a good demand for Edison goods
and predicted big things for the fall.

Sol. Bloom's new store, which was opened a

few weeks ago in the neighborhood of the Belle-
vue-Stratford, continues to be the talk of the
trade. He has certainly given the Victor line a
most artistic environment. The striking decora-
tive scheme of red, gold and white, together
with the delicate paneling effects, hold the eye
and give the rooms a bright, cheery appearance.
Mahogany furniture, upholstered in red leather,
is scattered profusely but tastefully around, the
hardwood polished floors being covered by rugs
to match the color scheme. At the back is an
immense fountain, the water rushing out at the
top tumbles down over a series of ledges to the
bottom, the sound being pleasing and soothing
to the senses. On the top, bending oyer, as it
were, to drink, is a life-sized figure of a water
nymph, and though only molded, the work is of
such a high-class order that only by close in-
spection could it be detected from bronze. At
night the room is extremely effective. Revolv-
ing colored lights beneath the running water,
together with the arrangement of the other fix-
tures, show not only good taste but an immense
amount of thought. On the whole, Mr. Bloom
may be congratulated, for he has accomplished
a difficult task, the decorations being so striking
that if anything had been overlooked or over-
done, the whole would have appeared garish and
cheap. As it is, however, it is a wide departure
from beaten paths.

E. D. EASTON BACK FROM EUROPE.

Enjoying Good Health — Mr. Lyie's Vacation-
C. J. Hopkins Returns from the South.

Edward D. Easton, president of the Columbia
Phonograph Co., general, who went to Europe
early in July with his family on a pleasure tour,
got back from Liverpool, England, Friday,
July 31, on the crack Cunarder "Lusitania." His
health is completely restored and he is in excel-
lent condition. Mr. Easton was at headquarters
in the Tribune building Tuesday, and will at-
tend to business regularly hereafter, as was his
wont before the unfortunate railroad accident
last October.

General Manager Lyle will take a vacation
about the middle of the month, a respite from
business cares he has richly earned.

Friday last Charles J. Hopkins, who has been
travelling in South American countries since
April for the Columbia -Co.'s export department,
got into New York via Panama, I. P. He will
remain in the United States for several weeks.

Next month opens the fall compaign.

^ DO YOU MEET THE DEMAND ^

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jr;

42

THE TALKING MACHINE WORLD.

CLEVELAND'S BUDGET OF NEWS.

Improvement in Business Noted — The May
Co. to Enlarge Department — What Various
Dealers Have to Report — T. H. Towell Opens
Wholesale Branch In Indianapolis — Bailey
Co. to Erect New Building — A Self-Writing
Typewriter the Latest Invention.

(Special to The Talking Machine World.)

Cleveland, O., August 10, 1908.

The upward trend of business in local talking
machine circles indicates that it is holding its
own, and is gradually being affected favorably
by improvement in most of the industrial lines
in the city. There is more business, a greater
feeling of confidence and a more encouraging
outlook than there has been in some months
past, and altogether there is no reason to be
dissatisfied, while there is every reason to be-
lieve that conditions will improve steadily, if
slowly, right along now.

Audley Biesinger, the right-hand man of W. J.
Roberts. Jr., the man who understands the talk-
ing machine business in all its details, from alpha
to omega, is on a two weeks' vacation fishing in
Geneva Lake. If he is as good a fisherman as he
is a talking machine man, there won't be any
fish left in the lake when he gets through.

As an indication that conditions generally are
pretty good, the postal receipts for Cleveland for
the fiscal year ending June 30 show an increase
of 5 per cent. The total receipts for the year
were $1,952,902.11, an increase over the preced-
ing year of $91,895.08. The showing indicates
that business in Cleveland is improving.

Business is reported very good with the Co-
lumbia Phonograph Co., a considerable increase
in trade being noted in July over June. Pros-
pects were said to be very bright for this mouLh.
Mr. Probeck, manager, is enjoying his vacation
at West Hudson, where the fishing is said to be
unexcelled.

H. B. McNulty has severed his connection with
the Witt Music Co. and taken the management
of the talking machine department of the May
Co. "Business," he said, "is fair and the out-
look good. We are jobbers in Victor and Co-
lumbia goods, and think of soon adding the Edi-
son. We contemplate changing and enlarging
the department, making it one of the finest talk-
ing machine establishments in the State."

Business was reported running along just
about the same as it has been for several weeks
past at Collister & Sayles. There is a fair de-
mand for records, it was said, with occasional
sales of machines. Having finished the exchange
of records, Phil Dorn, manager, has gone on a
two weeks' vacation.

W. J. Roberts, Jr., is having excellent sales of
records, and a very good trade in machines.

Miss Edna Rankin, manager of the Witt Music
Co.. 206 Prospect avenue, reports business on the
increase. "I have made several good sales of
machines," she said, "and our record business
has almost doubled. 1 look for an increased
trade from this time forward." It is certain Miss
Rankin will get her share of the talking ma-
chine business, as she takes an interest in her
customers' wishes, treating them courteously to
demonstrations and assisting them by sugges-
tion and advice in making selections. Miss
Rankin was formerly with the Bailey Co , and
has had large experience in musical matters.

W. H. Buescher & Son report some improve-
ment in trade, and say the August lists are
very good and taking well.

T. H. Towell, of the Eclipse Musical Co., has
just returned from a two weeks' vacation in the
Adirondacks, where he said he had a most en-
joyable time. "Business," he says, "is very good.
We had an increase in June over May, and an
increase in July over June. We have made ex-
ceptional sales of high-priced machines during
the past month — in fact, sold more Victrolas
than during any month since starting in busi-
ness. We have opened an exclusive wholesale
branch store at Indianapolis, under the firm
name of the T. H. Towell Co., where we have
been operating a little over a month and doing
a good business. Conditions are improving in
the talking machine trade and the prospects are
good."

The first of the year the Bailey Co. will erect
a new ten-story building adjoining their present
one, and conforming with it architecturally,
wherein a magnificent mtisic room will be
allotted, and the talking machine and piano
trade will be taken care of.

Hugh Gulley says that although business is
quiet, he is keeping up with the procession, and
that his sales of both machines and records in
July exceeded those of June.

Coblitz Bros, have moved from 5529 to 5903
Woodland avenue, ' where they have more capa-
cious quarters. They have fitted up the store in
attractive style and make a fine display of Edi-
son phonographs and Victor machines and other
musical instruments and supplies. Mr. Coblitz
said they were doing a fairly good business,
though trade was still slow. They carry a very
complete stock of both English and foreign rec-
ords, with a preponderance cf patronage in the
latter.

"I am doing very well," said Mrs. Hartwell.
at her phonograph store. No. 3032 Lorain avenue,
"quite as well as I expected when I moved from
25th street to this location. My sales of records
average up well and sales of machines are fairly
good."

A film exploded in a moving picture show a
few nights ago at Youngstown, O. The operator

was badly burned and the audience thrown into
the usual excitement. It was with difficulty the
firemen controlled the blaze. In time, with im-
provements and competent operators, these
periodic accidents will cease.

A self-writing typewriter has been invented
by F. F. Main, corner of Lorain avenue and West
92d street, Cleveland, and several are in opera-
tion, doing commercial work. In many respects
the machine is not unlike a Pianola. A perfor-
ated sheet runs over a tracker board, fitted with
fingers, one for each key, and where a finger
strikes a perforation it acts on a key by means
of a solonoid. The keys are attached with wires
to the solenoids, ivhich hang below them, and
the action of the solouoids not only pulls them
down, but sends them back into place instantly.
It is possible to write ninety words a minute, al-
though the average speed is one word a second.
When the end of a line is reached the carriage
moves back automatically, making the proper
spacing for new paragraphs. It is claimed one
machine will turn out the work of three girls,
and one girl can look after six machines. A
stamping machine with a typewriter keyboard
makes the perforated rolls which are used in
the machine.

LUNCHEON FOR EDISON SALESMEN.

Most Enjoyable Reunion With F. K. Dolbeer as
Host.

The traveling salesmen of the National Phono-
graph Co., who were at headquarters prepar-
ing for the fall campaign, were tendered a
luncheon during their visit at the Orange Club.
Orange, N. J. F. K. Dolbeer, manager of sales,
acted as host, assisted by E. H. Phillips, man-
ager of salesmen.

The following salesmen and National Phono-
graph Co. officials were present: F. K. Dolbeer,
E. H. Phillips, B. R. Barklow, H. D. Clark, A. V.
Chandler, F. W. Ewan, F. L. Fritchey, J. H.
Gill, G. A. Hedden, W. P. Hope, W. H. Hug,
A. H. Kloehr, L. J. Kocher, M. G. Kreusch, E. A.
Neff, G. A. Renner, J. W. Scott, J. F. Stanton,
H. A. Turner, R. H. Veale, C. D. Warren, F. L.
Dyer, A. Westee, P. Weber, E. L. Aiken, L. C.
McChesney, G. E. Youmans, A. M. Hird, L. W.
McChesney, A. C. Ireton, H. T. Leeming, C. W.
Page, Ralph Holden.

All of the out-of-town salesmen made their
headquarters while in New York at the Chelsea,
on West 23d street, the majority of them start-
ing for their respective territories last Saturday,
and others following shortly afterward. They
had a most enjoyable time.

Did it ever occur to you that the work of a
man who has received his pay in advance is
always spiritless?

No. 107.

Two New Ones

From the HUMPHREY Line of
Record Cabinets

'I'lie illustration shows Xo. loT Disc Record Cabinet, made of
.solid Oak, Golden l-'inishcd. The interior of this is finished
ilic Ilumplirey way — smooth, neat and attractive. Exterior
rubbed and polished. Each division in rack holds five Records;
the entire Cabinet holds 125 12-inch Records.

Height, 32 M; inches.
Width, 17 inches.
Depth, 15% inches.
Weight, 55 lbs., crated.

Ouarter Sawed Onk front, plain sides and top, paneled back.

Price, $10.00 List

No. 13", Cylinder Record Cabinet, holds 125 cylinder Records
— same finish, same dimensions. Interior fitted with five trays,
which can be pulUd out and suspended at any angle, making all
Records easily accessible.

Price, $11.00 List

Our Cat.iK'g illustrates many st\Ks for Cylinder and Uisc
Records — the best made, the best designed, and best finished
Cabinets in the world — at popular prices.

Send your order to the nearest Jobber, or write at once for
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HUMPHREY SALES CO. - DETROIT, MICH.

N*. 137.

THE TALKING MACHINE WOULD.

43

* IMPRESSIONS OF A VISIT TO PERU *

Written for The World

Peru — in the Imagination of the poet what
visions the name conjures up of wealth and mag-
nificence, of shimmering silver and burnished
copper — but — what a difference when you tee it!
Read the Conquest and you imagine a land of
waving grain, hordes of Indians in picturesque
attire, magnificent roads and barbarous splendor,
pottery, plumes and plazas and intermixed and
covering as a gloss, a quaint Spanish civilization
of old cathedrals, priests, ancient ruins, narrow
streets, llamas and gaudy dress and a languorous

THE BOLOGNBSI iMONUMENT IN LIMA.

sunshine over all. The reality is different. A
cloudy morning in June, with a light London
fog, chilly and soul-depressing, one enters the
harbor of Callao, which is the port for Lima,
eight miles away, and your first sight is a water-
way full of steam and sailing ships, with a war-
ship or two and, jutting from the shore, docks
and landing stages, and on deck a crowd of noisy,
gesticulating natives to take you ashore, who
quite surprise you until you get used to it, by
speaking English. The most noticeable thing to
me was the sign that could be read from the
ship, in letters feet in height, "English Railway
for Lima and Chorrillo?." Once ashore the big,
heavy electric cars that run from Callao to Lima
strike you as out of place, and remind you of
the Akron-Cleveland cars. Callao looks new;
streets are being repaired or made and houses

A GKOUP OF PEASANTS IN PERU.

erected, and beyond the one long main street, or
Calle Lima, the spaces are open and unoccupied.
It looks desolately poor; the houses and shops
are small and squalid; the open tracts are bare
and a dirty light brown with little foliage, and
the mud walls, enclosing deserted fields, are end-
less, and if beer is not the native beverage it is
not the fault of the advertising staff of the brew-
eries, as the walls are almost continuously plas-
tered with the rival merits oj "Pilsen-Callao" and
"Piken-Lima," with an occasional reference to
that which made Milwaukee famous. At this
particular time an American would feel especially
at home, as the posters of an American flag, with

by CHAS J. HOPKINS

the words "Welcome to the American Fleet,"
have not as yet been obliterated from the walls.

The cars run up to Lima in about fifteen min-
utes, and they speed up at times. Lima is dis-
appointing and its characteristic is noise. Lima
the Noisy should be its appellation, the rumbling
of carriages and drays over the cobblestone
streets competing with the whistling of the po-
licemen (far worse than even in other South
American towns) and the clanging of electric
car and cathedral bells. It is also modern, or
rather, considering that Pizarro founded the
town in about 1530, ridiculously semi-modern.
The oldest date I have been able to find is on
the cathedral on one side of the Plaza — 1722 —
although they have old Pizarro himself, or what
is left of his bones and dried skin and whiskers,
on show in a glass coflfln in the cathedral. His
arms are meekly and religiously folded acros3
what was once his manly chest, a pose that
from his history would not seem to have been
usual during his lifetime, and he is shy one
hand, but whether some one has stolen it as a
relic to cure measles or the rats have chewed it
off, or he lost it before he arrived at his present
address, I do not know.

The streets are comparatively wide (for a

( II.MII.KS .1. HIII'KIXS.

Spanish city), perfectly straight and crossing at
right angles; the houses and shops are well built
and some quite imposing, but the business p'.aces
are generally small. It seems to be characteristic
that the frontage is narrow, though the shops are
deep. The goods displayed are, as a rule, poor
and cheap, and the merchant? believe in show-
ing their goods to those who run, for the fronts
are masked with clothes and cloths; dishpans,
plaster lions, baby carriages, crockery, pianos,
bicycles, agricultural implements and many other
articles of use or ornament are strewn in the
doorways and block up the fioor space, and
nowhere else in all the world have I seen quite
so many different articles carried in stock as I
have seen here. The streets are crowded and
seem brisk, and the first impression is one of
busy and noisy activity, but the houses and
shops with their portals and overhanging bal-
conies and the cheap goods displayed make the
general scene remind me of the cheap back
streets of Paris. Lima has an electric car serv-
ice that many a larger city might be proud to
own; it has a hotel that for gorgeousness of tile
and mirror and wide corridors and patios is very
striking; it has a great and magnificent cathe-
dral and as attractive a plaza as I have seen on
the west coast, and two fine clubs, the "Union"
and the "Nacional," where the visitors will be

made very welcome, and also very drunk. The
people seem childishly light-hearted and noisy,
and gesticulate even more than other South
Americans. The rather undignified but earnest
boyishness of the men is amusing to me. They
will squabble and fuss and formally "protest"
over a game of billiards or when shaking dice
for drinks, and in everything they do, from at-
tending a funeral to guard mount, they give the
impression by their broad grins that they are
playing, and enjoying it, too. There is also an
"army," and very showy and glittering it looks,
and each company has at least one dog. The
officers seem to be selected for their lightness of
color, good size and fine appearance, but the

r %

TKE FAMOr.S PA.S}"0 IX I.IJIA,

stock is evidently exhausted by the rank, for
the file is about as poor and mediocre as can be
imagined. I should say the average height is
five feet and stodgy and shapeless in proportion,
and the almond eyes and Japanese cast make
one almost believe that famous Yeddo boast (or
joke) that Japan originally colonized the West
Coast and Brazil. We have had a good chance
to see the "army," as a rebellion has just oc-
curred which, though unimportant, has been
sufficient to keep things on the qui vive, and be-
sides this for the past two Sundays there have
been great doings because the Archbishop died,
and they seemed to feel it incumbent to install
a new one, and the ceremonies were quite impres-
sive, from a spectacular, military and canine
point of view, and it was hard to tell which
were the- most joyous, the soldiers, the populace
or the dogs. The army is patterned after the
French, and the French influence and training
are noticeably great. In this respect Peru
differs from Chile, where the army influence
and instruction are German. This is perfectly
natural, as Peru could not possibly do anything
that Chile does, as the two crowds are, or believe

CATIIEDKAI. .SQCAliE, T.IMA.

themselves to be, "natural enemies," and each be-
lieves itself to be far superior to the other, but
they all look alike to the foreigner. Person-
ally, I think the Peruvian troops in their French
uniforms present the more attractive view, but
the Chilians, with their German uniforms and
helmets (not to forget the "goose step" — made in
Germany) are the more impressive and business-
looking. I presume they have a national anthem
in Peru, though it is not dinned into your ears
as elsewhere in South America, but it seems
certain that the stirring French march, "Sambre
et Mouse," is their war music, as it was played
almost continuously and exclusively on both oc-

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44

THE TALKING MACHINE WORLD.

casions when the troops were out, and though
surprising to the foreigners it is perfectly con-
sistent with the character of the people that you
should hear "Whistling Rufus" or the intermezzo
from "Cavalleria Rusticana" played as marches
when the troops are going by. The band plays
in the plaza in the evenings, as is common in all
Spanish towns, but a peculiar custom that I have
never seen elsewhere is that the band, instead of
occuping the band-stand, is grouped on the
ground and surrounded by a squad of soldiers
with fixed bayonets. Whether this is to keep
the band from deserting or to protect it, as my
friend suggested, I cannot aver, but I hardly be-
lieve the latter, as they discourse good music
well worthy the expert recorder's attention.

Any description of Lima, however, would cer-
tainly be incomplete without a reference to the
"Comida Concierto" (which in real langauge
means "dinner concert") on Sunday night at the
Jardin Estrasbiirgo, which is a cross between a
"short order" restaurant in an Arkansas rail-
way town, and a boulevard cafe in Paris. There
were three of us, and we were greeted on our
entry by a "voice" which caused us to look at
each other in surprised appreciation, as the man-
ner in which the singer rendered grand opera
selections by Verdi and Rossini made us wonder,
and when we saw a kinky-headed negro, who
looked like a waiter dressed for company, we
wondered more. The violinist is a young man
who is wasting his talent in Peru, and we agreed
that we have never heard Braga's "Serenade"
played better. The next table was occupied by
a party of Germans who must have belonged to
a temperance society, to judge by the assiduous
manner in which they seemed determined to put
down strong drink, and whom the English mem-
ber of our party, after we had started on our
third bottle of "Pommard," referred to as
"square heads" in such a particularly offensive
tone that we thought it better to remonstrate
gently with him. A more highly animated scene
I have never beheld in its entirety, and the
climax was capped when a young man, a few
tables away, suddenly fell out of his chair. We

had made friends with the Maitre d'Hotel, who
brought us "Perdices." I don't know just what
a perdice is; its translation is partridge, but it
was not like any partridge I have met before,
and I think I could best apply one of Dan Leno's
records — the "Shop Walker" — when they hadn't
anything but chicken and the lady wanted either
a duck or a pheasant, and he very carefully ex-
])lains that these particular chickens have been
fed on pheasant food, and they can flatten it to
look like a duck,' and ends with " 'ere .Teems,
wrap one chicken to look like a duck and taste
like a pheasant."

But this leads to the subject nearest our
hearts, and to get down to it there seems to be
little done in talking machines. They are not
well handled, nor shown to good advantage, and
the trade is carried on only by a few cheap
dealers, who carry them in connection with all
the diverse stock under the sun, from tin whis-
tles, toys, boots and shoes, to statuary. It is
hard to believe from appearances the figures
gathered from "Our Foreign Customers' "
column in The Talking Machine World, which
would indicate that an average of about $600 a
month in talkers are imported into Callao alone,
though it is probable that there are practically no
imports elsewhere in the countrj', and a great
many of those coming into Callao go to the
mines. There is not, however, that evidence of
a brisk trading in the goods that one finds in
other South American cities, and certainly the
dealers have not fallen all over themselves to
get in their orders for the "stuff," as their stocks
are very poor. The business needs reorganizing
and generally whooping up, but it will take some
time and much effort to do it. The wTiole West
Coast just now is in bad condition. In Chile
the bottom has dropped out of their paper cur-
rency, and a peso that is supposed to be worth
18 pence and was actually worth some six or
eight months ago 16 pence, has now dropped and
dropped until it has reached 7 and a fraction,
and everyone believes it will drop to 6 pence
(which will mean a decline of from 36 to 12
cents) before there is a rise, and that it will

be a year or even two before financial conditions
are normal. Peru, fortunately, has no exchange
troubles, as it has a gold and silver currency,
but the prices of silver and copper are away
down, and silver and copper are their bread and
meat. This fact makes people poor, or unwill-
ing to spend, and although the price of copper
has lately advanced a little it will be several
months before the depression is over.

It would seem, therefore, that if old Pizarro
and his gang of good old bullies found a virgin
field for their more or less civilizing proclivi-
ties his modern succesror, who is bent on a "re-
conquest," with that mighty aid to civilization —
the talker — has a territory nearly as virgin, and
we are getting after it; but, like the first con-
quest, it will be slow and discouraging and hard
work, and if we believe history the talker does
not seem to be in it with the horse to incite ad-
miration in the breasts of the natives (which I
am afraid is a "horse" on us), and it is heart-
breaking to think of the finely equipped and at-
tractive talking machine shops all over the United
States and Europe and then to know that so far
not one merchant m Peru has awakened to the
fact that Lima, with its 200,000, would sup-
port a real business in this line, I fully believe,
far greater than that which comes from many
other cities in the world of greater size that are
adding their proper quota to our dividends month
by month. Think of Lima, as compared, for in-
stance, with Indianapolis. Lyons, France, and
Bradford, England, a more important distribut-
ing point, commercially, than any of the three,
and tapping such a territory, absolutely without
competition in its unique position as capital and
largest and most important city in the country,
that makes the distributing powers of the others
look like the historic thirty cents, and then im-
agine what could be accomplished if some live
distributer should awaken to the possibilities
and put a charge of dynamite under himself and
get into the "uplift" game. Of course, it will
come in time, and we with the worthy repre-
sentatives of our competitors — Pizarros up-to-
date — shall achieve our conquest.

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0

THE TALKING MACfflNE WORLD.

45

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46

THE TALKING MACfflNE WORLD.

CLEANLINESS OF STOCK PAYS.

Customers Not Impressed With Dusty Machines
or Records — Little Effort Will Do a Lot in
Keeping Stock in Condition.

There is nothing more disgusting to an intend-
ing purchaser than to be. handed an article for
examination that is full of dust. It is especially
annoying to a woman, who, in handling the ar-
ticle, gets her gloves or hands soiled through
gross carelessness on the part of the salesman di-
rectly, or maybe the porter, indirectly. And
what man is impressed by dusty stock? How
many would buy a soiled collar, a dusty shirt or
a soiled cravat? Yet to handle some of the rec-
ords offered by certain talking machine dealers
one would think that dust was essential in ob-
taining a first-class reproduction. Antique fur-
niture and old wines are about the only things
that appear to have their value increased by an
accumulation of dust and cobwebs, and while
musty ale tickles some palates, musty music from
a dirty record pleases very few ears.

The record and machine stock should be care-
fully wiped with a cloth each morning and also
during the day if the store is located on a busy
thoroughfare where dust is plentiful. To use a
feather duster simply distributes the dust over
the floor and other stock, and does not remove it.
While cleaning is naturally the work of a porter,
salesmen will not demean themselves in the least
by seeing that all articles are perfectly clean be-
fore being offered for the inspection of a cus-
tomer.

Fortunately, the great majority of talking ma-
chine dealers have adopted envelopes for disc
records, which greatly aids cleanliness, and cyl-
inder records are\naturally kept in the cartons
in which they are received. Individual testing
rooms are, as a rule, made dust proof, and aid
greatly in keeping the exhibition stock in good
condition.

Those machines displayed in the open store
should be kept covered except when in use, for
no matter how often they are dusted there is
bound to be an accumulation of dirt in the
mechanism if they are left uncovered, which will
greatly interfere with proper operation. A clean
stock is as essential to success as a cleanly sales-
man, and should be carefully watched in that
particular.

G. H. King, 243 Hessle Road. Hull, Eng.. has
one of the finest talking machine depots in that
city. He is most enterprising and always keeps
a full supply of the latest specialties on hand.

"CANNED SERMONS."

While the Minister Is Away the "Talker" Plays.

Just a can of sermon,
Served with olive oil,
Tickles congregation,

Saves the pastor toil,
Pastor fishing in the woods,

Will be there till late.
Only thing they don't can now's
The collection plate.

— Tinned Hymns for the Helpless.
(Special to The Talking Machine World. j

Chicago, 111., July 30, 1908.
"Canned" sermons will be preached in many
Chicago churches this summer when the pastors
go away on their annual vacations. "Canned"
sermons are the kind that are reproduced on a
phonograph machine, and some who have heard
them say they are equal to those of the best
pulpiteers.

Jenkin Lloyd Jones, pastor of All Souls'
Church, says: "The 'canned' sermon is certainly
an up-to-date twentieth century idea, and I'm in-
clined to think it an excellent one. A few days
ago I heard a coterie of ministers discussing
it, and all were heartily in favor of the new
use to which the phonograph can be put.

"You have authority from me to announce that
I will gladly furnish cylinders, or 'canned ser-
mons,' as they are called, to any minister in
Chicago who -wishes to reproduce them in his
church. The offer is open to all denominations,
and I will furnish the cylinder free of cost. They
will be by the best pulpit orators in the coun-
try."

RECORD WAX FROM SUGAR CANE.

The West India Committee Circular states that
application has been made for a patent for a
process of extracting wax from the sugar cane.
It seems that the rind of the cane contains a
certain proportion of wax which has hitherto
been lost with the refuse. By the new process
this wax is now recovered from the filter refuse
and turned to commercial uses, being very simi-
lar in its characteristics to beeswax or Carnauba
wax, which can be used for precisely the sam?
purposes. The wax, which resembles that now
used very largely for making cylinders for talk
ing machines, is exceedingly hard and capable of
taking a high polish.

An ad. that doesn't tell the truth is a good
deal like a glass of water colored to look like
wine. The drinker isn't liable to come back for
more after the first swallow.

DYER AND WILSON SUCCEED

Wm. E. Gilmore as President and General Man-
ager of the National Phonograph Co.

It was announced recently that the office of
president and general manager of the National
Phonograph Co., and other companies in which
Thomas A. Edison is interested has been divided,

riiANK I.. DYER, PEESIDEXT N-ITIOXAL PHONOGRAPH CO.

William E. Gilmore, who held the dual position
for many years, having retired. His successor
as president is Frank L. Dyer, who will also
continue to act as general counsel for the com-
pany, while the oflice of general manager will be
filled by C. H. Wilson, who has heretofore acted

.-. 11. n il. SUN, i.:i:.N. .\k;r. xatio.nai. riioNmntAru co.
as assistant general manager of the National
Phonograph Co. Reports of Mr. Gilmore's re-
tirement from the companies, which were preva-
lent about two mouths ago. were denied by all
parties interested. The other officers of the com-
pany remain unchanged.

The United Talking Machine Co.. of New York,
have just completed their first model, which will
be known as the "Echo-Phone," for which much
is claimed by its manufacturers. They will have
stock ready for the trade In September.

Never deceive customers as to quality. If the
article shown is not the best, say it is good value
for the price, but give them to understand that
price follows quality.

Grinnell Bros.

--"-'fij-f-'-'j

7^ '

DETROIT, MICH.

The New $'200,000

Grinnell Building

Concc-ded to be I he mo8i
beautiful nnd best equipped
Music House in the U. S.

Largest Micbigan Jobbers of tbe complete

EDISON M VICTOR

Lines, including Records and Accessories

Wo have cvervtbiiiK in SUNDRIES, includinc : AUTOMATIC
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CRANES. TONE MODIEIERS. BRUSHES, ETC.

No annoying delays if you order from us. All
orders filled same day received.

\Vc- carr>' every Record listed by the Edison and Victor Co.'s.
Not one of each, but dozens, yes, hundreds each of the more popular
lui nibers.

An extensive line of RECORD CABINETS at
prices that are RIGHT.

If you are a Victor or an E.dison Dealer in our territory coin-
municate with us and learn of sometbinK very much to your advan-
tage and profit. Atldress : —

GRINNELL BROS.,

Grinnell Building
DETROIT, MICH.

THE TALKING MACHINE WORLD.

4?

LATEST PATENTS RELATING TO TALKING
MACHINES AND RECORDS

Diaphragm for Recorders or Reproducers.
Gustaf J. Anderson, Allston, Mass. Patent No.
892,205.

This invention relates to certain improvements
in the diaphragms of the recorders and repro-
ducers, the object being to produce a diaphragm
which will be entirely free from the "frying" or

scratching so common
in these instruments
as now constructed,
and one which will
reproduce the sounds
^ clear and resonant

and entirely free of the objectionable "frying"
or scratching sounds.

Figure 1 illustrates a transverse sectional view
of a reproducer of a phonograph showing the
improved diaphragm therein, and Fig. 2 shows
a plan view of the diaphragm removed from the
reproducer.

Apparatus for Phonographs and Grapho-
PHONES. Joseph O. Hirschfelder, San Francisco,
Cai; Patent No. 892,520.

This invention relates to improvements in the
sound-box, sound-conducting tubes and horns

which are used in con-
nection with talking
machines, and it has
for its object the con-
struction of these sev-
eral parts in such man-
ner as to prevent their
undue vibration by the
sound waves passing
therethrough.

In the accompanying
drawing representing a sectional view of a
sound-box, 1 is the sound box, 2 the conducting
tube, 3 the elbow, 4 the horn, and 5 the bracket
or support; 6 designates the lining applied to
the interior of the before designed parts.

Phonograph. Oscar Arnold, Neustadt, Ger-
many. Patent No. 892,494.

This invention relates to improvements in
phonographs and has to do more particularly
with improved devices for operating the recorder
or reproducer support abreast of the record, and
also to improvements in braking mechanism
adapted for use in connection with such ma-
chines.

One of the objects of the invention is to pro-
vide means for moving the recorder support
abreast of the record and to so construct said

abreast of the record
and to so construct said
means as to obtain au-
tomatic return of the
record or reproducer
support to an initial
position after the rec-
ord has been reproduced
or recorded, as the case
may be, for the pur-
poses of reproducing
or recording a new records. A further ob-
ject Is to provide improved braking mecha-
nism for automatically arresting and per-
manently braking the recorder or reproducer
support and the driving mechanism at a pre-
determined point in the operation thereof. In
the drawing the figure is a view in elevation of
a machine embodying the main features of the
invention.

Talking Machine. Joseph M. Landon, Lon-
don, Eng. Patent No. 893,525.

This invention consists in improvements in
talking machines and refers particularly to the
sound boxes for recording or reproducing. Ac-
cording to this invention, spring mechanism is
provided of such a character in connection with
the sound box that although the spring is rigid-
ly held in position it is not controlled in such
a way as to minimize its action and render it
insensible to the slightest vibrations of the
stylus, while at the same time the mechanism

is not too sensitive so as to cause over vibra-
tion or "blasting."

In carrying out the invention, there is fixed
to the shell of the sound box one edge of a flat
spring, in such a way that the spring is in the
same plane as the diaphragm; the other edge
of the spring over which
the stylus bar is connect-
ed is left free to move.
The flat spring may be
formed of steel, or of any
other springy metal or
material, such for in-
stance as brass, glass,
mica or the like. The
user may connect the sound box thus constructed
to the end of the trumpet or to the tone arm
or the like by any suitable means.

Figure 1 shows front view of a sound box
constructed according to the invention; Fig. 2
shows side view of same.

Feeding Mechanism for Talking Machines.
Gustav A. Wlost, Schramberg, Germany, as-
signor to firm of Vereinigte Uhrenfabriken von
Gebriider Junghaus & Thomas Haller, A. G., of
Schramberg, Germany. Patent No. 893,292.

This invention relates to feeding mechanism
for talking machines wherein the diaphragm
supporting tube can slide on roller guides with-
out any articulation in a tube connected to the
sounding trumpet. In order that with such feed-
ing mechanism the sliding or forward move-
ment of the diaphragm tube may take place in-
dependently of the record grooves of the record

Figure 1 is a side elevation with partial sec-,
tion; Fig. 2 is a section on line A — B, and Fig. 3
is a section on line C — D of Fig. 1.

Phonograph. Charles Thoma, Jr., and Walter
Thoma, Carlstadt, N. J. Patent 893,283.

The present invention relates to talking ma-
chines, and has particular reference to a multi-
record or repeater phonograph such as is dis-
closed in Letters Patent No. 873,969 of Dec. 17,

Tis.l.

1907. The main object of the invention is the
production of a machine, automatic throughout,
and reliable in its operation. One of the fea-
tures of this invention resides in providing a
rotatable alinement device mounted independent-
ly of the record carrier and in peripheral en-
gagement therewith. A suitable locking device
is employed adapted to engage with the aline-
ment device, and means are provided for releas-
ing the locking device after each sound repro-
ducing period, so that the rotation of the record
carrier will move the alinement device a suffi-
cient distance to position a new record, after

Fig-, 4.

discs, the diaphragm tube according to the pres-
ent invention is moved forward by means of a
slide operated by the driving gear of the machine,
said movement being of course always such that
the feed of the diaphragm and style conforms
with the spiral of record grooves on the record
disc.

which the locking device locks the alinement
device again. In the preferred embodiment the
sound-reproducing mechanism is utilized to re-
lease the locking device and to turn the record
carrier.

In order, however, to allow for slight dis-
crepancies, due to lost motion or wear, an inter-
mediate driving mechanism is employed for oper-
ating the individual records which will compen-
sate for discrepancies in size or positioning of
the parts. The intermediate driving mechanism
is carried on the free end of an arm which is
loosely pivoted at the other end. This inter-
mediate driving mechanism rests on and is in

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No. 39 Union Square, New York

48

THE TALKING MACHINE WORLD.

engagement with transmission mechanism on the
driving shaft, and is adapted to engage with
transmission mechanism on the records as they
are successively presented thereto. The inter-
mediate driving mechanism is thus held yield-
ingly in engagement with its co-operating mem-
bers whereby discrepancies in size and position
of the pa»ts are compensated for.

In the accompanying drawings:- Figure 1 is a
plan view of a phonograph embodying the in-
vention. Fig. 2 is an end view of Fig. 1. Fig. 3
is a transverse sectional view on the line 3 — 3
of Fig. 1. Fig. 4 is a detail view of the double
reversely threaded repeater screw. Fig. 5 is a
transverse sectional view on the line 5 — 5 of
Fig. 1. Fig. 6 is a transverse sectional view
on the line 6 — 6 of Fig. 1. Fig. 7 is a view

similar to Fig. 6 but showing the parts in a
different position, and partly broken away.
Fig. 8 is a detail view of the locking device and
releasing means. Fig. 9 is a detail view of the
locking device looking in the direction of the
arrow 9 in Fig. 8. Fig. 10 is a sectional detail
view on the line 10 — 10 of Fig. 7. Fig. 11 is a
detail view of the intermediate driving device
and adjacent elements. Fig. 12 is a detail view
in perspective of the locking pin which engages
with the Geneva stop wheel.

Phonogr.\ph. Oscar F. Falk, Belleville, N. J.
Patent No. 893,230.

The present invention relates to an improved
automatic stop mechanism for sound-reproduc-
ing machines, and is particularly adapted to
machines using a flat circular record. The ob-
ject of the invention is to provide adjustable and

automatic means for stopping and holding the
turn-table or record support of a gramophone or
other similar device upon the completion of the
reproduction, whether the impressions of the
music, words, etc., and say on the 125th revo-
lution of the record or on any other revolution
of the same. If desired the apparatus may be
adjusted so as to stop and hold the turn-table
at any point in the revolution of the record,
automatically, whether the record be completed
or not.

Of the drawings which form a part of and
illustrate the Invention — Figure 1 is a fragmen-
tary plan view of a gramophone table and turn-
table or record-support, to which is applied the
invention. Fig. 2 is a sectional edge view of a
portion of the apparatus on line x — x of Fig. 1.
Fig. 3 is an edge view of Fig. 1; and Fig. 4 Is a
plan view of a detached part.

Automatic Needle-Clamp fob Talking Ma-
chines. Gabor Kdnlgstein, San Francisco, Cal.,
assignor to D. H. GuHck, same city. Patent No.
893,929.

This Invention relates to attachments for talk-

ing machines, and especially to an automatic
needle clamp. Its object is to provide a simple,
cheap, practical attachrnent which can be ap-
plied to any talking machine already in use;
and which will permit a needle to be put in or
taken out without the use of thumb-screws, and

which will provide for the seating of the needle
in such fashion that either a soft tone or a loud
tone may be obtained from the same needle.

Figure 1 is an elevation showing the invention
applied to an ordinary sound-box and stylus bar.
Fig. 2 is a sectional view of the invention, en-
larged. Fig. 3 is a sectional view of the same
omitting the clamping sleeve. Fig. 4 is an end
view of the sleeve. Fig. 5 is a like view of the
clamp.

Talking Machine. Luther T. Haike, Phila-
delphia, Pa. Patent No. 892,045.

This invention relates to talking machines and
has for its several objects to combine such a
machine with an enclosing cabinet in which a
movable closure therefor, specifically an up-
wardly-swinging hinged lid, shall provide the
means for supporting the sound-amplifying horn
or sound-discharge chamber, and whereby the
latter is wholly concealed when the instrument
is not in use and wholly exposed while the in-
strument is in operation; also in the provision
of a specific character of such amplifying horn
or sound-discharge chamber, whereby its usual
objectionable external features are eliminated,
while at the same time the tone of the sound
waves discharged through it is improved in
quality; and finally, in so constructing and com-
bining the elements that the sound-conveying
arm, which is pivotally mounted and supported
thereby on the inlet end of the horn in opera-
tive position over the sound record and its ad-
junctive mechanism, when the machine is in
operation, may be, at other times swung out of
operative position and into fixed position on the
underface of the lid of the cabinet, and along-
side the sound-discharge horn or chamber, and
the lid of the cabinet closed over the body por-
tion thereof which is adapted to contain in-
teriorly the talking machine proper and its usual
adjunctive elements.

To these ends the invention consists of the
combination with a containing box or cabinet
provided with upwardly-swinging hinged lid,
preferably constructed with side walls to give

some depth thereto, and with a talking machine
of any known form, save as respects its sound-
conveying arm, mounted interiorly in said cabi-
net or box, of an amplifying horn or sound-dis-
charge chamber mounted on the underface of
said hinged lid, and a sound-conveying arm pivo-
tally mounted by a universal joint against an
inlet aperture in said amplifying sound chamber,
and discharging thereto, with its free -end carry-
ing the reproducer of the talking machine in
normal operative position on the sound record
thereof; and means wherebj^ it may be supported,
on the underface of the closure lid, in operative
position, to enable the lid to be brought into
closed position relatively to the open top of the
body of the cabinet; and the invention also com-
prises other detail features in the construction
of the horn itself as hereinafter described.

In the accompanying drawings Fig. 1 is an
elevation, in perspective, of a device exemplify-

ing the invention
in its best form
as adapted to the
common type of
talking machine
employing a ro-
tatable disc rec-
ord and a swing-
ing tubular sound
conduit carrying
on its free end a
reproducer c o n-
tacting with such
record, in opera-
tive position, as
shown in dotted
lines; such tubu-
lar sound conduit and reproducer being shown,
in heavy lines, in inoperative position. Fig. 2 is
an end view, looking into the open mouth of the
horn. Fig. 3 is a vertical section of the new and
desirable form of universal joint, whereby the
tubular sound conduit is pivotally mounted on
the inlet end of the sound-amplifying and dis-
charging horn to enable such tubular sound con-
duit to have the required movement relatively
to the other elements of the device; and Figs.
4, 5 and 6 are respectively elevations of the
parts thereof, detached.

BRIEF, BUT TO THE POINT.

It may seem a brutal view to take, but in this
twentieth century the man who does not so
strengthen his brain and train his hand as to
rise above the dead level of the unskilled mass
will remain a clod, and until the day of his
death will be trodden upon.

My Dear Sir;

We desire to impress as emphatically as w^e can the dealers of Michigan,
Northern Ohio and Northern Indiana with the important fact :

^ That our lines of Phonographs, Talking Machines, Records, and all
Accessories have never been so thoroughly full and complete as they are
now^. The demands of the trade justify our carrying very large stocks.

CJ Then our Shipping Department is in readiness at all times to promptly
fill orders and ship the goods without a minute's delay. We always have in
stock what the dealer wants, and we solicit orders — " hurry" orders, by wire
or long-distance 'phone, because we can ship the goods the same day.

^ Have you tried the Indestructible Records? If not, you'll find it profit-
able to so. We can supply all orders.

^ We earnestly and respectfully solicit your business in the confidence that
the results will be mutually profitable.

AMERICAN PHONOGRAPH COMPANY

DETROIT, MICH.

THE TALKING MACHINE WORLD.

49

RECORD BULLETINS FOR SEPTEMBER, 1908

LATEST INDESTRUCTIBLE RECORDS.

834
835
836

837

838

839

840

841

842

843

844
845

S4G

847

848

849

850
851

852

853

854

855

856
857

Hurrah Boys, March (Lacalle) Military Band

Viscount Nelson, March (VV. Zehle) .Military Band
Medley ot Straight Jigs No. 2 (Original)

Accordion Solo J. J. Kimmel

United States Forever, March (Lacalle)

Concert Band

Dill Pickles (Chas. L. Johnson) Banjo Solo.

Vess L. Ossman

I Was Roaming Along (Arthur J. Lamb and

Joe Hollander) Arthur Collins

Bstellita, Waltz (Mandolin Solo with Guitar

Accomp.) S. Siegel and R. H. Burtin

O'Brien Has No Place to Go (Geo. Evans

and Stanley Murphy) Ed. M. Favor

A -Warrior Bold (Stephen Adams and Paul

Rodney J F. C. Stanley

Stop Making Faces at Me (F. A. Mills) ....

B. G Harlan

Childhood (F. A. Mills) B. G. Harlan

Knights of Columbus, March (Harry C.

Buser) Military Band

Every Mother's Son There, Sang the Wear-
ing of the Green (Rogers and Hollander)

Steve Porter

Tipperary (Words by C Fulton. Music by

J. Fred Helf) Billy Murray

Wishes (Words by L. B, Lee. Music by B.

M. Jerome) Collins and Harlan

Chimmie and Maggie at the Table d'Hote

Dinner (Original) Spencer and Jones

Lead Kindly Light (John B. Dykes) Quartet

Fool Questions (Deems Taylor and W. Le

Baron ... Bob Roberl;s

When You Wore a Pinafore (Madden and

Morse) Stanley and Burr

Its Only Me in My Nightie (Words by A.

Lamb. Music by J. F. Helf ).. Dorothy Kingsley
In the Right Church, but in the Wrong Pew

^nJ*^^'^'?, Ed Morton

The Smiler (Percy Wenrich) (Banjo Solo)..

■ "oV ■ ;■■ •,• Vess L. Ossman

My Starlight Maid (Manuel Klein) . .Billy Murray
Down in Georgia on Campmeeting Day

Collins and Harlan

5506 Over the Hills and Far Away

Macdonough and Bieling

5508 'When You Wore a Pinafore

Stanley and Macdonough

5529 Wishes Collins and Harlan

5515 I've Taken Quite a Fancy to You

Miss Jones and Mr. Murray

5532 Cuddle Up a Little Closer, Lovey Mine

(from "The Three Twins")

Miss Jones and Mr. Murray

5530 Victor Minstrels, No. 12 (introducing "Dixie

and the Girl I Love" and "H-A-S-H — Dat
Am the Word I Love") . .Victor Minstrel Co.

5531 It's Up to You to Do the Rest

Miss Stevenson and Mr. Stanley

5510 Flanagan's Troubles in a Restaurant —

Irish Specialty Steve Porter

5.520 Henny and Hilda at the Schiitzenfest — De-
scriptive Specialty

Miss Jones and Mr. Spencer

5521 House-Cleaning Time — Descriptive Specialty

Miss Jones and Mr. Spencer

12-inch Records.

9945
9946

9947

2216
8270

31705 Belisario Overture

NEW VICTOR RED SEAL RECORDS

Donizetti)

Arthur Pi'yor's Band

LATEST VICTOR RECORDS.

5518
5383

5397
5377

5511
5522
5528

5523

5519
5525

5526
5514

5512
5516
5524

5527

5513

5509
5507
5505

8-inch Records.

Musette Victor Orchestra

(Walter B. Rogers, Conductor.)

Bavarian Yodel (The Waterfall)

•.!••■••. Macdonough and Watson

bmile, Sinile, Smile.. Miss Jones and Mr. Murray

Uncle Josh's Letter from Home

Cal. Stewart

10-inch Records.

Our Director March Arthur Pryor's Band

In Lover's Lane Arthur Pryor's Band

Medley of Waltz Songs. .Victor Dance Orchestra

(Walter B. Rogers, Conductor.)
Come Where My Love Lies Dreaming — 'Cello

and Flute Duet with Harp..Trein and Lyons

Jock o' Hazeldean Henry Burr

I Lost My Heart When I Saw Your Eyes . .

„ Harry Macdonough and Haydn Quartet

Guard While I Sleep Harold Jarvls

Smg Me to Sleep, Fritz (Lullaby)

„, Joseph Hortiz

The Wanderers Night Song. .. Stanley and Burr

Stupid Mr. Cupid Ada Jones

Maria — Spanish Ballad (Vision d' Amour) .

„ • • ■ ; • Senor Guetary

Somebody That I Know and You Know,

Too Arthur Clough

The Party That Wrote Home Sweet Home

Never Was a Married Man Eddie Morton

Childhood Harry Macdonough

Tipperary (Irish Song) Billy Murray

When Sweet Marie Was Sweet Sixteen . . .

Macdonough and Bieling

88131
88133
88132
85126
81088

64091

64088

64089
74113

74114

EMMA EA.VIESj SOPRANO.

(a) Love in May (Parker), (b) I Once Had
a Sweet Little Doll, Dears (Nevin). 12-inch,
with Piano, $3. In English.

La Chanson des Baisers (Bemberg) (The Kiss).
12-inch, with Piano, $3. In E'rench.

LOUISE HOMEK, CONTRALTO.

Stabat Mater (Rossini) Fac ut portem (Endow
Me). 1-2-ineh, with Orchestra, $3. In Latin.

POL PLANCON, BASS.

Mignon (Thomas) Berceuse (Lullaby). 12-inch,
with Orchestra, $3. In Italian.

CHARLES DALMORES, TENOR

Contes d'HofCman (OfEenbach) C'est Elle ('Tis
She!). 10-inch, with Orchestra, $2. In
French.

ALICE NIELSEN FLOKENCIO CONSTANTINO.

Romeo et Juliette (Gounod) Ne Fuis Encore
(Linger Yet a Moment), 10-inch, with Or-
chestra, ?1. In French.

EVAN WILLIAMS, TENOR.

Mary of Argy! (Nelson). 10-Inch, with Or-
chestra, $1. In English.

GEORGE HAMLIN, TENOR.

The Dear Little Shamrock (Cherry). 10-inch,

with Orchestra. $1. In English.
The Lord Is My Light (Allitson). 12-inch,

with Orchestra, $1.50. In English.

EMlI.lO DE GOGORZA, BARITONE.

Hamlet (Thomas) Brindisi (Drinking Song).
12-inch, with Orchestra, ,$1.50. In French.

NEW EDISON GOLD MOULDED RECORDS.

9924
9925

9926
9927
9928
9929

9930
9931
9^32
9923

9934
9935
9936
9937
9938
9939
9940
9941
9942
9943
9944

Mexican Kisses Edison Concert Band

Let Me Crown You Queen of May with

Orange Blossoms Manuel Romain

Take Me Out to the Ball Game. Edward Meeker

Dancing in the Barn Edison Military Band

Hugo Ada Jones

Sim and Sam, the Musical Coons

Len Spencer and Mozarto

Childhood Byron C. Harlan

Dance of the Clowns. .Edison Symph. Orchestra
Mother's Lullaby.. Matt Keefe and Geo. Stricklett

I've Taken Quite a Fancy to You

Ada Jones and Billy Murray

Cohan's Rag Babe Arthur Collins

Society Swing Two-Step. .Edison Military Band

Somebody Lied Bob Roberts

Throw Out the Life Line.. Edison Mixed Quartet

Starlight Maid Billy Murray and Chorus

Beau Brummell Albert Benzler

Oh, Glory t Murry K. Hill

Down in Jungle Town Collins and Harlan

Flanagan's Shopping Tour Steve Porter

Schottische Medley John Eimmble

Your Picture Says "Remember, Tho' Your
Letter Sa.ys "Forget" Frederic Rose

WHEN YOU BUY

CABINETS

YOU say to YOURSELF I want
the best Cabinets at the best prices.

We say to YOU that WE have
the best Cabinets at the best prices.

Where shall WE address YOU
v^ith a CATALOG and a letter
giving terms, etc.

Cabinets for ] Records
^ ( Cylinder Records

We have made good by making
good Cabinets. Write

THE UDELL WORKS, INDIANAPOLIS, IND., U. S. A.

No. 507, Cylinder Record Cabinet.
Mahogany, Golden Quartered Oak. Holds 250 Cylinder
Records. Serpentine Front.

Tony and Rosetta..Ada Jones and Len Spencer
Every Mother's Son Satg "The Wearing of

the Green" Edward M. Favor

The Top Notch March .... Edison Military Band

j'tto Selections Made Over.
The Old Oaken Bucket. .. .Edison Male Quartet
Santa Claus Song Geo. P. Watson

ZON-O-PHONE lO-INCH RECORDS.

ZON-O-PHONE CONCERT BAND.

1137 A German Patrol

1138 In Lover's Lane (Pryor)

1139 Irish Jig Medley, "liafEerty's RafEle"

1140 Mia Cara Waltz

1141 The Old Salt— A Nautical March

ZON-O-PHONE OKCHESTKA.

1149 Me and Me Banjo

1150 Persian Lamb Rag

1151 Popular Waltz Chorus Medley No. 1

VIOLIN AND S'LUIE DUET BY HENRY HESS AND FRANK
MAZZIOTTA, OBCH. ACCOMP.

1152 Traum der Sennerin (Dream of the Milk

Maid of the Alps

VOCAL SELECTIONS WITH ORCH. ACCOMP.

1142 Are You Sincere? Alice C. Stevenson

1153 Any Old Port in a Storm Frank C. Stanley

1159 A Singer Sang a Song Ed Mortok

1113 Down in Jungle Town

Arthur Collins and Byron G. Harlan

1155 Down in that Valley Fair Henry Burr

1144 House Cleaning Time (A Domestic Episode)

Ada Jones and Len Spencer

JiSS ^^.'^^ ^'^^ J'" • Metropolitan Trio

1157 Killarney, My Home O'er the Sea

11..- V •• •. Prank Howard

iiia Laugh Ted Sn.yder's Trio

llo8 Medley of Popular Choruses. .Peerless Quartette

1146 Rambler Minstrels No. 10

1160 That's Where I Come In... Ed M Favor

1154 The Boy Who Stuttered and the Girl Who
1,^., Lisped Ada Jones and Billy Murray

VA] wF^'^'^S .^l'''^}" ^^^'■'^^ Song),.. Billy Murray

1161 When Highland Mary Did the Highland

i,.„ V Billy Murray

1148 You Have Always Been the Same Old Pal

Henry Burr

VICTOR CO.'S PUBLICITY PRAISED.

We have frequently called attention to the
high character and force of the puhlicity put
forth by the Victor Co., and we are glad that our
views are substantiated by the "little school-
master," Printers' Ink, which says:

"The Victor Talking Machine Co. put out a
line of advertising which is admirable in many
ways, but particularly so in the intimate knowl-
edge it exhibits of the inner workings of the
concern. Each advertisement or piece of litera-
ture has an authoritative ring, and does not
sound as though it could possibly have been
written by an outsider. One might almost pic-
ture the president of the company in the act of
penning these announcements himself. This
work reflects much credit upon the advertising
agency of Powers & Armstrong, who have the
handling of the account. It was reported a while
ago that one of their representatives was pres-
ent at all directors' meetings. If this is not so,
it might well be the fact when the thoroughness
of the advertising work is considered. The Vic-
tor people by adopting such a course show a
broad-mindedness which few large corporations
adopt toward their advertising agents. It fre-
quently happens that an agent is called into a
directors' meeting, but only when matters of ad-
vertising are under discussion. Having pre-
sented his plan he usually takes his hat and is
shut into the outer darkness. The more an ad-
vertising man knows about the inside conditions
of the company that employs him, the better
work he can do. Yet few large corporations
would care to reveal to an advertising agent,
however trustworthy, their future plans and
manner of handling the thousand-and-one busi-
ness problems with which they are confronted.
If it is true that the Victor Talking Machine Co.
take their agents behind the scenes in this way,
it shows what implicit confidence they must
place in the trustworthiness of Powers & Arm-
strong. It also explains the uniform excellence
of the copy, especially that which is directed
at the trade." — The Music Trade Review.

REPEAT ORDERS IN EARLY.

One of the signs of the coming improvement
in business is the way Edison phonograph records
for September are being ordered out. A number
of jobbers are sending in repeat orders already,
notwithstanding the shipping date is still a
month off. This, too, on top of the phenomenally
large business in the Bryan records. This is a
most encouraging sign of better times, for job-
bers' repeat orders for records are based alto-
gether on what their dealers order of them. So
that it looks as if the trade are getting ready
for a big increase in Edison business with early
fall.

50

THE TALKING MACHINE WORLD.

Leading Jobbers of TalKing MacKines in America

J

OLIVER DITSON COMPANY

Are the largest Eastern Distributors of

Victor Talking Machines
and Records

Orders from Dealers are filled more
promptly, are packed better, are deliver-
ed in better condition, and filled more
completely by this house than any other
house m the Talking Machine business,
so our customers tell us.

ISO Tremont St., BOSTON, MASS.

Chas.H.Ditson&Co.

Have the most completely
appointed and best equipped

VICTOR TALKING MACHINE
— — Department

IN NEW YORK CITY

to-day, and solicit orders from dealers, witK tKe assurance
that they will be filled more promptly, and delivered in
better condition than they can be from any other source.

Nos. 8-10-12 East 34lh St., NEW YORK CITY

UP-TO-DATE JOBBERS OF BOTH

EDISON
VICTOR

STANDARD
TALKING MACHINE CO.

435-7 Wood St., PITTSBURG, PA.

TRY A JOBBER WHO WILL FILL YOUR
ORDERS COMPLETE AND SHIP THEM THE
DAY RECEIVED.

You Can Get Goods Here

JOBBERS DISTRIBUTORS

Our wholesale depot is a mile from our retail store.
Records are not mauled over for retail customers
and then shipped out to dealers. Dealers buying
from us get brand new goods jast as they come
from the factory.

LAWRENCE McGREAL, Milwankee, Wis.

NEW ENGLAND

JOBBING HE^ADQUARTERS

EDISON AND VICTOR

Mo^chtnes. Records arid S^applies.
THE EASTERN TALKING MACHINE CO.
177 Tremont Street ■ BOSTON, MASS.

ECLIPSE PHONOGRAPB CO.

hoboke:im, im. j.

Edison and Zon=o=plione Jobbers

Can Guarantee Quickest Delivery
From Largest Stock in New Jersey.

JOHN F. ELLIS & CO.

WASHINGTON, D. C.
Distributor

V IK^ 1 XJt^ Machines
and RECORDS Wholesale and Retail
Largest Stock In llie South

PEKRY B. WHITSIT L. M. WELLER

PERRY B. WHITSIT CO.,

213 Soutti High Street.

Columbus, Ohio.

Edison
Ptionograplis
and Raoords

JOBBERS

VIotor Talking
Maolii nes
d Raoords

THE

TRADE- iiaAKK

BROADWAY and 17tli ST., NEW YORK

Factory :
Rahway, N. J.

Western Branch :
259 Wabash Ave., Chicago

WHOLESALE AND RETA'L

REGINA MUSIC BOXES REGINAPIANOS
REGINAPHONES SUBLIMA PIANOS

D:STRIBUTCRS IN NEW YORK FOR

Victor Talking Machines and Edison Phonographs

Complete Stock. Prompt Deliveries.

HARGER & BLISH

Western Distributors for both the

VICTOR
EDISON

It's worth while knowing, we never
substitute a record.

If it's in the catalog we've got it.

DUBUQUE, IOWA.

PITTSBURG PHONOGRAPH CO.

VICTOR.
JOBBERS

and

EDISON
JOBBERS

Lirgest and most complete stock ot Talking Machines and
Records in Western Pennsylvania.

COLUMBIA JOBBERS

N. W. IOWA. NEBRASKA and SOUTH DAKOTA

Write to-day for terms nec-
essary to become dealers

W. A. DEAN COMPANY

315 FOURTH STREET
SIOUX CITY

F. IVI. AXWOOD

123 MONROE AVENUE

MEMPHIS, XEIMINI.

EDISON JOBBER

E. F. DROOP & SONS CO.

925 Pa. Avenue 231 No. Howard St.

WASHINGTON, D. C. BALTIMORE. MD.

Wholesale and RetalJ
DistHbutofs

Edison Phonographs

Victor Talking Machines

Southern Representatives for

Topham's Carrying Cases ; Herzog's Record Cabi-
nets; Searchlight, H. & S. Tea Tray and Standard
Metal Co.'s Horns and Supplies.

PRICE PHONOGRAPH CO.

54-56 Clinton Street, NEWARK. N. J.

Victor Distributors Sl^s""-"'^

Send us your Order, you get the Goods

We don't retail. We take care of the Dealer.

Large Stock — Quick Service

BIFFALO • N. Y.

NEAL,
CLARK &
NEAL CO.

O

EDISON
VICTOR
COLUMBIA

Peter Bacigalupi & Sons

SAN FRANQSCO, CAL.

WHOLESALE RETAIL

1021-23 Golden Gate Ave. 1113-15 Fillmore St.

P^^^ Edison, Zonophonc
DEALER Victor

All Kinds of Automatic Mttsical Instrtunents
and Slot Machines.

BABSON BROS.

I 9th St. and Marshall Boulevard

CHICAGO, ILL.

Special attaratlon given DEALERS only, by Q. M.
NISBETT, Manager, Wholesale Department.

LARGEST STOCK OF EDISON PHONO-
GRAPHS AND RECORDS in the U. S.

Southern California Music Co.

EVERYTHING FOR TALKING MACHINES

Edison and Zon-o-Phone Jobbers

LOS ANGELES, CAL.

Exclusive Columbia Jobbers

Our stock of Columbia GiapKophones and
Records is very complete and covers the
full line. We receive all the records as fast
as they are issued. We are in a position to
fill orders promptly. Dealers purchasing
from us get the benefit of our central loca-
tion and effect a large saving in time and
money.

Nashville is so centrally located that
there is a great saving of time.

PHILLIPS 6 BUTTORFF MFG. CO.

NASHVILLE, TENN.

DISTRIBU-
TORS OF

PACIFIC COAST

Victor Talking Machines recSrds

STEINWAY PIANOS-LYON & HEALY
"OWN MAKE" BAND INSTRUMENTS
f t San Francisco Portland

Sherman, Clay & to. oakland Los Angeles

Jones Bros. & Co., Inc.

RICHMOND, VA.

We job COLUMBIA Graphophones
and Records exclusively because we have
found by actual experience that they are
the best in all points. We carry one of
the most complete stocks of both ma-
chines and records in the South.

All orders given prompt attention.

IF YOU'RE IN WESTERN MICHIGAN
it will be money in your pocket to order

Victor Machines and R-ecords
JULIUS A. j.° FRIEDREICH

30-32 Carv&l Street, Grand Rapids, Miohltfarv

n iv/i„.»„ . I Quick Service and a Saving
Our Motto: N xransDortation Chareei

Every Jobber In this country should be represented in this department. The cost is slight and the advantage is great.

Be sure and have your lirm in the September list.

THE TALKING MACHINE WORLD.

51

I^eadin^ Jobbers of TalKing MacKines in America

Paste This Where You Can Always See It !

Mr. Dealer:

We refer all Talking Machine inquiries coming from towns
where we are represented by dealers to the dealer or dealers in
that town.

VICTOR and EDISON JOBBERS

CHICAGO

Columbia Jobbers

We carry at all times a complete line
of Columbia Graphophones and
Columbia Disc and Cylinder Records.
We give all orders prompt and care-
ful attention. Dealers can be assured
of our cooperation at all times.

SCHEUBER DRUG COMPANY

UVINGSTON, MONT.

Baltimore Zonophone Jobber

THE NEW TWENTIETH CENTURY TALKING
MACHINE CO.

L. MAZOR, Proprietor

Talking Machines and Records. The Biggest
Assortment of Hebrew Kecords.
1423-25 E. Pratt Street, BALTIMORE. MD.

ZiMMERNAN MUSIC CO.

VAN WERT, OHIO

Columbia Jobbers

We carry a complete stock of Columbia Grapho-
phones and Records. Dealers' orders filled
promptly and delivered in the best possible condi-
tion. We are personally interested in the success
of every dealer on our books. And this interest is
shown in the exceptional service we give.

FINCH & HAHN,

Albuny, Troy, SoKeneotOLdy.

Jobbers of Edlsorv, Victor and Colunnbla

Macchines and Records

300.000 ILecords
Complete Stock Qvilck Service

JsLcot Music Box Co.,

39 Union Sq.. New York.

Mira ojnd Stella Music Boxes.

Edison and Vtctor Machines
and Records.

O. K. MYERS

3839 Finney Avenue ST. LOUIS. MO.

Onljr Exclusive Jobber in U. S. of

Zon-o-phone Machines and Records

We Fill Orders Complete Give us a Trial

Mr. Dealer

We are

Columbia Jobbers

We are in a position to put you on the right course
to successfully handle these universally used instru-
ments and records. If interested, "pop the ques-
tion." Catalogues, prices, and complete information
upon request.

HOLLENBERG MUSIC CO.

LITTLE ROCK, ARK.

EXCLUSIVELY JOBBER.

IVoll ZONO-O-PHONESdeuvTry

B YRO IM
SAN FRANCISCO

CALIFORNIA

DEALERS, NOTICE!

We are COLUMBIA Jobbers.
Our stock of Columbia Grapho-
phones and Records is always
complete; no wetiting, no delay.

MAZER PHONOGRAPH CO.

45 Michigan Ave., DETROIT, MICHIGAN

KLEIN & HEFFELM AN CO.

Canton, OHIO.

Edison jfi Victor

MACHINES. RECORDS AND SUPPLIES

Quickest service and most complete stock in Ohio

Exclusive Columbia Jobbers

ORDER WHAT YOU WANT
WHEN YOU WANT IT

WE CAN DELIVER THE
GOODS :: :: :: ::

KRAEMER GOSORN

NORFOLK, VA.

J. K. SAVAQB

Ihe New Indestructible Cylinder Records
Star Disc Machines and Records

At Wholesale. Complete Stocks.

921 Franklin Avenue, ST. LOUIS, MO.

COLUMBIA JOBBER

JOHNS.LENG'SSON&CO.

33 Murray St., New York CMy

'eSTAB-IS-ED 1862*

Job COLUMBIA Grapliophones Exclusively
COLUMBIA Disc and Cylinder Records
COLUMBIA— Fonotipia Grand Opera Records

JOBBERS OF BICYCLES, GUNS, ETC.

C. B. HaYNES W. V. YOOMANS

C. B. HAYNES •& CO.

WHOLISALE DISTRIBUTORS

EDISON PHONOGRAPHS and RECORDS

ALL SUPPLIES

603 East Main St., Richmond. Va.

E. T. WILTON & COMPANY

HOUSTON, TEX.

Wholesale Distributors "Star" Talking
Machines, Records, Horns, Cranes, Etc.

We have everything you need, also
JEWELRY and WATCHES

COLUMBIA
JOBBERS

POWERS & HENRY CO.

339 Second Avenue
PITTSBURG, PA.

Every Jobber In tbis country sbould be represented In tbls department. Tbe cost Is sllgbt and the advantage is great.

Be sure and have your tirm in the September list.

TALKING MACHINE FOR CRUISER.

City of Salem to Give That and Silver Service
to Namesake.

(Special to The Talking Machine Woi'ld.)

Salem, Mass., July 25, 1908.
Mayor Hurley presided over a meeting of the
committee on the gift to the cruiser Salem
last evening. It was decided to buy with the
$1,300 raised by popular subscription a talking
machine, a seal of the city, a silver service, con-
sisting of a coffee urn, sugar bowl, milk pitcher,
one dozen cups and saucers and a large tray

with a representation of the frigate Essex upon
it. It was also voted to aiithorize a sub-com-
mittee to add to the silver service, if money for
that purpose can be raised.

The Frederick Alexander Co., New York, have
incorporated with a capital of $10,000, to deal in
bottle corking machines, meat choppers, phono-
graphs, etc.

* =:-- * «

The United Talking Machine Co., Boston,
Mass., have incorporated with capital stock of
$50,000. Directors: Tilly H. Eaton, Charles H.
Tebbetts, and John E. Arnold.

VICTOR FOR BETHESDA HOME.

John S. Banks, manager of the Phillips & Crew-
Co., Savannah, Ga., recently presented a Victor
talking machine and a number of record pieces
to the boys of the Bethesda Orphan Home, for
their entertainment on Sundays.

The Zed Co. are accomplishing splendid re-
sults in bringing the Zonophone records and
machines to the attention of dealers in this
section of the country. The merits of these
goods are being fittingly recognized, and they
are rapidly getting new dealers in line.

52

THE TALKING MACHINE WORLD.

^ Side Lines for the Talking Machine Trade

Some of the Many Specialties which will Interest Talking Machine Men are Treated of in this Department

Each passiug day now brings us nearer to the
fall, when the public will have returned to the
cities and business in all lines resumes its nat-
ural s^\ing. That the fall of 1908 will be a
prosperous one goes without saying. Manufac-
turers, jobbers and dealers have been buying as
close as possible during the past eight months,
and gradually working of: their stocks, until
now they stand in the position where it is either
buy or go out of business. The public, too, is
in much the same boat, clothes and other neces-
sities of life, the purchasing of which was put
off in the spring, must now be invested in with
interest compounded. Luxuries, too, will have
an increased demand, for say what you will, the
public, and more particularly that portion known
as Americans, must have the things, and the very
fact of their being denied them for the greater
portion of a year will only accentuate this crav-
ing. Especially will this be true of luxuries that
come under the head of amusements, for after all
the human race, are but as grown up children
whose love for play, while it has undergone some
changes, is still inherent.

That the demand for talking machines is bound
to be large is assured, but this will also be true
in many other lines which the enterprising dealer
who is looking to increase his business could
handle advantageously. When we recommend
side lines to this trade we do not by any means
wish to convey the impression that our faith
in the future of the talking machine has under-
gone any change. On the contrary our confidence
has been strengthened, if anything, by the man-
ner in which it withstood the ravages of the
past commercial depression. But it is seeing
opportunities on all sides that so few of our
dealers have taken advantage of, that makes
us so persistent in our endeavor to open their
eyes.

There are few lines but enjoy a large demand
from September to January. The established
custom of exchanging gifts at Christmas time
of course helps out to no mean degree, and
materially affects business for the next year.
For instance, a present is made of a camera, rifle
or talking machine. The recipient from that
time on then becomes the constant purchaser of
films, amunition and records. Dealers suould
do all in their power to foster this habit of cele-
brating the Yuletide. and they will also find
it to their advantage to push such lines as have
a string attached to them — or in other words,
articles that demand more or less constant ex-
pense to keep up. The campaign to be followed
should be given serious and immediate thought,
for it always takes time to adjust oneself and
those who would derive the best results must
be prepared in time so that when a customer
comes in to buy you won't have to say, "I have
ordered so and so and hope to have it in by such
and such a date." People soon tire of dealing

with the man who is always going to do things
or going to have things, and are equally glad to
carry their patronage to him who is prepared.
In which class shall you stand?

SPORTING AND ATHLETIC GOODS.

In speaking of the conditions now existing in
the sporting and athletic goods trade a well-
known jobber had the following to say: '"In
spite of the bad start for sporting goods this
year the outlook is emphatically reassuring at
this moment and there is no longer reason or
cause for gloom. We are now on the broad mid-
dle ground, where we are immune from a sudden
depression. Early in the season there was a
tendency on the part of some dealers to curtail
their buying, but many of them have already
admitted their mistakes by making second con-
tracts, which also confirms the good judgment
of some of the more enterprising who increased
their orders for summer goods over last year's,
which were the high water mark reached by this
trade." Summer trade in sporting goods is now
booming along in fine shape, sales on seasonable
goods, such as baseball, golf, tennis, fishing
tackle, etc., being unusually large. Notwithstand-
ing this state of affairs already jobbers are push-
ing forward their plans for fall, and the talking
machine dealer who would reap the best part of
the large business that is bound to come with
the shortening days, should get his order in for
early delivery. Football is ever growing more
popular and offers the dealer golden opportuni-
ties. As soon as the schools and colleges open
one should get in and try and get the patronage
of the various teams that are always formed.
One method often tried and with success is that
of offering prizes such as a cup, a silver football,
etc., to be engraved and presented to the team
in your locality who wins the championship. The
younger rising generation should especially be
catered to, as from their ranks will spring the
athletes and sportsmen of to-morrow, and the
progressive man always keeps his eye on the
future. In this field there are a number of lines
that do not require a large outlay of capital, but
that make excellent side issues. In this cla'.s
flags, bunting, college pennants and club emblems
of every sort have a prominent place, beautifying
the sales floor with their harmonious colors arid
giving the whole store an atmosphere of both
artistic beauty and of popular sentiment. We
have known cases when people have gone to re-
tail stores and actually begged the clerks to tell
them where they could get the national flags
of various foreign countries and also others who
have had long, tedious hunts for college flags of
their own universities. This college spirit is in-
grained in the public, both old and young. It
does not have to be cultivated; it needs only
fostering and coaching with the ordinary meas-

The VI ascope special

NOW READY!

#|T After years of study we have perfected a moving picture machine void of
»' all vibration and absolutely flickerless. All working parts of mechanism
encased in a highly polished nickel-plated steel case. Its construction is so
simple that it can withstand the hardest usage without getting out of order.

W'rilc for Catalogue.

VI ASCOPE MFG. CO. ^^^^o^^—^a" CHICAGO

ures taken with all other lines of staple sellers.

From reports that reach this office among other
lines that will have a large sale this fall and
winter, hunting outfits stand out conspicuously.
This branch of the industiy, while necessitating
a considerable outlay in order to be properly
handled, is so lucrative thut it is certainly worthy
of the most serious consideration. This line
consists of rifles, shotguns, revolvers, pistols, am-
munition, knives, axes and camping equipment
of all kinds, canoes, clothing, etc. The beauty of
it being that the hunter is always compelled
to keep buying ammunition, replacing something
here and adding something there, his purchases
always running into money, and giving the dealer
a large margin of proflt. So it is with almost
all of the fall and winter sports, and we would
impress strongly on this trade the importance
of investigating now. If any do not know where
to get information on the subject if they will
write this office we will gladly undertake to put
them in touch with the proper parties.

HOILE MOVING PICTTJEE MACfflNES.

The demand for the home moving picture ma-
chine and films is fast spreading throughout
the country, as these wonderful entertainers and
the possibilities they hold out become better
known. Though primarily a pastime best suited
for the long winter evenings the manufacturers
are already being taxed to their limit to fill the
large orders that have poured into them from
some of the most prominent houses in the coun-
try. These firms with their broad connections
all over the world, with their fingers on the pulse
of the public's demand, have realized what the
future has in store for this trade, and in conse-
quence are preparing themselves. Are you. Mr.
Dealer, preparing to get your share of your local
trade'' Or are you afraid to venture in channels
where your larger competitor should he enter
will surely secure the cream as a just re-
ward for his energy and daring. As it is, how-
ever, thanks to the broad views and brains of
some men, the future holds little but golden pros-
pects for those interested in this new destroyer
of time and melancholy, the home moving pic-
ture machine, together with its variety of films,
each of which is a chapter stolen from the book
of life. The exchange proposition now in force
on films is a most interesting one and is bound
to help the jobber and dealer wonderfully in
building up a large trade. This should be in
the hards of every member of this trade, as
without it it would be impossible to realize how
much the agency in your territory is worth, or
what one loses by ignoring the line. As it now
stands instead of this amusement being adapted
for the rich only, it is one that the poorest can
indulge in without extravagance. The dealer
runs no risk of loss in renting the films, and by
renting can easily make each earn for him far
more than he could hope to get by selling them
outright even to his most prosperous customers.
When one stops to think of the fortunes that
have been made by renters of professional sub-
jects, and then compare this business with its
comparatively limited boundaries to that of ca-
tering to the general public, the possibilities
open to the dealer take more concrete form and
do not seem so indefinite as the ravings of one
who has been caught in the enthusiasm of an
inventor, and to whose eyes every cloud is lined
with roses. However that may be, we certainly
believe that no man who is looking for a good,
live side line can afford not to investigate this
one. for only by personal investigation can one
be sure, and to take unnecessary chances or
ignoring even possibilities is not compatible with
good business judgment.

THE TALKING MACHINE WORLD.

53

r

66

DO YOU SELL THE

II

Gillette Safety Razor?

No doubt you have been asked that question many times before, for there are thou-
sands of men all over the country asking for and buying Gillette Razors almost as fast as
we can make them.

The reason for this demand is because no other razor affords such a simple, quick,
convenient and comfortable method of obtaining a satisfactory shave.

The " Gillette " saves its owner time, money, labor and endless inconvenience. That's
why over two million men are to-day shaving the Gillette way.

No other razor offers you greater profit possibilities.

Gillette Razors not only mean rapid sales and large profits
but every razor sold opens up an opportunity for further income
from the sale of blades.

So when a customer comes into your store and asks the question, "Do you sell the
Gillette Razor?" be in a position to say, "Sure" — and materially increase your profits in-
stead of letting him go to some other dealer with his ^5 bill.

If you happen to be one of the few who do not carry the "Gillette" write to-day for
full information and prices, and^remember — when we come into your store with

our goods, we come in with every as-
sistance possible to help you make
sales.

Booklets, circulars, window cards,
electros furnished free of charge upon
request. Write to-day.

Gillette Sales Company

914 KIMBALL BUILDING

BOSTON

914 Times Building
NEW YORK CITY

914 Stock Exchange Building
CHICAGO

The Gillette Safety Razor Set consists of a triple sil-
ver plated holder and twelve double edged, thin,
flexible wafer-like blades (24 keen edg-es) packed in a
velvet lined leather case. Price $5.00. Also made in
Combination Sets in a variety of stjies with toilet
accessories retailing- from $6.50 to $50.00 each.

J

54

THE TALKING MACfflNE WORLD.

REGARDING CINEMATOGRAPHS.

The Giving of Reproductions of Operas,
Dramas, Etc., Constitute an Infringement of
Authors' Rights According to a Decision of
the French Authorities.

shall be dutiable under paragraph 403 as printed
matter, thereby reversing the decision of the
Board of General Appraisers that they be classed
as merchandise, the feathers being considered as
of the greatest value.

LATEST CUSTOMS RULINGS.

According to a recent decision of the courts
of Paris. France, cinematograph reprodtictious
of operas, dramas, comedies or other similar pro-
ductions constitute an infringement of the au-
thor's right and practically puts cinematograph
films in the same class with printed copies of
such works. The action against the film com-
pany was brought by the heirs of Charles
Gounod in connection with several other com-
posers of the present day. The decision will be
appealed.

MOVING=PICTURE MEN LOSE.

Court Refuses to Enjoin Tenement Commis-
sioner from Revoking Permits.

RULING ON FEATHERED POST CARDS.

The United States Circuit Court for the South-
ern District of New York has decided that post-
cards, decorated with feathers pasted thereon.

Supreme Court Justice Erlanger last week de-
nied the application made some time ago by
William Fox and Solomon Brill, proprietors of
several moving picture shows, for an injunction
restraining Tenement House Commissioner But-
ler from revoking permits given to them for
moving picture shows at 1498 Third avenue, 889
Broadway, Brooklyn, and 893 Broadway, Brook-
lyn. Commissioner Butler contended that the
exhibitions are in tenement houses and render
them unsafe to human life on account of the
combustible nature of the materials used iand his
views were upheld.

QABEL'S

Automatic Entertainer

IS a

Valuable
Side Line
to Dealers

It pays to have
a few of these
instruments in
operation.

Why not inves-
tigate ?

Can furnish ex-
cellent testimo-
nials.

THE AUTOMATIC MACHINE AND TOOL CO.

46-48-50 NORTH ANN STREET, CHICAGO

Souvenir Post Cards Must Pay 25 Per Cent.
Duty — Other Decisions.

The Board of United States General Appraisers
in a decision just handed down, declined to re-
duce the duty exacted by the Collector of Cus-
toms on importations of souvenir post cards en-
tered by 0. G. Hempstead & Sons, of Philadel-
phia and New York. The cards were classified
for duty at 25 per cent, under the provision in
the tariff for "printed matter."

According to the importers the merchandise
should have been returned at 5 cents a pound
as "lithographic prints." Some of the cards are
printed from metal plates, while others are by
the ordinary photographic process. After a con-
sideration of the testimony adduced by the pro-
testants. General Appraiser Howell, in a decision
for the board, reaches the conclusion that the
classifications imposed by the collector are cor-
rect.

REAL ATJTO SMASH IN MOVING PICTURE.

A moving picture mimic kidnapping, involving
the chase of one automobile containing the "kid-
nappers" and their supposed victim by two other
motor cars, resulted a couple of weeks ago in the
severe injuring of a chauffeur engaged by the
Vitagraph Co. of America. The pursued auto
overturned at Cropsey and Fourteenth avenues.
Dyker Heights, Brooklyn, and probably for the
first time a real automobile accident has been
caught by the moving picture machines in all its
details.

Warner Ackerman, of Bath Beac-li, ran the first
machine. Two men accompanied him, attired
as gypsies, and the "kidnapped" girl. Two other
cars were placed far in the rear near Dyker
Heights, filled with men supposed to be angry
citizens in pursuit of the gypsies. When the
cameras had been arranged along the meadows
the "kidnapping" occurred, and the mimic gyp-
sies sped off with the struggling girl. The two
other cars whirled behind the fugitives, and
just at the point mentioned the fleeing car
struck a soft spot and turned completely over.

Ackerman and the girl were thrown into the
mire, but Arthur White, also a chauffeur in the
first car. was pinned beneath it and received
probably fatal internal injuries. He was rushed
to the Norwegian Hospital by Dr. Spellman.
Ackerman was arrested by Policeman Dundon
for running a motor car without a license.

The aim of the moving picture firm was to
have the fieeing gypsies jump into a motor boat
at Fort Hamilton and be pursued in a similar
craft by the posse.

THE AUTOMATIC BENEFACTOR.

The Educational Side of iVlusical Instruments
Automatically Controlled.

The recent invention, after several years ex-
perimentation, of an automatic violin player
gives the aiiloniatic piano player a little brother
and provides the interpretation of music with
another short-cut. Judging by the reports of
eminent violinists who have examined the new
mechanism the short-cut has the virtue of lead-
ing in the right direction. Like the piano player
it is expected to make easy the diflicult places in
classical music and supply a correctness of ren-
dition impossible to any human player who has
iu)t devoted many a patient year to the technique
of the instrument. Need we add that it also
condescends to the execution of popular airs?

Such a mechanism can hardly hope to rival the
general popularity of the automatic piano player
any more than the violin can hope to rival that
of the piano. In all history no musical instru-
ment of like importance has been owned and
used by so large a proportion of the population,
and. as a naturally corollary, no instrument has
lieen so abused by a majority of its owners.

.\s a corrector of abuses and as an educator in

THE TALKING MACHINE WORLD.

55

taste the automatic piano player has therefore
a field of usefulness into which the automatic
violin player can only very modestly enter, says
The Boston Transcript. Fortunately in this
country the average citizen has little need to
wish for the improvement that would result if
his neighbors invested in automatic violin play-
ers. An automatic cornet player or an auto-
matic bass drum performer would undoubtedly
have their uses, but the average American com-
munity is not yet interested in them in the spirit
of self-preservation. But the piano is to the ear
what the air is to the nostrils, and those who at
first saw a new menace in the automatic player
are now beginning to look upon it as a disguised
blessing whose disguise has been penetrated.
There are still times when it is terribly well
disguised.

"An automatic cheering machine will now
cheer for ninety-five minutes, during which in-
terim those who desire may secure lunch."

BRYAN IN MOVING PICTURES.

Scene as Nominee Received News at Home
Taken for Hammersteln's Roof.

Special motion pictures of William Jennings
Bryan receiving the news of his nomination for
the Presidency and the congratulations of his
friends are now being exhibited at Hammer
stein's Roof Garden. The pictures were taken
with Mr. Bryan's consent at his home in Fair-
view, Neb., by a special representative of Mr.
Hammerstein, who made the trip especially to
get the film.

COL. SAVAGE SUES CAMERAPHONE CO.

The papers in a very important suit were
filed recently before Judge Laoombe in the
United States Circuit Court by the attorneys for
Henry W. Savage, the theatrical manager, who
asked to have the temporary injunction made
permanent restraining the National Camera-
phone Co. from making or selling films repre-
senting the "Merry Widow" or phonographic
records of the music or dialogue of the piece.
The suit is based entirely upon civil statutes and
on no question of copyright.

The Cameraphone Co. declare their intention
of fighting the case to a finish and argue that as
Mr. Savag-e only obtained the rights for dramatic
performance there was no transgression of said
rights on their part. The final decision will be
awaited with interest by both the moving picture
and theatrical people and will very likely help to
clear up other disputes of similar character.

VOGUE OF THE PICTURE SHOW.

Variety Theaters Are Giving Way to Them —
It Is Easier to Make Money When You Don't
Have to Pay for Headliners — More Than 120
of Them in New York — But Good Vaudeville
Still Remains Profitable.

A FEW YEARS HENCE.

"Gentlemen," announced the chairman of the
convention.

A respectful silence ensued.

The Mayor's office in New York City has issue;!
more than 120 licenses for moving picture shows
in Manhattan and The Bronx, and that does not
include all of these resorts in the two boroughs.
Some of them are still showing under concert
or theater licenses not yet expired, and others
to open up again are now closed.

More significant than mere numbers is the
character of the theaters now used permanently
for such exhibitions. Among them are the old
Keith's in Fourteenth street, the former Proctor
theatere in Twenty-third and Fifty-eighth streets,
and the Harlem Opera House. Then there are
the Dewey and the Gotham, which were consid-
ered gold mines until it was discovered that the
moving picture people could afford better to pay
the rents and make a profit. In addition to
these two Pastor's old house goes into the mov-
ing picture business in the fall. Some of the

regular theaters have gone into the moving pic-
ture business merely as a summer snap. In this
number are the Grand Opera House, the Bijou
and the Fourteenth Street. In addition to the
supply thus catalogued in Manhattan and The
Bronx every resort near the city has its picture
shows.

"The most mysterious thing about these mov-
ing picture shows," said William Hammerstein,
of the Victoria, "is that the manager who rented
the theater for say $30,000 a year could not
make the rent. If he had a second or third-rate
vaudeville show, one of the kind that travels in
the country and comes into the second-rate New
York theaters to play for a week, his running
expenses for the show alone could never be less
than from $3,000 to $3,500 a week. In order to
get this back be could give a matinee every day,
evening shows, and two concerts on Sunday,
helped out with outside talent. Even then it
was difficult for the manager to come out all
right when everything was not favorable.

"Yet the managers of the picture shows do not
hesitate to pay the same rent, and they are cer-
tainly making money on all sides or there would
not be the increase in these places. This man
has practically one expense — his rent. He does
not even have bills for lighting, because the
theater is dark, except in the intermissions be-
tween shows. A man or a woman to sell tickets,
perhaps two ushers and an electrician to operate
the films, and there is his entire personnel. The
managers who show only pictures install their
own machine permanently, so they have to rent
only the films. In many of these places they
are not particular about having brand new
films.

"Whatever their business may be during the
week, these more pretentious picture shows can
count on having from five to six thousand per-
sons on Saturdays and Sundays. On these days
they can give thirty shows from noon to mid-
night. That business on two days of the week
alone pays their expenses, and what comes in
for the rest of the time is velvet. One great
saving for these shows is that they never adver-

Six=Foot Post Cards

In Brilliant Colors

When reflected by the Reflectoscope a 6-mch Post Card become^
in effect a 6-/oot Post Card with its magnified detail showing brilliantly
11 the colors of the original. With a Reflectoscope and a collection
of Post Cards received from friends, newspaper clipping, photo-
graphs, etc., one may view from one's easy chair the events of the
world, or its famous buildings or great battles or humorous hap-
penings in brilliant 6.foot pictures.

m REFLECTOSCOPE

The Post Card Magic Lantern

has arrived. Talking Machine Dealers report it one of the best
jines ever handled needing only to be displayed to arouse im-
mediate interest.

The Reflectoscope was designed by one of the best photo-
graphic experts in the world. It is the only machine that is built
on Scientific lines — that being largely constructed of aluminum
is light in weight and of highest efficiency — that has 5 reflecting
surfaces — that is equipped with double lenses — that attracts atten-
tion by its design and finish — the only machine, in short, which is
a trade getter in both looks and results. It costs twice as much
as others to make: sells at the same price.

Retail Price for Gas, Electricity or denatured Alcohol,
mounted ready for use and beautifully japanned in black and red,
$5.00 complete. Write for details.

ALCO-GAS APPLIANCES DEPT., 159-161 West 24th St, New York

56

THE TALKING MACHINE WORLD.

tise except by means of placards in front
of the theaters. Now if you can point out a
single item on which these picture show people
have not got the cheaper vaudeville managers
stung to death I'd like to know where it is."

One of the vaudeville agents in the St. James
Building does not believe that the present rage
for the picture shows means that vaudeville will
suffer.

"People who have been in the habit of attend-
ing the cheaper variety shows and melodramas,"
he said, "think now of the great difference be-
tween 10 and 50 cents much more than they did
a year ago. The man in this class has always to
pay for two. If he can get some entertainment
by spending half an hour in one of these places
it takes the place of the visit to the theater that
he would have made a year ago. To see any kind
of a show for only five cents is something to
him, even if it does not last half as long as what
he used to go to see. Then the picture shows
invite the man in the street. They are open
wherever he goes, and he can walk in without
the preparation of going to the theater to find
the audience of a kind that does not care how
he is dressed. That has been another great
factor in their success.

"Yet all of these attractions are only for the
theater-goers who spend very little money. The
patrons of the first-class vaudeville theaters are
not affected by this economy. The struggle with
the first-class vaudeville managers is to find
enough good talent to fill out a program. There
were too many vaudeville theaters in New York,
as the introduction of the stock companies
proved. Now the fact that no new vaudeville
theaters have come into existence to take the
places of the houses given over to the moving
pictures shows that those houses were super-
fluous.

"There is as much enthusiasm among audi-
ences for good vaudeville as there ever was, but
it has got to be good. The standard now is high.
There are so many more vaudeville theaters than
there are good artists and the competition is so
great that these actors get what they ask. That
has sent up salaries, but the managers have to
pay them. Go and ask Hammerstein, for in-
stance, at the Victoria, why he pays a man or
a woman $1,000 a week. Do you suppose he
would do that if he could get for half the price
somebody who would draw the same money to
the house?

"Any vaudeville manager who was truthful
would tell you that his receipts varied accord-
ing to the nature of his program. When he has
a weak bii- he feels it by Tuesday night."

"The moving picture shows," said one of the
agents, who has just returned from his annual
trip to Europe, "are much more conspicuous in
amusements on the Continent than they are here.
In Paris some of the houses specially put up to
hold them charge as much as five francs or a
dollar for the best seats. Of course that price is
the maximum, and it tapers down to a figure
approximately the same as ours. All the the-
aters are given over to these entertainments.

"When 'The Thief finished its great run at
the Gymnase on a Sunday night the cinemato-
graph began promptly the next afternoon. When
there is a vacancy of several days at Sarah Bern-
hardt's Theater and the house is not needed for
rehearsals, the picture show lights up and there
is an all-day performance until something else
is ready. So there is a possibility that the mov-
ing picture show, provided that companies con-
tinue to improve it, may some day take on a
larger importance in the amusement business
here even than it does to-day, when only the

cheaper priced enterprises have been affected by
its popularity."

CINEMATOGRAPHS IN GREECE.

Valuable Hints for American Film Manufac-
turers Supplied by Consul-General Horton —
American Films Favored and Scenic Ameri-
can Views Preferred.

(Special to The Talking Machine World.)

Washington, D. C, August 6, 1908.

The following information concerning cin-
ematographs in Greece and the interest which
would be created in that kingdom by repre-
sentative American views is furnished by Consul-
General George Horton, of Athens:

There are no motion-picture manufacturers in
Greece, all film and apparatus being imported.
An import duty is paid on the ribbon of 4.35
drachmas (drachma — $0,193) the oke (2.8
pounds), or, in the case of more expensive films,
20 per cent, ad valorem. This is a duty of about
30 cents per pound. Operators of motion pic-
tures also pay the regular theater tax, 10 per
cent, of the gross earnings. From 7,000 to 10,000
meters (7,630 to 10,900 yards) of film are yearly
imported, costing from 80 centimes to 2 francs
the meter (15.4 to 38.6 cents per 1.09 yards).

A French firm has an agency in Athens, at the
Old Tsocha Theater, where matinees and evening
performances are given, and where films can be
bought. As this agent has a monopoly, he
charges what are regarded as high prices.

There are two principal Greek exhibitors of
moving pictures, who travel in Greece, Turkey,
Crete, etc. In Athens the principal exhibitor
(address obtainable from the Bureau of Manu-
factures) is the proprietor of a large summer
theater. According to this gentleman and other
experts, American machinery and films would be
welcomed here providing the views were new and
striking and the machinery of good quality. A
year ago or more a firm advertised "American
Cinematograph." and drew large crowds on ac-
count of the supposed superior quality of the
views. As near as I could ascertain this was
not an American cinematograph at all. but the
use of the name shows that it is considered a
drawing card here, and that something extra
good in this line is expected from Americans.

Last year an Italian did good business here
for months, showing a large variety of scenes,
romantic and comical. The views were really
good, clear, and steady; 300 drachmas ($54.54)
was paid nightly for the theater, and the re-
ceipts were from 1,500 to 2,000 drachmas ($270.70
to $363.60).

The theater proprietor suggests that scenic
American views, such as Niagara Falls, Yellow-
stone Park, hunting scenes, etc., would be pop-
ular here. As nearly every Greek has one rela-
tive or more in the United States, views of the
different cities, of the great industries, and of
the various picturesque regions would also excite
great interest throughout this country.

A number of arcades in New York, and, in
fact, in all the larger cities of the country, have
been greatly increasing their revenue during the
last few weeks by installing two or three or
often a complete series of the Edison records of
Bryan's speeches. Wherever they are placed
you will see a crowd congregated awaiting their
turn to listen — Democrats or admirers of Bryan
absorbing his words from pure interest, and
those not of his political beliefs listening out
of curiosity, a trait that often means money to
the arcade proprietor.

I OR

Talking Machine Dealers

POPULAR SIDE LINE

OUR BIG 3 NOVELTY OFFER

Consisting of three absolutely new novelties that have never been shown before.
"IS JUST THE THING FOR YOU."
OMR HUINDRKD PER CEINX. PRORIX
Send lor parllciilarn. ContN you S3.00 and Selln lor $6.00.
Wr have in preparation llic grealeNi campaign novelty ever ottered. Ank about it.

DOOLITTLE & HULLING. INC.. 1002 ARCH STREET. PHILADELPHIA. PA.

OUR MONTHLY REVIEW.

(We solicit inquiries from our subscribers who are de-
sirous of any information in regard to paying side lines
which can be handled in connection with the Tallying
.Machine. We put you in direct touch with the leading
manufacturers. When in doubt, write us, care the
Side Line Department.]

The six P's (Pease Products Please Purchaser;
Pay Profits), the slogan fit the E. S. Pease Co.,
of this city, is creating quiet a stir in this trade,
and as their products are becoming better known
this is fast increasing to enthusiasm, for there
is no denying the fact that the lines they carry
are new, up-to-date, and live sellers. So great
has been the demand for their Crown talking
machines that on account of the large quantities
they manufacture they have been able to add
several improvements on the first model without
increasing the price. These mostly have to do
with the finish of the machine such a^ a more
ornate cabinet, etc. A new line of much merit
which they are offering to this trade is their
Crown metal telephone — one of the best private
line apparatuses on the market. Dealers will
find a ready sale for them, as they are a neces-
sity and can be used with great success by busi-
ness houses, factories, as well as in the home.
Rural districts especially offer the dealer a fertile
field for exploitation. This company are direct
factory representatives of one of the largest ice
and roller skate manufacturers in America, and
are in a position to quote rock bottom prices on
these admirable fall and winter sellers. Their
other lines are too numerous to mention here,
but we would advise the trade to write them
direct for particulars.

Five years ago nobody dreamed of a safety
razor as a near commercial possibility. True,
shavers all over the world at one time or an-
other atter cutting themselves have fumed and
cursed at fate which made it necessary to go
through that scraping process every morning,
and perhaps some of the more thoughtful prayed
for some man who would invent just what we
now have, the modern safety razor. But the mat-
ter never went any further and everyone kept on
using the old style, until all of a sudden a name
arose before us, and in a night as it were was
blazoned all over the world. Wherever we were
— in street car, elevated or cab, or in the privacy
of our home — the name Gillette stared us in the
face from newspaper, magazine, billboard, every-
where that ink and paper could find a place. Is
it any wonder then that the public first gasped,
then fell over themselves, to make this man and
his dealers rich, who were supplying them with
what they had hoped for in vain for so many
years. Nor was it the want of a safety razor
that made for all time the name Gillette its
synonym and insured the dealer a business with
a future, without fear of competition or price
cutting — it wa? the enormous and clever adver-
tising campaign which this company started and
has since kept up. which brought the desired
result. Their present work is especially high
class and should draw a raft of business to those
handling the line. All the dealer has to do in
order to obtain all the value of this publicity
being to hang out one of their little metal red
and black signs with the inscription. •'Gillette
safety razors and blades sold here."

William Waddell, of the New York Vitak Co.,
has just returned from a sojourn of six weeks on
the continent: while the trip was primarily i
pleasure one inasmuch as he was accompanied
by his better half, those who know cannot help
but feel that he has brought some new things
l)ack with him, and which he is keeping dark
until fall, when he will spring them on this
trade.

The Manufacturers' Outlet Co. have just ob-
tained a most complete line of small motors for
which much is claimed. A new line of mission
lamps also make a valuable addition to their
stock.

Tlic .\nierican News Co., when called upon.

THE TALKING MACHINE WORLD.

57

SHRP-SHAVR SAFETY RAZOR

THERE IS NO BETTER RAZOR SOLD AT ANY PRICE

We sell it at 25c. to create a quick and large market fov OUf MatlBS because we make the BEST blade. In fact, "it's all in
OUR BLADES." The profit to the retailer as well as to the manufacturer is in the continuous sale of blades.

The frame or blade-holder is beautifully silver gtlatedg and the adjustment is absolutely correct It fits the face. The blade
can be adjusted or released instantly. But you don't shave with a razor frame whether it costs $5 00 or 25c , the blade is the thing
Our proposition is a revelation and revolution in safety razor selling. The SHRP-SHAVR is the ORIGINAL 25c. RAZOR.
SOLD UNDER A POSITIVE GUARANTEE— YOUR MONEY BACK IF YOU WANT IT

i Slirp-Shavr Razor with One Blade, per gross, - - $24.00 )
PRICE: Shrp-Sliavr Blades, 5 in a package, per gross packages, 2S.20 NET
( Stirp-Stiavr Stroppers, per gross, 9.00 1

SHRP-SHAVR RAZOR CO., lOS-110 Duane Street, NEW YORK

reported trade as improving rapidly, and while
they had nothing new in post cards this month,
September will find them primed for business
with a whole batch of hummers.

TJELAUTOQRAPH SYSTEM IN USE.

The Projectograph — the post card magic lan-
tern manufactured by the Alco Gas Appliances
Department — has, as we predicted, met with
great success. As a side line for the dealer
handling post cards it can't be beat.

A new moving picture machine for the home
and another post card reflector called the Aceto-
graph, will make its bow to this trade through
the columns of the September World. It will be
worth watching.

An American consul in one of the largest cities
of France reports a large sale of safety razors,
and among these the American makes are well
represented.

FOR FASTENING PACKAGES.

A method of fastening packages rapidly and
securely at small cost should be interesting to
every concern that sends out packages in quanti-
ties. The dissatisfaction caused by the breaking
of twine and sealing wax, the losing of rubber
bands, etc., is too general to require any com-
ment. The purpose of this article is to tell of
the "way to eliminate this dissatisfaction, and
at the same time to call attention to many other
uses to which this new invention can be put,
especially in the veneer trade. The machine we
refer to is that recently put on the market by
the Francis Salep Co., 2159 Madison avenue. New
York. It uses the gummed tape made by that
firm with the machine. Simply constructed of
polished oak, the machine consists of a revolving
wheel on which is held the gummed tape that
does the sealing. A moistening device is con-
veniently arranged, so that the tape is pulled off
the roll on to the moistening pad and then
clipped off at the desired place by the cutter, so
arranged as to prevent the waste of any tape.

The makers supply this tape either plain or
with advertising matter printed on it as desired,
and in rolls in the following widths: % inch, 1
inch, 1^4 inches, 2 inches and 2% inches. The
Francis Sales Co. are making a particularly in-
teresting proposition to dealers who are looking
for a live side line and one that will have a
steady and assured sale. Don't fail to write
them.

The annual meeting of the American Fishing
Line Manufacturers' Association was held in
New York City recently and the following offi-
cers were elected for the ensuing year: W. H.
Draper, president; Ralph R. Brown, vice-presi-
dent; A. J. Crandall, treasurer, and C. F. Ran-
dolph, secretary. The various manufacturers re-
ported business as being good throughout the
past year, with the prospects for the coming sea-
son very encouraging. The general feeling
among the members seemed to be to keep the
quality of all the goods up to the standard.

How the Hotel Astor Management Have
Adopted the System for Communicating With
Guests and Between Various Departments —
IVIakes Misunderstandings Impossible — How
the System Works.

One of the best electrical equipments to be
found in any hotel in the country is that in-
stalled in the Astor Hotel in this city. It is
under the direct management of Frederick A.
Muschenheim, brother of Wm. C. Muschenheim,
the proprietor of the Hotel Astor. He is a gradu-
ale of the electrical engineering department of
Stevens Institute and an ardent enthusiast in
all lines of electrical work.

"The hotel contains 112 large electric motors,
besides innumerable minor ones," said Fred
Muschenheim the other day. "They lift its ele-
vators, ventilate its rooms, freeze and cut its ice,
wash its linen, burn its refuse, carry its dishes,
seal its letters, cook some of its food, sew its
linen, polish its silver and do many other things
for the convenience of the hotel's patrons."

A new application of the telautograph system
has also been adopted in the hotel. By it writ-
ten messages are transmitted by electricity from
one part of the Astor to the other. To send
names and messages correctly to its patrons is
one of the hotel's most important duties. Every
point in the hotel's central telephone switch-
board is equipped with a telautograph trans-
mitter. When the switchboard girl sends a telau-
tograph message to a patron's room she writes
it on a sensitive film in the telautograph trans-
mitter in front of her. She cannot see her own
writing on the pad, but a receiver reflects it on
the back and lets her verify it at the same time
that it appears on the receiving pad in the room
of the guest.

There is also telautograph connection at this
central switchboard with the kitchen, floor sta-
tions, porters, valets, information clerk, front
clerk, cashier, service bars and engine room. The
orders of the guests can thus be transmitted all
over the house without the tremendous waste of
time involved by having one person summon
another to a telephone and repeat a message
several times over until the other person under-
stands. There are also no mistakes. Every order
is written down.

If the switchboard operator receives an order
for something from the bar or restaurant, she
will write it on her telautograph transmitter. It
will flash to the service bar and also to the floor
station nearest to the guest's room. The order
will be sent from the service bar in an electric
dumb waiter and served by the floor boy.

If a visitor comes to the hotel ofHce and
wants to be announced to one of the guests, the
clerk writes the visitor's name and the number
of the room occupied by the guest on a telauto-
graph standing in front of him and the message
is repeated in the guest's room.

The room clerk also uses the telautograph for
sending departures and chatiges in rooms to the

front clerk, to the housekeeper and to the laun-
dry. The system formerly used was for the room
clerk to make this record in a book.

Besides the telautograph system, the hotel has
many electric clocks, an electric watchman's
service and also a system of electrical time
stamps operated from a master clock. Each
guest's letter box is equipped with a shutter and
switch. Whenever a letter, telegram, message or
card is put in the box, in the guest's ^room, an
illuminated sign appears reading: "Mail in the
office for you."

VALUE OF^DE LINES

Being Realized by Talking Machine Dealers
Throughout the Country Says an Authority
— Small Investment in Novelties Means
Large and Steady Profit — How to Begin to
be Successful.

"The talking machine dealers realize for the
first time since the panic, the large profit in side
lines such as postal cards and novelties in leather,
wood, metal and numerous other novelties," said
Geo. V. Knipe, of the Clover Souvenir Mfg. Co.,
in the course of a chat with The World. "It is
said that necessity makes us all bed fellows. It
is an undisputed fact that all dealers in articles
not necessities have realized that their business
has decreased to a large extent, thus making it
necessary for all dealers to sit down and think
out ways and means to increase their sales. They
have thought of adding post cards and novel-
ties to their stock and have been advised to do
so by men who have had their interest at heart.
The dealer had been under the wrong impression
thai it would take a large amount of money to
add these necessary cards and novelties to his
line of goods, but had he actually figured it out?
Let the dealer decide what articles he desires
to carry, then secure prices on the same from
different houses and he will be greatly sur-
prised to see what a large stock he can secure
foi- a few dollars. It is also necessary for the
dealer, when he is deciding what articles to carry,
to consider seriously the class of trade he caters
to. Naturally high class people will not be both-
ered witli any cheap trash, whereas people of
the Coney Island class buy large quantities of
this stuff.

"Goods well displayed are half sold and for

Music Dealers, Attention !

Pay all yoar expenses and have a good margin
left over by carrying SIMPLICITY POST CARDS—

Ihe kind that sell.

$1.00 per 1000 and up

We are originators. We have published
more "Hits" than any house in the business.
Our motto is : "Cards that attract the public
fancy." If you want a money-making sideline,
write for ovtr special proposition. We start
you in the business.

THE SIMPIICITY CO., CHICAGO

58

THE TALKING MACHINE WORLD.

that reason it is absolutely necessary, if success
is desired, that these goods be prominently and
tastefully displayed. The high class trade does
nor necessarily demand high priced articles, but
what they do want are articles that are well
made and made of the first-class material; where-
as the cheaper class of trade desire a cheap
article Avhich is more of less gaud}' regardless
of its usefulness or the grade of material it is
made from. For this class of trade all you have
to do is to please their fancy. They know little
about art and in most cases care less.

"Ti will be found among the poorer class of
trade that cheap comic paper cards as well as
other kinds are in demand, but the upper class
desire a beautiful art, floral or birthday card
of the first quality, and are willing to pay a
good price for them, even as high as 25e. for a
single card. Good cards can be bought to-day so
that they may retail for two for five anu still
give the dealer a profit of from 100 to 300%.

"Leather novelties have always sold well and
are considered the standard article in the best
stores. Leather novelties can be bought for a
few cents each to $6 each, according to the size
and viorkmanship of the article. Some stores
sell hand-painted leather pillow tops from ?6
to SS a piece, and velvet skin banners with oil
paintings thereon as high as |20 a skin. It

ould surely take a^ long list to list all articles
that are made of leather, such as tobacco bags,
needle cases, pen wipers, cigarette cases, cigar
cases, card cases, clocks, picture frames, etc..
etc., etc.

"Jir. Dealer, just take one of the magazines
and send for different price lists and catalogues.
Ten or fifteen cents for postal cards will bring
yoii ten or fifteen catalogues from which you
can make up a list of the goods you desire to
carry, and figi.ire out in round numbers the small
sum it will take to put in a stock of novelties.
You did not start your present business without
a little figuring and studying, therefore it will
take a little figuring and studying to make up
the stock. Be wise and put in only a small stock
to start with and add to it from week to week
different things that may come to your attention.
In the beginning do not try to buy cheap by
buying quantities, but remember that all your
trade does not know as well as you do that you
have this new stock: therefore it will be neces-
sary to display it so that they who walk may
read."

PAINTED POST CARDS CLASSIFIED.

The Board of General Appraisers recently de-
cided that certain classes of painted postcards
be classified as manufactures of gelatin under
paragraph 450 of the tariff act of 1897. The
decision overrules the protest of the importers
and applies to fancj- shaped cards made of gela-
tin and said to be hand-painted.

OPPORTUNITIES IN RUSSIA.

In a report ou the moving picture business in
Russia, an American consular officer calls atten-
tion to the field for moving pictures accompanied
by the gramophone that exists in that country.
He slates that there is liltle competition and it
is sometimes difficult to obtain the article wanted.
Dealers are of the opinion that American films,
provided they are original in subject, would find
a good market, and the few that have found their
way into Russia have been mast favorably re-

ceived. The name of a firm importing moving
picture films that would be willing to consider
American goods is given in the report, and may
be obtained by manufacturers who refer to in-
quiry No. 2395 when writing.

LIKE THE BELLAMY ERA.

A Telephone Newspaper Which Enjoys Much
Popularity in Hungary.

In America comparatively little is known ot
the "telephone newspaper," which enjoys much
popularity at Budapest, Hungary. Nothing of
the kind has been tried as yet in this country,
though to be sure, in a private way, many col-
umns of gossip go over the wires every day.
At Budapest a regularly organized company,
which has a staff of more than 200 persons, de-
livers the news by wire instead of by paper. A
receiver will be put in a residence or place of
business without charge and the news delivered
for two cents a day. In Budapest more than
15,000 houses enjoy the "telefonhiimondo." as it
is called.

From eight in the morning to ten at night
eight loud-voiced stentors shout the editor's
"copy" between a pair of immense microphones,
whence it is carried by wire to all iiarts of the
city, to be heard through telephone receivers.
All kinds of news is thus sent out, just such as
occurs in the daily papers — telegrams, political
speeches, weather forecasts, etc. Furthermore,
at stated hours, concerts are heard by the sub-
scribers, and they can sit at dinner or at cards
and enjoy the best music in the city, as arrange-
ments are made whereby the recitals at the
opera house are received by microphones itnd
transmitted. Preachers, lecturers and speait^, .
generally speak to the public also. The exaca
time of each news item is strictly regulated, so
that a person always knows at what hour a
certain class of news will be delivered, and he
can listen or not, as he chooses.

Special concerts for children are given once a
week: and the service is extended to the hos-
pitals and asylums, where the sick and blind can
hear. The owners of the system are pleased
with it, as the cost of typesetting, printing and
paper is entirely eliminated.

NEWS FROM INDIANAPOLIS

City to Have Permanent Moving Picture Shows
Run by Incorporated Company — "The Sheath
Gown" in Town — Talking Pictures Winning.

(Special to The Talking Machine World.)

Indianapolis. Ind.. August 8, 1908.

Indianapolis .is to have a permanent moving
picture show. The Dixie Amusement Co., in
corporated with a capital stock of ?10.0GO. has
leased the Gaiety Theater in East Washington
street on long-time terms, and will introduce
the best films and will have a company of actors
to do the talking. E. H. Bingham is president
of the company. Mr. Bingham is edi or of The
Bulletin, a daily sporting paper. Ben Crose is
secretary of the company.

"The Sheath Gown" has been the attraction
during the last week at the Grand Opera House,
where talking pictures are being shown durin-;
the summer. Miss Lillie Lowden. one of the
singers of illusti'ated songs, appeared in a cos
tume furnished by George K. Spoor, who pro
motes the animated pictures at the Grand.

.1. .1. nnnlap. one of the first men to operate

THE F»IAI\JOVA COIVIRAISIY,

lanulacturcrs ol

44 AND 65 NOTE ELECTRIC PLAYERS

with or without nickel in the slot attAchment

SECURE THE AGENCY NOW.

117-125 Cypress Avcnac,

New York.

"pictures that talk" in America, has come to
Indianapolis to succeed Walter Harmon at the
Grand. Mr. Harmon was the first man to intro-
duce talking pictures in Indianapolis. Mr. Har-
mon returns to Chicago, where he will produce a
dramatic version of Parsifal.

The third week in July brought good business
to the moving picture shows and penny arcades
It was the week of the meeting of the National
Order of Hibernians in this city.

SOMETHING WORTH REMEMBERING.

There is sentiment in business. Creditors
have hearts and they have good impulses. They
appreciate friendship and especially gratitude.
Don't believe a word of that great untruth.
"There is no sentiment in business." Don't get
angry when asked for money. Admit your slow-
ness and tell your creditor thas as an offset for
your present slowness you have a good memory
and a heart that appreciates, and some day your
purchases will be much larger, and those who
are your friends now will certainly get the
benefit when the time comes that you do not
require favors. An honest, frank heart-to-heart
talk is most valuable. The credit man keeps the
truthful man in mind and "his account under his
protecting wing. The credit man glories with
you, and has a distinct interest in your success
when it comes.

TO INSTALL THE DICTOGRAPH.

(Special to The Talliins Machine World.)

Omaha. Neb.. July 30. 1908.
General Manager Mohler, who returned Mon-
day from the east, will have a dictograph installed
in his oflice. This is a new machine which will
permit the general manager to talk with the
other oflBcials in the different parts of the build-
ing with the same freedom as though they were
present in his office. It is a much more delicate
machine than the telephone and the person talk-
ing into it does not have to sit near the trans-
mitter, but may be in any part of the room.

Nothing makes money for the dealer as fast
as quick selling goods, even though the percent-
age of profits may be smaller. It makes a quick
return of the money and no dead stock, and those
are the conditions of successful merchandising.

SPECIAL TO THE TRADE!

FOR 30 DAYS ONLY — These 1907
Son2 Hits at 10c. per copy, or $10.00
per hundred :

" Every One Is In Slamberland Bnt Yoa and Me "
"Twinhllna Star"

"Sweethearts May Come and Sweethearts May Go"
"Where The Jessamine Is Blooming, Far Away"
Instrumental — Paula Valse Caprice

It will pay you to keep in touch with us.
Write to-day!

THIEBES-STIERLIN MUSIC CO.

ST. LOUIS. MO.

Everything in NFW and S.B.

Motion Picture
Mactiines

Films, Stereopticons, Song
Sliiles ana Supplies. S^aine
AVauled. Catalojrues free.

Karbach & Co.. 809 Filbert St.. Phila.. Pa.

60 YEARS"
EXPERIENCE

Designs
Copyrights Ac.

AnTone seiullng a pkolcti mid description may
quickly nscoriniu our oi'iiiion free wlietlier ao
hivontlon Is prohnMy pjuentable. Conimnnlcn-
lliitissirlcllycotiililciillnl. HANDBOOK on I'nteuta
Bcnt free. Ohlost imeiioy for secnrinK piiteius.

I'litctiis tiikeii tlirouiili A Co. receive

fprciitl ri'iflcr, wli1i.>iit clmrco. In the

Scientific Jf mcricam

A lifin<1ai"iii'ly llhislnilcil wecklv. I.nrceat clr-
riiliill.'ii ■•r iiTiv n.'iiMii inc l'>iirn»l. Terms, a
w.ir- i.Mir ni..i.i lis, H. Sol J by all iie<>rsile«lors.

IVIUNN&Co.36'Broa-way. New York

Braucli lirtlce, 625 K St,, Washlngtoo- D. C.

THE TALKING MACHINE WORLD.

59

-^'FRLL55 PIANO PLAYER CO

proprietor's

WfMdor Qrcade-nfth GYe- Tle^v yory
fbctories — Ot- c^'ohosvilfe - V'j

60

THE TALKING MACHINE WORLD.

A Revolution in the
Phonograph Horn!

No Supports No Crane

No Standard
No Special Attachment

A Revolution Indeed!

COLUMBIA
GRAPHOPHONE

Since the advent of the Phonograph, back in the eighties, it may safely be affirmed that no real progress has
been made in the Phonograph horn ; its size has been gradually increased, thus merely accentuating the defects of
the reproduction. At last, the " IDEAL " horn has come ! A scientific device aiming at a pure, melodious
reproduction of the sound, be it either a great soprano's song, the endearment of a string instrument solo, or
the rendering of a Sousa's march. Besides, it eliminates all the bad points of the previous horns — NO SUP-
PORTS, NO CRANE, NO STANDARD, NO SPECIAL ATTACHMENT are needed with the " IDEAL ; "
all that is required is simply the turning of a small thumb screw to fasten securely the " IDEAL " horn to
the neck of the reproducer of any cylinder machine, either Edison or Columbia, or to a Devineau Biophone.

The bell of the "IDEAL," made pf pure aluminum, is nearly six feet in circumference, assuring the
maximum of sound.

The elbow is made of the highest grade of ebonite, which in combination with aluminum, completely
eliminates that tin sound so strongly objectionable. In the middle part of the elbow a swivel allows the
sound to be thrown in any direction WHILE PLAYING A RECORD.

The " IDEAL " flower horn is handsomely finished and weighs but a few ounces. With the "IDEAL"
horn you get ' 11 >EAL" music.

jTeberal iHanufacturms Company

2095 Cast SOHj ^toct == Clebelanb, 0ffio

VOL. IV. No. 9.

SIXTY-EIGHT PAGES

• INGLE COPIES, 10 CENTS
PER YEAR, ONE DOLLAR

NfC3

Published Each Month by Edward Lyman Bill at 1 Madison Avenue, New York, September 15, 1908

Fifteen Columbia Records by

WM. H. TAFT

5 Double-Discs (10 Inch Records) at 65 Cents— 11 Cylinders at 25 Cents

Mr. William H. Taft, Republican Candidate for President, has made a series of Columbia Records, covering 15 subjects, the list of
which follows. There are five 10-inch Double Disc Records and eleven XP Cylinder Records in the series.

These include five records from the
most striking portions of his address to
the Virginians at Hot Springs, August

21st, WHICH HAVE NOT BEEN
MADE FOR ANY OTHER COM-
PANY ; slso the best of the records
made for other companies.

The records will be ready for delivery
in about a week, and dealers should place
orders immediately. Each Double Disc
record bears the photograph and fac-
simile autograph of the Candidate and
each cylinder record is enclosed in a box
on which Judge Taft's photograph ap-
pears.

NATURALNESS is what has been
sought in making Columbia Taft Records,
and every purchaser of a Columbia
Record of Mr. Taft's voice is assured an
absolutely natural, faithful reproduction,
in which not only is each word clearly
and distinctly recorded, but even those
nicer, delicate shades, which constitute
the tone color, so to speak, and make one
voice distinguishable from another, are
recorded and reproduced with unmis-
takable fidelity.

A circular containing Mr. Taft's pho-
tograph and autograph, list of records
and descriptive matter, is being prepared
for distribution with the records.

The "Twentieth Century" Columbia Graphophone is the ONLY machine in
and BE HEMRD as far as the original voice could carry. Here is your chance

SELECTION NUMBER
10-Inch
Double-Disc Cylinder

\ 14500

/ 1450:

. R»^vem- Suit

I 14502

I 14507 40564

14503

14505 40563

iitvtrst Sidc'

14504 40561

14506 40562

i 14508 40554
, 14509 40556

R.ve™,Si..e 4Q555

40557
40558
40559
40560

TITLE

The Roosevelt Policies.
Functions of the Next
Administration.

Postal Savings Banks
and their Advantages.
The Duty of Southern
Republicans Towards
Independent Demo-
crats.

Republican Responsi-
bility and Perform-
ance.

Democratic Responsi-
bility and Failure.
Break up the Solid

South.
The People Do Rule and
Will Rule Through
the Republican Party.
Approval by Southern
Democrats of Repub-
lican Doctrines.
Foreign Missions.
Irish Humor.
Republican and Demo-
cratic Treatment of
Trusts.
The Farmer and the

Republican Party.
Rights and Progress of

the Negro.
Jury Trial in Contempt

Cases.
The Rights of Labor.

the world that can play a cylinder record
to do business with campaign committees !

;5

COLUMBIA PHONOGRAPH CO., Gcn'l

TRIBUNE BUILDING, NEW YORK

WANTED— Exclusive Columbia dealers. We will give exclusive rights, where we are not properly represented; write for particulars.

Entered as (econd-elaw matter Uay 2, IWiS, at the post offlee at X. w Vork, N. Y., under rhp act oi Congress of Ifarch S. 1879.

2

THE TALKING MACHINE WORLD.

We Are Looidng for The Man Who Wants More Business

IF YOU ARE HE— YOU NEED

The Echo-Phone

SELL, OR GIVE IT AWAY, BY OUR SYSTEM YOU WILL
DOUBLE YOUR RECORD AND MACHINE SALES

The Echo-Phone has all the advantages of the higher
priced cylinder talking machines.

The Echo-Phone plays all standard cylinder records,
as loud and as clear as the higher priced machines.

The Echo-Phone is equipped with a 1 4-inch amplify-
ing horn, brass bell and steel body.

The Echo-Phone has a noiseless motor that can be
wound while playing. The motor is not driven by a spur
gear as are all cheap machines.

The EchO-Phone is equipped with a worm gear motor,
same as all high-class DISC talking machines.

The EchO-Phone is the only cylinder talking machine
on the market that uses this class of motor.

The Echo-Phone plays two or more records at one
winding.

The Echo-Phone is equipped with the standard feed
screw, fifty threads to the inch, same as all high class
cylinder machines.

The EchO-Phone is also equipped with an extra sen-
sitive detachable flooting reproducer (concert size).

The Echo-Phone parts are all heavily white nickeled
and polished.

The Echo-Phone parts are interchangeable.

THE ECHO-PHONE IS GUARANTEED FOR ONE YEAR

Write Immeillaiely—We Will Prove AH Our Glaime

UNITED TALKING MACHINE CO.

259 GREENWICH STREET, NEW YORK

The Talking Machine World

Vol. 4. No. 9,

APPRECIATION OF GRAND OPERA

To be Stimulated by an Educational Campaign
in Which the Talking Machine Will be
Utilized — Metropolitan Co.'s Good Work.

A meeting- in Carlsbad, Austria, recently,
attended bj' Julio Gatti-Casazza, Andreas Dippel
and Otto H. Kahn of the Metropolitan Opera
House, New York, had for its object the con-
sideration of means to create a universal in-
terest in operatic chorus singing in the United
States. It is planned to encourage local musical
clubs to study operas suggested by competent
authorities. As far as possible the Metropolitan
Opera will, whenever requested, lend its co-
operation by sending efficient soloists and fur-
nishing whatever else may be requisite to enable
a satisfactory performance. Communities that
are favorably situated may want a whole cast,
including scenery, the visiting cast comprising
a small stock chorus of experts to act as leaders
of the local chorus with which it is combined.

A national league of Metropolitan Opera clubs
will carry the plan into operation. Lectures, in
which phonographic records hold a prominent
place with stereopticon slides picturing scenes
from the operas, will be supplied to promote the
organization of local clubs for the study and
performance of the opera.

BRYAN LISTENS TO HIMSELF.

Hears His Own Phonograph Record, Then Calls
for Taft's.

(Special to The Talking Machine World.)

Sioux City, la., September 3, 1908.

William Jennings Bryan, while in St. Paul
yesterday, spied a picture of himself in a music
store window, announcing the sale of the records
of his ten famous "canned" speeches. He darted
inside and asked for a "can" of his remarks
on the guarantee of bank deposits.

"I never heard myself speak," he said, "and
I want to see what the American people have to
endure."

Clerks and customers gathered around and
listened, but none more eagerly than Mr. Bryan.
When the speech was over he applauded and
cried: "I am absolutely convinced. Now let us
have Mr. Taft."

Taft on "Jury Trials in Injunction Cases" was
the record put on by the clerk and not a dozen
words had been spoken before Mr. Bryan said:

"Why, that does not sound like him." That
was all he would say.

UNREGENERATE MAY PROFIT

By the Canned Sermon Crusade if Their "Better
Halves" Get the Habit — How the Jaded Man
May Get Religious Truths.

The use of the talking machine by the Chicago
ministers as a means of supplying sermons dur-
ing their absence on vacation has led to many
suggestions for a broader use of the "talker."
One caustic individual believes that the canned
sermon innovation could be carried still further
with much profit to the unregenerate who do not
go to church except when dragged there by the
more pious members of the family. Think of
what a boon it would be to the woman whose
husband is so busy during the week that he is in
a state of collapse at church time Sunday morn-
ing! It would- take from her conscience the
strain of responsibility for his spiritual welfare.
She could borrow a cylinder and start the phono-
graph before she and the children leave for
church. Thus it would be possible to administer
religious truths to a jaded man while he is im-
bibing information and mental strength from
the morning paper and his pipe. The man who

New York, September J 5, 1908.

is forced, despite his conscientious scruples and
the traditions of his early training, "to go to the
office" on the Sabbath morning could mitigate
the offense by putting a cylinder in his pocket.
In fact there are hundreds of ways in which the
canned sermon might be utilized particularly
during the pastor's vacation. While the minis-
ter is away, by all means let the phonograph
play.

PATENT NEED NOT RE WORKED

But Patentee Is Still Protected Against In-
fringement— An Important Decision by Jus-
tice McKenna of Interest to Inventors.

The right of a patentee or assignee to let the
patent lie dormant in a pigeon-hole during its
life and at the same time protect it against
infringement was upheld recently in a decision
handed down by Justice McKenna, in the Su-
preme Court of the United States, in the suit of
the Eastern Paper Bag Co. against the Conti-
nental Paper Bag Co. According to the decision,
an inventor receives nothing from the law that
he did not already possess. A patent operates
merely to restrain others from making and using
for a limited period what he has invented. If
he so chooses, an inventor may keep his dis-
covery to himself. He is given a monopoly by
patent in order that he may be induced to dis-
close it. The franchise which a patent grants
consists altogether in the right to exclude every-
one from making, using, or vending the thing
patented without the permission of the patentee.
If the patentee sees fit not to use his device, he
has but suppressed his own. His title is exclu-
sive. He is no more compelled to work his
patent than the owner of a piece of real estate
is compelled to build a house upon it.

"THE BIOGRAPHER OF THE FUTURE."

Such Is the Talking Machine for All Great
Events Will be Recorded — Records of Both
Presidential Candidates Ensure Buyers Hav-
ing the Voice of the Future President for
All Time.

As pointed out by the National Co. in their
recent advertising those who purchase records
made by Presidential candidates may possess
souvenirs of high value after election if they
happen to have those records made by the for-
tunate candidate. Many men have purchased
the full series of records made by both men, so
no matter what the result, they will possess ex-
amples of the President's oratory to hand down
to posterity as a valued heirloom. Those who
have bought only the records of their favorite
candidate naturally have their personal opinion
of the future high value of the records and
may or may not have their dreams shattered in
November.

If President Roosevelt persists in his de-
termination to refrain from having his voice
recorded, the next President, taking it for
granted, of course, that it will be either Taft or
Bryan, will be the first executive to enjoy that
distinction.

And how much it means. How many Demo-
crats and, even members of the political parties,
would value records bearing some of the senti-
ments of the late President Cleveland, or how
many Americans of all political beliefs would
delight in possessing the speech of Lincoln in
the actual tones of that most wonderful character
in American history. Truly, it would seem that
the talking machine will be the biographer of
the future.

AUXETOPHONE IN RECITAL.

A Victor Auxetophone was recently installed
in the Hotel Schenley, Pittsburg, Pa., in order
to take part in the last summer festival orches-

Price Ten Cents

tral concert given in the hotel. An orchestra
of eight pieces under the direction of Eugene
Lignante. accompanied each number. The enter-
tainment took place on the large porch of the
hotel during the dinner and supper hour and
during the intermission of the Pittsburg Fes-
tival orchestra.

It is the intention of the management to en-
close the porch in glass, so that it can be used,
through the fall and winter months. Concerts
will be given on the porch from 6.30 until 11.45
every evening.

Mr. Riley, the proprietor, was in New York
recently at the Waldorf-Astoria, where one of
these machines was performing. The applause
was so enthusiastic after each number that he
decided to introduce it in Pittsburg and judging
from the way it was received the first time It
will be a tremendous drawing card.

THE MAKING OF RECORDS.

Great Artists Are Invariably Nervous When En-
gaged in This Work — Thought and Prepara-
tion Necessary to Secure Results.

"There is a great difference of temperament
which is manifested when a record is to be
made. Generally speaking, the great artists are
nervous lest they should not do themselves justice
when making a record. Every precaution is taken
against failure, and a song will sometimes be
sung a dozen times before a satisfactory result
is attained. The question of the time taken in
singing is all-important, because the whole
record has to be completed in about four minutes
and sometimes a singer has not gauged the
length of the solo accurately, with the result that
before the song is finished the record is ended.
Mme. Melba makes wonderful records imme-
diately, for there seems to be in her case no
thought of failure of the very highest results.
Her singing, when making records, is superb.

"The making of orchestral music records in-
volves a good deal of thought and preparation;
instrumental music can easily be too over-power-
ing to be effective, says Cassell's magazine. The
violin solos by Mischa Elman are so perfect that
it has been difficult to convince people that the
wonderful young player was not performing him-
self. Some of his records were lately played at
Liverpool, and the boy violinist was listening in
a box with all the absorption that some one who
had never heard his playing would show. The
fact is for a performer to hear his own voice or
his own playing comes as a startling surprise.
Mme. Melba, listening to her own voice three
years ago, exclaimed, 'Heavens! but it's me,' and
Mme. Patti's astonishment at the perfect repro-
duction of her singing was equally great. Some
artists shiver with apprehension before they
hear the reproduction of their voices. The harp
is one of the most difficult instruments to
record; the piano and violin come out very
easily, and the organ is also rendered ef-
ffectively."

TALKING MACHINE FOR NIGHT SCHOOL.

In connection with resolution of the Educa-
tional Committee of the London (Eng.) City
Council that a musical advisor and inspector be
appointed to superintend the teaching of music
in the day and evening schools and other educa-
tion institutions of the city, it has been strongly
suggested that the talking machine be adopted
to demonstrate the various lectures on music.

HOSPE'S SALES OF AUXETOPHONES.

A. Hospe & Co., Omaha, Neb., hold a record
of having sold three Victor Auxetophones since
July 1. One went to a local theater, another
to Iowa, and the third has just been delivered
to a moving picture theater in Guernsey, Wyo.
The sales were certainly well distributed.

4

THE TALKING ^lACfflNE WORLD.

HORSE POWER OF MUSIC.

Professor Webster of Worcester Tells Ameri-
can Academy How to Measure the Intensity
of Tones and to Preserve Their Description
for the Use of Future Scientists.

A very interesting corner of physical science
was considered at the last meeting of the Ameri-
can Academy of Arts and Sciences by Prof. Ar-
thur Gordon Webster, of Clark University, that
of the "Pressure of Sound." "Sound," said the
speaker, "consists in a rapidly varying pressure
of air. If the tone "be a musical one, the varia-
tions are uniform, as for example in the middle
C they are at the rate of 256 per second." It has
been a work of investigation by Professor Web-
ster during the past ten years to try to deter-
mine certain of the peculiarities of sound,' and
in this work he has invented a number of pieces
of apparatus. One of the most important of these
is a device which for want of a better name he
has called the "phone," which will produce always
the same tone, and of a desired intensity. This
in theory and in practice is a standard whereby
the strength of other tones may be measured, and
if one should desire in the future to know
whether a tone is as loud then as it was to-day,
it will be perfectly practicable to determine the
fact. Such an instrument has many uses. In
his various experiments irom year to year in
which the .ear was concerned. Lord Kelvin was
always questioning: "Can I hear as well to-day
as yesterday?" The deaf are always desirous of
getting a precise statement as to whether their
hearing is improving or becoming poorer. Such
an instrument will refer them to a standard, and
give them a scientific statement for comparison.
To-day they depend upon the guess of the aurist.

It is evident at the outset in the matter of
pressure, which is the one considered first by
Dr. Webster, that if a measure could be taken of
amount that the pressure is varied by the sound,
facts with reference to the conditions existing
would be made known. Accordingly physicists
have been at work more or less upon the prob-
lem. But even with an intense sound the varia-
tion in pressure is exceedingly minute, and much
more so in any sound that we are able to bear.
One millionlh of an atmosphere variation in the
air pressure would be a large amount to be due
to sound, yet scientific men have set themselves
to measure this infinitesimal variation.

It will occur to any student that if the air is
varying in pressure it might be measured by
optical means, because denser air will have a
different index of refraction from rarer air, and
experiments along this line have been made by
a German. There lies in the method, however,
this diflSculty, that the air is affected to so slight
a degree that a very loud noise must be made
before the variations are visible. The efforts
to solve the question have been taken, therefore,
to the mechanical ground and experiments have
been made with diaphragms. The phonograph is
a machine that uses a diaphragm, but this while
it produces a sound that the ear decides to be
like the original, the result is from the scientific
point of view very different, but the principle
of the phonograph is a good one. So Professor
Webster has been experimenting with diaphragms
of different kinds. Membranes are sensitive to
light pressures, but they are also affected by
moisture, so that for the purposes of a standard
they are useless. Metals have been tried, but
they are affected by heat, and in these minute
measurements they become also unreliable, so re-
course has been had at last to glass. It has
been found that thin glass, the cover glass for
microscope slides, will be affected by the varying
pressiire of the air produced by sounds, and so
the later experiments have been made with this.
Even then the movement is so slight (hat the
microscope cannot read the displacements.

Modern science affords much more delicate
means that the microscope for the viewing of
minute displacements, when these can be made
In light, Mlchaelson's Interferometer being an
instrument of this character, so Professor Web-
ster's next move was to cement a Utile mirror to
tills bit of cover-glass and by means of the in

terference of light determine the motion of the
glass. By this means a movement of less than
a millionth of an inch is visible and measurable.
Meanwhile the strength of the sound was in-
creased by the use of a resonator, which might
make it even as much as forty times more in-
tense. One of the devices employed by this in-
genious scientist was to measure the vibrations
of the plate by a telescope that was itself set
on a tuning-fork which gave it an opposing mo-
tion so that it nullified in part the rapid vibra-
tions of the glass plate. Meanwhile a German
investigator. Max Wien, of Dantzig, a college
mate of Webster's, in Europe, had been at work
on the same problem. Wien mounted on the
glass plate a little mirror set on a bit of watch
spring, and put the whole within a second resona-
tor, thus by the magnification of two resonators
and the spring of the steel the motion was
brought within the reach of the microscope.

In the statement of his results. Professor Web-
ster made use of many of those graphic curves
with which mathematicians delight to set forth
their work. Some of the ideas, however, may be
expressed popularly, and some of the results
show the enormous waste of energy that our ordi-
nary mechanical methods entail. The "phone"
with which he is experimenting can be heard
for half a mile in the open air, yet it takes no
power to run it, an infinitesimal current merely.
The output of the ordinary cornet (at the bell)
is not more than a millionth of a horse-power,
so that all but the merest fraction of power that
the player puts into his mouthpiece is thrown
away. The organ pipe is a very wasteful device,
for most of the motive power is thrown away and
but a fraction of the wind from the bellows Is
really utilized in making music. The power
expended in noise is very great in places, on the
coast of Maine there is a fog whistle that takes
60 horse-power, while in England there is one
consuming about 600 horse-power.

In these not more than a tenth of one per cent,
is really used to make the signal. The outcome
of the investigations is that scientists can now
measure sound without using the human ear, and
that they can express the energy and activity in
units. One sound may be compared with an-
other, sounds may be compared at different times
with other sounds even in different places, and it
is now possible to, so to speak, pack away the
sounds of to-day so that the scientists of the
future can compare them.

HERR DIPPEL'S DRASTIC RULING.

Will Not Allow Grand Opera Artists at the
Metropolitan to Sing for Talking Machine
Companies During Time of Engagement.

The recent decree of Herr Dippel, new con-
ductor of the Metropolitan Opera Co., is that no
artists under contract to sing at the Metropoli-
tan may sing for the talking machine companies
during the time of their engagement, though
they are at liberty to sing for such companies
either before or after the opera season. He says
that last year certain singers who would never
have consented to sing two days in succession
at the opera house were known to have spent
hours singing for the machines on the same days
they sang in the opera house at night.

The most popular singers earn large sums by
singing for talking machine companies, and sev-
eral of them are kept under a large retainer
from year to year. As the sale of their records
is largely affected by the degree of fidelity with
which they reproduce the original voice, the
singers are very anxious to make them as nearly
perfect as possible and work at them until the
best results are attained. Some of the singers
count on $25,000 or more in royalties every year
from the sale of their records.

As the Victor Co. already have numerous se-
lections by the leading opera stars affected by
the decree including Caruso, Scotti, Farrar, Sem-
brich and Eames, they will not be greatly incon-
venienced by the new order coming at this time.
They can make all the records required before
or after the season at the Metropolitan.

The Columbia Phonograph Co.'s list of grand
opera records are offered by arrangement with
the Fonotipia Co., Who do all their recording in
Europe and do not require the services of the
artists until the return to Europe after their
Metropolitan season.

NEW DEFINITION OF "DVnVIORTALITY.^

It has been stated in publications devoted to
the interests of ri^■al political parties that the
talking machine record entitled "Immortality,"
made by William Jennings Bryan, was chosen
with a view to keeping clearly before the people
the undying candidacy propensities of the Demo-
cratic champion.

An ad. that doesn't tell the truth is a good
deal like a glass of water colored to look like
wine. The drinker isn't liable to come back for
more after the first swallow.

The Cleveland Phonograph Co., Cleveland, O.,
have incorporated with a capital stock of $300,000.
Incorporators, E. C. Beach, F. W. Treadway,
William H. Marlatt, Charles J. Ford and Albert
L. Austin.

OUR

VICTOR RECORDS

Guaranteed Perfect

Wc have arraiiucil for two out irel v tlistinct and separate stocks of VICTOR RECORDS
().\l«; KKT.XII.. ONK WHOLKSALK.' Bv this system wo are enabled to uuarantce our
Wholesale Trade that they will receive" from iis VICTOR RECORDS in absolutely the
same condition they are supplied us bj' the factor> .

.NOT RKCOKDSTIIAT HAVE KKKX USED FOR DKMOXSTKATING MACHINES ;
NOT KM;C0RDS THAT HAVE BEEN PLAYED FOR RETAIL PROSPECTS

Hut-

Absolutely New Unplayed Records

We don't neetl \o eidarge upon the ads anla^ies of this system. You will appreciate
it. We oriji-inati'd the system of supplying- the hisih-tirade

RED SEAL RECORDS IN SEALED ENVELOPES

Tliis is iipprci-iMteil \<y i1c:i1its in \ ictor Kci-orils. :iiul wo are sure the new iiietlioil of lillini;
wliolesiile ortlers from a stoek w liii-li is in no \va,\- t-onnected witli o\ir retail stitck will he e\ en luon-
ai>|)roei[ile(l liy tliein.

If You Want New Records, Send Us Your Orders

The Eastern Talking Machine Co., BostonXs

Original Distributers of Victors in New England

LARGEST STOCK — BEST SERVICE

Fifteen Ycnm an Exclusive TulkiiiK Machine House

THE TALKING MACHINE WORLD.

5

1

The dealers who oret the bio^oest returns from the Victor business are those
who stick to the Victor quality idea.

These dealers emphasize the Victor's fine musical qualities at every turn.
They provide elaborate and appropriate surroundings for the Victor ; they give
frequent high-classed concerts, and they speak of the Victor and advertise the
Victor as a musical instrument.

Victor quality means money to them.

If you have not fully grasped the Victor quality idea you are not getting
your full share of Victor business.

Victor Talking Machine Co., Camden, N. J., U. S. A.

Berliner Gramophone Co., Montreal, Canadian Distributors.

To get best results, use only Victor Needles on Victor Records.

Full information can be obtained from the following Victor dealers:

Albany. N. Y Finch & Halin.

Altoona, Pa W. H. & L. C. Wolfe.

Atlanta, Ga Elyea-Austell Co.

Phillies & Crew Co.

Baltimore, Md Cohen & Hughes.

E. F. Droop & Sons Co.
H. R. Eisenbrandt Sons.
Wm. McCallister.

Bangor, Me M. H. Andrews.

Birmingham, Ala — E. E. Forbes Piano Co.

Boston, Mass Oliver Ditson Co.

Eastern Talking Machine Co.
M. Steinert & Sons Co.
. American Talking Machine Co.
. W. D. Andrews.
Neal, Clark & Neal Co.
. American Phonograph Co,
.Orton Brothers.
, The Klein & Heffelman Co.
. Stone & Barringer Co.

. Lyon & Healy.
The Rudolph Wurlitzer Co.
The Talking Machine Co.

Cincinnati, O The Rudolph Wurlitzer Co.

Cleveland, O W. H. Buescher & Sons.

Collister & Sayle.
Eclicse Musical Co.

Columbus, O The Perry B. Whitsit Co.

Dallas, Tex Thos. Goggan & Bro.

Dayton, O The Fetterly Piano Mfg. Co.

Denver, Colo Hext Music Co.

Knight-Campbell Music Co.
Des Moines, Iowa Jones Piano Co.

llarger & Blish.

Detroit, Mich Grinnell Bros.

Dubuque, Iowa Harger & Blish.

Duluth, Minn French & Bassett.

Brooklyn. N. Y.
Buffalo, N. Y..

Burlington. Vt.
Butte, Mont....

Canton, O

Charlotte, N. C.
Chicago, III

El Paso, Tex W. G. Walz Co.

Escanaba, Mich Grinnell Bros.

Galveston, Tex Thos. Goggan & Bro.

Grand Rapids. Mich.. J. A. J. Friedrich.

Honolulu. T.H Bergstrom Music Co.

Indianapolis, Ind T. H. Towell Co.

C. Koehring & Bro.

Jacksonville, Fla Alexander Seewald Co.

Kansas City, Mo J. W. Jenkins Sons Music Co.

Schmelzer Arms Co.

Lincoln,' Neb Ross P. Curtice Co.

Little Rock, Ark O. K. Houck Piano Co.

Los Angeles, Cal Sherman, Clay & Co.

Memphis, Tenn E. E. Forbes Piano Co.

O. K. Houck Piano Co.

Milwaukee, Wis Lawrence McGreal.

Minneapolis,'Minn Minnesota Phonograph Co.

Mobile, Ala Wm. H. Reynalds.

Montreal, Canada Berliner Gramophone Co., Ltd.

Nashville, Tenn O. K. Houck Piano Co.

Newark, N. J Price Phono. Co.

Newark, O Ball-Fintze Co.

New Haven, Conn — Henry Horton.

New Orleans, La Nat'l Auto. Fire Alarm Co.

Philip Werlein. Ltd.

New York, N. Y.

. ..Blackman Talking Machine Co.
Sol Bloom, Inc.
C. Bruno & Son, Inc.
I. Davega, Jr., Inc.
.S. B. Davega Co.
Chas. H. Ditson & Co.
The Tacot Music Box Co.
Landay Brothers, Inc.
The Regina Co.
Stanley & Pearsall.
Benj. Switky.

Victor Distributing & Exp't Co.

Omaha, Neb A. Hospe Co.

Nebraska Cycle Co.

Piano Player Co.

'Peoria, III Chas. C. Adams & Co.

Philadelphia, Pa Sol Bloom.

Louis Buehn & Brother.

J. E. Ditson & Co.

C. J. Heppe & Son.

Musical Echo Company.

Penn Phonograph Co., Inc.

Western. Talking Machine Co.

H. A. Weymann & Son.
Pittsburg, Pa C. C. Mellor Co., Ltd.

Pittsburgh Phonograph Co.

Powers & Henry Co.

Standard Talking Machine Co.
Portland, Me Cressey & Allen.

Portland Talking Machine Co.

Portland, Ore Sherman, Clay & Co.

Richmond, Va The Cable Co

W. D. Moses & Co.

Rochester, N. V The Talking Machine Co.

Rock Island, III Totten's Music House.

Salt Lake City, Utah. . Carstensen S: Anson Music Co.

San Antonio. Tex Thos. Goggan & Bro.

San Francisco, Cal Sherman, Clay & Co.

Savannah, Ga Phillips & Crew Co.

Seattle, Wash Sherman, Clay & Co.

Sioux Falls, S. D Talking Alachine Exchange.

Spokane. Wash Eiler's Piano House.

Sherman, Clay & Co.
St, Louis. Mo Koerber-Brenner Music Co.

St. Louis Talking Machine Co.
St. Paul, Minn W. J. Dyer & Bro.

KoeIiler"& Hinrichs.

Syracuse, N. Y W. D. Andrews.

Toledo, O The Hayes Music Co.

Whitney & Currier Co.
Washington, D. C .John F. Ellis & Co.

E. F. Droop & Sons Co.

6

THE TALKING IVIACHINE WORLD.

NEWS FROM SOUTHERN CALIFORNIA.

strong Undercurrent of Trade — Political
Records Big Sellers — Schooling Edison Deal-
ers— Recent Visitors to Los Angeles — A Bud-
get of California Items.

(Special to The Talking Machine 'Woi ld.)

Los Angeles, Cal., August 27, 1908.
There is a surprisingly strong undercurrent
of activity in the trade just now — a movement
which seems quite unprecedented at this time of
the year. The spirit of continual endeavor seems
to be universal. Most of the dealers are continu-
ing their campaigns for business and planning for
the holidays. The announcement of the National
Phonograph Co. regarding the new types of ma-
chines and the new Edison amberol records has
created more interest than anything else, al-
though the Victor exchange of discontinued
records was a very welcome proposition, as
many such records had accumulated from time
to time. The Victor Bryan records and then the
Taft records, for both Edison and Victor, have
served as attractions for the dealers and no
time has been lost in getting the business with
them. Every dealer is featuring in his advertis-
ing and show windows these records -by the two
candidates for presidency.

The Geo. J. Birkel Co. are among the busiest
dealers in the city and their continued news-
paper advertising brings them excellent returns.
The advertising of new Bryan and Taft records
together with a very attractive show window dis-
play, doubtlessly accounts for the volume of
business done.

Ed. Geissler has returned from a vacation trip
spent in Yosemite Valley, where he had a most
pleasant time. He is now busy planning for his
fall trade. Both A. Graham Cook and Irving
Andrews have had their vacation and are busy
as usual again.

W. A. Scott, of the Columbia Phonograph Co.,
has been in this city on his vacation and has
spent a good deal of his time with Manager
Stidham, of this city, who reports a good disc
record business. In their windows they are dis-
playing a symphony grand, in front of which
is an old style cylinder machine, suspended be-
tween the two is a sign bearing the words,
"From the Old to the New."

The Southern California Music Co. have sold
a number of Edison business phonographs. They
mean to make a special feature of these ma-
chines.

J. H. Gill, representative of the National
Phonograph Co.. has been in this city demon-

strating and schooling the dealers in the new
product of the National Phonograph Co. His
visit was a very pleasant one and much ap-
preciated by the jobbers and dealers.

The Southern California ^Music Co. have been
doing a large business with the carrying boxes
for Edison records, which they lately announced
to the trade, and have also been sending some
attractive advertising matter to their dealers
with their names printed thereon. Frank
Moreno, who has taken a position as Spanish
salesman and interpreter, expects to increase the
demand for talking machines and records among
the Spanish and Mexican customers and is in-
troducing the recently received Zonophone Mexi-
can records. R. A. Smith, of Jerome, Arizona,
has stocked a complete catalog of Edison Mexi-
can records through the same firm.

A. J. Caldwell, of Caldwell & Carithers, Red-
lands, Cal., has been making a call on the Edi-
son jobbers in this city. He states business as
being very good in his section and makes a
specialty of developing trade by means of the
automobile, which he says is the best ad. he
could have. The popularity of Clark Bros., Edi-
son dealers of Uplands, seems renowned, they
having received and filled an order for records
from the far away state of Florida. This spealis
either very well for Clark Bros, or poor for
Florida dealers.

Visitors to the city recently were T. J. Ham-
met, Victor and Edison dealer of Redlauds, Cal.;
F. A. Homan, of Homan & Co., Fresno, who
handle sporting goods and the largest line of
talking machines in the Valley; George T.
Fisher, Tucson, Arizona, Victor and Zonophone
dealer, who is spending a few days at the sea-
shore. Mr. Miller, of the Miller-Sterling Co.,
who it will be remembered recently bought the
Victor & Edison business of E. L. Andrews &
Sons, Phoenix, Ariz.

The Southern California Music Co.'s San
Diego branch, has recently made improvements
in the talking machine department, changing
their stock system to better advantages. Mrs.
Spooner has returned from a week at La Jolla,
V. here she has spent her vacation. Mr. Nicholls
is very much impressed with the Edison line and
is doing a splendid business with the same.
Thearle & Co., of the same city, are preparing
to move to their new building and are adver-
tising a special instalment plan.

The Wiley B. Allen Co.'s branch are selling a
great many Victors. The date of their removal
has not yet been decided but they expect to
occupy the premises in which Thearle & Co. now
are.

R. A. Wise, of Clark Wise & Co., San Fran-
cisco, has returned to that city after spending
his vacation at Coronado beach.

Jas. A. Stitt, treasurer of the Southern Cali-
fornia ]Music Co., has returned from a trip East,
and has some new ideas for the benefit of the
talking machine department.

PHONOGRAPHIC POTJITRY.

"My dear!" crowed Mr. Rooster,

His tone denoting wrath,
"Why would you always listen
To that loud phonograph?
You see it's most alarming;

Dame Nature's played us tricks.
Just look at what she's given us.
These phonograpnic chicks."

— Howard Taylor Middleton.

DESERTS BUSINESS FOR MARRIAGE.

(Special to The Talkiug Machiue Woi Id.)

Pittsburg. Pa., September 5, 1908.
All of the old-time talking machine boys will
learn with regret that Miss A. C. Schaefer has
left the talking machine business, having been
married recently to Adolph R. Meyer, a most
estimable young business man of the Northside,
Pittsburg, Pa. Miss Schaefer entered the talk-
ing machine business when a mere child, her
father Joseph Schaefer being the first dealer in
the city of Pittsburg. The old dealers who
started earlj' in the business received their first
bills of goods through Mr. Schaefer. When he
gave up the business Miss Schaefer went with
Henry Braun, of Allegheny, Pa., and remained
with him a number of years, later .going with
the Powers & Henry Co., of Pittsburg, with
whom she stayed until last month. Miss
Schaefer's tact, amiability and integrity are gen-
erally known and require no comment, and her
retirement from the business will be regretted
not only by the firm she leaves, but by all with
whom she came in contact in her experience in
the talking machine trade. After September
15th Mr. and Mrs. Meyer expect to reside in
Bellevue, Northside, Pittsburg.

WERLEIN"S ENLARGED "TALKER" STORE.

( Special to The Talking Machine World.)
New Orleans, La., September 6. 1908.
Owing to the enlargement of the talking ma-
chine stock of the Philip Werlein house, due to
the purchase of part of stock of the Cable Com-
pany's department when the latter was closed
out, it has been found necessary 'to move the
department from the fourth down to the first
floor. It is planned to manage the entire de-
partment and make it one of the most elaborate
in the South.

HE DID SOMETHING TO AROUSE THE
COUNTRY.

"GiAC me a little time," said the literary young
man, "and I will do something that will arouse
the country."

Three months later he had his chance. He
was peddling alarm clocks in a farming com-
munity.

ANDREWS TALKING MACHINE
— = SUPPLY HOUSE —

Credits itself with being the quickest and most prompt ship-
per of all orders on this line — making- no distinction on size
of order, as our stock is large and complete.

GENERAL DISTRIBUTERS FOR

EDISON and VICTOR MACHINES

and RECORDS

COMPLETE STOCH OF

RECORD CABINETS, HORNS and Accessories

A Trial Order Will Convince

SYRACUSE, N. Y. W. D. ANDREWS BUFFALO, N. Y.

The "political record" is a live issue.

THE TALKING MACHINE WORLD.

7

HIS MASTERS VOICE

REG. U.S. PAT. OFF.

October List of New Victor

Records

Get the complete list. Be in position to give every customer what he wants when he wants it. Don't
make it necessary for a single customer to go elsewhere for a record that you ought to have.

All vocal selections have accompaniments by the Victor Orchestra

8-Incb— 35 cents

No.

5417 American Polka. Accordion Solo.

John J. Kimmel

5455 Smarty Miss Jones and Mr. Murray

5434 A Mighty Fortress (Ein' Feste Burg).

Trinity Choir

54C0 Rah, Rah, Rah (from "The Soul Kiss").

Peerless Quartet

10-lncb— 60 cents

5549 Ye Ancients March Arthur Pryor's Band

5569 "Morning, Cy!" Barn Dance Victor Dance

Orchestra, Walter B. Rogers, Conductor

5548 Spanish Dance. Violin Solo. .Howard Rattay

5560 Dill Pickles Rag (Ragtime Two-Step). Xylo-

phone Solo Chris. Chapman

5565 American Valor March. Mandolin and Harp-
Guitar Duet Siegel and Butin

52007 Tout Passe Waltz. Whistling Solo.

Guido Gialdini

5547 Any Old Port in a Storm Frank C. Stanley

5563 Wilson's Lullaby Al. H. (Metz) Wilson

5567 The Soft Southern Breeze (from "Rebekah").

Harry Macdonough

5561 I Was Roaming Along Arthur Collins

5568 Sunbonnet Sue.

Plarry Macdonough and ITaydn Quartet

5545 Don't Take Me Home Eddie Morton

5546 Somebody Lied Eddie Morton

No.

52008 Tobermory Harry Lauder

52009 I\illiecrankie Harry Lauder

5566 The Boy Who Stuttered and the Girl Who
Lisped Miss Jones and Mr. Murray

5562 Old Black Joe Peerless Quartet

5564 Tempest of the Heart (II Balen) (from "Tro-
vatore") Alan Turner

5551 Let Me Like a Soldier Fall (from "Maritana").

William T. Evans

5543 Be Sweet to Me, Kid Billy Murray

5550 It Looks Like a Big Night To-night.

Billy Murray

5544 Victor Minstrels. No. 13 Minstrel Record

52526 Norma Casta Diva (Queen of Heaven).

The Famous Prayer and Cavatina from Norma.

Giuseppina Huguel

12-lnch-$l

31707 Hungarian Fantasia Arthur Pryor's Band

31706 The Death of Nelson Harold Jarvis

58001 The Wedding of Sandy McNab.. Harry Lauder

58392 Traviata — Alfredo, di Questo Core (Alfred,
Thou Knowest Not). Finale to Act. II.

Mme. Huguet — M. Pini — Corsi — M. Badini
Grand Finale from Verdi's Traviata.

58399 Don Pasquale — Pronta io Son (My Part I'll
Play). ... Giuseppina Huguet — Ernesto Badini
Duet from Don Pasquale.

No.

88134

88135

74118

64090

64092

74115

New Victor Red Seal Records

Emma Cal-re, Soprano

Plaisir d'Amour (Martini) (Love's Delight).
12-inch, with Piano, $3. In French.

Emma E}ames, Soprano

(a) Si tu le Veux (Koechlin).
(fc) Aubade Cherubin (Massenet). 12-inch,
with Piano, $3. In French.

Emlllo de Gogorza, Baritone

(a) Mother o' Mine (Tours),
(fe) The Lark Now Leaves Its Wat'ry Nest
(Parker). 12-inch, with Piano, $1.50. In
English.

Florencio Constantino, Tenor

Favorita (Donizetti) Una Vergine (Like an
Angel). 10-inch, with Orchestra, $1. In
Italian.

Evan Williams, Tenor

Lead Kindly Light (Newman-Dykes). 10-inch,

with Orchestra, $1. In English.

Meistersinger (Wagner). Prize Song. 12-inch,
with Orchestra, $1.50. In English.

74116

r-ia7

Gina A'^iafora, Soprano.

Trovatore (Vetdi). Tacea la Notte Placida (My
Heart is His Alone). 12-inch, with Orches-
tra, $1.50. In Italian.

Alice Nielsen, Soprano

Figlia del Reggimento (Donizetti). Convien
Partir (" 'Tis Time to Part," from "Daughter
of the Regiment"). 12-inch, with Orchestra,
$1.50. In Italian.

A splendid list ! And every record with that remarkable musical tone-quality that distinguishes
Victor Records from all others and makes them the easiest sellers and the best money-makers.

We help along the demand for these new records by advertising a complete list in our double-page adver-
tisement in the October issue of the leading magazines as well as by calling attention to them in the daily
newspapers throughout the country around the end of September.

Stock up and get the full benefit. Be ready with the complete list on September 28 — the simultaneous
opening day throughout America.

Victor Talking Machine Company, camden, n. j., u. s. a.

Berliner Qramophone Co., Montreal, Canadian Distributors
Xo get best results Use only V i o t o i- Needles on Victor Record

8

THE TALKING ]\tACHINE WORLD.

THE OLD NUMBERS ARE POPULAR.

The Popularity of Old Time Songs and In-
strumentals in the Arcades Worthy of Notice
by Dealers Who Should Feature Records of
Standard Ballads.

It is not always the latest music that appeals
to pleasure hunting crowds, a fact proven by the
arcade business. At one arcade, not far from
Times Square, the latest list of records is sup-
plemented by that beautiful song of Nevins, "The
Rosary." "El Capitan" march by Sousa, "A Thou-
sand and One Nights" waltz, and several others
popular some years ago. A peculiar fact is that
the old numbers mentioned attract the crowd to
such an extent that the machines take in nearly
double the amount of pennies credited to the
newer selections. Naturally it is not every old
selection that would thus hold the public in-
terest, even the "Merry Widow" waltz having
been played to death, but a little study will en-
able the arcade proprietor to install a few
records that may be considered "staples" and
which will live through several series of latest
records.

ferent stages of his education. By studying the
progress in this manner much has been learned
that has led to better methods of teaching.

The deaf are divided into three classes, those
born stone deaf, those suffering partial deafness
during infancy, and those who become deaf after
they have learned to speak and have been edu-
cated to a degree. It is the partially deaf, oi
second class who are helped most by the talk-
ing machine. The tones of the talker are
stronger and more penetrating than those of the
human voice and moreover have the advantage
of being the same at all times. These peculiar
features enable the partially deaf to soon grasp
and understand a certain phrase or a sentence,
and progress is rapid where the "talker" is used.

ing, 'salesmen are born, and not made,' is the
veriest kind of tomm\ rot in this day of science
and progress.

"The salesman goes out and digs up business,
while the order-taker just -shambles around,
waiting to be fed. like the hippopotamus in the
menagerie.

"What the world of salesmanship wants is
educated enthusiasm. The purest of king's Eng-
lish will secure an audience and hold attention
for the salesman anywhere, while slang and
short cuts of speech often excite distrust and
offend the ear of the trulv refined."

TALKING MACHINE AN EDUCATOR.

TIPS FOR SALESMEN.

Being Employed Most Generally for the Teach-
ing and Study of Languages.

Few

Bright Excerpts from
Moody's Clever Book.

Walter D.

TEACHING THE DEAF.

The Talking Machine Used Most Successfully
in This Connection by the Wisconsin School
for the Deaf — Better Than the Human
Voice for Experimental Purposes.

The talking machine as a means of teaching
the deaf to speak has proven a decided success
after long use, claims the superintendent of the
Wisconsin School for the Deaf, inasmuch as it
indicates just what progress has been made and
what the prospects may be in any particular
case.

A number of tests of a child's voice are made
on one cylinder allowing a given time between
t'ne tests. The series of tests having been made
the record is put on a machine and reproduces
the same sentence uttered by the pupil at dif-

The following selections from "Men Who Sell
Things" give an excellent idea of the author's
vigorous and entertaining style, and contain
truths which appeal to the talking machine man
as every other man who sells things:

"The salesman who hopes to win real success
must change his negative qualities into positive
ones, and then stick to some good reliable house
where his chances for growth are assured.

"A salesman of experience realizes that ideas
— practical methods of selling goods — are of the
greatest value, and he also knows that it pays
him to search for them.

"A good salesman must know more about his
goods than the man he is selling to knows about
them. Knowledge and enthusiasm beat oratory
every time. Enthusiasm in a salesman begets
enthusiasm in a customer.

"Time and thought taken in complaining of
competition is useless expenditure of energy. It
lessens your capacity for the accomplishment of
things for w-hich you were employed.

"The best salesmen any house can have are
the salesmen it builds for itself. The old say-

In the leading educational institutions the
talking machine is now being utilized in a most
effective manner for the study of languages, and
many people who were formerly skeptical have
become enthusiastic over its merits. Those who
have tried it have found that in a few weeks
through this method they can speak French, Ger-
man, Spanish or Italian, the method of learning
being the same as pursued by foreigners in this
country, and the natural one. By the use of
the phonograph it is as easy to write the lan-
guage studied as to speak it, the eye, ear, tongue
and mind working in harmony. The cost is in-
significant compared with the results. Members
of the faculties of the best known universities"
have indorsed the method. The International
Correspondence Schools of Scranton, Pa., are
doing splendid work in this connection, and
through their campaign of publicity they have
made people consider the phonograph seriously.

Did it ever occur to you that many of the men
who would work great reforms in the world are
living with front gates that will not stay shut,
and in general bear a down-in-the-heel character
amcn.g those who know them .best?

Why Not Increase Your Record and Machine Sales

BY SELLIINIG

THE MUNSON FOLDING HORN?

Do You Realize, Mr. Talking Machine Man — how much of your new business is due to your customers
carrying their machines and records from one friend's house to another's ? How much this unconscious
missionary work of theirs in interesting others in your product, and thereby stimulating their own, is doing for
this trade in general ? And yet do you not often wonder that more do not tire of lugging such clumsy articles ? —

The machines and records are all right. But— It is that DDsbapely, ungainly,
nnwrapable thing called a liorn, that causes all the trouble, and is gradually and
will surely wipe out this benelicial custom unless you rectiiy it.

WE CAN HELP YOU, IF YOU WILL LET US

THE MUNSON FOLDING HORN FOR DISC AND CYLINDER MACHINES

Is the only One-Piece Indestructible Folding Horn on the Market.
Made of the finest quality of Selected Leatherette— in plain solid
colors or handsomely decorated by hand.

WHEN OPEN AND IN USE it compares in beauty of line and WHEN FOLDED AND CARTONED it occupies only a space of

construction with any on the market and for purity of tone repro- 33 inches long by 3' ., inches square — An ideal parcel for carrying or
duction is far superior to the metal horn. handling and impervious to damage.

LET US QUOTE YOU PRICES AND START YOU ON THE
ROAD TO A PROHTABLE BUSINESS IN THE FALL,

FOLDING PHONOGRAPHIC HORN CO., 650 52 Ninth Ave , New York City

TORONTO PHONOGRAPH CO., Toronto. Onl., Canadian Agents.

THE TALKING MACHINE WORLD.

9

sellers «/
talking
ymac^ttes^

J

EDWARD LYMAN BILL. - Edilor and Proprietor

J. B. SPILLANE, Managing Editor.

Trade Representatives: Geo. B. Keller, F. H. Thompson,
W. T. Dykes, L. E. Bowers, B. Brittaim Wilson,
A. J. NicKLiN, L. J. Chamberlin.

Boston Office : Ernest h. Waitt, 100 Boylston St.
ChicMo Office: E. P. Van Harlingen, 156 Wabash Ave.

PhilaLdelpkia Office : Niniveapotis and St. Paul :

H. F. Thompson. Adolf Edsten.

St. Louis Office : San Francisco Office :

Chas. N. Van Buren. S. H. Gray, 88 First St.

Cleveland Office : G. F. Prescott.
Cincinnati Office : Bernard C. Bowen.

London, England, Office:

69 Basinghall St., E. C. W. Lionel Sturdy, Manager.
Berlin, Germany. Chas. Robinson, Breitestrasse 5.

Published the 15th of every month at 1 Madison Ave. N.Y

SUBSCRIPTION (including postage), United States,
Mexico, One Dollar per year; all other countries, $1.25.
England and her colonies, five shillings.

ADVEKTISEMENTS, $2.00 per inch, single column, per
insertion. On quarterly or yearly contracts a special dis-
count is allowed. Advertising Pages, $60.00; special posi-
tion, $75.00.

REMITTANCES, should be made payable to Edward
Lyman Bill by check or Post Office Order.

^^IMPORTANT.— Advertisements or changes should
reach this office by the first of each month. Adver-
tisements arriving too late for insertion in the current
issue will, in the absence of instructions, be inserted
in the succeeding issue.

Long DistSLnee Telephones— Numbers 4677 and 4678 Gram
ercy. Cable Address: "Elbill." New York.

NEW YORK. SEPTEMBER 15, 1908.

TALKING machine circles have been consid-
erably agitated during the past month
over the announcement of the National Phono-
graph Co. to the effect that orders for Edison
phonographs and records from jobbers and deal-
ers who handle other lines of cylinder machines
and cylinder records will be refused after Octo-
ber 1, an extension of time, however, being
granted to December 1 to enable dealers to dis-
pose of stock on hand. Naturally such a radical
action on the part of a great producing company
must arouse keen criticism, and The World has
been in receipt of many communications from
jobbers and dealers who do not take kindly to
the new condition of affairs. The J. K. Savage
Supply Co., St. Louis, Mo., state in a communi-
cation: "It will lead to outlaw dealers and
price-cutting such as has not been known before."
Mr. Savage characterizes the move as "a steam-
roller edict which is a move in restriction of
trade." There is no question about the restric-
tion of trade in a move of this kind, for it puts
up the bars in such a manner that they canliot
be vaulted over, and to say to a business man,
"You cannot have our product unless you will
agree to sell none but ours," has rather a harsh
and grating sound, particularly to the men who
have been advertising and stocking up in other
lines. But the National Phonograph Co., through
its officials, claim that the move was made neces-
sary by certain existing conditions, and that in
order to thoroughly protect their own interests
the promulgation of the edict was necessary. In
other words, it is obvious that the intent of the
National directors is to make their jobbers and
dealers more exclusive Edison forces than ever
before.

IN the first place, in considering a subject of
this kind, it must be assumed that certain
restrictions will forever be placed upon an indus-
try which is held in the grip of a few men, and

whether the conditions imposed are pleasant or
not, they have to be accepted, temporarily at
least, because the producing forces hold the coign
of advantage. They occupy a position where- they
can dictate terms and policies, but before we
denounce any set of men for adopting business
methods which they deem necessary to protect
their own interests, it is well to figure what we
would do ourselves under similar conditions. It
is human nature to adopt methods of protection
whenever necessary, and business men as a rule
are not in business purely for their health. They
purpose to conserve their interests in every pos-
sible manner, and when they control patented
inventions, they are quite apt to insist upon
terms and policies which must be rigidly en-
forced. A limited trade must, therefore, always
be subject to rules and regulations imposed upon
them by men who control the sources of sup-
plies. The talking machine trade, which is a
limited industry, is in the hands of a very few
corporations. These controlling forces have
agreements which clearly stipulate, down to the
minutest detail, just what they expect from the
men who sell their product. These business con-
tracts are explicit in defining the position of
jobber and dealer, and they are not signed until
after each clause is carefully gone over. But
suppose the jobber or dealer objects to certain
details — he has no recourse, because he cannot
purchase the same kind of goods in the open
market. His future is influenced by methods in
vogue in a restricted industry.

BUT then there is the reverse side of the
medal. By imposing certain conditions
upon jobbers and dealers, the men who control
the talking machine trade have made price-cut-
ting and trade demoralization impossible. They
have made stable conditions where without regu-
lations being strictly enforced, the future of the
industry may have been seriously jeopardized
under pressure at any time. And again, the
manufacturers of talking machines, by their
enormous advertising expenditures, have created
a demand for machines and they look upon th?
field as exclusively their own, they having
created the demand for the article. And another
thing in this connection: it should not be for-
gotten that manufacturers in any line cannot
long survive unless they produce a product
which may be profitably sold at retail. Now, a
company officered by intelligent men cannot
adopt a policy which will render their product
unprofitable for the retailer without being forced
to abandon that policy just as soon as the lack
of profits become apparent. The talking machine
business has thus far been profitable from every
viewpoint — ^to the manufacturer, to the jobber,
to the retailer, and it is to be hoped that those
conditions will continue.

There must be sufficient profits in retailing a
product to interest dealers and hold them loyal
to that product, no matter what it may be. If
profits shrink, then as a natural sequence the
retail distributing forces will find other special-
ties to supplant it. It is the money-making
power of a specialty which will make merchants
loyal to it. Business problems always right
themselves somehow, and we should not forget
that the trend of modern trade is steadily up-
ward, and that the talking machine industry is
broadening, and that n6w conditions must, from
time to time, be felt in the industry, by reason
of new forces being introduced, which will have
the effect of. sti-engthening it An many ways.

A LARGE number of our readers have made
some splendid business connections by
consulting the "side line" department of The
World. There are many specialties , created
which can be blended perfectly with the talking
machine business, specialties which do not re-
quire either a vast amount of space to exhibit or
much capital for the initial purchases. It pays
nowadays to use every possible means to make
business profitable, and the novelties which are
exploited in the columns of this paper can with
advantage and profit be handled by talking ma-
chine men in the various sections of the coun-
try. Quite a number of our readers have already
written that they have been surprised at some
of the results which they have achieved in the
line of specialties. The more attractive a retail
business establishment, the more people will
visit it — hence the possibility of a greater num-
ber of sales. That is one reason why the depart-
ment stores are always so liberally patronized by
shoppers who can purchase under one roof a
wonderful variety of products, staple and special,
thus saving time and profit in many cases, by
the use of a splendid system which must be in
vogue in conducting large business enterprises.
Then, too, when the talking machine trade is
dull, the dealers will have an opportunity of
helping out expenses by making sales in other
lines.

THE export trade has kept up surprisingly
well, and our special reports indicate a
constantly growing demand for talking machines
in a number of foreign countries — in fact, some
of the nations which a short time ago were not
viewed with favor as fruitful fields for the ex-
ploitation of the talkers have recently developed
a surprising demand for talking machines and
accessories. A little emphasis placed on that
particular branch of the trade will help out
materially when the home business is stagnant.
In this connection we may add that this publi-
cation has been a strong factor in the develop-
ment of foreign business. We have received
from advertisers a number of communications in
which they have expressed surprise at foreign
orders which they have received from their ad-
vertisements in this publication. The interna-
tional infiuence of The Talking Machine World
is now generally conceded, and we may say with-
out fear of contradiction that there is no publi-
cation in any land which exercises a greater
influence in a special industry in all parts of
the world than does The Talking Machine World.
There is no country on earth where it does not
circulate, and one of the most pleasing features
of our foreign business is the fact that sub-
scribers in other countries are quite as enthusi-
astic over the helpfulness of The World to their
business as our home readers. We are in con-
stant receipt of such letters as the following,
written by A. H. Pettifer, Sidney, New South
Wales, who states: "Enclosed please find $5,
the same being two years' subscription to The
Talking Machine World, for Mr. Black Hadder
and myself, as per statements enclosed. I wish
you all prosperity. The World is a great paper
and I would not miss it for a dollar a copy. I
find lots of advance information in it, prior to
the manufacturers' notices." Such communica-
tions show the strength which this publication
has developed in all lands, and we may add that
this position has been won by giving to adver-
tisers and to subscribers the largest possible
values. /

10

THE TALKING MACHINE WORLD.

TAFT Has Honored

the Edison Phonograph

by consenting to make twelve Edison Records of his speeches.

The opportunity of selling Records made by a presidential candi-
date who may be President of the United States, has too many adver-
tising possibilities to be overlooked by the live dealer.

The twelve Taft Records are now ready. They are upon vital
topics in the campaign. They represent the platform upon which the
battle is to be fought. They can be sold by any dealer to any owner
of an Edison Phonograph, and they can be sold with any Edison
Phonograph that is sold.

It is important that you should have these Records in stock if
you are selling Edison Phonographs. If you are not selling Edison
Phonographs, it is important that you should become a dealer in
them at once because they pay, and because they are not only the
first choice of the two candidates for presidency of the United States,
but they are also the first choice of the American people.

NATIONAL PHONOGRAPH COMPANY,

59 LaLkeside Aveiwie
ORANGE. N. J.

JOBBERS or EDISON PHONOGRAPHS AND RECORDS

Albany, N. Finch & H«hn.

Alltntown Pa. — G. C. Aschbicb.
Astoria, N. y. — ^John Rose.
Atlanta, Ga. — Atlanta Phono. Co., Phillips

& Crew Co.
Baltimore — E. F. Droop & Sons Co.
Bangor, Me. — S. L. Crosby Co.
Birmin[ham, Ala. — The Talking Machine

Co.

Boise, Idaho — Eilcrs Piano House.

Boston — Boston Cvcle & Sundry Co.,
Eastern Talking; Machine Co., Iver John-
son Sporting Goods Co.

Brooklyn — A. D. Matthews' Sons.

Buffalo— W. D. Andrews, Neal, Clark i
Neal Co.

Burliniton, Vt. — American Phono. Co.

Canton, O. — Klein & HefTelman Co.

Chattanooga, Tenn. — J. H. Tcniplcman Co.

Chicago — Babson Bros., James I. Lyons,
Lyon & Hcaly, Montgomery, Ward &
Co., The Vim Co., Rudolph Wurlitzcr
Co.

Cincinnati, 0. — Ball-Fintze Co., Ilsen 8c
Co., The Milner Music Co., Rudulpl.
Wurlitzcr Co.

CItvtland — Eclipse Musical Co.

Columbus, O.— Perry B. Whitsit Co.

Dallas, Tex. — Southern Talking Mach. Co.

Dayton, O. — Niehaus & Dohse.

Denver — Denver Dry Goods Co., Hext
Music Co.

Drs Moines, la. — Hopkins Bros. Co., The
Vim Co.

Detroit — American Phono. Co., Grinnell
Bros.

Dubuque la. — Ilarger ft Blisb.
Uajlon, Pa. — William Werner.
Elmira, t/. V. — Elmira Arms Co.
HI Past, Ter.—W. G. Wali Co.
Filchburg, Mm. — Irer Johnson Sporting
Goods Co.

Fort Dodge, Iowa — EarW Music House.

I-ort Smith, Ark. — R. C. Bollinger.

Fort Worth, Texas — Cummings, Shep-
herd & Co.

Gloversville, N. Y. — American Phono. Co.

Harrisburg — S. K. Hamburger.

Helena, Mont.— Frank Buser.

Houston — Texas Piano & Phono. Co.

Hoboken, N. J. — Eclipse Phonograph Co.

Indianapolis — Indiana Phono. Co., Kipp-
Link Phono Co., A. B. Wahl & Co., Inc.

Kansas City — J. W. Jenkins' Sons Music
Co., Schmelzer Arms Co.

Kingston, N. Y. — Forsyth & Davis.

Knoxville — Knoxville Typewriter and
Phono. Co.

Lincoln, Neb. — Ross P. Curtice Co.. H.
E. Sidles Phono. Co.

Los Angeles — Southern California Music
Co.

Louisville — Montcnegro-Richm Music Co.

Lotvell, Mass.— Tho*. Wardell.

Manchester, N. H.— John B. Varick Co.

Memphis— ¥. M. Atwood, O. K. Houck
Piano Co.

Mihuaukce — T_.au rcnce McGrcal.

Minneapolis — Thomas C. Hough, Minne-
sota Phono. Co.

Mobile, Ala.—W. H. Reynalds.

Montgomery, Ala. — R. L. Penick.

Nashville, O.— Nashville Talk. Mach. Co.,

Magrudcr & Co.
Ke-aark, N. J. — Douglas Phono. Co., A.

O. Petit, Kapke Phono. Co.

Newark, O.— Ball-FinUe Co.

New Bedford, Mats. — Household Furnish-
ing Co.

Nrw Haven — Pardee-EUenberter Co., Inc.
New York City — Blacknian Talking Ma-
chine Co., J. F. Blackman & Son, I.

Davega, Jr., Inc., S. B. Davega Co.,
Douglas Phonograph Co., Jacot Music
Box Co., Victor H. Rapke, The Regina
Co., Siegel-Cooper Co., John Wana-
maker, Alfred Weiss.

New Orleans — William Bailey, Nat Auto.
Fire Alarm Co.

Oakland, Cal. — Kohler ft Chase.

Ogden, Utah — Proudfit Sporting Goods
Co.

Oklahoma City, Okla. — Smith's Phono-
graph Co.

Omaha, Neb. — Nebraska Cycle Co., Shultz
Bros.

Oswego, N. Y. — Frank E. Bolway.
Patersoti, N. J. — Jamea K. O'Dea.

Peoria, //i.— Charles C. Adams & Co.,
Peoria Phonograph Co.

Philadelphia — Louis Buehn & Bro., C. J.
Heppe ft Son, Lit Bros., Musical Echo
Co., Penn Phonograph Co., John Wana-
makcr. Western Talking Machine Co.,
H. A. Weymann & Son.

Pittsburg. — Pituburg Phonograph Co.,
Powers ft Henry Co., Standard Talldng
Machine Co.

Portland, Me.—Vf. H. Rosa ft Son.

Portland. Ore. — Graves & Co., Inc.

Proi'idence — J. M. Dean Co., J. A. Fos-
ter Co., J. Samuels & Bro., A. T. Scat-
tergood Co.

Quebec— C. Rokiuille.

Quincy, III. — Quincy Phonograph Co.

Reading, Pa. — Reading Phonograph Co.

Richmond — C. B. Haynes ft Co.

Rochester — A. J. Deninger, Mackie Piano,
O. ft M. Co., Talking Machine Co.

Sacram*nl», Cal. — A. J. Pommer C».

Salt Lake City — Clayton-Daynes Music Co.
San Antonio, Tex. — H. C. Rees Optical
Co.

San Francisco — Peter Bacigalupi & Sons.

Schenectady, N. Y. — Finch ft Hahn, Jay
A. Rickard & Co.

Scranlon — Ackerman ft Co., Technical
Supply Co.

Seattle, IVash.—D. S. Johnston Co., Koh-
ler & Chase.

Sharon, Po.—W. C. De Forest & Son.

Sioux City, Iowa — Early Music House.

Spokane, Wash. — Spokane Phono. Co.

Springfield, Mass. — Flint & Brickett Co.

St. John. N. B.—\V. H. Thorne & Co.,
Ltd.

St. Louis — The Conroy Piano Co., Koer-
ber-Benner Music Co., Silverstone Talk-
ing Machine Co.

St. Paul—W. T. Dyer & Bros., Koehlor &
Hinrichs, Minnesota Phono. Co.

Syracuse — W. D. Andrews.

Toledo — Hayes Music Co.

Toronto — R. S. Williams 4 Sons Co.,
Ltd.

Trenton, N. /.— Stoll Blank Book and

Stationery Co., John Sykes.
Troy, N. y.— Finch & Hahn.
t/<«'ca— Oark-Horrocks Co.. Arthur F.

Ferriss, Wm. Harrison, Utica Cycle Co.
Vancouver, B. C— M. W. Waitt ft Co.,

Ltd.

li'ashington — E. F. Droop & Sons Co.
Waycross, Ga. — Geo. R. Youmans.
Williamsporl, Pa.—W. A. Myers.
Winnipeg — R. S. Williams ft Sons Co,
Ltd.

Worcester, Mass. — Iyer Johnson Sporting
Goods Co.

THB TALKING MACHINE WORLD.

SOME VICTOR POINTERS

On Developing Trade in Victor Bryan and Taft
Records Wliich Will Also Enliven Local
Politics Materially.

The Victor Talking Machine Co. recently sent
out to their dealers and distributers handsome
posters advertising the records made by Bryan
and Taft. All the posters have red, white and
blue borders, those listing Taft records bearing
his portrait, while those referring to Bryan
records bear a likeness of that popular candi-
date. In addition to the posters, the Victor Co.
furnished several suggestions for advertising the
records, which should greatly aid the dealer in
his publicity. A sample program for" a political
rally of either party was also furnished with the
following excellent pointers regarding the best
method of introducing the records:

"As soon as you receive the Bryan and Taft
records, call personally on the editor of your
local paper and ask him to visit your store, and
hear the Bryan records if he is a Democrat, or
the Taft records if he is a Republican. Then
suggest that he co-operate with you in making
political capital out of these records, by giving
a public rally, to which everyone is invited. Tell
him (and truly, too) that Mr. Bryan or Mr. Taft
will be pleased to learn from his paper his
enterprise in bringing these records before his
local constituents. Make him feel that all the
glory is his, and at the same time see that you
get your name and the Victor just as conspicu-
ously displayed.

"With the assistance of the editor you would
have little difficulty in getting the mayor to act
as chairman of a Republican or a Democratic
rally, where Mr. Taft or Mr. Bryan would ad-
dress them on the important topics of the day.
If your mayor is a Republican, then ask all the
Republican leaders to act as vice-presidents at the
Taft meeting, and a week later repeat with a
Bryan rally under the auspices of the Demo-
cratic editor and leaders, or vice versa, as the
case may be.

"To run the entire list of Taft or Bryan rec-
ords by themselves would be too monotonous,
and to add interest and variety, records appro-
priate to the occasion should he wedged in be-
tween each speech. Don't try to give a grand
opera concert to a political gathering — one of a
patriotic and snappy character will be best."

SUPPLY AND PRICE OF MICA.

Some Interesting Figures for Manufacturers
Supplied by the United States Authorities.

Makers of sound boxes for talking machines
will no doubt be interested in the following in-
formation regarding the supply and price of
mica compiled from the forthcoming annual re-
port of the United States Geological Survey
upon the production of mica in 1907, which
shows an output valued at $392,111. This prod-
uct came from eleven states — North Carolina,
South Dakota, Alabama, South Carolina, Colo-
rado, New Hampshire, Idaho, Georgia, Virginia,
New Mexico and Maine — named in order of value
of output. Of these states, Alabama, South Caro-
line, Georgia and Maine reported no production
in 1906, while Connecticut is credited with no
production in 1907, as against a small one in
1906.

The production of sheet mica amounted to
1,060,182 lbs., valued at $349,311, a decrease in
quantity of 412,918 lbs., and an increase in value
of $82,063 as compared with 1906. The decrease
in quantity and the increase in value are due
to the fact that, as reported to the Survey, in
1907 a larger proportion of the mica was manu-
factured than in 1906.

The average price of sheet mica for the
United States during 1907, as deduced from the
total production, was 33 cents per pound, as
compared with 17.7 cents in 1906. The average
prices per pound of sheet mica as reported in
the production from several states were as fol
lows: Idaho, $1.50; Alabama, 72 cents; South
Dakota, 33.4 cents; North Carolina, 32. .5 cents;

11

South Carolina, 30 cents; New Hampshire, 206
cents; Virginia, 17.7 cents; Colorado 9 cents.
With the exception of Colorado, the average
price of sheet mica in all of these states was
considerably higher in 1907 than in 1906, and
the figures bring out well the fact that a much
larger proportion of manufactured mica was in-
cluded in these reports.

THE "TALKER" IN MINING CAMPS

Has Brought Pleasure and Contentment to the
Men Says a Superintendent Who Enthuses
Over This Creation.

"We consider the talking machine a great nec-
essity in our mining camp. In fact, I know of
nothing that could take its place." This is the
story told by a mine superintendent who is con-
nected with a large company in the state of
Sonora, Mexico, to The World:

"We employ at our mine a great many men,
from two to five hundred, and are some distance
from the railroad town where the men might
find amusement. Our past experience has been
full of trouble, as we could not keep our men
at home after pay-day. On this occasion they
would leave camp for town, and to reach town
they would have to travel two days by team.
After they once left we seldom saw them back
again, for they would get on a "spree" and
spend all they had for liquor. In this way we
were compelled to "break in" new hands, which
was not an easy task. One Christmas a friend
of mine sent me a present of a fine talking ma-
chine and a good supply of records, and many
thanks to the friend who eventually put an end
to a great lot of my troubles. I used to sit in
my office and listen to the machine by the hour,
as I was famished for music myself. Every day
the men going to and from shifts would stop
and ask me to play for them. This I did, and
finally found myself playing for them most of
the time. They would come in the evening in
crowds and sit all about my house and seem to
be more contented with such amusement than
anything else. The result was that they got so
interested I decided to buy one for them. It
proved such a success that I later purchased two
more for them and now when the day's work is
done, instead of gambling and drinking and
creating disorder among themselves they gather
around these machines and amuse themselves
,with whatever is the favorite. Strange to say
their taste runs to the best class of music, while
once in a while they have some comics. We
have been obliged to build a dance floor where
they hold weekly dances, for which a talking ma-
chine furnishes music. They have established
among themselves a record-buying fund, of
which I am treasurer, and now after every pay-
day they make donations, and with them buy
most all the new records made. I have seen the
talking machine used for lots of things, but it
never proved so practical to me before."

BELFAST'S ENTERPRISING JOBBER.

T. Bdens Osborne, the prominent talking ma-
chine jobber of Belfast, Ireland, who displays a
liberal streak of Yankee push and ingenuity in
exploiting his business, has taken advantage of
numerous opportunities to give public exhibi-
tions and demonstrations of the various ma-
chines and records handled by him but chiefly
the Auxeto-Gramaphone. The last concert re-
ported was given in the Botanic Gardens Park,
Belfast, on August 5, under Mr. Osborne's direc-
tion and twenty-seven selections were on the
programme, while special arrangements were
made for encores. The selections covered a wide
range from operatic and popular airs, including
records by Melba, Patti, Tetrazzini, Caruso,
Hariy Lauder and the Coldstream Guards' band.

Is what you sell worth more after it leaves
your hands than when you flrst came in touch
with it? This is a good test to apply to your
own efforts at salesmanship of which advertising
is but a form.

It's
So Easy

Yes, it is not only easy to learn a foreign
language by the I. C. S. system — the
easiest and most perfect way in the world
— but it is also easy to sell I. C. S. lan-
guage outfits. It is easy to sell them to
people who are tired of their machines as
an amusement device and wiU be glad to
turn them into a source of profit. It is
easy to sell them to persons going abroad
and who otherwise desire to learn a
language for the sake of the know-
ledge of it alone. It is easy to sell it
to men and women who desire to qualify for positions as translators and foreign
correspondents. It is easy to sell it to foreigners, in order that they may
learn to speak English. In fact there are a great many sound reasons why it is
easy to sell the

LC.S. LANGUAGE SYSTEM

PHONOGRAPH

Do you sell I. C. S. Language outfits? If not, why are you thus neglecting
such an important and profitable field of your work? Why are you thus abso-
lutely throwing away at least one-third of your business? The Phonograph sys-
tem of language instruction is now recognized as an educational factor of great
importance and the demand for this sort of language instruction is growing by
leaps and bounds. The I. C. S. system is undoubtedly the one of the greatest
merit obtainable today. Write us a .postal now for further particulars.

International Correspondence Schools

Box QIS, SCRANTON, PA..

12

THE TALKING MACHINE WORLD.

« THE PLEASURE IS DOUBLED AND YOUR COST IS REDUCED

99

WHEN YOU BUY

ZON-O-PHONE RECORDS

COMPARE THEM WITH OTHERS AND BE CONVINCED.

The money spending people of the country are being constantly confronted, through the leading magazines,
with the foregoing statement. As a result, inquiries as to where Zon-o-phone goods can be bought are
pouring in. These are referred to the dealers in that locality. Who's getting them in your town ? Are you ?

Tapering
Arm
Zon-o-phones

from

$20.00

to

$75.00

ON SPEAKING TERM

REC.U.S.PAT.OFFICE

Zon-o-phone

10 inch

Records

60 cents

Zon-o-phone

12 inch

Records

$1.00

Are you sure, Mr. Dealer, that you are pushing the best Talking Machine line— not alone best in quality
but best for profitable results ?

If it isn't the Zon-o-phone, you are deceiving yourself in both cases. May we enlighten you?

Universal Talking Machine Mfg. Co.

Camp and Mulberry Sts., Newark, N. J.

ALABAMA

Mobil* W. H. Reynalds, 167 Dauphin St.

ARIZONA

Tucaon George T. Fisher, 7-9 E. Congress St.

CALIFORNIA

Los Angeles ...So. California Mus. Co., 3Si S. B'way.
San Francisco. .Peter Bacigalupi & Sons, 1021 Golden
Gate Ave.

San Francisco. . Byron Mauzy, 1185-75 O'Farrell St.
San Francisco .Kohler & Chase, 1329 Sutter St.

ILLINOIS

Chicago Benj. Allen & Co., 181-141 Wabash Ave.

Chicago James I. Lyons, 192 Van Buren St.

MARYLAND

Annapolis Globe House Furn. Co.

Baltimore C. S. Smith & Co., 611 W. Ualtimore St.

Ballimore Louis Mazor, 1423 E. Pratt St.

MASSACHUSETTS

Boston Pike's Talking Machine Co., 41 Wash-
ington St

MINNESOTA

St. P»ul W. J. Dyer & Bro.. 21.28 W. (th St.

MICHIGAN

Detroit J. E. Schmidt, 336 Gratiot Ave.

Distributors of Zon-o-phone Qoods :

MISSOURI

Kansas City ...Mrs. J. Dixon, 804 Grand Ave.

Kansas City Webb-Freyschlag Merc. Co., 7th and

Delaware Sts.

Springfield Morton Lines, 325 Boonville St.

St. Louis Knight Mercantile Co., 211 N. 12th St.

St. Louia D. K. Myers, 8880 Finney Ave.

NEW JERSEY

Newark Edisonia Co., 67 Halsey St.

Hoboken Eclipse Phono. Co., 203 Washington St.

Paterson J. K. O'Dea. 115 Ellison .'^t

NEW YORK

Astoria IL. I.I.. John Rose, 99 Flushing Ave.

Buffalo Neal. Qark k Neal Co., «4S Main St.

Brooklyn F. W. Rous Co., 435 Fifth Ave.

Brooklyn B. G. Warner, 368 Livingston St.

NewYork City. . Zed Company, 77 Chambers St.

NORTH DAKOTA

Fargo Stone's Piano Co., 614 First Ave., N.

OHIO

Akron Geo. S. Dales Co., 128 S. Main St.

Cincinnati J. C. Groene Mus. Pub. Co., Race and

Arcade.

Cincinnati J. E. Poorman, Jr., 31 West 5th St.

Cincinnati Kudolph Wurlitzcr Co., 121 E. 4th St.

OHIO

Cleveland The Bailey Company, Ontario St and

Prospect Ave. •

Columbus The Columbus Piano Co., North High

St.

OREGON

Portland Graves Music Co., Inc., Ill 4th St.

PENNSYLVANIA

Allegheny H. A. Becker, 601 Ohio St., E.

Philadelphia. ...Disk Talking Machine Co., 13 N. 9th St.
Pittsburgh C. C. Mellor Co., Ltd., 319 Fifth Ave.

SOUTH DAKOTA

Aberdeen Mc.^rthur Piano Co.

TEXAS

Austin Pctmecky Company, 411 Main St.

Beaumont K. B. Pierce Music Co., 608 Pearl St.

Dallas Dallas Talking Machine Co., l.il N.

Ervay St

Houston Southwestern Talking Machine Co., 613

Main St.

CANADA

Toronto Whalcy, Royce & Co., Ltd., 158 Yonge

St

Winnipeg, Man.Whalcy, Royce & Co., Ltd.
Yarmouth Yarmoulli Cycle (

THE TALKING MACHINE WORLD.

13

MIILWAUKEE'S BUDGET OF NEWS.

Dealers Pleased With Outlook — Both Retail and
Wholesale Trade Show Decided Improvement
— Collections Close to Normal — E. K. Cour-
neen a New Victor Agent — W. P. Hope
Demonstrates New Edison Amberol Records
and Attachments for Dealers — New Columbia
Machine Favorably Received — Lawrence Mc-
Greal on Executive Committee — Excellent
Sales at State Fair.

(Special to The Talking Machine Woild.)

Milwaukee, Wis., Sept. 7, 1908.

Milwaulice dealers are well pleased with the
talking machine outlook at the present time.
Trade in both the retail and wholesale field is
decidedly on the upward trend, the summer dul-
ness has passed, sales are increasing, and the
prospects are all pointing to a fall trade that will
be a record breaker. The most activity is found
in the wholesale trade, owing to the fact that
retailers about the State are laying in fall stocks.
Wholesalers say that the dealers are proceeding
carefully in restocking, but that this line of the
trade is showing healthy improvement. Retail
sales in the city are steadily increasing and are
showing much more life as "compared with a
month ago. People are back from the summer
resorts, and the general trade is ceasing to be
good one week and bad the following, and deal
ers say that business is displaying a steady
growth from week to week. Manufacturing and
general industries are nearly at the normal stage
in the city, crops of exceptional size are moving
to the markets in the country districts, and the
natural result is that money has left the cramped
stage. Practically every dealer, wholesale and
retail, reports that collections are decidedly bet-
ter. Cases of repossession have ceased to be and
cash sales are more frequent.

Emmett K. Courneen, the new Victor represen-
tative in Wisconsin territory, with headquarters
in Milwaukee, is now busy in the field.

A most interesting demonstration of the new
Edison Amberol records and the new Edison
attachments was recently given to the Milwaukee
dealers at the salesrooms of Lawrence McGreal.
The affair was in charge of William P. Hope,
Wisconsin and upper Michigan representative of
the National Phonograph Co., and dealers and
salesmen from all over Milwaukee were in at-
tendance. Mr. Hope at the time had recently
returned from Orange, N. J., where he had be-
come familiar with all of the new attachments,
including the new Model H reproducer, new gear,
etc., and his practical demonstrations were of
decided value to the dealers.

Charles Iddings, manager of the talking ma-
chine and musical merchandise departments at
the Joseph Flanner Music House, is spending a
short recreation period at Beaver Lake, Wis.
Those in charge of the talking machine lines
at this time report a substantial increase in busi-
ness and in prospects.

. The new Columbia symphony upright, the first
to appear in Milwaukee, has arrived at the estab-
lishment of the Columbia Co. Manager A. D.
Herriman says that the handsome machine is at-
tracting wide attention and that prospects are
that plenty of sales will be made. He reports
improved collections and looks for an exceptional
fall business.

Lawrence McGreal, wholesaler and retailer of
both the Victor, and Edison lines, who was in
attendance at the recent meetings of the execu-
tive committee of the National Association of
Talking Machine Jobbers, expresses himself as
well satisfied with the meetings between the
committee and the leading manufacturers at
Philadelphia, New York and Camden, N. J. The
action taken by the manufacturers upon the reso-
lutions passed at the last convention was all
that could be asked for, says Mr. McGreal. The
changes brought about by the manufacturers in
regard to the shipment of records to the jobbers
seemed to be especially satisfactory to Mr. Mc-
Greal.

W. J. Augustus, retail talking machine dealer
at Pond du Lac, Wis., was a recent Milwaukee
visitor.

William P. Hope is now in Winnipeg, Can.,
where he is demonstrating the new Edison Am-
berol records and attachments. From Winni-
peg Mr. Hope will go into the northern Wiscon-
sin territory.

An exceptionally fine window display of the
Edison business phonograph, electric pianos, Vic-
trolas, Reginas and both Victor and Edison ma-
chines, in the big show windows of the HoefHer
Mfg. Co., is attracting the attention of Milwau-
kee business men.

H. Grey, of the Rudolph Wurlitzer Co., called
upon the local trade last week. .

Lawrence McGreal has been elected a member
of the executive committee of the Milwaukee
Association of Jobbers and Manufacturei-s. Mr.
McGreal has taken an active interest in civic
and public affairs of the city, and is one of the
leading members of the Merchants and Manu-
facturers' Association of the city.

Excellent sales" were experienced by retailers
and wholesalers of Milwaukee during the week
of the Wisconsin State Fair, recently passed.
Dealers from about the State, especially, took
advantage of the low rates to visit the city and
replenish their stocks and visit the Milwaukee
wholesalers. Lawrence McGreal followed the
unique plan of sending out personal letters to
dealers in all sections of the State asking them
to visit the city during fair week, and offering
the inducement of aiding them in paying rail-
road transportation. Some 100 dealers took ad-
vantage of the opportunity and called upon the
McGreal establishment while in the city.

The Hoeffler Mfg. Co. had an attractive display
of electric pianos and gave regular concerts on
the big Plan Orchestrel at the Wisconsin State
Fair. The crowds were also entertained by selec-
tions on both the Victor and Edison machines in
charge of the HoefBer Co. representatives.

The Cameraphone, the latest novelty in pro-
jected pictures, those that speak and sing and
dance, is making a decided hit at the Lyric
Theater in Milwaukee. It seems thai; there are
but seven of the machines in existence, and the
last one to be made has been sent to the Mil-
waukee Theater. The Columbia Twentieth Cen-
tury talking machine is being used with the
Cameraphone.

FIGHTING TUBERCULOSIS. '

The use of the talking machine for medicinal
purposes has been extended until it has finally
been enlisted in the continuous fight against
tuberculosis as a means of impressing the pub-
lic with the dangers of the disease.

At each county fair visited by one of the tuber-
culosis exhibitions of the New York State Chari-
ties Aid Association a large talking machine is
to be brought into play. A voice will tell that
in this country every day throughout the year
more than four hundred lives are yielded up to
the white plague, and it will tell that most of
these deaths are unnecessary. The voice will
explain how the disease spreads. It will warn
the inhabitants of the rural districts that to nail
the window shut is to drive a nail into their
coffin.

1.250,000 TALKING MACHINES

Said to Have Been Sold in the United States —
The Effect if Played Simultaneously.

With the population of the United States reck-
oned at 80,000,000 and with an average of five
persons to a family it has been figured that one
family in every sixteen possess a talking ma-
chine (not the human kind) inasmuch as close
to a million and a quarter talking machines
having already been put on the market. With
all the machines playing the "Merry Widow"
waltz at the same time it would make a noise
that would bid fair to encircle the globe if sound
was inclined to travel parallel with the earth's
surface indefinitely.

WHEN THE HOME TEAM IS PLAYING.

A manager of a well known talking machine
house not a thousand miles from "Little Old
New York," had to fight along with a short
ofiice and sales staff for a number of afternoons
when the home team was playing at the Polo
grounds and as a result the following bulletin
was given a conspicuous position near the time
clock. Although it hits pretty hard, 'tis good:

"Notice. — All requests for leave of absence,
owing to grandmothers' funerals, lame back;
house-cleaning, moving, sore throat, turning the
wringer, headache, brain storm, cousins' wed-
ding, general indisposition, etc., must be handed
to the manager not later than 10 a. m. on the
day of the game."

MELLO-TONE 00. IN NEW YORK.

The Mello-Tone Co., of Springfield, Mass., are
opening up an oflSce at 92 Beaver street. New
York city, to look after their eastern trade.
Tupper & Harris, of the same address, will look
after their export business, which is steadily
growing.

Dignifies and Beautifies the Talking
Machine.

Is to the Talking Machine what the
case is to the Piano.

<If Conceals the running parts and eliminates all
the noise except that necessarily transmitted
through the horn.

<If Can be adjusted in a minute, remains per-
manently and loses its identity in that of the
machine. Has plate glass in the sliding top
through wrhich the operator may wratch the
progress of the needle,

CJ Protects delicate mechanism and records.

Made in Quartered Oak (No. 5) and Mahogany (No. 6) for Victor Talking Machines

To-day the AUegrophone is a new invention. To-morrow you
will see it on all Talking Machines. It will prove a boomer.

NATIONAL ALLEGROPHONE COMPANY

178 DEVONSHIRE STREET, BOSTON, MASS.

Mahogany
Listed at $15.00

Quartered Oak
Listed at $12.50

Apply to your Jobber

Send for Booklet

14

THE TALKING MACHINE WORLD.

FIDDLING LOUIE.

A Recollection of an Old German Talking Ma-
chine Salesman and Musician Who Left Be-
hind Him Some Good Advice to the "Talker"
Fraternity,

In the issue of February. 1907, the World pub-
lished a story entitled, "Art and Music Accept
the Talker," in which "Fiddling Louie." an old
German A'iolinist figured. It told how he played
the violin on the street, in the hotel rotundas,
and wherever he was allowed to remain long
enough to reap a little harvest of nickels and
dimes until one daj' he chanced to enter the
office of a talking machine jobber and asked per-
mission to play.

"I blay you nice tune, Mein Herr, if you vil!
blease allow me," he pleaded.

The permission was granted, and resting his
chin upon his battered instrument, he rendered
Traumerei with such feeling as to both amaze
and delight his listener. His services were en-
gaged on the spot, and since then until his death
a few days ago he had been an important cog
in the business machinery of the establishment.
Packing supplies, demonstrating the art of
recording, at which time he made beautifiil
records from his violin, presenting them with a
courtly bow and sunny smile to appreciative cus-
tomers, and in many other ways endearing him-
self to all who came in contact with his pleasing
personality and musical ability.

Yesterday I called upon "Fiddling Louie's"
employer and found him very blue. He sat at
his desk, a morning paper spread out before
him, and a dead cigar in his mouth. He greeted
me with a nod instead of his usual cheery Hello!
and motioned me to a chair.

"What's the matter?" I asked. "Are stoclis on
the decline this morning?"

"I don't know," he answered absently. "I
hadn't got that far when I saw this." He pushed
the paper toward me, and looking at the place he
had marked in the death column, I read the fol-
lowing:

"Burnstein. — 25th inst., in Philadelphia,
Louis, husband of the late Katherine
Burnstein, (nee Shutlick) in the 75th
year of his age. Interment private."
"I am glad you came in this morning, old
man," he continued huskily in answer to my cry
of shocked surprise, "for Louie liked you im-
mensely, and now that he is dead I want the
readers of The World to know that the hero of
the article you wrote more than a year ago was
not a myth, and also how much he helped me

and my business. Talking machine dealers in
general would do well to take him as a criterion
of an ideal salesman, for he certainly was all
that — and then some. ~

"I will never forget the last time I saw him.
It was one evening last week just before he was
taken ill. I happened to be in the neighborhood
of his home, and as I had often promised to call,
stopped in to see him. I found him sitting by
the fire in his neat little room listening to a
phonographic rendition of "Die Lorelei," that
grand old German folk song."

"Mein Herr. I'm mooch bleased to see you. It
vas kind of you to come. I vas joost tinking of
my vife. She died in der old country many
years ago, but ven I blay dat tune on my Regina-
phone, I see her again vonce joost like she used
to be at der piano long ago."

"We spent a very pleasant evening over our
steins of Miinchner, and little did I think that
night how soon I was to lose him."

He stopped and opening a drawer in his desk,

I SEE HEK AGAIK.''

drew forth a typewritten sheet which he handed
to me.

"This is some material I have compiled with
Louie's aid, embodying his ideas regarding the
correct method of conducting a talking machine
business. I think you will find it worth print-
ing. You will notice that I have arranged it in
the form of an acrostic in order that every line
may join in singing his praises."

This is what I read:

"Look out for your customers' interests;
Only courteous salesmen get business.
Under no circumstances, know it all;
It is always wise to allow your patrons to state

their views also.
Sometimes they are right, too.

Be obliging to everyone; do not show par-
tiality.

Until you do this, you will make enemies in-
stead of friends.
Rather take abuse than give it.

Never neglect your window.

See that your advertising is of the best. Poor
advertising is money wasted.

Take a pride in your profession.

Every moment should be spent in bringing to
light new -ideas for advancement.

In this way your busines will constantly in-
crease, and that's what you're in business
for.

Nothing succeeds like hard work and horse
sense."

"I will be only too glad to use this," I as-
sured him as I finished, "its good stuff."

"Yes," he answered with a quaver in his voice,
"it's good stuff, just like Louie, God bless him!
Good-bye."

I gripped his hand and went out, closing the
door very gently behind me.

— Howard Taylor Miudleton.

AUSTIN MUSIC CO.'S PUBLICITY.

The E. R. Austin ilusic Co., talking machine
jobbers, of Dayton, 0., have been doing some
very effective circular work during the summer
months. We have had the pleasure of going
over two letters which they issued recently, and
find them veritable trade stimulators. In these
communications the strong points of the talk-
ing machine business are brought to the atten-
tion of the recipients, and they are given every
encouragement to push ahead to higher achieve-
ments.

As a matter of fact, letters, to be effective,
must be well written in order to be read. Too
much mail publicity i poorly written and got-
ten up, with the result that the people who re-
ceive it rarely read it. That is where the Austin
circulars are exceptional and effective.

HARRY A. SMITH'S INVENTION.

Harry A. Smith, of 1342 Hunter avenue,
Columbus, O., has perfected an invention where-
by it is possible to play as many cylinder records
as desired on phonographs as long as the spring
can operate the motor of the machine. The at-
tachment is entirely automatic, taking off one
record and substituting another in fourteen
seconds at the same time carrying the repro-
ducer back to the starting position. Patents
have been applied for to cover the invention.

HELPING RECORD SALES

All dealers have often faced the problem of
keeping record sales up to the average. A cus-
tomer, for some time after having purchased a
machine, calls each month to hear the new rec-
ords and make selections. When the novelty
wears off, however, the calls become less fre-
quent, and it is up to the dealer to stimulate
renewed interest. According to the Edison
Phonograph Monthly, one jobber has partially
solved the problem by sending a man around to
see if the machines are in good working order.
If they are not, he puts them in order. Some
of the new records are taken along to play while
the phonograph is being adjusted. The customer
usually takes a few from hearing them played,
and out of appreciation of the service done. The
salesman should not suggest a purchase, how-
ever, as his business is to fix the phonograph.
If he gives the impression that he called simply
to sell records, he may not be welcomed another
time.

BAN ON STREET PHONOGRAPHS.

I Si>iTi:il tn 'nil- Tiilkinj,' Machino Wurld. i

Altoona. Pa., Sept. 4, li»OS.
Mayor Hover has inaugurated an antinoise
crusade. He notified all persons using phono-
graphs publicly for advertising purposes that
tlicy must aliandon the practise at once.

It is a wise and inofilablo policy to cultivate
the hal)il of putting \ourscU' in the otlier nuin's
place. Suili an attiliido has many advantages
and few drawbacks.

THE TALKING MACHINE WORLD.

15

A Few Pointed Facts

about the FIBRE NEEDLE, as gleaned from our
letter files:

"... It eliminates the grindstone accompaniment. "

" . . . It enables me to obtain a perfect reproduction without extraneous noises. "

" . . . It affords one the opportunity of collecting a 'library of records' which, under the
metallic regime was impracticable and expensive."

" . . . I now feel that the monthly expenditure for records becomes a pleasurable and
permanent investment."

" . . . I unhesitatingly pronounce your needles the most delightful for home use ever
made — besides I can now indulge in some of the high priced records which heretofore I
could not afford."

" . . . Your Fibre Needles are, by far, the most important talking machine improve-
ment that has ever been made."

Mr. Dealer — The above opinions and expressions are but a very few,
out of thousands, gathered from our correspondence with owners and
users of Talking Machines.

Think this question over seriously, this question of needles. Lay
aside your personal opinion and give your customers an opportunity to
pass judgment on what is of great interest to them. Remember, that
what interests your customers must interest you. Your customers
want these needles; they want them badly, so badly that they are
writing us, from every city in the union (where we are not represented),
and paying us the profit that you are entitled to.

You will need these needles this Fall, this Winter — they will help
you sell more and better records — they will revive interest among your
indifferent customers and will clinch the sale of many a machine that
otherwise would not be effected.

Rest assured, you will never lose a customer through advocating
the Fibre Needles, whereas they will bring you many new and enthu-
siastic ones.

If you don't know — don't understand the Fibre Needle, write to
your jobber or to us direct and they, or we, will send you full, compre-
hensive and detailed instructions.

Write to us for free sample.

B. & H." FIBRE MFG. CO.

208 E. KINZIE STREET

CHICAGO, ILL.

16

THE TALKING MACHINE WORLD.

Is your jobber
on the job?

Does he ship the goods the
day he gets your order ? Or
is he loner on excuses and
short on service ?

If your jobber breaks prom-
ises it means trouble all along
the line. Your customers find
that you don't have things on
time : and before vou know it,
they're somebody else's cus-
tomers.

We absolutely guarantee
the promptness of our service.
Our invariable rule is to
ship goods the same day the
order is received.
■ You will find that we always
have ever^^thing in the way
of Victor sfoods rig-ht in stock
— record cabinets, fibre cases,
horns, English needles, and
all other accessories.

We don't say in reply to
orders ''W'ill ship in a few
days," or "as soon as possi-
ble." We send you the goods.

If your jobber falls down in
promptness, or if he does not
keep his stock complete and
up to date, then we had bet-
ter get together.

Our latest catalogue will
help you. Write for it to-day.

The Victor Distributing
and Export Company

83 Chambers Street, New York

THE TRADE IN INDIANAPOLIS.

Dealers Making Preparations for a Lively Fall
— Attractive Display at Columbia Store —
Bryan Records Favorably Received — Kipp-
Link Co. Arranging for New Edison Lines —
Lesley Moves to New Location — An Unique
Advertising Scheme — Moving Picture Busi-
ness Fair — Summer Shows Preparing to
Close for Season.

A part of the receipts from the moving pic-
ture shows down at the Gayety one week during
the month went for the benefit of the News fresh
air farm near Oaklandon.

(Special to The Talking Machine World.)
Indianapolis, Ind., September 7, 1908.
The talking machine business in Indianapolis
now is fairly good. The trade in records has been
good and prospects seem good for the fall season.
Dealers now are getting read}' for some lively ad-
vertising during the State Fair week. None of the
companies, it is understood, will have a booth at
the Fair. Most of the advertising will be done
downtown.

Thomas Devine, manager of the Columbia Co.'s
store, had an attractive display window last
week. It contained many different styles of the
Columbia machines, all arranged after an at-
tractive design. Mr. Devine promises something
novel in the waj' of window display for the State
Fair week.

The Indiana Phonograph Co., which handles
Edison machines, have received their Bryan
records, as also the Kipp-Link Phonograph Co.
Both companies report a fair demand for these
records with numerous inquiries for the Taft
records which are now due.

The Kipp-Link Co., Edison jobbers are very
busy getting ready for the fall trade. Mr. Kipp,
president of the company, went to New York as
soon as the new Edison goods were announced.
He remained there five days with the National
Phonograph Co., learning all the details concern-
uing the new goods and placed large orders so
that his firm will be amply able to take care of
the demands this fall. The business of this com-
pany has increased rapidly in the last few
months.

Frank Lesley, who has been handling Victor
and Edison goods on Massachuetts avenue, has
moved to a new location to include all kinds of
musical instruments. He has a large display
room neatly fitted up and has a number of ele-
gant and high-priced talking machines on the
floor. He is handling the King piano, being a
sub-agent for H. C. Jackson, manager of the
King store in the Traction and Terminal build-
ing. His new place is at 353 Massachusetts ave-
nue and he reports trade good.

The Oral Advertising Device Co. are showing
their new advertising device in a room on Monu-
ment Circle. This device has never been pushed
in Indianapolis before. One will be placed in
the Traction and Terminal building soon. The
device consists of a number of placards placed
in such a waj' that they revolve and show each
with its advertising in turn. At the top of the
machine and concealed within the case is a
phonograph which entertains the crowd with
music as it watches the advertisements. In
demonstrating the device a large Columbia ma-
chine has been used. The device is six feet high
and is made of quartered oak with a round plate-
glass front. In displaying the device two talking
machines have been used — a small Edison in
addition to the Columbia.

The moving picture business has been only
lair. The Kern notification meeting this month
l)rought little business as it was held at the
t'^air ground four miles from the city and the
crowds on the streets were only slightly in-
creased. The moving picture shows which have
been operating in the Grand and English opera
liouses, are now getting ready to close for the
theatrical season. They have been very success-
I'ul. but it is stated by Manager Zepp of tho
\'aiidettc, who has made some investigation
along this line, that these shows have not per-
ceptibly hurt the five cent theater business and
that in the long run they will do it good. Tho
ojjeiation of the ten-cent shows in the big openi
houses, hp believes, has created the habit and
will swoll ihc patronage of the (ive-cent shows
liiiiins tbo winter sea.'^on.

COLUMBIA CO.'S LETTER TO THE TRADE.

Under date of August 20th the Columbia
Phonograph Co. sent out the following communi-
cation:

"To the Trade. — Especially dealers in cylin-
der machines and records. —

"Things are moving — have you noticed? We
have been saying a good deal recently about
Columbia gains — and those gains are as real
and plain and definite as the figures in a census.

"A recent ultimatum to cylinder dealers makes
it plain that a fat share of these Columbia gains
must have been sliced from another manu-
facturer's sales sheet.

"Now, there's one thing for us to say, and one
thing for you to say.

"First. — We say Columbia product — and more
Columbia product than ever — is going to be sold
in your town at a wide margin of profit to some-
body.

"Second. — It is for you to say whether these
sales and profits are to accrue to you or whether
it will be necessary to establish new dealers.

"We have never been disturbed when compet-
ing machines were displayed for sale alongside
of Columbia machines — there's nothing we like
better. We have been only mildly interested
when other cylinder records have been offered
for sale alongside of 25c. Columbia records.

"We do not wonder, however, at our com-
petitors' uneasiness, as apparently they have dis-
covered that antiquated types of machines with
rubber horn connections, horn cranes, horn
stands, etc., cannot be sold alongside of new up-
to-date tone-arm cylinder machines and that the
public will not pay 35e. for cylinder records
when superior records can be purchased for 25c.

"As already stated, some decision must be
reached and the decision is yours.

"We presume your decision will be to
handle such lines of product as you see fit with-
out dictation from manufacturers. If so, mail
promptly to this office the enclosed postal card
and we will forward you our new and liberal
proposition to dealers handling our goods, ex-
plaining how Columbia goods can be handled in
larger volume and with more profit than hereto-
fore. Do not let an embarrassing stock of com-
peting goods on hand interfere with mailing the
postal, as we may be able to help you dispose of
it. Very truly yours,

"George W. Lyle. General Manager."

WATCHUNG
MOUNTAINS

45 Minutes from Broadway and 90 Minutes from
Philadelphia.

PLAINFIELD,
N. J.

Truell Hall,

(Formerly Hotel Netherwood.)
An Ideal Summer Home. Open All Year.

Erected at a Cost of One Half Million Dollars.

3 Minutes from Station.
TEN ACRES OF BEAUHFUL SHADE, HIGH AND DRY
NOT TOO HOT, NOT TOO COLD, JUST RIGHT. AMIDST JERSEY'S

PICTURE LANDS
Healthful Climate. Excellent Views.

Also Truell Inn and Truell Court.

Send for Booklet and Rates.

THE TALKING MACHINE WORLD.

17

IMPROVEMENT IN NEWARK TRADE

With Factories Resuming Operations — Sales
Increase Rapidly — Biggest Demand for IVlore
Expensive IVlachines and Records — How
Various Houses Regard the Fall Business —
Taft and Bryan Records Meet With Ready
Sale, Which Will Continue 'Till Election.

(Special to The Talking Machine World.)

Newark. N. J., September 8, 1908.

The talking machine business i-n this city,
which has been anything but satisfactory for
some time past, appears to be full of promise
for the fall and a decided improvement has been
noted since the first of the month, there being
a steadily increasing demand for the cheaper
machines and records. The talking machine
trade, like many others, suffered greatly through
the closing down of the many factories in and
near this city and as the employes generally in-
vested in medium and low priced machines and
records the loss of this trade was directly felt
in those lines.

Strange as it may seem, most of the stores
kept going through the sale of expensive ma-
chines and records which is accounted for from
the fact that the well-to-do who could afford
such outfits under usual conditions were not so
badly hit by the depression.

However, as stated before, hard times appear
to be over for good and the dealers are going
into the battle with renewed energy, confident
that there is a big future for talking machines.

The Bryan and Taft records of both com-
panies have been received by the dealers and
although only placed before the public a few
days ago there is already a steady and increas-
ing demand for them which is expected to con-
tinue until election.

The Manhattan Phonograph Co., 740 Broad
street, report excellent prospects for a busy fall
with collections close to normal. This concern
handle the Victor and Edison lines. Their sales
of the former line including Victrolas and red
seal records, kept up in excellent shape during
the past few months, they drawing a large part
of their trade from Montclair, the Oranges and
other fine residential sections. They also report
a decided picking up in Edison sales which
looks well for the fall.

The Oliver Phonograph Co., 16 New street,
are among those who predict a busy fall and
they are preparing to fill all demands for ma-
chines and records.

The New Jersey Phonograph Co., 12 Central
avenue, who feature the Victor, have one of the
handsomest talking machine stores in the city
and are in a very good location. They report
a steady and increasing demand for the higher
priced machines and red seal records from their
trade.

A. O. Petit, of the Bdisonia Co., 57 Halsey
street, gave it as his opinion that the fall would
bring a record amount of business, as even now
the factories are rushed to fill the jobbers' or-
ders on time, even at long dating. He stated
that as yet the dealers were a trifle shy in plac-
ing heavy orders for the new Amberol records
and attachments, though fairly liberal sample
orders were the rule. The Edisonia Co. are
quite badly hit by the latest edict of the National
Phonograph Co., barring other lines of cylinder
records as they had the exclusive agency for a

( YOU NEED EXPERT \

SALESMANSHIP

to EXPLOIT your GOODS

Prepare your salesmen to meet competition by pro-
viding them with a copy of Walter D. Moody's
remarkable book,

"Men Who Sell Things"

Or Recommend Them to Get It.

"Sure to prove helpful to the man who wants to
succeed 'by selling things.' " — Louisville Courier-
Journal.

ONE DOLLAR a Copy, of ANY BOOKSELLER

A. C. McCLlRG & CO., Publishers, CHICAGO

large portion of New Jersey for the Indestruct-
ible records.

Among the other talking machine houses who
are members of the "army of optimism" and ex-
pect a heavy fall trade, are the Newark Talking
Machine Co., 59.5 Broad street, T. J. Cronin, 528
Broad street, and Sebastian Bischoff.

A "WIRELESS" TALK WITH PARIS

Will Soon be Possible — Station to be Located
on Top of the Metropolitan Tower — Opera
in Paris and New York to be Heard on the
Liners. /

Contracts were signed two weeks ago whereby
a wireless telephone service is to be established
on the tower of the Metropolitan Life building,
in which the editorial offices of the Talking Ma-
chine World are located. The promoter declares
his belief that eventually it will be possible to
communicate by speech from the lofty pile in
Madison Square to the top of the Eiffel Tower
in Paris.

He expects when the apparatus is installed to
have wireless telephone communication between
New York and Philadelphia, Boston, Montreal,
Chicago and Havana.

When the service is installed, the promoter de-
clares, it will be possible actually to talk with
incoming steamships on the sea and even to
transmit to them by wireless telephone not only
words but music. One of the plans is to trans-
mit opera as sung in the opera-houses in New
York direct to the saloons of approaching liners.

TALKING MACHINE SONGS DENOUNCED.

At the Friends' General Conference, held at
Winona Lake, Ind., on September 2, a strong
stand was taken against some of the songs given
out through talking machines. So pronounced
was the sentiment that a committee was ap-
pointed to visit talking machine manufacturers,
with a view to interesting them in a better class
of records. This report was sent broadcast
through the Associated Press all over America
and was coupled with a talk on indecent postal
cards, bill boards, and the like, thus bringing
the attention of the public to talking machine
records in an unpleasant manner.

As a matter of fact, if the Friends will study
the catalogs issued by the great producing
houses they will find little in them to offend even
the most Puritanical tastes. Indecent songs are
not put forth on records in this country. In
France a much different condition exists and if
some of the Friends should listen to some of the
records in "Gay Paree" we are inclined to the
belief that they would be willing to make
another attack or run.

WOOD DIAPHEAGM FOR DISC MACHINES.

J. W. Norcross, proprietor of the Norcross
Phonogiaph Co., will soon put a wood diaphragm
for disc machines on the market. It is built on
the same principle as his now famous diaphragm
for cylinder machines, and which have come in
for especial praise by reason of the splendid tone
effects produced. It goes without saying that
Mr. Norcross will experience quite a demand
for this new diaphragm in view of his previous
accomplishments.

INSTALL PHONOGRAPHIC BRANCH.

The Congressional Library at Washington will
install a department where phonographic records
of speeches of statesmen and distinguished per-
sons will be preserved for the benefit of the
future generations. The Government recently
received a record containing an address made
by the German Emperor, and this led to the sug-
gestion that the utterances of other statesmen
might be preserved in the same way.

To-morrow is a poor time to catch to-day's
opportunites. Nothing great is ever accom-
plished without trained enthusiasm, persistent
energy and a determination to win.

We connect with all parts
of the U. S. A. on this con-
tinent and prepay freight.

Do you know, Mr. Dealer, that the

ZONOPHONE MACHINE

is the Talking Machine that
has the best regulated and
simplest motor ; that it is better
in appearance than any other
of similar price ; that it has
the best tapering arm equip-
ment on the market?

Do you know, Nr. Dealer, that the

ZONOPHONE RECORD

excels all other 60-cent or
$ 1 .00 Records in clearness
and melodious reproduction ?

Do you know, Mr. Dealer, that the
ZONOPHONE RECORD

is preferable to others on
account of its musical, gen-
uine qualities?

We know, Mr. Dealer, that it will
pay you to know these points.

We know, Mr. Dealer, that we have
a proposition to make to you,
that will pay you to investi-
gate, and

We ki\ow, Mr. Dealer, that if you
do not know all about

ZONOPHONES,

we will make a HIT with you,
when you address, at once,

ZED COMPANY

Formerly Zonophone Export and
Distributing Co.

77 Chambers St., New York

Phone " Worth 3822 "

18

THE TALKING IVIACHINE WORLD.

Price Reduction Announcement

On September 25th

RETAIL PRICES ON STAR RECORDS WILL BE REDUCED

10 inch Star Records from 60c. each or $7.20 per dozen to

50e. m $6.00 p*"-

12 inch Star Records from $1.00 each or $10.00 per dozen to

80c. m $9.60

Star Records can be procured from our Jobbers to
sell at the above prices after September 25th.

Hawthorne & Sheble Mfg. Co.

Howard & Jefferson Sts., PHILADELPHIA, PA.

Send For Our Latest Record Lists

THE TALKING MACHINE WORLD.

19

NEWS FROM THE SAINTLY CITY.

A Decided Improvement Noted in St. Louis
Trade in August — O. A. •Gressing's "Are You
Prepared" Letter — Transporting Talkers for
Vacationists — Columbia Taft Records in De-
mand— What Other Dealers Have to Report
— Items of a Personal Nature.

BERLINER'S FLYING MACHINE.

Said to be Working on a Machine That Will
Fly Helicoptically.

(Special to The Talking Machine World.)

St. Louis, Mo., September 6, 1908.
The talking machine trade for the past month
has shown quite an improvement, especially the
country business. The city trade has picked up
a little and a good fall and winter business is
looked for.

Manager O. A. Giessing, of the St. Louis Talk-
ing Machine Co., states that they had a splendid
business for the last four weeks and that all the
earmarks point to a particularly fine fall trade.
Mr. Gressing has just mailed to the trade
throughout this territory a strong "Are You Pre-
pared?" letter, impressing upon them that they
should be ready for the great improvement that
is bound to take place in the fall trade. The let-
ter contains very strong features. Under the
supervision of Mr. Gressing this company has
been packing and shipping free of charge all the
machines and records that their customers de-
sired to take with them on their vacations to en-
liven and enjoy their outings. The kindness was
very much appreciated by their trade. The arti-
ficially cooled parlors and sound-proof booths at
their new local store have proved very attractive
to their customers. Edw. L. Bird has succeeded
Chas. L. Byars as salesman at the local retail
store of the St. Louis Talking Machine Co. L. A.
Cummins, traveling salesman for this concern,
is home from a ten days' vacation spent at Paw
Paw Lake, Mich.

Messrs. Anderson & Reinhardt have formed a
talking machine and sheet music partnership
and opened for business at Memphis, Tenn., on
September 1. Both were formerly connected with
the O. K. Houck Piano Co. at that point. Mr.
Anderson will look after the talking machine
branch and Mr. Reinhardt the sheet music de-
partment. They purchased a 40x10 list initial
order from the St. Louis Talking Machine Co.

B. B. "Walthall, manager of the Columbia
Phonograph Co., states that business for August
was much better than July and that it is steadily
improving, with an excellent demand for records.
Their new stock of Taft records have just been
placed on the market and he looks for a good
demand for them. Mr. Walthall made a short
business trip to Chicago recently. L. L. Mur-
phy, assistant manager for this company, re-
cently returned from a two weeks' vacation. Mr.
Walthall reports the sale of some very high
grade outfits lately, one being sold to the Rev.
C. W. Koehler, of Manila, P. I., to be used for
missionary purposes.

Wm. Pflsterer, of the Columbia Phonograph
Co., Memphis, Tenn., spent his two weeks' vaca-
tion in this city.

Marks Silverstone, of the Silverstone Co., re-
ports trade improving and that he is having a
nice sale on the Bryan records. Miss Blanche
Silverstone has just returned from a two weeks'
vacation spent in a trip up the river to St. Paul,
Minn.

The Conroy Piano Co. report that their talking
machine trade is improving with good prospects.

D. K. Myers, the Zonophone jobber reports
that the country trade is improving rapidly with
a splendid outlook.

The Thiebes Stierlin Music Co. report a fair
trade in their talking machine department, and
that it is improving.

The Val Reis Piano Co. report that their talk-
ing machine department shows that business is
picking up.

Mr. Ellison, of Ellison Bros., Hickman, Ky.,
was a recent visitor here.

The common council of the city of Rome has
ordered the phonographs at the moving picture
shows stopped for thirty days. This action was
taken so as to give the people a brief rest.

(Special to The Talking Machine World.)

Washington, D. C, Sept. 7, 1908.

Emil Berliner, patentee of the modern tele-
phone transmitter, and contributor of many valu-
able contributions toward the improvement of the
talking machine and records, is perfecting in this
city a new type of helicoptic flying machine from
which his scientific friends predict great results.
The machine will probably be ready for trial
within a short time, when preliminary flights
may be made on the Fort Myer parade ground.
Mr. Berliner has been at work on the various
parts of his machine for a long time, but so far
he has succeeded in keeping his efforts quiet.

Mr. Berliner departs from the accepted custom
of aeronauts in generating his power from two
engines, each with a force of thirty-six horse
power. A great advance in the motors is marked
by the fact that the engines used by Mr. Ber-
liner weigh only 100 pounds each, while the Bald-
win motor, which developed only twenty-five
horse-power, weighed 150 pounds.

When confronted with the statements of his
friends to-night, Mr. Berliner admitted that he
was making a "motor," but said he was not ready
to discuss it yet.

PRICE OF RECORDS REDUCED.

Hawthorne, Sheble & Co. Come Out With a Spe-
cial Announcement.

The announcement of Hawthorne, Sheble &
Co., which appears in another portion of this
publication, contains matter of more than or-
dinary interest to jobbers and dealers. It is an
announcement of a reduction in price of records.
When a great producing house makes a move of
this kind it can only have been merely after
careful consideration and this new policy must
have a trade creating force in every section of
the country.

Mr. E. A. Hawthorne, while chatting with
"The World" recently remarked that they had
made ample preparations in the way of facilities
to take care of a large trade and at the present
time they are running their factory practically
at its normal capacity, which in itself furnishes
a strong testimonial to the popularity of the
Hawthorne & Sheble products.

NEW OmCERS LEEDS & CATnN CO.

At the meeting of the Leeds & Catlin Co., New
York, last month, following the sudden and re-
gretted death of E. F. Leeds, the president since
the organization of the company, the following
elections took place: President, Frank P. Byrne,
vice-president of the Peninsular Bank of Detroit,
Mich., and a heavy factor in the gas lighting
interests of that city; vice-president, J. Allen
Sankey, president of the Biglow-Main Co., pub-
lishers. New York; treasurer and general man-
ager, Henry Leeds; secretary, Lewis F. Wilson;
treasurer and assistant secretary, Fred H. Ridg-
way. The board of directors, including the fore-
mentioned officers, are: Loring L. Leeds, Charles
H. Gould, Fred W. Frost and Frank W. Wetherill.
James M. Evans, a construction engineer of rote,
is manager of the works at Middletown, Conn.
Loring Leeds, the general sales manager, who left
for a selling trip a week or so ago, going through
the West, returned on September 10.

EDMUND E. BUEHN MARRIED.

Edmund E. Buehn, of Louis Buehn & Bro., the
well known talking machine jobbers of Philadel-
phia, Pa., was married on September 3 to Miss
Isabella McClintic, of Mifflintown, Pa. After the
honeymoon trip the couple will reside in Phila-
delphia. The World extends heartiest congratu-
lations to the happy couple.

The price of sugar does not affect the canning
of campaign speeches, says the Mail and Express.

Are You
Prepared

to meet the big rush
the Talking Machine
business will surely ex-
perience this Fall.'^

/TT Don't lose busi-
^1 ness for want of
"preparedness," and
now is the time to
select for your Dis-
tributor the one who
will "never
point."

isap-

"THAT'S US"

/IT By placing your
^1 orders with us
you insure their
prompt attention and
thorough and com-
plete execution.

disap-

We never
point.

With pleasure at
your service.

St. Louis Talking
Machine (q,

MI 1,1,3 BUII^DING

7th & St. Charles Streets
ST. LOUIS, MO.

Exclusively VICTOR Distributors

20

THE TALKING MACHINE WORLD.

Who Will
Get

the Trade
This Fall?

Not the man who is letting his stock
run down and has unattractive store en-
vironments.

Not the man who draws into his busi-
ness shell and says, "I will wait until
the clouds roll by."

Not the man who has no faith in the
talking machine busmess — its present or
its future.

Not the man who is filled with pessi-
mism and refuses to see the splendid
business opportunities all about him.

Not the man who does not believe in
doing things in a thoroughly up-to-date,
progressive and courageous manner.

Not the man whose only preparation
for Fall trade consists in removing the
moth balls from his heavy Winter gar-
ments and sticks his thumbs in the arm-
holes of his vest and-^waits.

Not the man who does not throw
some enthusiasm and ginger into his
work, and who does not freshen up his
stock in a manner to attract.

Not the man who is over-conservative
and is afraid to take a chance.

Does this mean you? I don't
know. But Femember that there is
going to be a good trade this Fall,
which will be captured by someone.
Are you going to get your share, or
have you fallen asleep at the switch.^

EDW ARD LYMAN BILL.

THE TALKING MACHINE WORLD.

21

ASSOCIATION EXECUTIVE COMMITTEE MEETING.

Matters Presented to Manufacturers and Well Received — A Spirit of Co-operation Seems Evi-
dent— New Committees Appointed, and Other Business Transacted.

The executive committee of the National As-
sociation of Talking Machine Jobbers met at the
Bellevue-Stiatford Hotel, Philadelphia, Pa., Sun-
day, August 16th, at 2 P. M., and of which the
appended report was made by J. Newcomb
Blackman, chairman of the press committee:

J. P. Bowers, President, Chicago, 111.; W. D.
Andrews, Vice-President, Syracuse, N. Y. ; Perry
B. Whitsit, Secretary, Columbus, O.; Louis
Buehn, Treasurer, Philadelphia; Lawrence Mc-
Greal, Milwaukee, Wis.; J. Newcomb Blackman,
New York city; and W. E. Henry, Pittsburg, Pa.,
were present. This constituted the entire com-
mittee, with the exception of E. H. Uhl, of
Chicago, and B. Percy Ashton, Detroit, Mich.

Mr. Ashton tendered his resignation some time
previous, explaining that it would be quite im-
ixissible for him to g'^e the necessary time and
attention that the position required. It was
accepted with regret and thereupon Cail H.
Droop, of E. H. Droop & Sons Co., Washington,
D. C, was elected to fill the vacancy. The work
of the committee on Sunday was purely execu-
tive, preparing -to meet the various manufact-
urers. President Bowers appointed the follow-
ing members in accordance with new commit-
tees arranged for at the convention: Grievance —
W. D. Andrews (chairman), E. H. Uhl and Louis
Buehn. Membership — J. Newcomb Blackman
(chairman), W. E. Henry and L. E. McGreal.

The grievance committee is to receive any
complaint regarding members of the association,
or jobbers in general, which interferes with the
purpose of the association or the proper main-
tenance of factory agreements. They will be
authorized to obtain necessary evidence and pre-
sent the matter in such convincing form that
the association or manufacturers will have no
excuse for not taking suital)le action.

The purpose of the executive committee meet-
ing one representing the various manufacturers,
was to discuss the resolutions passed at the re-
cent Atlantic City convention and endeavor to
obtain favorable action. As copies of the reso-
lutions had previously been sent to the com-
panies this made it possible for the manufact-
urers and the jobbers to present their views
after each had given the subject careful con-
sideration. Monday morning the committee had
a conference with Charles K. Haddon, vice-presi-
dent and treasurer, Albert C. Middleton, secre-
tary, and Louis P. Geissler, general manager of
the Victor Talking Machine Co., at their fac
tory in Camden, N. J. Mr. Geissler explained
that Eldridge R. Johnson, the president, regret-
ted that he was unable to be present. Mr. Whit-
sit, secretary of the association, then presented
various resolutions, copies of which had been
forwarded to the Victor Co. about two weeks
previously and explanation was then in order.
The following resolution covered the subject of
issuing and exchanging records:

"Resolved, That the executive committee's ac-
tion at their Buffalo meeting be indorsed in ask-
ing the manufacturers to limit their catalog and
issue an even exchange on cut-out records."
In view of the fact that the Victor Co. had just
complied with the request for an even exchange
on cut-out records the committee tendered their
thanks for having granted this request."

The discussion then lead to the importance of
limiting the number of records in the catalog,
and it was finally decided that dealers and job-
bers could make a better representation by doing
so. It was also agreed that the best plan would be
to cut out as many records as were made of any
given kind, in order to limit the catalog to a rea-
sonable number of each kind. The Victor Co.
explained that the Red Seal catalog would have
to be eliminated in this respect, for the reason
that artists like Caruso, Melba, Tetrazzini, etc.,
will not be dictated to as to what they must
sing, and therefore duplication and a growing
catalog in the Red Seal class cannot as easily

be avoided. The duplication of selections in the
domestic catalog was discussed and it is the pur-
pose of the Victor Co. to avoid this as much as
possible.

The following resolutions were then discussed
at length:

"Resolved, That in order that the legitimate
and representative dealer may receive proper
protection, and prices be better maintained the
manufacturers are hereby requested to require a
larger initial purchase, in order to provide the
desired protection and insure proper represen-
tation by merchants of standing and ability; and
he it further

"Resolved, That the establishment of new
dealers shall be regulated by the manufacturer
through the jobber, so that unlimited competi-
tion will be avoided; and be it further

"Resolved, That the manufacturer require
dealers to measure up to the new conditions and
give proper representation, to be continued as
dealers."

The purpose of this was so fully discussed in
the proceedings of the convention, and particu-
larly in some of the papers read, that very lit-
tle argument was necessary. The Victor Co.
promised to give this their very careful con-
sideration and realized the importance of regu-
lating- the method of establishing dealers, so that
unnecessary competition with those already in
the field would be avoided.

The committee again reminded the Victor
officials of former resolutions impressing upon
their company the importance of shipping Vic
tor records from the factory suitably protected
from injury by the use of an envelope or other
covering. While they were not in a position to
commit themselves the company explained that
they realized the advantage of doing something
in this respect, but were not yet prepared to
handle the matter in a way that would be satis-
factory and would still bear the matter in mind.
The objection to the present method of sending
Victor records without this protection lies prin-
cipally in the fact that the jobbers have been
forced to take the initiative in this respect, and
when a record is received in a islightly scratched
or rubbed condition, an envelope provided by the
jobber at that time does not overcome the pre-
vious damage. The jobbers also objected to the
competition which may result in enclosing Vic-

tor records in "gold-plated" envelopes as an in-
ducement to get business.

The committee also explained that when the
7-inch records were discontinued the plan of ex-
change made it necessary for a large quantity
of 8-inch records to be purchased. There was a
list of only 100 to select from and considerable
overbuying resulted in surplus stocks and job-
bers had a number of 8-inch records that they
would like to dispose of. The Victor Co. as-
sured the committee that the present exchange
was keeping them quite busy, but that the 8-inch
record question would also receive consideration.
Other matters of importance, which cannot be
made public at the present time, except to mem-
bers of the association, were taken up and are
receiving careful consideration. The Victor Co.
then invited members of the committee to
luncheon, after which most of them attended
the ball game.

Tuesday morning at 10 a. m. the jobbers met
a committee representing the Columbia Phono-
graph Co., General, at their executive offices in
the Tribune building. New York city, and the
following officials were present: Geo. W. Lyle,
general manager; Harry A. Yerkes, manager
wholesale department; E. N. Burns, manager
export department, and Geo. P. Metzger, mana-
ger advertising department. The committee had
intended to take up the resolutions with the
Columbia Co. regarding the limitation of the
catalog and the establishment of dealers as em-
bodied in the above resolutions presented to the
Victor Co.

Mr. Lyle explained that in view of the recent
notice from the Edison Co., requiring that their
goods should be handled exclusively by dealers
and jobbers in the cylinder line, this would some-
what change the situation until tlie effect was
known. He added, however, that his company
realized the importance of limiting the catalog
and had taken steps to do so by issuing
lists quarterly and only such records as were
considered hits at other intervals. Mr. Lyle also
agreed that it was proper for dealers to receive
suitable protection against, unlimited competi-
tion and that with the "exclusive order" from
the Edison Co. this protection was more neces-
sary than ever.

The committee were informed regarding cer-
tain changes and improvements which the
Columbia Co. contemplates, and while no pub-
lication can be given these matters at the present
time they can say that the Columbia Co. realize
the importance of cooperation between the manu-
facturer, dealer and jobber and will have that
object in view. The conference adjourned about

Our

Needles
are

Imported
and

every

needle

is

warranted
as to
point

and iinish

Our
Prices
are
the

lowest
in llie
world.
Write
lor

samples
and

quotations

THE TALKING MACHINE SUPPLY CO.,

400 FIFTH AVENUE
NEW YORK

22

THE TALKING IMACHINE ^A ORLD.

noon to accept the hospitalitj* of the Columbia
Co. for luncheon, which was served at Kalil's.

After luncheon the executive committee visited
the New York office of the National Phonograph
Co., where they were received by Frank L. Dyer,
president; William Pelzer, vice-president; C. H.
AVilson, general manager, and Frank K. Dolbeer,
general sales manager. Mr. Wilson was on his
vacation with his family near Saratoga, but re-
sponded to the call and his presence was appre-
ciated by the committee. Carl H. Droop, the
newly elected member of the executive commit-
tee was on hand at this meeting.

The - resolution again taking up the matter of
limiting the catalog and issuing an even ex-
change was responded to by Mr. Dyer, who ex-
plained that it was their purpose to limit their
catalog to about 1,500 or 1,600 domestic selec-
tions and endeavor to cut out enough records
each year to accomplish this. Mr. Dyer also ex-
plained that Mr. Wilson had stated at Atlantic
City that it was the intention of the National
Co. to take care of records cut out of
the catalog, but as another cut-out list was
about to be issued it would not be ad-
sivable to offer an exchange on cut-out
records until a suitable time had been given the
trade to dispose of these records while they were
still in the catalog. It is the intention of the
National Co. to handle the exchange situation
by taking back records cut from the catalog,
within a reasonable time and then on an even
exchange basis.

In response to the resolution regarding the
establishment of new dealers as presented to
the Victor Co., Mr. Dyer explained that their
company realized the importance of some action
being taken to eventually bring about the de-
sired results and he had this in mind for the nec-
essary attention at the earliest possible moment.

The National men agreed with the executive
committee that the time had come when quality
was more desirable than quantity, as regards the
dealer, and the dealer who was a credit to the
business should receive proper encouragement
by reasonable protection in his territory.

The following resolution was then presented:

"Resolved, That the National Phonograph Co.
be and is hereby requested to issue a special
license for the disposal of second-hand machines
at a price that will insure their sale and avoid
the present underhand plan of doing so."

This had already been taken up with the
National Co. by the executive committee, but as
a suitable plan had not been arranged the
National Co. preferred to let the matter alone for
the present rather than leave any loop-hole for
price-cutting. The committee presented this mat-
ter, however, in such a convincing light that the
company will carefully consider the subject
again, and while no plans have been made they
feel the Edison Co. will eventually handle this
situation in a way that will be satisfactory to all
jobbers and dealers.

The recent order of the National Co. request-
ing that their dealers and jobbers should handle
their goods exclusively was discussed, and al-
though some of the members of the executive
committee have considerable goods on hand that
will be affected by this order, they feel that the
dealers and jobbers will be in a better position
to co-operate with and receive co-operation from
the manufacturers under such a ruling. Mr.
Dyer assured the committee that it was the in-
tention of their company to be as fair and liberal
as each case will warrant, in order that any
dealer who desires to dispose of other goods
affected by this order will be able to do so, but
that they would not consent to the further pur-
chase of such goods.

As in the case of the Victor and Columbia
conferences, many other subjects were taken up
and satisfactory response received which cannot
be made public, except to members of the asso-
ciation. The meeting adjourned and after some
of the jobbers had had an exhibition of the new
Edison Amberol records and attachments they
were the guests of the National Co. at dinner in
Martin's. William E. Gilmore's absence was
notably regretted, as the Gilmore friendly spirit
has been very much in evidence wherever job-
bers got together with the National Co. The

following cablegram was sent to Mr. Gilmore
while the executive committee were dining with
the National officials: "Dinner at Martin's of
Executive Committee Jobbers' Association. Wish
you were with us; send best greetings and hope
for your safe return."

It can be stated that the "Big 3" recognize the
importance of the jobbers' association, the broad
and fair manner in which they present matters
and the courteous reception which each company
accorded the committee is ample evidence of that
fact. The discussion of subjects informally give&
the manufacturer a chance to present his side of
each case and by hearing from the association,
represented by the executive committee, the re-
sult is reduced to a blending of ideas that should
certainlj- result in great accomplishments.

When other jobbers see the good work the
association is doing and the warm manner in
which they are received by the manufacturers,
it is hard to understand why every jobber is not
a member of that association, for they are shar-
ing in the good work and not contributing to the
efforts by withholding their membership.

SEELIG OPENS IN DETROIT.

(Special to The Talking MachiDe World.)

Detroit, Mich., Sept. 9, 1908.
B. F. Seelig, formerly manager of the Schwan-
kovsky phonograph department, has secured an
extensive representation of Victor talking ma-
chines and all Victor supplies and has opened
a department of his own at the W. W. Kimball
Co.'s piano store, corner Farmer and Bates
streets. He will have all the latest records on
hand at all times. Mr. Seelig also has a com-
plete line of musical instruments, sheet music
and small goods. The talking machine has three
separate rooms where three different parties can
hear records without being disturbed by the
others. As Mr. Seelig is an experienced all-
round talking machine man, having been in the
business for a long time, it is a foregone con-
clusion that he will meet with brilliant success
in his new venture.

YOU NEED OUR RECORD-CABINETS

To do the largest amount of business you must select
from the largest variety and the laro-est stock. We have
it. Every cabmet
is a money-maker.
Let them make
money for you.

Record Cabinet No. 686

Record Cabinet No. 697

Record Cabinet No. 681

You should write to-
day for our cuts and
prices. They will be
sent the same day your letter reaches us. Cabinets shipped
most as quickly. Get ready for fall trade by getting acquainted
with us, and knowing where to buy your record cabinets.

ROCKFORD CABINET CO. 1920 30 isth Ave. Rockford, 111.

THE TALKING MACHINE WORLD.

23

NEWS FROM SAN FRANCISCO.

steady Improvement in Trade — J. H. Gill
Demonstrating New Amberol Records and
Edison Attachment — Arthur Geissler a Visi-
tor— "Talkers" Damaged by Fire — Kohler &
Chase's Edison Offers — McNeil & Co. in New
Quarters — Wiley B. Allen Will Have Large
Talker Department in New Building — Sher-
man, Clay & Co. News.

(Special to The Talking Maobine World.)

San Francisco, Cal., Sept. 3, 1908.
The month just passed has been a very satis-
factory one for the San Francisco talking ma-
chine men, showing quite an improvement over
the earlier part of the summer. The reason, per-
haps, is that the vacation trade this year was
small, and the end of the vacation season brought
about an immediate revival of the local demand.
A good business is also reported in the whole-
sale line with out-of-town dealers. The outside
retail trade is rapidly increasing, now that the
rush of crop movement is over in many sections,
and the trade in the smaller towns is sending
in rush orders for new machines and up-to-date
records.

John H. Gill, of the National Phonograph Co.,
is on the Coast for the purpose of demonstrating
the new Amberol records and combination Edi-
son machines. After spending some time among
the San Francisco dealers, he made a visit to
Sacramento last week, and has taken some very
large orders in both places. The local Edison
dealers regard him as one of the most affable and
brilliant young talking machine men who have
been on the Coast for some time, and say that
he is bound to make his mark in the trade.

Peter Bacigalupi & Sons have placed a large
order for Edison goods, and are now waiting for
the Amberol records and the new attachment for
the Edison machine, which they expect to have
on the market about Oct. 1. While Mr. Baci-
galupi reports business still a little quiet, he
considers the dull season about over, and is pre-
paring for a large trade during the fall. He is
now on the lookout for a location in the down-
town business district, as his present location
on Golden Gate avenue is no longer in a favor-
able part of the city, and the high rates of in-
surance there have interfered with the carrying
of as large a stock as will be desirable in the
future. He has not yet found the place he is
looking for, however, as the rents asked for de-
sirable stores are still very high. He is having
great success with the Edison commercial ma-
chine, and says that some of the largest houses
in town are having them put in on trial.

Arthur Geissler, manager of the Talking Ma-
chine Co., Chicago, is visiting the local trade this
week, and he has received a royal welcome.

Mr. McCarthy, treasurer of Sherman, Clay &
Co., and manager of the talking machine depart-
ment, made a flying trip to Los Angeles last
week, combining business and pleasure. Sher-
man, Clay & Co. report a great improvement in
the local retail trade, as well as that with out-
side dealers. The demand for Victrolas still
keeps up, and the new arrangement with the
Victor Co. in regard to records is giving great
satisfaction.

In the recent flre which damaged the rear of
the Filers Music Co.'s Fillmore street establish-
ment, a large number of talking machines were
damaged to some extent, and these are now being
disposed of at a special sale at the Market street
store.

Benj. Curtaz & Son say that their talking ma-
chine department is much busier during the last
few weeks than it has been earlier in the sum-
mer, and they are having a great demand for
Red Seal records. They also report considerable
inquiry for Victrolas, their stock of which has
been limited of late, as the supply on the Coast
ran rather low a few weeks ago.

The Columbia Phonograph Co. had the best
local retail trade of the year during the latter
part of August, and all the outside agencies have
also been send/ng in for goods. A large number
of new agencies have recently been established
throughout the interior. Mr. Beck is starting for

southern California with the intention of open-
ing up some new territory.

Kohler & Chase have just placed an order for
a car of Edison goods. Chas. E. Brown, manager
of the talking machine department, believes that
they have the most complete talking machine
stock that is carried in San Francisco. They now
have on hand nine styles of Edison machines, and
four more will be added as soon as the new
styles come out, making thirteen styles of Edi-
sons. In addition to these there are six styles
of Zonophones, ten of Stars, and six of Victors,
making thirty-five styles of talking machines car-
ried in the retail salesrooms. They also carry
every Edison, Victor, Star and Zonophone record,
American and foreign.

L. H. Maxwell has started in the talking ma-
chine business in Fruitvale, Cal., carrying Edi-
son, Star and Zonophone goods.

Wall & Forman have opened with a complete
line of Edison, Star and Zonophone goods in Hay-
ward, Cal.

The Oakland Graphophone Co., finding business
booming at their Eleventh street store in Oak-
land, have just leased a four-story building at
222 San Pablo avenue, in that city, and will soon
occupy their new quarters with a full line of all
makes of talking machines and records.

The Southern California Music Co., of Los
Angeles are doing a particularly large business
in the talking machine department, and reports
business in that line booming at several of the
branches in other towns of southern California.
The San Diego house has made a fine record
during the past month, and Santa Barbara has
also been a profitable territory.

Ralph Paulin, of the ta.lking machine depart-
ment of the Brown Music House in Santa Bar-
bara, Cal., made a wagon trip through the north-
ern part of that country about the middle of the

month, giving concerts at all important points.
He sold many fine machines on the trip, and
found as much interest in the line in the country
districts as in the larger towns. He says that
the high-class opera records are the ones in most
demand, and believes that some steady, high-
class customers will be developed in the rural
districts.

McNeil & Co., of Stockton, Cal., have moved
into a new store, where they are making prepa-
rations to push the talking machine department
vigorously. The second floor is almost entirely
devoted to this side of the business, and there
is also a large demonstrating room on the first
floor.

The Wiley B. Allen Co. are preparing to open
a large talking machine department in connec-
tion with the Los Angeles store. Contracts were
let for the necessary alterations about a week
ago, and the department is expected to be doing
business before the end of the month.

The H. Hauschildt Music Co., of Oakland, Cal.,
are going strongly after the business in Reno,
Nev., from which several local houses recently
withdrew. A special feature is made of the talk-
ing machine department.

THE AMERICAN TALKING MACHINE CO.

The American Talking Machine Co., 586 Ful-
ton street, Brooklyn, N. Y., sole and exclusive
distributors of the Indestructible Phonographic
Record Co.'s product for that city and Long
Island, report they are having great success in
handling these goods. The American Co. say
the Indestructible record is profitable and con-
venient to handle, and dealers who have taken
on the line find them ready sellers. The Ameri-
can Talking Machine Co. carry a full stock of
Indestructibles, and shipments are never de-
layed.

INCREASE YOUR RECORD SALES

BY USING

THE BL/VCKIVIAN CYLINDER RECORD TRAY

(Patent Applied for)

A. Record Tray With Record Isabel for I^ess Than One Cent

The BLACKMAN Folding Trays for Cylinder Records are shipped FLAT and can be FOLDED into
STRONG TRAYS in a few seconds, as shown above. This tray, with Rapke Label, makes a handsome look-
ing record stock and a system you can't beat. The labels act as Silent Record Salesman and the customer
can point to the record he wants to hear. Adopt this system and your sales will not only increase but it will
never take more than a few minutes to make up a Record order.

NET PRICES TRAYS ONLY

{Subject to Change.)

Hold Net per 1,000. Weight per 1,000.
No. 2. 2 Records. $6.00 60 lbs.

'• 3. 3 Records. 7.50 73 "

" 4. 4 Records. 9.00 87 "

" 5. 5 Records. 10.,'iO' 105 "

" 6. 6 Records. 12.00 116 "

Note. — Price less than 1,000 same rate.
In deciding FREIGHT or EXPRESS refer to
above weights, and allow for packing.

NET PRICES RAPKE LABELS

Prices Rapke Labels with Edison numbers and
titles. Domestic Selections No. 2 to 9721,
which includes December, 1907 ,$3.50

Per month, thereafter (postpaid) payable in
advance 12

Columbia Labels (Domestic), per set 3.50

FREE SAMPLE

of Tray with Label to
any Dealer or Jobber
who writes on business letterhead.

SPECIAL DISCOUNTS TO JOBBERS

Above prices are RESTRICTED and quoted f. o. b. New York,
their jobber if he will supply them. If not we will sell direct.

Dealers are requested to buy through

Manufactured by

BLACKMAN TALKING MACHINE CO.

J. NRWCOMB BLACKMAN. Pres.

■ THE WHITE BLACKMAN • 97 CHAMBERS STREET. NEW YORK

24

THE TALKING MACfflNE WORLD.

THE EDISON AMBEROL RECORDS.

The Advance List Consisting of Fifty Selections
Just Make Their Appearance — Are Most Sat-
isfactory in Every Respect — Have Been
Wortcing on the New Record for Two Years
— Interesting Chat With General Sales Man-
ager Dolbeer Regarding the New Records.

The first advance list of Edisou Amberol — the
new 200-thread — records appeared last week, and
consists of 50 selections. Ten will be added each
month. Sample Amberol records and the differ-
ential gear attachment, whereby all Edison ma-
chines, with the exception of the Gem. can be
adapted to play both styles, were also placed in
the hands of the jobbers by the National Phono-
graph Co. at the same time. The new model
machines will follow later.

F. K. Dolbeer, general sales manager of the
National Phonograph Co., in describing the origin
and advantages of the Amberol record, said:
"We have been worliing on this new record for
nearly two years, and Mr. Edison personally
gave it his time, experimenting with and de-
veloping what was considered impossible to ac-
complish. Success, however, crowned his efforts,
as it has in so many inventions, and to say he
is pleased over the results is to mildly express
his feelings. The material employed in the
Amberol is harder than in our ordinary record,
but it is still brittle, and there is a smoothness
of reproduction in the details that is marvelous.
I never was so enthusiastic over a product of our
company as I am over this. You see the trade
are not called upon to abandon any of the stock
on hand, either in machines or records. The dif-
ferential gear attachment simply reduces the
speed one-half, so that either the Amberol or the
two-minute record may be played optionally,
so there is no loss, but a gain in a new article
that promises to break all records as a seller.
Our first order from one firm was for 1,000 of
each number, a total of 50,000. The entire trade
are placing orders proportionately. So far as our
present catalog is concerned only the best sellers
will be reproduced on the Amberol, the others
will be new. They will retail for fifty cents each,
with distinct marginal advantages for the jobber
and dealer.

"No new contract will be issued by the com-
pany, but an addenda to the present agreement
has been sent out, and is being signed and re-
turned rapidly. This refers to the exclusive
sale of EdiEon cylinder records on and after
October 1."

A PAYING SIDE HNE.

Any talking machine dealer looking for a pay-
ing side line proposition cannot do better than
investigate the advantages derived from han-
dling a line of Hotz harmonicas, advertised else-
where. As a distinctly business proposition
a harmonica line possesses many excellent fea-
tures, only a small outlay is required, the profits
are liberal, the handsome display racks and cases
occupy a very small space that is frequently

wasted before, and last but not least, the har-
monica is continually gaining in popularity.
Sales are easily made, insuring a quick turnover
of capital, for the prices are low enough to appeal
to the smallest purse. As said before, the har-
monica is coming more and more into favor with
the public within the last year or two, owing
largely to the formation of large harmonica
bands of expert players, organized in the East,
who have done much to illustrate the value of
the harmonica as an instrument capable of pro-
ducing first-class music.

THE "PROHIBITION" RECORD.

The phonograph sociable is to be popularized
as a feature of the Prohibition national cam-
paign.

For one entire day Prof. Aaron S. Watkins
Prohibition nominee for Vice-President; Dan R.
Sheen, nominee for governor of Illinois, and
Prof. Charles Scanlan, speaking for E. W. Chafin.
the Presidential nominee, talked into phono-
graphic receiving records in a Chicago phono-
graph establishment, making records which are
to be sent all over the United States.

Six records were made. Five thousand records
of each are to be sent to distributing stores
throughout the country, to be bought by temper-
ance societies, church organizations and party
leaders.

These records, it is planned, shall be used at
church sociables, in country schoolhouse meet-
ings, lawn parties and everywhere that the cham-
pions of prohibition can get a crowd in the
smaller localities that cannot be visited by the
party nominees.

GEO. W. LYLE AGAIN IN HARNESS.

George W. Lyle. general manager of the Co-
lumbia Phonograph Co., General, returned to
business on Tuesday, having been on a two
weeks' vacation, which he enjoyed greatly.

T. K. Henderson, of the wholesale selling
force, started on his initial trip Thursday week,
naking Cincinnati as his first stop. Others of
the outside force are preparing to go on the
road shortly.

PIANO DEALERS LINE UP FOR FALL.

There may still be some piano firms left that
think their business better off without the phono-
graph as a side line. But as a jobber remarked,
"the number is growing beautifully less."

Here are four piano stores that have just
added the Edison: "Pendleton & Magness,
Shelby, N. C; E. C. Burkham, Wheeling, W. Va.;
Marshall Piano Co., Cedar Rapids, la.; and
Orange Book and Music Co., Orange, Cal. It
will be noticed that they range all the way from
Carolina to California.

A NEW JERSEY INCORPORATION.

The Talking Machine Company of New Jersey.
East Orange, N. ,T., have incorporated with a
capital of $50,000. Incorporators: Charles O.

Geyer, Frank E. Ruggles and H. N. Smith. The
purpose of the company is to manufacture talk-
ing machines, etc.

POINTERS FOR SALESMEN

Furnished by the Man Who Has Been Through
the Mill — Straight-from-the-Shoulder Ad-
vice Worth Filing Mentally.

An old salesman who knows the ropes fur-
nishes these "tips" to youngsters which are
worth noting:

"Never approach a buyer without first accu-
rately learning his name. I once lost a customer
named Schmitt by calling him Mr. Smith.

"One order in hand is not always better than
two in the bush; that is, if you know how to
beat the bushes.

"There was a small ofiice boy who would pass
me into "the buyer ahead of a half-dozen other
fellows. I had once talked to him ten minutes
about his pet dog.

"When you are waiting for an audience, never
flirt with the stenographer. The boss may be
jealous.

"I once sold a new dealer $-100 worth of goods
when I knew it should have been only $200. For
years afterward he would only give me orders
for $50 where they should have been for hun-
dreds.

"When a buyer gives you especially intricate
instructions as to shipments, etc., get him to
write it out personally, and deliver to you. It
takes a powerful nerve for a man to dispute you
when his own orders are there in cold ink.

"Keep to the water wagon when on your trips.
Many a hot drink has made a cold customer.
A buyer with a red nose may possibly be the
leading Prohibitionist of his county.

"A merchant said to me once: 'My boy, you
have the making of a first-class salesman. But
j'ou ought to eat more salt on your food.' It was
a week before I tumbled to what he meant.

"This is the sort of a man that most houses
are looking for: The one who comes in and
says: 'Never mind talking about salary; I'm
not interested. The one thing I want to know
is: What per cent, will you pay me on the goods
I sell'/'

"There was a salesman who talked for three
minutes. At the end of that time he had made
his sale. He talked two minutes more. The
customer began to change his mind. He talked
four minutes more. The sale was off for good —
talked to death.

"I know of a traveling salesman who sold a
bill of goods to William Jones, whom he had
never met before. On that trip he called him
'Mr. Jones,' said an entertaining writer in the
Hardware Dealers' Magazine. On the next, he
called him 'Jones.' Then 'Jonesy,' 'William,' and
finally 'Bill.' On the sixth trip he was not called
upon to call him anything at all, as Mr. William
Jones had decided to buy of another man."

A little discourtesy is capable of destroying
the effect that a hundred advertisements have
created.

No Need to Mourn!

SBS INDESTRUCTIBLE STOCK NOT DEAD!

Write to us if you intend giving up this line, stating the amount of Records 3'ou
have on hand. We will make 3'ou a proposition by which you will realize full
value. State whether you are a Mctor or Edison dealer.

BEINJ. SWITKV, East 14th Street, New Vork

THE TALKING MACHINE WORLD.

25

b9 BASINGHALL STREET, LONDON, E. C, W. LIONEL STURDY, MANAGER.

TRADE HAPPENINGS IN ENGLAND.

Trade Conditions iVluch Brighter and the Out-
look Improved — Effect of the Patent and De-
signs Act — Important Move of the Edison-
Bell Co. — Ridiaphone Appears — Barnett,
Samuels Novelty in Slot iVlachines — Anent
Long Distance Travelers — Pathe Freres at
Toronto Exposition — Columbia Improve-
ments— The Talking {Machine World Reaches
All Parts of the World — Daws Clarke Brings
Out His New Needle Tension Attachment —
A Clever Device for Correctly Ascertaining
the Speed of the Record — Important News
from the Provinces.

(Special to The Talking Machine World.)

London, E. C, Sept. 5, 1908.

General trade conditions have been much
brighter lately, and August talking machine
sales show a promising revival of business which
in July was conspicuous only by its absence.
Both the record manufacturers and factors gen-
erally report that dealers ai'e ordering abun-
dantly. Now that the evenings are getting too
chilly to sit about out-doors, the public are look-
ing around for indoor amusement in the shape
of good records, etc. This has stimulated the
dealer to activity, and he is ready to accept
almost any good proposition offered. Now is the
time to get in new stuff, and from the multitudi-
nous array of new lines the dealer can cater
equally as well for the man who talks quality as
for the cheap price individual. And speaking of
new goods, what more can anybody expect than
the latest creation, consisting of a reliable and
artistic disc machine at the price of 25s.; and
there's plenty on the English market at that!

A current question here in regard to trading
very pertinently affects the factors, for there is
a strong tendency to abolish the middleman and
deal only direct with the actual distributer to the
public. By passing the factor, manufacturers
can afford to give dealers a better profit and at
the same time have a better control over the
sale of their products. This practically elimi-
nates price cutting, and also allows the maker
to protect the legitimate dealer from unfair com-
petition of the man who keeps no stock or shop,
but trades often from a back room in close
proximity to a good talking machine shop. This
policy is certain to give a stimulus to the
maker's output, but the question is what benefits
are derived from the very necessary financial
point of view. In the first place it will cost
considerably more to get to the dealer, by reason
of the fact that a larger clerical staff will be
required to cope with and take charge of the
many small accounts opened up, which is but
one of the several extra items of expense in-

volved. Secondly, there are a few possible re-
sults of this change of policy. Will the factors
retaliate? The market is already over-competed,
especially in disc goods, and some factors al-
ready make a strong showing with their own
machines. If all the manufacturers were to
trade direct it would certainly have the effect of
forcing the factors to introduce other lines of
their own make, and that means more competi-
tion, which is not wanted. Should the direct
policy be successful, more than likely it would
prove to be its -own death warrant. Success is
a magnet which invariably draws competitoi'S to
imitate. Where should we be, then? A would
say to the dealer, "Look here, I will give you
another ha'penny." B. says, "I will go one bet-
ter"; C. can beat that, and so it might go on
until competition is just as keen as it is to-day.
In the foregoing we have presented a few possi-
bilities only, and while perhaps the advantages
are equally as good one side as the other, talking
machine traders generally will follow the ques-
tion with close interest.

The new Patent and Designs act, which came
into operation this month, is a definite step in
the direction of tariff reform proposed and car-
ried by a free trade government. If a foreign
patent has been in existence four years or more
and is not manufactured here, it can be revoked
by anybody on application. Thirty or more for-
eign firms have already erected factories here.
Germans have been specially active, and several
American firms have opened up negotiations for
factory sites, among which may be mentioned
makers of typewriters, talking machines, cylin-
der and disc records, safety razors, telephone im-
plements, etc., etc. Any American firm owning
British patents who do not desire to manufac-
ture here themselves can still retain the validity
of their patent by appointing a British firm as
an agent, who will manufacture the goods in
England. That is the only alternative, and the
matter now brooks of no delay.

Edison Bell Co. Abandon All Factors.

Perhaps the most important item of news this
month is that issued by the Edison-Bell Co. in
regard to abandoning the factors and trading
direct with the dealer with the issue of their
new disc records and machines. We understand
this applies only to the new goods, and does not
aifect the cylinder business, which will be con-
ducted through the factors as hitherto. Several
circulars have recently been issued which in
effect say that the time has come when respec-
table dealers realize that the profit allowed is
not sufficient to enable them to carry on the
business with comfort and profit to themselves.
We propose to use the factors' profit by giving
to him the following advantages: first, reduced
prices; second, free exchange of one-quarter of

dealer's stocks left unsold at the end of one
season and the commencement of the next, viz.:
the end of March and August in each year of
continuous trading; third, carriage paid on all
parcels value £1 and over; fourth, stock depots
will be established in convenient centers through-
out the country for the prompt distribution of
supplies, and from which our representatives
will make frequent calls upon dealers; fifth, pro-
tection against price cutting. As the supply to
dealers will be in our own control, any dealer
cutting prices will be at once stopped from ob-
taining further goods. We shall also protect
dealers by not permitting too much competition
from over-crowding, and prevent, as far as pos-
sible, "jumpers in" at busy seasons. The Edison-
Bell gi/^-inch phono cut disc is expected to be
on sale at the end of August, and the 11-inch
phono disc will follow shortly after.

Cape Government and Importers.

Last month the Cape government introduced
further taxation proposals, including graded
licenses for importers, and licenses for agents of
foreign firms!

The "Radiaphone" the Latest.

A new invention here is the "Radiaphone,"
which is best described as a trumpet in a trum-
pet. Instead of the horn bending round at the
elbow, it is fixed straight up, and in order to
disperse the sound waves downward and equally
all around, a sort of trumpet-shaped soundboard
is inserted, allowing about six inches space be-
tween. At a recent interview with the inventor,
T. K. B'arnard, he said: "Since horns or trum-
pets were first fitted to machines to amplify the
sound, it has been customary to use them in a
more or less horizontal position, the result being
that the sound is driven forward from the mouth
of the trumpet in a manner similar to the rays
issuing from a searchlight. The sound waves
being driven forward in this direct manner, have
many disadvantages; they radiate only to a very
limited extent, consequently a person standing
in front of a trumpet receives the full force of
the sound, which is often far too great to be
pleasant; while to a person standing at the side
or behind the trumpet the result is most indiffer-
ent, in consequence of the very unequal disper-
sion of the sound waves. Machines fitted with
the 'Radiaphone' can be stood in a corner of a
room, or in the center, it matters not which,
and the audience will hear perfectly in all parts
of the room." The advent of the Radiaphone
marks a new epoch in the history of talking
machines, as being a distinct advantage upon
the present method of distributing sound.

The Talker and Out-Door Amusements.

This summer has demonstrated the fact that
talking machines figure more largely in outdoor
amusements than ever before. Splendid con-

FAVORITE RECORDS

No Stock — (all sold out) — means profitable business.

Not Stocked Yet — (have not tried them yet)- — means loss of a good thing.

iVA^^Il.Ei iwmvri^Ei I much as you can
DO YOU WANT TO BE LEFT BEHIND?? I HOPE NOT!!!

The cliance to pile up big profits is still waiting at your door. Don't let it pass. Go

bang ahead and Stock FAVORITE RECORDS and you will find an agreeable surprise when you
make up your balance-sheet.

THE INTERNATIONAL FAVORTTE RECORD CO., Ltd. (of Great Britain)

45 CITY ROAD. LONDON, E. C.

213 DEANSGATE, MANCHESTER

26

THE TALKING MACHINE WORLD.

The Tariff Question Solved

SPECIAL ARRANGEMENTS

Have been made, whereby any American Dealer or Jobber can
handle CLARION RECORDS at a good profit, quite irrespective of duty,
freight, or any other charges.

FULL
LENGTH

FULL
VALUE

Xlre "CLARION"

Is a Gold-Moulded Cylinder Record

SEND FOR A SAMPLE SET AND DETAILS OF OUR PROPOSITION

THE PREMIER MANUFACTURING CO., Ltd.

81 City Road, London, England
Sole Agents tor Victoria, Australia, Macrow & Sons, Ltd., 274 Little Collins St., Melbourne

THE TALKING MACHINE WORLD.

27

certs have been given in the various parks, and
in garden parties and outdoor camps. Music as
provided by the gramophone or phonograph is
growing in popularity. In this regard Captain
W. G. Smyth, J.P., D.L., of Elkington Hall, is a
veteran enthusiast. Annually the captain gets
up a camping party, who have a very enjoyable
time altogether, more especially in the evenings,
when the chief form of amusement is a fine selec-
tion of records on a gramophone.

Russell & Co. New Record List.

Russell & Co. have now issued their first lists
of 10 and 12-inch double-sided disc records, em-
bodying band, vocal and instrumental music of
classical, sentimental and comic selections. Gener-
ally, these records are of good average quality,
but I would particularly mention record No.
A259, "Take a Pair of Sparkling Eyes" (Sulli-
van) ; it is excellently recorded and sung with
perfect enunciation by Roland Jackson, whose
reputation is enhanced thereby. The violin and
pianoforte solos in this list are also good, and
they should make quick sales. In all probability
Messrs. Russell will introduce a new needle this
season.

America and Tariff Reform.

Some Birmingham firms recently received a
request from the United States Consul for the
city asking for information as to the cost of
production, selling price, and export charges to
the United States of their manufactures. The
consul explained that the information was re-
quired by the Committee of Ways and Means,
with a view to a revision of American tariffs.
The request has been resented by many firms,
who describe it as an attempt to obtain trade
secrets. The consul, however, has issued a state-
ment repudiating this suggestion. For several
years, he says, there has been manifestations of
public sentiment in the United States favorable
to the reduction of tariff, and, in his opinion,
a reduction of duty seemed highly probable. A
reduction is sadly needed on the products of this
industry, anyway!

Vischer's Needle Line.

A. Vischer, well known here as the London
agent of the International Favorite Record Co.,
and Excelsior machines, advises me that he has
now been entrusted with an agency for flrst-class
needles manufactured by Traumuller & Raum.
These needles are already known in this market,
but in Mr. Vischer's hands they may be expected
to reach a much greater demand.

Important Swedish Invention.

A report from Stockholm states that a Swedish
engineer named Sven Berglund has constructed
an apparatus called the photographone, through
which the problem of reproducing the human
voice perfectly without the grating or usual
sound of the ordinary talking machine, is said

to be solved. The essence of the new invention
is that light and photographic means are used,
instead of the usual method. The apparatus is
particularly adaptable for a combination of
speech and cinematograph pictures,^ as, it is said,
both can he photographed simultaneously. I am
endeavoring to obtain more detailed particulars
for publication in October 15^ issue.

Fonotipia Records to Milan Conservatory.

The Fonotipia people report that they have
supplied the Milan Conservatoire with several of
their records, a.fter having specially obtained per-
mission from the Minister of Education. Not so
very long ago we should have thought this recog-
nition somewhat of a conces_sicn, but to-day it
is different, for the talking machine may be
regarded as a useful aid to students, and in the
near future perhaps indispensable; who knows?

The Clarion Disc-Phonograph.

The Clarion disc-phonograph cut will shortly
appear on the market, and the excellent fare
provided should make these records very popu-
lar. As reported in our June issue the price is
fixed at 2s. 6d.

The New Companies Act.

This act, which came into force in July, has
some very interesting clauses of a pertinent na-
ture. The practice of insolvent limited com-
panies issuing debentures on their assets is not
unknown. The result plays disastrous havoc
with ordinary shareholders, who often have noth-
ing to receive when the company is wound up.
The act provides that "where a company is being
wound up, a floating charge on the undertaking
or property of the company created within three
months of the commencement of the winding-up
shall, unless it is proved that the company im-
mediately after the creation of the charge was
solvent, be invalid, except to the amount of any
cash paid to the company at the time of or sub-
sequently to the creation of, and in consideration
for, the charge, together with interest on that
amount at the rate of 5 per cent, per annum."

To Vacate Their Premises.

The Edison-Bell Co. are shortly vacating their
fine premises in Charing Cross Read, London,
owing to a new policy recently adopted which
necessitates closer centralization of the various
departmental work. Euston Buildings will in
future house the offices, and for that purpose
the whole of these large premises have been
taken.

Latest Favorite Records

The September issue of Favorite records, in
the matter of faithful reproduction, far outstrip
any previous lists issued by this company. Some
very fine artistes are prominent in this list,
which covers vocal and instrumental records of
a classical, sentimental, and comic nature. It
is safe to predict that the September "Favorites"

will be favorites on the point of quality alone.
Something New in Slot Machines.

At Barnett, Samuels I was shown something
new in slot machines. The one in question is
no different in appearance from any ordinary
machine. Place the record on the turntable, and
the mechanism does the rest by just the act of
placing a penny in the slot. The unseen force
which works the trick transfixes one with won-
der at the marvelous ingenuity of the thing.
You see the tone arm bodily descending _pn the
record, and at the finish there is an automatic
arrangement which clips up the arm; the penny
drops into the back draw, and simultaneously
releases the tone arm, which swings back into
position ready for another pen'orth. It's what
we might call a living talking machine, so nat-
ural does it do the work. We shall no doubt
meet it often on our travels. Another novelty
with this firm is the issue of several loud-tone
"Jumbo" records obtained by a special method,
which produces sound about three times as loud
as the ordinary record. They are called "Triple-
tone records," and are meant for concert halls
and outdoor entertainments, and having had to
undergo the ordeal of listening to some played
over in the ordinary showroom, I can heartily
indorse all claims in this direction.

Klingsor Products in the North.

Mr. Maurice, of H. Lange's Successors, has
just recently returned from a trip around the
chief northern centers, where he has found trad-
ers eager to push the famous Klingsor products,
which are giving such general satisfaction. Mr.
Maurice reports good business and fine prospects
for the season.

Conditions in Ireland and Scotland.

Some index of things in Ireland and Scotland
is furnished by Mr. Lemoine, of the National
Co., who recently made an extended tour among
Edison traders in those countries. He reports
that business has considerably improved, and
dealers now show no hesitation in placing sub-
stantial orders. The general trade depression
in Ireland and Scotland is a thing of the past
as far as talkers are concerned, and for the
time considered business is very satisfactory,
while for the season prospects were never so good.
This is a splendid state of things, which there
is not the slightest doubt will continue.

Death of Ernest H. Timson.

Our Birmingham correspondent reports the
death of Ernest H. Timson, of the firm of Timson
Bros., Snow Hill. It appears Mr. Timson was
touring the district in his motor car, which
skidded, with the result that he was thrown out
and instantly killed, while Mrs. Timson and the
chauffeur were seriously hurt.

To be Called "The Royal."

The record which we mentioned in our last
issue as coming on this market under the name

AN INVITATION

The Wholesale Agents of the Odeon and Jumbo Records invite correspondence with Factors
and Dealers in the British Colonies and elsewhere with a view to fixing up agencies in their
products. Every trader handling talking machines should stock these lines.

Jl Complete

Catalogue wo pp-)

Odeon

of loyi inch

DOUBLE
SIDED

Records

has just been issued and
will be sent to bona-fide
dealers on application.

APPLY FOR LISTS OF THE
NEW LOW-PRICED (10-inch)

Jumbo
Records

Wholesale Agency for Fonotipia, Odeon and
Jumbo Records

32-6 Worship Street

LONDON, E. C.

28

THE TALKING MACHINE WORLD.

No. 90. Open.

THE "HAYDN"

No. 165 G.
With Glass Doors.

No. 135.

THE "PRESIDENT"

Highly and artistically finished. Mahogany inlaid

KLINGSOR

THE new season will soon begin and
a wise business man studies the
market beforehand and selects the
best and most profitable lines.

You cannot, to your own advantage,
do better than to apply to us for our
new colored illustrated catalogue of our
celebrated KUngSOr Talking Machines
and Sundries. We challenge any machine
on the market concerning working, tone
quality, finish, etc. We do not claim
cheapness, as you are well aware that a
good machine cannot be cheap, but we
are still cheaper than any other machine
for what we give you for your money.

All machines are of the best and solid
wood, either in oak, mahogany or walnut,
British made throughout, specially adapted
for export to stand any change in tem-
perature.

The machines are fitted with the best
motor in the market "the well known and
famous ELxcelsior Motor."

Catalogue Free On Application.

H. Lange's Successors,

THE "GOUNOD"

No. 135. Open.
Without Doors. In Oak, etc.

THE "REGENT"

No. 165 E.L.
Mahogany Inlaid. Glass Doors.

ESTABLISHED 1854

No. 165.

21 Little Portland Street, Oxford Circus, :: LONDON, W., ENG.

THE TALKING MACHINE WORLD.

29

FROM OUR LONDON HEADQUARTERS- (Continued.)

of "Eden," we understand, has now been altered
to the "Royal." It is a 10%-inch double-sided
needle-cut, and will retail at the popular price
of 2s. 6d. The first list, comprising about 100 to
150 titles by popular artistes, is expected to be
ready by September 15. The Royal is introduced
by the City Manufacturing Co., of City Road.
New Needle Tension Attachment.
Daws Clarke's new needle tension attachment
for disc sound boxes is ready. This attachment
(which is protected) can be fixed to any box in
which a needle screw is used. It holds the needle
in a very perfect way, making it practically solid
with the needle bar, with the result of a marked
increase of volume and detail in reproduction. No
alteration of box is needed, and can be detached
In a few seconds. The tension will be supplied
free to any box sent to be fiUed with our dia-
phragm (this for a short time only). For use
with the Fibre needle it is especially good— giv-
ing this needle an added rigidity, with much
advantage to the reproduction. Kept in stock
only for the exhibition box— other styles have to
be specially fitted. When the Exhibition box
cannot conveniently be forwarded the Tension
will be supplied with the Flex at Is. extra, post
free.

Columbia Machine Changes.

Announcement is made by the Columbia Co. of
several important alterations and new features
v/hich have been introduced in their latest
graphophone machines. The principal change is
certainly that of putting a motor of a new de-
sign and special construction in all the models,
one good feature being the ingenious method
whereby the springs are coupled together, thus
working the full force of all the springs together,
instead of each spring singly and in succession.
Some of the machines have a new cabinet de-
sign, while in others the prices are reduced.

The Ever-Supervising Germans.

The paternal care of the German police for
public morals has extended to the increasingly
popular cinematograph and talking machine ex-
hibitors. At the Alexander Platz— Berlin's Scot-
land Yard— a regular theater has been installed
for the purpose of permitting the police censors
to see and hear everything intended for repro-
duction in public. Each film and every record
has to receive the stamp of official approval.

The Seymour Needle.

The Seymour iridized needle is more in de-
mand than ever, which is only to be expected In
view of the claim that it can be used twice, and
without unduly wearing the record, either. This
is what no other English needle will do, and
therefore on this alone it merits the interest of
prospective buyers.

Clarion Records for August.

The August list of "Clarion" records to hand
includes twelve titles which are well up to the
usual good quality provided. The list is a most
comprehnsive one, and is as follows: "The Con-
test March" (known as the Mephistopheles) , by

the Premier Military Band; the Premier Concert
Orchestra gives "Rendezvous Intermezzo" and
"A Royal Review" (descriptive); in the latter
the drums and bagpipes are most faithfully re-
produced, and both records are altogether very
fine. There are six songs: "Slowed If I Didn't
Wake Up," by A. Marsh; "Make Yourself at
Home" and "Come and Have a Drink with Me,"
both by Woolmer Young; A. Marsh also sings
"Put a Bit of Powder on It, Father," and "All
Round the World/' and Mr. Miller, in "Mandy's
Wedding," gives a really excellent record. "Mon-
daine Waltz" and "Waila Waltz" are two capital
selections by the Premier Bijou Orchestra; and
the excellent piccolo solo, "Silver Birds Waltz,"
by G. Barton, is certain to find much praise.
Judging by this list "Clarion" records are gomg
to be very much in evidence this season.

Interesting Letter from Mr. Hopkins.

The following letter, dated New York City,
August 19, 1908, addressed to your London rep-
resentative, has been received from Chas. J. Hop-
kins, in charge of the South American business
of the Columbia Phonograph Co., and speaks for
itself:

"Dear Sir — I note in your report in The Talk-
ing Machine World of August 15, your statement
regarding the long tour of S. H. Sheard, that it
is perhaps the longest tour ever made in the
interests of the talking machine, the journey
lasting thirteen months. About the middle of
September, 1902, when I was in charge of the
wholesale and export business of the Columbia
Co. in London, it was decided that I should take
a trip around the world in the interests of the
company's foreign business. I therefore went to
the United States in order to visit the factory
and become posted on latest methods, etc., and
after a visit of three weeks returned to London
with samples of latest product, etc., and in the
latter part of October, 1902, left London for
South Africa. I landed at Cape Town, and from
thence visited Port Elizabeth, Johannesburg, Pre-
toria, Maritzburg and Durban. I then went up
the East Coast of Africa as far as Beira, and
then sailed for India. After landing at Colombo
I went to Madras, Bombay, Delhi, Lucknow,
Cawnpore and other northern India towns to
Calcutta. From thence to Rangoon, Madras and
return to Colombo. I then sailed for Australia
and visited Freemantle, Perth, Adelaide, Mel-
bourne and Sydney. Then to New Zealand, mak-
ing the cities of Christchurch, Dunedin, Welling-
ton and Auckland, and back to Sydney. I then
went up the East Coast of Australia, stopping
at Brisbane and Thursday Island, and on to the
Philippine Islands; Thence to Hong Kong, Can-
ton and Shanghai, and on to Japan. After fin-
ishing Japfln, I crossed the Pacific to San Fran-
cisco, stopping off at Honolulu. I then crossed
the American continent, and sailed from New
York and landed in London in December, 1903,
thus finishing a continuous trip of sixteen
months, and I estimate that I traveled (count-
ing the preliminary trip across the Atlantic and

return) something over 45,000 miles.

"I have not the pleasure of Mr. Sheard's per-
sonal acquaintance, though I know of him very
well and know that he is something of a 'jumper'
himself, but I wonder if his trip was extensive
as the one outlined above. I might say that
before undertaking this voyage I had very thor-
oughly traveled through France, Belgium and
Holland, and after finishing it went to Russia,
where I stayed about eighteen months. Since
then I have circumnavigated the South Ameri-
can Continent, and I believe that counting the
wide traveling I did in the United States before
going to Europe, I have constituted, during the
nearly thirteen years I have been in the talking
machine business, a world's record, and I should
like to know if this is true, so far as you know."

The "Discometer" a Clever Device.

Messrs. Robinson's, of 213 Deansgate, Man- .
Chester, have just introduced a clever little de-
vice for correctly ascertaining the speed at
which the record is revolving. This invention is
called the "Discometer," and makes a timely ap-
pearance in view of the fact that certain manu-
facturers now state on their records the number
of revolutions necessary per minute. The disc-
ometer is made of aluminium, the whole weigh-
ing no more than 14 ounce; it easily fits any
disc machine, and is altogether so simple to use
that a child could fix it. Placed upon the motor
spindle, which in revolving creates "a certain
amount of wind, and thus moves the indicator
hand to the number denoting the speed. It regis-
ters from 60 to 92 revolutions (in variations of
four). The discometer is a self-acting automatic
speed indicator, and is indispensable to talking
machine men.

Pathe Freres at Toronto Exhibit.

In the interests of Messrs. Pathe Freres, H. J.
Hately sailed from Liverpool August 21 on a
visit to the Toronto Exhibition, where Pathe's
have several of their latest models exhibited.
After two weeks there Mr. Hately will travel
Canada throughout, and he expects to open up
extensively in all the principal centers where the
Pathe products will be left in responsible hands
only. , Mr. Hately has had a large experience in
the trade, and it is safe to predict that his jour-
ney will end in complete success.

Yes. the World Covers the World.

We take pleasure in printing the unsolicited
letter herewith, received from Albert F. Vischer,
local representative of the International Favorite
Record Co., Ltd., which emphasizes, in addition
to other compliments, the value of The Talking
Machine World as a business getter:

"Dear Sir— We are very gratified to note the
excellent manner in which you have set up our
Excelsiorwerk advertisement in your last issue.
We consider that the types used and the setting
altogether is most effective, and in this regard
your service is better than that given by any
other trade organ. Inquiries from this advertise-
ment are coming in from all parts of the world,

The "World's " Register of British Manufacturers and Factors

The following are leading firms in the United Kingdom who will gladly mail Catalogues and Price Lists upon request

TALKING MACHINES

Records and
Supplies

Export a specialty. Ship-
pers are requested to state
their requirements.

American Talking Machine Co.

31 Tabernacle St., London, England

F. W. ROBIIMSOIV

"The Talkeries," 213 DeansRate.
MANCHESTER, ENGLAND

Direct Importer of all kinds of DISC
TALKING MACHINES. RECORDS.
PHONOS.. CYLINDERS. ETC., and all
goods connected with the trade.
WHOLESALE. RETAIL AND EXPORT
on cash lines at close market prices.

m^P' Correspondence Invited
PROMPT ATTENTION

Always open to consider good lines suit-
able for the English and Foreign markets.
Improvements and Novelties preferred
Send samples and prices.

SEE ADV'T ADJOtNING

To Colonial and Foreign Buyers

Tlie peculiarities of these markets
have never been more apparent tliau
at the present moment, requiring the
greate»4t care in pricing andltiiv-
ing, with a view to tiie future Hav-
ing had many vara' experience, I
am prepared to hny for you upon
commission, and to keep you posted
up witii all the latest produnions
and act as youi- i epresentaiive. I
buy rocli bottom. Instructions to
purchase goods must be accompanied
witli order on Bankers to pay cash
against Bill of Lading.

Bankers, London Tity and MidlaiKl
Ltd , Manchester. For terms, please
write stating reijuirements, to

F. \V. ROBINSOiV.
21:{ Deansgate. Manchester, Eng.

FOREIGN AGENCIES

If You Want to Market Your
Goods in the United King-
dom, Write to Me.

1 can handle profitably Cinematograph
Machines, Phonographs, and all Talking
Machine Accessories. My connection in
the trade is second to none, and my ref-
erences are first-class. Correspondence
invited.

R. PRIEUR

68 Basinghall St., London, E. C, Eng,

30

THE TALKING MACfflNE WORLD.

FROM OUR LONDON HEADQUARTERS- Continued.)

which proves that The Talking Machine World
penetrates and circulates the world over. Yours
sincerely, Albert F. Vischer."

An Enterprising Talking Machine Dealer.

A prominent talking machine dealer in this
city has branched out recently in a very enter-
prising manner. Whenever he saw an announce-
ment of the birth of a child.' he immediately
despatched a letter to the parents, pointing out
the interesting fact that for a small fee he could
make a record of the clear baby's prattle.
The Beka Co.'s Handsome Quarters.

The Beka Record Co. have taken fine premises
at 77 City Road, E. C, which are now being
fitted up to accommodate their ever-increasing
business in this country; 77 City Road has not
a very good name in the talking machine trade,
but we feel sure its association with the Beka
people will wreathe around it a new character.

Columbia to Sell Through Factors.

The Columbia are steadily carrying out their
announced policy of "wholesale only." Report
has already been made of the closing of the re-
tail shop at Cardiff. A fortnight ago the Man-

chester depot was closed. The next announce-
ment will have reference to the closing of Glas-
gow's retail premises. Dealers who have hereto-
fore done business with the Manchester branch
have been notified that factore in the Midlands,
or any of the factors on the Columbia list, are
well equipped to take care of all their orders.

Premises Entirely Remodeled.

Drastic interior alterations have been made at
the American Talking Machine Co.'s premises,
which will undoubtedly have the effect of greatly
facilitating business. On the first floor there is
a fine new showroom, and provision has also been
made for better accommodation to cope with the
advance in counter trade. This is a point that
the London factors have not hitherto very spe-
cially catered for, but the counter trade branch
is now gaining good support from the dealers,
which has justified the factors in giving more
attention in this direction. A new system of
racking has also been introduced by this com-
pany, and I may say, its utility serves for what
is the chief thing, i. e., large stocks and prompt
facilities of despatch.

TRADE REPORTS FROM THE PROVINCES

LEEDS NOTES.

Leeds, Sept. 2, 1908.
In Leeds and district the forthcoming season
promises to be an exceptionally good one, it
being the general opinion of most of the dealers
that better-class machines will sell more freely
than the cheaper models. The discs, especially,
are gaining ground here, although a good cylin-
der rrade will undoubtealy be done for some time
to come.

At Messrs. Scott & Co. business was reported
as fairly good, with a considerable brightening
up during the past few weeks. In conversation

with Mr. Scott he said that the Edison would
be his leading line in cylinders. In discs, he is
concentrating upon Gramophone, Zonophone and
Twin records. He has also arranged for the
sole factorship for Leeds of the "Star" disc ma-
chines, manufactured by Havsrthorne & Sheble,
who are well known in the States.

Hilton & Co. say business has increased during
the past few weeks. They carry an enormous
stock of Edison goods; they will chiefly concen-
trate upon these in their cylinder department.
In discs their leading lines will be Zonophones
and Twins; the latter are selling exceptionally
well. They are arranging for a large stock of

Dictaphone Being Prominently Used.

Is John Bull losing his conservatism? Whether
he is or not, the number of magazines for busi-
ness men that preach system and method in
organization would seem to indicate that the
Prince of Wales' advice to the old country to
"wake up" is being followed. That may be one
reason why the strictly utilitarian use of the
talking machine, as a mechanical stenographer
in the office, is gaining so rapidly in favor.
Firms like Cadbury's, Perrier, Ltd., the Silvertown
Rubber Co. and the Palmer Tyre Co. are using
the Columbia Dictaphone with great success. It
has also been adopted in the offices of the Nor-
wich Union Life Insurance Co., and Pickford's,'
the carriers, starting with one outfit as an ex-
periment, have extended its use in several ways.
Among the public men that rely on its assistance
are Mr. Balfour, Earl Cawdor, Lord Hamilton
of Dalzell, and two members of the cabinet, Mr.
Haldane and Mr. Buxton.

Penny Postage Next Month.

Be it remembered that the new penny per
ounce letter rate between England and the States
commences on the first of October.

machines, and will soon publish a wholesale list
to the trade. We were glad to see W. J. Ribbons,
the popular manager of the wholesale depart-
ment, in harness again, after his recent indis-
position.

H. H. Jenkins, 32 Queen Victoria street, who
is the leading agent for Pathe goods in this dis-
trict, says the sales in Pathe goods have kept up
well, and several leading lines of cylinders which
he recently purchased in London have also helped
to pull up the trade. For the next season, in addi-
tion to the Pathe goods, he will handle the
Homophone (which he considers has a great
future before them) and Columbia records. Mr.
Jenkins is very enthusiastic about futu're pros-
pects.

Trade during the summer has been quiet with
^lessrs. Hopkinson's. the well-known piano and

prxCBLSIOR ]Y/[AC1HINES

THB QUAUITV OR BXCEL^SIORS

=^^===== cannot be excelled.

THE NAME EXCELSIOR has become a Household Word and Stands for PERFECTION

and UNEQUALLED WORKMANSHIP.

THERE IS MONEY

IN HANDLING

EXCELSIOR

MACHINES

NO COMPLAINT

OR

TROUBLE

AFTER THE SALE IS
COMPLETED

IVIodel XH.

THE PROOUCT ADVERTISES ITSEUF

Write at once lor I'ree Catalosiue lo

COLOGNE-NIPPES (Germany)

121 NichU'r-Kirchweg

Excelsiorwerk, Ltd.

London, Eng., 45 City Road

THE TALKING MACHINE WORLD.

FROM OUR LONDON HEADQUARTERS-lContinuedj.

musical instrument dealers. They expect a busy
autumn and winter with Gramophone and Pathe
goods.

At R. J. Appleton & Co., Upper Mill Hill, busi-
ness is decidedly better, and the indications are
for a "boom" season. They will factor whole-
sale, for the trade only, Edison and Clarion on
the cylinder side, and Pathe and Columbia on
the disc side. The three special lines of ma-
chines that they particularly push are Columbia.
The "Regal," which has been reduced from
£8 8s. to £7 10s.; the "Crown," at £6 6s., and the
"Jewel," at £4 4s., they consider exceptionally
fine lines, and are models which they are very
successful with, these machines giving every
satisfaction to their clients.

We recently had a pleasant conversation with
J. Sykes, of 49 Albion street, who, by the way,
was practically the first man in Leeds to handle
Gramophone goods in 1898, and he has since con-
tinued to push them. He has a fine display in
his window of the latest models, and concen-
trates his efforts upon Gramophone goods and
Zonophone records in discs and Edison in cylin-
ders. Mr. Sykes spoke very encouragingly of the
real help and advantages that the ordinary
music dealer derives from handling these goods,
and he considers that the industry is at present
indispensable to every dealer who desires to
make progress in his business. For example,
selling a quantity of sheet music, as they do,
Messrs. Sykes are often asked questions about
the piece or song. Having the records at hand,
they can at once put the record upon the ma-
chine and prove to the customer the beauties of
it. Good music, on the disc records especially,
being rendered by celebrated artistes, enables
the would-be purchaser of sheet music to hear
it rendered in the best possible way; and fur-
ther, as a time saver, while this is being done,
and the customer is listening, Mr. Sykes is en-
abled to attend to another client who may be
also waiting. It therefore not only helps the
music dealer in other branches of his business,
but saves considerable time in attending to other
customers. Mr. Sykes is a go-ahead man, whose
trade at present is very large, but which is
bound to develop.

Altogether, the trade in Leeds and district
promises to be considerably larger than has
ever been experienced before. The only cloud
in the sky is the disagreements between the
operatives in the various industrial undertakings
and their masters, but we do not think that
there will be anything to worry about, but that
the differences will blow over in a very short
time.

LIVERPOOL NOTES.

Liverpool, Sept. 4, 1908.

In Liverpool the holiday season is now draw-
ing to a close and agents and dealers are begin-
ning to return, fully recuperated, to make the
next season a "boom" one. Business generally
has been quiet, but the reports are that a much
more favorable business has been done in the
North than has been the case in the South. The
next season's prospects could not be brighter, the
general opinion being that not only will it be a
good one, as far as sales are concerned, but that
a much better class of trade altogether will be
done, the cheaper goods giving place to the bet-
ter-class articles, both in machines and records.

At J. B. Cramer & Co. extensive alterations
have been made to enable a much larger stock to
be kept than hitherto, and also in the most con-
venient way to deal quickly with the customers'
requirements. More counter space has been
allotted, the goods have been placed in a very

PHILIP NEALE,

PHOINO. BXPERT,

5 Chalk Farm Rd. LONDON. N. W.

Talking Machines of every description repaired.
Special terms to the trade. City address and price
list on receipt of postal. No job too small — no
Job too large.

THE

dfaduMTIefDiaplratiii

(PROTECTED)

BUILT
LIKE A
WHEEL

Belter than
Glass, Mica or
Wood. Noth-
ing else so
good.

The loudest and most perfect reproduction
yet obtained.

For Edison "C," or Columbia Lyric, 2/ or 50c.
with crosshead attached.

A LITTLE MARVEL
For "Exhibition" Sound-box. - 4/ or $1.00
or other sizes.

EXTRA LOUD AND SWEET.
My new " Needle Tension Attachment " for
disc sound-boxes is ready.
(S^e news columTis this l-ssue.)

Post Free with Instructions. Literature and Testimonials from

DAWS CLARKE

l-,ongfoi-d P I a c © , L. o n g s i g h t
IVIanohestet-, Eng.

N. B. — Dealers and .Jobbers ordering samples
should remit in full, the trade difference will be
refunded. We are open to offers for the American
rights in this Diaphragm.

get-at-able position, and every effort will be made
to keep right up to date in Gramophone, Zono-
phone and the Twin Record Co.'s products, the
latter which they have recently taken up.

At Messrs. Richardson's they expect the forth-
coming season to be an exceptionally good one.
Their leading line in cylinders, of course, will
be Edison's, of which they carry an enormous
reserve stock, so that they are in an exceptional
position s'^ regards delivery.

The Reliance Engineering Co., of Manchester
street, who factor bicycles and accessories, have
recently opened a branch in Paradise street.
They are wholesale factors for Edison machines
and cylinder goods and Zonophone discs.

Mr. Archer, of Archer & Sons, having just re-
turned from a holiday in the South, is very
enthusiastic over the future prospects, and stated
that to all appearances there was an exceptional
season in view. In a previous issue we men-
tioned that taking into consideration the enor-
mous quantity of records issued every month by
the various manufacturers, some arrangement
should be made whereby records that prove un-
suitable for the locality should be exchanged for
those that are suitable. Mr. Archer said that
something of this kind would eventually have to
be considered, as it is almost impossible to
handle every new record put upon the market
each month. We agree with this gentleman that
buyers and large dealers, who purchase practi-
cally every record as soon as they come out from
the various firms they deal with, should have
the option of being able, at any time, to return
the unsuitable numbers for the more suitable
ones, as may be required in their district. As
Mr. Archer rightly says, it is to the manufactur-
ers' own interest to do this, and in many cases
it would help them, because records that are not
salable in Liverpool would probably be salable
in the South, or perhaps in the far North. If
the unsuitable records were returned to the
manufacturers as received, in an absolutely new
condition, there is no reason whatever why others
should not be supplied in their place, without
question of quantities or any difference in prices.
It would simply mean that the quantity in stock
at the manufacturers would remain the same,
but would be constituted of different numbers.
There is no question but that this point must
receive attention in the near future, and it is
said that manufacturers have already agreed to
exchange and replace unsuitable stock for other

goods more suitable to the different districts.

Thompson, Helsby & Co., who factor Pathe
Favorite, Homophone and Beka records, expect
a busy season.

Messrs. Dibbs, Ltd., are conducting a clearance
sale, owing to the lease of their premises closing
at the end of September. They are looking out
for new premises, but the location has not yet
been decided upon.

Pathe Preres have been showing their new
season's goods at Lawrence's Hotel, in Liverpool,
during the past week, under the supervision of
Jellings Blow and W. P. Thompson. Their new
models are exceptionally fine.

MANCHESTER NOTES.

Manchester, Sept. 6, 1908.

In Manchester and district the trade shows
decided signs of improvement. Sales are begin-
ning to be more frequent, and would-be buyers
are now visiting the various depots, finding out
the prices and viewing the different models for
the next season's requirements. Unfortunately,
the general outlook is gloomy, differences having
arisen between the masters and the men in the
various departments and mills connected with
the cotton industry. Manchester, as is well
known, depends upon cotton and woolen goods
principally, for its existence; and whenever there
is likely to be disturbances between capital and
labor it always reflects the outlook upon special-
ties that are regarded as luxuries by the work-
ingman. We hope, however, that the trouble will
blow over, and there is every indication that, if
it does, trade will be exceptionally good during
the forthcoming season.

In pursuance with their already advertised
policy, the Columbia Co. closed their retail depot
in Manchester on August 15. The reason is that
their future policy will be not to do any retail
trade whatever, but simply supply the factor,
who again distributes to the public.

D. Eraser Watson says that it is his intention
to specialize upon Pathe goods during the forth-
coming season, and he anticipates a record year.

Burrows & Co., of High street, are now busy
completing arrangements for the holding of extra
large stocks for the coming season. With the
holidays over, business is beginning to brighten
up, and the sales are more numerous. Messrs.
Burrows have given up all their side lines, such
as bicycles and electrical novelties, etc., and have
concentrated their efforts upon talking machines,
phonos and supplies. Extensions will be made

&Ae ROYAL

LATEST AND BEST
EXPANDING

tflT The only album constructed on scien-
tific principles — adapts itself to the
number of Records. — Full particulars.

THE CITY MANUFACTURING CO.

56 City Road, London, England

32

THE TALKING MACfflNE WOULD.

FROM OUR LONDON HEADQUARTERS- (Continued.)

in the near future to further augment their now
existing showrooms, with a view of being able
to serve their clients quicker.

At Messrs. Robinson's, Deansgate, alterations
are now in progress to further extend their al-
ready large business. Their sales in "Favorite"
records during the past season have been excep-
tionally large (they being the northern factors
for these goods), and this season Mr. Robinson
anticipates doubling it. They have also taken up
Beka records as northern factors, besides which
they will handle a full line of Zonophone and
Twins. Mr. Robinson also intends to put in a
full line of Pathephones and Pathe discs, so that,
altogether, there is no pessimistc view in this
house.

At C. Duwe's, the well-known factors of High
street, business was exceptionally good during
the past week or two. The sales of both Zono-
phone and Twin records for September have been
exceptionally large. The sales and delivery in
one day alone in the September Zonophones were
over 1,600 records. Messrs. Duwe have taken
over the whole of the Columbia Co.'s stock, hith-
erto held at their retail depot in Market street.

Messrs. Richardson, Shudehill, say that busi-
ness is distinctly above the average. They are
wholesale factors for the Twin records, which
fact we omitted to mention in our last notes.
Taking the state of the trade altogether, Messrs.
Richardson anticipate an exceptionally fine sea-
son.

A good deal of discussion is now taking place
with regard to the new policy of the Edison-Bell
Co. We understand they are about to open
branches in Manchester and other norchern
towns, with a view of supplying the dealers
direct, dispensing altogether with the services of
the wholesale factor. They have issued circulars
showing the following advantages: Reduced
prices, free exchange, carriage free, prompt sup-
plies, and protection against price cutting, which
are all, if properly carried out, advantageous to
the dealer. In the new schedule of prices, where-
by the lO'Vi-inch, double-sided, needle-cut discs
will cost Is. Cd. and sell retail at 2s. 6d.; the
8%-inch phona cut discs will cost Is. and sell
at Is. 6d., and the 11-inch double-sided phona cut
discs will cost 2s. 3d. and sell at 4s. each. Most
of the dealers have received the circulars, and
no doubt they are fully informed of the future
policy of the company. It is, however, a remote
question whether the multiplicity of small ac-
counts will not be of considerable trouble to them
and more than counterbalance the price as
charged to the wholesale factor, as against that
charged to the retail dealer. The trade will,
however, watch with interest the working of the
new scheme, and we certainly wish them every
success in the future.

Messrs. Lange's Successors, the manufacturers
of the celebrated "Klingsor" machines, are at
the present time showing a magnificent range of
goods at the Midland Hotel, Manchester. We
must congratulate Mr. Maurice upon the very
excellent models shown. There is no doubt what-
ever but that the cabinet machine will be the
machine of the fu'.ure, and with the latest im-
provements these machines will command an ex-
ceedingly large sale. Several of the leading
wholesale factors in this country have placed
very extensive orders with this firm, and alto-
gether, Messrs. Lange's Successors expect an ex
ceplionally busy season. Beautifully finished, of
splendid proportions, fitted with the well-known
Excelsior motors, and their patent Zora sound
box, we consider these machines splendid value
for the money. A good many of the leading
Lancashire dealers have taken hold of these
goods. We understand that Messrs. Robinson.
Deansgate, have taken them up, and the whole
of the models will be on show there in the course
of a week or two. Dealers are requested to note
this, as Messrs. Robinson will be pleased to givo
the fullest information concerning them.

Noble & Sons, the well-known dealers, of Al
Irencham, are now making extensive arrange-
ments for next season's supplies. They have

placed a large order with the Pathe Co. for both
Pathephones and Pathe records. They are now
considering an extensive local advertising cam-
paign to cover the whole of their district.

We would like also to draw the attention of
the makers of records to the very unsatisfactory
way that some of the orders are fulfilled. A
factor, for example, sends a large order in, ex-
pecting the whole of it to be filled, instead of
which (perhaps owing to some of the goods being
out of stock), only a part is sent. When this is
the case it should be the rule to say so and cross
the balance off the order book, advising the buyer
at same time, so that if necessary he can repeat,
instead of which part of the order is executed,
the balance probably forgotten by the dealer, and
who to his surprise receives the balance some
months after. All goods not in stock when
ordered should be crossed the order book, so
that the dealer when ordering a further supply
can repeat if necessary.

BEKA ADVANCE IN ENGLAND.

The Records Made by the Beka Co., of Berlin,
In Almost Evsry Language Becoming Better
All the Time — To Occupy Larger Premises
Soon in London.

( Special to Tbe Talliins Madiine World. )

London, Eng., Sept. 4, 1908.
"We have had a special interview with Mr. O.
Ruhl, the London agent of the Beka record, and
from what he says we gather that the English
business is increasing to such an extent as to
necessitate the occupation of the very spacious
premises in City Road. We are not surprised
to hear of this trade increase, which is evident
in their sales all over the world. As from the
high quality provided it is certain that the Beka
records will receive an additional impetus dur-
ing the coming season. Some splendid ' issues
are in the course of production and of these we
shall give further particulars in our next issue."

"THE BEST NEEDLE IS THE CHEAPEST."

A $7 record can be immediately ruined with
a poor quality needle. The best needle is one
that gives a perfect reproduction from start
to finish.

Needles must be tempered hard enough to
preserve the point long enough to follow and
fit the groves on all parts of a record.

A needle should also be properly tapered to

insure a correct combination of volume and
tone.

The foregoing represents the opinion of J. New-
comb Blackman, president of the Blackman
Talking Machine Co., and attention is called to
their advertisement of "Playrite" and "Melo-
tone" needles elsewhere in this issue.

WILL REACH 89,000,000 READERS.

Victor Campaign for Fall and Winter the Great-
est on Record — Up to the Dealer to Get Busy
and do His Share — Improvement for the Past
Two Months Is Recorded.

The Victor Talking Machine Co., of Camden,
N. J., have prepared a map which furnishes dis-
tributers and dealers with a very effective means
of getting an idea of the magnitude of the new
est advertising campaign which this company
have inaugurated for the purpose of promoting
the fall and holiday trade of their clients. In
this map there appears a complete schedule of-
advertising in the different States, giving as well
all the publications which they have entered.

We note that contracts for advertising have
been closed with 49 magazines, men's and
women's publications and illustrated weeklies; 42
national agricultural publications; 55 of the
greatest newspapers in America, as well as the
leading trade papers. It is calculated on a con-
servative basis, that the Victor advertising will
reach 89,000,000 readers the coming fall. In this
connection they solicit the assistance of dealers
and ask them to make profitable this enormous
outlay — which even in times of depression they
have undertaken — by inaugurating a local adver-
tising campaign, and take such other steps as
will help to stimulate trade. It is also suggested
that orders be sent in early and not wait until the
rush comes. They report also that the Victor
business during the month of July showed an
improvement of 25 per cent, over orders received
in June.

AMERICAN FOTOFONE CO. INCOEPOKATED.

The American Fotofone Co. has been incorpor-
ated in Delaware for the purpose of dealing in de-
vices of all kinds for synchronizing moving pic-
tures, singing and talking machines. The capital
is $1,000,000. Further particulars as to manu-
facturing plans are not to hand.

® DO YOU MEET THE DEMAND ®

FOR

VERNIS MARTIN
IMT. RGOKWOOD
DECORATED AND
INLAID DESIGN

CABINETS ?

They help sell expen-
sive machines

BUY THEM FROM

Cadillac Cabinet Co.

Onr ol the 41 Record Cabinets lihovirn in our new CATALOG

OF MUSIC ROOM FURNITURE D E.X'R O I T, MICH.

THE TALKING MACHINE WOULD.

33

TRADE CONDITIONS IN GERMANY

Business Has Been Quiet — Smaller Concerns Fesling Financial Upheaval to Some Extent — His-
toric Leipzig Fair Now Opening — The Beka Co.'s Big Foreign Trade — An Important Case
in the German Courts — Other News of General fnterest.

(SpeeiaJ to The Talking Machine World.)

Berlin, Germany, Sept. 1, 1908.

We are beginning to receive communications
from America regarding ttie steady improve-
ment in business conditions generally, and espe-
cially in the talking machine trade, and the
bright outlook for autumn and winter trade, but
unfortunately manufacturers and dealers in Ger-
many cannot make such an encouraging report.

While some few manufacturers can see the sil-
ver lining of the black business cloud by far the
majority are of the opinion that the coming
autumn and winter will be counted among the
worst seasons of recent years. For some years
past we have enjoyed, like our confreres in the
States, a veritable "boom" in all kinds of busi-
ness, with the result that many establishments
have been founded on uncertain financial footing.
These concerns, as well as all undertakings of
doubtful solidity which owe their existence to an
easily glanced credit, will naturally suffer in the
present period of liquidation. Regarded from
this standpoint, the general depression in trade
might well be welcomed were it not for the fact
that the just, as well as the unjust, suffer in the
"cleaning up" process.

The piano manufacturers, or at least the ma-
jority of them having established reputations
for producing instruments of high quality have
been able to rely on that reputation to pull them
through the temporary financial troubles, but
such is not the case with the talking machine
trade. Here the big profits made by the lead-
ing firms have led to such a degree of over-
production, and its inevitable consequence of
under-price selling, that even without the unex-
pectedly rapid slump a smash was bound to come.
As the facts stand, there are few manufactories
now to be found which were not already in ex-
istence before the "boom" — all the others have
disappeared. This applies naturally only to the
manufacturers of machines and supplies, as the
manufacturers or disc and cylinder records have
a wide and profitable field, and thus suffer less
from the crisis.

The trade are now busy preparing for the
Leipzig Fair, though the business situation will
hold many back and cause even the exhibitors
to curtail thsir spaces and expenditures. While
the spring fair was very poorly attended by
foreign buyers it is expected that more will visit
the autumn fair. There will be many new things
shown there of interest to the talking machine
trade, as neither inventors or manufacturers
have been entirely idle during the year. A num-
ber of new loud-toned talking machines will be
shown as well as the loud toned disc. A new
process of recording will also be demonstrated,
while several new and improved motors, and
numerous novelties will be on view. A majority
of those firms who exhibited at the last fair will
be represented though few new exhibitors have
been announced. The success of the Leipzig
Fair will do much toward reviving general busi-
ness in all lines as it is a meeting of great com-
mercial importance.

Leipzig's significance as a Fair city dates
back more than 400 years. The fair took its
origin in the regular meetings of the tradesmen
from all the countries of Europe and the Orient in
this most central city of Europe, where all lines
of traffic from North, South, East and West cross
one another. In the course of the passing cen-
turies the Leipzig !f"air has passed through many
different stages of evolution. Originally the Fair
was the scene of direct trading in goods, of buy-
ing and selling of wares brought by the various
tradespeople; nowadays the Fair is a German
and international commercial meeting place for
the sale of goods on samples. It is no longer a
place for the sale of actual wares brought by the
manufacturers and wholesale dealers, but a cen-
ter for the giving and taking of orders on tho
samples showri.

Despite the general depression the Beka
Record Co., Ltd., are one of the firms who have
defied conditions and have forged steadily to the
front. The factories of this company have been
kept going on full time and continual additions
made to the staff of experts and the clerical
force. It is claimed and quite safely, that there
is no modern language not represented in Beka
records, made in the country of origin under
natural conditions and not in a German labora-
tory of linguists.

The foreign trade of the Beka company espe-
cially in Asiatic records is enormous, the com-
pany having records in six Chinese records alone
as well as eight dialects in Hindustanee, and
Malayian, Tamil, etc.

Just how much a manufacturer owes to the
dealer handling his goods is the basis of a very
interesting case now in the German courts. The
dealer bought several orchestrions from a manu-
facturer and sold them to the proprietors of
hotels and restaurants. The manufacturer and
dealer later had a number of serious disputes
and as a result business relations between the
two were discontinued. The manufacturer was
the only one who made records for the orches-
trions and when the purchasers ordered new
records through the dealer, the maker refused
to supply them, thus putting the dealer in a
very delicate position. As a result the dealer
has "appealed to the courts to either force the
manufacturer to supply the records or take back
the orchestrions and refund the amount paid for
them." The decision of the court will be awaited
v/ith interest in many quarters as setting a
precedent.

The Deutsche Sprechmaschine Werke, G. m.
b. H. of this city, have increased their capital to
M25,000 ($5,950) and 'have moved from Rit-
terstrasse 51 to 49 on the same street, where
they will have larger quarters.

A report reaches here that the Austrian
Gramophone Co., m. b. H., have opened a shop
in Vienna, Konigerstr. 8 as factors of the
Gramophone and Zonophone. They will do busi-
ness in all Austrian provinces not previously
controlled by other factors.

Several excellent records of the voice of Queen
Carmen Sylva of Roumania have been obtained
by the Dacapo Record Co., specimens of which
have been forwarded to her majesty.

The International Talking Machine Record Co.
m. b. H. have such fine records from Morocco,
Egypt and Algeria, that there has been built up
a very heavy business in those countries. A
member of the Mission from Morocco heard the
records on the recent visit of that body and,
being a poet, offered to make some new ones.
The company accepted the offer and the records
are now on the market.

Speaking of nejv B records, the latest humor-
ous Beka record, entitled "Twelve Hours in the
Balloon Zeppelin," is what you Yankees would
call a "knockout." The humor is bright and
sparkling and appeals to all who hear it.

Among the talking machines that are winning
popularity and will no doubt be shown at the
Leipzig Fair are those made by Carl Schroeter,
Prinzessinnenstr, Berlin, for both disc and cylin-
der records. The machines are run by most im-
proved motors and are expertly constructed
throughout.

It is hoped that I will be able to forward a
much more pleasing report upon conditions in
this country for the next issue of the Talking

Machine World, as by that time the autumn
will be well advanced and business here should
then be evident.

BRYAN AND TAFT RECORDS FOR ITO.

Those Records by Both Men Referring to Philip-
pines Sent to Japanese Minister of Foreign
Affairs by Victor Dealer in Japan.

An enterprising Victor dealer in Japan re-
cently forwarded to the Marquis Ito, the Japa-
nese Minister of Foreign Affairs, records of Mr.
Bryan's and Judge Taft's addresses on the Philip-
pines, according to V. W. Moody, sales manager
of the Victor Distributing & Export Co., New
York. Transcripts of both speeches were also
remitted at the same time, so that the exact
views of both these distinguished men would be
had.

The salesmen of the V. D. & E. Co. staff
started on the road this week. Mr. Moody is cer-
tain they will have a good September business.
Some interesting experiments were made with
the Victor Auxetophone last week that may open
an entirely new and profitable line of sales for
this instrument.

The Victor Taft records were reproduced in
part by the New York Times recently, following
the methods employed by the New York Evening
World with the Bryan Victor reproductions.

CHAS. J. HOPKINS RESIGNS.

Chas. J. Hopkins, who has represented the Co-
lumbia Phonograph Co. for several years in for-
eign countries, but more recently in South
America, has resigned from the talking machine
business and has accepted a position with the
Oliver Typewriter Co.

RAPKE SYSTEM OF LABELS AND TRAYS.

Talking machine jobbers and dealers all over
the country have long ago recognized the value
of the Rapke system of labels and trays for
Edison records and have installed the system
permanently, subscribing for all the new labels
as they are issued each month. The greatest fea-
ture of the system is simplicity. No special
racks or shelving are necessary and no elaborate
preparations needed to install it. There are
labels for all records in the Edison catalog, both
English and foreign, and the labels for the new
issues of the months are dispatched at an early
date, to be in the hands of the dealer before he
receives the records. The trays hold two, three
and four and six records, respectively, and may
be obtained either folded or built up. One label
can be used for any number of records, the vari-
ous trays following the one bearing the label, on
the shelf, until the next label appears. Victor
H. Rapke will send a sample of the labels and
trays to any dealer or jobber requesting same.

"Doc" O'Neill, now attached to the export de-
partment of the Victor Talking Machine Co.,
Camden, N. J., who has been in China for some
time, advised John Macnabb, general manager
of the Universal Talking Machine Co., Newark,
N. J., under a late date and via a picture postal,
that he was in Yokohama, Japan, and was about
to leave for Hong Kong, and on closing up his
Chinese engagements would sail for "God's
country" again.

"Is your new machine a four-cylinder?"
"No; only one cylinder."
"What sort of an automobile is that?"
"Pshaw! I'm talking about my phonograph."
— Birmingham Age-Herald.

SFECIAL-FABRIK

CARL SCHROETER

BERLIN S 42. prinzessinnenstr. 21

34

THE TALKING IVIACHINE WORLD.

COLUM

You ea;
completl
Columbi
Disc
about 7(li
at less til
ttieinvei
tolore ]

4^ sales/

Full cr
alloivef]
Record >
any m£'
particiil

Columbia Double-Disc Records !

All Columbia Disc Records manufactured hereafter will be Double-
Faced !

A different selection on each side !
Two records at a sinp^le^ price !
65c. for the lo-inch Double-Disc.
$1 for the 12-inch Double-Disc.

Si. 50 for the 12-inch Symphony Series Grand Opera Double-Disc.

$2.50 for the lo^-inch Fonotipia Series Grand Opera Double-Disc.

$3.50 for the 12-inch Fonotipia Series Grand Opera Double-Disc.
h'c pillar trade discounts apply.

And when you see our magazine advertisements \ou will sec how
\vc arc going to let the people know about it from now on.

The first thing you are going to do is to sit down and figure out :
What it means to your customers and what it means to you.

WE ARE READ
ESTABLISHING EXCH
WITH EXCLUSIVE RIGHl
REPRESENTED. WRITE FOR

It won't take you long to realize that there is only one answer
it as far as the owner of a talking machine is concerned — it's double va
for his money plain as daylight, once he hears of it — and we'll take c;
he does hear of it !

Your end of the deal is better yet. The dealer's biggest burden
removed forever; you can carry an absolutely complete stock of Columl
Double Disc Records— every record in the catalog. lo-inch. i2-in(
Symphony, Fonotipia and all — at less than one-half the investment heii
toforc necessary. The entire list consists of about 700 records — givi"
you about 1.400 specially selected, best-selling selections. Less stock, 1<
loss, less trouble, less freight, less cartage, more profit — and an envelc
furnished with every record in your stock.

Now, how about your present stock? No come-back there eith
Dealers may send to our Local OfYiccs or Factory any quantity of lo-in
single Cx)lumbia, \''ictor, Zonophone or Star records, and we will crc

:rc 1

COLUMBIA PHONOGRAPH COMPAI

IF YOU HAVEN'T ALREADY RECEIVED A CATAI-OgJ|

I I

THE TALKING MACHINE WORLD.

35

UBLE-
)ISC

ECORDS

carry a
stock of
Double-
cords
imbcrs-
one-half
Knthcrc-
lired.

will be
I every
return-
Ask for

ARRANGE FOR
: COLUMBIA DEALERS
iERE WE ARE NOT NOW
ICULARS BY THE NEXT MAIL

j6c. each for them. Conditions : Records must reach us unbroken
pother than this, condition of records is immaterial) ; the dealer must
)ay the freight, and must buy three double records for each record
;redited. Jobbers' allowance and conditions will be furnished on appli-
:ation.

Think what this means to every single individual among the hun-
dreds of thousands who own disc talking machines — both those who are
kow buying records every week or so and those who have stopped buy-
ng for any cause ! And imagine not only the sure increase in your
record business, but in your machine business. Columbia Double-Disc
Records will make it possible for hundreds in your neighborhood to own
L Disc Graphophone who could not heretofore afford it because of the
;ost of the records. You can now offer Double-Disc records at 65 cents
—equal to 32^ cents per selection ; cheaper than any single faced disc,
r any cylinder record other than Columbia, on the market.

The fact is, this is no sudden experiment. It's a revolution, true
enough, but it was bound to come. The Double-Disc has already dis-
placed the single all over Europe and the rest of the world. The
Columbia record business in England actually doubled inside of three
months after the English Double-Disc Record appeared.

The dealer who ties on to our first announcement of Columbia
Double-Disc Records will find it easy to tie a string around the best
of all the record business in his locality and lead it over to the Bank.
The first dealer in each town to follow our public announcement with
one of his own, will surely carve off a huge slice of new business.

Don't wait until the second month to take hold of Columbia Double-
Disc Records and then find that some other dealer has secured the ex-
clusive handling in your town. It's one plain, distinct, and mighty un-
usual opportunity — and the first month will have a good deal to do with
your future hold on the record business that ought to be yours.

|r, Genl, Tribune Building, New YorK J5

OLUMQIA DOUBLE-DISC RECORDS, WRITE FOR IT!

S6

IMPORTANT DECISION IN JONES PATENT SUIT.

Details of Judge Hough's Ruling in the Suit of the American Graphcphone Co. Against Leeds
& Catlin Regarding the Duplication of Disc Records by Electrotypi ng Process — Bill of Com-
plaint Was Dismissed — Decision Has Been Appealed to Higher Court.

The long awaited decision In the case of the
American Graphophone Co. against the Leeds &
Catlin Co., was handed down by Judge Hough,
Circuit Court of the United States, Southern
District of New York, August 24, In which the
Jones patent for the duplication of disc records
by the electrotyping process is held invalid and
the bill of complaint is dismissed. The plain-
tiffs, the owners of the patent in question, No.
688,739, issued December 10, 1901, had previously
maintained its validity in the Circuit Court of
Appeals, Second Circuit, the opinion making
the final adjudication being filed March 9, 1906.
Judge Hough upsets this finding by declaring
the Jones process had been anticipated by an
English inventor, and therefore it was void. An
appeal will be taken. The decision in part is as
follows:

"Complainant's case rests upon an adjudica-
tion of the patent In suit, made by the Circuit
Court of Appeals in American Graphophone Co.
against Universal Talking Machine Manufactur-
ing Co. and American Record Co. * * * By
stipulation defendant admits that it made, before
this suit was brought, what are commonly called
'records' for talking machines, of the disc type,
impressed with helical grooves of substantially
uniform depth, and characterized by lateral, and
not vertical undulations, registering or repre-
senting the recorded sound waves."

Such records it admits being made by two
processes and the judge finds that the first
process was not, and that the second process
was, an infringement. The contention of the
defense that "their 'gold' records (so-called) do
not infringe, even under the widest interpreta-
tion of the patent in suit * * * i cannot

To Wide-Awake
Business Men

Read these few pointers about the In-
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through, read them again. When you have
read the second lime, sit down and send us

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No Breakage i This means
No Weair-Cut \ no loss

Monthly EXChang'e ) This means
Proposition \ No Dead Stock

LOUDER REPRODUCTION
BETTER TONE QUALITY

In conjunction with the Special Spring
Weight Heproducer with Special Point
(Indestructible Reproducer) this Record
produces the finest tone that any Cylinder
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WE WANT DEALERS AND AGENTS
EVERYWHERE AND ARE PREPARED
TO GIVE A MOST LIBERAL PROPO-
SITION TO RESPONSIBLE PARTIES.

Samples by Mall

KeCORDS 3Sc. each. REPRODUCERS (3 00 etch

American Talking MacliineCo.

586 Fulton St., Brooklyn. N. Y.

think correct." the court giving his reasons
therefor at length. The main points of discus-
sion on both sides with commen_ts of Judge
Hough interspersed, followed, in which the
opinion of the Circuit Court of Appeals mainly
figured and was upheld.

The opinion then goes on to say:
"Defendants have, I think, been prepared for
this holding, and most of the bulky record, and
unnecessarily acrimonious arguments submitted,
deals with two main heads of discussion, viz.:
The appellate court erred. Naturally the argu-
ment is not put in these words, but that is what
it means. * * * The questions raised by
these criticisms this court cannot resolve, and I
decline discussion of them. Accepting then the
opinion (Circuit Court of Appeals) as a binding
e.xposition of the patent in suit, what is the scope
thereof?

"Without any aid from testimony in this case
it appears that Jones' patent was upheld because
it being admitted that sound recording by lateral
undulations in a groove of uniform depth was
old; that the placing of such a record on a disc
was old; -that electro metallurgy was very old,
and that electro-metallurgical processes as ap-
plied to the reproduction of sounds on cylinders
whether originally recorded by vertical or lateral
undulations were also old; yet novelty, utility
and invention inhered in the application of the
same old process to the multiplication of discs
with laterally undulatory sound records there-
on. Anything narrower than this patent I find
it diflicult to conceive, but such as it is it has
been adjudicated, and by the higher court.

"Therefore, new evidence of prior use is to be
received with great caution, and I do not think
that either LaDow, Kamrath or Hollingshead so
clearly show priority as to entitle defendant to
a decree, when this court is bound to assume
that Jones did have a workable process, known
and used by him when he filed his application,
and that any person skilled in the art as it then
was, could on November 19, 1897, have taken
Jones' application and put his process into op-
eration. From considering the anticipations
claimed to be found in the Berliner inventions,
I think the court is prevented by the Circuit
Court of Appeals. If Berliner then testifying
could not convince that court, I cannot be law-
fully convinced by references to old inventions
to which he did not himself refer.

"It does, however, still remain true, that the
sole ground I can see in the controlling opinion
for upholding Jones' patent is that he first
thought of using electro-metallurgy to reproduce
on discs the laterally undulatory record of
sound. If any one anticipated that thought, this
patent is void. If any one assumed to present
that thought, he must be presumed to have done
so in the light of then existing literature on the
subject. If the literature was large, if the gen-
eral subject was well known, reason the more
for assuming a general knowledge of the sub-
ject and permitting the person presenting the
idea, to speak elliptically — to take many things
for granted.

"Electro metallurgy is and long has been an
art to which those remarks apply, it has not
l)een necessary for generations to define or ex-
plain the word electrotype. Applying these
propositions to the Adams-Randall British Pat-
ents 9762 and 9996 of 1888, it is perfectly clear
to me that Randall contemplated and disclosed
the application of electro-metallurgy to the mul-
tiplication of records of the disc and laterally
undulatory type.

"The moment he staled that he intended to
have more than one permanent record of the
same sound, and to procure the same by electro-
typing he told the whole story: of cutting,
scratching or otherwise marking a receptive sub-
stance, 'suitable,' of course, taking a negative

therefrom, and thereby multiplying positives —
by the first statement of this story Jones' patent
must stand or fall, under the controlling de-
cision. I think it falls, because the story is in
a document which as to time cannot be doubted.
Bill dismissed."
Statement from American Graphophone Co.

Paul H. Cromelin, a director, speaking for the
American Graphophone Co., furnished The World
the appended written statement relative to the
decision above:

"On August 25, 1908, Judge Hough, of the
United States Circuit Court, handed down a
carefully considered and clearly written opinion,
in which all save one of the defenses presented
on behalf of the Leeds & Catlin Co. are one a.'ter
the other overthrown, and he finds that the
Jones patent, if valid, is infringed by the Leeds
& Catlin Co. That one defense consists of two
British patents granted in 1889 to Adams-Ran-
dall. In Judge Hough's opinion Adams-Randall
anticipates the Jones patent, and for that reason
he orders the Graphophone Co.'s complaint to
be dismissed.

"It is contended by the Graphophone Co.: first,
that these Adams-Randall British patents do not
completely disclose anything; second, that what
they do disclose is different from what is claimed
by the Jones patent; third, that what they dis-
close is impractical and inoperative; and, fourth,
that the Adams-Randall patents do not disclose
any material fact not already considered by the
United States Circuit Court of Appeals a year
or two ago when it sustained the same Jones
patent.

"In the opinion of the Graphophone Co. and
its advisers, for each one of th.ese four reasons.
Judge Hough erred in thinking the Jones patent
anticipated, and the Graphophone Co. has every
reason to expect victory in the higher court, to
which an appeal will be promptly taken."

Leeds & Catlin's Statement.

Louis Hicks, counsel for the Leeds & Catlin
Co., stated their view of Judge Hough's opinion,
as subjoined:

''The effect of Judge Hough's decision and de-
cree is to negative everything that has been so
persistently asserted by the American Grapho-
phone Co. and its selling agent, the Columbia
Phonograph Co. The Jones patent is void and
of no effect whatever. I have heretofore pointed
out to you that the claims of the invalid Jones
patent were process claims only and that the
courts have held that any dealer is at liberty
to buy the product of a proceos patent and to
sell the same without incurring any liability
whatever to the owner of the patent. The de-
cision of the court is that the patent is void, and
for that reason it is of no effect against either
manufacturers or dealers.

"My attention has been called to certain state-
ments from the American Graphophone Co., to
the effect that Judge Hough held the Jones pat-
ent invalid upon only one of the defences urged
at the final hearing. The court having found
the Jones patent to be invalid because of one of
the defences urged, had no occasion to examine
or pass upon the other anticipating patents and
publications contained in the recorJ. "Anything
narrower than this (Jones) patent,' said Judge
Hough, 'I find it difficult to conceive,' and he held
it to be void because the alleged new invention
had been disclosed and patented by Charles
Adams-Randall in England more than nine years
before Jones applied for a patent in the United
States. The court having held the patent to be
void, it would serve no useful purpose to enum-
erate the other prior patents and publications
upon which the patent would have been held
void had the Adams-Randall patents of 1888 not
been sufficient for that purpose."

THE HAND NEVER LIES.

Tlie hand never lies. It always obeys without
question the orders of its mastei" — the brain. If
it is desired to improve the product of the hand,
attention must lie given to the education of the
mind, wliicli has exclusive jurisdiction over tha
hand.

THE TALKING MACHINE WORLD.

37

COLUMBIA CO. SPRING DOUBLE DISC SENSATION

Announce That Hereafter All Columbia Records Will be Double Discs and That Full Credit Will
be Allowed on Every Record Sent in of Any Make — A Move That Will Interest Dealers —
Exclusive Rights Granted to Columbia Dealers — Announcement That Is Full of Interest to
the Talking Machine Trade.

There is plenty of live Columbia news in the
advertising columns of The World this month,
which should have a peculiar interest for deal-
ers. The announcement that hereafter all Co-
lumbia disc records will be double discs is at
once a distinct departure from any talking ma-
chine announcement which has previously ap-
peared in this country. This enables a pur-
chaser to have a different selection on each side
— in other words, two records at a single price.

The Columbia ten-inch double disc records will
be sold for 65 cents, $1.00 for the twelve-inch
double discs and $2.50 for the Fonotipia double
discs. There are about COO numbers from which
to make selections, but the double disc announce-
ment is not the only interesting Columbia de-
velopment this month.

It is followed by the statement that full credit
will be allowed for records of any make re-
turned to the Columbia people. The conditions
imposed on the return records are that all must
reach the Columbia headquarters unbroken. The
dealer must pay the freight and must buy three
double disc records for each record credited.
Such an announcement as this, coming from a

'VICTOR" AN AID TO TEACHERS.

Many teachers of singing all over the country
are loud in their praises of the talking machine
as an aid in their work. Students frequently
progress much more rapidly when a talker is
used than when the old style methods of per-
sonal instruction are pursued and the Victor
Talking Machine Co. are constantly in receipt
of letters from well known teachers testifying
to the helpfulness of the Victor in their work.
One writes:

"With the 'Victor' it is possible to save much
of this lost time, as the teacher — if he is an 'up-
to-date' one — has the correct record of this aria
in question by possibly half a dozen of the
greatest singers in existence, which the student
can hear over and over again, thus becoming
familiar with the professional cuts, the correct
pronunciation of the text, phrasing, the tempo,
also the cadenza of the various great artists and
their rendition of same, which in itself is of in-
calculable value. Under the right singing mas-
ter who thoroughly understands the art of sing-

FREE SAMPLES

Of Needles That Prove

TRADE

MARK

NEEDLES

"THE NAME TEILLS WHAT THEY DO"

Rest for VOLUME, TONE and LASTING
QUALITY. PLAY RIGHT from START to
FINISH. PRESERVE RECORDS and can be
used on ANY DISK MACHINE OR RECORD.
Packed in RUST PROOF packages of 100. RE-
T.'ML, 10c. per 100; 25c. 300; 75c. l.OOii.

TRADE MARK
"GIVE A MELLOW TONE"

REDUCE VOLUME and DON'T SCRATCH.
Each needle can be used SIX TIMES. No special
attachments needed. Packed in RUST PROOF
packages of 200. Price, 25c. Package.

NOTE— We furnish Jobbers and Dealers with
ADVERTISING MATTER FREE. Big profit.
We will send FREE sample packages to .lob-
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Manufactured by

BIACKMAN TALKING MACHINE CO.

9T Chambers Stt-eet, IVew Yoi-lc

great purchasing house, has a distinct bearing
upon trade conditions everywhere, and it is cer-
tain that there will be a big demand for Co-
lumbia records.

This iconoclastic move on the part of the Co-
lumbia Company emphasizes one thing above all
others, and that is that the Columbia people
propose to strike out for trade in a stronger
manner than' ever before and their offers surely
contain unusual attractiveness.

Another point which is especially emphasized
in the Columbia announcement is the fact that
they desire to establish exclusive Columbia deal-
ers, to whom will be granted exclusive rights.
. where the company is not at present repre-
sented.

Certainly the Columbia people have sprung a
genuine sensation this month and one which will
set the trade tongues wagging from Maine to
California. It would seem as if a move of this
kind could have but one result and that is a big
augmentation of Columbia business, for dealers
will not be slow to appreciate the unusual oppor-
tunities which are offered to them in these
times.

ing from its rudiments to its finish, and with the
aid of the 'Victor' it is possible for the pupil to
attain the greatest of results and save years of
study."

Just an illustration of the high ragard in
which teachers are beginning to hold the talk-
ing machine.

HOW COREY ILLUSTRATED LECTURE.

As a versatile public entertainer it is safe to
say the talking machine is unsurpassed. It ap-
peals to all classes, from those who listen to free
concerts in the public parks, to the class who
can afford to hire orchestras and world famous
singers at their lawn parties or receptions.

No better proof of the power of the talking
machine is needed than the statement that at a
lecture upon the history of German, French and
Italian grand opera, delivered by N. J. Corey,
at Chautauqua, N. Y., recently, the Victor Auxe-
tophone and Red Seal records were used to illus-
trate the operas in question; 5,700 people at-
tended the lecture and were held spellbound by
the beauty of the renditions. The entire audi-
ence remained throughout the period of the lec-
ture, one and one-half hours, and repeatedly ap-
plauded the work of the Aux'^tophone.

AUXETOPHONE ENTERTAINS DINERS.

rSpeci.ll to Tlie Talking JIacliine Woi'ld.)

Philadelphia, Pa., Sept. 11, 1908.
In appreciation of the fact that Hammerstein's
Opera House in this city was completed a month
ahead of contract, Arthur Hammerstein, son of
the great impresario, who has charge of the
work, tendered a banquet to the foremen in
charge of the work, a few friends and newspaper
men, on the roof of the building one evening
last week.

During the banquet the guests were greatly
surprised to hear the voices of the stars who will
sing in the opera house proceeding from a
grouping of shrubbery at one end of the roof.
The beautiful tones of Tetrazzini, Bond, Melba,
La,bia and others, greeted the ears of the de-
lighted guests, and an investigation revealed the
music coming from a Victor Auxetophone. All
the banquetters were loud in their praise of the
surprise, and it was voted a decided success.

CALLERS AT NATIONAL CO. OFFICES.

Among the callers at the New York offices of
the National Phonograph Co. this month were: '
P. E. Conroy, of the Conroy Piano Co., St. Louis
Mo., accompanied by Mrs. Conroy; C. Owens, of

the Denver (Col.) Dry Goods Co., in company
with H. Shields, manager of the talking machine
department. After witnessing a demonstration
of the Amberol records, Mr. Owens instructed Mr.
Shields to double his order.

CLUNE BRANCmNG OUT.

(Special to The Talkin,g Machine Woild.)

Willimantic, Conn., Sept. 8, 1908.
J. F. Clune, dealer in Edison and Victor ma-
chines in this city, is now conducting a moving
picture theatre in connection with his store, and
it is as nice a theater of its kind as there is in
the State. He has a very large record trade at
the present time; he sold fifty records to one
party to-day for -the Edison machine.

PLANT-CADDEN CO.'S NEW aUARTERS.

(Special to Tlie Talking Machine World.)

Norwich, Conn., Sept. 9, 1908.
The Plant-Cadden Co., who have a very large
talking machine department, are building a very
nice five-story brick and granite block building
opposite their present store in this city. When
it is finished they expect to devote the entire
third floor to talking machines and records. It
will be one of the very best equipped talking
machine rooms in the State. They report a fine
trade on machines and records all through the
summer.

E. D. EASTON IN FINE FORM.

Monday, in chatting with The World, Edward
D. Easton, president of the Columbia Phono-
graph Co., General, said, after being congratu-
lated on his vigorous appearance: "I never felt
better in my life; in fact, am enjoying splendid
health. Yes, business with us has improved
greatly; in fact, am confident the fall will wit-
ness a marked revival in business in which we
will all share. The people have been economical
long enough, and they get tired of that after a
while. It looks to me as if they were about to
loosen their purse strings again.

WM. E. GILMORE RETURNS.

William E. Gilmore, former president of the
National Phonograph Co., Orange, N. J., who has
been in Europe with his family since early in
July, returned home September 12, on the "St.
Louis," ot, the American Line. The trip has
done him a wonderful amount of good physically,
and the rest has been very beneficial.

VALUE OF HOPE.

Hope makes pain easy and labor p'easant. It
gives habitual serenity and good humor. Ad-
vertising endows the advertiser with an abun-
dance of hope, and it is the man with hope who
accomplishes the greater deeds in business.

SAIJESME^^

Salesmen wanted for city and out-of-town
work. Must have a record and come well recom-
mended. Address: "N. Y. Jobber," care Talk-
ing Machine World, 1 Madison avenue, New
York.

EXPERIEH^^

Splendid opportunity for a traveling salesman
who can produce evidence of his business get-
ting qualities. A man who has had experience
with the Victor line preferred. Address "V. M.
E.," care The Talking Machine World, 1 Madison
avenue. New York.

Splendid opening in Victor Department, large
city, for bright, young, hustling salesman of
pleasing address, with good recommendations,
looking for promotion. Must be conversant with
detail and high class salesman. Address "Ex-
celsior," Talking Machine World, I Madison ave-
nue. New York.

38

THE TALKING MACHINE WORLD.

IMPORTANT COLUMBIA NEWS.

Letter Sent to the Trade Announces That the
Columbia Disc Records Manufactured Here-
after Will be Double Faced — Marks an Im-
portant Move — What the Columbia Co. Have
to Say to the General Trade.

The Columbia Phonograph Co., of New York,
have issued the following important announce-
ment under date of September 10, 1908:

"Columbia double-disc records.'

"All Columbia disc records manufactured here-
after will be double-faced I

"A different selection on each side!

"Two records at a single price!

"65 cents for the 10-inch double-disc.

"|1 for the 12-inch double-disc.

"$1.50 for the 12-inch Symphony Series Grand
Opera double-disc.

"$2.50 for the 10%-inch Fonotipia Series
Grand Opera double-disc.

"$3.50 for the 12-inch Fonotipia Series Grand
Opera double-disc. Regular trade discounts ap-
ply.

"The enclosed proofs of magazine advertise-
ments will give you examples of the way we are
going to let the people know about it from
now on.

"The first thing you are going to do is to sit
down and figure out: What it means to your
customers and what it means to you.

"It won't take -j'ou long to realize that there
is only one answer to it as far as the owner of a
talking machine is concerned — it's double value
for his money plain as daylight, once he hears of
it — and we'll take care that he does hear of it!

"Your end of the deal is better yet. The deal-
er's biggest burden is removed forever; you can
carry an absolutely complete stock of Columbia
double-disc records — every record in the catalog.
10-inch, 12-inch, Symphony and Fonotipia — at
less than one-half the investment heretofore
necessary. The entire list consists of about 700
records — giving about 1,400 specially selected,
best selling selections. Less stock, less loss, less
trouble, less freight, less cartage, more profit.

"Each record will be enclosed in an envelope,
insuring protection from scratch and dust.

"Now, how about your present stock? No
come-back there either. Dealers may send to
our local offices or factory any quantity of 10-
inch single Columbia, Victor, Zonophone or Star
records, and we will credit 36c. each for them.
Conditions: Records must reach us unbroken
fother than this condition of records is imma-
terial); the dealer must pay the freight, and
must buy three double records for each record
credited. Joblters' allowance and conditions will
be furnished on application.

"Think what it means to every single indi-
vidual among the hundreds of thousands who
own disc talking machines — both those who are
now buying records every week or so and those
who have stopped buying for any cause! And
imagine not only the sure increase in your rec-
ord business, but in your machine business,
Columbia double-disc records will make it pos-
sible for hundreds in your neighborhood to own
a disc graphophone who could not heretofore
afford it because of the cost of the records. You
can now offer 10-inch double-disc records at sixty-
flve cents — thirty-two and a half cents per selec-
tion— cheaper than any single-faced disc, or any
cylinder record other than Columbia, on the
market.

"The fact is, this is no sudden experiment.
It's a revolution, true enough, but it was bound
to come. The double-disc has already displaced
the single all over Europe and the rest of the
world. The Columbia record business in Eng-
land doubled inside of three months after the
English double-disc appeared.

m

^ Most of your orders will be marked this way during the month of October.

Unless you are an exception the demand for the new Victor "O" Machine and
Amberol Records and the new Attachments and Records will take you by surprise.
You will want goods quickly and cannot afford to run the possibility of delay.
Quick shipments will be an absolute certainty if you send to

VICTORS,
TVPE "O"

Headquarters

Amberol Records
and Attachments

Our enormous stock will make prompt shipments an absolute certainty

Send for samples of our
Needles, Envelopes, Record Albums.
We can increase your profits.

THE RUDOLPH WURLITZER CO.

CHICAGO

CINCIIMNATI

"The dealer who ties onto our first announce-
ment of Columbia double-disc records will find
it easy to tie a string around the best of all the
record business in this locality and lead it over
to the bank. The first dealer in each town to
follow our public announcement with one or
his own, will surely carve off a huge slice of new
business.

"Don't wait until the second month to take
hold of Columbia double-disc records and then
find that some other dealer has secured the ex-
clusive handling of them in your town. It's one
plain, distinct and mighty unusual opportunity —
and the first month will have a good deal to do
with your future hold on the record business
that ought to be yours.

"New catalogue of Columbia double-disc rec-
ords, with order blank, is enclosed herewith.
Orders may be placed at once and will be filled
as promptly as possible, but as the demand will
surely exceed the supply in the beginning, those
to get their orders in first will have a big ad-
vantage. Records should be placed on sale as
soon as received in order to take advantage of
the extensive magazine and other advertising
already begun.

"Important! — We are ready to arrange for
exclusive Columbia dealers with exclusive privi-
leges wherever we are not now represented.
Write for full particulars, but do it by next
mail.

"Columbia Phonogbaph Co., Gex'l.,
"George W. Lyle, Gen'l Mgr."

V. D. & E. Co., is the dally appearance recently,
in the New York Evening World, of the entire
repertoire of addresses delivered by William Jen-
nings Bryan, the Democratic Presidential candi-
date, and recorded by the Victor Talking Machine
Co. A corps of World editors and stenographers
visited the V. D. & E. Co.'s salesroom on Au-
gust 31st, heard the records, taking down the
speeches and subsequently they were published
verbatim, the first instalment being widely
read. Assistant Manager Moody is highly elated
over the wide publicity gained for the Victor
records in both instances, and in which the en-
tire Victor constituency share.

NATIONAL PHONOGRAPH CO. NEWS.

Records by Marshall P. Wilder — Toombs and
Calder to Handle Edison Line — Edison on
Vacation — Shipments of Amberol Records.

VICTOR CO^ENTERPRISE.

Auxetophone Heard in Concert at Asbury Park
— Victor Bryan Records Featured in Even-
ing World — Speeches Reproduced.

Through the special efforts of the Victor Dis-
tributing & Export Co., New York, on Septem-
ber 2, the famous orchestra, under the leader-
ship of Arthur Pryor, introduced the Victor Aux-
etophone, in a choice program, at the Arcade,
Asbury Park, the famous seaside resort of New
Jersey. The instrument's magnificent rendition
of red seiil and popular records were given an
ovation.

Another piece of enterprise on the part of the

The National Phonograph Co. are getting out
two Edison records by J.iarshall P. Wilder, the
famous wit and story teller, who is widely
know-n throughout the world. Mr. Wilder is
being much sought after as a record artist, as
his fame as a lecturer and raconteur extends
from coast to coast. He will be heard through
the medium of the Edison Amberol four-minute
records, and each I'ecord is to consist of a batch
of his best stories.

* * « ♦

Albert E. Toombs, piano dealer of Charlotte-
town, P. E. I., is now featuring Edison phono-
graphs and records.

* * « *

Another piano house handling the Edison
phonographs and records is that of Mr. Calder,
of Vernal, Utah.

» » • •

Thomas E. Edison is spending a vacation en
route to the Pacific Coast, accompanied by his
family. He spent a week on a tour of the Great
Lakes, and is proceeding West leisurely, stop-
ping at Yellowstone Park and other points of
interest. He will be away about six weeks.

* * « *

Friday week the first shipment of the new
Amberol records, differential gears, etc., was
made from Orange. N. J., by the National Phono-
graph Co., the goods going to the Coast.

300 FIRST CLASS UTICA CRANES (UNOPENED)

FOR AIL EDISON MACHINES REGULAR DEALER'S PRICE, SI. 00

MAKE US CASH OFFER FOR THE LOT

Address OPPORTUNITY, care of Talking Machine World, 1 Madison Avenue, New York

THE TALKING MACHINE WORLD.

39

FROM OUR CHICAGO HEADQUARTERS

ROOM 806, NO. 156 WABASH AVENUE, E, E. P. VAN HARLINGEN, MANAGER.

Interesting Estimate of Amount of Talking Ma-
chine Business Done in the Windy City,
Which Runs Into Millions — Big Future
Looked For — Conditi|0,n,s Much Improved- — ■
National Phonograph Co.'s Announcement
Causes Much Discussion — What Victor Co.
Say Regarding Advisability of Pushing Popu-
lar Priced Machines — Rudolph Wurlitzer Co.
Give Outing to Employes at Ravinia Park —
Big Demand for Fibre Needles — Items of a
Personal Nature — Pushing Disc Record Pro-
tector— Popularity of Tiz-it Metal Horn Con-
nection— Harger & Blish Open New Jobbing
Branch in Des Moines, la. — Handsome New
Building for Carstensen & Anson Co.

(Special to The Talking Machine Worla.j

Chicago, 111., Sept. 7, 1908.

So far as my knowledge goes, there has never
been an estimate published of the amount of
talking machine business done in Chicago in a
year. I am able to give conservative figures this
month, and they bear witness to the magnitude
of the industry.

Chicago jobbers ship about $1,600,000 worth of
machines each year. This figure, of course, rep-
resents the wholesale price to the dealer.

In mail order business Chicago easily leads the
world. There are three concerns in Chicago who
do a business of $500,000 each, and the total
business can be conservatively placed at $1,-
800,000.

Another medium for the distribution of talk-
ing machines, particularly those of the cheaper
class, is the big premium houses. The annual
business done by these houses in talking ma-
chines alone is estimated at $1,000,000.

The strictly retail business of Chicago is also
important.-^ The amount of business done direct
from stores, both in the downtown and outlying
districts is approximately $500,000 per annum.

In all but the first and third of the above
items, those of the regular jobbers and the pre-
mium houses, the standard of calculation is, of
course, the price to the consumer.

No one can scan the above figures and believe
for a moment that the talking machine business
shows the slightest signs of decline. On the
other hand, judging from the plans being made
by sales managers East and West, and by inven-
tive brains both West and East, engaged even
now in the origination of new and valuable de-
vices and processes, the talking machine indus-
try, even of the near future, will be established
on a firmer and more extensive basis than ever.

Indications point to a good normal fall trade.
Dealers everywhere are making noises like orders
and stocking up is proceeding merrily on every
hand. With the jobbers August was a much
better month than July, and September so far
is more than keeping pace. Retail business in
Chicago is also already showing signs of re-
vival.

Naturally the big topic of discussion of the
month is the National Phonograph Co.'s an-
nouncement that hereafter dealers cannot handle
other makes of cylinder machines and records if
they wish to retain the Edison line. Little knots
of men are discovered everywhere talking the
matter over pro and con.

But the Edison Co. is not responsible for the
only revolutionary announcement in this issue,
as dealers who do not confine themselves to the
cyclonic utterances of the brilliant Chicago cor-
respondent will soon discover. In this connec-
tion one is inspired to inquire whether there is
necessarily anything unworthy about a two-faced
record.

Dealers often question the advisability of push-
ing popular-priced machines. In this connection
something that the Victor Co. has to say in a
circular announcing that the Victor O, a splen-
did substitute for their Z, may be found inter-
esting:

"Our distributers and dealers must recognize
the fact that tens of thousands will buy this
$17.50 Victor, and thousands upon thousands of
records will be sold if they will go after this
popular-priced field. Don't imagine when you
sell a $17.50 Victor that you lose the sale of a
$25 or $30 style. Our American public are not
built that way. You can't keep them from spend-
ing $25 or $30 for a Victor if they have got it
in their pocket by showing them a $17.50 style,
and you can't sell a $25 or $50 style to a man
that only has $17.50 to spend. We want our
cheaper goods made popular. They are but a
stepping stone to a higher-priced style, and we
do not feel that we are jeopardizing our business
in the slightest by insisting upon your giving the
cheaper styles all the prominence that is their
due. Remember, one hundred people go to see
vaudeville at 25 and 50 cents per seat, where one
goes to see grand opera at $5 per seat."

The Rudolph Wurlitzer Co. gave an outing at
Ravinia Park to the employes and iheir families
and sweethearts last Saturday afternoon. The
company bore all the expenses, including a spe-
cial car on the Northwestern to the park and
return, and admissions to the park, Thomas con-
cert and the Donald Robertson players. There
were 73 in the party, and they certainly had an
enjoyable afternoon and evening.' There were
several special guests, and these were entertained
by Mr. Uhl at an informal luncheon at the
Casino. The rest took their luncheons with them
and banqueted in style on the green sward. The
afternoon was crowded with athletic events, but
main interest clustered around the ball game
between the married and single men. The score
was 16 to 12 in favor of the singles. A marked
feature was the strong pitching of Ernest Hart-
man, of the single men's team. A great number
of long hits were made on each side, and the
fielding of Thomas Clancy at first base stood out
prominently. The excellent base running of the
married men was especially commented on by
the spectators. Fred Siemon, catcher of the
married men's team, was so anxious to get a foul
that he threw off his glove instead of his mask,
with disastrous results. The game was watched
with intense interest by hundreds of the elite
of Chicago, who were in attendance on account
of the Gads Hill benefit. Mention should not be

finest salesroom and stockroom in America,
by illustrations and data shortly to appear,
ders to us. He will have service that is

omitted of the work of Umpire E. H. Uhl, which
has been the subject of a great deal of praise.
No one questioned his decisions, but whether this
was due to their impartial nature or because he
was the boss of the ranch and held in the hollow
of his hand their workaday jobs deponent know-
eth not. The other events of the afternoon, to-
gether with the winners of the prizes were as
follows:

Men's Running Race — Henry Glass, automatic
department, fountain pen.

Ladies' Running Race — Miss Margaret Cald-
well, of the office force, gold broocti set with
pearls.

Men's Bag Race — Lawrence Schofield, nephew of
the great General Schofield, pair gold cuff links.

Ladies' Bag Race — Mrs. Hugh Roberts, of re-
tail force, pair of gold cuff links.

Three-legged Race — Tie. Ernest Hartman and
Frank Zarobsky, solid gold scarf pins.

Young Ladies' Running Race — Miss Sara Les-
sick, a box of handkerchiefs.

Boys' Running Race — Double tie. William
Beutelspach and Frank Zarobsky, a box of linen
handkerchiefs.

The entire arrangements for the day were under
the management of Fred A. Siemon, assistant to
Mr. Uhl, and he had an able lieutenant in J. E.
Kurtzenknabe.

Arthur D. Geissler, general manager of tne
Talking Machine Co., is now on a visit to his old
stamping ground, the Pacific Coast. He is ex-
pected back in a few days.

The Salter Mfg. Co., of this city, will introduce
to the trade next month something unique and
meritorious in the way of record cabinets.

The B. & H. Fibre Needle Co. are having a
most excellent demand for their fiber needles for
disc talking machines. They are about to bring
out a new fiber needle that will even mark an
advance over their excellent product now on the
market. The company have simply myriads of
letters from users, dealers and jobbers every-
where, all testifying to the excellence of the fiber
needle. It has certainly done much to bring the
talking machine into its own, artistically^speak-
ing. . f

J. F. Bowers, president of the National Talk-
ing Machine Jobbers' Association, has returned
from Asbury Park, N. J., accompanied by his

How well we have succeeded will be shown
Meanwhile every dealer should send his or-

facilities for the handling of Victor and Edison business. We have employed a large force
of carpenters, painters, etc., all summer in making our great 5th floor over into the largest

AND

40

THE TALKING MACHINE WORLD.

family, who have been spending the summer
there.

L. Kean Cameron, of the retail force of the
Chicago house of Rudolph Wurlitzer, has re-
turned from a ten weeks' vacation spent among
the Wisconsin and Michigan lakes.

F. C. Steinmann, manager of the talking ma-
chine department of Julius A. J. Frederich, of
Grand Rapids, Mich., recently returned from his
vacation. He is looking for a good fall trade.

W. C. Fuhri, district manager for the Columbia
Phonograph Co., has been in Lincoln, Neb., mak-
ing a line of Biyan records for the Columbia.
They have just announced a fine line of Taft
records, and will pay due attention to the "drys."
They will soon have a record out by Mr. Wat-
kins, Prohibition candidate for Vice-President,
by the Rev. Dr. Eaton, by Mr. Sheen, State can-
didate for governor, by Professor Thatcher, who
sings Prohibition songs, and others.

Albert J. Kunde was in Chicago this week and
bought stock for an exclusive Columbia grapho-
phone store which he will open at 1316 Fond du
Lac avenue, Milwaukee, Wis.

Frank Dillbahner. proprietor of the Western
Talking Machine & Supply Co., reports a fine
demand for the Standard needles and also for
their extra quality Manila record envelopes. Mr.
Dillbahner has also added a very attractive line
of exclusive premium goods.

A number of new talking machine specialties
have recently been patented by Chicagoans and
may be shortly expected to appear on the market.

Mrs. Jessie M. Higley, of Niles, Cal., has been
in the city the past month endeavoring to effect
arrangements for marketing the talking machine
disc protector, which was described in the patent
review in the July World. By attaching felt to
the back of the record, the face of discs coming
in contact with each other, either in piles or in
shelves, is protected.

Kreiling & Co., manufacturers of the Tiz-it all-
metal horn connection for cylinder talking ma-
chines, report a growing demand for their prod-
uct and look for a booming fall business.

Harger & Blish. the well-known Edison and
Victor jobbers of Dubuque, la., have just opened
a new jobbing Victor branch in the Carver build-
ing, Des Moines, la., with 4,5(0 square feet of
space, in order to facilitate prompt shipment to
the trade that they have developed in the center
and southern portion of the State. The stock
will be entirely separate from the Dubuque stock
and will be run independent of i;. The firm

have placed there a complete Victor stock from
beginning to end, and from the present outlook
expect a good business in that field. It is strictly
wholesale and is in charge of George C. Silzer,
formerly in charge of the talking machine de-
partment at Dubuque.

The Carstensen & Anson Co., of Salt Lake City,
Utah, the well-known talking machine jobbers,
are at present doing business iu temporary quar-
ters at 75-77 West Second street. South, while a
magnificent new building is being erected for
them at their old location. 74 Main street. When
they moved to their temporary quarters they ex-
pected to be able to get into the new building not
later than November 1, but the way things stand
at the present writing it will be probably late in
the spring before they enjoy this pleasure. As it
is they are doing a good business in their tem-
porary quarters and do not feel that they are
going to lose any business during the fall and
winter as the result of the change, as their busi-
ness is so well organized and they have been
keeping up a vigorous advertising campaign all
the time. The new building will be a beauty in
every respect, will give them much greater space
than in their old quarters, and will be fitted up
in a manner which will compare with anything
in the country.

STUMP SPEECHES A LA VOGUE.

Modern Methods of Running Presidential
Campaigns Electrify Voters — The Modus
Operandi.

The great candidate was listed to speak at
Turner's Corners that evening, and the yeomen
for ten miles around were hastening to the scene
afoot and in carryalls. They allowed that it
would be the biggest thing that ever happened,
because the candidate was coming on a special
train and he would be greeted by his own brass
band and he promised to shake hands with all
the hornyhanded who stayed out his discourse of
two hours and sixteen minutes.

The reception committee, with yards of varicol-
ored ribbon on their Sunday clothes, stood at the
platform anxiously awaiting the arrival of the
candidate. At last the train thundered up. The
committee, doffing its ancient plug hats, hurried
to the baggage car and one of them cried:

"Have you- got him?"

"Here he is," replied the brakemau, tossing a
cylinder to eager hands.

"Where is the rest of him?" demanded a com-
mitteeman.

A box with a large horn was produced and the
cylinder inserted, whereupon the candidate began
to speak as follows:

"My heart is touched at the sight of these
school children in white frocks and with lovely
flowers in their hands trooping forward to lay
the bouquet of innocence on an unwilling
head"

"Hold on, Bill,' " cried an auditor, "that don't
fit here an' we had a change of weather, so they
quit w-earin" white dresses."

"This magnificent welcome by the leading citi-
zens," continued the candidate, squeakily, "con-
vinces mc that a profound sentiment is at work
in our land b-z-z-z, and I draw a symbolic mean-
ina from the pair of milk white steeds which
your generous hospitality"

"They're a pair of nmles," murmured a spec-
tator.

"T have considered it a mere duty to brave n:l
perils and fatigues to be with you"

"Give 'em a little music," whispered a com-
mitteeman.

Hardly were these words spoken when a me-
tallic sound of cheering issued from the baggage
car and the candidates's brass band began to
play "Ta-ra-dum-te-ta-ra-ra."

"Candidate," said the chief committeeman,
when the music had subsided, reading from a
card of instructions, "I thank you and welcome
you to Turner's Corners. You will have a better
iliance to see our beautiful village on the way
to the hotel, where we trust that a hot meal and
a wash-up will fortify you for the ordeal of
liandshaking and spechifyinf to-night,"

The brass band struck up a patriotic air as the
Mayor of Turner's Corners put the candidate re-
spectfully under his arm and stepped into the
mule drawn buckboard. The brakeman of the
special called out that the committee would be
held responsible if it injtrred the candidate in
any way, such as setting fire to him, and that he
must be returned lo continue his tour on scueaule
time, 11:35 p.m.

"1 am in the hands of my friends," said the
candidate, laughing and with all the patness
of a flesh-and-blood-politician. He made other
natural remarks on the way, jesting with the
committeemen, asking about the local situation,
pi'oraising them good jobs in the future admin-
istration, and for the present offering them
Havana cigars.

"Thanks, candidate," said a committeeman,
dryly, "I guess we'll blow you to the same kind
of a dinner as your cigars is."

"The brakeman has the box of cigars," re-
sumed the candidate.

"Oh, excuse my insinuation, candidate. We'll
interview the grafter. Has he got anything else
— er — for the boys?"

The candidate replied with a vague buzzing,
and though the committee searched his person
eagerly, they found no governmental works of
art on green paper. It was a grievous disap-
pointment to find that current slanders were un-
true. However, all hands recovered during the
sumptuous repast at the hotel, which had been
paid for in advance, and the candidate was in his
best humor, declaring that he ( iijoyed simple
fare, replying aptly to toasts and inviting all to
crack another bottle with him.

After dinner a long procession of natives
passed in to shake hands with the candidate.
Each one was heartily gripped by a mechanical
hand of rubber (warmed to blood heat by an in-
ternal device), while he gazed on a smiling coun-
terfeit of the candidate on a screen and heard
such expressions as "Very happy, indeed," '"I
shall remember your face,'' "We shall win by
pulling together," "I am a farmer, myself,"
"Thank you, thank you." The rubber hand pat-
ted babies on the head. When young women
came by, a melancholj" voice remarked, "I wish
I could salute those cherry lips." A white whisk-
ered agriculturist was surprised to hear,
"Madam, your position as governor of the nur-
sery surpasses my hopes." It was probably like-
wise a mistake when a clergyman heard, "I
have a tender feeling for mixed drinks," and" a
succeeding tavern keeper, "Rum is indeed a
curs?."

"His hand is getting cold," said a committee-
man at this juncture, "and I guess he's tired out,
anyhow. Better quit, because we don't want him
to break down so early in the campaign. "

The town hall was crowded with natives that
night and the cylindrical Demosthenes spoke
with all the passionate abandon that character-
izes an electric motor. His voice was sometimes
drowned in the thunders of applause and feet
stampings inscribed six months previously on a
sheet of gelatine in a talking machine laboratory.
The freshness of the voices, which had been pre-
served without the use of deleterious substances,
was marvellous. The brass band boomed and
brayed patriotic airs in the pauses of oratory and
applause.

"I stand before you to-night as a representa-
tive of freedom. " declaimed the candidate, ges-
turing wildly on the screen. "You cannot j,et
l id of me because I am simultaneous and omni-
I)resent. At this moment I am standing and
talking in Tmiu-r's Corners and Xuiula and h;ast
Hayville and Oswego, making a heart-to-heart
appeal which you cannot resist. I do not impose
a frigid personality upon you like other candi-
dates, but I inirsue you in a mystic and spiritual
way"

"This here thing is a swindle." exclaimed a
farmer. "I come to hear an' see a man instid
of a machine."

"Ask me a question," retorted the candidate
(luickly.

"Well, what are you going to do about them
crooked legislators up to Albany?"

Manilla
Record Envelopes

== SIZES =

81-4x 8 1-4 for 8-inch Records
10 14 X 10 1-4 for 10-inch Records
12 1-4 X 12 1-4 for 12-inch Records
Hole in Center Without Flap

Standard Needles

MADE IN FOLLOWING SIZES

Extra Loud Tone Medium Tone

Loud Tone Soft Tone

Medium Loud Peerless or Musical
Tone Tone

WE POSITIVKLY QUOTE LOWEST
FACTORY PRICES F.O.B. Chicago

Western Mm Mm & Supply Co.

No. 6 East Madison Street CHICAGO

THE TALKING MACHINE WORLD.

41

"I expect to abolish the State Legislature," aaid
the candidate in his sharp metallic voice, "and
introduce a phonographic body which cannot be
bought, but which may be easily shut off from
useless debate by pressing an electric button."

The audience roared with laughter, the farmer
gaped (he had been coached beforehand), and
the band struck up "IJttle Willie Knows His
Business."

At the end of the speech the rubber hand was
called into service, a can opener was used to
produce words of thanks and farewell, and at
11:35 p.m. the candidate was returned to the
baggage car of the special, to resume his tour,
amid the pealings of his own brass baud. ^

THE TALKING MACHINE.

(Written for Talkiiis' Jlfichine World by Eugene Geary.)

"ECONOMY" RACK FOR DISC RECORDS.

(Special to Tlir Talkiug Maehiiic Woild.)

Chicago, 111., Sept. 5, 1908.

To anyone desiring a neat, clean, portable,
practicable and yet inexpensive way of caring
for his disc talking machine records, the "Econ-
omy Record Rack" is to b3 recommended. The
rack, illustrations of which are given elsewhere
in this issue, is beautifully finished in golden
oak, weathered oak and mahogany. It is cov-
ered with dark green billiard cloth. It is light
and graceful, and an ornament to any room. The
cloth cover fits snugly over the records, fully pro-
tecting them from dust and dirt. It is easily
removed for the purpose of cleaning. The rack
is light and easily carried from place to place.
When not in use it may be set on any convenient
shelf or in an out-of-the-way corner.

The rack holds fifty 10-inch or 12-inch records.
It may be hung on the wall or set on a shelf or
table. When one rack is full others may be added
after the manner of sectional bookcases. Each
record fits firm'y in a place of its own, thus pre-
venting breakage. Each record is nttmbered and
indexed, thus easily found and replaced. The
Economy racks are made by R. H. Jones, 1-17
Bryan place, Chicago.

I. ,

The great prima donna receives lier encore
'Mid bouquets from the shining front row,

That wonderful voice the,v would hear more and more.
For the seats are five dollars a throw.

I-lut here's where her song-spray is sweetly diffused,
Tho' her diamond tiara's not seen ;

And her notes, worth some thousands a night, are
produced

True to life in Ihi' talking machine.

II.

C'anipanini, Caruso and Bond — big stars,

Tetrazzini and Melba and Barnes,
They sang thro' the last season's musical wars

Till the audience floated on dreams.
The power of music we all understand,

Tho' far from the gay, brilliant scent —
r.ut these were a few 'mong whose voices were canned

Ii'or the wonderful lalking machine.

HI.

We shall soon, in the midst of a trying campaign,

Hear the orators rake fore and aft
Old questions of tariff and things once again.

And the virtues of Bryan and Taft.
These leaders are speaking just now East and West,

But your own pleasant fireside, I ween.
Is the place where their voices sound really best
Thro' the horn of the talking machine.

IV,

The sermon is canned while the preacher can see

His people admire more and more ;
And they're thinking of canning, between you and me.

That loud congregational snore.
A noise like an order is registered, too.

Then the salesman grows suddenly keen ;
In fact there is nothing on earth it can't do—

This wonderful talking machine.

— Eugene Geary.

A FEW ADVERTISING "DON'TS.

A few advertising "don'ts" written by a mer-
chant from knowledge gained through personal
experience:

Don't make your advertisement the same as
everybody else's in your line.

Don't run the same advertisement week after
week and month after month.

Don't fill your advertisement with a whole lot
of words that do not mean anything.

Oon't advertise what you cannot perform ab-
solutely and fully.

Don't suppose for a moment that other peo-
ple are going to be as much interested in what
you say as you are yourself.

Don't be disappointed or discouraged if you
do not have immediate results.

SOLBERQ APPOINTED DELEGATE

To the International Conference on Copyright
Where Many Matters of Interest Will, of
Course, Come Up for Consideration.

(Special to The Talking Machine World.)

Washington, D. C, August 27, 1908.

Thorvald Solberg, register of copyrights, in
the office of the Librarian of Congress, has been
appointed the delegate to represent the United
States at the International Conference on Copy-
right that convenes in Berlin, Germany, October
14. This is a continuation of the famous Berne
convention. Several European countries have de-
clined to appoint representatives for various rea-
sons. The principal question that will be con-
sidered is the mechanical reproduction of copy-
right musical works.

Advices have reached here that while argu-
ment has been heard by the Court of Cassation
of Italy, the tribunal of last resort in that coun-
try, in the case on appeal of Ricordi & Co.,
music publishers of Milan, against the Gramo-
phone & Typewriters, Ltd., London, Eng., de-
cision has been postponed indefinitely at the
request of the Italian music publishers. The
complainants have been sustained in the two
lower courts in this suit, and it is believed that
the deferment is sought until after the Berlin
convention has passed upon the issue involved.

Recent correspondence from Russia states the
composers of the empire have brought suit
against one of the leading talking machine com-
panies operating there to test the copyright ques-
tion as applied to the reproduction of music on
TAitomatic instruments.

No handling of several records
to get the one you wish.

The index number leads you
direct to the record you want.

The characteristics are neatness,
cleanliness, portability and great
utility.

RETAIL PRICES

Rack for 10-incIi Records . . $3.50

Rack for 12-incli Records . . 3.75

Rack for Insertion in Cabinet . 1.50

THE ECONOMY
RECORD RACK

FOR HOME USE

A Radical Departure

Marks a l^eoolution in Home
llecord Storage

Can be either placed on under
shelf of table or suspended from
picture moulding ; or is adapted by
special fixtures for insertion in ex-
isting cabinets.

Lyon & Healy are already job-
bers for Economy Record Racks.
Get in line.

R. H. JONES

Patentee and Sole
Manufacturer

1-17 Bryan Place, CHICAGO, ILL.

42

THE TALKING MACfflNE WORLD.

TO MAKE INDESTRUCTIBLE RECORDS.

The Cleveland Phonograph Record Co. Have Been Incorporated With a Capital of $300,000 —
Business in Cleveland Steadily Improving — Gaumont Chronophone Co. Move to New Quar-
ters— Bailey Co.'s Big Zonophone Business — Louis Devineau Places the Ideal Horn With
All the Principal Jobbers in Canada — Moving Picture People Must be More Careful.

(Special to The Talking Machine Woild.j

Cleveland, O., Sept. 8, 1908.
Business In the talking machine line in this
city is improving. There is no boom, but there
is a steady, gradual betterment. Factories which
have been idle are renewing operations, others
are increasing their forces, and new ones are
starting. Traffic figures show Cleveland rail-
roads are now handling more freight than they
have at any time since the financial flurry of
last winter.

Talking machine dealers have felt the brunt
of business depression as much, or more, than
in any other line of trade. The mechanic and
workman was compelled to dispense with luxu-
ries and t reluctantly pretermit the weekly pur-
chase of records. But now they are gradually
renewing their purchases, and many old cus-
tomers are renewing acquaintance with the deal-
ers.

The Bryan and Taft records have made a big
hit and are among the best sellers. Customers
seem to be impartial, and it would be difficult
to predict results from their selections.

The Gaumont Chronophone Co. have been
placed in the hands of Manager Arthur B.
Colnon. The office and plant have been moved
from High street to the corner or Broadway and
Harvard, into a larger and more suitable build-
ing for :the business. The company are now
going ahead with increased facilities and an en-
larged plant in the manufacture of machines,
and in addition, their own films, which hereto-
fore have been the foreign product. The com-
pany have adopted the Twentieth Century
Graphophone in connection with the Gaumont
machine in place of a disc air machine. They
own the exclusive rights to the Gaumont Chrono-
phone for the United States, and for which a
large sum was paid. The company Ar.g-engaged
exclusively in manufacturing machines and
films, and will establish distributing agencies in
various sections of the country. The business

TWO MISSING LINKS

This is SUP-
POSED to be the

Missing Link be-
tween Man and
Monkey.

IT'S ALL IN
THE BALL!

"TIZ=IT"

(TRADE .VAME)

This New AU-Metal Ball-Joint Horn
Connection is BEYOND A DOUBT the
Missing Link between the Phonograph and
Horn. "There's MORE than a reason."

Mp H your jobber docs not han-

lUI . 1/CalCl jie ,i,is connection yet send
us ,10c-, in stumps for sample. Address

Kreiling & Company

InventorN and Sole ManulaclurcrN

North 40tli Ave. and Le Moyne St.
CHICAGO. U. S. A.

will be pushed and large results are expected
to follow the change.

The Cleveland Phonograph Record Co., an
Ohio corporation, is a recent incorporation, with
a capital of $300,000. The stockholders include
some of the most substantial business men of
the city. A gentleman identified with the com-
pany said: "While the company's capital is
$300,000, the personal resources of the stock-
holders being at least $40,000,000, will enable the
company to take a position in the front rank of
the record business of the country. The com-
pany have made arrangements to manufacture
indestructible phonograph records for cylinder
machines. These records are virtually everlast-
ing in wearing quality and absolutely non-shrink-
able, with a tone quality equal to the best rec-
ords now on the market." The temporary office
of the company is at No. 812, Society for Sav-
ings building, Cleveland, 0.

Louis Devineau has just returned from a vaca-
tion spent in Canada. His especial purpose on
the trip was to complete arrangements for es-
tablishing jobbers for the Ideal horn, in which
he was eminently successful. He visited Mont-
real, Quebec, Toronto and other principal cities
in the Provinces, securing jobbers and nego-
tiating sales of a large number of horns. He
says all the talking machine dealers with whom
he came in contact pronounced it truly an ideal
horn — the finest and most nearly perfect of any
they had ever seen, and expressed themselves
glad of the opportunity to give him an order.
Mr. Devineau says that in the next issue of
The World he will furnish a complete and accu-
rate list of all Ideal horn distributers.

W. J. Roberts, Jr., is having a good run of
trade in both machines and records. He said
perceptible improvement in business was notice-
able, and record sales were constantly increas-
ing. With the usual demand for the lighter
music, he stated that the call for Red Seal rec-
ords was constant and growing to large propor-
tions. The Taft and Bryan records were men-
tioned as especially popular and finding ready
sales.

The Eclipse Musical Co. report business good
and improving, the volume of business being
much larger in August than July. Mr. Towell
stated they were booking a large number of
orders for the new Edison combination type ma-
chine, to play their new four-minute Amberol, or
the present two-minute records. He said demand
was improving for all kinds of talking machine
goods, and that the future looked very promis-
ing.

The Bailey Co. have a good demand for ma-
chines and records. Tney are exclusive distrib
uters for the Zonophone, and the manager stated
they were making large sales, and that the ma-
chine was very popular. The day previous to
Saturday, August 29, the company advertised to
give a package of 100 needles to all who brought
in the name and number of their machine on thai
date. The store was crowded all day, hundreds
coming for the coveted prize, and the experi-
ment resulted in the sale of several machines
and a large number of records.

"Business is moving along steadily and gradu-
ally improving," said Edna Rankin, of the Witi
Music Co. "The demand for machines is fair
and very good for records, especially for Taft
and Bryan, who are apparently equally popular.
Business in the aulnmatic department is picking
up nicely."

"We did a fairly good business iu August,"
said Mr. Buescher. of Buescher & Son. "and
September is starting out encouragingly. De-
mand indicates improvement in business gener-
ally, and I think we will all be in the prosperity
swim soon. Sales of records are fine, and Bryan
and Taft are in constant demand."

Hugh Gulley reports improvement in trade and

good sales of machines and records. He stated
his August business showed an increase over
July. His record trade, especially for Red Seal
and Gold Molded, he sid, was fine. From the con-
stant demand for Taft and Bryan records, he
feels quite sure that "one or the other will be
elected."

Robbins & Emerson, the popular Arcade deal-
ers, are having a fine trade in both machines and
records, as well as other musical instruments.
Mr. Robbins says their business is increasing and
conditions generally improving.

"Things are moving along very satisfactorily,"
said Phil Dorn, manager of the talking machine
department of Collister & Sayle. "Demand is in-
creasing slowly but surely all along the line.
Old customers, some of whom haven't been in
for months, are coming back, which is an indi-
cation of renewed prosperity. Sales of machines
are as yet slow, but more interest is being mani-
fested and we have quite a number in view.
Record sales are fine, especially for the September
lists, which seem to meet the approbation of
everybod}'. There are manifest signs of an ex-
cellent fall trade."

Flesheim & Smith stated they were doing a
fair business in the talking machine department,
and that trade was improving. A good demand
for records was reported, and a fine fall trade
predicted.

Brown Bros, stated they were doing but little
in the line of talking machines. Their energies
are especially devoted to the furniture trade.

"While I didn't have very good luck fishing on
my vacation," said Mr. Probeck, manager of the
Columbia Phonograph Co., "I had a most enjoy-
able time." He has returned to business much
tanned and with renewed vigor. "Trade is mov-
ing along very satisfactorily," he said, "and I
look forward to quite an increase the coming
fall. The sale of records is extremely good, our
customers being very appreciative of our recent
lists. Among the best sellers is a waltz song,
entitled 'Take Me Out to the Ball Game.' "

The May Co. are having a fairly good trade in
the talking machine department, presided over
by H. B. McNulty. He stated that their August
business was exceptionally good, and that this
mouth gave promise of continued improvement.
He said there was increasing demand for rec-
ords, especially for Bryan and Taft, which were
moving nicely.

A. R. Schade, representative of the Ball-
Fintze Co., Newark, O., was a visitor to the

Edison Jobber
Zonophone Distributor

Carrying
Cases

Wire
Record
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INDESTRUCTIBLE RECORDS
RECORD CABINETS

SPRINGS

for all makes and sizes

QUILL NEEDLES

"TIZ-IT" The-AII-Melal Horn Connec-
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JAMES I. LYONS

265 Fifth Avenue
CHICAGO

THE TALKING MACHINE WORLD.

43

talking machine dealers recently. He reported
business good and improving.

There are seventj'-three moving picture the-
aters in Cleveland. The building inspector is
compelling the proprietors to comply with the
safety regulations regarding fire. As a matter
of fact, the modern moving picture showmen
take the greatest precautions for the safety of
their patrons.

THE TRADE IN CINCINNATI.

Wurlitzer Co. Carrying on Vigorous Advertising
Campaign — Political Records Being Pushed
— What Manager Dietrich Has to Say — Con-
certs Given Before Political Clubs — Columbia
Co. Make Good Report for August — Milner
Music Co. Enthusiastic Over New Edison Am-
berol Records — llsen Music Co. Stock Being
Closed Out — Other News of Interest.

(Special to The Talking Machine Vv'orld.)

Cincinnati, 0., Sept. 7, 1908.

The Wurlitzer Co. have taken the initiative
during the past month in keeping the public in-
terested in talking machines and records, with a
number of timely window trims and several good
advertisements of records. The political cam-
paign records of Taft and Bryan are being put
forward vigorously. The call continues stronger
for the Bryan records. Whether this may be con-
sidered as a straw which indicates the way the
wind is blowing cannot yet be determined, say
the dealers. But it looks suspicious to them.
The past month was only fair in results. The
demand for records and for talking machines
was not what the dealer would like to have seen.
The present month is expected to give a better
account of itself, and is confidently looked to as
a gauge of what the fall season will produce in
the way of trade.

Manager Dietricn, of the Wurlitzer talking ma-
chine department, had the following to say of
trade: "There are two new features that stir
up activity in this city. The new Edison ma-
chine and records and the new $17 Victor ma-
chine. This latter machine places within the
reach of all a popular-priced machine, the total
cost of which, along with the records, does not
go over $20. This will make for active trade
along the line. A big trade is predicted by the
local dealers, who are enthusiastic about the new
Edison goods. All the local dealers signed the
new contract which allows the dealer to sell Edi-
son goods only. One dealer who had been estab-
lished by another cylinder machine distributer,
and who took on the Edison goods as a side line,
signed the contract, which prohibits him selling
the other line. The new Victor O machines,
which are now on sale in this city, will undoubt-
edly increase the large Victor business that now
exists. Instalment sales are quite heavy. Deal-
ers are satisfied with the outlook. The record
trade is light, and this is hard to explain, as the
recent cool nights have driven people indoors."

Mr. Hanna, of the National Phonograph Co.,
was a Wurlitzer visitor for several days. He
was here in the interest of the Commercial
phonograph. Wurlitzer is the local dealer in
this line and displayed a fine line of these in-
struments in the show window last week, for
demonstration purposes. The window has been
turned into a modern office, equipped with the
commercial phonograph on the one side and the
typewriter, which it seeks to supplant, on the
other side of the window. Daily demonstrations
are given each day from 11 a.m. to 2 p.m., and
the demonstration never fails to attract a large
crowd. Dictating and transcribing is done in
the window, the purpose, of course, being to
show that the phonograph doesn't ever have to
stop to ask just what word you used, or to
sharpen a pencil, as the stenographer so often
does; that the dictator can answer his letters at
.once, and if he is called upon by a visitor he
doesn't have to keep a stenographer waiting.
In short, the machine is a great labor saver.

The Wurlitzer Co. have had a fine display of
Bryan records, and changed the trim from "The
Great Commoner" display of two weeks ago to

the present rich display of new Taft records. A
big sign, "Ohio's Favorite Son," takes the place
of the "Great Commoner." A fine photograph of
Mr. Taft placed under an arch, which is draped
with the national colors with a semi-circle of red
electric lights, makes the trim a very attractive
one, and a splendid "silent salesman." Two big
Victor machines occupy each side of the window,
and a number of records are shown with tlie
title of same appended.

As indicated above, the demand for the Bryan
records have the first call. Why this is so is not
yet apparent, but a paragraph which appeared
in one of the local papers, the Enquirer, creates
some interest. Mr. Bryan, in summarizing
wherein he and Mr. Taft and the President agree,
goes on to say regarding the phonograph: "But
I have reason to rejoice over the fact that some
of the things I have done are now viewed in a
more favorable light. When I secured some
phonograph records in order that I might dis-
cuss political questions before more people, the
Republican papers ridiculed me and called it un-
dignified, but Mr. Taft has lifted the phonograph
to an eminence by talking into it himself."

Several concerts have been given by the Wur-
litzer Co. before the several political clubs of the
city. In each case the company stipulate that
the club shall furnish them with a complete list
of the names and addresses of the club members,
which are used for further reference for pros-
pects.

The Columbia Phonograph Co. report trade for
the month of August but slightly less than the
same month of last year, less than $100, which is
considered very good in the light of conditions.
Good results are expected in the next thirty days,
which will come from the campaign outlined by
the executive officers of the company. Wholesale
business is a little quiet and the reason for this
is not understood, unless It be that the up-State
trade is hesitating about buying until conditions
become more settled. The acting manager, R. H.
Whelen, states that the new Taft records are on
the way, and he believes they will enjoy a good
sale. The Twentieth Century Columbia machine
is said to give great volume to these records, and
is in demand now by the political parties who
want the candidates' speeches reproduced. The
Columbia Phonograph Co. are offering to repro-
duce these speeches free of charge. The outlook
for the present month is good, and will demon-
strate the outcome of the season's trade.

Manager S. H. Nicholls is spending a two
weeks' vacation in the East, taking in Atlantic
City, and making a call at headquarters.

The Milner Music Co. report Edison trade very

good. Manager Strief believes that the new
Amberol records, the four-minute record, will be
the greatest thing on the market, when they ar-
rive Oct. 1. Collections for the past month were
not up to the standard. In this regard Manager
Strief bears out the reports had from other deal-
ers. The outlook as a whole is good.

W. H. Hug, of the National Phonograph Co.,
was a Milner Co. visitor last week.

The llsen Music Co., which have been in the
hands of a receiver for some time, had another
bout with the receiver last week, and are now
being closed up as fast as the stock can be sold.
While the advertisement states that bids would
be received up to Saturday, August 29, George
llsen says the company are still open to bids.
It is generally understood that it will be diflacult
to sell the stock as an entirety. Mr. llsen is
anxious to clean up the stock and get away from
the worry and care attendant upon such sales.
He leased his wife's house to Prof. Romeo Gorno,
at 1041 Welsey avenue, which the professor will
turn into a music studio this week. Mr. llsen
has arranged to go to Bat Cave, N. C, there to
rest indefinitely — for a month or a year, as fancy
dictates. He will reside at Esmeralda Inn. He
expresses himself as glad ol the opportunity of a
rest from the long years of business cares.

LIGHT PRODUCES SOUND.

Some Scientific Experiments of Interest to
Talking Machine Men.

One of the most wonderful discoveries in
science that has been made within a year or
two is the discovery that a beam of light pro-
duces sound. A beam of sunlight is thrown
through a lens on a glass vessel that contains
lampblack, colored silk or worsted or other sub-
stances. A disc having slits or openings cut in
it is made to revolve swiftly in this beam of
light so as to cut it up, thus making alternate
flashes of light and shadow. On putting the ear
to the glass vessel strange sounds are heard so
long as the flashing beam is falling on the ves-
sel. Recently a more wonderful discovery has
been made: A beam of sunlight is caused to
pass through a prism, so as to produce what is
called the solar spectrum, or rainbow. The disc
is turned, and the colored light of the rainbow is
made to break through it. Place the ear to the
vessel containing the silk, wool or other ma-
terial. As the colored lights of the spectrum fall
upon it, sounds will be given by different parts
of the spectrum, and there will be silence in
other parts.

LOOK AT THE MAP

and the

Field We Work In

IOWA

lUUIINOIS
MIININBSOTA

WISCOINSIIN

MISSOURI

During the past month we have opened at Des
Moines one of the most complete jobbing Victor
stocks to be found anywhere. Everything fresh and new from stem to stern. We have over
4,500 square feet of floor space in our new location filled with nothing but Talking Machines
and Supplies. Every Record is enveloped the moment it is received and goes out the same
day. We are distributers also of the Herzog line of cabinets and carry a most complete line.

The attention of the trade is called particularly to the fact that we are EXCLU-
SIVELY WHOLESALE AND DO NO RETAIL BUSINESS WHATEVER.

Any retail order or inquiry received is immediately referred to our dealer in that loca-
tion for attention. We INVITE A TRIAL OF OUR SERVICE ESPECIALLY IN OUR
DES MOINES FIELD.

HARGBR <Sj BUISH

Victor Jobbers Edison Victor Jobbers

Garver Building, DES MOINES, IOWA Security Building, DUBUQUE, IOWA

44

THE TALKING MACHINE WORLD.

TIMELY TALKS ON TIMELY TOPCIS

As a material in aiding records to become
active instead of dormant, a selected list of the
best sellers has been found to be an excellent
stimulus when issued by the jobbers to their
(lealers. Wherever jobbers have taken the
trouble to issue such a bulletin it has justified
whatever time and expense that may be involved,
and is welcomed by the dealer who may lack
familiarity with any given catalog or initiative
to undertake the task. Its value as first aid to
record sales cannot be denied.

Last month, or to be more specific, ou August
24, another decision was rendered affecting the
sratus of the so called Jones patent for the dupli-
cation of disc records by means of the eleetro-
iy,.i_g mtthoJ. In this instance the patent was in-
validated, while in the opinion formulated by the
United States Circuit Court of Appeals on Janu-
ary 19, 1907, the same patent was sustained,
being a reversal of Judge Hazel, who cn Febru-
ary 19, 19C6, dismissed the bill. The same com-
plainants, namely, the American Graphophone
Co.. who sued in the first instance, also figure
:n the most recent case, being the owners of the
invention, the Leeds & Catlin Co. defending.
Judge Hough, of the United States Circuit Court,
southern district of New York, wrote an ex-
haustive opinion in the last trial, and his con-
clusion that Jones was anticipated by a British
inventor is regarded by the laity as an inter-
esting, if somewhat confusing, attitude for the
learned federal jurists to assume. However, the
plaintiffs will not accept Judge Hough's dicta as
final, and have already taken steps to have the
decision reviewed by the upper court. Fuller
particulars of the latest step in this celebrated
litigation appears elsewhere in The World.

The copyright question is to come up again
shortly, that is, before the American Congress
goes into session. On October 14 an Interna-
tional Copyright Conference is to be held ai
Berlin. Geimany, and the principal subject to
be debated and disposed of is the reproduction
of copyright music on talking machine records
and other mechanical devices. As stated in ad-
vices from Washington, on another page of The
World, delegates have been appointed by the
President to attend this meeting, gentlemen who
are well versed in copyright matters from long
familiarity with its many-sided contentions, and
who are suflSciently broad in their views as to
be regarded as experts whose opinion and action
should carry weight. The growth of the talking
machine trade, the wide influence exerted in an
educational way by the sound-reproducing devices
originated, developed and constantly being im-
proved by the inventive geniuses attached to
this important industry, is conceded by the
statesmen of the world as of such recent date as
to have been entirely overlooked in framing laws
dealing with copyright property. It is generally
conceded that the scope of existing statutes in a
number of the leading countries, including the
United States and Great Britain, specifically —
briefly, the English-speaking world — do not ade-
quately recognize the great factor in the spread
of musical intelligence that is exerted by the talk-
ing machine record. Steps to place the trade on
an unassailable basis in respect to future copy-
right interpretation are now being taken, and
the Berlin conference may be regarded as com-
posed of such progressive delegates that their
deliberations will be marked with a high regard
for the cumulative, not to mention the vested,
rights of a vast industry that has added to and is
continuing to increase the sum of the world's
happiness and pleasure. In this spirit the con-
clusions of this international body of scholars
and men Intimate with public attairs will doubt-
less be formal ;ind decioed. The prominent
music publishers, or "editors," as they are called
on the Continent, will make every effort to befog
the situation in their own business interests;
but as their contentions, often absurd, have been
thoroughly thra.'^bed out, thfir menacing attitude

will not carry the weight they imagine. In
short, it has been reduced to a minimum alieady
by a number of recent court decisions entirely
favorable to the talking machine trade.

A pleasant rumor has been spread by the local
papers that George W. Pound. Buffalo. X. Y.,
had been selected as legal counsel, resident in
Washington, D. C, for "a number of large cor-
porations which control the phonograph and
phonograph record business in America, " at a
snug salary of $1U.000 per annum. As is usual
with daily newspaper reports they are sadly
mixed, to express it mildly, and nine times out
of ten grossly in error when they "make a fist"
at stating the most ordinary facts. This is just
another example of their inexplicable tendency,
for according to eminent c-oncerns in the trade
who speak by authority, Mr. Pound, while con-
ceded to be a "splendid fellow and a good law-
yer," has not been retained to represent any
record or phonograph manufacturers in Wash-
ington or any other place. The "learned
counsel" in this instance is not inclined to in-
dulge in such iridescent fancies, but the reporter
was the victim of the wildest imagination,
known in professional parlance as "a pipe
dream."

ing to tbo.sp who have followed the litigation in
whirli thi.'i basic invention has been attacked.
.\ decision was looked for early last month, and
now it may be expected any day.

Concluding its praise of a so-termed new-
sound box, which a foreign contemporary says
"now stands in unassailable perfection before an
astonished world," it remarks, "even discs that
are impossibly bar! when tried with other sound
lioxes are quite satisfactory when tried with
this new device. " it must be a wonder, trulyl

Word has been received that the authorities
at Leipzig, Germany, have enacted an ordinance
prohibiting the playing of talking machines or
mechanically operated pianos in a dwelling un-
less the windows are closed. This sounds queer
as coming from a place where semi-yearly fairs
have been held for centuries in which musical
instruments of all kinds are a predominating
feature! Of course, there is such a condition
in which even the best of things become monot-
onous, and it may be in a spirit of surfeit that
led up to this qualified restraining order. This
action of the Leipzig authorities is peculiar, to
say the least, and is reported as not being alto-
gether disinterested.

A case now in the hands of the United States
Circuit Court, Western District of Michigan,
namely, the Victor Talking Machine Co., Cam-
den, N. J., against the Duplex Phonograph Co.,
Kalamazoo, Mich., once again deals with the fa-
mous Berliner patent. Argument was heard in
June, and the elaborate briefs and voluminous
record makes a formidable presentation of a suit
involving many intricate points vastly interest-

The box in question is describsd as follows:
"Not a single screw is to be found in the whole
thing; the whole is held together by a consist-
ently arranged system of springs, even the
needle-holder is kept in its place on a stretched
convex membrane by means of such pressure."
Perhaps our sound box sharps may i erk up a bit
after reading the foregoing.

With the death of Ira D. Sankey, the singing
evangelist, associated for many years with D. L.
Moody, his co-laborer in the same field, and w-hich
occurred in Brooklyn, N. Y., last month, it will
be recalled that at one time he was a stock-
holder in the Leeds & Catlin Co., New York, and
for whom he made a number of records of his
most famous religious songs. Being confined to
his home by sickness during the last two years
of his life, and Mr. Sankey's voice failing, the
work of reproducing had to be suspended; but
nevertheless the comjDany's repertoire com-
manded a large sale at one time, and still sell
in no small quantity. J. Allen Sankey, the vice-
president of the company, is the son of the cele-
brated evangelist whose musical compositions
have circled the world, and are esteemed in the
homes as well as when sung from the public plat-
form. For congregational singing these often
simple themes had few equals, and the records
were equally popular.

While much fault is found by the foreign
rade with the clumsily constructed and un-
attractive appearance of European-made record
cabinets and carrying cases, especially those
emanating from German factories, the American
articles are praised and admired for their prac-
ticability, compactness, handiness, finish and
general neatness. The cabinets are especially
handsome, the designs being furnished by
artists, and no little ingenuity being displayed
for the purpose for which they are intended.
The record-carrying cases can be also com-
mended as splendid examples of what nearly
everything bearing the American brand stands
for the world over.

Who wm Be Our Next President ?

The issues Are These

Firs t — Conduct your business in a profitable manner.

Second — Display your goods well and with as little ex-
pense as possible.

Third— Keep your stock of Records up-to-date.

Fourth — Add the new Edison Amberol Records.

Fill h— Order at once sufficient RAPHE LABELS
A\D TRAYS to accommodate them.

If you comply with these suggestions you are entitled to a vote.

(Dead men cannot vote)

VICTOR H. RAPHE, I66I Second Avenue, New York

The Rapke Tray No. 40 is just what the small dealer needs. Ask about it.

THE TALKING MACHINE WORLD.

45

NEWS BUDGET FROM "THE HUB.

Edison Changes and New Victor IVlacliine
Please Trade — Eastern Talking IVIachine Co.
Featuring Victors — What H. L. Royer, Vic-
tor Traveler, Has to Say — Enlarged Quarters
Help Ditson Business — Columbia Music
Captivates Policeman — Boston Climate Puz-
zles Manager Pease.

in temperature during tlie ride. Friends of Mr.
Gateley claim that his new auto went so slow
that the winter caught up with him, but he laid
it on to poor gasoline and prickly heat. Both
Mr. Pease and Mr. Gately report business sea-
sonable.

( Special to The Talking Machine World.)

Boston, Mass., Sept. 14, 1908.

The prospective new attachments for the Edi-
son machine changes on the Victor to give the
public a cheaper-priced instrument, the near ap-
proach to the date for getting new records, and
the general increase of good feeling among the
talking machine trade indicates that the fall
business is to be much better than was feared
a month ago.

At the Eastern Talking Machine Co., Whole-
sale Manager Chamberlain has just returned
from his vacation at Newfound Lake, N. H. He
finds th« outlook on his return very bright. Mr.
Chamberlain is anxiously awaiting the new at-
tachment for the larger records on the Edison
machines. "The public is ripe for something
new," he says, "and this ought to please them."
The window display this month on the Victor
side of the house is given over to the Victrola
and the grand opera records. Photographs of
the stars are very tastefully added to the window
display.

H. L. Royer, the Victor ambassador, who was
here this week, declares that the public has only
just begun to awake to the fact that money is
easier, and he predicts a rapid increase in the
volume of business. Mr. Royer has just returned
from his vacation.

At the Oliver Ditson Co., Manager Winkelman
reports himself as awaiting patiently the arrival
of the new $17.50 Victor machine, equipped with
the flower horn. Meanwnile business on the
Victrola and the other high-grade machines is
seasonable. The Ditson talking machine depart-
ment is experiencing good results from the en-
larged shipping and sales rooms. General Man-
ager Chas. Bobzin is expected home from Europe
in a few weeks.

A big crowd stood in front of the Columbia
Phonograph Co.'s door one day this week listen-
ing to one of the latest marches on a band
record. A patrolman came along and began to
make those on the outskirts move on, but he
became interested in the music, and by the time
the selection was over he was near the door.
He waited for the next one and the next one,
then walked away with a smile. "Sure, I wish
I had one in me house," he said, and a clerk
who overheard him immediately got his number
and will get after him. Manager Junge is doing
quite a little in the way of advertising lately,
and his window displays attract much attention.

Manager Pease, of the Massachusetts Inde-
structible Record Co., declares that he cannot
get used to Boston's "lovely" changes of climate.
He went automobiling with Mr. Gateley, of the
sales force, and experienced a drop of 18 degrees

THE 1010 SPECIAL

150-Peg Cylinder

RECORD CABINET

IS A TRADE-WINNER

Write for Special List. Positively
the best value ever offered at spe-
cial price to talking machine dealers

H. A. WEYMANN & SON, Inc.

Edison Phonograph Jobbers. Victor Distributors.
Cabinets and Supplies. Manufacturers of the
KEYSTONE STATE Musical Instruments.
Publishers of Sheet Music.

Weymann BIdg., 1010 Chestnut St., Philadelphia, Pa.

GET AFTER THE FARMER.

Victor Co. Urge Dealers to Seek Their Trade
— Exhibiting at County Fairs Offers Oppor-
tunity to Get in Touch — With Good Crops
Sold, Grangers Have Money to Spend.

With reports of immense crops and cou-^equent
prosperity for rhe farmei-.s, many dealers have
already awakened to the value of the farmer's
trade and are striving hard to get it. For the
benefit of those who have not realized the oppor-
tunities that lie in cultivating that trade, the
following good advice was published in "The
Voice of the Victor" for September:

"The farmer is a good customer if you only
reach him? You can if you will!

"The splendid Victor advertising in the agri-
cultural papers throughout the country has
created a big interest in the Victor among thfc
farming classes. But something more than mere
interest is needed. It's up to the dealer to fan
this interest into the flame of enthusiasm that
culminates in actual sales.

"Thousands of farmers are going to buy the
Victor just as soon as they fully comprehend
what a great musical instrument the Victor is —
and the only way for them to realize this is to
hear the Victor.

"If the farmer woii^t come to hear the Victor,
take the Victor*to Kim. Play the Victor for him,
in his own borne, during the afternoons and even-
ings. Get the whole family around the Victor
— under the trees or on the porch. Piay some of
the fine old-time ballads — and band music and
operatic music, with a Caruso record or two,
above all. There is no surer way to get people
worked up to a high pitch of enthusiasm than to
play the Victor for them. It is simply irresist-
ible, and sales are almost always bound to fol-
low.

"Another good way to push the Victor in the
agricultural districts is to exhibit it at the coun-
try fairs.

"The Price Phonograph Co., Newark, who have
several retail branches, report excellent results
from this plan. Their display of Victors at the
Poughkeepsie Fair drew large crowds. Concerts
were given in the daytime; and in the evening
elaborate dance programs were provided. Sev-
eral newspapers gave them liberal notices, re-
ferring to the display as the "Victor Exhibit."
The Price Company also stimulates the interest
of the agricultural class by circularizing broad-
cast.

"Don't imagine the farmer isn't a good cus-
tomer just because he doesn't come to your store.
His opportunities for going to town are some-
what limited. It is easy to interest him in al-
most anything that has merit; or if you catch
him in the right mood, in his own home, and let
him hear the Victor, the odds are greatly in your
favor for making a sale.

"Go after the farmer. You will find it pays."

THE NEW VICTOR "0" EEADY.

The Victor Talking Machine Co. recently an-
nounced that they will be able to supply the trade
with their new Victor style "0" early this month.
In this connection they say: "This instru-
ment is the result of a great deal of thought,
combined with our determination to put on the
market a Victor tapering arm machine, so attrac-
tive in general appearance, so proportionately
correct as regards size of horn and cabinet, so ef-
fective in coloring, so well placed on price and
such a magnificent substitute for the 'Z' that
we expect it to jump into popularity at a bound."

The new style "O" will be retailed at $17.50,
and affords a splendid medium for the dealer to
appeal to a medium-priced trade, and will be
the means of creating interest in the high-priced
Victor creations.

A Straight Tip

It's not a side line of knick-knacks
that we want to "put you next" to.

Musical Merchandise needn't play
second fiddle to your main line ;
they're really a vital part of it.

Don't continue to waste your time
and opportunities with petty side line
customers. ■

It doesn't require a bit more gray
matter to put through good violin,
mandolin, guitar or accordeon sales.

There's more profit in one of these
sales than a hundred of the other
kind.

And buyers of musical instruments
and supplies are just as numerous as
post-card or cigar-band buyers.

Besides, isn't it a musician who is
most likely to become interested in a
really good talking machine ?

The demand this Fall for our

ODERN
USICAl
ERCHANDISE

is bound to be a record-breaker. And
if you'll put in a judicious assortment
right now, you'll be in line to share in
the handsome profits around holiday
time.

We would be pleased to lend you a
hand to success. We'll select your
goods for you if you wish, and explain
how to win the trade of musicians.

We have a catalog that will interest
you. It' s yours for the asking.

Buegeleisen & Jacobson

113-115 University Place
NEW YORK

46

THE TALiaNG JVIACHINE WORLD.

Talking Machines,
Typewriters, Phono-
graphs, Adding Ma-
chines, Cash Regis-
ters, Guns and Tools,
and on all Polished
Instruments.

It Absolutely
Prevents Rust.

Sales Quadrupled in 1907

1866

1907

WILLIAM F. NYE

NEW BEDFORD, MASS.

URGES DEALERS' ASSOCIATION.

A Circular Communication Addressed to Talk-
ing Machine Dealers to Get Together.

In a circular letter addressed to the talking
machine dealers of this country, under date of
Sept. 3, Joseph W. Foley, an attorney of Boston,
sets forth the necessity of concerted effort and
urges the retail talking machine trade to organize
a national association. The Foley communication
is a strong one and among the objects sought
by the proposed association the following are
named in the circular:

"A voice in determining how the business shall
be conducted.

"Some agreement or guarantee from the manu-
facturers binding them. At present you are
bound to everything and they to nothing.

"More reasonable restrictions in the number of
selling agents. At present there is no limit to
the number who can enter the business.

"More favorable terms for the return of old
goods, especially when the sale of them is pre-
vented by the manufacturer bringing out im-
provements.

"Two prices for outfits, one cash and one in-
stalment, as is the case in all other kinds of in-
stalment business.

"A quick outlet for stock in case a dealer
wishes to go out of business. This is the only
business in which there is no such outlet.

"Free legal advice regarding contracts, etc.,
and the making of test cases when necessary.

"Mutual assistance in tracing stolen goods."

It is said that Mr. Foley has received a great
many favorable communications from dealers
who have received bis letter and were willing to
contribute toward the formation of a new talking
machine association, which shall include the deal-
ers throughout the country.

UNITED TALKING MACHINE CO.'S DEBUT.

Since the infancy of the talking machine busi-
ness there has been a great demand for a good
machine to retail at a very low price. Jobbere
and dealers did their best to get an article which
would wear and give good service. Manufactur-
ers and other users of premiums have always
been on the outlook for anything In this line,
and even went so far in some cases as to try
and have a satisfactory one, made up especially
for themselves. Hitherto the Germans were
about the only ones in this special field, and a
great deal of their stuff was a disgrace to the
trade. Knowing tlie above conditions, the United
Talking Machine Co., of New York, started in
to solve the problem, which they have at last
succeeded in doing. Their first model, now ready,
is shown in their advertisement, which appears
elsewhere in this issue. This model Is made In
two styles, one like the cut in the ad., the other

a slightly better machine encased in a handsome
cabinet. Owing to some delays they could not
obtain a cut of this latter in time for this num-
ber. The "Echo-phone," as it is called, will be
found to be a simple and compact little machine
with many new improvements incorporated in it.
That the machine will stand the wear and tear
to which they are bound to be subjected is as-
sured the trade by its manufacturers, who guar-
antee it for one year. Their proposition is a
most liberal one and should interest all members
of the trade.

AN ENTHUSIASTIC "TALKER" MAN.

(Special to The Talking Machine Wcild.)
Los Angeles, Cal., September 4, 1908.
The accompanying snap-shot is that of Chas.
S. Ruggles, manager of Sherman Clay & Co.'s
Los Angeles store, and was taken on the beach
at Santa Monica by J. H. Andrews of the Geo.
.). Birkel Co.'s talking machine department. It
is clearly apparent that Mr. Ruggles is so at-
tached to the talking machine that he cannot
be without it even when piscatorically in-
clined. Fishing is his regular sport and when
not casting his line for Victor bits he spends his

Sundays on the seashore still in company of the
Victor.

He has a great reputation as an "angler" and
has distinguished himself in fishing from the
beach through the breakers with 150 feet of line
pulling in surf fish weighing from two to five
pounds each, landing them on the sand. This
way of fishing will doubtlessly seem a queer one
to eastern fisheimen and will be found to be one
of the many original Southern California at-
tractions.

ROCKFORD CO.'S NEW UNE OF CABINETS.

The increased use of talking machine records
has unquestionably opened up a large demand
for cabinets, with the result that many new and
novel ideas have been utilized in connection with
their storage. For some time past the Rockford
Cabinet Co., at Rockford, 111., have been giving
especial attention to this record cabinet question,
and are now placing some very effective examples
of their work on the market. Among their
most recent contributions in a handsome circular
cabinet having circular shelves hung on a pivot
at the left of the door. Each shelf swings out
independently, so that all records are easily ac-
cessible. This interior will accommodate on each
shelf thirty-sevsa records, or a total of 195. In
this same cabinet the shelves can be furnished
as trays with a supporting strip around the

edges, so that the records can be set on the
tray in their original cartons. This arrangement
will accommodate about 2f0 records.

In talking with a member of the Rockford
Cabinet Co., recently, he said: "It is the predic-
tion of many dealers tnat the system of storing
cylinder records removed from the cartons will
be succeeded in time by the tray interior, as
described above, inasmuch as the record can be
well preserved in a softly lined carton and there-
fore give better service. We have anticipated
this, and are prepared to furnish cabinets with
this interior, which is not confined to the round
cabinet, but can be furnished also in all square
cabinets in our line."

The Rockford Cabinet Co. occupy immense fac-
tories at Rockford, having a floor space of over
150,000 square feet, every floor of which is used
in turning out high-grade cabinets of all kinds.
Their line embraces some very artistic creations
designed by a specialist who has given his life
time to the creations of artistic parlor furniture,
and who realizes that a cabinet must be well
within artistic lines at all times to prove a
seller.

'THE IMPORTANCE OF RECORD SYSTEM."

Dealers should realize the importance of a
suitable system for carrying a stock of records,
for price restriction makes it necessary that the
best service be given to encourage patronage.

The dealer who cannot at once lay his hands
on any record called for, or know that it is not
in stock, shows a lack of system.

Would you give your business to a dealer
who needed ten minutes to look for a record
and then said "not in stock"?

It is not likely you would continue to patron-
ize such a dealer when there are many who carrj'
a complete stock and use a system that enables
both the customer, as well as the dealer, to see
at a glance whether the record called for is in
stock.

The Blackman Talking Machine Co., 97 Cham-
bers street. New York, are furnishing dealers
with such a system, and the trade should refer
tn their advertisement on page 23 in this issue.

'TALKERS- FOR MILAN CONSERVATORY.

The high regard in which talking machines
are held by European musical authorities is well
illustrated in the acceptance by the Milan Con-
servatory (with the permission of the Minister
of Education) of a number of machines and
records for use in the classes. It is expected
that vai'ious other conservatives will also adopt
the innovation. The machines and records were
made by the Fonotipia Co.

A COMPLIMENT TO THE VICTOR.

In the rotunda of John Wanamaker's Phila-
delphia store the great pipe organ is used to ac-
company the voices of the great operatic singers
as reproduced on a Victor talking machine.

The inventor of the phonometer, Wm. H.
Penn, the New York song writer, has originated
another specialty that he says will cut some-
thing of a figure in talking machine improve-
ments.

The Diaphragm is King

Everybody indorses our

WOOD DIAF»HRAG]VI

for Cylinder Reproducers
PRICE, including Cross Head and Link, $1 EACH.

NORCROSS PHONOGRAPH COMPANY

New Lang Building, 662 Sixth Avenue
== NEW YORK CITY ===

THE TALKING MACHINE WORLD.

47

INDESTRUCTIBLE CO.'S ANSWER.

Issue Circular Relating to the Recent Edison
Edict — Will Have Agents Throughout the
Country.

The Indestructible Phonographic Record Co.,
Albany, N. Y., have issued a circular letter, ad-
dressed "To the friends of the Indestructible
Phonographic Records."

In this letter it is stated that the circular
sent forth by the National Phonograph Co., for-
bidding Edison talking machine dealers to handle
any kind of a cylinder record but the Edison, was
a blow aimed directly at them by the Edisou
people.

The circular, however, states that while some
dealere will be compelled to obey the Edison dic-
tation, and purchasers, therefore, will be unable
to buy Indestructible records in various towns,
in a short time they will perfect an organization
which will put an Indestructible agent in every
town throughout the country.

panding in a most wonderful way. Denver is a
splendid city, hustling and progressive, with a
population of 200,000. Mind you, the building
permits are a million a week, mostly dwellings,
and that means a whole lot. During the recent
financial flurry we were not hit so hard, and our
banks stood up under the strain in the most ad-
mirable way. I have been coming to New York
as a buyer for the last 30 years — February and
August — and therefore I am inclined to believe
I know something of general conditions.

THE TRADE IN BALTIMORE.

Fall Activity Apparent in "Talker" Business in
Monumental City — Dealers Declare Bad
Times Are Over — Columbia Co. in New and
Larger Store — Good Reports from Various
Houses Regarding the General Outlook.

MR. OWENS AN OPTIMIST.

Speaks Enthusiastically of Trade in Colorado
and New Amberol Records — His Business
Growing.

In an interesting chat on the trade in his sec-
tion, C. Owens, of the Denver (Col.) Dry Goods
Co., said to The World. "It may seem strange to
the trade East, but our talking machine business
has increased over last year in the most substan-
tial manner, and we certainly expect a brisk fall
business. Of course, handling the Edison product
exclusively, one of my main objects in my regular
semi-annual trips was to ascertain the value of
the new Amberol record. I am satisfied it is the
'hit' of the year, and I have instructed our Mr.
Shields, the manager of the talking machine de-
partment, to double his orders. It seems to me
this is just the article desired.

"Of our section of the country there is no
question of its basic prosperity. Colorado is ex-

( Special to The Talking Macliiue World.)

Baltimore, Md., Sept. 7, 1908.

The first glimpse of what seems to be the long-
looked-for fall activity has been apparent during
the past week, according to the statements in
regard to business conditions given out by the
various dealers. While the entire month of Au-
gust has shown fair sales, there has been a de-
cided jump in the number of sales of machines
and records during the last week. This has
made the dealers decidedly happy and they are
making all sorts of predictions as to what the
coming season will bring forth. All of them
are of the opinion that the bad times are over
and that business will be on the go right along.

Manager Joseph A. Grottendick, of E. P. Droop
& Sons Co., has just returned from his vacation.
He announces that since his return business has
shown a decided improvement and he feels con-
fident that the fall trade will be good. Both the
Edison and Victor records of all descriptions
have been in great demand the latter part of
August and the present week.

The Columbia Phonograph Co. are now occupy-
ing their new store, 204 West Lexington street.

The change from 222 West Lexington street was
made during last month. Manager Lyle an-
nounces that the firm have more room to handle
the increasing trade in the new store, and al-
ready there has been a noticeable improvement
in business. This is particularly the case with
the wholesale trade, the announcement being
made that an increased number of mail orders
have been received recently from the South. The
retail trade has also been picking up lately, and
the prospects for a big fall business are very
bright.

Another one of the local dealers who is en-
thusiastic over the better conditions of business
the past two weeks and the proepects for the
fall trade is Manager Ansell, of Cohen & Hughes'
Baltimore street store. He states that the sales
the latter part of August and the first part of
the present month have been very encouraging.
This particularly refers to the Victor machines.
The Bryan records have also been in great de-
mand. It seems likely that the records of Taft's
speeches will be bought up with the same rapidity
as those of Bryan.

Fred Scheller, the genial representative of the
Star Phonograph & Record Co., whose headquar-
ters are at 642 West Baltimore street, says that
business is booming right along and that he is
simply delighted with the fall prospects. Last
month, especially the last two weeks, and the
present week of September have been the banner
periods in the way of sales of the Star machines.
A number of good sales have been made and
the demand for sentimental, comic and operatic
records continues to be heavy.

Similar reports as to business conditions are
made by Sanders & Stayman, who handle the
Victor and Columbia machines; the Kranz-Smith
Piano Co., and H. R. Eisenbrandt's Sons, who are
agents for the Victor.

"How's the campaign getting in your section?"

"Very exciting," answered the sarcastic citi-
zen. "Next week we're to have a joint debate
between a phonograph and a graphophone."

Study This Illustration

and figure if you cannot handle such a product ! It is
a music box and a talking machine combined, but it
is not a creation of ordinary quality. The Regina is
the queen of music boxes, and in the Reginaphone is
incorporated a motor mechanism which is unsurpassed
in any talking machine yet put forth.

The price at which the Reginaphone may be sold
places it at once within the reach of the people of
moderate means. Hence, it has money-making possibilities for the dealer which are not to be
overlooked. Dealers who have placed a sample order have found a ready demand for this
specialty. The Reginaphone should be in every talking machine store in the country, and it
will be found to be a business-getter of large proportions.

THE

Manufacturers of Regina Music Boxes, Reginaphones, Reginapianos, Regina Chime Clocks, Sublima Pianos, Automatic Talking Machines
and Coin Operated Instruments, Distributors of Victor Talking Machines and Edison Phonographs and Records.

Main Office and Factory, RAHWAY, N. J.

Broadway and 17tti Street, New YorU

259 Wabash Avenue, Chicago

48

THE TALKING MACHINE WORLD.

THE INTERNATIONAL COPYRIGHT CONFERENCE.

Interest in Talking Machine Circles Now Centers in the Kaiser's Capital — Remarkable Testi-
monial Presented by the German Talking Machine Men — Some Powerful Arguments Show-
ing the Talking Machine as a Musical Educator and Business Developer — Interesting Topics
Handled at Length — The Result of the Conference May Have Direct Bearing Upon the
Record industry in Many Countries.

Much interest is manifested in tallying ma-
chine circles throughout the world over the In-
ternational Conference on Copyright, which con-
venes in Berlin, Germany, on October 14. This
is a continuation of the famous Berne Conven-
tion, ana it is believed that the result of this
meeting will have a far-reaching effect upon talk-
ing machine interests in all of the countries par-
ticipating. There are some European countries,
notahly Austria-Hungary, which will not be rep-
resented, also some South American nations.
The United States will have as its representative
Thorvald Solberg, Register of Copyrights in the
office of the Librarian of Congress, who will be

the single delegate representing this country.

The principal question to be considered will be
the mechanical reproduction of copyrignt musi-
cal works.- Upon this subject the talking ma-
chine men of Germany have prepared a volumi-
nous memorial, which has been addressed "to
the Secretary of State for the Interior," in which
many splendid arguments are presented cover-
ing a variety of topics which will be probably
taken up at the conference.

This memorial is one of the most remarkable
documents ever presented by any body of men
representing a special industry. It includes
nearly 40,000 words and is issued in the name of
"The Union of the German Talking Machine
Industry." It begins by stating that it is "quite
natural that the composers should desire an
equivalent for the use oi their works. It is not,
however, in the interests of the composers them-
selves to hinder the talking machine industry
in its present state of development through a
tax on records. The composers would profit more
by continuing to take advantage of the benefits
accruing from the strong and successful efforts
of the talking machine industry to render good
music, and the appreciation of good music, widely
popular, as they (the composers) have done in
the last few years. These benefits are caused by
the increased sale of printed music, due to the
introduction and constant perfecting of talking
machines, profiting both themselves and their
luiMisluM-s." However, it is stated that "it is de-
sirable that the whole question ot copyrights as
affecting records should be simultaneously regu-
lated in all civilized countries on a similar
basis." In the memorial the union have sub-
mitted arguments on the following subjects:

"The Service which the Talking Machine In-
dustry Renders to Composers."

"Knowledge of Music as the Result Produced
by the Talking Machine."

"The Dangers of Monopolies Created by an
Unrestricted Prohibitory Right Granted to Com-
posers."

"Legal Provisions for the Prevention of Mon-
opolies in Patent Laws and an Outline for an
Aualagous Restriction of the Rights of Compos-
ers Regarding Records."

"The Original Rights of Artists."

"Legal Relations of Composers, Artists, Per-
formers, Manufacturers of Records to One An-
other and to Third Parties."

"Protection of Records Against Mechanical Re-
productions."

"The Necessity of Equal Legal Copyright Pro-
tection in the "Various Civilized Countries."

"Misrepresentations of Fact in the Petition of
the Union of German Composers (Genossenschaft
Deutscher Tonsetzer)."

"The Necessity of Restricting Copyrights which
.May be Granted to Composers of Those Works
that at the Time of Publication of the Law had
not been Published."

"Public Entertainment by Means of Records."

In the first argument it shows that I he produc-
tion of disc and cylinder records in Germany
amounts to about L'i.OOO.OOO pieces annually, and
gives employment to thousands of workmen and
clerks, and that further development of this
business will be hindered by the new legislation
proposed by the music iiublishers. It is admitted
that the talking machine trade utilizes the work
(if loniposcrs for a greal part of its jiroducl ions,
liiit it is also claimed tlKit the manufacturers
render tlie eoniposers greal services, so thai (Uie
clearly balances the other.

Under the first caption. "Services Rendered by
I lie Talking .Machiiu> Trade to Conipiisers," the
luiiiioiial states:

l iiilrr llif iiii'si'lil laws, wlilili o.xoiiipl li'coi'ds Irxiii
llif 1 upyilnlila of coinpescrs. llu' lalliliii; nuiihllio lll-
iluslry In (irrmntiy. iis In s.mio ..|1\cr in(l\isl rial stnlos.

lias been very satisfactorily developed. In spite of tbe
short period of the existence of this industry, the pro-
duction of discs and cylinders in Germany amounts to
about 15,000,000 pieces yearly. It already gives em-
ployment to thousands of workmen and clerks. Previ-
ous observations point with certainty to the further
growth of the industry. Wliatever the reason for the
exemption of records from the claims of composers, the
result has been a free development of the industry, and
through strenuous competition between individual firms,
and their efforts to improvement in quality and per-
formance. The industry has gootl grounds for the sup-
position that any further development — desirable and
highly satisfactory in the general interest — in quality
and quantity, would be very much hindered by the new
legislation proposed by the music publishers.

It must be admitted, that the tajking machine trade
utilizes the works of composers for a great part of its
productions. It would certainly be unequitable, if
composers were not compensated for the use of their
works by the manufacturers of records. On considera-
tion of the facts, however, it is found that the manu-
facturers of records render the composers great services,
which are decidedly useful in advancing their interests,
so that these two factors may be said to balance them-
selves, as a matter of fact, leaving a good balance in.
favor of the manufacturers. The service rendered by
the manufacturers — mostly at great expense to them-
selves— consist essentially of the appreciation of music,
and capacity for the enjoyment of music, which they
have so widely diffused. This has tended to raise the
standard of culture among large sections of the popu-
. lation. who were heretofore indifferent to music. It
increases the demand for (sheet) music, which the
composers or their deputies, the publishers, sell, to a
considerable extent. On the other hand, records are
also advertising mediums for the newest and best works
of composers, and are just as suitable for increasing the
returns from compositions as any other advertising me-
diums the ciimpi sers i i- iheir publishers employ.

It cannot be denied that any utilization of a copy-
right belonging to a composer, or any other proprietor,
acts as an advertisement as well, if the performance
takes place in public. If this advertisement were re-
garded as a payable debt, that could be used to balance
the composer's expenditure of talent, it could not com-
pensate the composer in a manner that could be ex-
pressed in actual figures. Observation confirms the fact,
however, that the services thus rendered to the com-
poser, without compensation, by the record, are unusu-
ally valuable.

Experienced observers are unanimously of opinion
that the talking machine industry in Germany has al-
ready greatly extended appreciation of music, and In-
terest In musical performances among the masses, and
that its Influence will unquestionably increase in the
future, with the greater average perfection of phono-
graphic performances. That must directly increase the
profits of composers through greater demand for sheet
music. There is also the fact that manufacturers are
obliged to incur enormous capital expenditure to pro-
duce salable records. In this respect, the services of
our industry may be compared to those of any one who
might, in the interest of a composer, produce his works
publicly at an increase of expenditure and -n-ithout
raising the prices of admission.

The production of a record requires many years of
experimental work to overcome the difficulties that pre-
sent themselves in the manufacture of a really good
record. The most capable artists must be employed to
perform the compositions, in recording them in the re-
ceiving apparatus. It is generally known that first-rate
artistes demand — and get — high payment for these serv-
ices. .\lst.. the manufacturer is obliged to incur con-
siderable expenditure to make his products known. It
is tlie custom, for this purpose, to announce the newest
things in music by the usual means of publicity. It is
liHlispulal>iy evident that the composers' latest produc-
tions are advertised for them by this means and with-
out expense to themselves.

All this proves that the services the industry renders
composers are for the present, and will be iudetinilely,
of considerable value. They completely outweigh the
claims to compensation adv.-<nccd by the composers —
which need not be regarded as important. For these
reasons, although the services ot composers should cer-
tainly be recognized, there is no ground tor legislation
In the near future, giving composers rights that would
have as a result a tax on records.

In these circumstances, the wish to establish com-
posers' copyrights would, even in the general Interest,
serve no purpose, (ieneral interest could only be endan
gered if It could be proved that by not granting the
demands of the composers, dimlnutimi ot salalile value
would lead to the decay of the composer's art. In fact,
on the contrary, the reci.vd industry helps the co-ni-
poser, even without a copyright, to liud a better market
for his works, therefore there is no ground whatever
l"<u- giving the composer a copyright in ibe general
Interest.

In view i.f ihe fail tluu every tax o-u the talking
iiiachlue lu(lu>tr\ in in\or of the composer would hnm
per the develoi)iiienl oC this industry, it leads to the
conclusion hat conslderallons of justice (equity) cannot,
in the present stage of the developmeiil of the talking
machine ludujitiy. permit of iin extension of the rights
i.f composers, and that any legislation to that effect
w.iuld have to be deferred to a later date.

Under the heading of "The Danger ot Creat-
ing .Monopolies Through an I'lirest ricled Kiulii
(^Contiuiu'd on page .')(),»

On Guard

J^ON'T carry your Rec-
ords in a haphazard man-
ner. The right system of
carrying and displaying them
means a big profit to you.

"The Heise System" of

Wire Record Racks

solves the proper handhng
and selling of every kind of
records.

Our new catalog shows
a wide variety of styles and
sizes carried in stock ready
for immediate shipment.

Areyou makingyourshare
of the profits selling the 100
and 150 space racks for home
use ?

Take up the matter with
your Jobber TO-DAY. He
can supply you.

Syracuse Wire Works

Syracuse, New York, U. S. A.

Cnnadlan Represenlatives

Tho R. S. WILMAMS & SONS CO.

TORONTO AND WINNIPEG

THE TALKING MACHINE WORLD.

49

HERZOG

Cabinets

Reign
Supreme

No. h35 Conccaled-Horn Cabinet

No. 829— Answers the Purpose

DON'T BE BACKWARD

But come forward, and place your
Fall Order NoWy to insure
prompt delivery

HERZOG

Art

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Co.

SAGINAW, W. S.

MICHIGAN

No. 729. The Latest Design

CYLO-PHONE No. 742 "THE" Cabinet

50

THE TALKING MACHINE WORLD.

of Prohibition Vested in the Composer," the
memorial contains the following:

According to the drafting of almost all the copyright
regulations in force in all countries at present the legal
privileges granted to originators (authors) do not con-
sist of a right to monetary compensation for the use
of their property. The law gives them the right to
forbid the use of their productions, the law leaves it
to the title-holders to turn this (in itself fruitless)
right of prohibition t(> fheir advantage by renouncing
their right of prohibition in favor of one or many per-
sons, on agreement or license. The reason why, up to
the present, copyrights have always taken the form of
a right of prohibition, and not a right to payment on
license royalty is to be found in the difficulty of legally
fixing the value of a license. The only instance in
which, as far as it is known, a right of royalty takes
the place of a right of prohibition is in the case of
the Italian law. This defines two periods after the
death of the composer : in the first period the right of
prohibition exists, in the second only a right to a pay-
ment (royalty) on license — 5 per cent, of value — is
granted.

If composers received an unrestricted right of pro-
hibition, the progress of the talking machine industry
— so valuable in the general interest — would not only
be very much hindered, but to such an extent that it
wonld actually come to a dead stop : as a result, a
retrograde movement would commence. This statement
is not a doubt or supposition, but an actual fact that
can be proved. In itself every copyright — because it is
a right of prohibition — gives an opportunity for the
creation of monopolies — that is, the exclusion of com-
petition in favor of an individual business, be it a
single industry or ring of industries. This exclusion
of competition acts favorably in favor of the individual
business by Increasing its earning capacity, but, like
all other cases of this nature, it also stops progress.
As it is natural that any one who wants to outclass
his competitors, by improving the quality of his prod-
ucts and so increasing his turn over, must burden him-
self with the expenditure attendant upon the creation
of improvements, so also every one who has no com-
petition to fear will save the cost of improvements and
at the same time increase his profits by screwing up
his prices.

That the copyright of composers will lead to the
monopolization of record products is indisputable. The
number of record factories is small : in Germany, not
including small manufacturers, there are less than ten.
In one of these the well-known firm of music publish-
ers in Milan. Ricordi's. has an interest. This firm has
secured the copyrights of nearly all new Italian com-
posers of any importance, and is in close touch with
those German music publishers who control the greater
part of the musical literature in Germany.

Some time ago a judgment was pronounced on the
basis of the present laws, acknowledging the right of
composers over records. This has created the monop-
oly of manufacture (as regards records) that is de-
pendent upon nicordi"s. The judgment has not result-
ed in that, that Ricordi's demand a royalty from other
manufacturers of records, but they actually prohibit
the sale of any records not made by themselves. The
other manufacturers must, therefore, only use those
composers that are not controlled by Ricordi's. As the
latter, however, include all the best, and those most
in demand, it is evident that the copyright in this
case gives Ricordi's a business advantage so great that
it wil! in time lead to the suppression of all other
niauufacturers.

The development, if the composers receive rights of
prohibition, would undoubtedly be as follows : If the
factory controlled by Ricordi's succeeds in buying up
all copyrights, then the other factories have to resort
to composers who have been dead fifty years or more,
which spells ruin to their standing : or. otherwise, one
< r two of Ricordi's competitors may also succeed in
securing the services of a number of composers, that
would result in the exclusion of all other competitors —
only two or three would be left. The interests of
these firms naturally point to the advantage of unifi-
cation and a monopoly — the trust — is formed. The re-
sult of this exclusion of competition, namely, lack of
interest, in further progress, is directly opposed to the
public interest. But even the composer is not benefited
by such a monopoly, for progress acts also in the in-
terest of the composer. The maintenance of exorbitant
prices brought about by a monopoly decreased demand
and also the interest taken (in these matters) by the
public. In addition to that a firm possessing a monop-
olj' would not have that interest in securing new works
(compositions) and thus increasing its expenditure, as
it would have in the case of free competition. Only
those people are interested in bringing the newest mu-
sical productions on the market, who are induced to it
through competition.

In America some manufacturers are endeavoring to
create monopolies and have already bought composers'
copyrights (compare Phonographische Leitschrift No.
51, 1906) in advance, while an alteration of the laws
regarding protection of copyright is being considered
by Congress.

In Hungary also copyrights have been purchased for
monopoly purposes and in a lawsuit that has not yet
been definitely decided, competitors' records have al-
ready been sequestered.

Then follows copies of a letter from the Ricordi
Co., in which the dealers are warned to refrain
from selling records which are the property of
that company, a communication from the Gram-
ophone Co., in which they state that they are
compelled to withdraw from the market former
records which they are unable to supply, accord-
ing to the decision given by the Court of Milan,
the loss of which they feel keenly; also copy of
letter from the Italian representative of the
Columbia Phonograpn Co., in which it is stated
that as a result of the decision of the Milan
court in the Ricordi case they have decided to
stop the sale of the Ricordi records and take
them back before the conclusion of the case, and
that they will not accept responsibility for fur-
ther sales by. their customers.

The following argument is made showing "The
Necessity of Similar Copyright Regulations in
the Different Civilized Countries":

The "sales-territory" of the records produced in Ger-
many is not Germany (the interior) alone; the greater
I)art of the manufacturers are sent out of the country
through the efforts of capable merchants belonging to
our industry. The connections of German record (disci
manufacturers practically encircle the globe, and the
''sales-territory" of the industry included every civil-
ized country. The laws of the different countries are.
however, unusually dissimilar, even in those countries
wliich. by inteinatiiiual agreement, have accepted the
relative definitions of the Berue convention. Other me-

chanical musical instruments have suffered great loss,
owing to the advance of the talking machine, and the
mechanical musical instrument trade is dominated by
the phonograph and gramophone. The laws of the
different countries accept the standpoint that the Berne
convention is not applicable to records, and the subse-
quent definite decisions in different countries have cre-
ated quite unaccountable and different circumstances.
In France it has been decided that records containing
instrumental performances correspond to the definitions
of the Berne convention. For vocal performances by
record a right of license or a right of prohibition has been
fixed. In Austria-Hungary the circumstances are also
undecided. Whereas, the .\ustrian cturts free rec-
ords from the claims of composers, it has been decided
in Hungary that composers have a right of prohibition.
The same has happened in Italy. In other countries
the whole question is still unsettled and there is a
great insecurity as to rights, which interferes with
trade in a high degree. The field of activity (selling
possibilities) of German manufactures is greatly re-
stricted by this. It must be considered that the open-
ing of a foreign trade is not by any means as simple
as with other goods. The person who wants to deliver
discs or rolls to a certain country must fit up a whole
expedition, which must journey to the country in ques-
tion to make records by the well-known artists of the
country, on the spot. Not considering the enormous
cost which such an expedition with attendant mechan-
ical working arrangements and plant necessitates. ' For-
eign artists have made it a custom to take full advan-
tage of this favorable opportunity offered by the high
honoraria for unusual enrichment, and, even if, in the
uninterrupted course of business, the capital used has
been profitably invested, every legal uncertainty as
regards copyrights can any day cause the loss of this
capital. The capital invested in foreign records can
be reckoned in millions. The expeditions of the Ger-
man record industry have been in all countries to se-
cure the necessary ground work for an extended export
trade. This proves the vital interest of the record
industry in an equal international definition of this
matter.

The fourth topic, "Legal Provision to Prevent
Monopolistic Tendencies in Patent Laws, and
Plan for Analogous Restriction of Composers'
Copyrights as Regards Records," states:

In a law regarding the rights of authors as to their
works, as affecting talking machines and other mechan-
ical musical instruments, the following regulation
should be adopted :

"The author's right has this effect, that the author
is exclusively entitled to grant permission for the use
of his works for reproduction by talking machines, me-
chanical musical instruments, etc. This permission may
not be refused on offer of suitable compensation and
suff iciein security. ( The law might lay down certain
general definitions according to which the question of
sufficient compensation could be judged.) Agreements
concluded in contravention of these regulations are
void."

Each one of the subjects included in the list
which we have indicated has been ably handled
by experts, and on the whole the memorial may
be considered a remarkable document, embody-
ing great argumentative force.

Just what result the conference will have upon
international copyrights is, to a certain extent,
problematical, in so far as it affects the interests
directly in this country. It is believed, however,
that the nations which have participated in this
conference will effect the adoption of copyright
laws for the record industry which have been
agreed upou at this conference. The fact that
the United States has sent Mr. Solberg as its
representative shows its interest in this inter-
national meeting, and it may be that Congress
will be guided somewhat in its future action as
affecting copyright by the action taken at Berlin.

W. V. YOUMANS A NEW YORK VISITOR.

AV. V. Youmans, with C. B. Haynes & Co.. the
prominent talking machine jobbers of Richmond,
Va., was in New York last week while on his
vacation and called upon various members of the
trade. Mr. Youmans stated that prospects for a
good fall trade are very bright through the
South.

Since \V. J. Bryan was nominated for the presi-
dency, jobbers' repeat orders for the Bryan rec-
ords have been received by the National Phono-
graph Co. almost as fast as when they were first
announced. One jobber has ordered five times,
eleven have ordered four times, nineteen have
in their third order, and forty-seven have ordered
twice. Those who have ordered only once, al-
most without exception, are jobbers who put in
very heavy orders at the start.

Looking for
Bu^ineM

Are you one of the
trade hunters ? Then we
can help you very ma-
terially. We are exclu-
sive talking machine
jobbers and manufac-

turers of specialties and

if you desire anything in the talking machine line, you can
rest assured that we can meet your wants and have the goods
to you in the shortest possible time. Our energies are concen-
trated upon jobbing and manufacturing and the steady develop-
ment of our business shows that we know the game. Just try us.

Hie Boston Cycle and Sundry Q.

48 Hanover Street Boston, Mass.

THE TALKING MACHINE WORLD.

51

RECORD BULLETINS FOR OCTOBER, 1908

ZON-O-PHONE 10-INCH RECORDS.

ZUN-0-]'lIONH CO^CEUT X'.AiM).

1102
1163
1164
1165
1166
1167

1168
1169
1170
1171
1172
1173
voc
1174
1175

1176
1177

1178
1179
II SO

11 SI
1182
1183
1184
1185
1186

-March and Two-Stop (I'ryor).
-iiarcli'.

Artl'ul Ai-tie-

Uixie

The Demou—

St. Vitus Dance

The Victorious Eagle — March and Two-Step ... .
The Wee Macgreegor — Highland Patrol

ZON-O-PHONIS OKCHESTEA.

The Dawn of Love — Gavotte

Follow the Band — March and Two-Step

The Girls of Gottenberg — Waltz

Made in Germany — A German Rag

Popular Chorus Medlej' — Two-Step No. 3

Those Wedding Bells

.\L, SELECTKJNIS WITH OKCHESTKA ACCOMPANIMENT.

Alderman Dolan's Campaign Speech. Steve Porter

Don't Go Away

Arthur Collins and Byron G. Harlan

Don't Take Me Home Ed. Morton

Do They Think of Me at Home?

Metropolitan Trio

Do You Know Mr. Schneider ?.. Dorothy Kingsley

The Garden o£ Dreams Henry Burr

Jimniie and Maggie at the "Table D'Hute"..,

Ada Jones and Len Spencer

My Dream of the XJ. S. A Frank C. Stanley

Myles O'Brien Steve Porter

The Old Time Rag Billy Murray

Rambler Minstrels No. 11

Take Me Out to the Ball Game. . . .Fred Lambert
Wishes Arthur Collins and Byron G. Harlan

NEW EDISON GOLD MOULDED RECORDS.

9948

9949
9950

9951

9952

9953
9954

9955

9956
9957

9958

9959

99G0

9961

99G2
9963

9964
9965

9966

9967

9968

9969
9970
9971

502
6948
8022
8060
8591

Old Daddy Peg Leg Two-Step (Whitney)...

New York Military Band

Don't Take Me Home (Von Tilzer)..Ed. Morton
Cuddle Up a Little Closer, Lovey Mine

(Hoschua) Ada .Tones and Billy Murray

Summer Recollections (Lange-Bohm) (Piano)

Albert Benzler

Miserere from "II Trovatore" (Verdi)

; Miss Hinkle and Mr. Anthony

Jubilee Minstrels Minstrels

I I^ost My Heart When I Saw Your Eyes

(Helf) Manuel Romain

House Cleaning Time (Original)

Ada Jones and Len Snencer

The Old-Time Rag (Morse) Arthur Collins

Waltz from "La Boheme" (Puccini)

Edison Concert Band

Sunbonnet Sue (Cobb and Edwards)

Byron G. Harlan

Beautiful Isle of Somewhere (Fearis)

Anthony and Harrison

Patrol of the Scouts (Boccalari)

Edison Symphony Orchestra

When It's Moonlight on the Silv'ry Ricf

Grande (Slater) .Tames F. Harrison

Ah! So Pure 1 Flotow )... Frederic C. Preemantel
Matt Keefe's Yodle Song (Iveefe)

Matt Keefe and George M. Stricklett

Wishes (Jerome). Collins and Harlan

If You Cared for Me (Rose and Snyder)...

Frederic Rose

You Will have to Sing an Irish Song (Nor-

worth) Ada Jones

Ballet Music from "The Prophet" (Meyer-
beer) American Symphony Orchestra

Pride nf the Prairie (Botsford)

Billy Murray and Chorus

Ecstasy (Alary) ilr. and Mrs. Waterous

Pat O'Brien's Automobile (Original) . Steve Porter
Genee Waltzes from "The Soul Kiss" (Levi)

New York Military Band

Five Selections Made Over.
Angel's Serenade. ... Edison Symphony Orchestra

The Wav to Kiss a Girl Arthur Collins

Nearer, My God. to Thee Samuel Siegel

Home, Sweet Home Samuel Siegel

Come. Ye Disconsolale '....Samuel Siegel

FIRST ADVANCE LIST OF EDISON AMBEROL
RECORDS (TO BE ISSUED OCT. 1, 1908).

1 William Tell Overture Edison Concert Band

2 Roses Bring Dreams of You Manuel Romain

.". Sextette from "Lucia" Edison Sextette

4 Flanagan and "Tlie Reillys" at a Baseball

Game Steve Porter

5 Love's Dream After the Ball .. Edison Venetian Trio

6 Memories of Mother Anthony and Harrison

7 Don't Go Away Collins and Harlan

S Violets Waltz New York Military Band

9 Light as a Feather Albert Benzler

10 The Holy City Reed Miller

11 Uncle Josh and the Sailor Cal Stewart

12 The Message Harry Anthony

13 Cavalry Charge (Descriptive Fantasie)

Edison Military Band

14 Fol-the-rol-lol Limericks Edward M. Favor

15 The Singer and the Song James F. Harrison

16 The Stranded Minstrel Man Murry K. Hill

17 Humoreske Hans Kronold

IS The Preacher and the Bear Arthur Collins

19 Trio from Faust Metropolitan Trio

20 Asleep in the Deep Gus Reed

21 The Tales of Hoffmann — Selection

American Symphony Orchestra

22 Daddy Harry Anthony

23 Henny and Hilda at the German Picnic

..Ada Jones and Len Spencej

24 The Sword of Bunker Hill . Knickerbocker Quartette

25 A Hunting Scene Edison Military Band

26 Pure as Snow Edison Concert Band

27 Belle Brandon Manuel Romain

28 Quartette from Rigoletto. . .Metropolitan Quartette

29 A Singer Sang a Song Ed. Morton

30 Castilian Echoes Samuel Siegel and Wm. Smith

31 The Palms James F. Harrison

32 Nigger Loves His Possum Collins and Harlan

33 Y'ou Can Look and You Can Listen, but M-U-M

is the Word Ada Jones

34 Always Gallant Polka Albert Benzler

35 Rocked in the Cradle of the Deep Gus Reed

36 I Would Still Love You. Ada Jones and Billy Murray

37 A Police Court Scene Steve Porter

38 Semiramide Overture EdLson Concert Band

39 1 Was Roaming Along Edward M. Favor

40 In the Sweet Bye and Bye. .Edison Mixed Quartette

41 A Bunch of Nonsense Murry K. Hill

42 Reels and Walk-Arounds Leopold Moeslein

43 A Busy Week at Pumpkin Center Cal Stewart

44 O That We Two Were Maying

Mr. and Mrs. Waterous

45 Waltz Medley New Y'ork Military Band

46 Selections from Faust. . Edison Symphony Orchestra

47 Silver Threads Among the Gold Will Oakland

48 Santiago Flynn Ada Jones and Len Spencer

49 Blue Danube Waltz Knickerbocker Quartette

50 American Standard and the New Colonial

Marches Edison Military Band

LATEST INDESTRUCTIBLE RECORDS.

858

859

860

861

S02

863
864

865
866

867

Grand Opera, JIarch (containing two airs

from "Carmen" and "Faust"). Arranged

by Jean Missud Military Band

The Palms (Words and Music by J. Faure) .

Henry Burr

Move on, Mr. Mo'on (Words by Ed. Rose.

Music by Ted Snyder) Dorothy Kingsley

Don't Go Away (Kendis and Paley)

Collins and Harlan

Medley of Jigs and Reels (Violin Solo)

. . ." C. D'Almaine

Dixie Minstrels No. 4 Quartette

It Looks Like a Big Night To-night (Words

-by Williams. Music by Van Alstyp)

Billy Murray

So'urire D'Avril (M. Depret) Orchestra

Sun Bonnet Sue (Words by Will Cobb. Music

by Gus Edwards) B. G. Harlan

Honor Bright. I Loves Yer Right, Old Pal

(Gideon and Selden ) Ed. M. Favor

YOU

want the best Cabinets at the
best prices.

WE

No. 426. Disc Record Cabinet, Open

Golden Quartered Oak
Mahogany
Holds 170 12-inch Disc Records

make the best Cabinets at the
best prices.

A catalog illustrating our Cabinets
for Disc and Cylinder Records
will be sent you with prices if
you will send your name to

THE UDEUU WORKS

INDIANAPOLIS, IIMO., U. S. A.

WE FILL ORDERS PROMPTLY. TRY US.

MAKERS OF THE KIND OF CABINETS THE WISE DEALERS BUY

868

SCO

870

871

872
873

874
875
870

ST7

878
879

880
881

Kearer. My God. to Thee (Paraphrase). Para-
phrase by Otto I^angey on Dr. Mason's
"Nearer, My God, to Thee" Military Baud

1 Tliink I see My Brother Coming Home
I Words by Ed. Moran. Music by J. Fred
Helf) Arthur Collins

House Cleaning Time (Original) , A Domestic
Episode...." ' Spencer and Jones

W'hat a Friend We Have in .Jesus (Scrivea
and Converse) -Tames F. Harrison

Night Trip to Buffalo (OiUjinal) Quartette

You Can Look and You Can Listen but
M-TJ-M Is tlie Word (Words by Brockman.
Music liy J. Fred llelf) Ada Jones

Aldei-man 'Doolan's Campaign Speech (Origi-
nal ) Steve Porter

Dance of the Honey Bees (Beuj. Richmond)
Orchestra

Cuddle Up a Little Closer, Lovey Mine
(Words by O. A. Hauerbaeh. Music by
Karl Hoschna Jones and Murray

Mister Dinkelspiel (Words by Ed. Moran.
Music by J. Fred Helf) Bob Roberts

.A''alse Bleue (Alfred Margis Chapp) .Military Band

In a Hundred Fathoms Deep (Shattuck) . . . .
F. C. Stanley

A Singer Sang a Song. Song hit in Sam Ber-
nard's Show, "Nearly A Hero" (Words by
W. Heelan. Music by S. Furth) . . .Ed. Morton

Equatorial Ecstatic Frolics (L. Snedeker) . . .

Military Band

NEW VICTOR RECORDS

10

10

12

10
10

10
10

ARTHUR PUTOK'S BAND.

No. Size.

5549 Ye Ancients March (Reeves) 10

31707 Hungarian Fantasia (lobani) 12

VICTOR DANCE OKCH., WALTER B. ROGER.S, CONDUCTOR.

5569 Morning, Cy ! Barn Dance (Peters) 10

XYDOri-IOXE SOLO BY CHRIS. CHAPMAN. WITH ORCH.

5560 Dill Pickles Rag — Ragtime Two-Step

(Johnson) 10

MANDOLIN AND HARP Gl'ITAR DUET BY SIEGEL AND BUTIN.

5565 American Valor March 10

WHISTLING SOLO BY GUIDO GIALDINI, WITH ORCH.

52007 Tout Passe Waltz (Becger)

VIOLIN SOLO BY HOWARD RATTAYj WITH ORCH.

5548 Spanish Dance (Rehfeld)

TENOR Solo by IIAROLD JARVIS, WITH ORCH.

31706 The Death of Nelson (Braham)

COMIC SONGS BY EDDIE MORTON^ WITH ORCH.

5545 Don't Take Me Home (Von Tilzer)

5546 Somebody Lied (Lloyd)

TENOR SOLO BY WILLIAM T. EVANS^ WITH ORCH.

5551 Let Me Like a Soldier Fall (Wallace)

FRANK C. STANLEY, BASS, WITH ORCH.

5o47 Any Old Port in a Storm (Mills)

COMIC SONGS BY HARRY LAUDER, WITH ORCH.

58001 The Wedding ot" Sandy McNab 12

u2008 Tobermory ; lO

52009 Killiecrankie , 10

DUET BY MISS JONES AND MR. MURRAY, WITH ORCH.

o560 The Boy Who Stuttered and the Girl Who

Lisped (Hoschna-Hauerbach) 10

TENOR SOLO BY AL. H. (METZ^ WILSON, WITH ORCH.

5563 Wilson's Lullaby (Wilson) 10

HARRY MACDONOUGH, WITH ORCH.

5567 The Soft Southern Breeze 10

HARRY MACDONOUGH AND HAYDN QUARTET, WITH ORCH.

5568 Sunbonnet Sue (Cobb- Edwards) 10

MALE QUARTET BY THE PEERLESS QUARTET.

5562 Old Black Joe (Foster) 10

COMIC SONG Bi' ARTHUR COLLINS, WITH ORCH.

5561 I Was Roaming Along (Hollander) 10

SONGS BY BILLY MURRAY, WITH ORCH.

5543 Be Sweet to Me. Kid... (Howard) 10

5550 It Looks Like a Big Night To-night

• (Van Alstyne) 10

MINSTREL RECORD, WITH ORCH.

5j44 Victor Minstrels — No. 13 10

ALAN TURNER, WITH ORCH.

5564 Tempest of the Heart (Verdi)

ACCORDION SOLO BY J. J. KIMMEL.

5447 American Polka (Kimmel)

MISS JONES AND MR. MURRAY, WITH ORCH.
5455 Smarty (Von Tilzer)

CHOIR RECORD BY THE TRINITY CHOIR, WITH ORCH

5434 A Mighty Fortress (Ein' teste Burg) (Luther)

MALE QUARTET BY THE PEERLESS QUARTET, WITH ORCH.

5460 Rah, Rah, Rah (from "The So'ul Kiss")....

(Chapel) 8

GIUSEPPINA HUGUET, SOPRANO, WITH ORCH.

52526 Norma — Casta diva (Queen of Heaven)

(Bellini) 10

GRAND FINALE FROM VERDI'S TRAVIATA MME. HUGDBT,

M. PINI-CORSI, M. BADINI, WITH ORCH. AND
CHORUS OP LA SCALA, MILAN.

58392 Travlata — Alfredo, di questo core (Alfred
Thou Knowest Not)," Finale to Act II. . . .
(Verdi) 12

GIUSEPPINA HUGUBT-ERKESTO BADINI, WITH ORCH.

58399 Don Pasquale — Pronto io son (My Part I'll

I'lay) (Donizetti) 12

EMMA CALVE, SOPRANO.
88134 Plaisir d'Amour (Love's Delight) (In French)

(Martini) 12

EMMA EAMES, SOPRANO.

SS135 (a) Si tu le veux (Koechlin) ; (b) Aubade

Cherubin (in French) (Massenet) 12

EMILIO DE GOGORZ.A, BAR.

74118 (a) Mother o' Mine (Tours) ; (b) The Lark
Now Leaves Its Wat'ry Nest (in English)
(Parker) 12

PLORENCIO CONSTANTINO. TENOR.

04090 Favorita — Una vergine (Like an Angel) (in

It(iliun) (Donizetti) 10

EVAN WILLIAMS. TENOR.
64092 Lead Kindly Light (in English)

( Newman-Dykes) 10

i411o Meistersinger— -Prize So'Ug (in English) .

(Wagner) 12

GINA VIAPORA, SOPRANO.
74116 Trovatore — Tacea a notte placida (My Heart
Is His Alone) (in Italian) .'(Verdi)

ALICE NIELSEN, SOPRANO.

Figlia del Reggimento— Convien partir (" 'Tis
Time to Part," from Daughter of the Regi-
ment) (in Italian) (Donizetti)

10

8

8

7411-

12

12

HENDERSON WITH COLUMBIA CO.

T. K, Henderson, formerly treasurer and gen-
eral sales manager of the General Music Supply
Co., has entered the service of the Columbia
Phonograph Co., General, New York, on the
staff Of Harry A. Yerkes, of the wholesale de-
partment. He will make his first call on the
Columbia jobbers and dealers the coming week.

52

THE TALKING IMACHINE WORLD.

LATEST PATENTS RELATING TO TALKING
MACHINES AND RECORDS

(Specially prepared for The TalkiDg Machine World.,
"Washington, D. C, Sept. 8, 1908.
Sound Box. Edward D. Gleason, Moores, Pa.,
assignor to Victor Talking Machine Co., Camden,
N. J. Patent No. 896,006.

The main objects of this invention are to
simplify the construction of the sound box and
to provide an improved stylus bar and stylus bar
mounting.

In the accompanying drawings: Figure 1 is
a front elevation of a sound box constructed in

accordance with this
invention; Fig. 2 a
longitudinal section
on line 2 — 2 of Fig.
1; Fig. 3 a front ele-
ration of a modified
form of this inven-
tion; Fig. 4 a longi-
tudinal section on
line 4—4 of Fig. 3;
Fig. 5 a front eleva-
tion of a second
modification of this
invention; Fig. 6 a
longitudinal section
on line 6 — 6 of Fig.
'-^-^ ^^T^" 5; pjg_ 7 a. front

elevation of a third modification of this
invention; Fig. 8 a longitudinal section on line
8 — 8 of Fig. 7; Fig. 9 a front elevation of a

In the accompanying drawings: Figure 1 is
a front elevation of a sound box constructed

in accord ance

with this in-
vention; Fig. 2 a
longitudinal sec-
tion of the same
upon the line 2 — 2
of Fig. 1, looking
in the direction of
the arrows; Fig.
3 a front elevation
of a modified form
of this invention;
and Fig. 4 a lon-
gitudinal section
upon line 4 — 4 of
Fig. 3, looking in
the direction of
* the arrows.

Repeating Mechakism foe Sound-Repeodccing
IVLiCHiNES. James H. Stinson, Cooke, Mont. Pat-
ent No. 896,950.
This invention relates to machines for the re-

production of
sound commonly
known as phono-
graphs or grapho-
phones, and its ob-
ject is to provide
an improved means
whereby the needle
commonlj' used in
•^v^/^-JT reproducer will
^'^j , be caused to return
to the point of

panying drawings: Figure 1 is a front
elevation of the machine constructed in ac-
cordance with this invention, the parts being
in position for the return of the needle. Fig. 2
is a side elevation of the same. Fig. 3 is a plan
view thereof. Fig. 4 is a front elevation show-
ing the parts in the position assumed when the
needle has been returned and is ready to repeat
the piece. Fig. 5 is a detail of one of the stops
used in this device.

Sound Box. Edward D. Gleason, Moores, Pa.,
assignor to the Victor Talking Machine Co., Cam-
den, N. J. Patent No. 896,008.

The main object of this invention is to pro-
vide an improved, stylus and mounting.

In the accompanying drawings. Figure 1 is a

7

fourth modification of this invention; and Fig.
10 is a longitudinal central section of Fig. 9.

Sound Box foe Talking Machines. Edward
D. Gleason, Moores, Pa., assignor to the Victor
Talking Machine Co., Camden, N. J. Patent No.
896,007.

This invention relates to improvements in
sound boxes for talking machines, and has for

its main object to

starting automati-
cally after a piece
has been played.
A further object of
the invention is to
provide means by
which this may be
done without in-
jury to the record
or other parts of
the machine.

In the accom-

front elevation of a sound bo.\. cunstrucied in
accordance with this invention; Fig. 2 a longi-
tudinal section, and Fig. 3 a top plan view of the
same partly in section; Figs. 4 and 5 are a front
elevation and a longitudinal section, respectively,
of modified forms of this invention; and Figs.
6, 7 and 8 are a front elevation, a longitudinal
section and a top plan view, respectively, of a
further modification in the form of this inven-
tion.

Attachment foe Phonogbaphic Machines.
Franklin Hardinge, Chicago, 111. Patent No.
895,456.

This invention relates to that class of phono-
graphic machines in which the sound waves are
recorded upon wax or composition fashioned into
a cylindrical or slightly conical shape. As is well
known to those familiar with the art, the ma-
jority of these machines are constructed to ac-
commodate what is known -as the standard rec-
ord. Other machines are constructed which ac-
commodate what is known as the intermediate
record, a record of larger diameter; and there
are also machines manufactured which accom-

provide a box hav-
ing an improved
stylus mounting
whereby a weight
may be used to
c o u n t e rbalance
the stylus.

Figure 1 is a
front elevation of
a sound box con-
structed in ac-
cordancewith this
invention; Fig. 2
a longitudinal sec-
tion of the same
on line 2—2 of
Fig. 1; Fig. 3 a
front elevation oi a modified form of this in-
vention, and Fig. 4 a longitudinal section on
line 4—4 of Fig. 3.

Sound Box for T.vlkino Machines. Edward
D. Gleason, Moores, Pa., assignor to the Victor
Talking Machine Co., Camden. N. J. Patent No.
896,009.

The main objects of this invention are to pro-
vide In a sound box an improved stylus bar and
mounting, and an improved means of connect-
ing the stylus bar to the diaphragm.

MIRAPHONE

Combination
Music Box and
Talking Machine

In every respect a
superior instrument
Musically and
Mechanically.
Giving you and
your customers
splendid value. J-

Write for Catalo^^ue. Terms and Prices

Jacot Music Box Co*

No. 39 Union Square, New York

THE TALKING MACHINE WORLD.

53

modate what is known as concert records, a rec-
ord of still larger diameter. It is well known
that talking machines at the present time are
constructed to accommodate but one of these
sizes, and it is the object of this invention to
provide improved means whereby any of these
three records of different sizes may be accommo-
dated, in a single machine.

Figure 1 is an elevation view of the inven-
tion, parts being broken away to more clearly
illustrate the same; Fig. 2 is a section taken on
line 2—2 of Fig. 1.

Sound Amplifies foe Phonogeaphs and Talk-
ing Machines. John H. J. Haines, New York.
Patent No. 895,853.

This invention relates to talking machines, and
has special reference to a type of device for
amplifying the reproduction of sound from a
record cylinder or plate, comprising a friction
roll and shoe introduced between the stylus bar
and the diaphragm, whereby the vibrations of
the stylus are reproduced in the diaphragm in an
amplified degree. The object of the invention
is to provide a construction of amplifier which
will increase the loudness of the reproduction
very considerably without loss of definition or
articulation. A further object is to provide
means whereby the degree of loudness of the
reproduction can be varied at will and by simple
mechanism and manipulation.

In carrying out the invention a form of shoe
is utilized on the friction roll, which encom-
passes more than one-half of the circumference
thereof, and the inventor then connects one end
of this shoe with the stylus lever in such a way
that the outward thrusts of the stylus created
by the vertical undulations in the record groove
drive the shoe into intimate contact with the
roll, while the friction roll and shoe are caused
to bodily follow the stylus in its inward strokes,
permitted by the depressions in the record
groove. The undulations in the record groove
are made up of crests and depressions of vary-
ing depth and shape, and it is found that by so
organizing the lever system that the crests of

the record groove
will act directly
to increase the
friction of the
shoe, the sharp-
est and clearest
reproduction i s
obtained. At the
same time the ar-
rangement must
be such that when
the stylus enters
a depression in
the groove, the
friction shoe and
roll will follow it,
so that the shoe
will receive the full effect of the thrust caused
by the next succeeding crest. This following-up
action of the roll and shoe therefore increases
the loudness, but it also retains the purity or
definition because it overcomes any tendency of
the shoe to rattle or loosen from the roll during
the recessions or inward strokes of the stylus.

The friction roll is carried at the end of a
swinging shaft as usual, and its weight is sup-
plemented by a weighted nut applied to the end
of the shaft in the usual manner, the total
weight at the end of the shaft being predeter-
mined in proportion to the coefficient of friction
between the roll and shoe, so that when the
machine is in operation, the vibratory system
will be floating in stable equilibrium at a certain
elevation or distance from the record tablet
where the stylus will be in operative relation to

the record, and the viorations due to the rubbing
of the shoe upon the roll will be at a certain
constant rate suitable to co-operate with and aug-
ment the vibrations which are to be superposed
thereon by the reproducing stylus. Under this
floating condition, there will be no effective force
applied to the stylus to compel it to follow the
undulations of the record groove, and the in-
ventor therefore adds to the vibratory system
a supplemental weight or spring so applied as
to create a tendency of the roll and shoe to press
the stylus against the record surface, thus com-
pelling the stylus to follow the undulations of
the record groove and to react upon the friction
shoe. This extra weight or spring, therefore,
supplies the means for causing the friction roll
and shoe to bodily follow the movements of the
stylus bar. -But it must be and is so associated
with the vibratory system that the vibrations of
the stylus are not absorbed thereby, but on the
contrary are devoted entirely to varying the
grip of the shoe upon the roll.

Figure 1 is an end elevation of a portion of
a talking machine and the improved amplifying
attachment, some parts being broken away. Fig.
2 is a plan of the mechanism at the end of the
swinging shaft. Fig. 3 illustrates a modification
of the stylus bar.

Recced foe Talking Machines. Eldridge R.
Johnson, Merion, Pa., assignor to Victor Talking
Machine Co., Camden, N. J. Patent No. 895,059.

This invention relates to improvements in
sound records of either the cylindrical or disc
type, and has for its object to provide an im-
proved record such that the walls of the grooves
shall be so formed as to reproduce the sounds of
the record in tones more clear and distinct than
has heretofore been possible from records of
prior construction.

In forming records upon sound recording ma-
chines for use in talking machines, such as the
gramophone, where the sound waves are re-
corded in the form of a groove of even depth
having lateral undulations as distinguished from
an undulatory groove of varying depth, as in the
type of machines of which the phonograph is
an illustration, it is essential, in order to produce
a clear record, that the material be neatly and
cleanly cut from the grooves in the process of
recording so that smooth, well-defined surfaces
be formed in the walls of a well-defined groove.

In the art of making sound records, compara-
tively little attention has been paid to the finish-
ing and the forming of the surfaces of the walls
of the record groove. The vertical groove has
heretofore been cut by a recording tool, which,
owing to the character of the groove and the

shape of the tool, has not only had a tendency
to tear the material of the record, or distort the
same, so as to form roughnesses which, in the
reproduction of the record or its duplicate, cause
disagreeable sounds, owing to the harsh vibra-
tions of the diaphragm caused thereby, but also,
among other things, in the vertical type of rec-
ord, the resistance on the cutting stylus in goug-
ing out the material increases in proportion to
the depth, which objection is overcome in the
cut laterally undulating record groove, where
the resistance to the force exerted by the cutting
stylus is uniform and even.

Mr. Johnson has discovered by careful experi-
ments that the best results are obtained in a
cut out laterally undulatory groove of substan-
tially constant depth in a record tablet, prefer-
ably of wax or other suitable material, and fur-
thermore, when the walls of the groove diverge
from the bottom of the same to the surface of
the record, or, more superficially, when the walls
of the groove are formed by surfaces which in
cross section give the lines of a segment of an

ellipse, the groove
being widest at its
mouth, and gradu-
ally diminishing in
its width toward the
bottom. By this con-
"S;*^ struction, the mate-
[j^r -n rial is neatly and

J accurately cut out,

and forms a groove
having smooth and
well-defined walls;
the recording needle
has greater freedom
of oscillation, and by.
reason of the relative
contour of the walls
of the groove with
the outline of the needle, this construction pre-
vents any binding effect and secures a maximum
ease of movement of the needle with a minimum
of wear upon the record.

Figure 1 is a sectional view of a record show-
ing a recording tool in operation in connection
therewith, parts of said recording tool being
shown in section; Fig. 2 is a large cross sec-
tional view of the record showing the shape of
the groove as formed therein; Fig. 3 is a sec-
tional view showing a form of groove having
perpendicular walls in connection with a needle
with an outline siibstantially like that of the
end of the record groove; Fig. 4 shows a groove
of substantially the same character as that
shown in Fig. 3, with the stylus point of the

My Dear Sir:

^ We desire to impress as emphatically as we can the dealers of Michigan,
Northern Ohio and Northern Indiana with the important fact :

^ That our lines of Phonographs, Talking Machines, Records, and all
Accessories have never been so thoroughly full and complete as they are
now. The demands of the trade justify our carrying very large stocks.

<5 Then our Shipping Department is in readiness at all times to promptly
fill orders and ship the goods without a minute's delay. We always have in
stock what the dealer wants, and we solicit orders — " hurry" orders, by wire
or long-distance 'phone, because we can ship the goods the same day.

^ Have you tried the Indestructible Records? If not, you'll find it profit-
able to do so. We can supply all orders.

^ We earnestly and respectfully solicit your business in the confidence that
the results will be mutually profitable.

AMERICAN PHONOGRAPH COMPANY

DETROIT, MICH.

54

THE TALKING MACHINE WORLD.

ordinary construction in place therein; Fig. 5
is a plan view of tlie record disc sliowing the
grooves spirally arranged in the surface thereof;
Fig. 6 illustrates a part of the record showing a
single record groove greatly magnified and dis-
closing the uudulatory form of the sound waves.

PnoNOGBAPH. Hermann Schroeder, New York.
Patent No. 89.5,900.

This invention comprehends certain new and
useful improvements in phonographs and relates

^particularly to a
> casing or sound
. amplifying means
■which aims to en-
hance the charac-
ter of the sound.
Figure 1 is a
^=^^'^ longitudinal sec-
tional view of a
phonograph em-
bodying the im-
provements of the
invention; Fig. 2
is a horizontal
sectional view
thereof; and Fig.
3 is a detail sec-
^ tional view illus-

trating a deflector that is employed.

Phoa^ographt. Isidore Kitsee, Philadelphia,
Pa. Patent No. 896,302.

This invention relates to an improvement in
phonography. Its object is to produce a phono-
graphic record with the aid of which sounds
may be reproduced.

In the drawing. Figures 1 and 2 are plan
views of records at different stages, and Fig. 3
is a sectional view of the finished record.

To produce the final record in accordance with
this invention, it is first necessary to produce the
recording lines, due to the sound waves, in a
manner so as to be able to photograph the
same; and in the drawing. Figure 1 illustrates
this step of the invention; and in
this figure, 1 is the material on
which the lines of record are
marked, and 2 are the lines of
record. The material 1 should be
transparent, and the lines 2
-'Opaque to the rays of light. It is
found that tracing cloth is well
adapted for the purpose and a
very expedient way of producing
the lines of record is by •simply
drawing, with the aid of a colored
fluid, the lines on said cloth; the
means to draw said lines being operatively re-
lated to the phonographic diaphragm. This
plate or record is used as a positive to produce
photographically a negative therefrom.

The process of producing a photographic nega-
tive is well understood and does not need to be
enlarged upon here. It suflices to say that those
places which are in the positive opaque to the
rays of light will be produced in the negative in
a manner so as to be transparent to the rays
of light and vice versa; the places transparent
to the rays of light on the positive will be
opaque to the rays of light on the negative, pro-
vided that the negative is made and washed in
accordance with the usual process, and Fig. 2
represents such a negative; in this figure, 3
designates the part opaque to the rays of light
and 2 the lines of record now transparent to the
rays of light.

To produce a record plate, wilh the aid of
which sounds may be reproduced, recourse is
made to the following arrangement: The in-
ventor covers a suitable base, such for instance
as a metallic plate, with a comparatively thick
layer of gelatin, in which a chrome, such for
instance as a bi-chromate of potassium, is dis-
solved. This plate is carefully screened from the
rays of light. After the plate has dried, that is,
ripened, it is stibjected to the rays of light wilh
the interposition of the negative. The rays of
light will, therefore, only strike those parts of
the gelatin coating which are not protected by
the opaque material of the negative. In other
words, only sudi |i;\rls of the gelatin coating

will be e.xposed to the light as correspond to
the transparent lines of record on the negative;
all other parts of the gelatin coating being
screened from the rays of light by the opaque
parts of said negative. After the necessary ex-
posure, the gelatin plate is removed from the
source of light. When a gelatin, intermixed
with a • bi-chromate of potassium, is exposed to
the rays of light, those parts on which the rays
of light fall will become hard and dry, whereas,
such parts which are screened from the rays of
light will remain in their pliable state. When
now a gelatin so prepared is moistened with
luke-warm water, those parts, formerly exposed
to the rays, will remain unaltered, but the parts
screened from the rays will take up part of the
water and will thereby swell up. The plate so
manipulated will present a surface comprising
raised and depressed parts. The raised parts
are due to the swelling up of the gelatin for-
merly screened from the light, and the de-
pressed parts represent the gelatin not raised
through the action of the water. It has been
necessary to thus make clear the action of light
on gelatin having intermixed therein a bi-chro-
mate of potassium, so that the production of the
final record should be well understood by per-
sons versed in the art.

As stated above, the plate of gelatin is. after
due exposure to the light, removed from this
source. To produce the necessary change in
this gelatin plate, so as to be able to use the
lines of record for the reproduction of sound,
it is necessary to depress these lines, or what is
the same — to raise the parts intervening, and
for this purpose the plate is subjected to the
action of moisture. Fig. 3 represents such final
record, and in this record, 5 is the support plate;
4 the prepared gelatin, and 2 are the lines of
record, here shown in intaglio.

HoEX. Leonard L. Terhune, Newark. N. J.
Patent No. 896,672.

The object of this invention is to produce a
horn for use in amplifying the vibrations pro-
duced by the sound box of a phonograph or like
instrument, of such a size that it shall possess
greater strength for a given weight of material
used and at the same time improve the carrying
and amplifying qualities of such an instrument.

Hitherto, in the manufacture and shipment of
horns, great difiiculty has been experienced in
producing a horn of the requisite strength to
stand the wear and tear of rough usage from the
thin material which it is necessary to use in
such manufacture. It has been found that, by
making up the horn of elements which have
short curvature, the inventor is able to produce

a horn from relatively light material which
shall have, not only the requisite strength, but
improved sound-carrying and amplifying quali-
ties.

The configuration of the bell and body of the
horn lends itself admirably to the manufacture
of the structure from other materials than sheet
metal, as for example, papier mache or glass,
and in case either of the latter named materials
is used, the whole horn, i. e., body and bell
mouth, may be pressed to shape m suitable molds
or dies, thereby forming horns of a single in-
tegral piece of
material, and the
resulting horns
will be found to
possess greater
strength and bet-
t e r sound-carry-
ing qualities than
if made up of sep-
arate parts from
those materials.
In some cases a "
conical body is',
made of metal as
usual and the bell
of glass, papier mache or other suitable mate-
rial. In any case, the petal sections are both
longitudinally and laterally arc-shaped.

In the accompanying drawings, forming a part
of this specification. Figure 1 is a side view of
a complete horn, embodying these improvements.
Fig. 2 is a cross-section on line x — x of Fig. 1,
and Fig. 3 is a similar cross-section of a modified
form.

Method of >Iakij,-g Souxd Records. William
H. Hoyt, Wyoming, N. J. Patent No. 897,254.

This invention relates to methods of making
sound records, particularly of the fiat or disc
type, and has for its object to provide a method
for producing a light, strong and durable record
of this character which will be practically un-
breakable and which will not be affected by

f# , '

i^- I - -

— ^ .z_

changes of temperature or moisture. To this
end the record is made of a suitable body, such
as cardboard, and provided with a facing of
celluloid or like material, which is connected

Grinnell Bros.

DETROIT, MICH.

The New $200,000

Grinnell Building

Conc i'dcil to he the m o .s t
lu'nutiftil and host equipped
Music House in the I'. S.

Largest Michigan Jobbers of the complete

EDISON ^ VICTOR

Lines, including Records and Accessories

We have evervthinc in SUNDRIES, including: AUTOMATIC
STOPS, REPEATING ATTACHMENTS. HORN CONNECTIONS.
CRANES. TONE MODIFIERS. BRUSHES, ETC.

No annoying delays if you order from us. All
orders filled same day received.

We carry every Record listed hy the Edison and Victor Co.'s.
Not one of each, hut dozens, yes. hundreds each of the more popular
nuinhers.

An extensive line of RECORD CABINETS at
prices that are RIGHT.

If you are a Victor or an Edison Dealer in our territory com-
municate with us and learn of somcthinK ver>' much to your advan-
tage and profit. Address : —

GRINNELL BROS.,

Grinnell Building
DETROIT, MICH.

THE TALKING MACHINE WORLD.

55

with the cardboard by means of an intermediate
layer or a binder, such as shellac, which also
prevents warping of the record.

An apparatus of any suitable construction may
be employed in carrying out this method for
forming or molding the records, the accompany-
ing drawing illustrating an ordinary form of
such apparatus.

Figure 1 shows the parts in position before
molding, and Fig. 2 represents them in the posi-
tion they occupy during molding.

Mechanism for Driving the Diaphragms of
Disc Phonographs. Blise C. Boulanger and Jean
Baptiste Delaye, Paris, France, assignors by
mesne assignments to Societe Arthur Cerf Et
Cie, same place. Patent No. 897,053.

The invention has for its object to produce the
displacement of the sound box of disc phono-
graphs in an automatic manner, while dispens-
ing with the costly parts (which are also diffi-
cult to regulate) such as are ordinarily em-
ployed. The displacement is ordinarily effected

by means of a
screw carriage
with which there
are engaged at
will the jaws of a
nut fixed to the
T fitting for the
trumpet and serv-
ing to displace it.
This disengage-
ment of the sound
box from the disc
is effected in the
mechanism d e -

scribed, in a spe-

y E T' y V '■ " - -J manner; in

addition, an arrangement described permits of
recording or reproducing phonographic post
cards.

Figure 1 is a side elevation of the apparatus
as a whole. . Fig. 2 is a plan view of the appa-
ratus shown in Fig. 1. Fig. 3 represents a front
elevation of the regulating mechanism. Fig. 4
is a front elevation 'of the sound box lifting
mechanism.

Phonogram. Brian F. Philpot, of Slingerlands,
and Frederick W. Matthews, of New York, N. Y.,
assignors to Indestructible Phonographic Record
Co., West Virginia. Patent No. 892,301.

This invention relates to improvements in
cylindrical phonograms or sound records for

talking machines
and the principal ob-
jects are to cheaply
produce such devices
having the sound
record on a shell of
hard or "indestruc-
tible" material like
celluloid, backed by
a suitable material
and provided with
bearing rings of rela-
tively low coefflcient
of expansion on the
ends to engage the
machine mandrel.

Figure 1 is a view
of one of the bear-
" ing rings; Fig. 2 a
view of the other bearing ring; Fig. 8 a sec-
tional view of the improved backing with
the rings inserted but without the record shell;
Fig. 4 a like view with the rings secured to the
backing which has been surfaced to receive the
shell; and Fig. 5 a view, partly in section of a
complete phonogram on a machine mandrel.

Any suitable backing material, such as paper
or cardboard, is formed into tubes of proper
length and forms the foundation of the phono-
gram.

LUBRICATE A LITTLE.

It Will Pay Talking Machine Men as Well as
Every One Else.

TO HANDLE THE EDISON LINE.

Gibson Bros., a large music house of Roches-
ter, N. Y., are among the latest firms to take on
Edison phonographs and records, stocking a full
line of records by the Presidential candidates ou
the first order.

One of the nicest ways to put an engine or a
dynamo out of commission is to put sand or
emery powder in the oil cups.

Friction will do the rest.

If it wasn't for the lubricant you couldn't run
an engine five minutes.

And you can't run a business without it either.

About half the businesses in the country
would be a lot better off if more attention were
paid to the grease-cups. Sometimes it is the in-
ternal mechanism that needs the oil and lots
oftener it is the part that the public sees.

Right here it might be well to elucidate. By
lubricant we mean tact.

Day after day in the shops and stores of the
country there are arising situations that men-
ace the welfare of the institution and which
might have been avoided.

An ill-natured reprimand, an unexplained pro-
motion, a summary* dismissal — all these put
emery powder in the grease-cups, says the Hard-
ware Dealers' Magazine.

It's just as easy to say "No" with a smile as
with a curse. There are some men who can say
"No" in response to a request for more salary
and say it in such a way that' it sounds better
than "Yes."

But there are a great many more who cannot.

The best business captains and generals don't
say "Go" — they say "Come on, boys." You can't
drive men as easily as you can lead them.

Many a sale has been lost and many a cus-
tomer turned into an enemy by the lack of tact
on the part of an employee.

Keep sand out of the grease-cups.

The fellow who doesn't believe in advertising
is blood brother to the farmer who doesn't be-
lieve in using fertilizer.

VACATIONS WITH UNIVERSAL CO.

The office force of the Universal Talking Ma-
chine Mfg. Co., Newark, N. J., have finished up
their vacations and are at their respective posts
of duty getting together on the fall trade, which
they expect to be very satisfactory. B. G. Royal,
the president, came over from Philadelphia,
Tuesday, staying at the factory until Friday, his
regular routine. J. A. Macnabb, vice-president,
general manager and superintendent, who had
been visiting friends in New Haven, Conn., for
the past two weeks, was on hand August 31. Gus
Vielage, treasurer and office manager, came in a

week ago. At the recording laboratory in New
York, Henry J. Hagen, the manager, and his
office assistant, Miss Burke, who had been at
Lake Hopatcong, N. .1., for a fortnight, resumed
work August 31. During their absence record-
ing operations were suspended. Mr. Hagen an-
ticipates a busy fall.

TAFT RECORDS IN INDIANAPOLIS.

Demonstration Before the Columbia Club,
Under Auspices of Koehring & Bro. — Victor
Auxetophone Used.

(Special to The Talking Macliine Wovld.)

Indianapolis, Ind., September 6, 1908.
The Taft phonographic record has finally come
into public use in Indianapolis. The demonstra-
tion was given before the members of the Colum-
bia Club, the principal Republican organization
of the state and was given in the roof garden of
the Columbia Club. Half a dozen or more
speeches from the lips of the candidate were
given to the audience by means of a Victor auxe-
tophone-which was lent to the club by C. Koehr-
ing and Bro., talking machine dealers on Vir-
ginia avenue. Almost as many women as men
gathered on the roof and the women who were
elaborately gowned cheered lustily. Morning
newspapers gave notice of the meeting on their
first pages and paid high tribute to the clear
tones of the talking machine.

COMMERICAL TRAVELERS IN CHILE.

Commercial travelers are admitted to Chile
without any restrictions, and may travel and do
business without special permission or license.
Such travelers on entering Cuba are treated in
the same manner as ordinary travelers, and at
present are not required to pay a license fee in
any of the provinces. There is no special law in
Ecuador respecting travelers. No license is re-
quired, and samples are admitted free of duty,
provided a written guaranty, signed by some re-
sponsible firm of the port of entry, is presented
to the collector of customs to the effect that the
samples will be reshipped within a specified
time, either three, six, nine, or twelve months
from date of entry.

Max Landay, of Landay Bros, and the Zed Co.,
New York, in company with B. Feinberg, the
popular dealer of Chicago, were in the Catskill
Mountains, N. Y., for a couple of weeks having
the time of their lives. Mr. Landay returned to
his Fifth avenue headquarters August 31. On the
15th of the month he will start on a selling trip.

6i

ItPaystoThink*'

REASONS should con-

=== nect yourself with us
are too numerous to mention. We
will say, however, that if you want
the best service you have ever en-
joyed in the prompt and complete
filling of orders use us. We are rep-
resentative jobbers of the

VICTORand EDISON

product and carry a separate and
distinct stock of both for wholesale
purposes only, insuring absolutely
new and fresh goods.

SPKCIAT ^ The illustration shows our 150 Peg Cylinder Cabinet. The best value
* for the money in the country. Write for prices and catalogue.

LOUIS BUEHN & BRO.

No. 123. Holds 150 Records

43 IMortti 9th Street,

PHILADELPHIA, F»A.

56

THE TALKING MACHINE WORLD.

Leading Jobbers of TalKing MacKines in America

OLIVER DITSON COMPANY

Are the largest Eastern Distributors of

Victor Talking Machines
and Records

Orders from Dealers are filled more
promptly, are packed better, are deliver-
ed in better condition, and filled more
completely by this house than any other
house m the Talking Machine business,
so our customers tell us.

150 Tremont St., BOSTON, MASS.

Chas.H.Ditson&Co.

Have the most completely
appointed and best equipped

VICTOR TALKING MACeilV£
— — Department

IN NEW YORK CITY

to-day. and solicit orders from dealers, with the assurance
that they will be filled more prompdy, and delivered in
better condition than they can be from any other source.

Nos. 8-10-12 East 31th St., NEW YORK CITY

UP-TO-DATE JOBBERS OF, BOTH

EDISON
VICTOR

STANDARD
TALKING MACHINE CO.

435-7 Wood St., PITTSBURG, PA.

TRY A JOBBER WHO WILL FILL YOLTR
ORDERS COMPLETE AND SHIP THEM THE
DAY RECEIVED.

You Can Get Goods Here

JOBBERS DISTRIBUTORS

Our wholesale depot is a mile from our retail store.
Records are not mauled over for retail customers
and then shipped out to dealers. Dealers Ins
from us get brand new goods just as they com©
from the factory.

LAWRENCE McGREAL, Milwaukee, Wis.

NEW ENGLAND

JOBBING HE.ADQUARTER5

EDISON AND VICTOR

Mo,chlne3. Records Sknd S\applles.
THE EASTERN TALKING MACHINE CO.
177 Tremont Street - BOSTON. MASS.

ECLIPSE PHONOGRAPH CO.

HOBOKEN, IM. J-

Edison and Zon=o=phone Jobbers

Can Guarantee Quickest Delivery
From Largest Srock in'New Jersey.

JOHN F. ELUS &

CO.

WASHINGTON, D. C.

Distributor

VICTOR TalKIno
-v M.'K^ M. v-rr%. Machines

and RECORDS Wbole&ale and

RetaU

Largest Stock In the South

PgRRY B. WHITSIT L. M. WELLER

PERRY B. WHITSIT CO.,

218 South High Street. Columbus, Ohio.

Edison inODrDO V'ctor Talking

Phonographm ■IllnnrniV Machines
and Rsoords UUUULIIU a„d Raoords

TILADE-MAKK

BROADWAY and 17th ST., NEW YORK

Factory : Western Branch :

Rahway, N. J, 259 Wabash Ave., Chicago

WHOLESALE AND RETAIL

REGINA MUSIC BOXES REGINAPIANOS
REGINAPHONES SUBLIMA PIANOS

DISTRIBUTORS IN NEW YORK FOR

Victor Taliting Machines and Edison Phonograplis

Complete Stock. Prompt Deliveries.

HARGER & BLISH

JOBBERS

VICTOR
EDISON

It's wortJi while knowing, we never
substitute a record.

If it's in the catalog we've got it.

VICTOR JOBBERS
Des Moines. Iowa.
Garver BIdg.

EDISON VICTOR-
JOBBERS
Dubuque. Iowa.

E. T. WILTON & COMPANY

HOUSTON. TEX.

Wholesale Distributors "Star" Talking

Machines, Records, Horns, Cranes, Etc.

We have everything- you need, also
JEWELRY and WATCHES

COLUMBIA JOBBERS

N. W. IOWA. NEBRASKA and SOUTH DAKOTA

Write to-day for terms nec-
essary to become dealers

W. A. DEAN COMPANY

15 FOURTH STREET
SIOUX CITY

F. IVl. AXWOOD

123 MONROE AVENUE

MEMPHIS, TENN.

EDISON JOBBER

L F. DROOP & SONS CO.

925 Pa. Avenue 1231 No. Howard St.

WASHINGTON, D. C. BALTIMORE, MD.

Wholesale and Retail
Distributors

Edison Phonographs

Victor Talking Machines

Southern Representatives for

Topham's Carrying Cases ; Herzog's Record Cabi-
nets : Searchlight. H. & S. Tea Tray and Standard
Metal Co.'s Horns and Supplies.

PRICE F» HO MO GRAPH CO.

54-56 Clinton Street, lEWARK, N. J.

Victor Distributors S^cS'"-""""

Send us your Order, you get the Goods

We don't retail. We take care of the Dealer.

LarKe Stock — Quick Service

BIFFALO - N. Y.

NEAL,
CLARK &
NEAL CO.

o

EDISON
VICTOR
COLUMBIA

Peter Bacigalupi & Sons

SAN FRANCISCO, CAL.

WHOLESALE RETAIL

1 02 1 -23 Golden Gate Ave. 1113-15 Fillmore St

jggg^ Edison, Zonophonc
DEALER Victor

All Kiods of Automatic Musical Instruments
and Slot Machines.

BABSON BROS.

I 9th St. and Marshall Boulevard

CHICAGO, ILL.

Special attarjtlon given DEALERS only, by Q. M.
NISBETT, Manager, Wholesale Department.

LARGEST STOCK OF EDISON PHONO-
GRAPHS AND RECORDS in the U. S.

Southern California Music Co.

EVERYTHING FOR TALKING MACHINES

Edison and Zon-o-PIione Jobbers

LOS ANGELES, CAL.

Exclusive Columbia Jobbers

Our stock of Columbia Graphophones and
Records is very complete and covers the
full line. We receive all the records as fast
as they are issued. We are in a position to
fill orders promptly. Dealers purchasing
from us get the benefit of our central loca-
tion and effect a large saving in time and
money.

Nashville is so centrally located that
there is a great saving of time.

PHILLIPS 8 BUTTORFF MFG. CO.

NASHVILLE, TENN.

PACIFIC COAST ""^SirS^-
Victor Talking Machines records

STEINWAY PLANOS-LYON & HEALY

"OWN MAKE" BAND LNSTRLTMENTS

rin,, f P/v San Francisco Portland
Sherman, Llay & to. Oakland les Angeles

Jones Bros. & Co., Inc.

RICHMOND, VA.

We job COLUMBIA Graphophones
and Records exclusively because we have
found by actual experience that they are
the best in all points. We carry one of
the most complete stocks of both ma-
chines and records in the South.

All orders given prompt attention.

IF YOU'RE IN WESTERN MICHIGAN
it will be money in your pocket to order

Victor MacKines and ILecords
JULIUS A. j.° FRIEDRICH

30-32 Carval Street, Grand Rapids, Michigan

n,,, . ' Quick Service and a Saving

Our Motto: N xr^nsnortation Char<.es

Every Jobber In this country should be' represented in this department. The cost is slight and the advantage is great.

Be sure and have your firm in'ithe October list.

THE TALKING MACHINE WORLD.

57

Leading Jobbers of TalKin^ MacKines in America

Paste This Where You Can Always See It !

Mr. Dealer:

We refer all Talking Machine inquiries coming from towns
where we are represented by dealers to the dealer or dealers in
that town.

VICTOR and EDISON JOBBERS

CHICAGO

Columbia Jobbers

We carry at all times a complete line
of Columbia Graphophones and
Columbia Disc and Cylinder Records.
We give all orders prompt and care-
ful attention. Dealers can be assured
of our cooperation at all times.

SCHEUBER DRUG COMPANY

UVINGSTON, MONT.

Baltimore Zonophone Jobber

THE HEW TWENTIETH CENTURY TALKING
MACHINE CO.

L. MAZOR, Proprietor

Talking Machines and Records. The Biggest
Assortment of Hebrew Records.

1423-25 E. Pratt Street, BALTIMORE, MD.

ZIMMERMAN MUSIC CO.

VAN WERT, OHIO

Columbia Jobbers

We carry a complete stock of Columbia Grapho-
phones and Records, Dealers' orders filled
promptly and delivered in ihe best possible condi-
tion. We are personally interested in the success
of every dealer on our books. And this interest is
shown in the exceptional service we give.

FINCH & HAHN,

Albany, Troy, Soherveota^dy.

Jobbers of Edlsort, Victor and Columbia

MaLchines and Records

300,000 R.ecords
Complete Stock Qvilck Service

Jacot Music Box Co.,

59 Union Sq., New York.

Mira blticI Stella Music Boxes.

Edison and Victor Machines
and Records.

O. K. IVIYERS

3839 Finney Avenue ST. LOUIS, MO.

Only Exclusive Jobber in U. S. of

Zon-o-phone Machines and Records

We Fill Orders Complete

Give us a Trial

Mr, Dealer

We are

Columbia Jobbers

We are in a position to put you on the right course
to successfully handle these universally used instru-
ments and records. If interested, "pop the ques-
tion.'* Catalogues, prices, and complete information
upon request.

HOLLENBERG MUSIC CO.

LITTLE ROCK, ARK.

EXCLUSIVELY JOBBER.

ItHI ZONO-O-PHONESdelZy

BYROIV MAUZY
SAN FRANCISCO CALIFORNIA

DEALERS, NOTICE!

We are COLUMBIA Jobbers.
Our stock of Columbia Grapho-
phones and Records is always
complete ; no weiiting, no delay.

MAZER PHONOGRAPH CO.

45 Michigan Ave., DETROIT, MICHIGAN

KLEIN & HEFFELMAN CO.

Canton, OHIO.

Edison Victor

MACHINES. RECORDS AND SUPPLIES

Quickest service and most complete stock In Ohio

Exclusive Columbia Jobbers

ORDER WHAT YOU WANT
WHEN YOU WANT IT

WE CAN DELIVER THE
GOODS :: :: ::

KRAEMER GOSORN

NORFOLK, VA.

J. iC. SAVAGB

The New Indestructible Cylinder Records
Star Disc Machines and Records

At Wholesale. Complete Stocks.

921 Franklin Avenue, ST. LOUIS, MO.

COLUMBIA JOBBER

JOHNS.LENG'SSON&CO.

33 Murray St., IVcw York Cily

(established 1862)

Job COLUMBIA Graphophones Exclusively
COLUMBIA Disc and Cylinder Records
COLUMBIA— Fonotipia Grand Opera Records

JOBBERS OF BICYCLES. GUNS, ETC.

C. B. HaYNES W V. YOUMANS

C. B. HAYNES & CO.

WHOLESALE DISTRIBUTORS

EDISON PHONOGRAPHS and RECORDS

ALL SUPPLIES

603 East Main St., Richmond, Va.

COLUMBIA
JOBBERS

POWERS & HENRY CO.

339 Second Avenue
PITTSBURG, PA.

EVERY JOBBER In this country
should be represented in this depart-
ment. The cost is slight and the ad-
vantage is great. Be sure and have
your firm in the October list.

VICTOR AMBASSADORS MEET

In Philadelphia and Are Entertained at Banquet
at St. James Hotel.

( Special to The Talking Machine World. )

Philadelphia, Pa., August 31, 1908.
The traveling staff of the Victor Talking Ma-
chine Co., Camden, N. J., who were gathered in
this city for their semi-annual meeting, were en-
tertained at a banquet Wednesday of last week
at the St. James Hotel. Plates were laid for
twenty. George H. Ornstein, traveling sales man-
ager, acted as toastmaster, and also gave an
interesting talk on various business matters.
Among others who spoke were J. H. Wales, as-
sistant traveling sales manager; E. O. Neumiger,

of Iowa; Daniel D. O'Neil, of eastern Penn-
sylvania, and W. Linton. Chas. Perree Lightner,
who travels the Spanish-American countries for
the company's export department, also made a
few remarks apropos of his experience. Louis F.
Geissler, general manager, likewise made a short
speech. The corps, who expect to book a heavy
business this fall, had a most enjoyable time.
They separated for their respective territories
last week.

CHANGES IN BAHAMA ISLANDS TARIFF.

strings for musical instruments are on the free
list under the latest tariff act of the Bahama
Islands, effective since June. Talking machines
and records are also entered free of duty.

THE AUXETOPHONE IN POLITICS.

The District of Columbia Democratic Associa-
tion, Washington, D. C, recently purchased a
Victor Auxetophone for use in reproducing
Bryan's speeches at campaign rallies. The ma-
chine was used for the first time, amid much en-
thusiasm at a recent meeting in Washington
attended by several hundred men, and will also
be used at various meetings in Maryland, Vir-
ginia, Delaware and West Virginia.

The Smith & Nixon Piano Co., of Cincinnati,
O., who gave up their talking machine depart-
ment last year, have re-opened it, handling the
Victor line of machines and records, as well as
supplies.

58

THE TALKING I^IACHINE WORLD.

Side Lines for the Talking Machine Trade

Some of the Many Specialties which will Interest Talking Machine Men are Treated of in this Department

1

home in the miud of your customer, one more
thought conveyed that the goods you sell are
high quality goods.

Fortunate, indeed, is the dealer who can estab-
lish in the collective mind of the community this
conviction of a high-grade store. Advertising will
do it, but your store and stocli must live up to
the impression your publicity has created, or else
j'ou are wasting your money telling about it.
Home Moving Picture Machine.

The World is especially glad to note the fast
increasing popularity of the home moving pic-
ture machines and films in this trade. This is
due to several reasons. In the first place, talk-
ing machine men are becoming better acquainted
with the proposition on the whole, and in pro-
portion the antipathy for it held by many at
the start is dying out. In fact, a large number
who would not even consider the matter at first
have been led into doing so by the ever-growing
public demand for such devices, which has been
brouglit about by the persistent advertising be-
ing carried on in the magazines and dailies by
the manufacturers. Again these manufacturers
have shown that they are working for the trade's
interests, and by adopting some of the sugges-
tions made them have greatly perfected their
line and better adapted it for retailing by talk-
ing machine men. At a very early date several
new machines will be placed on the market
which, we understand, will be sold at prices that
will suit all purses. Western firms are doing the
same thing, and everywhere is evidenced an un-
usual activity, which condensed means simply
prosperity for those getting in and pushing this
line. There is one thing, too, Mr. Talking Ma-
chine Man, that you should bear in mind: These
manufacturers are doing you a big favor in
granting you the first opportunity of marketing
their products^ it is not as if they were com-
pelled to do so. In fact, the camera and photo
supply people have all along been after their
goods, being only too ready to push them as
they deserve, and it was more through the efforts
of The World, which is ever in the field for the
interest of its subscribers than to any particular
love for this trade, that threw over the balance
wheel in your favor. It therefore behooves those
who have lacked the initiative necessary to make
a success out of this line to wake up, unless they
desire to s£e the matter taken completely out oi
their hands and the opportunity ripen in the
basket of their next door neighbor.

Illustrated Post Cards.

There is every indication that this fall's busi-
ness in post cards and albums will break all
records, for instead of the dropping off predicted
by many skeptical persons there has been a de-
cided increase in the demand for these litLle
remembrances. Especially has this been true of
the high grade lines, the cheap, shoddy products
published by the many "fly by night" firms that
sprang into existence early in the craze giving
place to the more substantial products of the
reputable houses. We have been asked by a
number of men in this trade what were the
■ salient" points necessary to the successful mer-
chandizing of this line? We believe them to be
as follows: Quality of cards, quantity or variety
cif stock, aided by energetic push and a liberal
amount of publicity. While the above covers
everything, in order to make it a little more
comprehensive to the unsophisticated, we will go
more into detail. As to quality, a buyer must
take into consideration three things: the card
lK)ard or stock used, the printing or lithograph
ing on same, and the subject represented; too
often a new buyer becomes careless, especially
when purchasing the very cheap grades, or what
arc known as penny cards, blinding himself with
the belief that anything is good enough for a

From reports which have reached this office
from all parts of the country it seems that Au-
gust made a far better showing than was ex-
pected, and September is living well up to its
reputation as the month when fall business starts
to come in fast. That the outlook for trade for
the coming season is exceptionally promising is
conceded by all. Crops are in a flourishing con-
dition, which in due time will add its weight
toward pushing things along at a lively pace,
and that "bug bear," the Presidential election,
will soon be over, and things once again will
settle down for a four years' stretch.

Talking machine men should not waste any
more time if they are contemplating putting in
side lines, especially if the lines they have in
mind are standard, such as sporting goods, etc.,
for every day that is lost now lessens their
chances for a big fall and winter trade, and if
the matter is too long delayed they will have to
wait until spring for results. Then, too, at this
time of year manufacturers in every line are
rushed, and one cannot hope or expect his order
to receive the same prompt attention as when
things are dull, for it's but natural and right
that each should await his turn.

How to get the best results out of a given line
is certainly a problem, but one which is well
worth using all one's available gray matter on,
as its solution means success. Marshall Field,
when asked one time the secret of commercial
success, said: "First find out what your cus-
tomer's needs are, then set out to supply them at
the least amount of expense possible without
sacrificing quality." If you have the line, then
all you have to w-orry about is to let the people
who want such things know about them, and
this can be done in but one way, namely, adver-
tising. The word "advertising" covers an im-
mense field and stands for everything that comes
under the head of publicity. But there are only
three branches of vital interest to the retailer.
They are, first, a well-equipped stock handled in
an up-to-date, intelligent manner; second, an
attractive window display; third, a judicious
amount of space used in the local papers. As
to the stock: It should be of the best quality
obtainable at the price at which it is bought,
and in buying it is safer to pay more than one
expected rather than take on inferior goods. It
should be arranged tastefully, with an eye to-
ward facility of handling. Clerks should be em-
ployed who know the line, and the importance
of courtesy to customers pounded into them ever-
lastingly.

Value of Publicity.
The importance of an attractive window is lost
to many retailers, when, in fact, it is one of
their most valuable assets if handled rightly.
Care should be taken in dressing a window to
feature strongly one article at a time. Only

too often the novice dumps in a little of every-
thing and not much of anything, tagging here
and there promiscuously, the effect, if anything,
being bewildering. Don't shoot off all your pow-
der at one time. Keep some in reserve. Signs
should be printed plainly. Fancy cards look
cheap. Your talk should be straight from the
shoulder and directed personally to the reader.
Anything will do that carries conviction with it
and arouses a state of curiosity which, to satisfy,
the passer-by must come inside, w'hich is just
what you are trying to effect. The secret of
successful newspaper advertising is attractive
copy plus persistency. The human mind is
affected by repetition. Repeat often enough that
you sell good goods, and live up to your story
and the people will soon be believing it, and
when they want anything in your line, will ccme
to you for it.

Persistency in advertising costs money; there-
fore you must be sure you lose no chance to
make good. "Copy" (the right kind) is some-
thing of a job to draw up, and especially if you
do much advertising. Ad. writing is a profes-
sion in the strictest sense of the word, and one
that the outsider cannot hope to shine in without
giving the matter a great deal of study. If one
cannot afford the services of an advertising man,
it would be well to take advantage of whatever
facilities local papers may offer. For instance,
in most cities or towns advertising solicitors are
numerous, with all kinds of schemes. A good
way to handle them is to say, "What new idea
have you got that will help me to sell more of
such and such goods, and can you draw up copy
for same?" If the solicitor has anything in him,
get it out, it will pay.

One of the best ways to turn the favorable
consideration of your local town toward your
store is through newspaper advertising. But to
do it your daily talks must be alive. They must
attract attention, interest, and create desire.
Talk in the language of the people; use the
simplest words. Take almost any article in your
stock and write about it just the way you would
talk. But take only one article. One of the
most expensive parts of advertising is gradually
being lifted from the retailer's shoulders by the
manufacturer, namely, that of cuts for illustrat-
ing; these the dealer can obtain for the asking
at no ^ost to himself.

Then, too, the handsome circulars and cata-
logs issued by most factories, and bearing your
name, come in, very handy not only in the store
but by enclosing them in all correspondence, one
derives an immense amount of publicity at little
or no extra expense. No matter what your cus-
tomer may buy, if you at the same time send
along a circular or leaflet printed or stamped
with your name, that circular in the majority
receives some attention; it is just one more shot

The VIASCOPE SPECIAL

NOW READY

£[[ After years of study we have perfected
a moving picture machine void of all
vibration and absolutely flickerless. All
working parts of mechanism encased in a highly
polished nickeUplated steel case. Its construction
is so simple that it can withstand the hardest usage
without getting out of order.

Il l ]■;,■ /.ir CiUaloEiic.

VIASCOPE MFG. CO. - CHICAGO

Department A, 112 East Randolph Street

THE TALKING MACHINE WORLD.

59

"New Process " GniEHE Blades

Informafion to GILLETTE Dealers

Beginning with Sept. 1, 1908,
only "New Process" GILLETTE
blades will be distributed.

They differ in price, quality, ap-
pearance and style of package from
the previous kind, and the public is
being notified of the change by full-
page advertisements in all the leading
magazines.

More than two million GILLETTE
users will now accept only " New
rrocess ' GILLETTE blades. If you
have them in stock before other deal-
ers in your locality you will get the
business, and at the new price your
profit is a very liberal one.

"New Process" blades are manu-
factured by newly-invented machines
and processes, making them superior
in appearance, operation and endur-
ance to any blades ever produced by
anyone.

These machines are automatically
regulated, and grind, hone and sharpen
each blade individually with the ut-
most precision.

Every cutting edge is perfect, and
possesses a degree of keenness not
produced by any other process.

"New Process" blades are finished
with a high polish that renders them

easy to clean. Since dust and mois-
ture do not cling readily to a polished
surface, these blades are practically
immune from rust.

"New Process" blades are packed
in a handsome nickel-plated box which
seals itself hermetically every time it is
closed. This shuts out all dampness
and effectively protects the blades
from rust in any climate, land or sea.
When empty, the box forms an at-
tractive waterproof match safe.

The set now contains 12 blades.

The Retail Price is $1.00 per set.

Twelve sets are packed in a carton.

To those who are not handling the
GILLETTE, we suggest "Get Busy."
Get the sales resulting from our huge
advertising campaign — the increased
business and profits that the co-oper-
ation of our Sales Department will
bring you.

YOUR customers are continually
seeing GILLETTE advertisements
and they want the razor. Eventually
they buy it somewhere.

WHY NOT OF YOU?

Write us for catalog and liberal
discounts to dealers.

GILLETTE SALES COMPANY

BOSTON
702 Kimball Building

NEW YORK
702 Times Building

CHICAGO
702 Stock Exchange Building

60

THE TALKING IVIACHINE WORLD.

cent, and while this practice might have been
all very well some two years ago when this busi-
ness was in its infancy, it does not hold to-day,
when on every street corner, and in drug and
stationery stores can be found a more or less
enterprising competitor. While, as we have said,
the trend of the public demand is gradually
verging toward the higher-priced cards, there
will always be a more or less call for the cheap
product, especially as long as what are known
as '■comics" are printed in this grade. Up to
the present time the comic card has undoubt-
edly been the biggest seller, and it is natural,
therefore, that more manufacturers are turning
out these goods than of any other class. Conse-
quently, it follows that in purchasing them it is
somewhat of an arduous task to pick the wheat
from the chaff, and, as is usually the case, it is
of vital importance to the success of the depart-
ment that the choice should be a wise one. As
to the variety of the cards, we are scarcely in a
position to give advice to the trade as a whole,
inasmuch as locality, class of patronage, seasons
of the year, all have a bearing on the choice of
stock; but a few things hold true in all cases.
One should test the wants of his trade, and then
to the best of his ability fill them, carrying as
comprehensive a line as is compatible with good
judgment, always bearing in mind that one satis-
fled customer is worth ten who have been
"stung." "Views" are always good sellers, and
unlike "comics," are a substantial line, and we
do not mean by this simply local views, although
these, of course, should have a place in every
dealer's stock, but those of leading places both
in this country and abroad. Of these, one of the
most unique sets that it has been our pleasure
to see is that of the capitol buildings of every
State in the Union, with condensed reading mat-
ter and State seals, which not only make them
a valuable addition to any collection from an
artistic standpoint, but are educational as well.
We only speak of the above as an example of the
view cards that all dealers should handle. As
to the "Push," this needs but little treatment at
our hands, as every live talking machine man

realizes the importance of properly training his
salesmen. Publicity in this department lies in
two directions — store decorations and newspaper
space; each are important. As to your store,
attractive windows are perhaps of most value,
and the least taken advantage of. Inside, stock
should be kept neatly in counter or wall- racks,
which are easily accessible, and albums to suit
all purses should be attractively displayed. A
very good night display can be made by the use
of a post card projecting machine and a sheet
stretched taut across the window. These ma-
chines can also be sold to the public with much
profit.

Sporting and Athletic Goods.

Sporting goods, when handled in an intelligent
manner, yield such satisfactory profits that deal-
ers in all lines of trade should consider this
line, and especially the talking machine man.
Note the success which such firms as W. D.
Andrews, Iver Johnson, Schmeltzer Arms Co., El-
mira Arms Co., Clarke Horrochs, S. B. Davega,
etc., etc., have met with in this field. In the
first place this is a developing business. Every
year sees a large addition to the sporting com-
munity. More time than ever is spent in the
indulgence of sport not only active but in a
passive way, while money follows freely in its'
train. Sportsmen invariably place quality above
every other consideration, looking on cheap
goods as not only an insult to their own intel-
ligence, but to the sport to which they are de-
voted. In whatever other way he may deny
himself the lover of sport will brook no inter-
ference with his favorite pastime. It is this
total ignorance to economy and the fact that on
account of the wear and tear to which all ar-
ticles are submitted, thereby necessitating con-
stant replenishing, that the dealers in this busi-
ness to-day owe their great prosperity. There
is one thing, however, that this business de-
mands to a great degree of the man who would
build up for himself a large trade, that is a
thorough knowledge of not only the business, but
the idiosyncrasies of each sport as reflected by
his customers. We have laid stress on this a

number of times in previous issues and therefore
quote the following from an outside authority
so as to give it added strength: "Several in-
stances of late have brought out the fact very
plainly that the sporting goods dealer who makts
a specialty of certain lines may he a thorough
business man, bat that alone will not carry him
through to financial success. He must possess
a practical and thorough knowledge of the uses
to which his goods are put before he can pose
as a local authority and command the respect
of veteran anglers and shooters. In order to do
this he must be an angler and shooter himself,
and can best make friends by joining his cus-
tomers now and then on their little excursions to
stream or field. He need not neglect his busi-
ness; in fact, the accumulation of experience and
knowledge for future use can not be regarded as
a waste of time, for the sporting goods dealer
whose knowledge is gained in his own shop alone
through contact with his wares and reading cata-
logues can command the respect of no man who
is familiar with guns and rods and field pas-
times. Little errors committed through lack of
precise knowledge may be forgiven between ang-
lers, but let the dealer be found guilty and his
best customers will lose confidence in him."

The above applies to every branch of this busi-
ness whether it be hunting or golf, fishing or
skating. This fact, however, should not in any
way discourage the prospective dealer, for all
have to make a beginning, and the very ob-
stacles that one has to meet in order to succeed
are the ones that keep the upper ranks from
over-crowding, insuring those who had the per-
severance to attain the top — a safe and lucrative
business not to be wrested from them by the
first newcomer in the field.

J. A. Schubert has opened the Buffalo Film
Exchange, at 13 East Genesee street, and has on
display an extensive line of talking machines
and records, moving picture machines, films,
and all accessories. Mr. Schubert reports a great
demand for the Bryan records for the phono-
graph.

This Advertisement

only for dealers who are interested
in Three Rare Combinations
of Flower Post Cards

ASSORTMENT No. 200/31 1
100 New Flower Post Cards, Richly Embossed in Colors by Mail 8c. Extra |

100 Designs only $1.00

ASSORTMENT No. 200/32

150 New Richly Emb. Flower Cards
25 " " " Pebbled Board Cards
25 " '■ " Air Brush Cards
25 " " " Silk Cards

100 Designs ^
14
12

10 " >

This Special Assortment
225 Flower Post Cards

Only $2.50

Total 225

Retail Price of this Assortment $7.50

ASSORTMENT No. 200 33

300 New Richly Emb. Flower Cards

50
45
25
10
10
10

Total 450

Pebble Board Cards
" Air Brush Cards
" Silk Cards . - . .
" Plush Cards ... -
Hand Made Ribbon Cards . - . -
Metal Double Board Cards

Retail Price of this Assortment $14.00

100 Designs 1
14
12
10
10
10
10

This Special Assortment
450 Flower Post Cards

$6.00

DESK R

THE AMERICAN NEWS COMPANY ^ew york city

THE TALKING MACHINE WORLD.

61

MOCO LINE

OF

BUSINESS BOOMERS

Peerless Vacuum Cleaners

Peerless Mission Lamps

Peerless Talking Machines

Vitak Home Moving Picture Machines

Scare-a-way Burglar Alarms

Electric and Interior Player Pianos

Direct Current Electric Motors— 1-20 H.P. to 1 H.P. for Automatic Instruments

Cj[ It will pay you to secure our prices and special agency proposition on any of
the above lines. They blend perfectly with the talking machine line and will
materially increase the dealer's net income. Write to-day!

WAUTER L,. EOKHARDT, President J. B. PURBER, Secretaf y-Tt-easui-et-

flmporterg ant) 2)igtributorg
:271 BROADWAV NEW V O R K

62

THE TALKING MACHINE WORLD.

OUR MONTHLY REVIEW.

!£ZSZSZSZSHSZSZSZ5ESZSZSES15ZSZSZSESZSZ5ZSS!

[We solicit inquiries from our subscribers who are de-
sirous of any Information in regard to paying side lines
which can be handled in connection with the Talking
Machine. We put you in direct touch with the leading
manufacturers. When in doubt, write us, care the
Side Line Department.]

Another new post card projecting machine,
called the "Reflectograph," has just been brought
out by an up-state man. This machine is said to
be a wouderful improvement over all preceding
makes since it shows the entire post card, bring-
ing out all the features and all the colors in a
most pleasing way. It throws a picture 26x42
inches and has several improvements in the
manner of adjusting and interchanging pictures.

A very attractive line of stationery at a low
figure is that which bears the trademark
"Elonoid," consisting of desk sets, pen, inkstand
and letter holders, grandfather desk clocks,
mucilage pots, etc., retailing at from 25c. to $5,
with good profit to dealers.

The American News Co., of this city, have
some corking good things in brand new post
cards. This company represent many of the
leading factories in the world and dealers who
want to be kept in touch with live numbers
should place themselves immediately on their
mailing list. Just now on account of their pro-
posed removal to larger quarters they are
making some exceptional offerings which may
be seen from their advertisement appearing in
this issue

Photographs of Taft, Bryan and of both can-
didates on a humorous card, and lithographed
photographs in sepia tones, equal to the best
bromides are among the new post cards and are
already selling well.

It is now about time for the dealer to think
about buying his Thanksgiving and even his
Christmas and New Year cards. There is noth-
ing like getting on the ground early — and this
year's assortment is especially fine.

The A. J. Reach Co., of Philadelphia, Pa., are
out with their 1908 catalog, showing a complete
line of goods for use in fall and winter sports.
A most excellent line is shown throughout the
book and dealers should send for a copy of this
catalog before deciding on their stock of sport-
ing goods for the coming season.

Two things have materially aided this general
popularity of roller skating, the first one being
the scientifically perfect skate which the manu-
facturers are turning out, and the second factor

has been the era of asphalt streets and pave-
ments. Formerly roller skates had boxwood
wheels, fastened to a strong steel shaft with a
key, says the Sporting Goods Dealer. But now
the skates are made with steel and aluminum
rollers, many of the higher-grade numbers hav-
ing perfect ball bearings and running "like a
watch." Other models have but two rollers, and
are as difficult to master for the beginner as ice
skates. Still other models have rubber tires or
solid, hard rubber rollers, and may be used on
wood, tile or asphalt. Skates with aluminum
and steel rollers are used in most of the rinks.

The Bicycle, Skate & Manufacturing Co., Kan-
sas City, Mo., have been incorporated with $100,-
000 capital stock. The incorporators are J. H.
Hunter, P. H. Hurbut, L. J. Wolf, W. A. Grandy
and R. P. Eubank.

The Sporting Spyglass" Co. has been incor-
porated in Cincinnati, O., for |10,000 to manu-
facture sporting spyglasses. The incorporators
are Arthur N. Smallwood, R. D. Newhall, J. W.
Maneleil and R. A. Smallwood.

The A. J. Reach Co. have applied in the Cir-
cuit Court in St. Louis for an injunction to re-
strain the Simmons Hardware Co., of that city,
from using the trademark "Official American
League" on baseballs. The Reach Co. state that
they have an agreement with the American
League to manufacture the balls used in the
games played by members of that league, also
to stamp its balls "Official American League
Ball."

The Reflectorscope is selling well wherever
shown and is living up to all claims made for it
by its manufacturers.

A line which has much merit is what might
be called alcohol utilities. These consist of
stoves, lamps, coffee and tea pots, irons, etc.,
using denatured alcohol as fuel, and are daily
becoming more popular as they combine clean-
liness with economy — and offer the dealer a good
big margin of profit besides.

The Shrp Shavr Razor Co. are meeting with
pronounced success In this field, there seeming
to be an unusually large demand for a good
cheap safety razor. Their offer to dealers is a
liberal one.

When a prospective customer comes in to look
at your bicycles, and tells you that he has made
up his mind to order a mail order wheel, the
most convincing argument that you can give him
against it is to solicit his repair work. Tell him
in all kindness that when he gets his wheel you

would like to have his repair work, says an ex-
change. Tell him that your repair department
is complete, that you have a good line of sun-
dries and are desirous of having his work. Con-
vince him of the fact that if he gets something
for nothing he will never cease paying for it.
Then you will have no troulile in selling the
wheel.

The new model Vitaks which are being sold
by the Manufacturers' Outlet Co., of this city,
are meeting with great success; men every-
where who had given up the home moving pic-
lure machine as "another good idea gone to the
dogs because it was impracticable" have changed
their minds suddenly and are now more en-
thusiastic than ever. The Outlet Co. have a num-
ber of other live lines and jobbers and dealers
should write them.

The E. S. Pease Co. are still very much in
evidence and their side lines for the talking ma-
chine trade are greatly in demand.

MOVING PICTURES IN POLICE WORK.

French Officials Endeavor to Force Confession
from Murderer by Enacting the Crime Be-
fore the Machine and Reproducing the Pic-
tures Before the Prisoner — An Adjunct to
the Weil-Known Third Degree.

The cinematograph was recently adopted in
Paris, as an adjunct to the usual police "third
degree" in an effort to punish the murderers of
the Banker Reme. Courtois, one of the banker's
servants, confessed to his participating in the
crime, stating that he and the butler, Renard,
entered th^ banker's room and stabbed him to
death.

Renard denied this, and the examining magis-
trate has been unable to wring a confession
from him. With a view to frightening Renard
into confession by enacting his crime before him,
the murder was reconstituted in the Palais de
Justice to-day before a cinematograph. The
room was arranged as much like the banker's
bedroom as possible. Courtois stripped and a
detective also stripped and impersonated Renard.
A second detective in the bed impersonated the
unfortunate banker.

The two men fell upon the "banker" with
such savagery that his body was thrown on the
ground and rolled into the position in which it
was found after the murder. The cinemato-
graph will reproduce the murder very realistic-
ally. It is intended to give a special per-
formance of the crime as it appears upon the
film before Renard and the examining magis-
trate in the hope that the surprise and horror
of it will make the wretched man confess.

The Best Value for Your Customer with Big
Profits for You

FR. HOTZ HARMONICAS

T

To Retail From 10 Cents Each to $1.00

HE FR. HOTZ HARMONICAS were originally produced 80 years
ago and have always been looked upon as being the first Harmonicas
manufactured. During this long term of years the strictest attention has
been paid to the perfect construction of the instruments, so that to-day the
purchaser is assured of an excellence in Harmonica manufacture which
time only can acquire. We offer the best quality in our goods for the
money and allow the dealer a big profit — no more, no less. Our 10-cent
and 13-cent styles are in a class by themselves, they cannot be equaled.

ASK YOUR JOBBER

If he cannot supply you, we will refer you to one who can.

A handsome catalogue with full prices
and descriptions is at your disposal.

Send for One

FR. HOXZ,

475 Broadway, New Yo'k

Canadian Olllce: 76 York Street. Toronto

No. 05

THE TALKING MACHINE WORLD.

63

SAN REMO

The Finest Mission Clock
ever placed on the market
at the price.

THE "DIAMOND" WALL RACK

A necessity in the home, office or store. It appeals to everyone.
Its artistic design and beautiful finish make it a favorite -with all who
see it.

FRENCH GOLD CLOCK

A BIG SELLER AND A LIVE
PREMIUM

Write Immediately for New Descriptive Matter on

CROWNT XALKING IVIACHIINIES and TELEPHONES

E. S. PEASE CO., HUDSON ™minal BLDG. NEW YORK CITY, N. Y.

64

THE TALKING MACHINE WORLD.

An Absolutely New Field for Safety Razor Sales

And the only way to
reach it is by selling the

Shrp-Shavr 25c

SAFETY
RAZOR

The high-priced Safety Razor appeals to only one class of buyers — those who can afford. The SHRP-
SHA\'R, seUing at 25 cents, brings you a new and bigger following. It attracts to your store, not
a certain class, but the mass of buyers, because everybody who uses a razor can afford to buy it.

The SHRP-SHAVR is the most ef-
fective business-puller in your store.
You should get in on this at once —
without a day's delay. This is an op-
portunity you can't afford to neglect.

Shrp-Shavr Razor, with one blade, per doz., $2.00
Shrp-Shavr Blades, 5 in pkge., per doz. pkges, $2.10 Shrp-Shavr Stroppers, per doz., .75

SHRP-SHAVR RAZOR CO. 108 Duane Street NEW YORK

There's big money for you in sell-
ing the SHRP-SHAVR. A greater
margin of profit on the razor itself
than you get on any other — and a
continuous sale of SHRP-SHAVR
blades and shaving accessories.

Look for our advertisements in the Saturday
Evening Post and Associated Sunday Magazines
in which we tell 5,000,000 readers— 5, 000, 000
shavers and buyers — about the SHRP-SHAVR.
There will be a bigger demand this Fall for the SHRP-
SHA VR than for all other Safety Razors combined.

POST CARDS PRESCRIBED

By Medical Practitioners for Summer Vacation-
ists— Fulfills Humanitarian Mission.

The much abused picture postal card has at
last found its humanitarian mission. This sum-
mer it forms part of the rest cure prescribed
for the high-strung summer Tacationlst.

"Take no stationery with you. Write no let-
ters. Stick to postals and write just your name
or a brief greeting on each of these. Forget
your friends — and rest."

These are the orders of many up-to-date phy-
sicians who are trying to combat the national
nerve evil, high tension and overwork. The
average woman off on a vacation once spent sev-
eral hours a day writing voluminous descriptions
of vacation joys to stay-at-homes. The nervous
strain of writing a clever, telling letter is tre-
mendous and so doctors prescribe the postal
card, not as an amusement but as a remedy.

At all the resorts immediately surrounding
New York the sale of postal cards of a refined,
artistic character has trebled this season. In
the residential districts of the city, where stay-
at-homes congregate, the postmen report that
the postal card mail from vacationists far sur-
passes that of letters.

In one resort of 1,000 souls a supply of 25,000
postals, picturing the charms of the neighbor-
hood, was exhausted by July 15 and no more lo
cal views could be secured for the summer trade.
In other resorts, like Ocean Grove, N. J., At-
lantic City, etc., hundreds of thousands of postal
cards are mailed out daily, and at hotels where
the fortnight-vacation trade is lieaviest the pos-
tal card mail is three times as heavy as the let-
ter mail.

On outgoing steamers, such as the Fall River
line. Metropolitan and Great Lake boats, which
stop at many ports, the waiting line outside the
writing room is truly diverted, for each traveler
has a handful of postal cards picturing the
steamship to send back to home folks.

The up-to-date postal card patron scorns ir-
relevant or comic postals. She also prefers black
and white or sepia to color work, and to her
special friends she sends actual photographs, not
lithographs, showing her summer abode, her
favorite nook or boat, each of which costs from
two to four times the price of the ordinary litho-
graphed view. Unquestionably the much abused
postal card habit has been reformed. "Comics"
are for the indisciiminating. but the smartest of

travelers and the most weary of tourists alike
patronize the better grade of shops where ar-
tistic postals can be found.

SPORTING GOODS DEALERS MEET

In Chicago to Form National Association — At-
tendance Large and Bright Future Is Pre-
dicted for New Organization.

A meeting of the retail sporting goods dealers
and jobbers of the country was held in Chicago
on September 1 at the Auditorium Annex, the
object of the meeting being to form a national
association along the lines of other trade or-
ganizations. While the details have not yet
come to hand, we understand that the attendance
was large and there is every hope that the
association will progress rapidly and be a
power for good in this trade.

COLLAR BUTTON SLOT MACHINE.

You Drop a Nickel In the Slot and Out Pops
a Button of Any Sort You Want.

The collar button slot machine does not have
a clumsy, angular, towering superstructure, like
that of the chewing gum or chocolate outfit. No.
the collar buttons are set under a protecting
cylindrical glass shield in vertical rows on the
face of a metal cylinder perhaps eight inches
in height and four inches in diameter, standing
on end on a pedestal that supports the' machine.

In those vertical lines of collar buttons ap-
pearing at regular intervals all around the face
of the cylinder there are all sorts of collar but-
tons; the buttons in each column are all alike;
but there are numerous columns, each different
from the others.

Here may be found buttons with long shanks
and buttons with short shanks; buttons with
big or with little bases, and buttons with big
or little heads; and buttons with solid tops and
buttons with hinged tops: all sorts of collar
buttons. A little inscription on the front of
the machine tells you to turn the cylinder until
\ou have brought the buttons of the style you
want to the front.

Appropriately, the handle on top of the ma-
chine, by which you turn it. is a knob in the shape
of a magnified collar button, and, turning that,
you can revolve the cylinder so as to bring every
column of buttons on it into view. And then,
when you have turned the cylinder so as to
bring the buttons you want to the front and in

line with the machine's delivery opening at the
base you drop a nickel in the slot at the top,
and. click! the lowest button on that column
is detached, to drop into the little tray in front
of the opening, where it can be reached by tlie
purchaser.

STATIONERS' ANNUAL CONVENTION

Held in Boston Recently — Much Accomplished
for the Good of the Trade — Organization
Gaining Strength — Officers and Directors
Elected.

The fourth annual convention of the National
Association of Stationers in Boston, July 20-23,
proved to be the most successful gathering from
the point of accomplishment as well as numbers
ever held in this trade; in a word, this meet-
ing may be said to have established the asso-
ciation on a solid and substantial foundation
from which it should rapidly increase in useful-
ness and strength.

The new oflBcers elected are as follows:

President, Theodore L. C. Gerry, of Gerry &
Murray, New York.

First vice-president. J. B. Irving. Irving-Pitt
Mfg. Co.. Kansas City.

Second vice-president. Frank Wright Bailey, of
Thorp & Martin Co., Boston.

Third vice-president. George M. Courts, Clark
& Courts, Galveston.

Secretary, H. W. Rogers, Wilbur & Hastings,
New York.

Treasurer, Charles A. Stevens, Stevens,
Malcney & Co., Chicago.

Auditor, D. S. Sperry, Brown, Treacy & Sperry
Co., St. Paul.

Directors from Stationers: Abner K. Pratt,
.7. L. Fairbanks & Co., Boston; Charles H.
Mann, William Mann Co., Philadelphia; William
J. Kennedy, Kennedy Printing & Stationery Co.,
St. Louis; John A. Schlener, John A. Schlener
Stationery Co., Minneapolis; J. Herbert White,
Adams & White. Buffalo; Theo. A. Steinmueller,
Lucas Brothers. Baltimore: James E. 0"Donnell
Brothers, New Orleans; Walter Brown, Browu
Book & Stationery Co.. Kansas City: Charles F.
Backus, the Richmond & Backus Co., Detroit:
John Brewer. H. K. Brewer & Co.. New York.

Directors from Manufacturers; J. S. A. Wittke.
J. G. Shaw Blank Book Co.. New York city:
Charles K. Wadham, Z. & W. M. Crane, Dalton:
\V. H. Hopkins, Globe-Wernicke Co.. Cincinnati:
.f. F. Talbot. Dennison Mfg. Co.. Chicago:
Charles B. Gordon. Carter's Ink Co.. Boston:
George T. Smith. Joseph Dixon Crucible Co..
Jersey City; James Dawson. Sieber & Truss.ell
Mfg. Co.. St. Louis; M. D. Heise. Langfeld
Brothers & Co., Philadelphia; Gus Meyer. Meyer
& AVenthe. Chicago; Frank A. Weeks, A. A.
Weeks-Hoskins Co., New York.

In advertising follow the line of least resis-
tance. Push hardest where competition is weak-
est until you are as strong as your competition.

CAMPAIGN — ROSEBUD

LARGE PROFIT FOR DEALERS

Plain Rosebud when closed ; shows photo of Presidential Candidate when opened.
Send 10 cents for sample and proposition.

DOOLITTLE & HULLING. 1004 ARCH STREET. PHILADELPHIA. PA.

THE TALKING MACHINE WORLD.

65

TEACHINQ BY MOVING PICTURES.

Surgical Operations and Nervous Diseases Be-
fore the Camera.

One of the new uses to which moving pic-
tures are put is teaching, and at least one house
dealing in films publishes a list of some hun-
dreds intended for class room use. Most pe-
culiar of all are the pictures of • operations in-
tended for display in hospitals, and medical col-
leges. In fact, it is explicitly stated that medical
and surgical films are restricted to exhibition
before such institutions and cannot beJeased ex-
cept under strict guarantees that their use will
be so limited.

Perhaps, however, the general public would
not care to sit through a vaudeville show and
at the end as the house was darkened read in
letters of light upon the screen: "Removal of a
myxomatous tumor of the thigh," or "Extirpa-
tion of a bilateral exophthalmic goitre."

The catalogue, which describes these films and
which promises many more than are contained
in the issues for this year, describes them in
great detail. One series consists of half a dozen
operations all of the same general nature, the
"Extirpation of encapsuled tumors," and in all
more than one-fifth of a mile of film is needed.

Surgery is not alone in being thus illustrated.
Medicine has its pictures, more particularly to
illustrate the diseases in which there is a char-
acteristic walk. Various forms of paralysis
where the diagnosis is dependent on the gait
are shown in detail. The pictures of such a dis-
ease as paralysis agitans show the characteristic
rigidity of the body when the sufferer is walking
and of the face muscles when talking.

An unusual series illustrates the effect of beri-
beri on the natives of Borneo.

Moving pictures also have their use in solv-
ing problems of agriculture and public health.
The dealers in films announce that by a process
which they describe as micro-kinematography
they can show the typhoid bacilli magnified 850

diameters in all stages of growth and movement.
Similarly the circulation of blood in the web of
a frog's foot is shown, and the movement of
the chlorophyl or green coloring bodies in the
leaf.

The possibility of teaching geography in this
way is easily uuderstood, and the motion picture
camera has invaded most parts of the civilized
world. Even the religious field is not neglected
and the attention of Sunday schools and mission-
ary societies is called to such subjects as "Open
air Bible classes in India," conducted by native
evangelists, or "Outcasts of India; Procession of
men, women and children who have embraced
the Christian religion.".

Zoology offers a list of subjects that ought to
charm any child into forgetting that he is learn-
ing. The subjects range from polar bear fishing
to camels crossing the desert. Very many of
these pictures have been made in the famous
wild animal park of Carl Hagenbeck near Ham-
burg.

Of the microscopic picture some 600 feet is
devoted to the one subject of "Life in a water
butt," with a cheerful collection of views of such
creatures as megatherium bacilli and Para-
mecium, or a swarm of water fleas.

had to submit to a strict censor by the police,
who used their discretion as to whether or not
the pictures were fit for public exhibition. Un-
der such a ruling a Chicago police lieutenant
barred "Hamlet" as depicting too violent scenes
and because the word "damned" was used. Yet
at the time there were a number of "ten, twenty
and thirty" shows playing in the cheaper thea-
ters of that city, on the order of "Bloody Pete'.s
Revenge," wherein murder was done every ten
minutes in full view of the audience and the
villains were in true villainous style The
honest moving picture man does not object to
the provisions of the fire and health laws when
they are enforced with fairness, nor to suitable
police censoring, but overdoing the latter has
led to better days for the moving picture shows.

F. & H. LEVY CO. INCORPORATES.

The F. & H. Levy Manufacturing Co., of New
York (novelties), with a capital of $25,000, was
incorporated recently with the secretary of the
State of New York. Directors: Fred Knowlton,
G38 East 139th street; Felix Levy, 111 East Four-
teenth street; R. Hyman, 116 West 115th street.
New York.

FAIR PLAY FOR NICKEL THEATRES.

HOW TO BECOME A MILLIONAIRE.

While Supervision Is Necessary in the Public
Interest It Should Not Descend to Persecution
— The Honest Arcade Man Should be Given
a Chance to Succeed.

Although the smaller moving picture shows
suffer considerably through the close supervision
of various municipal authorities, especially the
fire department, and though such supervision
frequently amounts almost to persecution, so
strong has become their hold on the public that
at the present time they are not only held respon-
sible for such features in the construction of
their theaters as aifect public safety. It was not
so very long ago that moving picture shows

Chatting with a talking machine man the
other day who was somewhat disgruntled be-
cause business was quiet, he said: "I feel like
becoming a millionaire."

"An admirable idea," The World retorted.
"What have you struck this time, an inside deal
in stocks or a gold mine?"

. "Oh, no! Nothing of that kind, it is a simple
mathematical proposition. For instance, just
save a cent a day, two cents to-morrow, four
cents the next day, and continue through the
month, doubling each day the savings of the pre-
ceding day. At the month's end you would be a
multimillionaire. Try it on paper. Any other
way is impractical, of course, and the way most
people get rich is on paper."

Your Boy Will Tell You

The Sales Possibilities
In The Relleetoseope

Send foi- our booklet and let him look it over. He will prove the
demand for thi.s machine and consequently profit in handling it by
keeping right after you to get a Ref lectoseope for him. For no nor-
mal boy or girl can see or read about this machine without wanting
one. It appeals to that instinctive love of pictures found, not only
in all children, but in all "grownups" as well, as the astonishing
popularity of illustrated post cards amply demonstrates.

2 REFLECTOSCOPE

The Post Card Magic Lantern

ilin.ws upon a screen a brilliant 6 to 10 ft. reproduction of any post
card, photograph or clipping in all the exact coloring of the original.
It occupies the same relation to the Magic Lantern as the Modern
I'honograph to the old six-tune Music Box,- and, like the phonograph,
it never grows old.

The Reflectoscope is the only Post Card Reflector that is built on
scientific lines — that is, constructed largely of aluminum, making it
light In weight and highly efficient — that has five reflecting surfaces,
getting every particle of efficiency out of the light generated — that
is equipped with double lenses— that attracts attention by its design
and finish — in shoi't, the only machine which is a trade getter in
both looks and results. It costs twice as much as others to iiiahc ;
sells at the same price.

Retail price for gas, electric or denatured alcohol, mounted ready
for use and beautifully japanned in black and red, .f.5.00 complete.

SELLING AGENTS
GEO. BORGFELDT & CO., 48-50 West 4th Street, New York City
THE STROBEL & WILKEN CO., 591 Broadway, New York City

ALCO-GAS APPLIANCES DEPT., 159-161 West 24th St, New York

Write for Details.

66

THE TALKING MACfflNE WORLD.

THE VIASCOPE SPECIAL IN DEMAND.

(Special to The Talking Machine World.)

Chicago, 111., Sept, 6, 1908.

The Viascope Mfg. Co., of 112 East Randolph
street, this city, are having a remarkable de-
mand for their "viascope special" moving picture
machine, recently introduced. The new machine
is simple in construction, rigid, artistic and dur-
able. The working parts of the viascope special
are enclosed in a handsomely nickel-plated steel
case, so that they are absolutely protected from
all dust and foreign matter. It is constructed
throughout of the best materials obtainable. All
of the shafts are made of the finest grade of tool
steel; the movement, also, is made of the best
grade of tool steel, hardened to prevent wear.
All of the bearings are so arranged that they can
be replaced by any one, at any time. All parts
of the machine are interchangeable. It is oiled
by a series of oil tubes extending from the out-
side frame to the bearings inside of the machine.

The main points of the viascope special are its
steadiness and its lack of flicker. If the film is
perfect it shows a picture that is perfectly steady.
There is absolutely no vibration to the machine
itself. The film is moved by a single cam, which,
having a connection on all four sides at once, is
always in contact with the film-carrying mech-
anism. The machine is as nearly flickerless as it
is possible for a machine to be, the shutter being
very small and at the same time covering the pic-
ture during the entire movement of the film. Now,
in framing a picture on the viascope you never
get away from the shutter as in other machines,
for the shutter is so constructed that it always
remains in the same position with the framer and
lens. It is possible to frame two pictures with
this machine and still keep the shutter in the
same position with the framer. The viascope
special is absolutely fireproof.

It is also fool-proof, as all parts are so made
that anyone taking the machine apart can get
the various parts in the right place, for it is
impossible to get it together any other way.

All of the work on the machine is done by
skilled mechanics, each an expert in his own
line. The work is under the personal supervision
of J. J. Pink, the president of the company. Mr.
Pink has had long experience in the manufactur-
ing and repairing of all kinds of moving picture
machines, and is himself an inventor and prac-
tical mechanic.

AN ATTRACTIVE LINE OF POST CARDS.

The accompanying illustration shows one of
the attractive "invitation" post cards issued by
the Simplicity Co., Chicago. There are a large
number of subjects, adapting the card for use
for many purposes, each with a distinctive de-

SPECIAL OFFER

500 POST CARDS — No two

alike ; all retail at 2 for 5 cents
and 5 cents each, $2.50.
Cash with order; prepaid.

SIMPLICITY CO.. Chicago, 111.

I^lijkdfi ieen ai^joi^d ^ give, an

^ Lc.J{°f<^®1^ OTl

^- d^^- (ffclc_=

sign. In many sections of the country these in-
vitation cards have created a perfect furore, and
no society woman feels she is quite in style un-
less she gives her invitations via the new route.
Elsewhere in this page will be found a special
offer made to dealers on an attractive series of
picture post cards.

PROFIT IN A LINE OF STATIONERY.

What a Canvass of the Trade Reveals — Lesson
Taught in Lax Method of Keeping Accounts
— A Subject of Interest to Talking Machine
Dealers Handling Side Lines — Some Interest-
ing Figures Compiled by Those Who Know.

Many talking machine firms in looking around
for good side lines to go with the phonograph
have undoubtedly had their attention drawn to
the stationery trade. We believe therefore that
a few extracts from an article headed "Figuring
Profits on Stationery," which appeared recently
in a well known journal in this field, will be
read with interest. It seems that a certain sta-
tionery manufacturer decided to find out if pos-
sible just what gross and net profits were made
by a manufacturer, a jobber, or dealer, in that
business; also how much was lost from bad
debts, depreciation of stock and fixtures, etc. He
therefore got up circulars and blanks to be re-
turned and sent them to all the members of tho
different stationers' associations throughout the
country, asking them to supply the date and
send it in unsigned.

Here are some extracts from the replies re-
ceived:

"I am at a loss to figure the gross profits on
my sales and shall be glad to have you show
me how to do it."

"Expense account kept, but never added."

"Actual profits on investment 7 74 per cent."

"All expenses not charged to stationery de-
partment that rightly belong to it."

"Made gross profit of 53 per cent, on sales of
one year. The year before 57 per cent., but does
not take stock nor keep an expense account."

"Two meals a day."

One of the largest dealers in the country
writes: "Our method of inventorying our
stocks is about as follows: We inventory at $1
stock that costs $1. that is new, fresh and sal-
able, and has not been in stock over a pre-
vious inventory. If on hand at second yearly
inventory and still fresh and salable it is taken
at 25 per cent, discount, at third inventory 50
per cent, discount, at fourth 75 per cent., and at
fifth nothing. In this way the 'shop-keepers' get
down to a low inventor\- valuation whatever may
be the actual selling values. This latter deter-
mined according to the items and its salabilify."

The division of classes is as follows: As to
iflurns received we have divided them into (1)

THE F»IAIVOVA C01VIF»AIVY,

Manulaclurers ol

44 AND 65 NOTE ELECTRIC PLAYERS

with or without nickel In the slot attachment

SECURE THE AGENCY NOW.

117-125 Cypress Avenae,

New York.

retailers, (2) wholesale and retail, (3) whole-
sale, (4) manufacturers. (M) annual sales less
than $25,000. Other classification up to $150,-
000 or over we have omitted as we have not
the space to devote to it.

, Per cent, on sales. — s

Class M Gross profit Expense. Net.*

Xo. 1 33i«, .23 .09

" 2 40 .80 .10

" 3 30 .22 .05

" 4 33% .26% .04%

Average 347? .25% .07

'After deductins all bad debts and depreciation for
fixtui'ts. merchandise, machinery, etc.

It is assumed that in the above figures all
parties included in their expense account a fair
salary for themselves and partners, if any, or if
a corporation salaries for their officers.

It is to be remembered also that in the net
results above no interest on capital was in-
cluded. It would be interesting to know what
was left of the profits if this should be done.
Is the stationer always getting in adition to his
living 6 per cent, on his capital? If so, how much?

MOVING PICTURES OF MARATHON.

Used by Hayes, Winner of Race, in Illustrating
His Lecture in Vaudeville.

"Johnny" Hayes, winner of the great Mara-
thon race is to go into vaudeville to tell of his
great run and how he felt at different stages of
the race. The growing importance of the mov-
ing picture machine is proven in that connec-
tion as such pictures will be used in conjunc-
tion with his talk to show just how the race
looked and how he crossed the finish line. While
the Marathon race dates back to the time when
Greece was one of the ruling nations of Europe,
never before has a race been reproduced in ac-
tual motion pictures for the benefit of a people
thousands of miles away, for Athens with her
wonderful marble stadium had no moving pic-
ture machines.

Dorando, who got to the stadium first but col-
lapsed and was helped across the line, is also
to appear in vaudeville as soon as the leg he
broke bicycling is mended. Probably the mov-
ing-picture machine in his case will show him
being shoved across the line; but as he knows
no language but Italian some one else will have
to do his monologuing "stunt."

Lamps placed along the lower edge is one of
the latest improvements in show window light-
ing. To be effective, they should be screened
from view by either a permanent fixture or a
shade which can be raised slightly above the
line of the lamps.

SPECIAL TO THE TRADE!

FOR 30 DAYS ONLY — These 1907
Song Hits at 10c. per copy, or $10.00
per hundred :

" Every One Is In Slamberland Bat Yon and Me "
"Twinkling Star"

" Sweethearts May Come and Sweethearts May Go "
"Where The Jessamine Is Blooming, Far Away"
Instrumental — Paula Valse Caprice

It will pay you to keep in touch with us.
Write to-day!

THIEBES-STIERLIN MUSIC CO.

ST. LOUIS, MO.

60 YEARS'
EXPERIENCE

I RADE IVIARnS

Designs
Copyrights Ac.

AnTone sending a nketoh and description may
quickly ascertjiin our opinion free wliether an
Invention I9 probably putentable. {.'oninuinlca-
tlonantrlctlyconililcntlal. HANDBOOK on Patent*
sent free. OMeat ni;cnc.v for seourlnff patents.

ratcnts taken tliroutih Munn Jk Co. receive
»pffiii( inifu-f. wiHiout charge, In the

Scientific Jimericdtt.

A hanilaoMu'Iy Ulnatratpd weekly. I.arcpst cir-
culation of any m-lonllllc Journal. Terms. »3 a
year; four months, Sold by all rowsilcalers.

MUNN &Co.36'Bro.dw.,. New York

Branch OfDce. 626 F St.. WashlDglon, D. C

THE TALKING MACHINE WORLD.

67

EXTENDS ITS APPROVAL TO THE

EEERLE55 coin^operatedPIANO

AS EVmENCED BYITS WNDEREVL
POPVLARITY AMONG

CAFES , CLVBS ^^RATHSKELLERS

PEERIESS PIANO PLAYER CO.

F. ENGELHARDT &50NS PROPRIETORS

OFFICES
W17MDSOR ARCADE
FIFTH AVE N ew YORK .

FACTORIES
5T JOHNSVILLE, N.V.

68

THE TALKING MACHINE WORLD.

A Revolution in the
Phonograph Horn!

No Supports No Crane

No Standard
No Special Attachment

A Revolution Indeed!

COLUMBIA
GRAPHOPHONE

Since the advent of the Phonograph, back in the eighties, it may safely be affirmed that no real progress has
been made in the Phonograph horn ; its size has been gradually increased, thus merely accentuating the defects of
the reproduction. At last, the " IDEAL " horn has come ! A scientific device aiming at a pure, melodious
reproduction of the sound, be it either a great soprano's song, the endearment of a string instrtunent solo, or
the rendering of a Sousa's march. Besides, it eliminates all the bad points of the previous horns — NO SUP-
PORTS, NO CRANE, NO STANDARD, NO SPECIAL ATTACHMENT are needed with the " IDEAL ; '
all that is required is simply the tumihg of a small thumb screw to fasten securely the "IDEAL" horn to
the neck of the reproducer of any cylinder machine, either Edison or Columbia, or to a Devineau Biophone.

The bell of the "IDEAL," made of pure aluminum, is nearly six feet in circumference, assuring the
maximum of sound.

The elbow is made of the highest grade of ebonite, which in combination with aluminum, completely
eliminates that tin sound so strongly objectionable. In the middle part of the elbow a swivel allows the
sound to be thrown in any direction WHILE PLAYING A RECORD.

The " IDEAL " flower horn is handsomely finished and weighs but a few ounces. With the "IDEAL"
horn you get "IDEAL" music.

Jfetreral iHanufacturmg Company

2095 Cast 36t!) Street « Clebelanli, ©fiio

VOL. IV. No. 10.

SIXTY-EIGHT PAGES

• INGLE COPIES, 10 CENTS
PER YEAR, ONE DOLLAR

Published Each Month by Edward Lyman Bill at 1 Madison Avenue, New York, October 15, 1908

The

STAR

Is the Popular Record

WHY?

IOIgch,50Ceal$ ^^^^^^^ lllocli,50Cent$

v^iARREO

12 inch, 80 Cents
Because If Sells at a Popular Price

AND IS THE BEST RECORD AT ANY PRICE

Since the reduction in retail price of STAR records
we have established many new dealers and jobbers.
Why don't you fall in line and handle goods that
have a large sale and sure profits ?

HAWTHORNE & SHEBLE MFG. CO.

Howard and Jefferson Sts.

PHILADELPHIA, PA.

Entered as second-cIaM matter May 2, 1005, at the post office at New York. N. Y.. undf-r th" act of Congress of Marcb 3, 1879.

THE TALKING MACHINE WORLD.

Bigger Business + Bigger Profits

IS WHAT

THE ECHO-PHONE

MEANS TO YOU

Since the infancy of the Talking Machine
business there has been an enormous de-
mand for an inexpensive machine whose
Tone and Wearing qualities could be
relied upon. Scarcely a Premium House,
Jobber, or Dealer who hasn't, at some time
or other, in desperation tried to supply this
demand, only to find the machines unre-
liable, and either have them come back
on him, or else lost customers by selling
them what proved to be a "Gold Brick."

THE ECHO-PHONE ELIMINATES ALL THESE DIFFICULTIES

Its tone and wearing qualities can not be du-
plicated in the world for double the money.

THE ECHO-PHONE IS FULLY GUARANTEED FOR ONE YEAR

Write us now for further particulars. It will pay you.

UNITED TALKING MACHINE CO.

259 GREENWICH STREET, NEW YORK

The Talking Machine World

Vol. 4. No. 10.

THE IMPORTANCE OF FORMING

A DEALERS' ASSOCIATION.

J. Newcomb Blackman Claims Jobbers and
Manufacturers Need the Co-operation of a
Dealers' Association — Plans for Formation.

In an interview witli The Talking Machine
World, J. Newcomb Blackman, president of the
Blackman Talking Machine Co., discussing the
importance of forming a dealers' association
said: "The manufacturers selling their goods
under price restrictions have an organization
that shows system in every detail. Their product
is sold through the jobber and the dealer and
every move the ' manufacturer makes affects
them. It is therefore important that the welfare
of the jobber and dealer, from his point of view,
should be considered. With this idea, and to
insure co-operation as far as possible, the Job-
bers' Association was formed and the recent con-
vention of the National Association of Talking
Machine Jobbers at Atlantic City brought forth
suggestions which the manufacturers have acted
upon.

"There are but a few manufacturers and at
the most a few hundred jobbers, but dealers
are numbered by the thousands. After all, it is
the dealer who must be considered, for he sup-
ports both the jobber and the manufacturer. I,
therefore, think that an association of talking
machine dealers should be formed in order that
the jobber and manufacturer can receive sug-
gestions based on the experience of dealers, and
I think several local associations should first be
formed. Let some of the many bright and ac-
tive talking machine dealers get together locally
and form an association, for there is much that
can be accomplished.

"Dealers often complain regarding price cut-
ting and action by the manufacturer is some-
times delayed because the dealer does not fur-
nish satisfactory evidence. With a dealers' as-
sociation a grievance committee could handle
all such complaints, securing evidence and pre-
senting it in such form to the manufacturer that
proper action would be insured. A bulletin
could be issued giving the numbers' of the stolen
machines, or cases where instalment customers
have disappeared, failing to leave their address
or the balance due. The numbers of such ma-
chines would serve as a good clue and save the
dealer considerable by recovery. An agreement
could be reached regarding the methods to be
employed in the sale of machines on the instal-
ment plan, until the manufacturers regulate this
by contract. An exchange on surplus stock
among d€alers could also be arranged and mem-
bers could guard each other against the pur-
chase of goods that have proven without merit.

"I am sure that the Jobbers' Association would
be pleased to receive a committee representing
the dealers' association at their annual conven-
tion, or the meetings of their executive commit-
tee, and when a resolution embodying the ideas
of hundreds, or perhaps thousands, of dealers
was presented to the manufacturer, with the in-
dorsement of the Jobbers' Association, it would
certainly insure most careful consideration.
Many recent moves by manufacturers would
have been better understood had the dealers
been in a position to get together and act in
unison. The Jobbers' Association has often been
handicapped in asking the manufacturers foi
certain concessions, because they did not have
the opinion of the dealers.

"The columns of The Talking Machine World
are recognized as a valuable source of informa-
tion by dealers who are subscribers, and there is
no doubt that the editor of that paper would
give dealers the same support with a dealers'
association that he has in the case of the job-
bers.

"I would suggest that monthly meetings be

New York, October J 5, J 908.

held by local associations. At that time dealers
could give their experience on various subjects
that would help one another. This would also
serve as a good opportunity for jobbers to ad-
dress dealers. We don't know how much we
can learn until we investigate the methods of
others in the same business.

"Business at the present time shows a class
of jobbers better equipped to take care of the
requirements of the dealer and there is no rea-
son why there should not be considerable im-
provement in the standing of the dealers. Let
those who are a credit to the business and are
using their capital and energy to elevate it, get
together and support each other. This work
will be supported by the jobbers and I would
like to see a movement in New York city for
the formation of a dealers' association, covering
Greater New York. This could then be enlarged
and other associations formed local to the large
cities, until finally a national association would
result.

"As a member of the executive committee and
most of the special committees in the Jobbers'
Association I would be glad to give whatever
assistance I can and feel that all jobbers would
take the same position. What we want in the
talking machine business at the present time is
co-operation between the dealer, jobber and
manufacturer. If we have any complaints to
make let us go about it in a businesslike way
and in turn ask for what we think is just, with
a spirit of fairness to all. We do not want good
dealers to be discouraged by those who are a detri-
ment to the business. Many a dealer, who at
times is discouraged, would become enthusiastic
if he could mingle with others whose methods
are possibly a little more up-to-date.

"I, therefore, advocate that the dealers get
together and adopt a constitution and by-laws,
simple, yet broad, the essence of which shall
call for a 'square deal' for the jobber, dealer
and manufacturer. Such an association would
be supported by all. But who will make the first
move toward forming one? I will gladly take
this matter ' up with any dealer, as I feel the
movement should be started by a dealer, and I
believe Mr. Edward Lyman Bill, editor of the
Talking Machine World, will also give valuable
help for the formation of a dealers' association.
I will be pleased to have any dealer, who would
like to start a movement for the formation of a
dealers' association address me at 97 Chambers
street. New York."

"TALKER" TAKES SINGERS PLACE.

Manager Ruggles Comes to Rescue of Local
Theatrical Manager, and Supplies Grand
Opera by Singers of World-Wide Fame.

(Special to The Talking Machiue World.)

Los Angeles, Cal., Sept. 28, 1908.

Never was the ingenuity of a stage director
put to a greater test than through the problem
that confronted Director Wm. C. Masson of the
Lewis S. Stone Co., when he came to figure out
the opening of the first act of "The Pit." The
book called for the presence on the stage of a
quartet from "Rigoletto" in such a manner as to
give the impression to the audience that a per-
formance of grand opera was in progress on the
stage of the Chicago Auditorium.

Singers aplenty responded to the call for
help, but when it came to a question of their
ability to sing the famous quartet without slip-
ping in a few "barber shop" chords or lapsing
into a bar or two of "Be Sweet to Me, Kid," that
present favorite song of the populace, Masson
realized he was up against a hard proposition.

The Marquis Ellis Quartet was given a trial
and while they were all right in their own sphere'
in "The College Widow," when it came to simu-
lating a performance of grand opera they were

Price Ten Cents

found wanting. Fully a score of the best known
singers in the city were tried and finally a quar-
tet was secured that could interpret the music to
Masson's satisfaction.

Then Manager Blackwood was called in and the
singers informed him that they could not afford
to provide the music for less than $500 for the
week. Inasmuch as the "Rigoletto" number occu-
pies only a moment or so of the first act, this
charge was wholly out of the question and for a
brief period Masson had seriously considered the
advisability of cutting out the music altogether.

Charles Ruggles, Sr., who represents Sherman,
Clay & Co., the Pacific Coast distributors of the
Victor Talking Machine Co., happened in the
theatre at the time to buy some tickets and he
quickly came to the rescue of the worried mana-
ger by offering to send to the theatre one of the
big auxetophones, with records of the "Rigo-
letto" quartet, sung by Caruso, Scotti, Sembrich
and Homer. The big machine was given a trial
and for the time being the Stone Co. gave up
all thoughts of rehearsals to enjoy the remark-
able music.

The audience at the Auditorium were treated
to a rendition of the "Rigoletto" quartet that was
hard to distinguish from the real article, and
Director Masson enjoys the distinction of being
the first stage manager in the city to use a talk-
ing machine for such a purpose.

SUES IN AUSTRALIAN COURTS.

The National Phonograph Co. Sue Dealers for
Price Cutting — Defendants Claim Contract Is
In Restraint of Trade.

The judge of the Australian High Court has re-
served decision in the damage suit of the Na-
tional Phonograph Co., of Australia against five
dealers, for price-cutting, stating that the matter
should receive the attention of the full bench of
the High Court before final decision was handed
down. The National Phonograph Co. brought
suit against the five dealers, namely, Menck,
Kerrigan, Pearson, Beckett and Whiting, claim-
ing that they sold Edison phonographs and
records throughout the country at less than the
fixed prices, and asking for only nominal
damages to establish their position. The de-
fendants declared that the price contract was
in restraint of trade. The final decision is being
awaited with interest.

THE WINDOW BACKGROUND.

"In dressing a store window," said a man who
has been at it for years, "the first essential
thing is your background. I regard that as the
foundation of all else.

"It serves two purposes. It sets off the goods
you wish to display, illy or properly as it fits
into them or does not, and also to attract the
attention of the passer-by. It should be some-
thing that will make him stop and look at it,
and at the goods that go with it; and if it aids
in doing that, it is the right thing in the right
place, whether it happens to be a strip of cheap
cheesecloth or an artistic arrangement of plush
or hardwood.

"I use a great deal of cheesecloth with fine
effects. It costs little. It can be put in any
shape you want it. It makes a graceful draping,
and it can be discarded with little loss when no
longer needed or when it begins to show too
much use. In cases that call for real elegance,
of course, plush or other heavy material is
called for."

All business men should remember that well
directed individual energy may win out in spite
of dull times. All that is needed is "keeping
at it."

4:

•

THE TALKING MACHINE WORLD.

TALKERS IN THE HARRIQAN FLATS.

Unexpected Result of Mrs. Harrigan's Fondness
for Talking Machine Music — Revenge That"
Worked Both Ways — A Story of the East
Side That is Plain and Unvarnished.

There was not a more peaceful row of tene
ments in the greater city, barring certain occa-
sions, chiefly Saturday nights, than the Harrigan

row of flats on East street. Denis Harrigan,

the owner of the flats, was the autocrat of the
block and incidentally leader of his district, hav-
ing stuck faithfully to Tammany in many a hot
primary election fight. Needless to say, it was
by having his palm frequently "crossed with sli-
ver" in politics that Harrigan saved enough to
buy the flats referred to by his enemies as the
"Flats of All Nations."

Harrigan's eldest daughter Nellie was the belle
of the neighborhood, and in view of her position
had become a rare pianiste, according to East Side
ideals — meaning that she could play the latest
popular music after about a week's rehearsing,
and was noted for her playing of "Love Me and
the World Is Mine" in ragtime. Mrs. Harrigan
and the boj- Michael, however, boasted no such
accomplishments, and the music in their natures
lay dormant until one day when they visited a
new arcade on the avenue and heard the wonder-
ful music of a talking machine. The next day
Harrigan pere was forced to buy a machine and
bountiful supply of records for home entertain-
ment, and then the trouble started.

-For a week or so the tenants of the flats rather
enjoyed the musical addition to their community,
which usually kept busy about eighteen hours a
day. At the end of that period, however, the
tones of the talker became monotonous, and after
a fortnight the tenants "kicked" about the sur-
plus of music. Their answer was, "Harrigan,
That's Me" played for three days without any
low tone attachment on the reproducer. A bitter
revenge was the only satisfaction they could be
able to obtain, and they obtained it to the taste
of the gods.

Schmidt, the butcher, who lived in the next
apartment to Harrigan, was the first to become
active, and he purchased a machine similar to
Harrigan's but with a much larger horn. The
next evening and for the following week the
denizens of the block were regaled with about
half the selections in the German portion of the
foreign catalog, blended with the favorite tunes
of the Harrigan repertoire. Then the Harrigan
machine started to grind out "It's the Dutch" for
seventy-two hours with very short intermissions.
It stopped the Schmidt machine, but still further
aroused the ire of the neighbors. The Polish
and Swedish families on the top floor then took
a hand in the "talker" war and made the horn
the mainstay of their equipment. When th?
music of Poland and Sweden began to float on
the breeze with an increasing volume the Har-
rigan's thought the limit had been reached; but
no, the Italians next door invested their profit-^
from the fruit stand in a machine with a forty-
iuch horn and assailed the ears of the row with
selections from "II Trovatore" and other operas
dear to the Italian's heart. If there was anything
on earth that would irritate the Harrigans, ex-
cepting, of course, a toast to King Edward, it
was grand opera music when the popular stuff
was so convenient and steep. The climax was
reached, however, when Ephraim Williams, a col-
ored gentleman with cultivated tastes, got into
the ring, with a talking machine with which to
combat the other music makers and incidentally
entertain his wife, Mandy, and the pickaninnies.
He first tried out "I'm Bon-Bon Buddy the
Chocolate Drop" and "I've Got to See the Min-
strel Show." Harrigan then warned him that
"St. Patrick's Day Is a Bad Day for Coons," while
Schmidt filled the air with the tuneful message,
"Keep on Smiling." Williams then played the
wall, "Everybody's Pickln' on Me," after which
even the Pole and the Swede started to "pick,"
while the Italian tried to soothe them with grand
opera aria.

Things quickly came to a head with the six

machines thundering in competition at one time,
and leaving the talkers in charge of their wives
the five whites started out to annihilate the latest
comer. When Williams saw them approaching
he fled, taking time to inform them, however,
that "When the Roll Is Called Up Yonder I'll Be
There." With no victim, the belligerents began to
pass uncomplimentary remarks among them-
selves and finally started to "mix" things.

After the police had pried Harrigan from the
German, rescued the Swede and Pole from under-
neath the pile and taken a knife away from the
Italian, they proceeded to take the crowd to
court, where the magistrate, after listening
to the whole story suggested that they divide the
time for playing the talkers. Everyone wanted
the same hours, however, and after much argu-
ment and not a little wild language Harrigan Is-
sued the ultimatum that either talking machines
or tenants must go, agreeing to also dispense
with his talking machine at the same time. It
was a cold winter, so the "talkers" lost, and it
was a mournful procession that carried them to
the second-hand man. On the return trip, un-
fortunately Ephraim, who had not heard the ul-
timatum and was not aware of the approach of
his enemies, put on the worst record he could
have chosen under the circumstances, namely,
"It's Better to Have Nothing All the Time and
Something for a Little While." Only the inter-
ference of the police and the rapid exit of
Ephraim and the machine prevented murder,
and the avengers returned home to console them
with the tones of the accordion, facetiously -
known as "the tenement house piano."

All the music in Harrigan's soul was crushed
out by the experience, and now when anyone
moves into the flats, with a musical instrument,
whether piano or jewsharp, he says, "D'ye moind
now, ye can only play for chu hours the noight,
fr'm eight t' tin. Wan minnit over that an' out
ye go; d'ye listen well now," and peace again
reigns in the Harrigan row of flats, while two
Nickelodeons in the neighborhood are turning
away crowds at every performance, crowds who
hunger for a little talker music.

mittance to the large room, and the whole affair
was of a nature which made Manager Jordan,
of the Houck Co., smile with delight. The in-
terest manifested in the meeting, notwithstand-
ing the extracts from Mr. Bryan's speeches were
reproduced by the Victor records, showed they
were enjoyed and applauded. The records were
plain and distinct and all who have heard the
great Commoner recognized his voice with abso-
lutely no trouble. All efforts to discredit the
meeting by referring to the speeches as being of
the "canned" variety were futile. The enthusiasm
and the crowd last night were far greater than
at the Taft rally of last week.

ALL ON ACCOTJNT OF

Why doth thf staid New Yorker cheer
And strain each tendon of his ear
When eagerly he goes to hear

«

And why doth he from morn till night
Articulate in sheer delight
To all who come "Say, he's all right,"
* 1

Explaining how "he beats the band
And causes ear-drums to expand
By simply raisin' up his hand,

* ;

And, when at length the curtain bell
Is heard to sound ; it breaks the spell.
And all the audience rise and yell
« 1 1

While some the stage attempt to reach.
The others, frantic, fairly screech ;
"Only pebble on the beach,"

♦Name furnished on application.
tAuthor's name ; no extra charge.

HE QUIT THINXING.

TALKING MACHINE IN POLITICS.

That the dealers have the support of the news-
papers in their efforts to introduce the records
of the campaign orators is evidenced by the fol-
lowing which recently appeared in the Chat-
tanooga (Tenn.) News:

"The Bryan rally last night at the O. K. Houck
Piano Co. was an ovation to the absent Nebras-
kan. A large number were unable to gain ad-

The new clerk stammered: "Well, sir, I
thought "

"You thought!" shouted the irate proprietor.
"You are hired here to work, and not to think!"

The next day the boss said: "When you knew
that order was wrong why did you obey it? Com-
mon sense and a moment's thought would have
saved a lot of trouble."

"I have quit thinking," quietly responded the
clerk.

A fine display of Victor and Edison goods is
being made in the windows of the Regina Co.,
Broadway and 17th street. New York. The effect-
ive arrangement is the combined work of Man-
ager Wilbur and his assistant, John J. Wood.

OUR

VICTOR RECORDS

Guaranteed Perfect

We have arranged for two entirely distinct and separate stocks of VICTOR RECORDS
ONE RETAIL, ONE WHOLESALE. Bv this sj-stem we are enabled to cruarantee our
Wholesale Trade that they will receive' from ns VICTOR RECORDS in absolutely the
same condition they are supplied us bj- the factory.

NOT RECORDS THAT HAVE BEEN USED FOR DEMONSTRATING MACHINES ;
NOT RECORDS THAT HAVE BEEN PLAYED FOR RETAIL PROSPECTS

But—

Absolutely New Unplayed Records

You will appreciate

We don't need to enlarge upon the advantagfes of this system,
it. We origrinated the system of supplying' the high-grade

RED SEAL RECORDS IN SEALED ENVELOPES

This is appreciated hy dealers in Victor Records, and we are sure the new method of fiUinc
wholesale orders from a stock which is in no wa.v connected with our retail stock will be even more
appreciated by them.

If You Want New Records, Send Us Your Orders

The Eastern Talking Machine Co., bZIoZmJI:

Original Distributers of Victors in New England

LARGEST STOCK — BEST SERVICE

Fifteen Years an Exclusive Talkins Machine House

THE TALKING MACHINE WORLD.

5

HIS MASTERS VOICE

REG. U.S. PAT. OFF.

Mr. Dealer, the harder you hammer away at the
Victor ''quality" idea, the bigger your returns
will be.

Impress your customers at every opportunity with the fact that the Victor is a high-class
musical instrument — that Victor records are best — and that the greatest artists in the world make
records exclusively for the Victor.

Too much emphasis cannot be placed on the importance of providing appropriate surround-
ings for the Victor ; an attractive salesroom appeals to the better class of custom, and is the
strongest argument you can use to back up the Victor's "quality " claims.

Don't for a single minute underestimate the value of the "quality" idea. Victor quality
is responsible for the enormous and rapid growth of the Victor business. It has brought
prestige and prosperity to hundreds of Victor dealers— and it will do the same for you if you
will use it to the best advantage.

Victor Talking Machine Co., Camden, N. J., U. S. A.

Berliner Gramophone Co., Montreal, Canadian Distributors.

To get best results, use only Victor Needles on Victor Records.

Full information can be obtained from the following Victor dealers :

Albany. N. Y..
Altoona, Pa...
Atlanta, Ga —

Baltimore, Md

Bangor, Me.-
Birmingham,

Boston, Mass.

Brooklyn. N. Y
Buffalo, N. Y.

Finch & Hahn.

....W. H. & L. C. Wolfe.

Elyea- Austell Co.

Phillies & Crew Co.

Cohen & Hughes.

E. F. Droop & Sons Co.
H. R. Eisenbrandt Sons.
Wm. McCallister.

M. H. Andrews.

Ala E. E. Forbes Piano Co.

The Talking Machine Co.

Oliver Ditson Co.

Eastern Talking Machine Co.
M. Steinert & Sons Co.
. . American Talking Machine Co.
. . W. D. Andrews.
Neal, Clark & Neal Co.

..American Phonograph Co.
..Orton Brothers.
..The Klein & Heffelman Co.
. . Stone & Barringer Co.
. . Lyon & Healy.
The Rudolph Wurlitzer Co.
The Talking Machine Co.
..The Rudolph Wurlitzer Co.
..W. H. Bugscher & Sons
Collister & Sayle.
EcliDse Musical Co.

Columbus, O The Perry B. Whitsit Co.

Dallas, Tex Thos. Goggan & Bro.

Dayton, O The Fetterly Piano Mfg. Co.

Denver, Colo Hext Music Co.

Knight-Campbell Music Co.
Des Moines, Iowa Jones Piano Co.

Harger & Blish.

Detroit. Mich Grinnell Bros.

Dubuque, Iowa Harger & Blish.

Duluth, Minn French & Bassett.

Burlington. Vt.
Butte, Mont....

Canton, O

Charlotte, N. C
Chicago, III...

Cincinnati, O.
Cleveland, O..

El Paso, Tex W. G. Walz Co.

Escanaba, Mich Grinnell Bros.

Galveston, Tex Thos. Goggan & Bro.

Grand Rapids. Mich.. J. A. J. Friedrich.

Honolulu, T. H Bergstrom Music Co.

Indianapolis, Ind Kipp-Link Phono. Co.

C. Koehring & Bro.
Alexander Seewald Co.
J. W. Jenkins Sons Music Co.
Schmelzer Arms Co.

Lincoln, Neb Ross P. Curtice Co.

Little Rock. Ark O. K. Houck Piano Co.

Sherman, Clay & Co.
E. E. Forbes Piano Co.
O. K. Houck Piano Co.
Lawrence McGreal.
Minnesota Phonograph Co.

Mobile. Ala Wm. H. Reynalds.

Montreal, Canada Berliner Gramophone Co., Ltd.

Nashville, Tenn O. K. Houck Piano Co.

Newark, N. J Price Phono. Co.

Newark, O Ball Fintze Co.

New Haven, Conn Henry Horton.

New Orleans, La Nat'l Auto. Fire Alarm Co.

Philip Werlein. Ltd.

Jacksonville, Fla.
Kansas City, Mo..

Los Angeles, Cal.
Memphis, Tenn..

Milwaukee, Wis..
Minneapolis, Minn. .

New York, N. Y.

. Blackman Talking Machine Co.
Sol Bloom, Inc.
C. Bruno at Son, Inc.
I. Davega, Jr., Inc.
S. B. Davega Co.
Chas. H. Ditson & Co.
The Tacot Music Box Co.
Landay Brothers, Inc.
The Regina Co.
Stanley & Pearsall.
Benj. Switky.

Victor Distributing & Exp't Co.

Omaha, Neb

Peoria, III

Philadelphia, Pa.

Pittsburg. Pa.

Portland, Me...

Portland, Ore..
Richmond, Va.

. A. Hospe Co.
Nebraska Cycle Co.
Piano Player Co.
. Chas. C. Adams & Co.
.Sol Bloom.
Louis Buehn & Brother.
J. E. Ditson & Co.
C. J. Heppe & Son.
Musical Echo Company.
Penn Phonograph Co., Inc.
Western Talking Machine Co.
H. A. Weymann & Son.
. C. C. Mellor Co., Ltd.
Pittsburgh Phonograph Co.
Powers & Henry Co.
Standard Talking Machine Co.
. Cressey & Allen.
Portland Talking Machine Co.
. Sherman, Clay & Co.
.The Cable Co.
W. D. Moses & Co.

Rochester, N. V The Talking Machine Co.

Rock Island, III Totten's Music House.

Salt Lake City, Utah. . Carstensen & Anson Music Co.

San Antonio, Tex Thos. Goggan & Bro.

San Francisco, Cal Sherman, Clay & Co.

Savannah, Ga Phillips & Crew Co.

Seattle, Wash Sherman, Clay & Co.

Sioux Falls, S. D Talkmg Machine Exchange.

Spokane, Wash Filer's Piano House.

Sherman, Clay & Co.
. Koerber-Brenner Music Co.
St. Louis Talking Machine Co.
. W. J. Dyer & Bro.
Koehler & Hinrichs.

Syracuse, N. Y W. D. Andrews.

Toledo. 0 The Hayes Music Co.

Whitney & Courier Co.

Washington, D.C John F. Ellis & Co.

E. F. Droop & Sons Co.

St. Louis, Mo. . .
St. Paul, Minn..

6

THE TALKING MACfflNE WORLD.

VICTOR DOUBLE DISC RECORDS.

Important Announcement Made to the Trade
by General Manager Louis F. Geissler on
Sept. 17 — Several Important Matters Relat-
ing to the Retailing of These Discs Covered
in This Communication.

The Victor Talking Machine Co. on Sep
tember 17 announced that Victor double disc
records would shortlj' be placed on the market.
A communication under that date was issued
from the Camden office of the Victor Co. to dis-
tributers and dealers, signed by General Manager
Louis F. Geissler. In this letter a number of im-
portant points are covered, and below is the com-
munication in its entirety:

"After most careful consideration and consulta-
tion with the trade as to the double-sided
record question, the Victor Co. has decided
to put out a limited number of such records as an
experiment for the benefit of the trade and to
cover any possible temporary demand that may
be created on account of the novelty of the double-
sided record on this market. The ten-inch to
retail at 75 cents, the twelve-inch at $1.25. Deal-
er's costs 50 cents and 83 1-3 cents respectively,
and the new list to be ready in a few weeks.

"We, ourselves, are familiar wuth the trade
value of the article, on account of our confiden-
tial relations with The Gramophone Co., Ltd.. of
London; the Deutsch Gramophone Co.. of Ber-
lin; the Cie. Francaise du Gramophone, of Paris,
and The Gramophone Co. (Italy), of Milan, all of
whom have had experience with the double-sided
record for the past two years. We have been
and still are anxious to keep such records from
the American market, and our reasons will be
appreciated after a short experience by the trade.

"We wish to emphasize the fact that the Co-
lumbia Company are responsible for their intro-
duction here.

"We are confident that, under the proper man-
agement and by virtue of the policies, we, through
information from the European trade, will be
able to inaugurate, that the relative market value
between the double-sided and the single-sided rec-

ord will be satisfactorily adjusted in a few
months. It cannot result in entirely replacing
the present single-sided record by double-sided
records, and we have no intention of relaxing
our efforts in the manufacture and selling of
single-sided records at the regular price of 60
cents.

"You have all seen the failure of a 25-cent
cylinder record to annihilate a well-managed cyl-
inder record at 35 cents; this is a matter of very
recent history. With the superior Victor quality
the present Victor prices should be even more
easily maintained.

"We ask the trade, in the light of such experi-
ence, to go calmly on, with confidence that a cut
price cannot injure a just price where the goods
are clearly worth the difference, where the mer-
chant's profit will be assured and where the trade
will be protected and assisted by our unparal-
leled policy of advertising and quite unusual im-
provements in the art.

"We will not embarrass the trade with any
'three-to-one' exchange proposition, as we know
that this is no time to attempt to force the trade
to put in large stocks. We fully understand the
present difficulties of financiering such matters.
We are quite content with the present volume
of our business under the circumstances and have
every confidence that our trade will receive its
proportionate increase as the country emerges
from the present industrial depression, without
the necessity of resorting to such stimulating
methods.

"On account of the advent of the double-sided
records, and also on account of the very great
advance in the art of recording, which has en-
abled us to make it a decidedly superior record,
we shall permit our distributers' and dealers' or-
ders, up to January 1, upon all records issued up
to that .date, to apply on recent exchange prop-
osition, charging only the differences in price be-
tween single and double-sided records, i.e., charg-
ing the difference in price where a ten-inch dou-
ble-sided record is ordered for a ten-inch single,
and where a twelve-inch double-sided record is
ordered for a twelve-inch single returned. We
believe that this will enable the trade to take

advantage of all unfilled orders, as per exchange,
to a very much greater profit, and to a decided
improvement in the quality of their stock."

CAN'T SELL TAFT'S SPEECHES.

National Phonograph Co. Enjoins Auction
House.

Paterson, N. J., Oct. 4, 1908.

On an application from the National Phono-
graph Co., a Justice of the Supreme Court yes-
terday issued an order restraining the sale of
1,300 records of William H. Taft's election
speeches at a price under the regular rate.

The records and several phonographs were
taken in part payment for a house and lot in
Rutherford. Mosley & Co., auctioneers of this
place, had advertised the records for sale when
the restraining order was served upon them.

The National Phonograph Co. have an agree-
ment with all jobbers that none of their records
shall be sold for less than 35 cents. The Mosley
Co., it is understood, will return the records to
the original owner.

IT PAYS TO ACT— NOW.

An excellent illustration of the necessity of
acting at once when advertising ideas crop up is
told by the Hardware Dealers' Magazine regard-
ing a business man who was mentally contemplat-
ing the subject of publicity:

Suddenly he was struck with an Idea.

He looked at It.

He turned It over.

It seemed good, and he smiled at It.

He took three days, and thought about It.

He nursed It.

For two nights he dreamed about It.
The jnore he thought about It the better he
liked It.

On Saturday he said: "By George! On Mon-
day I'll try It!"

When Monday came he found that his com
petitor had sprung It on the public, and made
a great hit.

Do it noic :

Why Not Increase Your Profits by Selling

The Munson Folding Horn

Do You Realize, Mr. Talking Machine Man— how much of your ne-w business is due to your customers
carrying their machines and records from one friend's house to another's ? Ho'w much this unconscious missionary
work of theirs in interesting others in your product, and thereby stimulating their own, is doing for this trade in
general ? And yet do you not often wonder that more do not tire of lugging such clumsy articles ?

The machines and records are all right, BUT— it is the inconvenience which
a person is subject to by traveling with a large horn that causes all the
trouble, and is gradually exterminating this beneficial custom unless
you rectify it.

We Can Help You, if You Will Let Us

Oh, what a difference when you come to carry it! FOR DISC

THE MUNSON FOLDING HORN FOR DISC AND CYLINDER MACHINES

is the only One-Piece Indestructible Folding Horn on the market. Made of the finest
quality of Selected Leatherette— in plain solid colors or handsomely decorated by hand.

WHEN OPEN AND IN USE it compares in beauty of
line and con.struction with any on the market and for purity
of tone reproduction is far superior to the metal horn.

WHEN FOLDED AND CARTONED it occupies only a
space of 28 inches long by 3' . inches square — an ideal par-
cel for carrying or h.indling and impervious to damage.

LET US QUOTE YOU PRICES AND START YOU ON THE ROAD
TO A PROFITABLE BUSINESS IN THE FALL

FOLDING PHONOGRAPHIC HORN CO., 650-52 Ninth Ave., New York City

TORONTO PHONOGRAPH CO., Toronto, Ont., Canadian Agents

THE TALKING MACHINE WORLD.

7

The popularity of the Victor- Victrola
points the way to a greater business

Victor dealers every-
where are beginning to
realize as never before the
splendid opportunities the
Victor-Victrola offers
them.

The Victor-Victrola is
the greatest and most
popular of all musical in-
struments. Music-lovers
the country over have
greeted it with unbounded
enthusiasm and approval —
and its popularity is increas-
ing every day.

It is one of the greatest
successes we have ever had.
There is absolutely no
other instrument like it —
nothing else to compare
with it in any way.

From the one style
which we originally made,
we have gradually broad-
ened out until at the
present time we make four
different styles — and we
are advertising them in the
November magazines.

VICTOR-VICTROLA XVI

Mahogany, $200
Quartered oak, §200
Circassian -vvalnut, $250

VICTOR-VICTROLA XX

Mahogany, embellished with gold, S300

The demand has been
far in excess of our ability to
supply it, and though
we are making every effort
to catch up in our orders
the indications are that it
will be some time to come
before we are able to do it.

Orders for the holiday trade

Vicior-Victrola

A new style Victor

All the beautiful Victor music and
entertainment, played in the richest,
sweetest, most mellow tone ever heard-
as pure and true as life itself.

The horn and all moving parts are entirely concealed in a handsome
mahogany cabinet, and the music is made loud or soft by opening or closing the
small doors.

The cabinet contains albums for 150 records arid drawer for accessories.
All metal parts heavily gold-plated.

The most complete of all musical instruments.

1

Hear the
H Victor-Victrola

■ at any music-
I house or talking-

■ machine mer-
I chant's.

I Write to us

■ for descriptive

■ catalogue.

■H Victor Talking Machine Co.

Camden, N. J., U. S. A.

HIS MASTERS VOICE

To get best results, use only Victor Needles on Victor Records

are already coming in and
every dealer who wants Victor-
Victrolas in time for Christmas

should place orders now to
make sure of not being disap-
pointed.

Victor Talking Machine Company, Camden, N. J., U. S. A.

Berliner Gramophone Company, Montreal, Canadian Distributors

To get best results, use only Victor Needlts on Victor Records

8

THE TALKING MACHINE WORLD.

EDWARD LYMAN BILL, • Editor and Proprietor

J. B. SPILLANE, Managing Editor.

Trade Representatives: Geo. B. Keller, F. H. Thompsok,
W. T. I>YKEs, L. E. Bowers, B. Brittain Wilson,
A. J. NicKLiN, L. J. Chamberlin.

Boston Office : Ernest L. Waitt, 100 Boylston St.
ChiesL^o Office: E. P. Van Harlingen, 156 Wabash Ave.

Phil».delphia Office : Minneapolis and St. Paul :

H. F. Thompson. Adolf Edstxn.

St. Louis Office: San Francisco Office:

Chas. N. Van Bdren. S. H. Gray, 88 First St.

Cleveland Office: G. F. Prescott.
Cincinnati Office : Bernard C. Bowen.

London, England, Office:

69 Basinghall St., E. C. W. Lionel Stordy, Manager.

Published the I5th of every month at 1 Madlison Ave. N.Y

SUBSCRIPTION (including postage). United States,
Mexico, One Dollar per year; all other countries, $1.25.
England and her colonies, five shillings.

ADVERTISEMENTS, $2.00 per inch, single column, per
.insertion. On quarterly or yearly contracts a special dis-
count is allowed. Advertising Pages, $60.00; special posi-
tion, $75.00.

REMITTANCES, should be made payable to Edward
Lyman Bill by check or Post Office Order.

^^IMPORTANT.— Advertisements or changes should
reach this office by the first of each month. Adver-
tisements arriving too late for insertion in the current
issue will, in the absence of instructions, be inserted
in the succeeding issue.

Long Distaovce Telephones — Numbers 4677 and 4678 Gram
ercy. Cable Address: "Elbill." New York.

NEW YORK. OCTOBER 15. 1908.

DEALERS and jobbers everyT\'liere during the
past month have been considerably exer-
cised over the record situation. The double disc
records have held the center of the trade stage
during the past few weeks, for close upon the
Columbia announcement appearing in the last is-
sue of this publication that all Columbia disc
records manufactured hereafter would be double-
face, came a statement from the Victor Talking
Machine Co. that they would also supply the
double disc records. This means that the double
disc record proposition will be fully tried out in
America during the next few months and the
question will be settled as to whether or not two-
sided records will in time supplant the single
faced, for, when the big manufacturers of disc
records have inaugurated a move of this kind, it
means that the two-sided record will be
thoroughly tested in every way by the trade.
Whether the single-sided record will continue to
occupy its former position, or whether the double
disc has come as a permanent feature and not as
a temporary novelty, will be decided shortly. Cer-
tainly there are many points which would seem
to favor the double disc record, points which need
no explanation from us, but which will appeal to
business men.

BUT the record situation is not going to be ma-
terially changed without a struggle. A good
many of the jobbers are opposed to the double-
faced record and they argue that the dealers will
have to force the public to purchase one record
that is not wanted and cause the dealer an un-
necessary lot of work In effecting a satisfactory
.combination of two records to suit the retail
buyer. It should be understood in this connec-
■ ;tlon that there is a vast stock of single-sided
. irecords which must be disposed of in some man-
'••ner so that even the most sanguine double disc
; : theorist should not expect that the record situa-
tion will be immediately changed by the sup-

planting of the single disc by its two-sided rela-
tion. There is, too, a good deal of uneasiness
in talking machine circles as to the policies of the
manufacturers, and there is no denying the fact
that the talking machine trade at the present
time is not entirely at ease. There is unrest and
dissatisfaction in a number of quarters which
have been more manifest during the past few
weeks. The announcement that The Columbia
Phonograph Co. had purchased the Indestructible
Record Co.'s establishment, lock, stock and bar-
rel, created widespread comment. Now the inde-
structible record, instead of passing out of the
trade game, becomes a greater factor than ever,
for it comes under the control of a great produc-
ing house, which is now in position to make more
interesting propositions to jobbers and dealers
than ever before. The Columbia people propose
to push the Indestructible "record, and this in
addition to their regular line unquestionably
strengthens their position with the entire trade
and keeps the Indestructible record well to the
forefront. Summed up briefly, the talking ma-
chine trade presents many interesting features.
We do not believe, however, that the present sit-
uation will finally result in price-cutting. It is
believed the great producing organizations would
not favor a play of that nature, for just as soon
as a move of that kind is inaugurated, the entire
trade will be disrupted. It is to be devoutly
hoped that such a regime will not be entered
upon.

THE rumor factory, too, has been extremely
busy and there never has been a time in the
history of the talking machine trade when rumors
have been flying about as thick and fast as dur-
ing the past months, rumors which concern the
policies of the great houses and wbich also allege
the formation of new companies with ample
backing. Hardly a day has passed when we have
not received some intimation concerning a new
combination and yet when the matter has been
sifted down there has been very little to the
report. The Edison move restricting dealers to
one line of cylinder records, of course, gave rise
to a fresh crop of rumors that other concerns
would also adopt radical measures. In fact, there
has been no end to reports which have been com-
ing in upon us from every source. The name of
W. E. Gilmore has been coupled with a number
of alleged moves, but it may be said that since
his return from Europe, Mr. Gilmore has given
out nothing officially as to his future plans, ex-
cept to The World, so all of these statements
should be taken cum grano salus.

DAME Rumor insists that there will be at
least two more new talking machines on
the market at a very near date. The bewitching
dame also says that a couple of new record fac-
tories will be getting busy shortly. In fact, hardly
a week passes that this office is not "tipped off"
anent some rumors in which the name of some
prominent member of the trade is closely identi-
fied. New dealers and new companies are being
talked of, and if half of them ever came true
we would indeed be "going some." We may ex-
plain the unusual activity prevailing at the
rumor factories in two ways — First, the trade is
somewhat restive and impatient under restrain-
ing conditions and it is watchful and hopeful that
new forces will enter the arena so that condi-
tions may be changed somewhat, for it cannot be
truthfully said that talking machine men, as a
whole, are entirely pleased with the existing en-

vironment. In the first place, all of the condi-
tions imposed are uot to their liking. The
legitimate and representative dealers desire to
have certain competition removed by requiring
a larger initial talking machine purchase on the
part of dealers to entitle them to enter the trade
arena. They feel that irresponsible dealers are
working a serious injury to the talking machine
trade and they do not hesitate to say that manu-
facturers should insist upon a larger initial pur-
chase of talking machines when a dealer is estab-
lished. They feel too that the establishment of
new dealers should be in accordance with regu-
lations which will bring up the quality standard
so that undesirable competition may be in a large
degree cut out. They believe that if one dealer
is working a limited territory fairly successfully
and is showing enterprise in the conduct of his
business, his profits should not be reduced by
establishing another man in his territory. In
this way it is claimed that the manufacturers
do not increase their sales, but the volume of
business is divided among retailers so that it is
not profitable for each, because it is impossible
to increase the trade bsyond a certain point.
In other words, the question of competition
among talking machine men is being very
seriously considered by leading jobbers and
dealers.

BECAUSE the trade is somewhat restive has
been one reason why the rumor factories
have been busy and another is — trade has been
dull and has given a number of men idle mo-
ments in which to discuss conditions in the in-
dustry and it is a fact that when legitimate busi-
ness is idle, the hot-air exponents show surpris-
ing activity and trade during September was in
many respects disappointing. There is no use
of denying that. The dealers have held back
somewhat on stocking up, because they were a
little afraid of conditions. There has been unrest
and agitation so that there has not been free
buying and the sales at retail have been reduced
on account of a general trade stagnation, for,
talk as we will, business is affected during the
Presidential campaign. It was stated at the out-
set of the present political contest that, inasmuch
as the policies of the two great parties seemed
more closely approximating than ever before
there would be no alarm in business circles and
yet, as the campaign has progressed, certain un-
looked for elements have been introduced so that
a large amount of spice and ginger has been
added to the struggle for control of the National
government which is going on between the two
great parties now locked together for a final
struggle for supremacy.

OUR own report! show during the past two
weeks a material improvement in business
conditions. Dealers throughout the Central West
and Southwest, as well as the Pacific-Northwest,
report a good demand for talking machines and
accessories. The trade in New England and in
the larger cities of the East has been quiet, but
witli more men being placed steadily back at work
there is every reason to believe that conditions
in the East will steadily improve while the West
is practically assured of a good business. There
will be a little holding back until the political
contest is settled at the polls and then we will
go ahead. This country will move on in spite
of all the isms in the world. We have large
crops whicli command in most cases good prices,
and this fact alone furnishes a foundation for

THE TALKING MACHINE WORLD.

9

prosperous conditions in the agricultural sections
and from the agricultural sections money natur-
ally percolates through the various channels of
trade until all sections are benefited. Of course,
: there has been a tremendous shrinkage in busi-
ness over last year, but conditions in all lines of
trade are improving. The fact that there are no idle
freight cars on the sidings and that orders have
been placed for many thousands of additional
cars demonstrates the fact that the railroads, the
great arteries of trade, are again pulsing with
normal life. While business has lacked snap and
vim, it has been growing better. This is evi-
denced in the financial reports and, too, there
have been few failures, which shows that the
country is buttressed around by a greater finan-
cial strength than ever before. On the whole,
the outlook is much better than it has been any
time since the panic dropped rudely in upon us
without proper notification last October.

WHAT a struggle we are having at all times
over patent rights and after all the grant-
ing of a patent seems to be the open Sesame for
litigation. The amount of money which has been
spent in the talking machine trade during the
past ten years in litigation would approximate
one million dollars.

This at the first blush might seem an ex-
: travagant statement, but a careful analysis of the
litigation which has occurred in the talking ma-
chine trade by reason of the contest over patent
rights and other matters has cost the litigants a
sum approaching a cool million. Think of the
amount of time, energy, money wasted in the
struggle to defend a business situation!

It seems as if our government should afforfl
a patentee better protection than is now given
under our present patent law. The granting of a
patent frequently is simply the beginning of a
struggle and the profits of a valuable invention are
gradually sifted into the pockets of lawyers who
make a specialty of patent cases. Should there
not be some better method devised whereby the
rights of the patentee would be protected. Under
the present conditions, it cannot be successfully
argued that even fair protection is afforded. Bet-
ter have protection or else abandon the Patent
Office and if the next Congress would enact some
legislation bearing directly upon the patent' laws
of the country, it would materially assist the

men whose inventive minds have given employ-
ment to millions of people, but who have not
profited in many cases financially themselves.
The product of a man's brain should be pro-
tected just as well as his real estate holdings
and the government certainly owes it to inventors
to safeguard their interests in every particular.

WHILE we do not believe in urging men to
go beyond a reasonable limit, yet every
business man must know that one of the first
conditions necessary to the profitable handling of
the talking machine trade is a complete stock.
Now stocks in any industry to-day cannot be
procured with the same promptness which they
could a year ago. Manufacturers in most lines
have not been piling up big reserves, and orders
must be placed in order for them to deter-
mine their business policy for the months to
come. It would seem to us that every business
man is justified to-day in making reasonable
plans for a good business in the fall, and long
dalays in preparation may prove costly in the
end. A state of preparedness in business counts
as much in winning a victory as preparedness
in war times, because, after all, commercial bat-
tles are fought on as unrelenting lines as actual
warfare. No quarter is given when rivals seek
for trade.

JOHN HERZOQ OPTIMISTIC

Over Business Conditions — Factory Will Soon
be Running Full Capacity — Collections Good
— Trade Shows a Falling Off of 25 Per Cent,
as Compared With Last Year.

( Special to The Talking Machine World.)

Saginaw, Mich., Oct. 1, 1908.

John Herzog, treasurer and general manager
of the Herzog Art Furniture Co., in the course
of a chat the other day regarding trade, present
and prospective, said:

"Business with us is very good now, and in-
creasing steadily every day, so that the factory
will run full capacity in a very short time. In
fact, it is running now from the finishing room
to the packing room, but with the machine room
we are going rather slow as yet, and will do so
until after the election."

When asked how trade compared with that of
1907, Mr. Herzog replied that it was about twenty-
five per cent. less. He said, moreover, that col-
lections had steadily improved, and as a whole
had been very good with the Herzog Co. all this
season. In closing, he added:

"The business outlook from our standpoint, and
judging it from last month, is steadily growing
better. Of course, now we are making goods for
the fall and winter trade. It is usually the very
busiest season of the year, as it is the time when
everybody buys goods for the holiday trade. It
is not improbable that business may fall off
again after the first of the year; therefore, it is
rather uncertain to figure upon conditions ahead
to any extent. Employment is becoming more
general in all branches of industry, and thi3
must have its effect in bringing about not only
an improved and healthy condition of trade in
our industry, but in all other branches of trade."

CLEVER AUTOMATA.

Ingenious Mechanical Figures Which Closely
Counterfeit Life Being Imported from Paris.

The newest automata, which not only counter-
feit life in their actions, but also speak, will be
seen before long in this country — imported from
Paris, which is the manufacturing center for all
such ingenious contrivances. It is safe to say,
remarks The Technical World, that nothing in
the world, exhibited in a shop window, attracts
attention so quickly as a "show piece" — the name
by which automata are known in trade. Thus it
happens that many of them are used in this
country for advertising purposes, invariably en-
gaging the eager interest of crowds which gather
to gaze upon them. Counterfeiting life with a
cleverness that is often little short of marvelous,
and actuated by mechanism artfully concealed,
they appeal both to curiosity and to the appetite
for the mysterious which is latent in every hu-
man breast.

To lend the automaton a voice, by the help of a
phonograph, is a matter simple enough. The real
marvel of these contrivances lies in the ingenuity
employed to give them such lifelike movement;
and the simplicity of the mechanism used does
but add to the wonder of it. They might be re-
garded as representing an ultimate stage in the
development of the mechanical toy, inasmuch as
not a few toys nowadays are to all intents and
purposes automata — as, for example, the walking
doll — and the plaything which has become seem-
ingly animate is raised to the highest power.

Well, Jack, what makes you look so weary and
tired?

Jack — I bought one of those talking machines,
and the two weeks that I have owned it it will
play only the one record and not run down.
Dang the luck anyhow.

Friend — Well, take it back and exchange it, or
get your money back.

Jack — Can't now, I married it. It's my wife,
you know. H. C. Fabeh.

Self 'Selling Assortment of Harps, with over 75i in Profits

FR. HOTZ

Harmonica Assortment

THIS ASSORTMENT consists of a dozen Harmonicas made up of our best selling styles to
retail for twenty-five cents each. In each dozen there will be found an assortment of
keys and three different styles of Harmonicas. The Harmonicas are all furnished in neat
hinged boxes and have ten single holes and twenty reeds. All the instruments have the finest
nickel-plated covers, solid brass plates and are given the best tuning. The goods are offered in
a handsome display case which can be used to advantage either on a show case or in a show
window. An assortment of this kind combines a variety of instruments with attractive display
which is bound to bring results,

The Entire Line of

FR. HOTZ HARMONICAS

No. 015

to retail from 10c. to $1.00 offers the best value for your cnstomers and big returns for you.
These goods were originally produced 80 years ago, and have always been looked upon as
being the first Harmonicas manufactured. During this long term of years, the strictest attention has been paid to the perfect construction of
the instruments, so that to-day the purchaser is assured of an excellence in Harmonica manufacture which time only can acquire. ■-

Jlsk Your Jobber. Send for our Handsome Catalog giving all prices and descriptions

FR, HOTZ, 475 BROADWAY, NEW YORK ''"'rJS;:\:t.£li,'Ul^Z'''"'''

10

THE TALKING MACHINE WORLD.

Zon=o=phone Double Record Discs

65 Cents

Our first list of double record discs will contain 150 records or 300 se-
lections. Records will be ready to ship October 15th. Shall be very glad to
send you one of our new catalogues so you can examine same carefully. Note
how we have paired up the records, giving you two different selections of about
the same class.

I0=inch single side
records, new price

50

cents each.

Tapering Arm Zon=o=phones from $20 to $75

To Dealers: We can show you a big profit in handling the Zon-o-phone
product m case you are not doing so now. Can we have the opportunrty of
sending you letter and catalogues to show you the new proposition we are offer-
ing with the double record disc and the new price of the single side record?

Universal Tallying Machine Mfg. Co.

Camp and Mulberry Sts., Newark, N. J.

'ON SPEAKING TERMS" I^^^JX

12=inch single side
records, new price

75

REO.U.S.PAT.OFFICE

cents each.

ALABAMA

Mobile W. H. Keynalds, 167 Dauphin St.

ARIZONA

Tucson George T. Fisher, 7-9 E. Congress St.

CALIFORNIA

Los Angeles ... So. California Mus. Co., 3S2 S. B'way.

Stn Francisco . . Peter Bacigalupi & Sons, 1021 Golden
Gate Ave.

San Francisco. .Byron Mauzy, 1165-75 O'Farrell St.
San Francisco . Kohler & Chase, 1329 Sutter St.
FLORIDA

Tampa Turner Music Co., 001 Franklin St.

ILLINOIS

Chicago Benj. Allen & Co., 181-141 Wabash Ave.

Chicago James I. Lyons, 205 Fifth Ave.

MARYLAND

Annapolis Globe House Furn. Co.

Baltimore C. S. Smith &■ Co., 611 W. Baltimore St.

Ballimorc Louis Mazor, 1423 E. Pratt St.

MASSACHUSETTS

Boston Pike's Talking Machine Co., 41 Wash-
ington St

MINNESOTA

Si. Paul W. J. Dyer & Bro., 21-28 W. Sth St.

MICHIGAN

Detroit J. E. Schmidt, 336 Gratiot Ave.

Distributors of Zcn-o-phone Qoods:

MISSOURI

Kansas City . . . Mrs. J. Dixon, 804 Grand Ave.

Kansas City Webb-Freyschlag Merc. Co., 7th and

Delaware Sts.

Springfield Morton Lines, 326 Boonville St.

St. Louis Knight Mercantile Co., 211 N. 12th St.

St. Louis D. K. Myers, 8889 Finney Ave.

NEW JERSEY

Newark Edisonia Co., 67 Halsey St.

Hoboken Eclipse Phono. Co., 203 Washington St.

Paterson J. K. O'Dea, 116 Ellison St.

NEW YORK

Astoria (L. I.).. John Rose, 99 Flushing Ave.

Buffalo Neal, Qark k Neal Co., «4S Main St

Brooklyn F. W. Rous Co., 436 Fifth Ave.

Brooklyn B. G. Warner, 888 Livingston SL

NORTH DAKOTA

Fargo Stone's Piano Co., 614 First Ave., N.

OHIO

Akron Geo. S. Dales Co., 128 S. Main St.

Cincinnati J. C. Groene Mus. Pub. Co., Race and

Arcade.

Cincinnati J. E. Poorman, Jr., 31 West Bth St.

Cincinnati Rudolph Wurlitzer Co., 121 E. 4th St.

OHIO

Cleveland The Bailey Company, Ontario St. and

Prospect Ave.

Columbus The Columbus Piano Co., North High

St.

OREGON

Portland Graves Music Co.. Inc., Ill 4th St.

PENNSYLVANIA

Allegheny H. A. Becker, flOl Ohio St., E.

Philadelphia. ...Disk Talking Machine Co., 13 N. 9th St.
Pittsburgh C. C. Mellor Co., Ltd., 319 Fifth Ave.

SOUTH DAKOTA

Aberdeen McArthur Piano Co.

TEXAS

Austin Pctmecky Company, 411 Main St.

Beaumont K. B. Pierce Music Co., 608 Pearl St.

Dallas Dallas Talking Machine Co., 151 N.

Ervay St.

Houston Southwestern Talking Machine Co., 615

Main St.

CANADA

Toronto Whaley, Royce & Co., Ltd., 168 Yonge

St.

Winnipeg, Man.Whalcy, Royce & Co., Ltd.
Yarmouth . ...Yarmouth Cycle Co.

THE TALKING MACHINE WORLD.

11

TRADE ON THE PACIFIC COAST.

Dealers Make Gratifying Reports Anent Busi-
ness— New Stores Being Started — Announce-
ments of Double-Disc Records Create Sensa-
tion— Trade Welcome the Innovation — Byron
Mauzy Busy — Wiley B. Allen Co.'s New De-
partment Now Ready — Columbia Co. News —
Sherman, Clay & Co.'s Good Victor Trade.

(Special to The Talking Macliine World.)

San Francisco, Oct. 3, 1908.

Business in ths various lines of talking ma-
chines on the Coast is good, and the whole month
of September showed a very gratifying record.
The fall season is now on in good earnest, and
the wholesalers are having a rush which will go
a long way toward making up for the dulness ot
the summer months. The leading dealers here
consider the outlook for the remainder of the
season decidedly favorable. There is hardly a
trace of the "hard times" feeling, which was
noticeable earlier in the year, even in the larger
cities, and the financial condition is about nor-
mal in most parts of the Coast. In San Fran-
cisco, building is hardly as active as it was last
year, as the business section is now fairly well
built up, but other lines of industry show in-
creased activity, giving steady employment to
most of the working population. Business is very
active in the other cities, both north and south.
Los Angeles, after a very quiet summer, is com-
ing ahead rapidly. Dealers in the fruit-growing
country have shown some conservatism, as the
low prices received for the California crops have
been discouraging, but they now find that the
talking machine business is not likely to suffer,
and are sending in orders for larger quantities
of stock. In fact, preparations are going on
everywhere for a busy time from now till Christ-
mas. Several new talking machine departments
are being started in various places, and new
stores, as well as the older ones, are getting
plenty of business.

The announcement of the new double-sided rec-
ords, at a sligiitly higher cost than the old ones,

made by three large companies almost simulta-
neously, has caused a decided sensation on the
Coast, among both dealers and the public. The
larger agencies and wholesale houses have been
flooded with inquiries from the retailers, who, in
turn, have been busy answering the questions of
their customers, and setting forth the advan-
tages of their particular lines of goods. A lively
competition between the different makes is as-
sured, especially if the double records from all
three manufacturers come out about the same
time. This style of record is an entirely new
idea here, and veiy few outside the trade have
heard of the device before. If the new records
are up to present expectations, they will un-
doubtedly have an enormous sale, and will also
help materially to increase the popularity of the
machines. Since the announcements Have been
made, many large orders have been taken, and
quite a number of dealers all over the Coast have
become interested in talking machines. By the
wholesalers, the device is welcomed as a good
business-getter, and some of them believe that it
will almost replace the present style, though
others think that after a brief run, the volume
of trade will settle back into former lines.

Byron Mauzy says that his talking machine
department is looking up, in both wholesale and
retail departments. He is now working on an-
other publicity campaign, doing considerable ad-
vertising and making prize offers. Mr. Mauzy
expects to get the new Zonophone record samples
by the end of the week, and expects considerable
new business as soon as he is able to supply the
demand for the new style. He expects to get
into his down-town store by the end of the month,
and the talking machine department there will
be finely equipped.

The Wiley B. Allen Co.'s Los Angeles house has
been more or less upset for the last month, get-
ting the new talking machine department into
working order. The department was fully in-
stalled last week, and had a very successful open-
ing Saturday night. While no formal announce-
ment was made, a large crowd was attracted
to the store. The stock and equipment are now

practically complete, and from the way things
have started off, the company anticipates great
popularity for the new department. Plans are
gradually being developed for the talking ma-
chine side of the new store in San Francisco, but
the only announcement so far made is that it
will be given a prominent position. This is an
entirely new departure for the Wiley B. Allen
Co., in San Francisco, but from the great future
which apparently belongs to the talking machine
trade, it should prove highly profitable. As tne
new building has hardly progressed beyond the
foundations, there is no especial rush about the
final plans for this department.

The Columbia Phonograph Co.'s San Francisco
branch now have samples of the new records, and
expect to receive the first shipment of stock
about Oct. 8. The outlook is for a great demand,
heavy initial orders having been already received.
Exclusive contracts have been made with many
retailers, and a number who have handled only
small lots in the past have ordered full stocks
of Columbia goods. Mr. Beck, the wholesale man-
ager, is making a visit to all the outside dealers
in California, and gives a glowing account of the
prospects for future business. He believes the
new record is just the thing that is needed to
give new life to the trade. W. S. Gray, the Coast
manager, returned last week, after a visit to
the branch stores in the cities of Oregon and
Washington. He believes the business in the
northwest this season will surpass all previous
records. »

Mr. McCarthy, treasurer of Sherman, Clay &
Co., is anxiously waiting for the first samples of
the new double Victor records. The company ex-
pect to make no change in the character of its
stock on account of the new line, but will carry
a full supply of the new goods in addition to the
lines now carried. Mr. McCarthy says that the
retail business in Victor machines is picking up
in all parts of the State, and Victrola sales during
the last month have been especially gratifying.
The Victrola is widely advertised by this house,
being featured in connection with the Steinway
piano, which is found highly successful in bring-
ing in a high class of trade. All the retailers
of any importance now carry Victrolas, and busi-
ness on the wholesale side has been picking up
right along.

Peter Bacigalupi, of Peter Bacigalupi & Sons,
the Edison dealers, is now in the east.

Chas. E. Brown, manager of Kohler & Chase's
talking machine department, went north last
week, and will be gone for some time.

The Southern California Music Co., of Los
Angeles, have started their series of Victor con-
certs for the season.

McNeil & Co., of Stockton, Cal., are making a
lively campaign for the Edison business of the
smaller communities in that neighborhood.

IMPORTANT VICTOR OFFER.

The Victor Talking Machine Co. recently sent
the following letter to all their distributers,
which speaks for itself:

"We are just informed that one of our enter-
prising distributers has offered in a few in-
stances to furnish gratis with each Auxetophone
sold to hotels, roof gardens, etc., a set of orches-
trations to be used by the orchestra accompany-
ing vocal selections on the Auxetophone.

"This distributer, of course, has been stopped
from offering this inducement to promote the sale
of a Victor product. However, we realize the
value of such an offer, and have arranged to pub-
lish, within a week or so, a set of such orches-
trations, arranged by the leader of Victor Or-
chestra, Walter Rogers. These orchestrations
will be distributed by us gratis to our distributers
and dealers in connection with Auxetophone
sales.

"By the use of these, the managei-s of every
hotel of any consequence in the United States
should be induced to purchase an Auxetophone
for use in connection with his house orchestra.
The Waldorf-Astoria, Cafe Martin and Cafe
Beaux Arts in New York, and the Bellevue-Strat-
ford in Philadelphia have set the example, and
these can be profitably cited as precedents."

It's
So Easy

Yes, it is not only easy to learn a foreign
language by the I. C. S. system — the
easiest and most perfect way in the world
— but it is also easy to sell I. C. S. lan-
gtiage outfits. It is easy to sell them to
people who are tired of their machines as
an amusement device and will be glad to
turn them into a source of profit. It is
easy to sell them to persons going abroad
and who otherwise desire to learn a
language for the sake of the know-
ledge of it alone. It is easy to sell it
to men and women who desire to qualify for positions as translators and foreign
correspondents. It is easy to sell it to foreigners, in order that they may
learn to speak English. In fact there are a great many sound reasons why it is
easy to sell the

I.C.S. LANGUAGEjYSTEM

PHONOGRAPH

Do you sell I. C. S. Language outfits? If not, why are yott thus neglecting
such an important and profitable field of your work? Why are you thus abso-
lutely throwing away at least one-third of your business? The Phonograph sys-
tem of language instruction is now recognized as an educational factor of great
importance and the demand for this sort of language instruction is growing by
leaps and bounds. The I. C. S. system is undoubtedly the one of the greatest
merit obtainable today. Write us a postal now for further particulars.

International Correspondence Schools

Box OlS, SCRANTON, PA.

12

THE TALKING MACHINE WORLD.

DO YOU SEE THESE THREE LINES?

2 B

Wide Awake Dealers from Maine to California, Tliis Advertisement is Addressed to You!

We have at least three separate and distinct lines of instruments with any one of which you can build

up a profitable trade, or largely increase your present business.

FIRST:

REGINA MUSIC BOXES and REGINAPHONES

These instruments are so well known that any descrip-
tion is unnecessary. They are always in great demand
during the holiday season.

This year our stock is unusually complete. We have
thirty-one different styles in this line, fourteen of which are
brand new models for 1908-9.

SECOND:

COIN-OPERATED INSTRUMENTS

This line is new to some of you but it will pay you to in-
vestigate its possibilities. Some of the most enterprising dealers
in the country have been making good money with our coin-
operated instruments for years. The Sublima Piano which we
show herewith is undoubtedly the best paying nickel-in-the-slot
proposition on the American market. It makes real music and
is operated by Electric Motor or Spring Motor as desired.

We have ten other styles of coin-operated instruments if the
Sublima does not suit your trade.

THIRD :

PIANOS AND PLAYER PIANOS

These instruments are as staple as wheat. Regina
Pianos and Players are high grade and contain im-
provements and patented features which place them in
a class by themselves.

Built by skilled mechanics — not thrown together.
The workmanship and finish is of the finest, and the
tone is beyond criticism. Plenty of styles to suit al-
most any demand.

Exclusive territory given to dealers who can "Get the Business."

Illustrated catalogues and prices on any or all of the above lines sent on request.

Broadway and 17lh Street, New York

THE

RAHWAY, N. J.

259 Wabasb Avenue, Chicago

THE TALKING MACfflNE WORLD.

13

BENEFITS FROM FAIR EXHIBITS.

Many Talking Machine IVIen Have Utilized This
Means of Attracting Trade Most Effectively.

Talking machine dealers all over the country
have shown themselves thoroughly alive to the
benefits derived from exhibits at the various
State and county fairs and other public exposi-
tions, and frequent reports have reached this
olBce of handsome prizes having been awarded
to the "talker" men for their exhibits.

As an attraction for the crowds the talking
machine is unexcelled, and no sooner do the
first notes of a record issue from the horn than
there is a general movement in the direction
of the machine.

With the handsome machines, cabinets and

BAED BROS." BOOTH AT WEST VIItGIXIA STATE FAIR.

horns now on the market it is possible for the
dealer to arrange a display that will rank with
the best, and its music-producing powers will
put it far in the lead.

As to what has been done by dealers we pre-
sent herewith a view of the booth of Bard Bros.,
the talking machine dealers of Wheeling, W. Va.,
at the West Virginia State Fair, held in that
city recently. While not elaborate, the booth is
attractive, and goes to show what can be done
in that line at minimum expense.

WHY SECOND BELL WAS USED.

An Auxetophone Equipped With Two Bells —
One for the Audience, Another for the Or-
chestra,

The problem of having a Victor Auxetophone
deliver its music in two directions at once was
solved very cleverly recently by the Victor
Distributing and Export Co. The Auxetophone,
supplied with a large number of the leading Red
Seal records, was placed in a prominent restau-
rant, it being the object of the proprietors to
have their orchestra accompany the solos of the
grand opera stars.

It was found, however, that if the horn was
pointed toward the diners, as desired, the or-
chestra could not hear the music clearly enough
to accompany it. The talking machine people,
however, settled the matter by attaching a second
horn, pointed toward the orchestra, just above
the elbow of the main horn, and the sound issued
from both horns without injuring the reproduc-
tion in the slightest.

UNSUPPORTED ADVERTISING WASTE.

The man who can't use some form of adver-
tising in his business has no business to be in
business, and generally isn't.

But —

The best oil of publicity won't help the engine
of commerce if the valves leak and the gov- ^
ernor is out of order.

In the harmony and mutual co-operation of

making, selling and advertising lies the flush
of profit. No one of them will build business by
itself alone.

Unsupported advertising is waste, says N. C.
Fowler in Printers' Ink, and this condition is
responsible for most of the failures in adver-
tising.

YOU MUST CARRY THE STOCK

If You Want to Hold Your Trade — Mail Order
Houses Are Watching for Dissatisfied "Pros-
pects"— Must Get Ahead of Them.

Reports come from the West that owing to
many dealers being caught with low stocks of
small goods and talking machines, a large num-
ber of people have begun to patronize the mail
order houses. Thus is shown the direful results
of trying to conduct business with an insufficient
stock.

The mail order houses want no better argument
to offer than that they can supply goods not
carried in stock by the home merchant, and once
they have such an entering wedge it means a big
fight for the dealer before they are ousted from
his territory, and by that time he has lost many
sales. Stocks being in good shape it is hard
enough to fight the mail order people, but when
a possible customer is turned away the strongest
weapon is lost.

Of course, the mail order houses do not carry
mammoth stocks, even though they advertise to
that effect. The factories act as their ware-
houses, and with almost unlimited time to fill
orders such an arrangement is effective, but the
dealer must fill an order at once and must
have the goods in his store. Therefore the deal-
ers who are out to meet mail order competition
would do well to watch their stocks. That's the
weakest point.

HOW HE HEARS HIS OWN SERMON.

A new use has been found for the talking ma-
chine in aiding the clergyman, according to a
daily paper. The young pastor of a suburban
church has adopted a plan for revising his ser-
mons, which he describes as follows: "I always
write a sermon early in the week. Then I de-
liver it into my phonograph and let it rest till
Saturday. On Saturday I turn on the phono-
graph and listen to myself preaching — as though
listening to another's work. With pencil and
pad I take notes as to where I think the sermon
weak — or at least where it can be strengthened —

then make the revision in times for Sunday. I
find this plan a great help to me. It's worth
the added labor."

SHEBLE CLASSIFIES BUYERS.

Says There Are Three Classes, the Rich, the
Poor and the Middle Class Is the Best of All
as Purchasers of Talking Machines.

In an article published in the last issue of the
Phono Trader and Recorder, of London, H.
Sheble, of the Hawthorne & Sheble Manufactur-
ing Co., of Philadelphia, classifies talking ma-
chine buyers as follows: "There are two classes
of trade that are comparatively easy to sell.
First, the very rich, who buy anything new that
appeals to them, and, second, the very poor, who
purchase the cheapest class of talking machines
as their one possible form of amusement. All
this business is very good, very profitable, and
should be catered to, but there is another class
which in its combined purchasing strength, when
applied to talking machines, eclipses them al|l,
namely, the middle class, and it is with this large
purchasing power that the dealers in Gredt
Britain have an exceptional opportunity to
cater to.

"In America the methods employed in selling
talking machines have directly appealed to the^
middle classes, and a very large percentage of
the business done has been with such people.
Especially has this been the case during the last
few years, when competition among the dealers
on account of their multiplying numbers has
forced them to materially improve conditions
surrounding their business."

NOW A GENTLEMAN FARMER.

F. C. MacLean, connected with the talking
machine trade as a traveling salesman for a
number of years, latterly graduating into the
realms of "high finance" for a brief period, is'
reported as having finally received the legacy,
of which he talked occasionally, and is now occu-
pying the pleasant role of the gentleman farmer
in New Jersey. "Mac," on receipt of the
"masuma," from the estate of which he was
reriduary legatee, invested in a bunch of noble
acres in a splendid farming country in the above:
State, and is now said to be leading a life of
elegant leisure, with business schemes as a
secondary consideration.

Good salesmanship and good manners are al-
ways identical. Young men, never forget that.

Dignifies and Beautifies the Talking
Machine.

Is to the Talking Machine what the
case is to the Piano.

4]f Conceals the running parts and eliminates all
the noise except that necessarily transmitted
through the horn.

<]f Can be adjusted in a minute, remains per-
manently and loses its identity in that of the
machine. Has plate glass in the sliding top
through wrhich the operator may wratch the
progress of the needle,

(J Protects delicate mechanism and records.

Made in Quartered Oak (No. 5) and Mahogany (No. 6) for Victor Talking Machines

To-day the Allegrophone is a new invention. To-morrow you
will see it on all Talking Machines. It will prove a boomer,

NATIONAL ALLEGROPHONE COMPANY

178 DEVONSHIRE STREET, BOSTON, MASS.

Mahogany
Listed at $15.00

Quartered Oak
Listed at $12.50

Apply to your Jobber

Send for Booklet

14

THE TALKING MACHIKE WORLD.

EDISON
AMBEROL

RECORDS

A great thing for the

Phonograph

The trade looks vipon the Edison Amberol
Records as the one big, important achievement in
years in the development of talking machines.

Here are Records that play twice as long as
any Edison Record heretofore brought out and
longer than any Record of any kind for any
sound-reproducing machine made.

They mean not only twice as nuich music
without changing Records, but also a wider range,
a higher grade and a better rendition of songs,
instrumental pieces and operatic selections than
has up to this time been possible.

Much of the world's best music has hereto-
fore been beyond instruments of this character
because of its length. Much that has been
brought out has had to be cut down or hurried.

Now, everything in music is possible and will
be offered in Amberol Records.

With the new Record-making possibilities due
to Amberol Records, new talent has been added to
the Edison staff' with the result that each month
will bring a repertoire of entertainment more
varied, more carefully selected and more artis-
tically rendered than ever before.

The tone of the new Amberol Records is
matchless. The new composition of the Records
which permits the placing of twice the number of
threads to the inch is such that Amberol Records
have a clearer, richer tone and more delicate in-
terpretation than that of any other Edison
Records, which means tlial they are superior to
all Records.

National Phonograph Company

59 Lakeside Avenue

Orange, N. J.

THE TALKING MACHINE WORLD.

15

A great thing for the

Dealer

Whatever makes the Edison Phonograph a
better thing for the consumer makes it a better
thing for the dealer,

Amberol Records make the Phonograph
doubly attractive and that means doubly salable.
The wider range of high-grade music they afford
makes the field wider and the demand greater.

Amberol Records add prestige to the Phono-
graph, put it in a class by itself and enable it to
adequately express its wonderful powers.

It isn't the Records that sell the Phonograph
— it is the Phonograph's rendition of the Records.

But it is the Phonograph that sells the
Records and, with Amberol Records, costing the
buyer but little more than regular Edison Records
and netting you a considerably larger profit, a
bigger and better-paying business is assured.

The minute you put Amberol Records on sale
every Phonograph owner becomes first, a pur-
chaser of the necessary attachments for his in-
strument and after that a continuous purchaser of
Amberol Records.

You will sell more Phonographs, you will in-
terest people whom you could not interest hereto-
fore, you will sell the attachments at a profit, you
will sell more Records at a better profit and you
will have the one, conclusive, deciding feature for
those who are debating as to which instrument to
buy. . • ' ; : I s j

That is what Amberol Records mean to you.

Edison Phonographs and Records are sold to
the trade in Great Britain by the National Phono-
graph Co., Ltd., Victoria Road, Willesden, Lon-
don, N. W.

National Phonograph Company

59 Lakeside Avenue Orange, N. J.

16

THE TALKING MACHINE WORLD.

Mr. Jobber

Get in
touch with
America's
Oldest
and

Largest
makers of
Talking
Machine
Needles.

All Styles.

One
Quality.

Lowest
Prices.

W. H. BAGSHAW

LOWELL, MASS.

Established 1870

TRADE NOTES FROM INDIANAPOLIS.

Jobbing Business in Indiana Shows Much Im-
provement— Columbia Co. Featuring "Waltz
Dream" Records — Other Columbia News —
Kipp-Link Co. Become Victor Distributors —
Do Big Business — With the Moving Picture
People.

(Special to The Talking Machine World.)

Indianapolis, Ind., Oct. 1, 1908.
The talking machine business in Indiana, es-
pecially in the jobbing line, has shown consider-
able improvement within the last few days. A
good rain toward the close of September helped
things considerably and dealers are expecting
a good business during the next month. The
new four-minute record put out by the Edison
people has helped business with the Edison
dealers.

The local store of the Columbia Co. is getting
a good deal of valuable advertising out of a visit
to Indianapolis by Miss Josie Sadler, who is ap-
pearing in the city in "A Waltz Dream." The
store is featuring records by Miss Sadler and
the fact that the popular comedienne is appear-
ing here gives added interest to the records. The
Columbia double disc records at 65 cents each are
proving to be big sellers. Thomas Devine, mana-
ger of the Columbia store, says the only trouble
he has experienced so far is that the demand is
far in excess of the supply.

The force of the Columbia Co. store is busily
engaged at odd times in devising ways and
means for taking care of the new Columbia in-
destructible records. Mr. Devine has a high
opinion of these records. He says that such of
his patrouns as he has spoken to in regard
to them seem to think they will prove to be hot
sellers.

H. H. Myers, road representative of the
Chicago Columbia house visited in Indianapolis
during the state fair. Mr. Myers was all smiles
due to the fact that he had succeeded in tying
up several large wholesale concerns to nice juicy
contracts.

John J. Martindale & Co., real estate dealers,
have found a new use for the Columbia
Twentieth Century Graphophone. The Martin-
dale people deal in Texas land, and work state
fairs and other events. They had special records
made calling the attention of the public to the
Texas lands which they have for sale. They
used these on the graphophone to great ad-
vantage during the Indiana state fair recently.
They got excellent results.

The Kipp-Link Co. have become distributors
for the Victor machine as well as the Edison.
They are the only jobbers in the state now dis-
tributing both lines. This is a distinct ad-
vantage. Heretofore many small dealers who
handled both lines have bought their goods from
houses in other cities because they chose to buy
where they could get all their supplies from the
same jobbing concern. The Kipp-Link Co. will
now be able to supply this class of dealers with
great convenience.

Mr. Kipp, of the Kipp-Link Co., is well
pleased with the new rule of the Edison people
in which they set forth that they will not sell
their goods to a new man in any town where
there are already satisfactory representatives Mr.
Kipp believes this effort to protect the dealers
is an admirable one.

The Kipp-Link Co. have been having an ex-
cellent jobbing business. One day last week five
loaded wagons were lined up at the storage
house of this company and these five wagons
did not come near representing the day's ship-
ping. The company have orders for ?5,000 or
$6,000 for this month which they have not been
able to fill because they were unable to get suf-
ficient goods from the factory. Mr. Kipp at-
tributes this increase partly to the new four-
minute record which the Edison people have just
put on the market.

The Indiana Phongraph Co., who handle Edi-
son machines, report a nice increase in the job-
bing line. Most of this they believe is due to
the Edison Araberol four-minute records, and the
combination Edison machine which plays both

the four-minute records and the records which
last only two minutes. This new record and
the new machine the managers of the Indiana
company say, are in great demand.

C. Koehring & Bro. on Virginia avenue are
advertising their place as headquarters for the
Victor talking machines and records, especially
the Bryan and Taft records. They are also ad-
vertising. Calve, Eames, Nielsen and Lauder
records.

The moving pictures that are being used to
illustrate life in the navy are shown by the
recruiting station officers at Michigan street and
Tremont avenue. Other shows are being given
in different parts of the city.

The first examination of operators of moving
picture shows required by an ordinance passed
recently by the city council was held recently
in the oflice of the Board of Public Safety. The
operators were examined on matters pertaining
to the machines, the test consisting of questions
submitted by Building Inspector Thomas Winter-
rowd. Fort H. Moore, electrical engineer, and
William J. Neukom, president of the council. A
license fee of $5 a year will be collected in the
future from all operators of picture machines.

The United States Amusement Co. have filed
articles of incorporation at the office of the sec-
retary of state. The capital stock is $100,000
and it is organized to buy or rent buildings for
operating theatoriums, nickelodeons, airdomes
and similar amusements. The incorporators are
Charles W. Woodmansee, Springfield, 111.; Will-
iam H. Forster, Columbus, O.; John A. Gertig,
Cincinnati; H. H. Burnett, North Vernon, O.;
and Thomas B. Foerster, Columbus, O.

The Family Theater which incorporated re-
cently is doing a nice businesss. The company
have a place on Kentucky avenue. It is cap-
italized at $15,000. George F. Meyer, who is in-
terested in one of the big coal companies here,
is one of the incorporators.

Thomas P. Stokes, who represents the Victor
Talking Machine Co., Camden, N. J., in New
York City, is doing effective work.

HORTON^S

Phonograph Attachment

(Patented)

Cut shows gage in position to drop lever so as to
place the sapphire or point on the record in the proper
place to get all the announcement to the record. There
IS thus saved any injury to the sapphire from dropping
it over the end of the record, for as the point is
dragged up on to tlic record by the turning of the
machine, it is liable to catch on rough places and be
spoiled, and repairs would cost three times the amount
asked for one of tliesc attachments.

Every owner of a cylinder machine will want one
of these attachments — a good profit for jobbers and
dealers, retail for 50c. each. For particulars address

W. G.

24 MAIN STREET,

HORTON

BRATTLEBORO, VT.

THE TALKING MACHINE WORLD.

17

ADVERTISING A RETAIL BUSINESS.

By ROBERT N. WATKliV

Robt. N. Watkin, secretary of the Will A. Wat-
kin Music Co., with stores at Dallas, Fort Worth,
and Houston, Texas, has written out his views on
"Advertising a Retail Business," applicable to
the talking machine department as well as to the
music branch of their business. The company
handle a full line of talking machines. The
paper follows:

"Advertising marks the difference between suc-
cess and failure. In planning an advertising cam-
paign, one to actually increase the number of

EOBT. N. WATKIX.

your sales, put your arguments in a newspaper,
one that sells subscriptions, and gives reliable
news, for whether it be a trade paper, or a daily
newspaper, it is undoubtedly the best medium.
In newspaper advertising there are two methods:
First — The 'direct sale' advertisement. Second — •
The 'prospect getter.' The former method is used
successfully by the catalog houses. The latter,
however, is popular with a large percentage of
merchants, and is usually accomplished by the
offering of something 'free' — as a booklet or sou-
venir. A great advantage in either case, however,
is to give individuality to your goods — say some-
thing to distinguish them from all others.

"What the Buyer Wants. — When a customer
buys, he looks for definite qualities or character-
istics, and before buying, frequently has already
determined the kind of article he wants, usually
the article with a reputation exceeding others
along some particular line. The advertiser must
always have these two qualities in his advertis-
ing: First — Earnestness. Second — Sincerity.
Naturally, these are necessary in all advertising,
Quoting prices with slight details of construction

REPAIR YOUR OLD

lalkOPIones

All Repairs For Sale by
P. C. HAYES, TOLEDO, O.

Write for Price Lists and Discounts.

of the article is not alone sufficient, for a desire
must be created.

"Merits Must be Clear. — And on the principle
that you cannot sell goods personally if you do
not put out the advantages, so you cannot sell
by advertising unless you stress the strong points.
Some advertisers think it is well to advertise
only one quality of an article in each advertise-
ment. But the advertiser who can describe an
article so vividly that the reader in his imagina-
tion actually sees it, is generally conceded to have
accomplished a desired end, for it is the eye that
determines."

THE EDUCATIONAL POWER

Exercised by the Talking IVlachine Is Becom-
ing More Recognized Every Day — Mme.
Eames' Graceful Tribute Sums Up the Situ-
ation in a Most Effective Way.

Mme. Emma Eames, the distinguished operatic
artist, who will be heard at the Metropolitan the
coming season, when here last spring, wrote to
the manager of the Victor laboratory that she
was very much amused and pleased on the train
nearing New York by a little incident, and added:
"The baggage man taking our checks, on learning
my name, said he had many of Caruso's discs
and also many of mine, and that of all of those
made by women, mine were the favorites at 'his
house.' "

The manager of the Victor laboratory answered
the above communication as follows: "I was
very much pleased at the little incident to which
you refer, as it impresses me so strongly as to
what our work is really doing in educating the
people in all fields to an appreciation of higher
and better music. Can you imagine a few years
ago a baggage man telling you that he was in-
terested in your rendition of grand opera music?"

Mme. Eames' reply to this letter was: "Your
observation as to the Victor talking machine
being an 'educator' is a yery apt one. I hope the
opera managers notice that it is increasing the
taste all over the country for opera, and also the
curiosity to see the people they have already
heard."

Mme. Eames strikes the keynote of the won-
derful campaign of education which is being car-
ried on through the medium of the talking ma-
chine, in this sentence. Opera managers, as well
as all interested in the musical advancement of
the nation, must soon "sit up and take notice"
and pay due tribute to the splendid work being
accomplished by the talking machine manufac-
turers of this country.

HEAR TAFT'S "CANNED" SPEECH.

Applause at Commercial Travelers' Meeting
Frequently Drowns Voice from Horn.

By Auxetophone Judge William H. Taft the
past week spoke to crowds at the noonday
meeting of the Commercial Travelers' Sound
Money League, at No. 37 Union Square. His
words were intently listened to and applause fre-
quently drowned the voice from the horn. Oc-
tober 1 was the first time that "canned speeches"
had been publicly used in the present campaign
in New York, but the eagerness with which the
auditors listened to the distinct words of the
phonograph and the applause which followed the
address convinced President Shepherd, of the
league that such speeches would be helpful. Con-
sequently, Mr. Taft's voice has been heard every
day at the beginning and the end of the meet-
ings of the league.

Thomas Edens Osborne, the well known jobber
of Belfast, Ireland, is making a feature these
days of the genuine Edison phonographs and
records. The Edison line is also handled by the
Anglo-American Phono Co., in Belfast.

Ever been held up
by your jobber?

Has your jobber ever prom-
ised to ship goods at specified
times and then failed to make
good ?

Has this failure cost you
dear in money and customers ?

Did you decide to try an-
other jobber and then relent
when he vowed it never would
occur again ?

Don't allow yourself to be
held up in this way and done
out of trade and dollars. You
have a right to demand prompt
service from a jobber. That
is only your due. Anything
less means that the jobber is
taking advantage of your
good nature.

But our watchword is
prompt service. We have an
absolutely complete stock of
Victors, Victor Records, record
cabinets, horns, fibre cases,
English needles, and all other
Victor accessories. Our iron
clad, unbreakable rule is to
ship goods the same day we
receive the order.

Does this kind of service
appeal to you ?

If you care to go further into
the matter, send to us for our
latest catalogue. Do it to-day.

The Victor Distributing
and Export Company

83 Chambers Street, New York

18

THE TALKING MACHINE WORLD.

WILL NOT RE=ENTER BUSINESS.

Wm. E. Gilmore Puts an End to Rumors and
Says That He Has no Intention Now or at
Any Time of Entering the Talking Machine
Business — This Should End Current Gossip.

As the name of Wm. E. Gilmore, former presi-
dent of the National Phonograph Co., Orange,
N. J., has been connected with various talking
machine enterprises since his return from Europe,
The World had an interview with this aggressive
and picturesque personage a few days ago, when
authoritative information on the subject was re-
quested. In his most emphatic manner Mr. Gil-
more said:

"I am not connected with any proposition of
any nature whatever in that line, nor will I be
in the future. You cannot make this too clear
or too strong. I can say that since my retirement
from the National Phonograph Co., I have had
less worry and am in splendid health, with lots of
other things to engage my attention and keep me
busy. Of course, you know I am heavily in-
terested in the newspaper publishing business in
Orange, which will absorb a great deal of my
time. But I have no thought of re-entering the
talking machine trade, directly or indirectly, now
or in the future. As I am remodeling my home
in Orange, to which an addition will be made,
the family and myself will remain at the Ansonia
in New York until the alterations are completed,
which will probably be in the spring."

there has been no change in the rate on postal
cards, and as the statement quoted will doubtless
lead to the mailing of many cards with only one
cent postage paid thereon instead of two cents,

1 trust that you will correct it by publishing tne
information necessary to a proper understanding
of the postage rates applicable to cards.

"The Government postal card sold by the Post
Office Department requires 2 cents postage, which
is paid by the stamp printed thereon. Post cards
or private mailing cards (which are frequently
referred to as postals by the public) also require

2 cents postage if they bear a written communi-
cation. Printed post cards without any written
communication thereon, or which bear no more
writing than is authorized upon printed matter,
may be mailed as printed matter for 1 cent, and
under this rule cards bearing printed illustra-
tions such as are referred to as 'picture postals'
without unpermissible writing may be mailed for
1 cent. Such cards may have added in writing
without increasing the postage rate thereon, the
name and address of the sender and congratula-
tions, thanks, etc., not exceeding five words. But
anything of the nature of a personal communica-
tion will subject such cards to the 2-cent rate, and
any deficiency will be rated up when the cards
are despatched and double the amount collected
from the addressee on delivery."

POSTAL CARD RATES.

Some Facts Worth Knowing Regarding Post-
age to Great Britain Communicated Officially.

EXCHANGE PROPOSITION REVISED.

Victor Talking Machine Co. Materially Broaden
Their Exchange Proposition in Order to
Meet the Situation Caused by the Announce-
ment of the Double Faced Records.

Edward M. Morgan, postmaster U. S. Post
Office, New York, writes: "In published articles
regarding the effect of the reduction in the rate
of postage on letters to Great Britain and Ire-
land, is a statement reading: 'The reduction of
the rate on postal cards from two cents to one
cent is an item in the new scheme that alone
will add vastly to the volume of the mails.' As

The Victor Talking Machine Co. last week
issued the following letter to Victor distributers:

Gentlemen — In further explanation of that por-
tion of our letter of September 17, 1908, refer-
ring to the Revision of our Exchange Proposi-
tion, which we have seen fit to broaden in order
to meet the situation caused by the announce-
ment of the double-faced records, kindly note the
following:

1. None of the conditions or stipulations of our
original Exchange Proposition mailed July 25 has heen

altered except as noted below.

"SVICTOflX^^EDISON i"

Copyright App. For.
The Rudolph Wurlitzer Co.

#jr If you have heard about Jobbers
" standing pat and waiting for stocks
to get low before reordering, please do
not connect WURLITZER with
the rumor.

rfir .We have spent the past few weeks
" filling stocks and getting ready for
fall business. Our stocks of Victor
and Edison Records, Machines and
Supplies are in magnificent shape, both
in our Chicago and Cincinnati houses.

^JT We believe Talking Machine Deal-
" ers are going to have a good Fall
Trade, and have a feeling that we can
outguess the pessimists and stand-
patters.

flr At any rate we have the goods —
" Victor and Edison Machines, Rec-
ords and Supplies, and as usual we can
deliver at short notice.

CJJ May we have your valued orders?

The Rudolph Wurlitzer Company

CINCINNATI

117-121 K. 4lh SI.

CHICAGO

266-268 Wabash Ave.

l^Two points of supply, order from
the nearer.

2. The list of selections to be placed on Victor double-
faced records will be ready for aunouncement to Deal-
ers and Distributers on or about October 1.

3. These records will be ready for shipment to Dis-
tributers on or about October 15.

4. All records shipped lo Distributers on or after
September 17, lyus, will be applied, class fur class,
against the returns of Distributers and Dealers on the
cut-out Exchange I'roposition until shipments equal
such returns, at which time credit will be issued.

.J. To malie it possible for Dealers and Discributers
to carry double-faced records at a minimum investment,
we have decided to rescind that part of Clause 5 in the
Record Cut-out Exchange Proposition, which reads :
"Records must be selected from the Numerical Catalog
bearing date of June. 1008."

( Unfilled orders on file with us on September 17,
1908, and all orders received by us from Distribuiers
and shipped between this date and January 1, 1909,
will be applied, class for class, against Dealers' and
Distributers' returns. This means : Records shipped
after January 1, 1909, although ordered prior to this
date, will not be applied against the Exchange Propo-
sition.)

B. The Victor Co. cannot credit against this Ex-
change Proposition any records shipped prior to Sep-
tember 17, 1908, except those records ordered from the
June numerical catalog, as provided in the original
Exchange Proposition.

7. Neither will Distributers be permitted to credit
Dealers against this Exchange Proposition with any
records shipped prior to the receipt of our announce-
ment of September 17, 1908, except those records or-
dered from the June numerical catalog, as provided in
the original Exchange Proposition.

8. Where Distributers have not shipped records to
Dealers covering returns, the Dealers are privileged to
revise or cancel orders in the hands of Distributers and
place new orders for records appearing in any catalog
of the Victor Talking Machine Co. up to and including
January, 1909, Supplement. In other words, this per-
mits Dealers to order for those records returned any •
records, class for class, appearing in July, August, Sep-
tember, October, December and January supplements,
or from any special lists issued up to January 1, 1909,
but it is distinctly understood that all such records
must be shipped prior to January 1, 1909.

(This paragraph applies also to Distributers' orders
placed with the Victor Talking Machine Co.)

9. If Distributers and Dealers so desire, and ship-
ments against returns have not been completed, orders
for double-faced records may apply on the Record Ex-
change Proposition in the following manner-.

Although there has been no corresponding cut-out
class. Dealers and Distributers will be permitted to
order double-faced 10 and 12 inch records to apply
against the 60-cent 10-inch and the $1 12-inch single-
faced records returned, but they will be charged the
difference in price where a 10-inch double-faced record
is ordered for a 10-inch single-faced record returned,
and likewise where a 12-inch double-faced record la
ordered for a 12-inch single-faced record returned.

In no case will the Distributer or Dealer be given a
credit in dollars and cents for the return of the single-
faced records and then allowed to order an equal
amount in dollars and cents in double-faced stock.

To recapitulate — For every single-faced 60-cent rec-
ord returned a double-faced 75-cent record must be or-
dered and a payment of 10 cents made. For every
single-faced $1 record returned a double-faced $1.25
record must be ordered and a payment of 12ya cents

'°'ll'.' No sample sets of double-faced records will he
sent out, as is customary with the regular monthly
supplements. , .,,

!•> No simultaneous opening day will govern the
sale of these new double-placed records; however, we
will arrange to make shipments from Camden to Dis-
tributers in the same city on the same day.

Very truly yours,

Victor Talkikg Machine Company.

GERMAN FRIENDS WORTH WATCHING

When It Comes to Developing Plans to Capture
Foreign Markets.

American exporters could learn much regard-
ing the proper methods of conducting a foreign
selling campaign by -watching our German
friends. They do not send a man to a South
American country -who speaks only his native
tongue, let him open a branch at once and ex-
pect business to pile in. Their method is illus-
trated in the case of a German machinery ex-
pert -who has been traveling for months in
Brazil. He is familiar with the language, has
become acquainted with the customs and needs of
the inhabitants, and is conducting a campaign
of educational advertising throughout the in-
habited portions of those States. He is about
to open a branch office for the company in Bahia.
This is a sample of the Itind of competition that
American manufacturers and exporters are be-
ginning to meet with— something more effective
than commission house efforts.

VICTROLA CABINETS IN MANY STYLES.

The Victor Talking Machine Co. are now put-
ting through their factory an order for several
thousand oak and Circassian walnut Victrola cab-
inets. Owing to the general preference, weath-
ered oak, dead flat finish, will be the regular stock
finish of the quartered oak cabinets. They will,
however, keep on hand a number of unfinished
cabinets, which may be ordered in antique, golden
and early English, these three to be a polished or
a dull rubbed varnish finish. They may also be
ordered in weathered, Flemish, fumed, driftwood
and gun metal; these five to be either a dead flat
or a wax finish.

THE TALKING MACfflNE WORLD.

19

C. W. PAGE JOINS WURLITZER.

The Weil-Known Advertising Specialist Takes
Charge of Wurlitzer Publicity.

C. W. PAGE.

(Special to The Talking Machine Woi'Id.)

Cincinnati, O., Oct. 10, 1908.
Charles W. Page, who was formerly with Tlie
National Phonograph Co., has joined The Ru-
dolph 'Wurlitzer Co., as
advertising manager. Mr.
Page brings an intimate
knowledge both of the
music business and of
advertising into his new
connection, and has al-
ready gotten well started
on the publicity end of
the Wurlitzer interests.
He will look after the ad-
vertising of both the
Cincinnati and Chicago
houses, making his headquarters at Cincinnati.

Mr. Page's knowledge of the music business
was obtained largely during a three year con-
nection as advertising writer for Lyon & Healy,
Chicago.

Later, he was associate advertising manager
of Collier's Weekly, New York. For the past
five months he has been with The National
Phonograph Co., as editor of the Edison Phono-
graph Monthly, and the Phonogram, and writer
of wholesale and retail advertising matter. He
left the last named firm to join Messrs. "Wur-
litzer.

Mr. Page stated to a representative of this
paper that he has never seen a firm that was in
better shape to push ahead than Wurlitzer.
"This," he observed, "might be readily inferred
from the fact that sales for the past six months
have been just about as large as a year ago,
before Mr. Hard Times came around. It shall
be our ambition to perfect on wholesale talking
machine service. We intend that talking ma-
chine dealers shall turn to Wurlitzer's as the
one place where they can always get what they
want when they want it. I am urging our dealers
to write me personally for help on their advertis-
ing problems."

SECURE LARGER QUARTERS.

Columbia Phonograph Co. Move Their New
York Laboratories to More Commodious
Quarters.

The Columbia Phonograph Co. have secured
for a term of years the entire ninth floor of the
large building occupied by the Joseph W. Stern
Publishing Co., on Thirty-eighth street. This
building was rented for recording purposes after
an exhaustive search and examination of hun-
dreds of buildings in order to find a place where
the acoustic and other conditions would meet
the exacting requirements in the art of record
making.

Victor T. Emerson, superintendent of the
Columbia laboratory, is most enthusiastic over
the results secured in tests already made. He
claims that records made in the new laboratory
will be notable for their increased brilliancy,
distinctness and musical quality. Mr. Emerson
is probably the best known and most popular
record maker in the world. His enthusiasm in
the results so far secured guarantee that more
than unusual success has been attained.

MISS EDISON AN INVENTOR.

Daughter of Wizard Devises Road Map for Use
at Night by Automobilists — Driver Can Lo-
cate Curves Ahead in Darkness.

Not Thomas A. Edison, but his beautiful young
daughter, Miss Madeline Edison, is the latest
one to add to the long list of Edison inventions.
And Miss Edison's device is of the most practical
sort, and is sure to be hailed with great satis-
faction by all owners of automobiles.

It is m autoniobjle road njap, by which the

driver of a car is enabled to know the condition
of the road for a certain distance ahead of him
and regulate his speed accordingly.

Association with her father in his laboratories
and her natural liking for electrical experiment
which she pursued at college led to the inven-
tion of the automobile map by the beautiful girl,
who is very prominent socially.

Her brother "Billy" also has a share in the
invention, on which both have worked in secret
for a month. They are familiar figures in Miss
Edison's forty-five horse power car speeding
along the smooth roads about the Oranges.

The road map, like the compass of a ship,
goes on the steering column in a dust and rain-
proof case, and is lighted by electricity at night.

When a car is speeding along the road laid
out in the tour 'being taken a cyclometer attach-
ment records the miles, and a tiny black steel
bar indicates the location of the car at the time.

Miss Edison was graduated last year from
Bryn Mawr College. There she underwent a
thorough course in electricity, chemistry and
the applied sciences. She was noted in college
for her intellectual powers and took high honors
in chemistry.

She has been much with her father in his ex-
periments at Llewellyn park, in Orange. Per-
sons admitted to the "Wizard's" laboratory have
often been pleasantly surprised to find Miss Edi-
son aiding her father in experiments that have
worked wonders in the electrical world.

NATIONAL ADVERTISING.

How It Aids the Dealer in Making Sales — A
Tremendous Asset — The Retailer Should Go
With the Current.

Talking machine dealers should remember that
nationally advertised goods carry the least risk
of becoming dead stock. Live energy is behind
them. More than that, real demand is behind
them, for the manufacturer has tested them in
many markets to find out whether the public
really wants them, and whether they will want
them again, and again, and again — and yet again.
Enormous national sales are necessary to pay
advertising bills, because competition keeps the
advertising expense down to an infinitesimal
fraction on each sale. A good deal is heard from
time to time of the commodity that is 10 cents
value and 90 cents advertising. But who ever
knew such a commodity to gain a national de-
mand or hold it? Nationally advertised mer-
chandise has behind it the elements of publicity
that gives news value, tells the consumer what
he is buying, and makes stability of quality im-
perative. The merchant who handles merchan-
dise advertised in this way is going with a pow-
erful current of distributive energy. Retail ex-
perience has demonstrated that it is to his best
interest to paddle a little with the current him-
self.

RECENTLY mCORPORATED.

T. E. Ijiro Kurosawa, of Tokio, Japan, was a
caller upon Walter Stevens, chief of the National
Phonograph Co.'s export department, at their
New York offices recently. Mr. Kurosawa is a
well known and prominent merchant in the Japa-
nese Imperial Capitol.

The Continental Record Co., New Baltimore,
Md., have incorporated, with a capital stock of
$20,000, for the purpose of manufacturing and
dealing in talking machine devices. Incorpora-
tors— B. I. Carhart, E. O. Goodell and J. C. Cady,
all of New Baltimore.

INCREASE YOUR RECORD SALES

BY USING

THE BLACKMAN CYLINDER RECORD TRAY

(Patent Applied for)

A. Fiecot-cl Xi-ay With Record L,afc>el for l^ess Than One Cent

1 ARTHUR COLLrNfl 1

/ Nobody //

19

W

1

The BLACKMAN Folding Trays for Cylinder Records are shipped FLAT and can be FOLDED into
STRONG TRAYS in a few seconds, as shown above. This tray, with Rapke Label, makes a handsome look-
ing record stock and a system you can't beat. The labels act as Silent Record Salesman and the customer
can point to the record he wants to hear. Adopt this system and your sales will not only increase but it will
never take more than a few minutes to make up a Record order.

NET PRICES TRAYS ONLY

(.Subject to Change.)

Hold

Net per 1,000. Weight per 1

No. 2.

2

Records.

$6.00

60 lbs.

" 3.

3

Records.

7.50

73 "

" 4.

4

Records.

9.00

87 "

" 5.

5

Records.

10.50

105 "

" 6.

6

Records.

12.00

116 "

NET PRICES RAPKE LABELS

Prices Rapke Labels with Edison numbers and
titles, Domestic Selections No. 2 to 9721,
which includes December, 1907 $3.50

Per month, thereafter (postpaid) payable in
advance 12

Columbia Labels (Domestic), per set 3.50

Note. — Price less than 1,000 same rate.
In deciding FREIGHT or EXPRESS refer to
above weights, and allow for packing.

FREE SAMPLE

of Tray with Label to
any Dealer or Jobber
who writes on business letterhead.

SPECIAL DISCOUNTS TO JOBBERS

Above prices are RESTRICTED and quoted f. o. b. New York. Dealers are requested to buy through
their jobber if he will supply them. If not we will sell direct.

Manufactured by

BLACKMAN TALKING MACHINE CO.

J. NEWCOMB BLACKMAN, Pres. "THE WHITE BLACKMAN" 97 CHAMBERS STREET, NEW YORK

20

THE TALKING MACHINE WORLD.

NEWS FROM SOUTHERN CALIFORNIA.

Big Victor Orders for Sherman, Clay & Co. —
Herzog Cabinets Admired — Birkei Co.'s
Grand Opera Records — Columbia Double
Discs in Demand — A. A. Jinesa to Start for
Himself — Many Visitors Recently — Amberol
Records in Demand — A Budget of News.

(Special to The Talking Machine World.)

Los Angeles, Cal., Oct. 4, 1908.
There seems to be much that is perplexing in
the fall outlook for talking machine men in this
vicinity. The air seems full of wonderment as to
what will happen next if the manufacturers con-
tinue to juggle matters as they have in the past
few weeks.

Some dealers with a lot of experience back
of them are trying to refrain from tumbling
into pitfalls, while others are not so shy. All,
however, are confident of a very large business
during the holidays, and are very busy making
preparations for the largest Christmas yet.

Sherman, Clay & Co, have been working to
their full capacity and have received a great
volume of business in the past thirty days.
Charles Ruggles, manager, has taken some fine
orders for Victrolas and Victors to supply the
holiday demand. Among the recent orders taken
by him was that for a complete line of Victor
goods for the Wiley B. Allen Co., who have just
opened their talking machine department, with
H. A. Clubb at the head. Mr. Clubb is well
known on the coast as a talking machine man,
having come to this city from the north, where
he was engaged in the same business. Messrs.
Tucker and Merrill are responsible for the ad-
dition of the talking machine department to the
Wiley B. Allen Co.'s establishment, and are
pleased and proud of the fine new show rooms,
which are among the best of the city. Allow-
ances have been made for additional roomis
which will be added in a short time.

The Southern California Music Co., Edison
and Zonophone jobbers, are as busy as can be
with orders for Amberol records and new style
phonographs. From the amount of orders re-
ceived it is very evident the dealers are greatly
pleased with the new product. Their retail de-
partment has been doing a fine business both
in disc and cylinder goods.

A large shipment of record cabinets has just
been received from the Herzog Co., including
several new styles and designs. E. Tessier, who
recently joined forces with this company, has
been appointed manager of export trade and ex-
pects to make a trip through parts of Mexico
at an early date. He has been in business in

the southern republic for a number of years and
is thoroughly familiar with the trade there.
Victor recitals have been resumed and are held
every Friday afternoon at 3 p. m. A novel plan
has been introduced by them for selling talking
machines and records for campaign purposes.
Circulars have been mailed to the different com-
mittees in charge of the campaigns suggest-
ing the use of the talking machine and quoting
the price of a suitable style machine. Many
persons have become interested and several out-
fits sold as a result

The Angelus Talking Machine Co. ("The Ex-
clusive Edison Store") has just been remodeled
again and makes a better appearance than ever.
Mr. Pfaff is always trying to do more business
and is not satisfied unless he is making improve-
ments. He says he is now ready for the new
Edison line, having added considerable space
for it.

The Geo. J. Birkei Co. have recently issued a
special list of new grand opera records which
they have mailed to their customers. Mr. Geissler
in referring to the new double-sided disc says
he has little faith in the move, regardless of
what is being said for them. He feels they will
be a novelty for a short while. The new Edison
move is recognized by him to be the best move
the National Co. have ever made. Geo. J. Birkei,
head of the same firm, has been away on a trip
north for a short while.

The "removal sale" of the Exton Music Co.
has closed, and they are now in their new
store at 216 West Third street. Sudden decision
as to moving has, found them without a suitable
talking machine department, but Mr. Exton has
men at work building what he says will be a
first-class department and situated on the ground
floor. He expects to devote three times the
former space to talking machines in his new lo-
cation.

W. F. Stidham, manager of the Columbia
branch, reports a great improvement in trade,
owing to the recently announced double-sided
disc. He has received orders from many new
dealers, who will handle Columbia goods exclu-
sively, and finds all the trade interested in the
new article. Lower California has been the
point of considerable interest in the last month,
having received visits from representatives of
several dealers in this city. Early in the month
Juan de la Fuente visited Ensenada in the in-
terests of the Geo. ,T. Birkei Co., returning to
them a number of orders for Victor goods, to-
gether with other orders. Later C. R. Rundel,
of the Southern California Music Co., accom-
panied by Francisco Moreno, made a short stay
in the same place featuring the new Zonophone

MORE THAN
FIFTY STYLES

As low in price as they can be
made vi^ell for, and as high-priced
as you care to go.

We guarantee our goods to be
made right and finished right.

Don't you want to do business
on this basis? We believe you
do, and we want you to write for
our cuts and prices to-day.

Rockford Cabinet Co., 1920 30 isth Avenue, Rockford, III.

Record Cabinet No. 6%

Talking Machines,
Typewriters, Phono-
graphs, Adding Ma-
chines, Cash Regis-
ters, Guns and Tools,
and on all Polished
Instruments.

It Absolutely
Prevents Rust.

Sales Quadrupled in 1907

1866

1907

WILLIAM F. NYE

NEW BEDFORD, MASS.

Mexican records, for which they created a good
demand. The recent grant of the Victor Co.,
whereby dealers are allowed to sell goods in this
section and the improved steamship service, will
doubtessly help to open this field. The freight
rates, which have been somewhat of a menace,
are being adjusted to a much more satisfactory
figure.

The Chandler Music Co., of Santa Ana, are
making improvements in their store to accom-
modate the fall trade and have placed a very
large order for new style Edison phonographs
and Amberol records. Helene Huston, who has
just recovered from a serious siege of typhoid
pneumonia, is back to her store in Redondo
Beach looking after her customers.

Mrs. Huston expects to move to her new store
about November 1, and will then have the best
location in this thriving seaport. H. W. Mosier,
of Stockton, Cal., has returned from a vacation
in Sacramento, and is now devoting his time to
the new Edison goods.

Albert A. .linesa is leaving the employment
of Mr. Mosier to establish a business for himself.
Alihough he has not decided on his future loca-
tion the trade can be assured of another live
Edison dealer, however. McNeil's Piano House,
of Stockton, Cal., is just settling in its new store
and will have the finest talking machine and
piano sales rooms of any firm in the city of like
size. Cary & Sons, of Stockton, Edison and
Zonophone dealers, report a thriving business,
especially with Mexican records. They are pre-
paring for a heavy fall trade by stocking heavily
on machines and records.

The Falkenstein Music Co.. of Fresno, Cal.,
have completed remodeling their warerooms.
They now have several sound-proof rooms for
their talking machine department equipped with
a special cooling apparatus for hot weather. The
bicycle trade in Fresno — i. e., Homan's, Dough-
erty and Nisikian — are all at each other's heels
for the talking machine business, and never a
day but what several sales of machines and
records are recorded among them.

Those of the San Joaquin Valley dealers who
have recently returned from vacations are:
N. L. A. Cody, Merced; A. Husband, of Husband
& Turner, Modesto; Thos. Noel. Visalia; E. M.
Kimberlin, Kingsbury; O. A. Brehler, Sanger,
and N. C. Hauser. at Dinuba.

Henry Burr, alias Irving Gillette, is said to
have been a recent caller at Mr. Hauser's store
af Dinuba. He is spending a few months in the
Sierras hunting jacksnipe and peewees. L.
Ozuma, of Porterville, is contemplating moving
his Edison department out of his drug store
into a large store across the street. This branch
of his business has grown to such tremendous
proportions that he is unable to handle it in his
present store.

A. B. Baranger, at San Jacinto, Cal., called on
the Edison jobbers with an order last week.

THE TALKING MACHINE WORLD.

21

The trade has received visits from the follow-
ing callers: Arthur Geissler, Talking Machine
Co.; A. G. McCarthy, Sherman, Clay & Co., San
Francisco; J. M. Dvorak, Lyon & Healy, and W.
F. Morton, for Peter Bacigalupi & Sons, San
Francisco.

W. H. Stark, a Victor and Edison dealer from
Dayton, 0., stayed in this city for a few days,
looking over the city and expressing admiration.
He is on a tour of the country.

"TALKER" NEWS FROM THE HUB.

New Attachments, Records and Policies Interest
Local Jobbers — Good for Nice Winter's Busi-
ness— Double Discs Help Columbia Business
— T. M. Mason Promoted — Featuring Lauder
Records — Other Items of Interest.

(Special to The Talking Machine World.)

Boston, Mass., Oct. 7, 1908.

There are quite a number of other things be-
sides the formation of the new Talking Machine
Dealers' Association to interest the local jobbers
and dealers in talking machines this month.
One is the new cylinder record put out by the
Edison people, which will play for four minutes;
another is the new double record put out by the
Columhia people giving, as the old circus "bark-
ers" used to say, "two for the price of one"; and
still another is the recent change made in the
retail department at the Columbia store.

Wholesale manager Chamberlain, at the East-
ern Talking Machine Co.'s store, is enthusiastic
about the new Amberol cylinder records. "They
will put the cylinder line right on its feet," he
says. "We have needed something like that for
a long time, to put some spirit into the market.
A 50-cent record that will play four minutes ia
something the people have been clamoring for.
It is just as easy to get 50 cents as to get 35
cents for a record, and with this new record,
everyone feels that he is getting his money's
worth. The probabilities are that we shall see
a very nice winter on the Edison goods."

At the Columbia Phonograph Co. over 700 new
names have been put on their books within ten
days as the result of the opening up of the sale
of the double records. T. M. Mason, the new
retail manager here, said this week: "We have
had people come into the store asking for other
things and when they were shown the new
double record they were greatly surprised. 'Will
that play on the Victor also?' they asked, and
when told that they certainly would do so, these
people would generally buy several records.
Business has taken a very gratifying jump since
they came in, and we look forward to an unusu-
ally busy winter."

Mr. Mason has been promoted to fill the place
left vacant by the transfer of H. W. Blakebor-
ough to be the manager of the Columbia store
at New Haven, Conn. Mr. Mason is a young man
with a big lot of friends and is an unusually good
executive.

R. A. Dinsmore, of the Columbia staff, has
resigned and will soon open a retail store of
his own in Dorchester.

THE 1010 SPECIAL

150-Peg Cylinder

RECORD CABINET

IS A TRADE-WINNER

Write for Special List. Positively
the best value ever offered at spe-
cial price to talking machine dealers

H. A. WEYMANN & SON, Inc.

Edison Phonograph Jobbers. Victor Distributors,
Cabinets and Supplies. Manufacturers of the
KEYSTONE STATE Musical Instruments.
Publishers of Sheet Music.

Weymann Bldg., 1010 Chestnul St., Philadelphia, Pa.

Among the trade visitors to town this week
was L. C. McChesney, the Edison advertising
manager, who reported business as "scrump-
tious."

Manager Winkelman, at the Oliver Ditson Co.,
said this week that he is having difficulty in
getting all the goods he desires from the Victor
factory. He is greatly pleased with a recent big
shipment of Victrolas, and is arranging several
programs of operatic music for the benefit of
societies and family functions during the winter.
The staff here has recently been increased, to
take care of the growing business.

Now that Harry Lauder is booked for a local
vaudeville engagement, the Edison people and
dealers here are keeping his photographs, etc.,
in their windows and drawing in good business.
The Columbia people did likewise with Bert
Williams' pictures and records when Williams
and Walker were here.

The presence of "The Red Mill" has caused a
number of the dealers to build up tiny mills in
their windows as an advertising feature. At
the C. E. Osgood Co., the window display of late
has been unusually good, and an increase in
business as a result is reported.

COLUMBIAS AT DALLAS FAIR.

(Special to The Talking Machine World.)

Dallas, Tex., Oct. 7, 1908.
The local branch of the Columbia Phonograph
Co., under Manager Senders, will have an elabo-
rate exhibit at the Dallas County Fair, to be
held in this city, including the regular line of
machines and records, as well as the new double-
disc and indestructible records. Music and
speeches will be rendered by the graphophones
almost continually during the fair period.

JOBBERS FORM STATE ASSOCIATION.

(Special to The Talking Machine World.*

Omaha, Neb., Oct. 5, 1908.
Feeling that their interests would be greatly
benefited by the formation of a State association
to co-operate with the National Talking Machine
Jobbers' Association, a number of prominent job-
bers of Nebraska met in this city recently and
perfected such an organization, electing Ross P.
Curtice, of the Ross P. Curtice Co., Lincoln, to
the presidency. The jobbers ended their conven-
tion with a banquet at the Henshaw Hotel, and
all were most enthusiastic regarding the future
prospects of the new association.

EXHIBIT AT ELECTRICAL SHOW.

Landay Bros., of 400 Fifth avenue. New York,
were among the exhibitors at the Electrical
Show, held last week at Madison Square Garden.
They displayed an Auxetophone in the magnifi-
cent booth of the United Electric and Power Co.
demonstrating the efficiency of the alternating
electric current. Roy A. Forbes was in charge
of the exhibit, and he was favored with large
audiences both afternoon and evening. Caruso,
Tetrazzini and other leading records were used
exclusively at the evening demonstrations, and
Landay Bros.' both proved a magnet ,to music
lovers.

M. S. ROGERS WITH NATIONAL CO.

M. S. Rogers is a new addition to the traveling
staff of the National Phonograph Co., Orange,
N. J. He will cover Utah and Nevada. Having
received his final instructions from General Sales
Manager Dolbeer he left New York for the Far
West last week. This is the initial trip of Mr.
Rogers; in fact, his first appearance in the trade,
and it is also his first visit to that section of the
country.

SEAL RECORDS UNTIL 2008.

At the annual Electrical Show, held in Madi-
son Square Garden, the National Phonograph Co.
had a large exhibit of political records which
were sealed and placed in a vault by the Na-
tional Co., and will not be heard again for a
century, or in 2008, to be exact.

A LITTLE

"Easy Money"

The beauty of handling
musical merchandise — the right
kind — lies in the fact that no
brain-racking, sleep-losing ef-
forts are required to get
the business.

Actually, it's like raking in
the dollars. Just get our
famous line of

ODERN
USICAl
ERCHANDISE

and customers will gravitate
your way as naturally and as
surely as ripe apples drop to
earth.

Among instrumentalists
there's magnetism to such
names as Durro Violins, Bows
and Strings ; Lester Accor-
deons, Victoria Guitars, Man-
dolins and Banjos, and Duss
Band Harmonicas.

These goods are well-known
and preferred wherever such in-
struments are played — they're
the best sellers on the market —
they're fully 30% lower in price
than similar goods, hence you
can enjoy the greatest margin
of profit on i/ii's merchandise.

The opening of the fall and
holiday seasons signals a tre-
mendous demand for these
goods. Don't miss an oppor-
tunity to add materially to
your income.

First let us send you our
fine illustrated catalogue with
our compliments.

Buegeleisen & Jacobson

113-115 University Place
NEVS^ YORK

THE TALKING SIACHINE WORLD.

THE INTERNATIONAL COPYRIGHT CONFERENCE

The Especial Duties Delegated to Thorvald Solberg, Register of Copyrights Defined — Memorial
Signed by the Leading Talking Machine Concerns of the United States Emphasizes the
Facts in Connection With Copyright Legislation — Solberg l-las no Plenipotentiary Powers
and Cannot Commit the United States to Any Action Taken by the Conference.

Manufacturers of talking machines and
records, automatic musical instruments and
player rolls are manifesting the keenest interest
in the International Copyright Conference,
which opened in Berlin, Germany, yesterday,
October 14th.

As stated in our last issue, Thorvald Solberg,
register of copyrights, is the delegate from the
United States, and those interested have been
much concerned anent the powers imparted to
him - by our Government. In this connection a
memorial seeking information and signed by
Frank L. Dyer, president of the National Phono-
graph Co.; Horace Pettit, of the Victor Talk-
ing Machine Co.; E. D. Easton, president of the
Columbia Phonograph Co., and John J. O'Con-
nell, counsel for the National Piano Manufac-
turers' Association was addressed to the Secre-
tary of State at Washington, D. C. It read as
follows :

The Secretary of State, • Washington, D. C. :

Sir : We, the undersigned, the National Piano Manu-
facturers' Association of America, the National Phono-
graph Co. (Edison), the Columbia Phonograph Co. and
the Victor Talking Machine Co., beg leave to petition
'regarding the attitude to be taken by the United States
delegate to the International Copyright Conference, to
be held at Berlin on October 14, 1908.

We have been informed that Mr. Thorvald Solberg,
the Register of Copyrights, has been appointed delegate
from this country, and while we do not know what his
instructions are, we respectfully submit that the mag-
nitude of our business interests and the far-reaching
effect which new copyright legislation would have, not
only on the capital invested in our respective industries,
but also on everybody engaged in those industries, in
this country, justify us in laying the matter before you
to the end that any action taken may be with a full
understanding of the situation

While it may be that the action taken at Berlin, even
though participated in by our government, may not be
binding on the American Congress, there can be no
doubt that the result arrived at in Berlin will have
great weight when the matter is again taken up here.

As your department may not be entirely conversant
with the details of the copyright situation to-day as
regards the mechanical reproduction of music, we beg
leave to present a brief outline of it.

In May, 1902, there existed an association known as
the American Music Publishers' Association, comprising
every large music publishing house in the United States,
except two. Since then, one of those two has become
a member. This association, then, controlled the out-
put of sheet music in this country. The ^S^olian Co
of New York in that month made contracts with every
member of that association, whereby it was to receive
the exclusive right to cut perforated rolls from all
copyrighted music owned or controlled by the pub-
lishers nt anv time during the term of the contracts.

viz. : thirty-five years. As the copyright term was then
in effect forty-two years, the monopoly would be abso-
lute for practically seventy-seven years. A suit was
also instituted and carried to the United States Supreme
Court, to obtain, if possible, a decision to the effect that
a perforated roll for use in a player-piano is an infringe-
ment of the musical copyright under the existing United
States statutes.

It finally reached the Supreme Court for argument
in January, 1908. In February, 1908, a decision was
handed down to the effect that mechanical repro-
ducing devices are not infringements of the present
musical copyright.

White-Smith Co. vs. Apollo Co., 209, U. S., 1.

During the progress of this litigation determined
efforts were made to amend the copyright laws so as to
specifically include such devices. It would be trespass-
ing unwarrantably on your time and patience to give the
history of this tight in detail. The fight was bitter and
three separate sets of public hearings have been had
before the Joint Patent Committees of the Senate and
House of Representatives, viz. : June, 1906 : Decemb3r,
1906, and March. 1908. The arguments made at those
hearings pro and con are contained in the printed
records, which are respectfully called to your attention,
particularly the printed proceedings of the hearings
before the committees on patents of the Senate and
House of Repi-esentatives, of March 26. 27, and 28,
1908,

Generally speaking, the results of those hearings
were :

June, 1906 — No report.

December. 1906 — House committee reported against
any change in existing laws as regards musical copy-
rights, while Senate committee, by a vote of four to
three, voted for the change. Senators Mallory, Foster,
and Smoot submitted a minority report agreeing with
the House Committee.

No action was taken in either House up to the ad-
journment on March 4, 1907.

March, 1908 — While neither committee has reported a
bill, the consensus ot opinion appears to be in favor of
extension of the copyright to include mechanical repro-
duction, provided, everybody has the right, under cer-
tain conditions, of reproduction on a universal royalty
basis — the amount of royalty not yet agreed upon.

Action is expected to be taken when Congress meets
in December, and the bills now pending are as follows :

Senator Smoot — Universal royalty on a percentage
basis

Senator Kittredge — Extension of copyright absolute
and without conditiou

Representative Currier — Universal royalty on a flat
sliding scale.

Representative Sulzer — Universal royalty on a basis
of two cent? each on phonograph records and ten per
cent, on retail price on perforated rolls.

Representative Washburn — Universal royalty on an
unnamed basis, but with right to owner of copyright
to withhold composition from mechanical reproduction.

Representative Barchfeld — Extension of copyright ab-
solute and without condition.

Senator Smoot is chairman of the Senate committee
and Mr. Currier of the House committee

One House-One Line

|E, are the only TalKing' Machine
House in E,astern Pennsylvania
which has no branch stores, or
that carries other lines.
For this reason we are better equipped
to give prompt and efficient service
than others. Give us a trial.

EDISON JOBBERS

VICTOR DISTRIBUTORS

PENN PHONOGRAPH CO., Inc.

17 South 9th Street

PHILADELPHIA

.\s we have stated above, the great weight of opinion
in the Congressional committees appears to be against
extending the copyright as an absolute right. We speak
with knowledge, as we have participated in every step
of the proceedings

Of course, the extending of the right at all is one of
expediency. Many arguments — some of them quite
potent — have been made against any extension of the
right.

Our position as manufacturers is this : The National
Piano Manufacturers' Association is interested only in
the i^erforated roll business. Within a few years from
now every piano must have a player mechanism. In
view of the ease with which the ^olian Co obtained
exclusive contracts in the past, it would be no difficult
matter to obtain similar exclusive contracts in the future
— although we contend that the old contracts would b3
operative under new legislation. Anybody having a
monopoly of the rolls would unquestionably in time have
a monopoly of the instruments. That the association
seeks to prevent. If Congress should see fit to extend
the copyright and give the composer a revenue, then not
only would the composer be paid, but a monopoly of the
player industry would be practically impossible if every-
body had the right to manufacture upon payment of the
stipulated royalty

The phonograph companies signatory hereto are in
exactly the same position — they want a square deal and
nothing more.

Everything we have said in the foregoing is borne out
by the public records, either in the Supreme Court or
in Congress.

In the industries carried on by the undersigned there
is invested directly about .«;150,000,000. This does not
take into consideration at all the amount invested by
dealers and jobbers throughout the country.

The condition of the copyright laws in the various
countries to-day is as follows :

United States — All mechanical reproduction free.

United Kingdom — .411 mechanical reproduction free,
by decisions and special law of August, 1906.

Germanj- — Mechanical reproduction free, unless "ex-
pression" reproduced. This makes all phonographic
records free.

Belgium — All mechanical reproduction free.

Switzerland — All mechanical reproduction free.

Austria — All me..hanical reproduction free.

France — All mechanical reproduction free as regards
sounds, but not as regards words.

Italy — Court of Intermediate Appeal, contrary to
Berne Convention of 1886, which it signed, decided that
such reproductions are forbidden. Court of last resort
has not yet passed on question.

Wherefore, we respectfully petition your excellency
that the American delegate be instructed to work and
vote in the deliberations of the Berlin Conference,
against the absolute and unconditional extension of
copyright to mechanical reproducing devices, and to go
no further than a protection conditioned upon a uni-
versal right of user, such universal right to be based
upon a royalty or revenue fixed, not by the conference,
but by the internal legislation of the respective powers
taking part.

In reply to this petition, Acting-Secretary of
State, Adee, stated that no instructions had been
issued to Mr. Solberg in connection with his at-
tendance at the International Copyright Con-
ference. He was delegated by the State Depart-
ment to represent the United States simply be-
cause of his knowledge of the copyright situa-
tion. He has no plenipotentiary powers, and in
no way can commit the United States to any
action taken by the Conference.

As a matter of fact Mr. Solberg is present at
the convention as a matter of courtesy, as the
United States is not a party to the Berne con-
vention. He will, of course, supply information
regarding the copyright situation in this coun-
try if requested, but cannot vote or take any
official action on any of the questions that may
come up for consideration.

An additional 25 feet is being added to the
store floor of the Blaekman Talking Machine Co.,
New York. The stock will have additional room,
while the private offices of President Blaekman
and Vice-President Caldwell will be more spacious
and comfortable. More room will also be afforded
the general business office. New partitions and
fi.xtures will beautify and adorn the expanded de-
partments. Additional floor space has also been
appropriated in the basement and sub-basement
for storage. The company acquired the lease of
the entire building, which extends through from
Chambers to Reade street, some time ago.

Clarence H. Seavey has sold out his interest
in the firm of Seavey Bros, to his brother, and
will open a music and jewelry store at 44 Winter
i-trcrt, in the Nickel Theater Building, Haverhill,
Mass., selling talking machines, pianos and
jewelry. - •

THE TALKING MACHINE WORLD.

23

69 BASINGHALL STREET, LONDON, E. C, W. LIONEL STURDY, MANAGER.

TRADE HAPPENINGS IN ENGLAND.

Trade Quiet for the Month Both in London and
Throughout the Provinces — Labor Troubles
Have Interfered Serolusly With Business as
a Whole — Regarding Small Orders — Colum-
bia Company's New Policy — Barnett, Samuels
New Show Room — Excelsiorwerke News —
Value of the Foreign Market — A New 4 1-2
Inch Record — The New Jumbo Records — A
Budget of News from the Provinces Not Over
Cheering Owing to Strikes — Great Strike in
the Manchester District Disturbs Trade.

(Special to The Talking Machine World.)

London, Eng., -Oct. 5, 1908.

Last month I was able to report a very steady
increase of trade, which also gave promise of a
continuance, but whatever the cause, sales have
not held up to expectations. The situation was
summed up very amusingly by a prominent
manufacturer in the course of an interview. He
said that "things were booming; a man came in
last week and bought three records!" Anyway,
trade may not be advancing, but it is certainly
not going backward; the average is pretty well
maintained, and while no doubt traders indi-
vidually are not doing so well compared with
even time last year, I think the explanation is
found in the fact that since last season several
records have been reduced in price, and what is
perhaps the most pertinent reason of all> is the
greater competition brought about by the intro-
duction of newcomers in the record field. True,
the demand has certainly increased; people are
being won over every day, but as I have men-
tioned before in these columns, the supply is
much ahead of sales. Over 300 new records are
listed by the makers every month, the same
selection often appearing in two or three differ-
ent manufacturers' lists issued within a few
days of each other. Such competition has the
effect of producing a more even demand for
the various records, as in quality and price the
difference between them is infinitesimal.

Talking machine sales up north have been
very conspicuous by their absence, owing to a
great strike affecting thousands of men and
women employed in the cotton industry; and
while operatives are signing on for strike pay
(about half their usual earnings), workers in
the carrying trades are feeling the pinch, the
collieries must suffer to an extent, small shop-
keepers find their trade diminish, with their
hopes of a good winter business suddenly
quenched. Every center of population in Lanca-
shire is troubled with the problem of thousands
of men and women out of work.

The Small Order Man.

The question of the isolated small-order man

is continually before us. He usually writes on
a soiled piece of paper requesting to be favored
with the despatch of a screw, wheel, spring, or
some other small article which is to be charged
to his account. What a glorious way of doing
business! Here is a 2d. or 3d. article to be
booked, invoiced, card-indexed, order form, pack-
ing and postage, not to mention the labor and
time expended. This sort of individual is usu-
ally a man that keeps no shop, but it is not
unknown to have respectable dealers acting in
the same way, while they send the hulk of their
orders for records and machines to some other
factor. You might say, why supply? It's like
this: when he gets the order the factor says to
himself, "Well, I'll fill the order, as it might
lead to some good business, and I shouldn't like
it to go elsewhere." A request for cash soon
brings along an indignant reply. And so it goes
on playing one factor up against another. How
should this be counteracted? I would suggest
that in their advertisements and other publicity
literature a note should be inserted to the effect
that cash and postage must accompany all orders
under 2s. 6d. in value, and that all requests for
catalogs must be on business note paper. I am
sure that if in this matter one of the leading
factors took the initiative, the others would
soon fall in line, in their own interest.

All Enquiries Referred to Local Dealer.

The announcement of the "Wholesale Only"
policy recently adopted by the Columbia Phono-
.><raph Co. has met with a chorus of approval
from dealers in all paits of the country. The
fact that the Columbia people are referring all
inquiries to the local dealer, and doing every-
thing in their power to have the trader do all
the business there is going, is naturally pleasing
the dealer very much and making him take a
much more decided interest in Columbia goods.
Value of Foreign Markets.

According to a consular report, England and
America do not pay sufficient attention to foreign
markets in the East, with the result that a large
proportion of the business goes to Germany by
reason of cheapness. In China and Japan, for
instance, trade is increasing all the time among
the natives, as well as the Europeans, and if
more attention was given to local requirements
by English traders, there is no doubt but what
we could export as cheaply as Germany, and
thus regain the bulk of the trade which pre-
viously came to us.

No Duty on Travelers' Samples.

By reason of a commercial agreement between
Great Britain and Italy, no duty is to be charged
on travelers' samples in either country. As such
samples are not for sale, the traveler must de-
posit the amount of duty ordinarily chargeable,
or give ample security. On returning, the se-

curity is reclaimed and paid to the traveler with-
out deduction.

Figures Regarding Talking Machines.
Included in the German returns of imports
and exports of musical merchandise during 1907
are some interesting figures relating to their
talking machine trade. Under the heading of
automatic instruments and parts, imports are
listed at a value of £12,000, while exports reached
the good figure of £73,000. Records, etc., for the
mechanical reproduction of music and parts were
imported to the value of £16,000, and exports
were £28,050. Automatic instruments without
cases: imports, £9,000; exports, £650. Incom-
plete instruments were exported to the value of
£4,250, but no details of the two latter items are
given to show that they referred solely to talk-
ing machines.

Fine Line of Interior Horn Cabinets.

The American Talking Machine Co. have se-
cured the sole London agency for one of the
finest series of interior horn cabinet machines
that I have seen. There are several models,
each of a different shape and construction, made
in walnut, mahogany (inlaid), and other woods
of a light and dark nature. The interior horn
is made of a hard wood, and gives very mellow
results. The machines are most artistic in ap-
pearance, and in their construction only the best
of materials are used, while the prices are ex-
ceedingly moderate. I have always advocated
that the ordinary machine is a little too loud
(in band selections especially) for use in an
average-sized room of the suburban house, and
in this regard these cabinet machines make a
timely appearance; they reproduce records not
too softly, but just sufficiently loud to be at
their best in an ordinary drawing-room. A big
future is predicted for these goods.

New Process of Producing Rubber.

A Burton-on-Trent report is that Dr. Docherty
and Mr. Alsebrook, of that town, claim to have
discovered a chemical process for making rubber
which is equal to the best Para rubber. The new
substance is said to answer all the usual tests of
rubber. Leading men are keenly interested in
the invention, and a great future is anticipated
for it.

Two Resignations.

Jellings Blow, of Pathe Freres, and Mr. Le-
moine, of the National Phonograph Co.

A Bad Showing.

Orders of administration in bankruptcy last
year amounted to over 6,000.

Excelsiorwerke Activity.

One can always write very favorably of the
Excelsiorwerke, because their machines and
motors are generally recognized as the finest
quality in materials and workmanship yet made.
It is therefore nothing extraordinary to learn

FAVORITE RECORDS

No Stock — (all sold out) — means profitable business.

Not Stocked Yet — (have not tried them yet)— means loss of a good thing.

1W1^I1.IL iVlVi^ILX AS MUCH AS YOU CAN

DO YOU WANT TO BE LEFT BEHIND?? I HOPE NOT!!!
The ctiance to pile up big profits is still waiting at your door. Don't let it pass. Go

bang ahead and Stock FAVORITE RECORDS and you will find an agreeable surprise when you
make up your balance-sheet.

THE INTERNATIONAL FAVORITE RECORD CO., Ltd. (of Great Britain)

45 CITY ROAD, LONDON. E. C. 213 DEANSGATE, MANCHESTER

24

THE TALKING MACHINE WORLD.

FROM OUR LONDON HEADQUARTERS- (Continued.)

that the demand for these goods is considerably
ahead of supply, and when we consider that the
;large factories are going at it hard all day and
often throughout the night, too, we may be sure
that their trade is great indeed. A. Vischer de-'
scribes things as exceptionally good, and states
that he is refusing orders, and if he could get
20,000 motors delivered, they could all be placed
under 48 hours. Truly, a splendid report, this!
Columbia's Blue Ribbon Record.
The Columbia Co. announce a new cylinder
record. It will be over 4% inches long and is
to be called the "Blue Ribbon" record, a name
selected because of the large number of highest
awards secured in competition by Columbia rec-
ords at the great international exhibition-. The
retail price will be Is. A good profit margin is
allowed for dealers. The record is jet black in
color and has a surface as smooth as glass.
The Columbia announcement continues: "We
believe that the period of over-production in
cylinder records is past. We notice an insistent
demand for a better quality of cylinder records
with a higher standard of musical merit, an
indtfenant protest against an inclination to con-
fine the cylinder business to vulgar' songs and
"music hall trash." The "Blue Ribbon" record
will meet this demand for better-class cylinders,
and while, of course, we shall cater for those
who like comic songs and the lighter music, the
list of selections will also contain titles of the
very highest order by artists of culture and
repute.

A Handsome Show Room.
Barnett Samuels' new show room and town
counter is a model of what a factor's establish-
ment should be. There is ample room for an
effective display of machines and records, and of
the former the Dulcephone series of machines is

given prominence. London dealers, especially,
find the new town counter arrangement particu-
larly convenient for obtaining at short notice
almost any make of record or machines of the
disc and cylinder variety. The export depart-
ment, too, I am told, is given close attention in
the essential point of good service and prompt
dispatch of all orders to catch the first available
outward boat. These are characteristic points
which have gone a long way toward the making
of a large and successful firm.

The Optimists Club Organized.
What the promoters think will have a far-
reaching effect is the proposal to establish a
home of cheerfulness in London. Its real name
is the Optimists' Club, formed of members who
make a point of looking on the bright side of
everything, and from the promoters' idea we
must assume that every member is to be a veri-
table Mark Tapley or be expelled. This is how
it's to be done: The walls to blazon forth texts
such as Why Worry? or It will all be the same
in a hundred years, etc. Any member found ex-
pressing gloomy views on the decadence of Eng-
land, or any other country for the matter of that,
will be suitably fined. The penalty for express-
ing any doubt as to all being for the best in
the best of all possible worlds is champagne all
round on the spot. Cheerfulness is a duty, and
unlike all other duties, you find it in champagne;
not that you would raise any objection — if it's
at the other fellow's expense! The idea of this
club is good, but not so the means of carrying
it out. We should suggest, however, that instead
of wasting money in this club, prospective mem-
bers should invest in a good talking machine,
and then, should pessimism set in, it would be
best counteracted by, say, a few of Harry Lau-
der's records, for example!

Graphophone for Prince of Slam. • l

A sale of a "Regal" Columbia disc graphii-
phone is reported to H. R. H. Prince Chira of
Siam. Some 80 records were ordered in addi-
tion, including several of the new 12-inch "Cele-
brita" series.

Records Heard Three Miles Away.

At a concert given at Sutton rectory grounds
on a very calm evening recently the voice of
Miss Ruth Vincent, who sang several songs, was
distinctly heard more than three miles away.
The songs were heard by some yachtsmen on the
river, says The Mail. As this report does not
come from America, we are inclined to think
those yachtsmen had been drinking out of a
damp glass.

John H. Dorian in China.

The world-wide interest in talking machines is
well illustrated by the fact that the Columbia Co.
have sent John H. Dorian, as noted in last
month's World, to take up his residence in China
to look after the interests of the company there.
Mr. Dorian is a brother of Frank and Marion
Dorian, who are at the head of the European
service of the Columbia Phonograph Co.

"Jumbo" Records by Famous Artists.

I am informed by Barnett Samuels that in
their new list of "Jumbo" records they have in-
cluded artists of the first water, and no effort or
cost is being spared to make these records even
better with each succeeding issue, and this is
saying a great deal, in view of the excellent qual-
ity and fare already provided. Among the artists
who are figuring on "Jumbo" records are Vic-
toria Monks, Ella Retford, Jack Lorimer, George
Formby, and Sam Mayo. A powerful list this,
and one that will certainly give a great fillip to
the sale of "Jumbos."

THE '"WAGNER"
Highly finished solid Oak Cabinet.

THE new season is here and a wise
business man studies the market
and selects the best and most profit-
able lines.

You cannot, to your own advantage,
do better than to apply to us for our
new colored illustrated catalogue of our
celebrated Klingsor Talking Machines
and Sundries. We challenge any machine
on the market concerning working, tone
quality, finish, etc. We do not claim
cheapness, as you are well aware that a
good machine cannot be cheap, but we
are still cheaper than any other machine
for what we give you for your money.

All machines are of the best and solid
wood, either in oak, mahogany or walnut,
British made throughout, specially adapted
for export to stand any change in tem-
perature.

The machines are fitted with the best
motor in the market "the well known and
famous Excelsior Motor. "

THE "SULLFVAN"

No. 90. Solid Oak Cabinet, wild .Silk
Curtain?.

Catalogue Free On Application.

H. Lange's Successors,

ESTABLISHED 1854

21 Little Portland Street, Oxford Circus,

LONDON, W., ENG.

THE "BIJOU"

Mahogany, Walnut or Oak Cabinet.

The TaLkI^^g machine WoiiLt).

25

In Bankruptcy.

The following are under bankruptcy proceed-
ings: Cycledom, Ltd., Blackfriars Road, Lon-
don; Francis Grecian, Craven street, Hulme, late
of West Gorton, Manchester; T. Trevor Jones,
Birmingham, and Tom Boothroyd, Warrington.

Gramophone Co. to Supply Music.

At the Ideal Home Exhibition, which is to be
opened by the Lord Mayor of London in state,
the principal music will be supplied by the
Gramophone Co. In the magnificent Pillar Hall
the concerts will go on throughout the day at
intervals of half an hour. Programs will include
songs by Mmes. Patti and Tetrazzini, Signor
Caruso and other famous singers, while the best
band records will also discourse sweet music to
the people.

Cheaper Cable Rates to Canada.

The proposal for the introduction of ten words
a shilling cablegrams between England and Can-
ada has been mooted.

Mme. Tetrazzini's Tour.

Mme. Tetrazzini has commenced a long tour
throughout the provinces, where she will visit
the principal cities, starting at Brighton, on the
south, coast. Mme. Tetrazzini will be accom-
panied by a new American violiniste. Miss Mary
Gluck, a pupil of the renowned Sevrik, of whom
great things are prophesied. It is to be hoped
that Gramophone dealers along the route will
take advantage of Mme. Tetrazzini's visit to push
her records.

Some Unique Window Cards.

Some unique and very attractive window cards
for display purposes are being offered their deal-
ers by the Columbia Co. They are entirely away
from the conventional show card, and their very
novelty adds to their value, even if they had no
other virtues to commend them. But they are
skilfully drawn, and the colors are bright and
compel the attention of everyone who passes
near them, while the idea is, in each case, clever
and appropriate. Dealers ought to send at once
for these "Business Promoters."

Cinematograph News.

During the King's stay at Marienbad he was
greatly annoyed during his promenade on dis-
covering that cinematograph pictures of his
early walk had been taken by Herr Leo Levine,
director of the Berlin Cinematograph Co. He
was only induced to part with his valuable rec-
ords or films after considerable trouble on the
part of the police, detectives, and some members
of His Majesty's entourage.

A cinematograph show lasting about thirty
minutes is now given at a large London hotel.
The diners now watch the realistic reproduction
of topical events over their coffee and cigars, in-
stead of listening to vocalists, as heretofore. The
innovation has been a huge success.

There is a movement on foot here to intro-
duce cinematograph displays of operations into
the ordinary medical curriculum, and some Lon-
don hospitals, it is said, will begin this new fea-
ture shortly, although in certain quarters the
operating theater is regarded as sacred, and not
a desirable place for photographic operators.

Count 'G. Chandon de Briailles writes that he
is submitting to the Paris police a patent process
by which cinematograph films are made abso-
lutely non-explosive and non-flammable. Truly,
a much needed consummation, in view of the
great danger of fire with the ordinary film.

The Birmingham fire engine was out recently
in order to allow of a cinematograph film being
taken, when an unrehearsed scene was recorded .
by the engine colliding with a wall, throwing the
firemen off, and causing considerable damage.

A report from Geneva states that while some
cinematograph operators were going up the
Jungfrau to take views, they were instrumental
in rescuing a party on a similar excursion, who
were found on the summit in an exhausted con-
dition, frozen with the cold.

Blessings of Bankruptcy.

Having reference to some recent bankruptcy
proceedings. Judge Eve caused considerable
amusement by remarking that people appeared
to have a great horror of bankruptcy, but that
once they took the plunge they seemed perfectly
content — eating, drinking, well clothed, comfort-
able and happy!

Latest Clarion Records.

The 16th parcel, or September list, of Clarion
records is to hand, and includes the following:
"Under the Double Eagle," a fine march by the
Premier Military Band; "Mikado Selection" and
"Grenadiers' Waltz," two faithfully recorded
pieces by the Premier Concert Orchestra; while
the Premier Bijou Orchestra, in the "Mayflower
Intermezzo," is excellent. Under "instrumental"
are three old favorites — "Ye Banks and Braes,"
clarionet solo by C. Draper; Mendelssohn's famous
"Spring Song," by Albert Sammons, on the vio-
lin, and Schubert's "Serenade," cornet solo by
W. J. Price. Joe Batty gives us two humorous
songs, "John Willie, Come On," and "Cruise of
the Ancient Lights"; and in "Let Me But Hope,"
G. Walker, is superb. Two other finely rendered
songs are "When We Went to School Together"
and "That's When You Find Out Your Friends,"
both by F. Miller. These twelve records com-
prise a really fine list, and I should say, one of
the best issued by the Premier Mfg. Co.

A Bonus Recommended.

The directors of the Gramophone Co., Ltd.,
recommend a bonus of 10 per cent, on the ordi-
nary shares for the year ended June 30, 1908,
and to continue the payments of quarterly divi-
dends for the current year at the rate of 15 per

cent, per annunv and 5 per cent, on the pre-
ferred shares. — From the Financial Times.

A Remarkable Catalog.

We have received a copy of the new catalog
of Columbia disc records. It is a complete cata-
log of all Columbia disc titles current up to and
including the September supplement. It makes
a book of 120 pages, and there are over 1,400
titles listed, more than 400 of them being avail-
able on the 200-odd double-face discs. Records
by General Booth, of the Salvation Army, find a
place in the list. The array of selections from
grand opera is particuluarly imposing, nearly
fifty operas being represented, some of them by
as many as eight and ten arias each.

The new models of disc Graphophones are
illustrated and described in a separate section.
Besides the general index of classifications there
are numerical and alphabetical indexes to every
title in the catalog. The introductory announce-
ment calls attention to the fact that in addition
to the 1,400 titles enumerated in the list, there
are thousands of other selections appearing in
the catalogs of the American, Continental, South
American, or Asiatic branches and connections
of the company, which may be obtained specially
for customers who so desire.

All the records catalogued in the new list
are, it is stated, manufactured under British
patents on British soil by British workmen using
British materials.

Death of G. W. Ogden.

The many friends of G. W. Ogden, of the Edi-
son-Bell Co. will regret to learn of his death,
which occurred recently, at the age of 36. He
had been connected with this company for three
and one-half years, giving his entire attention
almost to the Edison-Bell disc department. He
was a man of considerable experience in the
talking machine business, and highly esteemed
for his many admirable traits of character. The
interment was at Oldham, where he was born.

Reduction of Postage Will Help Trade.

The reduction on letter postage from this
country to the United States, which went into
effect on Oct. 1st, must unquestionably benefit
talking machine men on this side of the big
pond. The high postage has prevented a greater
number of inquiries and a larger trade from
being transacted between Great Britain and
America. The move is one that means much for
both countries, and all concerned are to be con-
gratulated in its inception. It may be well to
emphasize that the reduction in postage rates
will not affect post cards or trade catalogs.
Meanwhile, manufacturers and factors can well
afford to pay postage on these if they get more
frequent orders, which is likely in view of a
larger interest being manifested.

AN INVITATION

The Wholesale Agents of the Odeon and Jumbo Records invite correspondence with Factors
and Dealers in the British Colonies and elsewhere with a view to fixing up agencies in their
products. Every trader handling talking machines should stock these lines.

A Complete

Catalogue wo pp.)

of fOH Inch

Odeon

DOUBLE
SIDED

Records

hats just been issued and
will be sent to bona-fide
dealers on application.

APPLY FOR LISTS OF THE
NEW LOW-PRICED (lO-inch)

Jumbo
Records

BARNETT SAMUEL & SONS, Ltd.

Wholesale Agency for Fonotipia^ Odeon and
Jumbo Records

32-6 Worship Street

LONDON, E. C.

26

THE TALKING IVIACHINE WORLD.

FROM OUR LONDON HEADQUARTERS— i Continued.)

TRADE REPORTS FROM THE PROVINCES

IIANCHESTEK NOTES.

SHEFFIELD NOTES.

Manchester, Oct. 5, 1908.
There is a great strike of the cotton operatives
in the Manchester district, and all the large
Lancashire towns, and the trade outlook is
gloomy. Over-production, excessive capitalization,
on the one side, with reduction of wages desired
by the masters, large surplus stocks of goods
unsold, have all contributed towards a serious
disagreement between the operatives and the
masters.

The employers' association, which practically
all the masters belong to, have decided to close
their mills for an indefinite period, because the
operatives would not consent to a reduction of
5 per cent, in wages.

Without going into the details of the case, the
following will give some idea of the colossal
strike now on: There are about 540 mills
already stopped, about 160 mills at work, but
likely to stop within the course of the next four-
teen days, while the number of operatives out of
work is approximately 120,000 to 140,000.

The foregoing represents a capital, at present
unremunerative, of £50,000,000 ($250,000,000).

The approximate amount of wages lost per
week at the present time is £140,000 to £] 50,000.

In case of no settlement being arrived at dur-
ing the next few weeks we shall probably have
the number of weavers added to the unemployed,
about 200,000 persons, and the total number of
operatives will be 320,000. The weekly wage, if
this occurs, that will be lost entirely, will be
approximately £330,000.

Both the masters and the operatives are
strongly fortified, with large funds to draw upon,
and at the present moment neither seem inclined
to yield. In some quarters optimistic views pre-
vail, but it is no good disguising the fact that it
would be to the employers' advantage to clear
off a lot of their existing surplus stocks previous
to recommencing.

Lancashire, as is well known, depends upon
the cotton industry for its existence, and not
only Manchester, but all the large surrounding
towns, such as Bury. Rochdale, Oldham, Bolton,
Stockport, etc., etc., will feel the disastrous effects
of this strike.

Referring, however, to Manchester, business
has dropped off considerably in the retail trade.
Not a single firm state that business is good.
Orders are plentiful in a small way from the
retailing agents, but money is very tight.

Messrs. Duwe, of High street, state that their
new catalog will be issued in the course of a
week, containing the very latest prices in every-
thing connected with the talking machine trade.
Messrs. Burrows, also of High street, say busi-
ness is fairly brisk.

Messrs. Richardson & Co. report sales as good
in Zonophone records and machines, especially
the Gibson arm No. 1. They have recently taken
up the sale of Star machines, and hope to do well
with them. Edison and Twin records are also
selling well in this house, in addition to which
they have taken up the sales of "Klingsor" ma-
chines. An exceptionally good line of theirs,
which they call the "Trutone," sells to the trade
at £3 net. The recent Edison exchange scheme
has been much appreciated by dealers, and has
enabled them to effect a considerable quantity
of business. In addition to the phonograph and
disc departments, Messrs. Richardson have a
very large wholesale cycle factoring business,
both in Manchester and Liverpool. They will
Issue their new list in the course of a few days,
and there is no doubt that, if the business does
come along, Richardson's will get a fair share
of it.

D. Fraser Watson, Cateaton street, have de-
cided to carry a large stock of Path6 goods again
this year, believing that there Is an enormous
future for the phono cut disc records.

Sheffield, Oct. 4, .l-»08.
In Sheffield things have been very quiet. Gen-
erally speaking, short time has been in opera-
tion for some time in the mills, and altogether
the dealers do not report such a gojod ,gea^pn
as anticipated. At Messrs. Duwe, 6 Dixon-iane,
Mr. Ellis, the manager, informed us that al-
though they were doing a large proportion of the
trade in this district, they would have liked the
results to have been better. They have recently
been making extensive alterations, with a view
of carrying a larger stock than hitherto, and
Mr. Ellis said that if the operatives had a good
winter, with full time, business would be good
all round.

For the coming season C. Gilbert & Co., of 75
Arundel street, will handle Pathe, Clarion, Co-
lumbia and Edison-Bell discs, both the needle
and phono cut. In macnines, Mr. Gilbert be-
lieves that the cheaper ones will not sell so
well as the better class article, and with this
idea in view he has' decided not to stock any
machines in the future under £3 or £4 retail.
Mr. Gilbert says it is no more trouble for the
dealer to sell a better-class machine and make a
more reasonable profit, besides giving satisfac-
tion to the customer, than it is to sell a cheap,
rubbishy article, which is more trouble than it
is worth, and which neither gives the dealer a
fair profit nor the customer satisfaction. Messrs.
Gilbert & Co., doing an entirely wholesale busi-
ness, handle nothing but talking machine goods.
They are, in addition, large manufacturers of
flower horns, which they export all over the
world. They have recently patented an ingeni-
ous arrangement to enable a Gramophone sound-
box to be turned round and used with a sapphire
needle, to suit phono cut discs.

Regarding the future business, the outlool? at
present is very poor. Money is exceptionally
tight in this district, and although there will no
doubt be some trade about, it does not look
rosy by any means.

At Messrs. Dewhuret's Gramophone Supply
Co., the manager, Mr. Sherwood, reports that
during the past few months they have sold five
instruments at 50 guineas each, and a Gramo-
phone Auxetophone at 100 guineas. Their trade
is a good one, and the call principally is for the

highest class celebrity records. They have a
special salon fitted up for Gramophone records
and machines only, this being quite distinct from
the cylinder department. They make a special
study of keeping customers posted each month,
and during the coming season they propose to
concentrate upon Gramophone, Zonophone and
Twins. They anticipate a fairly good season,
principally with better class goods.

At P. Primrose & Co., 130 Barker's Pool, we
had the pleasure of a chat with Mr. Lee, who
was one of the pioneers of the talking machine
trade. Commencing to use the phonograph as a
scientific invention many years ago, the interest
of this firm is not only in selling the very best
goods, but in keeping up to date, with all the
latest improvements that tend to give better and
clearer reproducing effects than hitherto.
Messrs. Primrose & Co. handle a good seiection
of both machines and records. In cylinder goods
they will concentrate upon Edison's, principally.
In discs, they are wholesale factors for Messrs.
Pathe Preres, in both machines and records.
They also have a comprehensive selection of
"Apollo" cabinet machines, and they endeavor
to be in the front with all the latest goods.

At Messrs. Watson's Gramophone stores. High
street, business was reported somewhat quiet.
They have a good display of Gramophone and
other goods.

At "The Sheffield Phono Co.," Cambridge Ar-
cade, they expect even better things next sea-
son than in the past. In cylinder goods this firm
handle Edison, Edison-Bell and Columbia. In
discs, their leading lines are Columbia, Zono-
phone, Twins and Discophone, with machines,
of course, to suit. They have recently , intro-
duced a new form of needle, which is called the
"Trois," for use on a Gramophone type of ma-
chine. Instead of altering the sound box to play
a phono-cut pattern disc, it is only necessary
to replace the steel needle with a "Trois." Work-
ing upon rather an acute angle, we are informed
by users that good results are obtained. The
price being a nominal one, it should result in
large sales. This firm have also, during the
past season, placed upon the market a new
record reviver. In the form of a powder, it is
practically a dry lubricant, and rubbed into the
sound grooves of a record, either disc or cylin-
der, it eliminates to a large extent the frictional
surface noise. We believe that it is known in
the States under the title of "record food." It
is worth a trial by all those who are interested
in reproducing a non-scratching record.

44

CLARION

99

FULL LENGTH 10-in. DOUBLE SIDED

CYLINDER RECORDS PHONO. CUT DISCS

MON EY=M A K E R S

All Jobbers and Dealers should get into
touch with us. We can interest you.

The Premier Manufacturing Co., Ltd.

81 CITY ROAD LONDON, E. C.

THE TALKING MACHINE WORLD.

27

FROM OUR LONDON HEADQUARTERS- (Continued.)

THE

QradualedTlex'Diaplirdfiii

(PROTECTED)

BUILT LIKE ^
A WHEEL W

Better than Glass, Mica or
Wood. Nothing else so good

The loodest and most perfect reproduction
yet obtained.

For Edison "C," or Columbia Lyric, 2/ or 50c.
with crossliead attaclied.

A LITTLE MARVEL

For " Exhibition " Sound-box, - 4/ or $1.00
or other sizes.

EXTRA LOUD AND SWEET.

My new "Needle Tension Attachment" for
disc sound-boxes is ready.

Post Free with Instructions. Literature and Testimonials from

DAWS CLARKE

L,or«gfot-cl Place, L.on g's i s hi t
IVfanclaestet-, Eng.

N. B. — Dealers and .Jobbers ordering samples
should remit in full, the trade difference will be
refunded. We are open to offers for the American
rights in this Diaphragm.

LIVERPOOL NOTES.

Liverpool, Oct. 5, 1908.

Business in this particular locality has been
varying a good deal of late. Messrs. Cramer &
Co., of Church street, report exceptionally good
sales and a large increase during September, as
against the same period last year. Archer & Co.
state that the sales are up to the average, but
they expect a considerable increase within the
next week or two. Johnson & Co., Whitechapel,
report orders as very plentiful, and they antici-
pate a good season with their respective clients
all over the country.

Messrs. Richardson's, of Paradise street, re-
port business as improving considerably, Edison
cylinder goods especially being in large demand.
Thompson, Helsby & Co. report a considerable in-
crease of orders during the past month, especially
in Pathe goods. They are also wholesale factors
for Favorite and Beka records, the sales in these
being most satisfactory.

Messrs. Dibbs, Ltd., of Ranelagh Place, are
closing down their establishment very shortly,
but at present we do not know what their fu-
ture policy will be. It is probable that they
will open another depot in the vicinity, but this
has so far not been definitely settled.

Jake Graham's were very busy when we were
there, their establishment being full of prospec-
tive customers, indicating a good season in view.

We understand that Mr. Ellis, late manager of
the Melograph Disc Record Co., has resigned his
position with this firm.

Recent changes have occurred at the Gramo-
phone Supply Stores, Lime street. The proprie-
torship has been taken over by Thomas W. Parr.
We understand that there is a reorganization
of this firm going on, and that every effort will
be made to run the business on a more satis-
factory basis than hitherto.

Van Gruissen & Co. report business as fairly
moderate.

Generally speaking, the factors in Liverpool
are looking forward to a very good season, and
in nearly every case orders are more plentiful
than they were last season at this date. Money,
however, is very tight, and the recent stagna-
tion of the shipping business has no doubt a
good deal to do with this. We were glad to
learn from one of the wholesale houses in the
city that extra care is now being taken regard-
ing credit transactions. In many cases the
smaller dealers obtain plentiful supplies from
wholesale houses and then fail to keep their
financial engagements, thereby placing the whole-
sale dealer in a false position. As we have advo-
cated in The World all along, we believe that
short credit is the basis of success in the talk-
ing machine industry, and we believe that even-
tually, if the 30 days' credit as given is not met
by prompt payments, that a great many of these
accounts will be closed, the feeling of the larger
houses being that (although willing to oblige in
special cases) they are not in business for the

love of the thing, but to trade on business-like
lines, to mutual advantage on both sides.

BRADFORD NOTES.

Bradford, Oct. 6, 1908.

In Bradford and district the wholesale dealers
appear to have a fair amount of orders coming
through from the retail agents. In each case the
dispatching of small parcels is very heavy; never-
theless, it is associated with very cautious buy-
ing, no one knowing exactly how matters will
stand during the next six months, as far as
spending powers are concerned.

At Messrs. Dyson's, in Manchester Road,
things were fairly busy. They are getting
through an enormous quantity of Edison cylin-
ders, and next year they will make a special
push of the disc goods, both machines and rec-
ords. Pathe models they will keep right
through, besides two special lines of their own,
the "Empress" and the "Elite," which are ex-
ceptionally good value. Messrs. Dyson have also
been appointed the sole wholesale agents for
Yorkshire and the northeast coast, by the Edi-
son-Bell Co., and will handle their products right
through for the above-named districts. They
have also taken up the factorship of Beka rec-
ords and consider them exceptionally good.

At the Parker Phone Co., Ltd., Queensgate,
who are wholesale agents for Edison cylinders
and Zonophone discs, they were exceptionally
busy dispatching orders. During the next sea-
son they have decided to touch nothing except
Edison cylinders and Zonophone discs, their
opinion being that these lines are so well known
that there are sure sales for both in large quan-
tities.

Appleton & Co. inform us that trade is wak-
ing up and is very satisfactory.

Mr. Moore, of Manchester Road, also states
that business is waking up considerably. Han-
dling Favorite, Beka, Pathe and Zonophones on
the disc side, and Edison and Sterling on the
cylinder side, Mr. Moore is doing his best to push
trade. Altogether, he anticipates a good season.

Taking into consideration the close proximity
of the Yorkshire towns, being so near Lanca-
shire, the cotton strike now proceeding will, if
it lasts, have a serious effect upon the sales in
this district. For some time the mills have been
running only four days per week, and hopes were
entertained up till recently that matters would
improve. Until, however, the Lancashire cotton
strike ceases business will continue on very cau-
tious lines. It is hoped, however, in Yorkshire
that it will not last long, and that business will
soon resume its normal state again.

The Musical Echo Co., of Philadelphia, kept
open hoi^e during "Founders' week," and enter-
tained quite a large number of dealers. Their
courtesy was keenly appreciated, and they booked
a large number of orders for fall delivery.

NOTES FROM THE EMERALD ISLE.

Decided Improvement Noted in Tall<ing Ma-
chine Trade — T. E. Osborne's Big Order —
New Equipments Popular — IVlanufacturers
Should Adopt Uniform Recording Speed —
Disc Machines in Big Demand — Suggest
"Mammoth" Edison Machine — Large Au-
dience at Osborne Concert.

(Special to The Talking Machine World.)

Belfast, Ireland, Oct. 2, 1908.
Notwithstanding the abnormal depression of
general trade in Belfast during the past twelve
months, which specially affected one of our
staple industries — the manufacture of linen — the
output of "talkers" during September has been
excellent and compares favorably with some
month of 1907. This was an agreeable surprise
to T. Edens Osborne, the Edison factor, who had
ordered 155 Edison instruments, 69 of whicn
were shipped from New York per the Cunarders
"Campania" and "Lusitania," and delivered last
month.

The equipments now supplied with "Gems,"
"Standards" and "Homes" are immensely popu-
lar, the new trumpets having greatly improved
both tone and rendition of genuine Edison rec-
ords. If all manufacturers of cylinders adhered
to a uniform recording speed, say 160 revolutions

The "World's" Register of British Meinufacturers and Factors

The following are leading firms in the United Kingdom who will gladly mail Catalogues and Price Lists upon request

TAUaNG MACHINES

Records and
Supplies

Export a specialty. Ship-
pers are requested to state
their requirements.

American Talking Machine Co.

31 Tabernicle St., LandMi. England

F. W. ROBINSON

"Tlie Tallieries," 213 Deansgate,
MANCHESTER. ENGLAND

Direct importer of all l(inds of DISC
TALKING MACHINES. RECORDS,
PHONOS.. CYLINDERS. ETC., and all
goods connected with llie trade.
WHOLESALE, RETAIL AND EXPORT
on casli lines at close market prices.

w^K^ Correspondence invited
PROMPT ATTENTION

Always open to consider good lines suit-
able for tlie English and Foreign markets.
Improvements and Novelties preferred.
Send samples and prices.

SEE ADV'T ADJOINING

To Colonial and Foreign Bayers

The peculiarities of these markets
have never been more apparent than
at the present moment, requiring the
greatest care in pricing and buy-
ing, with a view to the future Hav-
ing had many years' experience, I
am prepared to buy for you upon
commission, and to keep you posted
up with all Ihe latest productions
and act as your representative. I
buy rocli bottom. Instructions to
purchase goods must be accompanied
with order on Bankers to pay cash
against Bill of Lading.

Bankers, London City and Midland
Ltd., Manchester. For terms, please
write, stating requirements, to

F. W. R0BIIV80IV,
31.1 Deanssnte, Manchester, EnK.

FOREIGN AGENCIES

If You Want to Market Your
Goods in the United King-
dom, Write to Me.

I can handle profitably Cinematograph
Machines, Phonographs, and all Talking
Machine Accessories. My connection in
the trade is second to none, and my ref-
erences are first-class. Correspondence
invited.

R. PRIEUR

68 Basinghall St., London, E. C, Eng.

28

THE TALKING IVIACHINE WORLD.

FROM OUR LONDON HEADOUARTERS-(Continuedj.

per minute, the present motor of Edison phono-
graphs would be beyond criticism. There being
no such uniformity, however, the speed regulat-
ing screw of said motors is very awkwardly
located, and the speed cannot accordingly be ad-
justed without removal of winding key and rais-
ing of the lid of cabinet. Besides, even if the
user of an Edison instrument confined his pur-
chases to genuine Edison records, he might
naturally prefer to play some selections quicker
or slower than others. This could not now be
effected, however, without involving considerable
trouble of a vexatious character, which could
easily be obviated if the manufacturers reverted
to the old type of speed-regulating screw, which
was conveniently operated from outside of the
cabinet.

Disc instruments seem to be growing in popu-
larity, and customers are vieing with each other
as to who should purchase the best instrument;
3n fact, it is now easier to sell a "Monarch
Senior Gramophone" at £11 than it was formerly
to dispose of a "Junior Monarch" at £5 10s. Mr.
Osborne reports that he recently sold a "Shera-
ton Grand" Gramophone at £52 10s. to Lady
Clanmorris, Bangor Castle, Bangor, County
Down. This instrument is identically similar
to that now used by Her Majesty Queen Alexan-
dra at Sandringham Palace, London, thus indi-
cating the growing demand for high-class in-
struments among the "upper ten thousand."
He has now a certain percentage of that num-
ber as customers, and says he won't be content
until he absorbs the balance!

Mme. Melba will visit Belfast during the pres-
ent month, hence Mr. Osborne, in anticipation of
the subsequent demand for her records, ordered,
and has just received, a large number of them;
also of Tetrazzini's delightful discs.

The humble contributor of these jottings hopes
Mr. Edison will ere long put on the market a
"Mammoth phonograph" to operate gold-molded
concert size of records (say 6 inches) for public

entertainment purposes, and capable of being
heard loudly and with perfect enunciation in
large halls. He hereby invokes the aid of your
editor (Mr. Bill) in fetching this matter before
the great "American Wizard," believing as he
does that the phonograph has by no means
reached finality, and furthermore that it has
many latent potentialities which by the fertile
brain of Mr. Edison will be yet brought to the
surface, to the immense delight of a grateful
public who are already under deep debts of
gratitude to that distinguished "epoch man" for
his wonderful inventions.

The largest audience ever witnessed at an
al fresco concert in Ireland was at Botanic Gar-
dens Park, Belfast, on August 5 last, the only
attraction being Mr. Osborne's Auxetophone.
The park was "literally packed," the fashionable
crowd numbering about 20,000.

THE TALKER AS AN EDUCATOR.

Interesting Remarks on This Subject by T. S.
Houston, Prominent English Educator.

T. S. Houston, M.A., M.P., and principal of the
Academical Institution of Coleraine (County Lon-
donderry), Ireland, made some very interesting
remarks at the class day not long ago anent the
value of talking machines in educational work.
In the course of his remarks, Mr. Houston said:

"Speaking of modern languages, I may men-
tion that we have lately made a new and very
interesting departure in this branch of educa-
tion. In all our French classes we teach dicta-
tion by means of the phonograph. The records
are made by an eminent French Professor, and
reproduce with clearness and fidelity the true
pronunciation of an educated native of France.
The training thus given to the ear, combined
with the teaching of French grammar, composi-
tion and translation by a well-qualified native of
our own country, makes an excellent combina-

tion for instruction in that very important de-
partment of study. We owe more than this to
our phonograph. Until I procured an instru-
ment for the teaching of French I knew little or
nothing about the invention. In fact, I had
rather a prejudice against it, associating it with
vulgar songs and a host of squeaking abomina-
tions provided at seaside resorts and elsewhere
for the entertainment of the masses. But when
I tried a French song on my new purchase I
found that there was something more in it than
I had thought. I went on to purchase one or
two well-known songs in English, and then some
hymns. The upshot is that the phonograph has
become a distinct feature in our school life. Be-
sides secular entertainments, we have little con-
certs of sacred music, concerts which are not
only enjoyable, but I hope something more; for
some of the hymns touch the deepest chords in^
the human heart. One beautiful quartet, 'Tell
mother I'll be there,' is a special favorite. Any-,
one who knows the hymn can understand its ap-
peal to the heart of a boy who has a good mother
far away praying for him, and hoping that she
may meet him at last in a world where there is
no parting. Of course, our phonograph is not a
very good one. I have been often asked by friends
of the institution if there is any not very ex-
pensive article they could present to the school
for the pleasure and profit of the boys. There
is nothing that would form a more acceptable
gift than a really good Gramophone, with a few
of those beautiful records of our greatest singers
which may now be had at a comparatively low
price. I feel very strongly that the ever-increas-
ing number of public examinations for which our
pupils must be prepared are crushing out of their
lives many things that they can ill afford to lose,
among the rest music — which, to my mind,
should form a very important part in the educa-
tion of everyone, from the highest to the lowest.
I think there are few influences more important
than the frequent hearing of really good music.

=1

f^XCBUSlOR ]y/|ACMINES

THB QUAUITV OP EXOEUSIORS

' cannot be excelled. ■

THE NAME EXCELvSIOR has become a Household Word and Stands for PERFECTION

and UNEQUALLED WORKMANSHIP.

THERE IS MONEY

IN HANDLING

EXCELSIOR

MACHINES

NO COMPLAINT

OR

TROUBLE

AFTER THE SALE IS
COMPLETED

IVIodel XII.

THE PRODUCT ADVERTISES ITSEUP

COLOGNE-NIPPES (Germany)

121 Niehler-Kirchweg

Write at once for Free Catalogue to

Excel^iorwerk, Ltd.

London, Eng., 45 City Road

TIIE TALKING MACHINE WORLD.

29

TRADE NOTES FROM GERMANY

Depression Continues Despite Optimistic Speeches — Leipzig Fair Quite Successful — Some of the
New Things and Those Who Exhibited — Buying Conservative — Activity of Beka Record
Co. — Columbia Co. Win Out In Patent Case — What Various Houses Are Doing — Record
by Count Zeppelin — Copyright Congress Attracts Attention — Subjects for Discussion.

(Special to The Talking Machine World.)

Berlin, Germany, Oct. 4, 1908.

The depression in this country continues
despite encouraging speeches by Kaiser Wilhelm
and others, and while very likely the holiday
season will tend to help business there is no
bright prospect o'f a quick revival.

Excessive speculation during the past couple
of years is the cause of the depression, and as
business grows rather slowly in this country we
cannot recover from a sudden recoil as rapidly
as the Americans.

The Leipzig Fair, held last month, was quite
a success in view of general conditions. Few
radical novelties or actual improvements in
talking machines were in evidence, though most
of the exhibitors had new styles of machines and
records on display. A new recording process at-
tracted much attention and several new forms
of loud toned reproducers and records were the
chief features exploited this year. Considerable
improvement was also noticeable in motors,
numerous devices being shown for facilitating
winding when in operation.

The various exhibitors, however, were very
much disappointed at the decidedly conservative
buying of the dealers who attended the fair, and
are existing in hopes that rush orders will be in
order later in the year.

Among the more prominent talking machine
exhibits were those by the Dacapo Record Co.
m. h. H., who showed a number of new Dacapo
records in German and other languages; Carl
Lindstrom, A. G., displaying a new slot machine,
with glass case, allowing the works to be seen,

and other new devices, and Herr E. Dienst, manu-
facturer of the Dienst orchestrions, exhibiting a
variety of talking machines of standard and
coin operated types, as well as the popular
Durro records.

A novelty seen at the fair was a record made
by Count Zeppelin, the celebrated aeronaut, for
the Schallplatten Fabrik Favorite. The record is
entitled "Bin Wort an das Deutsches Volk" (A
Word to the German People), and has enjoyed
, a large sale.

A new exhibitor at the fair was Carl Schwane-
meyer, Iserlahn, who showed a line of Schwanen
needles of excellent quality.

Fritz Puppel, G. m. b. H., will shortly put on
the market a new combination of the cinemato-
graph and talking machine, which, it is aimed to
sell at a moderate price and for which there
should be a good demand if it is any way suc-
cessful.

The Dacapo Record Co. gave a banquet to about
200 dealers at the Leipzig Crystal Palace during
the Fair, a courtesy much appreciated by all
present.

The Beka Record Oo., Ltd., continue to enlarge
and improve their record catalog and extend
their operations in foreign fields. There are
very few countries who have not contributed
some records to the Beka list and the chief en-
deavor is now to get the various dialects re-
corded. Aside from the novelty and commercial
side, the foreign Beka records hold a distinct
value from an historical and scientific viewpoint.
The list, for instance, contains eight distinct dia-
lects in Hindustanee, six in Chinese and prac-

tically every Asiatic country is represented in
two or more dialects. Meanwhile, the Beka Co.
are not neglecting the German and European
field in the slightest and continue to make new
records in this country, the majority of which
meet with instant success when put on the
market.

The long standing suit of the National Phono-
graph Co. against the Columbia Phonograph. Co.
in this country over an alleged infringement of
the Desbi'iere patent for moulding cylinder rec-
ords, has been practically settled in favor of the
Columbia Co. by a decision of the Supreme Court
declaring the patent invalid and ordering it
cancelled on appeal from a decision of the Ger-
man Patent Office.

The Columbia Co. won the decision with costs
in the original suit, but the Edison interests ap-
pealed the case, though, the appeal has not yet
been heard because of the Supreme Court's de-
cision regarding the patent, which means that
there cannot be any infringement of the patent,
and that the plaintiff, the National Co., will have
to stand the costs of the suit.

In their answer to the original suit the Co-
lumbia Co. claimed that their records were made
by a different process and under patents entirely
dissimilar to the Desbriere patent and controlled
by them. The Deutsche Telephonwerke G. m. b.
H. have issued a new catalog of their large and
varied line of disc machine sound boxes and
horns. One of their first products is the Coloss
No. 1 machine, which is mounted on an elaborate
cabinet and supplied with one of the latest ser-
pentine horns.

Luneburg & Co., G. m. b. H., are a new firm
of dealers in Altona, with O. F. W. Luneburg as
manager, assisted by C. M. Wrede. The new firm
will trade in talking machines, musical instru-
ments and penny-in-the-slot machines.

The Symphonian A. G. are hard after the ex-
port trade and now publish catalogs and trade
lists printed in four languages, German, Eng-
lish, French and Spanish.

Leo. B. Cohn, for some time sub-director of
the Deutsche Gramophone, A. G., has been ap-

BEKA RECORD

THE BEST DISC IN THE WORLD

The Largest and Most Comprehensive
Repertoire in

German

Danish

English

Arabian

French

Turkish

Italian

Chinese:

Russian

Swatow

Polish

Guakau

Spanish

Pekinese

Portuguese

Shanslnese

Hungarian

Kiangnanese

Dutch

Cantonese

Tamil

Malaylan

Burmese

H industanee:

Urdu

Marathl

GuJarathI

Hindi

Tarsi, and 15
other dialects.

REPERTOIRE ALWAYS UP-TO-DATE

For terms, etc., apply to

Beka Record, G.m.b.H., 75-76 Heidelberger Strasse, Berlin

Sole Agent for Great Britain and Ireland:

O. RlfHL, 77 CITY ROAD, LONDON, E. C.

30

THE TALKING MACHINE WORLD.

sfecial-fabrik:

CARL SCHROETER

BERLIN S 42. PRINZESSINNENSTR. 21

pointed to the position of sale director, follow-
ing the retirement of Director Rodkinson.

The Excelsiorwerke have recently issued a
handsome new catalog in which they call espe-
cial attention to the fact that their disc-machines
may be fitted with tone-arms to use the Pathg
sound-bos, and at a small cost. The sound-boxes
and motors made by the company are also
treated of at length. The latter may be rewound
while running, a clever device preventing over-
winding.

The house of Fritz Puppel have also issued
a very interesting catalog finely printed on heavy
art paper and devoted chiefly to a description of
their improved disc machines and details regard-
ing the motors, sound-boxes, etc. This concern
make the Puck, Sirena Puck, Lohengrin, Nixe,
Arion and other styles of machines, each adopted
to different requirements.

Count Zeppelin, of airship fame, expects to
attain absolute perfection in conquering the air
within the next two years. He has made this
announcement through the medium of a gramo-
phone record, in which he spoke recently, in
order that his voice may be preserved for pos-
terity. The text of the record is as follows:

"Expert scientific observation of every event
in the lives of my various airships until the
tragic end of No. 4 has vindicated the soundness
of my theories in all important particulars. My
airships will soon rank among the most safely
operated of craft with which long trips may be
made with the least danger to the occupants.
With joyful confidence the German nation may,
then, be assured that its magnificent generosity
has paved the way for the actual conquest of the
air, and that it will soon be in possession of air-
ships which will increase our military power,
thereby contributing to the maintenance of peace
and facilitating trafiBc, exploration, and other
human progress. If I am vouchsafed another
two years of creative power I shall have the rare
good fortune to witness the complete success of
the important invention whereof I was chosen
to be the tool."

The International Copyright Conference, which
opens here on the 14th inst., is attracting con-
siderable attention, and I may say that the

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opinions that I have been able to glean thus far
support the belief that the conference will recom-
mend the granting of certain rights to com-
posers. This to be either a stated sum or in the
form of a royalty.

To begin with, the talking machine men have
not as strong support as the music publishers,
and they are not as well known, therefore are
lacking in a certain influence which the pub-
lishers have. The memorial presented to the
Secretary of State for the Interior is a remark-
able document, but whether this will be sup-
ported by able argument is a question. I am
rather inclined to think that the conference will
recommend the passage of new laws which will
affect the record industry.

I believe that the record manufacturers will
no longer be privileged to use the works of
composers without entering into a special agree-
ment with them. Whether the arrangement will
be fixed by the government or not is a question,
but I do not believe this will affect in the slight-
est, compositions which are already on the
market.

The claim will be made that the record manu-
facturers have put large sums of money into
their plants and that they have put forth certain
records at a considerable expense, and it would,
therefore, be unjust to deprive them of property
rights which they have won under the present
law. However, in the future the composer can
make his special arrangement with the record
manufacturer before the latter will have the
right to use his production.

Different countries in Europe, however, will
demand a free use of compositions. In Austria,
they figure that the records are great educators,
and that this is one means to raise the people.
In Russia, the same condition exists and nothing
which will add to the cost of the records will be
considered by the Russian government — that is
the way the matter is viewed here by the people
with whom I have talked.

THE NEW BRITISH PATENT LAW.

Many Foreign Manufacturing Firms Locate in
Great Britain.

Consul Frank W. Mahin, of Nottingham, sends
the following report on the effects of the new
British patent law on foreign patentees: "The
representative of a British firm making a spe-
cialty of securing factories and factory sites for
applicants is quoted to the effect that many ap-
plications have been received from foreigners, in-
duced thereto by the provision of the new law
requiring articles patented in the (United King-
dom to be manufactured here. An important
feature of the applications already made is that
the manufacturers demand works much larger
than are necessary to make the patented article,
giving as the reason that they can not run works
in England on the patents alone, and therefore
intend to make other goods which have hitherto
been imported ready-made. Consequently, the
volume of new manufacturing business brought
to this country is expected vastly to exceed what
is directly attributable to the influence of the
new law.

"It is stated that nearly 2,000 patents are now
within the scope of the law, and if these were all
manufactured in this country, 30,000 to 40,000
people would be given employment.

"The law became operative August 2S, 1908.
Thirty foreign firms had then completed arrange-
ments to open factories in Great Britain. Among
them are a number of American firms. Many
firms In the United States and in Germany have
negotiations for factories or sites under way. The
principle articles made by the American firms are

wire cloths, telephone implements, shoes, type-
writers, and talking machine records."

* * * *

As a matter of fact the new British patent
law has had but little influence in getting Ameri-
can manufacturers of talking machine records to
locate in England. They had operated plants
long before the new law was considered, largely
as a convenience. They desired to supply direct
the demands and requirements of the purchasing
public of Great Britain. [Ed. T. M. W.]

IMPORTANT EDISON MOVE.

New System for Establishing Dealers to be In-
augurated Dec. 1st — No New Dealer to be
Established Where the Edison Goods Are""
Satisfactorily Represented.

Another important step has been taken by the
National Phonograph Co., Orange, N. J., relative
to the establishment of dealers in the future.
The circular letter, dated September 21, over the
signature of President Dyer, is appended:

"To all Edison Jobbers and Dealers: — In re-
sponse to what appears to be a general sentiment
in the trade, we beg to announce that commenc-
ing December 1, 1908, and before that date, if
possible, we propose to institute a new system
for establishing dealers' in the future, and on
the details of which we have been working for
the past year. When the new arrangement goes
into effect no new dealer will be established in
anj' locality where our goods may already be
satisfactorily represented. Before a new dealer
is established at any point, a formal application
must be presented, giving complete information
from which, in connection with our own records,
we may decide whether the applicant's territory
is or is not properly represented; and, if not,
whether the application should be granted.

"In this way we will be able to prevent the
indiscriminate appointment of dealers in locali-
ties that may already be well represented, and
in some instances over-represented. At the same
time the arrangement will in no way interfere
with the appointment of new dealers in localities
where a satisfactory field exists for the exploita-
tion of the Edison phonograph. Pending the
final announcement of the proposed plan we hope
that our jobbers will co-operate with us to the
extent of not establishing new dealers in locali-
ties where our present dealers may now be han-
dling our goods in a thoroughly satisfactory man-
ner; but, in any event, we shall not hesitate to
decline to recognize new dealers, who, in our
opinion, may be unnecessary for the good of the
trade."

MORE TROUBLE FOR MULTIPHONE CO.

Fresh Petition in Bankruptcy Filed Against
the Company Only Two Days After a Pre-
vious Petition Had Been Dismissed.

A petition in bankruptcy was filed on October
7 against the Multiphone Co., manufacturers of
slot machines, phonographs, etc., of No. 141
Broadway and No. 94 Vandam street, by H. &
J. J. Lesser, attorneys for these creditors;
George R. Cooper, $500; Press Clipping Bureau,
$10, and Joseph Timble, $3. on an assigned claim
of the New York Stencil Works. It was alleged
that the company is insolvent, made preferential
payments $2,000 and transferred merchandise
and accounts $2,000. Another petition in bank-
ruptcy filed against the company on May 11 was
dismissed only two days before by Judge Holt.
i\Ir. Lesser said that the company had paid the
creditors in that petition, but had not paid other
creditors whom he represented. Application was
made for the appointment of a receiver, but was
not acted upon until the company had an oppor-
tunity to be heard in the matter. Mr. Lesser
said he understood that the unsecured liabilities
are $40,000 over a mortgage of $70,000 to the
Carnegie Trust Co. and unencumbered assets
$10,000 to $15,000. The company was incorpo-
rated May 4, 1906, with capital stock of $1,000,
which was increased in February, 190S, to $200,-
000. It is said the machinery and plant cost
$200,000. Charles L. Cohn was appointed re-
ceiver for the company with a bond of $2,500.

THE TALKING MACHINE WORLD.

31

STRAIGHT TALK

MR. DEALER:

Was ''the needle" ever responsible for the sale of a Talking
Machine?

Did you ever find it necessary to exploit ''the needle" in order

to clinch the sale?

Was "the needle " ever the essence of a sale?

As a matter of fact, did you ever bring up the question of needles
at all, as an incentive to purchase ?

We think not — There was but one needle, hence no alternative.

Things have changed now and we will prove it:—

In the past few months, sixty - two high grade machines were pur-
chased by as many different new customers, from local and other dealers,
solely and squarely on account of the FIBRE NEEDLE.

Other purchases may have been made for the same reason, but we
have proof of these sixty-two.

Mind you, we have evidence that not one of these machines would
have been purchased had it not been for the FIBRE NEEDLE, and

Furthermore, each and every one of these new customers will not
hesitate to admit that the FIBRE NEEDLE was the very essence of
their purchase.

WHAT DOES THIS MEAN? It simply means that this new
needle has become a factor — a big factor — in the Talking Machine
business.

It means that customers are getting weary of listening to the
grind-stone accompaniment.

It means that they are awakening to the fact that they cannot af-
ford to have their expensive records torn to pieces.

It means a new era of pleasure and delight to all lovers of good
music, and

It means that YOU cannot afford to be without FIBRE
NEEDLES.

Try these needles — if you don't understand how to use them, write
to us and state exactly what trouble you experience, we will then set
you aright.

Your Jobber will furnish the goods.

B k H. " FIBRE MFG. CO.

208 E. KINZIE STREET CHICAGO, ILL.

32

THE TALKING MACHINE WORLD.

PHILADELPHIA'S BUDGET OF NEWS.

Trade Now on a Firm Footing — Jobbers Find
Orders Plentiful and Stock Scarce — The
Double-Disc Record Discussed — L. Buehn &
Bro. Open Branch in Harrisburg — Heppe's
Fine Display — New Herzog Cabinet.

(Special to The Talking Machine World.)

Philadelphia, Pa., Oct. 8, 1908.
Conditions in the talking machine circles in
this city have continued to improve for the last
month until to-day the trade stands on a firmer
footing and with hetter prospects than for over
a year past. At this writing, of course retail
business here is almost nil, on account of this
being "Founders' week," when the people are
spending nearly all their spare time enjoying the
sights, and what money is being spent goes into
the hands of the hotels, theaters, grand stand
operators and fakirs. This temporary lapse,
however, will not be without its effect for it is
doing wonders in stimulating fellowship and
arousing enthusiastic -love for the old Quaker
city.

Not a jobber here but who has orders stacked
up on all sides, the main difficulty being their
inability to get the goods. Every move of the
National Co. has been loudly applauded, espec-
ially that having to do with the new Amberol
records and attachments, but complaints are
made of delay in making shipments.

The matter of double-disc records continues
a matter of discussion. Columbia dealers and
jobbers seem well pleased and speak of the big
improvement in their business. On the other
hand Victor distributors and trade claim that
the public is now only too glad to pay the regu-
lar prices for single records and that it is best
to leave well enough alone.

One of the leading jobbers in talking of the
matter said: "At the present time and under
existing conditions the sale of records requires
a good deal of fioor work in order to please
customers. With the double-disc it will be multi-
plied a hundred-fold, for it will be next to im-
possible +0 suit a purchaser on both sides, and
that argument about one record free, while true
in theory, when it comes to putting it to prac-
tical demonstration won't hold water, for, say
what you will, if the record sells for 75 cents
the public will immediately figure that it is
paying 371-2 cents per selection, and talk all you
are a mind to, you can't drive the idea out of
their mind. But then what's the use of talking;
all one has to do is to study the European
market. The answer is emphatic enough."

Louis Buehn & Bro., of this city, have just
opened a new wholesale branch at Harrisburg,
Pa. This move is certainlj' an enterprising one
and demonstrates their policy of doing every-
thing in their power to help dealers. Through
the new branch they will be able to ensure
dealers in that locality better and quicker se'wice
than hitherto when all goods had to be shipped
from the Philadelphia headquarters, not to men-
tion the saving in transportation charges. This
firm are now carrying on an energetic campaign,
the result being that every day they are adding
new names to their lists and broadening their
influence and field.

One of the most attractive displays made on
Chestnut street, or In fact, in the city, during
"Founders week," were the handsome windows
of C. J. Heppe & Co. This company are pushing
their talking machine department as never before
and are displaying their stock on the ground
floor, making It much more convenient than
hitherto, and a prominent feature In their busi-
ness. J. H. Minges, who has charge, was for-
merly connected with the Musical Echo Co. and
al!-:o John Wanamaker's, of this city, and his
knowledge of the business, together with his
hustling ability, should do much toward raising
the monthly reports of his company. The Heppe
people have Just started an extensive advertising
campaign, locally, which is already netting them
big results.

One of the most gratifying reports -which It
has been the pleasure of The World to receive

for many a day, was that given out by the Penn
Phonograph Co., 17 South Ninth street, and
proven by orders now on file and those already
filled. In speaking of business conditions, Mr.
Miller said: "Never before have we felt so sure
of ourselves or so confident of the future ahead
of us. August business, as you notice," and here
he turned to the books, "was the largest of any
month but one we have enjoyed since starting up
in business. September proved equally as good,
and if it were not for the fact that we cannot get
the goods, October's business, just counting the
orders we now have, would smash all past
records. Nor do we think we are the only ones
that are feeling this increase, for from what
I hear, other jobbers and dealers are in the
same boat. If there is anyone who doubts what
I have said or is pessimistic as to the future of
the business, he only has to take a run through
this State and use his eyes."

H. A. Weymann & Son rejwrt a marked in-
crease of business in all their lines, especially in
talking machines. This company have just
brought out a very useful little article, which
every dealer should get in touch with. It is
called "The Dust-Proof Display Cover," and is
built for the Edison Standard, Home or Tri-
umph machines. Constructed of polished oak
and transparent celluloid, it fits neatly over the
tcp, keeping out all dirt and other foreign matter,
but displays all parts perfectly and lends a fin-
ished tone to the whole.

Chas. W. Miller, the oldest employe in point of
service in the firm of Louis Buehn & Bro. has
been justly rewarded for his fidelity and proven
ability by being appointed manager of this com-
pany's new wholesale branch at Harrisburg, Pa.
Mr. Miller has many friends in this trade, and
we feel certain that the choice will prove a most
wise one.

Louis Jay Gerson, in speaking for the Musical
Echo Co., was very optimistic over the outlook
and expressed the view that taken all in all
this trade was never on a firmer footing than
at the present time and all that was needed now
was proper support from the factories in the
matter of prompt shipments, and a little extra
ginger added to the selling force.

Manager Goldrup, of the Columbia Phonograph
Co.'s Philadelphia branch, expressed himself as
highly delighted with the manner in which
orders are coming in for the new double-discs.
In regard to their new indestructible records,
and the liberal proposition they are making the
trade, he reports more new exclusive business
than has been known in this oflSce for two years.

A HERZOG ANNOUNCEMENT.

The Herzog Art Furniture Co., of Saginaw,
Mich., whose record cabinets are so well known
and liked throughout the trade are desirous of
making the following announcement:

"On account of the new Amberol record just
brought out by the National Phonograph Co.,
and which is bound to have an enormous sale,
they have just perfected a most convenient de-
vice to hold the boxes in which the records
come and in which for best preservation they
should he kept. This device can also be bought
separately at a very small cost and installed in
all the old-style cabinets. A new improved sys-
tem for keeping disc records so that they cannot
possibly be damaged by rubbing has also been
perfected and can also be purchased for the old
style cabinets now in use. These improvements
will be incorporated in all this company's pro-
ducts hereafter, but while they let the trade
know of the change, they do not want to blazon
the fact too broadly in an advertisement and
thereby run the risk of tenii)orari!y hurting
the demand for those styles now possessed by
the trade, and therefore make the announcement
iri a quiet way. Further information should be
obtained direct."

The Continental Record Co., New Baltimore,
N. Y., have incorporated with a capital of $20,000,
to manufacture talking machines and records.
Directors: Benjamin I. Carhart, E. 0. Goodell
and J. C. Cady, Jr., all of New York.

TWO NEW SALTER GRAND CABINETS

Now Ready for Delivery to the Trade — Ideal
Cabinets for Disc Records — What the Manu-
facturers Say of the Salter Grand Cabinets.

(Special to The Talking Machine World.)

Chicago, 111., Oct. 9, 1908.
Talking machine dealers will be interested to
learn that the Salter Mfg. Co., of this city, have
now ready for delivery two styles of Salter grand
cabinets, cuts of ^hich are here shown. It is
claimed that the "Salter Grand" is a profitable

line to carry, for the reason that the moment
the dealer places one of these beautiful cabinets
on display in his store and advises his active
customers regarding them he will experience an
increased sale of disc machines. It should be

THE TALKING MACHINE WORLD.

33

TIMELY TALKS ON TIMELY TOPICS

understood distinctly that any make or size of
disc machines can be placed in these cabinets by
simply using a smaller horn.

In a heart-to-heart talk with the many cus-
tomers of the Salter Mfg. Co., the inventors of
the "Salter Grand" say:

"Every one of your disc customers ought to
have a cabinet of this kind, for the reason that
it obviates the necessity of setting the disc ma-
chines on table or stand when they wish to
give an entertainment to a party of friends, and
after the evening is over, place the machine in
some obscure closet or corner. This is not so
where a 'Salter Grand Cabinet' is used. The
talking machine, being placed inside of the cabi-
net, is kept free from dust, and it always
has a place. Secondly — ^The 'Salter Cabi-
net' is handsomely finished and has the appear-
ance of a beautiful music cabinet, and by simply
opening the door on the front of the cabinet and
starting the machine going, the instrumental or
vocal music is reproduced with all the volume
your customer may desire, at the same time any
foreign sounds are entirely eliminated by the
clever arrangement of the almost invisible wire
screen in the front of the cabinet. It all leads
up to the result that your customer is proud of
having something unique and different from his
neighbor. Last but not least, in addition to being
a receptacle for the talking machine, it has the
combination of space for 100 disc records. This
is a particularly strong selling point with these
cabinets. The two vital points that will appeal
to your prospect customer are:

"First — That they have an enclosed receptacle
for the talking machines. Second — An enclosed
compartment for the records."

The Salter Mfg. Co. are decidedly strong on
new things this fall. Their latest is a handsome
line of disc and cylinder cabinets, illustrated in
this issue and which possess unique features.
The disc cabinets present a radical departure
from the conventional in that the records are
plac«d flat in the cabinet. The shelves are cov-
ered with soft felt to prevent scratching, and
there is a shelf for each disc. This cabinet was
devised by the Salter Co. on account of the de-
mand by many dealers who declared their rec-
ords warped when standing on edge. The one
record in a compartment idea is, of course, par-
ticularly desirable in view of the introduction
in a large way of the double-faced record. Their
new cylinder cabinets also possess non-scratchable
and non-breakable features, in that the records
are placed on the shelves in cartons, and each
carton has a little compartment for itself.

HANDY FOE FILING AND CATALOGING.

Now that the double-disc record is realized, the
Eureka Library Cabinet, one of the specialties
of the Douglas Phonograph Co., Inc., New York,
recommends itself for filing and cataloging. It
is a most practical cabinet, combining accessi-
bility and protection. With the Eureka Library
Cabinet there is a place for each record and each
record in its place. The possibility of readily
locating any desired record and returning such
record to its proper place without error, are the
features of importance. It provides a separate
and definite place for each record, and every
record filed is protected against damage or dust,
prolonging the life of the record and its perfec-
tion of reproduction.

"STARS" THAT SHINE AND SING.

The Hawthorne & Sheble Mfg. Co., Philadel-
phia, Pa., are putting forth a line of machines
and records which are meeting with lively de-
mand. Their latest models in Star machines
have greatly interested dealers and, as a result,
increased orders are reaching the big Philadel-
phia concern.

The Star records are also steadily growing in
popularity with the dealers. The Hawthf-ne &
Sheble line, which Includes talking machine, rec-
ords and supplies, is a comprehensive one, and it
is playing an important part In the talking ma-
chine distribution for 1908.

As a test of salesmanship the territory of
Long Island, N. Y., is given the palm for being
the "toughest" in the country, bar none. The
gentlemanly trade ambassadors whose profes-
sional duties take them to that section tell some
rueful stories of their experiences. Being so
close to New York, of course. Long Island is
literally overrun, not only by representatives of
the manufacturing companies, but from the job-
bing houses also. They follow in each other's
footsteps so closely that one is almost in sight
of the other ahead, and it is a clear case of su-
perior generalship to get an order. Even auto-
mobiles are brought into use, and the latest
from that "seat of war" is that the auto man
somehO'W beat the rest of the travelers in com-
ing behind them and picking up the most desir-
able orders. The machine must have impressed
the Long Island dealers, for they "coughed up"
easy. Perhaps this may turn out to be a sug-
gestion worth adopting.

Elsewhere appears the emphatic denial of W.
B. Gilmore, former president of the National
Phonograph Co., Orange, N. J., that he intends
re-entering the talking machine trade as the
head of a disc record manufacturing concern.
He apparently makes himself clear on this point,
and a close friend of his contributed further
details to the subject when he said to The World:
"Mr. Gilmore has been approached by a number
of persons since getting back from Europe with
projects of a talking machine nature, but he has
turned them all down in the most peremptory
manner. I have known his views on this mat-
ter before he went abroad and I was satisfied
his future would not be in this business again.
Of course, Mr. Gilmore has said in connection
with these rumors that should anybody hand him
a real soft thing in the line he would take it
up. Otherwise, not." No one questions Mr. Gil-
more's word, but sometimes strange events have
occurred at the most unexpected times.

Last month a lot of Victor and Edison ma-
chines were auctioned off in New York city in
the nature of a "fire sale." They were adver-
tised openly, but doubtless the quantity of goods
was too small to call for any action on the part
of the manufacturers to enjoin the sale. An-
other "auction" case occurred recently in Pater-
son, N. J., in which Taft and Bryan records were
about to be disposed of, though no one but the
auctioneers seemed to know where they came

from. That, however, was immaterial, but the
National Phonograph Co. immediately secured a
temporary enjoining order on September 3, on
which argument to make it permanent was
heard by Judge Crass, of the United States Cir-
cuit Court of New Jersey. An officer of the com-
pany, in discussing the suit, said that "licensed
auctioneers believe they can sell anything at any
old price, but they will be brought to a realizing
sense of their true position by the application
of the rule covering the sale of patented articles,
to which the entire trade have bowed under its
enforcement by the United States courts. These
Taft and Bryan records of ours are in active
sale, and unless we have the auctioneers perma-
nently enjoined it will be detrimental to every
dealer in the land."

In one of the mechanical feed machines that
will soon be placed on the market the turntable
and record thereon follow the reproducing point
or needle. The contrivance is claimed to evade
the Berliner patent, which provides for the
sound wave line absolutely controlling the move-
ment of the needle. This is a reminder of what
one of the United States judges recently laid
down as a rule in one of the talking machine
cases argued before him, namely: That if an
appliance was devised to get around a patent
and had accomplished its elusive purpose, it
was no less an infringement. That is a broad
interpretation, but is conceded to be just.

Not long since Mrs. Thomas A. Edison called
at Chas. H. Ditson & Co.'s, the leading retailers
of musical mei-chandise in New York, to buy a
'cello for a young friend of hers connected with
the church she attended in Orange, N. J. H. L.
Hunt, the manager of the department, waited
upon the wife of the distinguished inventor of
the phonograph, and the lady was an extremely
interesting customer. She asked all sorts of
questions, and many of them about the various
instruments, and in being shown through the
several floors occupied by the firm she came to
the section devoted to talking machines. At once
she noticed that only the Victor line was handled,
and asked Mr. Hunt why the Edison goods were
not sold, when she said: "So you do not handle
the Edison phonograph! Now, I came in to buy
a 'cello for a young friend of mine, but as you
have the Victor machines and records only, I
should not even come into your store." Mrs.
Edison, however, ordered the 'cello sent to
Orange.

A GIANT!

Our Smallest Revolving Rack

THE MONARCH MIDGET IS
OUR GIANT SELLER

Here it is and it can speak for itself in appearance
and convenience. Is but 37 inches high and 20
inches square, yet it holds 200 Cylinder Records.
^ Can be set up on the counter adjacent to the
machine, so that salesmen may face the customer
all the while ; as the rack holds about an eight
months' assortment of records, it is sufficiently
extensive for use when demonstrating. Is very
popular in homes — you can sell numbers of them
to those who own machines. The neat appearance
of the rack on your counter will attract customers
and its convenience will appeal to them at once.

PRICE TO DEALERS. $10.00
Order from your jobber — he has them

Canadian Representatives

The R. S.WILLIAMS & SONS CO.

TORONTO and WINNIPEG

Syracuse Wire Works

SYRACUSE, NEW YORK

34

THE TALKING IMACHINE WORLD.

Columbia Double-E
Indestructible C

Another message to dealers,
especially those who handle Edison,
Columbia and Indestructible
Cylinder Records.

Our Fall campaign is now com-
plete, and we hereby notify you
that you will never see a better
time to sit up and take extra
notice !

We have taken over the In-
destructible Cylinder Record.

Hereafter it is the Columbia
Indestructible Cylinder Record !

Our new holdings comprise the Indestructible Record Company's
entire business — plant, patents, good-will, franchises and laboratories —
and with these laboratories are included all the progressiveness and skill
that have built up and met the fast increasing demand for a cylinder
record purer, clearer and more brilliant in tone, and at the same time
indestructible. Supplementing the years of experience behind the work
of the Columbia laboratories, the future of the Columbia Indestructible
Record is full of promise.

These Columbia Indestructible Cylinder Records will be manufac-
tured in our new plant at Albany, N. Y. — the regular Columbia Double
Disc XP and BC Records being manufactured at Bridgeport, Conn.,
as heretofore. The present repertoire consists wholly of the gems of
talking-machine selections — a splendid list of the most desirable, care-
fully chosen and attractive numbers. New numbers, at least 24 selec-
tions, will be added to the Columbia Indestructible Record Repertoire
monthlj'. Dealers who have been handling the Indestructible line can
count on being taken care of better than ever.

DEALERS WHO MAY HAVE BEEN JUDGING THE INDE-
STRUCTIBLE RECORDS WITHOUT INVESTIGATION SHOULD
TAKE THE VERY FIRST AVAILABLE OPPORTUNITY TO
HEAR ONE OF THEM PLAYED ON A MACHINE EQUIPPED
WITH THE INDESTRUCTIBLE EXTRA-TENSION REPRO-
DUCER. When you have gone that far, there's no room for argument
— they are simply beyond comparison among cylinder records.

The Columbia Indestructible Cylinder Record means as much to
owners of cylinder machines as the Columbia Double-Disc Record means
to owners of disc machines.

Indestructible is a true word — although this feature is entirely sec-
ondary to tone qualit}'. Thej' won't break, no matter how roughly they
are used; they won't wear out, no matter how long they are played.
The three-thousandth reproduction is as full, clear and perfect as

Columbia Phonograph Company, I

THE TALKING MACfflNE WORLD.

35

:olumbia

the first. One indestructible Record has been played every day for
a solid year, and at the end of that time it showed no evidence of
wear, no deterioration of tone. They can be mailed as readily as a letter
• and climatic conditions do not affect them — wet or dry, hot or cold.

All this would be reason enough for their sensational popularity.
On any machine, with any reproducer, their tone is equal to that of any
cylinder record — but with the special Extra-Tension reproducer, which
we provide to fit any make of cylinder machine, their tone is incom-
parably fuller, purer, clearer and more brilliant than any other cylinder
record made. The Columbia Indestructible reproducer brings out every
detail of the record, and sends it through the horn of the instrument in
a superb volume of sound never before heard on a cylinder machine of
any make.

The Extra-Tension reproducer will be supplied for attachment to
Columbia and Edison machines as before, and at the same price — $3.00.

Heavy advertising will at once begin — and the already healthy and
strong Indestructible Record business will be sure to double up in no
time.

We told you a little while ago to keep your eye on Columbia an-
nouncements— and we hope you are doing it. Certainly we would recom-
mend to all dealers that they be in no haste to bind themselves hand and
foot by meeting the arbitrary demands of another company until they
have thoroughly investigated the unprecedented advantages we are now
prepared to ofifer in the exclusive handling of Columbia products, with
exclusive selling rights. We have now placed before you and your
customers a complete line that makes you independent of any manufac-
turer on earth; Columbia Disc and Cylinder Graphophones, Columbia
Double-Disc Records and Columbia Indestructible Cylinder Records.

PRICE — Columbia Indestructible Cylinder Records, 35c.

Regular Columbia Discounts Apply

This ought to be news enough
for one day — coming on top of
our sensational and already im-
mensely successful announcement
of Columbia Double-Disc Records.

It ought to be plain to you by
this time that our plan of exclusive
handling of Columbia Grapho-
phones and Records means some-
thing.

It ought to be clear to you now,
that the exclusive selling rights for
Columbia product in your locality
arejust about ripe enough for some-
body to pick — and that it can't do
any harm to make inquiries at least.

til, Tribune Building, New York

I

36

THE TALKING MACHINE WORLD.

A LIVELY "TALKER" DEBATE.

Two Spokane Men With Opposite Political Af-
filiations Make Things Lively for Awhile by
Reproducing Records of the Two Leading
Candidates Interspersed With Pertinent
Musical Selections — Neighbors Butt in and
Break Up the Debate.

(Special to The Talking Machine World.)

Spokane, Wash., Sept. 30, 1908.

Political oratory, consisting of extracts from
campaign speeches on various national issues by
William Howard Taft and William Jennings
Bryan, uncanned in phonographs, instrumental
selections and topical songs, also of the "canned"
variety, were the weapons employed in a day-
light duel fought in Spokane, Wash., recently.
The participants were Frank L. Graham, who
learned the first lessons in democracy back in
Missouri late in the '80s, and George W. Leonard,
formerly of upper New York, where he served an
apprenticeship in the Republican ranks during
Roosevelt's regime as governor.

The affair, probably the most unique and novel
in the history of politics in the Pacific north-
west, was pulled off in the residence district on
the north side of the town, and was witnessed by
several hundred persons, attracted to the scene
when the machines started to grind out the two
candidates' comments upon the questions of the
hour.

There was no oflBcial referee, no' seconds nor
bottle-holders at the outset, but as the personal
views of the standard-bearers slid out of the
horns and hit the atmosphere, the lines of par-
tisanship were quickly drawn and it required
only a count of noses to take the straw ballot.

The forces were pretty evenly divided and
though no decision was reached, the followers
of Bryan declare their man got under the Ohio-
an's fifth rib on the railroad and trust questions,
while the Taft men claim the honors because of
their leader's direct appeal to the farmers, and
his plea for postal savings banks as governmental
institutions.

Bryan also scored with his remarks on the
popular election of senators. This was tried in
this State at the direct primary election, Sept. 8,
and proved satisfactory. Taft evened matters
when he pictured in words the conditions which
necessitated certain reforms advocated by the
President, speaking also of the functions of the
next government.

Graham and Leonard, who are recent arrivals
in Spokane, met in the Spokane theater several
weeks ago, when J. G. Phelps Stokes, of New

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York, talked two hours on "The Adaptability and
Reasonableness of Socialism." They occupied ad-
joining seats and struck up an acquaintance,
learning that they occupied apartments almost
opposite each other. They were in the audience
in Masonic Temple a week later, when Eugene
W. Chafln, of Chicago, prohibition candidate for
the presidency, told of cleaning up the city of
Washington in the event the national water
■ wagon route is established.

They also heard Eugene V. Debs in the State
armory the night o'f Sept. 17. That was the be-
ginning of the trouble. Every time Debs upper
cut the Republican party Graham was liberal
with his applause and blistered his hands by
energetic clapping, and when the Terre Haute
man swung right and left on the Democrats,
Leonard rose in his chair and cheered till he
was almost black in the face. The climax was
reached when the chieftain of the Red Special
hooked both candidates and figuratively bumped
their heads together.

Bing! And then some more bings. Hot words
were passed and the two men used unparliamen-
tary language until they reached the street,
where they were literally swept off their feet by
the surging throng waiting to get a near view
of Debs.

The following day Graham laid in a half dozen
records by Bryan, and on seeing Leonard in his
room across the street, he switched the horn of
the phonograph out of the open window and
turned loose the boss Democrat's views on the
tariff question.

Leonard took down his E-fiat comet and blew
"Throw Out the Life Line." Graham retaliated
with Bryan's argument for publicity on campaign
contributions, and his erstwhile friend over the
way whistled, "Every Little Bit, Added to What
You've Got, Makes Just a Little Bit More."

This seemingly angered Graham and he ad-
journed the session by slamming down the win-
dow and drawing the blinds. When he saw this
move Leonard slipped down the back stairs, and
going to town he bought a phonograph and a
supply of Taft records and songs, which were
carted to his rooms the same afternoon. This
move did not escape Graham's eagle eye. Scent-
ing an argument, he lost no time in hunting up
more Bryan cylinders.

While on the way to the store Graham met
Leonard, who was carrying home an extra horn
and a bundle of discs.

"I'll get even, old boy," Leonard said, in a tone
bordering on the melodramatic.

"That's a challenge! I accept; phonographs as
weapons," was Graham's quick reply.

"When?"

"Now!"

"Nothing barred?"
"Suits me."

Challenged and challenger parted without
further parleying and 10 minutes later Leonard
begun hostilities with a series of bugle calls,
which was followed by the opening bars of
"Somebody's Waiting for You." Graham came
back with "I've Got My Fingers Crossed; You
Can't Touch Me," switching quickly to "Just Be-
fore the Battle, Mother."

Leonard's first lunge after the preliminary
fiddling was in Taft's position on the rights and
progress of the negro, in which the judge says
he stands squarely upon that plank of the plat-
form which declares in favor of justice to all
men, without regard to race or color.

Graham sent over a hot one in the shape of
the chorus of a coon song, beginning, "Somebody
Lied."

Leonard's thrust was also a song number, en-
titled, "Who? Me?"

"You Ain't the Man I Thought You Was," were
the words sung out full and strong by Graham's
machine.

Then Leonard slipped in a cylinder marked,
"I'm Old but I'm Awfully Tough."

This bit of repartee was heartily enjoyed by the
crowd which had gathered In the meantime, and
the two combatants went at it hammer and tongs.

When the wheels In Graham's machine re-
sumed their whirring, the voice of the sage of

Lincoln was heard with all its sarcasm at the
expense of the defenders of the protective tariff.
After reviewing events leading to the raising of
the tariff following the war and declaring that
the party demanded reduction, as the "infant in-
dustries" were not only able to stand upon their
feet, but also walk all over everybody else's feet,
Bryan continued:

"This tariff plank of the Denver convention
not only demands "

But the voice never finished the sentence, as
Leonard started full blast with the "Merry Ha
Ha" song, which scored, and he followed this
up with Taft's declaration that the democratic
policy presents the restoration of prosperity,
adding:

"Such a course as taking the tariff off on all
articles coming into competition with the so-
called trusts would not only destroy the trusts,
but all of their smaller competitors."

Graham responded with the chorus of Murry
K. Hill's droll song, "Oh, Glory!" in which the
Bryanites joined with vigor.

The Leonard cylinder was well into the judge's
review of the progress of the peoples of our for-
eign dependencies, when the din ceased, and be-
fore another interruption came the phonograph
had spouted these words:

"It would be cowardly to lay down the burden
of bringing education and happiness to the mil-
lions of people until our purpose is achieved."

"Imperialism!" cried an excited man, as Gra-
ham reached for a fresh record, adding: "Let's
hear what Bill Bryan says about that."

Short, though full of meat, were the sentences
that issued from the Democrat's horn. Bryan's
voice declared that the Republican, party has
never dared to admit its imperialistic purpose,
"and yet," it was added, "it is administering a
colonial policy upon a theory utterly opposed to
that of self-government." .=

Leonard's retort was a song, ftie chorus of
which announced that "Mother Hasn't Spoke to
Father Since."

At this point a score or more phonographs in
the neighborhood were turned loose and a clash
was threatened, when one machine, louder than
the rest, broke in with "For the Red, White and
Blue." Then someone started "You're a Grand
Old Flag." The strains were taken up by the
crowd and the unique duel was at an end.

SIDE LINES THAT PAY.

Now Is the Time When Talking Machine Deal-
ers Are Apt to Consider Profitable Additions
to Their Business — Why Small Musical In-
struments Should be the Logical Selection —
An Interesting Chat Upon This Subject With
Mr. S. Buegeleisen.

This is about the season of the year when
talking machine dealers give some thought to
the selection of a line to sell in conjunction with
talking machines. The problem, if it may be
called such, solves itself in the fact that nearly
every live musical instrument dealer sells talk-
ing machines, and therefore it holds good that
every talking machine man should sell musical
instruments. No extra effort is required to estab-
lish a paying trade. Every other customer for
talkers and records is also an instrumentalist,
and it's like turning customers away not to
have in front of them the goods they use.

One would have to look far and long to un-
earth a more appropriate line for talking machine
dealers to handle than musical merchandise, i. e.,
violins, bows, strings and trimmings, accordeons,
guitars, mandolins, and the ever popular and
irrepressible harmonica. Those who want these
instruments just as naturally turn to a talking
machine dealer for supplies as to a department
store when wearing apparel is wanted. Further-
more, and from the viewpoint of the dealer,
musical instruments is the ideal line. For obvi-
ous reasons they will bring to the store the finer
class of trade, something which every merchant
aspires to control.

Now let us look into the question of demand.
A trade authority, none other than S. Buege-

THE TALKING MACHINE WORLD.

37

leisen, principal of the firm of Buegeleisen &
Jaoobson, the prominent importers of musical
merchandise, at 113-115 University place, New
York, observes — and his statement is strongly
supported by the facts in the case — that every
day is the season for musical instruments; that
.there is never any great diminution in the
Remand, even during the summer months, for
it violins don't "go" fast enough in this period,
Ijhere are strings, ^ceordeons, harmonicas, etc.,
Ijhat fill up the gap to overflowing, almost. How-
lever, during the long span that begins with Sep-
tember and ends with April, the stay-at-home
period when one looks largely to himself or
those about him for entertainment and amuse-
ment, the call is most pronounced for good
violins, bows and strings, with a dash of all
Other instruments to boot. So it may be seen
that a healthy trade can 'be built up providing,
always, that the right line of merchandise is
handled.

"The chief thing after all," says Mr. Buege-
leisen, "is the price. Money talks, no matter
where you are or who your man is. Those who
know, beside wanting something good, want that
something good cheaply. The 'get ahead' mer-
chant in any branch is the one who can consist-
ently deliver the goods along these lines. This
fact was strongly impressed upon all concerned
recently when a talking machine dealer way
down East, who followed the advice contained in
our World advertising and put in a full line
from Durro violins to Duss band harmonicas
without a break. He soon attracted the atten-
tion of the local talent, who immediately recog-
nized the artistic excellence of the goods and
were not slow to appreciate the lowness of the
prices he was selling them at, at the same time
with immensely fine profits to himself."

Mr. Buegeleisen insists he is not talking dispar-
agingly of novelties and knick-knacks in sug-
gesting the featuring of musical instruments;
the more novelties the merrier, he says, but the
logical addition to the main line should not be
neglected.

ENDORSES THE WORLD.

Leading Talking Machine Man Endorses This
Publication — Says It Is Worthy of Support.

THE RECORD SITUATION.

One of the directing heads of a large talking
machine manufacturing enterprise remarked the
other day: "I have been much interested in the
growth of the Talking Machine World and to my
mind this industry is especially favored in hav-
ing a journal conducted on such broad lines,
which is evidently doing so much for the trade
itself. It only shows what concentration will do
and the Talking Machine World ranks favorably
with any trade publication in the world.

"I have been looking over some of the music
trade papers and I find that the World surpasses
nearly every paper in that particular field, and
still it is published in a limited industry. When
the World first appeared, my associates and my-
self were somewhat skeptical as to its success,
hut it has demonstrated a power that has sur-
prised us and I believe that so long as the in-
terests of this industry are served in such a fair
and straightforward manner the trade profits by
concentration upon one publication, rather than
to have two and three nondescript sheets.

"It is such a publication which impresses
people with the importance of the industry and
it must be encouraging to dealers as well as job-
bers and manufacturers. The World for me
every time, and what money we spend in trade
publications I feel is infinitely better concen-
trated in such a paper as the Talking Machine
World than divided among several publications."

GEO. W. LYLE'S GREAT TRIP.

A POPULAR STYLE OF CABINET.

One of the leading styles of talking machine
record cabinets made by the Rockford Cabinet

George W. Lyle, general manager of the Co-
lumbia Phonograph Co., having brought to com-
pletion the company's program for the coming
season, left New York, October 7, for a business
trip of several weeks, during which he will cover
the entire country from coast to coast. Mr. Lyle
intends to secure a first-hand "line" on trade
conditions in every section.

Immediate results from the company's recent
announcements to the trade, Mr. Lyle states,
have been astonishingly satisfactory and promis-
ing. His desk has been piled high every morning
with mail from dealers al-
ready established and for
prospective talking machine
dealers who have evinced the
greatest enthusiasm regard-
ing the prospects for large —
and what is more important
— profitable business in Co-
lumbia double-disc records
and in Columbia Indestructi-
ble cylinder records.

Mr. Lyle says he is keenly
satisfied with the quick en-
dorsements, received from
dealers in every state, of the
Columbia Phonograph Co.'s
plan of arranging for the ex-
clusive handling of Columbia
goods by dealers who are in
return granted exclusive sell-
ing privileges.

Co., of Rockford, 111., is their most recent pro-
' duction, a cabinet with circular shelves, hung on
a pivot at the left of the door. The shelves are
supported on individual pivots and any one may
be swung out separately, thus permitting easy
access to the records. The cabinet contains five
shelves each capable of holding thirty-seven rec-
ords, and is beautifully finished throughout. For
those who prefer to keep their records in their
original cartons the shelves are supplied with
supporting strips around the edges and each will
then accommodate forty records.

Paul H. Cromelin, of New
York, spent the past week in
Berlin conferring with the
American Association of Commerce and Trade,
which has appointed him its official representa-
tive on the newly formed National Council of
Commerce at Washington.

Conrad Gradner, father-in-law of John Herzog,
of the Herzog Furniture Co., Saginaw, Mich.,
ilied recently in that city. He was highly
esteemed in both business and social circles,
and his death was lamented by a host of friends.

New York Jobbers Meet and Discuss the Double-
Faced Record — Write the Victor Co. Who
Refuse to Make the Changes Suggested by
the Jobbers — Matter Now Considered Closed.

Pursuant to the call issued by J. Newcomb
Blackman, a member of the executive committee
of the Talking Machine Jobbers' Association, a
meeting of the New York jobbers was held Sep-
tember 26 to consider the record situation. The
following concerns were represented at the meet-
ing: The Blackman Talking Machine Co.; Lan-
day Bros., Inc.; the American Talking Machine
Co.; Stanley & Pearsall; Benjamin Swltky;
Jacot Music Box Co.; S. B. Davega Co., and the
Victor Distributing & Export Co.

The members lunched at Kalil's Park Place
restaurant, while they discussed the present rec-
ord situation, the New Yorkers expressing them-
selves as opposed to the double-faced record. It
was argued that the life of the double-faced rec-
ord would be short in this country, and a letter
was sent to the Victor Company, suggesting that
a higher retail price be placed on the double-disc
record.

Responding to this letter, the Victor Talking
Machine Co. politely but firmly declined to take
such action. A brief letter received on October
5 by Chairman Blackman, the local member of the
executive committee of the National Association
of Talking Machine Jobbers, stated that after due
and careful consideration, and looking at the
matter from all sides, they saw no reason to
change their policy, and thought the course they
had pursued regarding the price of the Victor
double-disc record was the proper one and there-
fore it would remain unaltered and as originally
announced.

'Siegfried Aal has resigned as manager of the
Zed Co., New York.

Geo. N. Ornstein, manager of the Victor Talk-
ing Machine Co.'s selling staff, was in New York
recently calling on the distributors. His opin-
ion ofr the fall trade was most optimistic.

manager: WANTED

For the retail talking machine department of
a large southern piano house, Victor and Edison
represented. Must have good ability as a sales-
man and must come well recommended. Address
Box 400, care of Talking Machine World, 1
Madison avenue, New York.

A mechanical expert of 10 years' experience in
the raanufacture and recoTding of disc records
is now open for an engagement; no objection to
going abroad. Address Box 302. Talking Ma-
chine World, 1 Madison avenue, New York.

Experienced traveler, familiar with all cylin-
der, disc machines and records. Factory, general
oifice, wholesale and retail experience. Capable
of holding any position where expert demonstrat-
ing and salesmanship are required. Salary mod-
erate. R. E. C, care of Talking Machine World,
1 Madison avenue. New York.

"^auesmajT^oIp^^

Man with wide Euroipean experience in talking
machine trade, also with thorough knowledge of
American conditions, wants position as salesman
for factory of jobber. Full of ideas and has
power of initiative. Address B, care of Talking
Machine World, Room 806, 156 Wabash avenue,
Chicago.

SALESMEN VVANTED

'A thoroughly experienced man in the Edison
and Victor lines, one who can show results of a
satisfactory nature in previous work. Sitate
references and salary expected. Address Confi-
dential, care of Talking Machine World.

On account of leaving city, we will sell our
jobbing business, wholesale and retail, of Colum-
bia goods, inventory about $4,000. Will sell right.
Splendid opportunity for a good man. Popula-
tion, 100,000. Address Box 48, The Talking Ma-
chine World, New York City.

38

THE TALKING MACHINE WORLD.

A WORD WITH YOU

MR. TALKING MACHINE DEALER

(J No doubt in these times you are looking for profitable side lines — lines
which will pay you liberal profits and be quick sellers! The Moco"
line is it " in the truest sense.

(JWe have spent years in catering to the needs of the talking machine
people, and therefore know just what may be handled in a satisfactory way
in conjunction with talking machines.

q Take our CREMONA ELECTRIC COIN OPERATED PIANO. There is nothing
so satisfactory on the market. There are ten pieces of music in every roll
instead of five, which is usually the case with other players. The Cremona
player will help you to coin dollars. It will make money while you sleep.
Do not overlook this, because if your competitor gets it, he has at once
an advantage over you in money-making products.

([[ Here is another side line that is a wonder — take our ELECTRIC PEERLESS
VACUUIVI CLEANERS. Do you know that you can make your place a
rendezvous for the ladies of the household when they know that you have
these cleaners in stock ? They are the latest and the best. We have them
either operated by electric power or hand power, alternating or direct
currents, and with the Peerless Cleaner you can help out your talking
machine trade and make good money out of the cleaner as well.

(JThen, for other lines, we have the PEERLESS TALKING MACHINES—
splendid products they are. PEERLESS MISSION LAMPS— good sellers.
The VITAK HOME MOVING PICTURE MACHINES delight and enthuse many
a family. SCAREAWAY BURGLAR ALARMS, without batteries or wires, will
sell and show a good profit.

([[ Now, if you will take up any of these propositions with us, we can show
you quickly how you can increase your profits, and that is what most
dealers are in trade for. Recollect, we are not speaking over-enthusiastically.
We know the situation, and we know the talking machine men can carry
any and all of these lines without increasing their expenses, and they will
find them mighty convenient to help to cover overhead charges. The
longer you delay in investigating our claims the longer you are deprived
of good profits that await you.

MANUFACTURERS OUTLET CO.

™. rrr.?:":! 271 Broadway, New York City

THE TALKING MACHINE WORLD.

39

FROM OUR CHICAGO HEADQUARTERS

ROOM 806, NO. 156 WABASH AVENUE, E. P. VAN HARLINGEN, MANAGER.

New Attachments, New Records, New Policies,
Etc., Keep Talking Machine Salesmen in
Throes of Brainstorms — New Features Be-
lieved to Marl< a Decided Advance in Trade
Methods — Many Dealers in Town — New Bur-
son Automatic Brake for Disc Machines
— How Dealers Regard Business — Wurlitzer
Co. Publish New House Organ — Geo. E. Gris-
wold Retires from Lyon & Healy Employ —
National Democratic Committee Endorses
Columbia Bryan Records — Edison Amberol
Records Create Furore in Trade — From Mil-
waukee— Fine Department at Rothschilds —
Other News of the "Talker" Trade in the
Windy City Carefully Chronicled.

( Special to The Talking Machine World. )

Chicago, 111., Oct. 10, 1908.

The Chicago talking machine trade is in the
throes of a veritable brainstorm. If a vivi-
sectionist could operate on the gray matter of the
average manager or salesman he would find it
stuck through with strange-looking objects,
variously labeled the "double-face record prob-
lem," "exclusive territory policy," "modified ter-
ritorial policy," "the four-minute record that
didn't arrive on tiirie," etc., etc. Moreover, sev-
eral of the bright minds of the trade are said to
be busy on profound essays on "the deluge" — of
new talking machine cabinets.

Seriously, this multiplicity of new ideas, new
plans and new inventions is likely to prove a
vast benefit to the talking machine trade this
fall and winter, as they stir up the trade waters
and excite new Interest on the part of dealers,
merchants who are likely to become dealers
and the general public in the talking machine
proposition. Certain it is that wholesale busi-
ness is picking up, and that quite materially. It

is prone to come in spurts, but it's coming, and
everybody looks for a big increase in volume as
soon as we experience anything like settled cold
weather.

A pertinent illustration of the effect of weather
on the trade has been given the past few weeks.
Trade has fluctuated with varying temperatures
to a remarkable degree. We had a few days
of really cold weather and sales shot right up,
then a cold day was succeeded by a warm one
and business fell off simultaneously. Everybody
feels confident of a good trade locally, beginning
about the time that storm windows make their
appearance.

Among the visiting dealers the past month
were A. O. Arnold, of the Arnold Jewelry & Music
Co., Ottumwa, la.; M. M. Marrin, Grand Rapids,
Mich., and Col. P. B. T. Hollenberg, Little Rock,
Ark.

Burson & Co. will soon be on the market with
a new model of the Burson automatic brake for
disc machines. It clamps on the arm of the
machine, only two thumb-screws used in applying
it to the talker, and there are no close adjust-
ments to make. The one design will work per-
fectly on the Victor, Columbia and Zonophone
machines, including all types of each make.

Arthur D. Geissler, general manager of the
Talking Machine Co., is greatly pleased with the
way in which business is developing this fall.
He is greatly surprised at the large proportion
of Victor-Victrolas and of the higher-priced types
of the Victor machines that are being ordered.
He anticipates great things from the new line
of cabinets "that match," which is described else-
where in this issue.

Amberol V. Chandler is very enthusiastic re-
garding the future for the new Edison four-
minute record which bears his name.

L. S. Sherman, of Sherman, Clay & Co., San
Francisco, again visited Chicago a couple of
weeks ago, this time on his return from the
East. One of his business acquaintances took
Mr. Sherman on an automobile trip, and the San
Franciscoan left for the coast very enthusiastic
regarding Chicago's magnificent park and boule-
vard system.

The Chicago branch of the Rudolph Wurlitzer
Co. is out with a bright little house organ, with
the caption "Wurlitzer's Victor News," No. 1 of
Vol. 1 bears date of September 28, and the per-
usal of its pages reveals the fact that its mis-
sion is to the retail customers of the Chicago
store. It starts off with a graceful salutatory.
This is followed by a thrilling editorial on
William H. Taft and his attitude on the subject
of a window display in the Cincinnati store.
The news columns contain a double-headed news
item concerning William Jennings Bryan, and
there are other sensational specials. The mu-
sical critic reviews the October records to the
extent of a column and a half. There is only
one criticism to be made on the new aspirant
for journalistic honors, and that concerns the
absolute lack of poetry. There are plenty of
poets in disguise around the Chicago house of
Wurlitzer, and it is to be hoped that they will
get busy before the next issue of the News goes
to press.

George E. Griswold, who has traveled from
here to the coast for Lyon & Healy for the past
forty years, has retired from that great house.
Mr. Griswold has made no plans for the future.
At any rate he intends to take a much-deserved
rest for the next five months and intends to take
his family on a visit to the Pacific coast on
November 1, spending some time at San Fran-
cisco, Los Angeles and other points. Naturally,

? its ^ i I

THE ECOIVOMY
RECORD RACK

FOR HOME USE

A Radical Departure

Marks a Ilevolution in Home
l^ecord Storage

No handling of several records
to get the one you wish.

The index number leads you
direct to the record you want.

The characteristics are neatness,
cleanliness, portability and great
utility.

RETAIL PRICES

Rack for 10-inch Records . . $3.50

Rack for 12-incb Records . . 3.75

Rack for Insertion m Cabinet . 1.50

Especially Adapted for the Double Face Discs

Can be either placed on under
shelf of table or suspended from
picture moulding ; or is adapted by
special fixtures for insertion in ex-
isting cabinets.

The Perfection is a rack similar
to the Economy but less ornamental
and therefore cheaper. Price $1.50,
for rack holding lo-in. records, $1.75
for i2-in. rack.

R. H. JONES

Patentee and Sole
Manufacturer

117 Bryan Place, CHICAGO, ILL.

40

THE TALKING MACHINE WORLD.

"The Cabinet Tlrat IVIatclnes"

ANNOUNCEMENT
EXTRAORDINARY

What we have all waited for and what you, Mr. Dealer, have needed. No
excuse now to sell just a machine and records. Sell an outfit — a "Victor
Outfit." We make these cabinets, you will recognize our guarantee. Order
one, open it up. If you don't agree with us in our claim of superiority, return it at our expense.

A cabinet for each Victor machine, and each machine absolutely fits. Oak cabinets, quarter sawed,
finished inside and outside and all four sides. An ornament in the middle of the room as well as up
against the wall. Top slides for holding records. Mahogany cabinets, veneered and piano finished.
Your regular discount applies and you don't pay a middleman's profit.

CABINET

Golden Oak only, finished on all four sides.
Capacity — 160 Victor Records.

PRICE Sll.OO

III. CABINET ^
Golden Oak only. Quarter Sawed Oak throughout,
finished on all four sides. Slide at top for holding
records.

Capacity — 200 Victor Records.

PRICE S20

II. OUTFIT
Including Victor II. Machine.

Golden Oak only, finished on all four sides. Slide at
top for holding records.

Capacity — ISO \'ictor Records.

CABINET $15.00 OUTFIT $46.00

IV. OUTl'TI

Including Victor IV. Machine with Mahogany Horn,
Mahogany only, veneered on all four sides, double

front doors. Top slide for holding records, drawer

in bottom for accessories.
Capacity — 200 Victor Records.

CABINET $25.00 OUTFIT $85.00

\'. CAISIM' I

Golden Oak only. Quartet SaWcd Oak throughout,
double front doors. Top slide for holding records,
drawer in bottom for accessories.

Capacitaf — 230 Victor Records.

PR1cE $30.00

\I. OUTFIT
Including X'ictor Machine with Mahogany Horn.
Maliogany only veneered on all four sides. Four-
teen karat gold-plated caps on bases and tops of col-
umns to match Victor Vl. Machine. Double front
doors, top slide for holding records, drawer in bottom
for accessories.
Capacity— 220 Records.

CABINET $40.00 OUTFIT $140.00

MANUFACTURERS AND
EXCLUSIVE WHOLESALERS

The Talking Machine Co.

72-74 WABASH AVENUE
CHICAGO, ILL.

THE TALKING MACHINE WORLD.

41

he will not omit calling on his old-time friends
in the music and talking machine trade.

George N. Nisbett, wholesale manager for
Babson Bros., recently returned from a trip
through Iowa, Missouri and Illinois. He says
that conditions are very encouraging, and that
only one of the many Edison dealers he called
on had the slightest criticism of the National
Phonograph Co.'s new policy, by which dealers
handling Edison goods must confine their atten-
tion to the Edison line.

The department of reproduction of the Na-
tional Democratic headquarters, located in Chi-
cago, is sending out thousands of circulars to
Democratic workers, such as members of county
committees, etc., the introduction to which is as
follows: "Mr. Bryan has made twelve new and
excellent disc records through the Columbia
Phonograph Co. on the graphophone, recorded at
his home, Lincoln, Neb., Sept. 4, 1908. Each
subject was revised and brought up to date by
him before he made the record. The twelve 10-
inch disc records and a Standard Graphophone
may be secured through the department of re-
productions. National Democratic Committee,
for $14.50. If any Democratic club or campaign
worker desires to take advantage of this liberal
offer arranged for and recommended by the
speakers' bureau, send order direct to the de-
partment of reproductions. National Democratic
headquarters, Chicago, 111., and graphophone and
records will be sent C. O. D." After giving a
complete list of the Columbia Bryan records the
circular says: "The speakers' bureau advised the
addition of this talking machine feature to our
campaign work as a means of drawing out the
crowd."

The new Amberol four-minute Edison records
are creating something like a furore in the
trade. The orders received by jobbers for these
records and for the attachment necessary to ac-
commodate them are of great volume, and every-
body is impatient at the probably necessary
delay in shipping the goods from the factory.

A. G. Kundy has opened his new exclusive
Columbia store at 1316 Fond du Lac avenue, Mil-
waukee, Wis.

The Chicago- headquarters of the Columbia
are more than satisfied with the demand for the
new double-face records. Not only have the local
retail customers welcomed the innovation with
open arms, but the orders from dealers in this
territory speedily exhausted the initial stock at
this point, while the orders for larger quantities
to be shipped from the factory have been large
in number and ample in size.

C. E. Goodwin, of Lyon & Healy, says that
while their new retail quarters, described else-
where in this issue, have only been opened a
week, their effect in stimulating trade has
been very noticeable. On one day everyone of
the twelve private record rooms was entertain-
ing customers at the same time.

The Chicago Film Exchange are now the west-
ern distributers for the Ikonograph, home-mov-
ing picture machine, and are meeting with great
success.

Emil Berr, talking machine dealer of Pekin,
111., was in Chicago this week attending the
waterways convention.

A visitor to the Milwaukee office of the Colum-
bia Phonograph Co. last week found things hum-
ming with quite a merry hum. Bob White, for-
merly with Manager Herriman when he had
charge of the Des Moines store, after a brief so-
journ with the Columbia forces in New - York
City, is now in Milwaukee, and with Henry Saak
is hustling for local trade. The twain make the
rounds in Mr. Saak's automobile which he bought
with conimission earned from the sale of grapho-
phones.

A very excellent feature of the talking ma-
chine department of Rothschilds is the enter-
tainment of visitors. The exhibition room con-
tains a full line of Victor and Edison machines,
record cabinets and musical instruments. Not
only are constant concerts given, but the illus-
trated song feature which Mr. Phillips is working
very effectively this season is proving in itself
a very big trade-puller. Sound-proof record

rooms, four in number, have been constructed
just back of the exhibition rooms on the State
street side and a number of other improvements
and alterations have been made.

George W. Lyle, general manager of the Co-
lumbia Phonograph Co., arrived Saturday on a
short visit to the Chicago office.

WITH THE TRADE IN DETROIT.

Renewed Activity Noted and Dealers Look for'
Normal Winter Business — Day of the Cheap
IVIachine Has Passed — Trade Revolutionized
— New Offerings in Records and Attachments
Stimulate Sales — Bryan Records Lead —
What Various Houses Have to Report Anent
Conditions.

(Special to The Talking Machine World.)

Detroit, Mich., Oct. 9, 1908.

The talking machine trade, which in the spring
and early summer was to a greater or less ex-
tent lethargic here in Detroit, has taken on a
renewed activity and most of the local dealers
are looking forward not only to a normal fall
trade but to more than a normal trade in the
very near future.

One thing the dealers seem to express almost
unanimously and that is that in this dull period
and for some time previous, in fact, the basis of
trade, in the talking machine business, has been
undergoing a change. The result is that the
talking machine has taken a new hold on the
public and in a way that predicts a greater future
for the instruments. One thing is clear, the
day of the cheap and imperfect machine has gone.
The day of the cheap machine is still here and it
still goes with a very little flagging of demand
into the more humble homes, but the demand
which- is doing so much for the trade is an in-
creased demand on the part of the more dis-
criminating public.

The result is that the sale of the high priced
talking machines is very materially increased.
The people who want to hear the sweet singers
of the world; those who like the very best in
orchestral productions; those who enjoy music
of the very highest order, are now won over
to the talking machine, for in its perfected state
it is able to give them the best without the de-
traction of a mechanical effect.

Besides this general effect upon trade there
have been several minor things which have
drawn the public's attention anew to the possi-
bilities of the invention and have given it a
new and more extensive vogue. The new Am-
berol record of the Edison people, with its pos-
sibilities for a longer selection, and the new two-
selection discs of the Columbia and Victor people,
have had their effect. Another thing is the
business phonograph, which is growing in use
in Detroit recently with remarkable rapidity.

Max Strassburg, manager of Grinnell Bros,
"talker" department, says: "The business phono-
graph has taken a great deal of our time here
lately. We have been pushing it with great success,
and the Edison make is now in use in many of the
largest manufacturing plants in ' Detroit, where
it is cutting down expense and facilitating work
for the office force. Among those who recently
have been giving us large orders for the Edison
business phonograph are Morgan & Wright, the
big rubber manufacturers; Parke, Davis & Co.,
the biggest drug manufacturing plant in the
world; the Ideal Manufacturing Co., the Gray
Motor Co., and Clayton & Lambert Manufactur-
ing Co."

Mr. Strassburg discussed a peculiar thing in
connection with the sale of the campaign records.
"It is an odd thing; something which I am
unable to account for here in Detroit," said Mr.
Strassburg, "that of the Bryan records and the
Taft records now on Sale, there is fifty per cent,
more call for the Bryan records than those of
Taft. Of course, the sale of neither of these
records is what could be called large; however,
many people come in here and want to hear the
campaign records. Many more want to hear

the speeches of the Democratic presidential
nominee than those of Taft. The sale of these
records runs just about the same."

K. M. Johns, manager of the Columbia Phono-
graph store, says: "The announcement of the new
double-record discs is helping a great deal," said
Mr. Johns. "I look forward to a great increase
in sales. When people can get two records for
five cents more than they previously paid for
one record they are going to jump at the chance,
and I believe that we are going to get a big
bunch of new business. We have secured many
orders for indestructible records and have se-
cured many new representatives."

E. P. Ashton, manager of the American Phono-
graph Co.'s store is equally buoyed up by the
recent tendency toward improvement in the pho-
nograph trade. Business here and out in the
State has shown improvement, particularly as it
affects the higher priced goods.

Everywhere in Detroit the talking machine
business is showing a revival. Many places are
now handling these instruments. Many furni-
ture stores and specialty houses are showing
phonographs.

At the Cable Co., on Woodward avenue, where
the phonograph business formerly conducted by
Willard Bryant in connection with his small
instrument business was taken over, there, is
a good report.

There is an equally good outlook at the Kim-
ball Co., store, where B. F. Seelig took over the
"talker" business and is conducting it for him-
self in specially appointed quarters in the
Kimball building.

GEORGE BLACKMAN A BENEDICT.

September 16th, George G. Blackman, secretary
of the Blackman Talking Machine Co., was mar-
ried to Miss Irene Wetherill, of New York. The
ceremony was strictly a family affair and only
relatives were present. J. Newcomb Blackman,
a brother, and president of the company, with
Mrs. Blackman, was among the guests. After a
trip to Niagara Falls, N. Y., and other places of
interest, on which the happy couple departed at
once, for their honeymoon, they will make their
permanent home on 157th street, New York.

TWO MISSING LINKS

This New AU-Metal Bali-Joint Horn
Connection is BEYOND A DOUBT the
Missing Link betwreen the Phonograph and
Horn. "There's MORE than a reason."

Ta TIoqIdI*C that cannot be supplied by their
lU UcdlclSy jobber, we will send this new
connection in 1 dozen lots, PREPAID, at $3,60.

Kreiling & Company

Inventors and Sole Manufacturers
Nortb 40th Ave. and Le Moyne St.
CHICAGO, U. S. A.

42

THE TALKING MACHINE WORLD.

We offer the Finest Service in
America for Dealers in Victor
and Bdison Goods.

EVERYTHING NEW

Our department has been entirely rebuilt and

Doubled in Size

Here are some of the reasons that you can
benefit by sending your orders to us :

1— Exclusive Wholesale Department

All records are guaranteed absolutely
fresh

-All On One Floor

The time needed to fill orders is re-
duced to the minimum.

—Exclusive Packing Force

We employ special packers tor this
department who pack nothing but
these goods.

Trained Clerks

Our corps of order-fillers has been
with us for years. These men under-
stand and correctly interpret a dealer's
wants where ordinary men would fail.

Immense Stock

Victor and Edison goods of all kinds, in
vast quantities are constantly on hand.
No order too large and none too small.

SEND US AN ORDER TO-DAY and we'll put you
on our dealer's mailing list. Then you will hear
from us regularly about everything of genuine
interest to the trade.

CHICAGO

THE TALiaNG INf ACHlNE WOULD.

43

LYON & HEALY'S TALKING MACHINE DEPARTMENT.

Their New Quarters, Embracing the Entire FifLh Floor at Wabash Avenue and Adams Street,
One of the Best Equipped in the Country — An Idea of the System Employed as Well as Its
Scope May be Gleaned from the Illustrations on This Page.

(Special to The Talking Mactiine World.)

Chicago, 111., Oct. 10, 1908.
After months of hard work on the part of
Manager C. E. Goodwin and his associates in the
talking machine department of Lyon & Healy,
that important branch of the business of the
great house now occupies magnificent quarters
embracing the entire fifth floor of the L. & H.
building at Wabash avenue and Adams street.
The result is all and more than anybody has

foot but, in the record rooms, softens the echo
of the vibrant voices of Caruso and the entire
Red Seal and sixty cent galaxies. The ceiling
lights are the new Tungsten electric lamps,
which take less current and give more light,
and they are encased in the Holophane globes,
which diffuse the light in a most effective man-
ner. The front and back partitions of the record
rooms are of plate glass, thus allowing the light
from the windows to pass through to the room

where the stock is

VIEW OK LYON 4; HEALY S T.VLIKING MACHINE DEPAHTII lONT.

been led to expect. The department covers
80 X 160 feet in size, equal to 13,000 square feet
of floor space. The retail record department
takes up a full third of the floor, with frontage
on Wabash avenue and Adams street, while the
wholesale has the balance. The two departments
are separated by a partition reaching to the
ceiling and this wall indicates the division exist-
ing in the minds of Mr. Goodwin and his collabor-
ators between the two branches of the business.
This article is devoted largely to the retail de-
partment for the reason that with its elaborate
and expensive fixtures, beautiful color schemes
and superb arrangement, requiring infinite time
in conceiving and infinite laibor in working out,
it clearly demonstrates the fact that the talking
machine business is not showing the slightest
signs of retrogression as some of its purblind
detractors claim. It certainly shows that Lyon &
Healy, who have spent approximately $7,500 on
this beautiful beam-ceiling, mahogany finished
record department, with its round dozen private
record rooms, have an undying faith in the sta-
bility of the line.

With the aid of the accompanying illustration
and ground plan, the dealer who is open and
eager for ideas will find sufficient in this article
to hold him until he can come to Chicago and
indulge in a personal inspection. The twelve
record rooms (D) average about 10x15 feet in
size. The quadrangle in which the record cases
(A) stand, is so arranged that one clerk can
wait upon at least three rooms at once. Further-
more, the stock is so condensed that each clerk
can accomplish about double as much work in
the same time as in the old quarters on the
fourth floor.

In each record room is a push button which is
at the disposal of the customer. When he oper-
ates it a buzzer is sounded and at the same time
a red incandescent light blazes forth, indicating
the particular record room that needs attention
and enabling Manager M. M. Blackman of the
record department immediately to despatch a
salesman to the rescue. All of the record cases
(D) are lighted up by means of an "inverted
trough" reflector, located at the top front of the
cabinet. Each record is protected by a heavy
envelope and is placed flat in the shelf.

The color scheme is mahogany, with tapestry
of a soft green. The entire floor is covered with
a cork carpet, which is not only pleasant to the

kept. The partitions
bcween the record
rooms are of lath and
plaster, covered by
heavy felt and lastly
by the green tapes-
try. All the record
cases are finished in
mahogany.

The top of the cus-
tomers' counter ( C )
is divided into double
glass panels, under
which special record
bulletins and other
literature can be ex-
hibited. They have
the additional advau:
tage of cleanliness,
this glass-top counter
is a feature which has
been frequently and
most favorably commented upon. It should be re-
membered that this big room which he have been
describing, is devoted solely to the sale of
records. The machine salesrooms remain as
formerly, on the ground floor adjoining Victor
Hall, where the courteous and capable Joe Vasey
sells the customer his original outfit. Then he

L. C. Wiswell, and wholesale traveler Hai'ry
Hopkins. He can also gaze with awe upon Tom
Gray, who can tell you offhand the number of
every record in the Victor and Edison catalog,
and the number you have in stock.

The entire wholesale stock is now all in one
room,' with convenient elevator service. A new
method of shipping has just been adopted. Cus-
tomers' orders are packed right in the depart-
ment and shipped direct instead of going to a
general shipping room as before. Therefore,
they are not delayed and only one handling is
necessitated instead of two as" formerly.

It should be stated that Lyon & Healy are well
pleased with the policy they adopted two years
ago of referring all inquiries from a town whore
dealers are located, to that dealer. The move has
proven a wise one and dealers appreciate it. The
house has been buying very heavi'y in order to
have as large and complete a stock as it is pos-
sible for: a johber to handle.

Mr. Goodwin called attention to the big and
well filled record bins to prove the faith that is
in him — namely, that we are going to have a fine
big trade this fall and winter.

EVOLUTION OF THE FIBRE NEEDLE.

Interesting Facts Brought to Light in a Chat
Anent the Needle Made by the B. & H. Fibre
Mfg. Co. — How Mr. Hall Invented and
Brought Its Merits to Notice.

'-'-■-( Special to The Talking Machine Woi 1(1. )

'■ Chicago, 111., Oct. 7, 1908.

"Do you mean to tell me that this company,
with its ample capital and this factory with its
interesting machinery and intelligent workmen
and workwomen, is simply for the purpose of
producing a little thing like this?" The above
question was propounded in the presence of the
writer. The scene was the factory of the B. & H.
Fibre Mfg. Co., Chicago; the ihquirer was a
casual visitor to the plant ; the subject of the
inquiry was a fiber needle held in the hand of
the questioner, and the man interrogated was
F. D. Hall, president of the company.

B

ooooooooooo

GKOUND PLAN OP LYON & HEALY's HECORD DEPAItTlIENT.
Cashier's desk. C — Customers' counter. D — liecord room. E-

F — Ilallwa.y. (; — Elevators.

A — Record bins.

is playing into room

is taken upstairs and the sale completed by a
selection of records. Mr. Prestonary and the
phonographic language department also remain
on the ground floor. After the visiting dealer
has inspected the record department he will, of
course, stroll through a convenient door into the
wholesale. Here, should Mr. Goodwin happen to
be out, he will flnd ready ,to show him around.

-Window in which machine

Mr. Hall's answer was a decided affirmative,
and it may prove interesting to relate some of
the facts which enabled him to make just the
reply that he did.

Six years ago the president of the B. & H.
was, during business hours, an enthusiastic and
successful real estate man. In his evenings at
home he was found to be an enthusiastic but not

44

THE TALKING MACHINE WORLD.

SALTER'S

IMPROVED

CABINETS

ENTIRELY
NEW GOODS

No. T80. Disc Cabinet

No. T80, Door Open

Records lay flat to Keep them from warping.
Shelves lined on both sides with g'reen felt to
prevent scratching. Compartments are made
to hold one disc only, so same may be found
instantly.

We are the ORIGINATORS and ONLY
MANUFACTURERS ot this style of Cabinets.

SALTER MANUFACTURING CO.

102 to 108 N. Oakley Avenue

CHICAGO, ILL,

OUR LATEST
CATALOGUE
SHOULD BE EV
YOUR HANDS.
SEND FOR IT
TO-DAY.

Cabinet

IMo. 783. Door Open

THE TALKING MACfflNE WORLD.

F. D. HALL

very successful operator of a high-grade talking
machine. This statement reflects no discreau on
the machine or Oh Mr. Hall's ability to do a' very
simple thing,, biit rathgr expresses his mental
attitude, as he was not satisfied at the results
obtained. He was enthusiastic regarding the
potentiality of the records he played, but dis-
contented with the effects produced from the
records by the steel needle. With no thought of
producing a marketable commodity, but simply
for his own benefit, he commenced experiment-
ing with a view of finding some material which,
when, shaped in the form of. a needle and placed
in the needle arm, would play a record without
the scratching, hissing, rasping sound to which
he objected. The story of the various stages of
progress from this starting point to the fiber
needle as it exists to-day is too long' a story to
relate here. But it is an interesting story in all
its phases. The detailed narrative of his inves-
tigations to find the correct needle material
would, if told in detail, remind one of the well-
known f9,cts concerning Mr. Edison's researches
in quest of a suitable material for the diaphragm
of his phonograph. Suffice it to say that when
Mr. Hall finally hit oh bamboo, conquered the
tendencies of the material to bend by making
the needle triangular in shape so as to give the
necessary support to the point, he found that
he not only had conquered the deficiencies he im-
puted, to the steel needle, hut had a "pin" which,
instead of wearing a record, would tend to pre-
serve it indefinitely, thus enabling the music
lover whose enthusiasm enabled him to pay from
$2 to $7 for a record of a master composer,
sung or played by a master artist, to feel that
he had made a permanent investment. The ex-
pressions of interest by visitors to the Hall
home soon suggested the idea of marketing his
invention. A patent, and a remarkably compre-
hensive one, was soon obtained. In the market-
ing of the needle prejudices had to be met and
overcome, as is ever true of a radical departure
from the conventional. The present sale of the
fiber needle proves that this is rapidly being
accomplished. Shipments of fiber needles are not
only being made daily to all parts of this coun-
try, but to all parts of the world. A visitor to
the factory is impressed with the apparently
complicated processes necessary to produce a
simple article. On one side ojE the large floor are
stacks of imported bamboo poles which consti-
tute the raw material. These poles first go to
the circular saw, where they are sawed into
blocks, then to the splitting machine, next to the
polishing machine, thence the chemical baths,
of which there are three. The first counteracts
the oil in the fiber, the second imparts the qual-
ity of stiffness, and the final volatile bath thor-
oughly dries it. The next journey is to the
-pointing machine, and last of all the smoothing
machine. Then the finished product goes to the
packer.

A FINE LINE OF CABINETS.

Talking Machine Co., of Chicago, Show a Large
Number of Styles Made Up to Match Every
Type of Victor Machine — A Feature Dealers
Should Appreciate.

(Special to The Talking Machine World. )

Chicago, 111., Oct. 9, 1908.
New talking machine record cabinet stands,
etc., have been simply raining in the West the
past month. The Talking Machine Co. of Chica-
go, always in the front ranks of western progress,
are out with the "cabinet that matches" and
which is one of the most artistic things in the
cabinet line- that has made its appearance in a
long time. The new line includes a cabinet to
match every type of Victor- machine. Some idea
of the beauty of design can be obtained from the
cuts shown elsewhere in this issue, but the
cabinets will have to be seen themselves to
realize the fine piano finish, the artistic carving
and the symmetry of line. A distinctive feature
of the "cabinets that match" is the fact that they
are finished on all four sides and therefore they
are as artistic a piece of furniture, placed in the
center of a room, as backed against the wall.
With__ the introduction of the "cabinet that
matches," the Talking Machine Co. have entered
the field as a manufacturer and certainly Man-
ager Arthur D. Geissler's latest scoop is deserv-

ONE OP THE TALKING MACHINE CO.'S LATEST.

ing of earnest consideration by all talking ma-
chine dealers.

In chatting on the relation of record cabinets
to the talking machine trade, Mr. Geissler said:
"I have always believed that the talking machine
cabinet is just as essential to an outfit as a horn.
Many people have lost interest in their talking
machines owing to the fact that they have never
heen able to put their hands on the record they
immediately desired to play. Many heartaches
have been caused because of a scratched parlor
table, or the breaking of a record of an opera
gem. With the 'cabinet that matches,' the dealer
is furnished with a potent argument in selling
a cabinet at the same time with the machine.
The customer buys a $60 outfit with some rec-
ords. He has added a piece of furniture to his
parlor which is in harmony — an outfit complete
within itself. Each record is in its place, and
the index easily denotes that place. Under these
conditions is it not human nature for the cus-
tomer to want to fill the cabinet?

"There is no doubt that many talking machine
dealers have neglected the cabinet business and
therefore a powerful means for increasing profits.

45

Why not caljinets for records as well as bookcases
for books? The former is just as essential as the
latter, and I feel that the day is not far distant
-when a talking machine sale will not be con-
sidered complete without a cabinet."

EDISON BUSINESS PHONOGRAPH.

Chicago Interests Placed in the Hands of the
Business Phonograph Co. of Which Edwin C.
Barnes Is Manager — Now on Wabash Ave.

(Special to The Talking Machine World.)

Chicago, 111., Oct. 10, 1908.
The Edison Business Phonograph Co., of
Orange, N. J., announced last month that in ac-
cordance with their broader policy of establish-

EDWIN C. BAliiNJSS.

ing dealers to extend the use of the Edison
business phonograph in every part of the world
they have appointed the Business Phonograph
Co., of Chicago, as their Chicago dealers. The
announcement continues as follows: "Our Chi-
cago branch will be discontinued, but in this
transfer of our interests we have carefully ar-
ranged for the same service as formerly through
our dealers.

"We are pleased to state that Edwin C. Barnes,

Edison Jobber
Zonophone Distributor

New Design
Wooden
Disc Record
Racks

Wire

Record

Racks

RECORD CABINETS

SPRINGS

for all makes and size machines

"TIZ-IT" ^'^^ All-Metal Horn Connec-
tion for Cylinder Machines

JAMES I. LYONS

265 Fifth Avenue
CHICAGO

46

THE TALKING MACHINE WORLD.

QUICK SALES ! !
BIG PROFITS ! !

Write to-day for Discounts.

SOMETHING NEW FOR VICTOR MACHINES

The Tone Controller

^JT Controls the tone of the record-reproduction and re-
" quires only a movement of the horn from right to left to
obtain all the expression so much appreciated by lovers of
music.

tfjr Modifies the tone, eliminates the scratch, subdues the harsh-
" ness, expresses the reproduction. Prevents mechanical noise.
Entirely obscure from sight. Easy to adjust. Practical.

The Tone Controller Company

H.

N. McMEIMIMElV
Gen. Sales Agent

PROVIDENCE, R. I.

RETAILS AT 7 Sc.

formerly our western manager, will conduct the
Businers Phonograpli Co., oi Chicago."

Since the above announcement was made
Mr. Barnes has moved the office of the Business
Phonograph Co. from 304 Wabash avenue, where
he formerly represented the Edison business
phonograph for several years, to suite 936 First
National Bank building. He is certainly to be
congratulated on the result of his energetic
and successful work.

EDISON TO VISIT PACIFIC COAST.

Aboui the middle of September, Thomas A.
Edison, who had taken a trip to the Pacific
Coast with his family, returned to his home in
Orange. N. J., delighted with his journey. Mr.
Ediscn had been in San Francisco, but had never
been in Oregon or Washington, and the cities
of Seattle and Spokane made a great impression
upon him as marvels of American enterprise and
progipss. ;Mr. Edison is in splendid health.

ECHO-TONE

ONE MODEL

(Interchangeable attachments for all
leading machines.)

This picture attracts YOU

How much MORE will the ACTUAL
HORN attract YOUR PATRONS?

Ask us to explain the novel plan by which
we are interesting dealers everywhere.

TH[ [CHO-IOII[ HORN CO.

Sole Potcntccs and Manufocturers

1 18-120 Park Ave. BROOKLYN, N.Y.

DEALERS ORGANIZE IN BOSTON.

American Talking Machine Dealers' Association
a Reality After Several Years Hard Work
on the Part of the Originators — Officers
Elected — Objects of the Association Set
Forth In a Self-Explanatory Circular.

(Special to The Talking Machine World. »

Boston, Mass., Oct. 7, 1908.

After several weeks of strenuous labor on the
part of its originators, the American Talking
Machine Dealers' Association is now well under
way, with a full set of officers, a headquarters
at 43 Tremont street and a distinct idea of just
what it is desired to accomplish.

While at present the heads of the new organi-
zation are of necessity Eastern men, it is in-
tended at a later date to secure a wider repre-
sentation. William A. Pike has been chosen as
president, Maurice J. Harrison as treasurer,
.George W. Lord as vice-president and Joseph
W. Foley, secretary and counsel.

The originators of this organization have
already sent out two self-explanatory circulars
to the members of the talking machine trade,
and to-day another was issued which, while con-
siderably more conservative than the others,
gives a clearer conception of the needs for such
an organization. This circular reads as follows:

Boston, October 7, 190S.

Dear Sir: The object ot this circular is to tell you
of the origin and purposes of the American Talliing
Machine Dealers' Association, and to invite you to be-
come a member, rl'ou are earnestly urged to carefully
read the following paragraphs, for the association is
solely for your benefit and protection : and wbether you
sell one or one hundred machines a month, it is equally
important that you should take part in this movement
which we believe marks the beginning of a new and
prosperous epc-ch in the talking machine trade.

Tn response to a widely distributed circular sent out
on September 3. by Joseph \Y. Foley, attorney for sev-
eral Boston retail talking machine dealers, asking the
sentiment of dealers with referenQe to forming a retail-
ers' association, a surprisingly large number of replies
were received, cordially welcoming the suggestion and
v.ilunteering support. Dealers from as far distant
points as Palm Beach, Fla., and Seattle Wash., were
heard from. The Talking Machine World, and a num-
ber of other trade papers, as well as the daily press,
commented favorably on the movement. In short, the
encouraging reception accorded the circular on all sides
conclusively showed that there was need for just such
an organization and that the dealers had long fe!t this
need and were only too eager to get together it only
some one would take the lead.

Accordingly, another circular was sent out calling a
meeting of all interested at the Revere House. Boston.
September i;!). The meeting was largely attended, and
the views expressed in the original circular were heart-
ily endorsed. A significant feature of this meeting was
the attendance and enthusiasm of dealers who are also
members of the Uetail Furniture Dealers' Association.
Tliey told of the great Imiirovemcnt In retail condi-
tions in the furniture trade. Increased profits, better
treatment from the manufacturei-s, less competition,
etc., br(!ughl about by their association and they proph-
esied even greater things for our organization.

Tile above-nnmed temporary olllcers were elected. Mr.
rike and Mr. Harrison are the two largest exclusively
letall talking machine dealers in Boston. Mr. I'lke has
been in Ibe business e'even years and Is widely known
.'iiiioiig the trade ns a vlgiirous champion of dealers'
lights. Mr. Harrison Is n conservative and successful
business man whose Judgment has been much relied
iip<Mi ill Iniiuguralliig this movement. Mr. Lord Is in
the first rank of I.ynh's business men and a conserva-
tive adviser. Mr. Foley Is a Boston attorney who has

given special attention to the legal aspect of the talk-
ing machine trade, with reference to patent and con-
tract law.

Among the objects souglit Dy the association, as out-
lined in the original circular, are the following :

1. A voice in determining how the business shall
be conducted.

2. Some agreement or guarantee from the manu-
facturers binding them. At present dealers are
bound to evei-j-thing and they to nothing.

3. More reasonable restrictions in the number
of selling agents. Many people having no estab-
lished place of business now get the dealers' dis-
counts.

4. More favorable terms for the return of old
goods, especially when the sale of them is pre-
vented by the manufacturers bringing out improve-
ments.

5. Two prices for outtits — one for cash and one
for instalment — as is the ease in all other kinds
of instalment business.

6. An outlet for stock in case a dealer wishes
to go out of business. This is the only business
in which there is no such outlet.

7. Free legal advice regarding contracts, etc.,
and the making of test cases, when necessary.

8. Mutual assistance in tracing -stolen goods.
We expect to attain the abovft objects by means of

friendly and diplomatic suggestions and conferences
with the manufacturers. Through meetings and corre-
spondence we will learn the sentiment of the trade and
the secretary, or a committee, will personally urge tbese
views upon the heads of the various concerns. The
manufacturers, recognizing that we are the real busi-
ness producers, and usually the court of last resort in
deciding what make of machine a purchaser will take,
will, we believe, vie with each other in making all
reasonable concessions to the retailer. Perhaps the
greatest value of the association will be in deterring
manufacturers from encroaching upon us in the future :
ten thousand dealers banded together m a common
cause are ten thousand times as strong as the same
number in our present unorganized condition.

All of the officers of the association are en-
thusiastic over the prospects of the association.
The jobbers are not expected to join this asso-
ciation, the initiation fee into which is $2, with
annual dues of $3. A ftirther meeting will be
held in the near future.

THE MEXICAN POLICE BAND

Makes a Great Hit in New York and Boston

National Phonograph Co. Have a Large Num-
ber of Records of This Band.

The Mexican Police Band, which rates in Mex-
ico the same as the Marine Band. Washington.
D. C. does in this country, arrived in New York
October 2. This is the first time this great
musical organization has been permitted to leave
Mexican soil, special permission being given by
President Diaz, as a compliment to the United
States. The following day they played for an
hour on the steps -of the Sub-Treasury in Wall
street, going by boat Monday evening to Boston.
Mass., where they have been playing at the New-
England Exposition. On returning to the me-
tropolis and before going home, Velino M. Preza,
the leader, and a composer of note, will visit
Orange, N. J., to call upon Thomas A. Edison.
Walter Stevens, manager of the National Phono-
graph Co.'s export department, will accompany
Senor Preza to the works. The recording de-
partment of the National Co. have a large num-
ber of the Mexican Police Band's best selections,
taken in the City of Mexico, including over a
dozen ot Leader Preza's own compositions.

THE TALKING MACHINE WORLD.

47

TRADE NEWS FROM CLEVELAND.

Dealers Report Continued Improvement in Busi-
ness— September Business Excellent — How
Various Houses Find Conditions — Uses
"Talker" in Vocal Instruction — Plan Outdoor
Municipal Moving Picture Shows and Phono-
graph Recitals — Buescher & Son Lease New
Quarters — Big Sales in Columbia Double
Disc Records — American Cero-Phonograph
Co. Incorporate This Week. ^

(Special to The Talking Mactiine Woild.)

Cleveland, O., Oct. 9, 1908.

Conditions in tallcing machine circles in Cleve-
land and adjacent suburban territory are natur-
ally very much better, and are all the while im-
proving. Dealers look for an increase in busi-
ness, and generally are making preparations to
meet it. A good trade in the wholesale line is
reported, and the past month has been, on the
whole, very satisfactory, showing considerable
improvement over the summer months.

Business is much brisker with the Eclipse
Music Co. Mr. Lowell, manager, said: "There
wa3 decided improvement in business in Sep-
tember, over any month since last April. Dealers
are taking hold of the Amberol goods of the new
Edison product with alacrity. We have several
thousand dollars worth of the goods already
ordered for immediate shipment, but are unable
to All the orders, owing to the inability of the
manufacturers to supply us. The general condi-
tions of the trade are very much better, and
promise a splendid fall business."

The Federal Manufacturing Co. are very busy,
employing a very large force in the manufacture
of the Ideal Horn. Mr. Devineau, the inventor,
says he is securing orders from distributere in
all sections of this and foreign countries.

The manager of Keith's Opera House made a
hit when he put on grand opera numbers, and
announced the entertainment as "W., J. Roberts
and His Operatic Stars." At the solicitation of
the manager Mr. Roberts installed a Victor Vic-
trola, playing the sextette from "Lucia," in which
Caruso, Sembrich, Scotti, Journet, Severina and
Daddi sing. The leader of the orchestra, by
means of a clever transposition, adapted the
orchestration to the pitch of the artists' voices,
which, coming from the wonderful cabinet, pro-
duces the same effect as though these high sal-
aried stars were singing in person to the accom-
paniment of the orchestra. The audiences speak
in the highest terms of the scheme and pro-
nounce it a decided hit.

W. H. Hug, of the National Phonograph Co.,
was a recent visitor, demonstrating and taking
orders for the new Edison combination machines
and Amberol records.

H. Prell, a singing school teacher of this city,
has introduced an entire new feature in the
manner of instruction through the use of a talk-,
ing machine. "To prove the merits of my vocal
method, and to demonstrate to my pupils how
they are progressing, I record their voices upon
an Edison phonograph," said Mr. Prell. "To
listen to one's own voice is not only interesting
but very valuable in the way of instruction. By

making records of my pupils' voices at frequent
intervals, comparisons show what progress has
been made. This is helpful to both teacher and
pupil, and considering the expense of vocal les-
sons, and the opportunity afforded of more rapid
advancement, makes it well worth while to
record the voice. The records made during the
course become the property of the pupil, and will
become vastly interesting in after years." Mr.
Prell uses an Baison recorder which he has ad-
justed to his special purpose.

Outdoor municipal moving picture shows
phonograph recitals and Shakesperean entertain-
ments as an outgrowth of the park band concerts
is a proposition now entertained by members of
the service board. The president of the board said
he had attended some of the Sunday concerts
and thought interest in the occasions would be
heightened by adding to the entertainments
moving picture exhibitions and phonograph
selections with the music programs. It is the
intention to purchase machines and phonograph
records to be owned by the city, and used in
connection with the city park entertainments.

Buescher & Son have leased the store at 2010
Ninth street, in the 12-story Scofleld building,
located in what is considered the business center
of the city, and are fitting it up preparatory tD
removal, Oct. 15. Mr. Buescher stated business
was fairly good and improving.

Chas. S. Bourgeois, local manager of the
branch store of the Columbia Phonograph Co..
1831 West Twenty-flfth street, said: "Trade is
reviving very nicely with the colder weather, and
with the shower of good things which our com-
pany is placing on the market in the way cf
double disc, new motors, new reproducers, etc.,
there is no reason that I can see why we should
not have a 'hummer' of a holiday season this
year. My opinion is that many people who
were compelled to deny themselves many pleas-
ures and luxuries last year are going to make up
for lost time and loosen up their purse strings,
and we talking machine people ought to get the
benefit of a good part of it."

Business was said to be improving at Collister
& Sayles. "Sales of machines are increasing,
as also the demand for records," said Mr. Dorn.
"We are getting busier in our wholesale depart-
ment, and as the season advances there will be
less reason for anxiety, which has prevailed for
some time. We must, however, await the con-
clusion of the presidential campaign for a return
of normal conditions."

Mr. McNulty, manager at the May Co.'s, said:

"The talking machine business has materially
improved during the past three or four weeks.
We made several sales of machines of the higher
grades, and the sales of records are all the while
increasing. We have just added a large and com-
plete line of Edison goods to our stock of Victor
and Columbia machines and records and are
prepared to satisfy the most exacting tastes."

Mr. Probeck, of the Columbia Co., stated that
their stock of double disc records arrived several
days ago, and the sales are exceptionally large.
He added: "Customers are pleased in getting an
extra selection for an additional nickel. We are

highly pleased over the announcement of our
company that they have purchased the factory,
patents and rights of the Indestructible Record
Co. It is a rounding up of the great musical
career of the Columbia Phonograph Co."

The Tritt Music 'Co. are doing good business in
both the talking machine and automatic depart-
ments.

W. J. Roberts, Jr., reports trade as nearly
equal to a year ago, and that it is improving
daily. "The demand," said Mr. Roberts, "is
largely for the higher priced — the best — instru-
ments and records and sales are very satisfactory.
The new Edison attachment and four minute
record are in great demand."

The Bailey Co.'s manager stated he thought
business would improve after the election of
William and not before. He expressed the opin-
ion that the double-faced record was a trouble-
some proposition and would result in loss both
to the manufacturer and dealer. The stamp de-
partment of the company had their semi-annual
opening on the 8th, on which occasion they made
their headquarters in the rooms of the talking
maclilne department. Refreshments were fur-
nished the hundreds of visitors; music from the
machines and pianos, and one lady drew a $40
Zonophone, each visitor having been furnished
a gratuitous chance.

At Hartwell's Phonograph store, 3032 Lorain
avenue, business was reported as improving.
Owing to ill-health, Mrs. Hartwell wishes to dis-
pose of her store.

Robbins & Emerson, the Arcade talking ma-
chine dealers, say they have been busier the past
few weeks than for some time previous. They
are having fine sales of Red Seal records.

The American Cero-Phonograph Co. has incor-
porated and established an office at 606, the Cuy-
ahoga building. The incorporators are F. B.
Hall, Geo. Somnitz, Fred F. Klingman, C. J. Neal
and Jas. B. Scott. The intention of the company
is to manufacture an automatic machine in
several different sizes, playing serially a number
of cylinder records. The company expect to
soon have a factory in operation.

HOW A BRYAN SIGN EEAD.

Of course it may have been simply an acci-
dent but the crowd on the Great White Way
certainly enjoyed reading a sign outside of an
arcade where sheet music is sold to add to the
profits derived from the slot machines. The
sign read:

HEAR BRYAN'S SPEECHES.

I nside.

"THE YAMA=YAMA MAN."

Hit of "The Three Twins " — 25 Cents.

'AS LONG AS THE WORLD ROLLS ON.

Great Ballad Success — 25 Cents.

At a short distance the descriptive matter
in the sign was indistinct and the effelt of the
three headlines standing out boldly, one above
the other, can well be imagined.

You're Losing Money Every Day You Wait

The

SHRP=SHAVR SAFETY RAZOR

A r

Is the Quickest Selling and Biggest Business-Building Proposition You've

Ever Had a Chance 1o Get In On.

A complete Safety Razor, with a money-back guarantee FOR 25 CENTS — an absolutely virgin field
of customers to draw from— A CONTINUOUS SALE OF BLADES —a magnet that pulls a mass of
new buyers into your store for shaving-soap, strops, and all shaving accessories — and a clear profit of 5"
per cent, on every single one of the hundreds of razor sales — that's exactly what you're losing every day
you delay in putting in a stock of Shrp-Shavr Razors.

I-Iave you read our advertising in the Saturday Evening Post, the associated Sunday Newspapers, and
other big circulation publications? We're telling every man in this country about the Slirp-Shavr. We are
getting hundreds of inquiries from your territory and from every town and city in America. We have already
shipped to 23 different countries and they are coming hack for more.

We're spending thousands of dollars to create customers for you. Co-operate with us. Do your share
and get your share. We're working tooth and nail for you in the magazines. Won't you take your part of
the profits that are waiting for you?

Write your jobber, or, if he will not supply you, order direct, and get your share of the SHRP-SH.'WR
' SHRP-SHAVR RAZOR with one blade, per dozen, $2 00
BLADES, five in a pkg., per doz. pkgs , 2.10
STROPPERS, per doz. .75

SHRP-SHAVR RAZOR COMPANY, 70 Duane St , New York

PRICES

RP-SHAVR RAZOR CO.
0.8 PUANE;.Sr.,NEW VOR^^

48

THE TALKING MACHINE WORLD.

NEWS OF THE CINCINNATI TRADE.

Cool Weather Helps Business — Expensive Ma-
chines in Demand — The Victrola on Instal-
ments— New Victor Records Stimulate Sales —
New Edison Records and Attachments Favor-
ably Received — Taft Pleased at Wurlitzer
Display — Columbia Co. News — Geo. Islen
Music Co. In Hands of Receiver.

(Special to The Talking Machine W"o;ld.)

Cincinnati, O., Oct. 9. 1908.

The cool weather that we had in the latter
part of September, improved the talking machine
business very materially, making the people look
for indoor amusements, and reminding them of
tne talking machine, which had been neglected
during the warm weather. It also caused quite
a revival in the instalment business, but contrary
to expectations the demand was not for the new
style Victor "O" machine, but ran largely into the
more expensive types.

A new market has been created for the Vic-
trola. In the rast the purchases were largely oy
people who were in a position to write out a
check for the goods as soon as purchased, but
now they are being bougnt on the instalment
plan, the same as pianos. This opens a large
field, which has hitherto been given little atten-
tion by the dealer.

The splendid list of records which the Victor
Co. put out for October, have had a big demand,
aiding verj^ materially in bringing in Victor
owners who have been neglecting their machines
during the summer months. The double-faced
records are being awaited with much interest.
The salability of these records, however, is still
in great question, and as soon as tney arrive
the dealers will undoubtedly give all of their
energy to the sale of the double-sided records,
as the demand will undoubtedly be exceptional.

The feature of the month, however, was the
new Amberol records, and the new style Edison
machines and attachments, which was very un-
fortunate that the factory could not supply these
records and attachments at the proper date.
Kach dealer had practically only samples of
these goods, and was only in a position to take
orders, and not in a position to make any de-
liveries or sales. As a consequence, quite a
number of sales aggregating large amounts will
be carried over into October, and should have
been credited to September business.

The writer finds that most of the dealers in
this section of the country are of the opinion
that the new records and new machines have
come to stay, as the new four minute records
and attachments will undoubtedly boom the busi-
ness to large proportions, and assist very mate-
rially in making a success of the ho'.iday season.
The trade in this part of the country is making
solid but slow progress, and undoubtedly in a
few months, will be in the same condition it was
before the panic came on. Every dealer's
stock is of the lowest possible size, and the
jobbers can confidently look forward to a steadily
increasing business in aa lines.

Dealers also are in good shape on account of
the fact that they have gotten rid of all dead
stock, and they will discriminate very carefully
when purchasing supplies in the future. The
Taft and Bryan records are being exploited very
extensively by the Rudolph Wurlitzer Co.. and a
feature of the trade is a splendid window display
of the Taft records.

During his stay in Cincinnati, Mr. Taft passed
the Rudolph Wurlitzer Co. every morning, on
his way to the Sinton hotel. He invariably
paused when he passed their display windows,
and seemed to be very much pleased with same.
He undoubtedly was familiar with every detail
of this window 1 efore many days, but it always
seemed to have the same attraction for him.

S. H. Nichols, manager of the Columbia Pliono-
grapb Co.'s local store, spent a very pleasant
vacation during September, at Atlantic City and
other eastern points. He announces that the Co-
lumbia Indestructible cylinder record, with
special reproducer to play same, has every indi-
cation of being as large a seller as the double
disc record. These new records are expected by

the loth of this month, when they will be ready
for delivery. Inquiries received so far indicate
a very large demand. Mr. Nichols said further:
"Local business is showing a steady improvement
and we are very much encouraged with the show-
ing made during September, which actually
shows an increase over a year ago. Our busi-
ness on the large double-faced disc records,
which we received this month both in 10 and
12-inch sizes, has been a surprise to us. These
records are simply taking the market. Our trade
in records has been exceptional. We are already
100 per cent, ahead of any month last year. The
dealers are sending in larger orders and the fall
trade is going forward in a very satisfactory way.
Our talking machine business has been doing
nicely. We consider the outlook very good."

The George Ilsen Music Co. will soon be a
thing of the past. As the trade knows, this
company have been in the hand of a receiver for
some time, and a strenuous effort has been made
to close out the stock on hand, which Mr. Ilsen
states amounts to about $30,000. The company
are now in the hands of Scott Bonham, receiver.
Geo. Ilsen leaves for Hickory Nut Gap, N. C.
within the next two weeks, where he will enjoy
a much needed rest from business cares. Mr.
Ilsen and wife will have quarters at the Esmer-
alde Inn where they will spend at least six
months. Mr. Ilsen is well known to the talking
machine and record trade and is one of the few
honorary members of the National Dealers' Asso-
ciation.

The Milner Music Co. reports fine September
business, showing slight improvement over Au-
gust. The present month is doing nicely and
holds prospects of being a very busy month.
In the talking machine trade the Edison ma-
chines and records are in good demand. Man-
ager Strief says there is quite a demand for
attachments to old machines whereby the new
four minute records may be adjusted. These
attachments are apparently in larger demand
than the new machines. The campaign records
are poor sellers.

COLUMBIA DOTJBLE-DISC CATALOG.

The Columbia Phonograph Co. have just issued
their catalog of double-disc records. It is a most
imposing publication of over seventy pages, con-
veniently classified and arranged alphabetically.
It also contains a list of the Fonotipia double-disc
grand opera records. The catalog is neatly gotten
up, carefully edited and reflects the greatest
credit on the gentlemen concerned in its com-
pilation.

A VICTOR ENTHUSIAST

Is John Van De Walle, Who Boasts That the
Victor Trade-Mark Is Part and Parcel of
Him — Shows His Hand in Good Faith.

Speaking of Victor enthusiasts, it is safe to say
there are few in the country to compare with
John Van De Walle, proprietor of the Van De

NOVEL DISPLAY OF VICTOE TUADE-IIAEK.

Walle Music Co., of Seymotir, Ind., whose "strong
left arm" we reproduce herewith, showing the
famous trade-mark of the Victor, "His Master's
Voice," which was tattooed on his arm about
seven years ago. It is something so novel that
we take the liberty of reproducing it, as we feel
sure it will interest the entire trade. It is cer-
lainiy effective and original advertising.

The Victor Distributing & Export Co., New
York, speak of their September business as being
far ahead of expectations. The work of Messrs.
Williams, Moody and Moffat is of the gilt-edge
order, and results follow.

'URLITZER

UP-TO-DATE

AUTOMATIC

MUSICAL

INSIRUMEKIS

THfe

5UITyiBlE

FOR ALL

PUBLIC
PUCES

OPtRATED BYP[RFORATTD PAPtR ROLLS

URcFcA^ofi

ON-LINE

MAILED
UPON REQUEST

THE TALKING MACHINE WORLD.

49

TRADE IN THE MONUMENTAL CITY.

September Business Close to Normal — Columbia
Double Disc Records Well Received — New
Columbia Dealer in Towson, Md. — Good Re-
port from Sanders & Stayman — What Other
Houses Are Doing — A Good Winter Trade
Expected.

(Special to The Talking Machine World.)

Baltimore, Md., Oct. 7, 1908.

The statements of the various tallying machine
dealers in this city clearly indicate that the hard
times of last spring and summer have entirely
disappeared, in so far as this city is concerned,
and that the coming winter will find the business
equal to that of any previous year. Everywhere
that the representative of the Talking Machine
World visited to-day he was told that the Sep-
tember business in the way of sales of machines
and records was excellent, and that the dealers
are happy over the prospects.

Manager Lyle, of the Columbia Phonograph
Co., announced that the company's double records
have been in great demand ever since the public
became aware of their existence, and that the
calls for them have been extremely heavy. The
dealers have taken hold of these records and find
a readier sale for them than was anticipated.
Several of the dealers, in fact, have purchased
all of those catalogued. The local store, says
Manager Lyle, is meeting with great success with
the cylinder records of the Indestructible Record
Co., the entire catalog of which have also been
taken over by several of the dealers.

W. A. Cooper, the traveling representative of
the local store, is lining up the dealers in Vir-
ginia on the Columbia goods exclusively.

Louis Hergenrather, Jr., of Towson, Md., has
become the exclusive representative of the Co-
lumbia disc machine and records, the Columbia
cylinder machines and records, and the new Co-
lumbia indestructible records in that town,
which is the county seat of Baltimore County. He
reports that business the past month has been re-
markably good in his territory.

President G. Wright Nicols, of Sanders & Stay-

man, who handle the Victor and Columbia ma-
chines, reports that he has had an excellent busi-
ness all during the month of September. The
demand for the political records has been ex-
tremely heavy. Mr. Nicols also reports that he
has had many visits from the officers and men of
the Italian Cruiser Ettore Pleramosca, who have
purchased a number of the machines to take
along with them when they leave this port the
present week. This cruiser has been in the Bal-
timore harbor for three weeks, and previous to
its arrival here, had been on a three years' cruise.
The men have not only been contented with the
purchase of the machines, but have also well
supplied themselves with a great number of rec-
ords so that the music on board the ship while at
sea will not become monotonous. Their favorite
records, however, have been those of the Italian
operas.

Manager Grottendick, of E. P. Droop & Sons
Co., agents for the Victor and Edison machines
and records, announces that the September busi-
ness has been away above the average of that of
several months previously. He states that he
anticipates an immense sale of the new Edison
attachment to play the four minute Amberol rec-
ords in consequence of the number of advance
orders now on hand at the local store. The fac-
tory hands at Orange, N. J., have been working
day and night to get ahead on the advance orders.

Fred Scheller, who is looking after the local
interests of the Star talking machines and rec-
ords, says that he has every reason to predict one
of the most successful winters in the local trade
that the dealers have known. The sales during
the month of September were away above those
of the several months before and are increasing
each week. He is having a good run on the
sentimental records, while the others are also
holding up their end.

The Douglas Phonograph Co., Inc., New^ork,
have signed the dealers' contract with the Victor
Talking Machine Co., Camden, N. J., and have
been placed on the list. Their branch in Newark,
N. J., has followed suit.

DOUBLE ZONOPHONE RECORDS.

Announced to be Ready Early This Month.

A line of double disc Zonophone records, to be
ready early in October, was announced by the
Universal Talking Machine Mfg. Co., Newark, N.
J., in the subjoined circular, under date of Sep-
tember 24, in part as follows:

"To the Trade — We have decided to put on the
market double record discs. Enclosed you will
find copy of the first list of 150 records (300 selec-
tions). We would like to have you examine the
catalog carefully and note how we have paired
up the records, giving you two different selec-
tions of about the same class. The selections are
the very best that can be had, and we will con-
tinue to catalog only the best. We will advertise
the Zonophone product more than we have done
heretofore. We will get out double side records
each month.

"The retail price of the double record discs will
be 65 cents. We expect to be able to make ship-
ment of the first list of double side records about
October 1.

"We have also decided on an exchange proposi-
tion as follows:

"To allow you to return one Zonophone single
side 10-inch record providing you order three
double side Zonophone records and pay for two
double side Zonophone records. No broken rec-
ords or records of other make will be accepted,
and you must order three times the amount of
double side records that you are returning of
the single side, in order to be entitled to credit
as per above.

"The single side records must be returned at
once and the order for the double side records
received at our office on the exchange proposi-
tion as per above not later than November 1.
Dealers and jobbers must not offer this exchange
proposition to consumers.

"On and after October 1, the list price of the
10-inch single side records will be 50 cents. On
and after October 1, 12-inch single side records
will list at 75 cents."

LOUIS BUEHN & BROTHER

45 NORTH NINTH STREET, PHILADELPHIA

SPECIAL"'^*'^ illustration
rrr^^^^r^rr^^rr^ shows our No. 123
Cylinder Cabinet. Best value in the
country. Large discount. Cata-
logue for the asking.

Announce the opening of their new branch
house at

14 IV. IVIapRet Square

The same high-class service that has been
the rule at our Philadelphia house will pre-
vail. Edison dealers in Central Pennsyl-
vania cannot afford to overlook this oppor-
tunity for a saving both in time and cost of
transportation. If you have not signed with
us we solicit correspondence.

LOUIS BUEHN & BROTHER

PHILADELPHIA

Everything for
Talking Machine

HARRISBURG

50

THE TALKING MACHINE WORLD.

OUR FOREIGN CUSTOMERS.

Amount and Value of Talking Machines
Shipped Abroad from the Port of New York.

COLUMBIA CO.'S OPEN LETTER.

Policy for the Coming Season Has Been De-
termined and Is Being Acted Upon — Just
What the Columbia Program Is.

(Special to The Talking Machine Wcild. )

Wasbington, D. C, Oct. 8, 1908.
Manufacturers and dealers in talking machines
will doubtless be interested in the figures show-
ing the exports of talking machines for the past
four weeks from the port of New Yorlv.

SEPT. 14.

Belfast, 59 pkgs., $2G1; Berlin, 6 pkgs., $146;
Bombay, 15 pkgs., ?335; 17 pkgs., $717; 7 pkgs.,
$5C0; Bradford, 25 pkgs., $119; Hamburg, 3 pkgs.,
$130; Hong Kong, 9 pkgs., $183; Liverpool, 84
pkgs., $377; 109 pkgs., $466; London, 29 pkgs.,
$758; 111 pkgs., $2,638; 12 pkgs., $318; Manches-
ter, 155 pkgs., $691; 125 pkgs., $531; Puerto
Barrios, 4 pkgs., $125; Rio de Janeiro, 21 pkgs.,
$812; Sanchez, 9 pkgs., $692; Sheffield, 50 pkgs.,
$188; Sydney, 59 pkgs., $8,970; Yokohama, 4
pkgs., $198.

SEPT. 21.

Acajutla, 3 pkgs., $136; Bangkok, 3 pkgs., $125;
6 pkgs., $300; Guayaquil, 3 pkgs., $334; Havana,
3 pkgs., $125; Havre, 1 pkg., $228; Liverpool,
140 pkgs., $850; London, 14 pkgs., $600; 60 pkgs.,
$1,419; Manila, 16 pkgs., $1,243; Maracaibo, 2
pkgs., $250; Newcastle, 70 pkgs., $273; Rio de
Janeiro, 14 pkgs., $1,384; 31 pkgs., $1,951; Rome,
1 pkg., $120; Singapore, 16 pkgs., $635; Trinidad,
10 pkgs., $271; Vera Cruz, 48 pkgs., $858.
SEPT. 28.

Berlin, 4 pkgs., $167; Glasgow, 56 pkgs., $281;
Havana, 5 pkgs., $200; London, 20 pkgs., $503;
658 pkgs., $4,069; Madras, 27 pkgs., $632; Milan,
19 pkgs., $324; Nassau, 116 pkgs., $624.

OCT. 3.

Bradford — 25 pkgs., $106; Buenos Ayres, 94
pkgs., $3,251; 18 pkgs., $580; Cardiff, 35 pkgs.,
$168; Curacao, 4 pkgs., $200; Glasgow, 105 pkgs.,
$406; Havana, 23 pkgs., $1,19G; 6 pkgs., $100;
Halifax, G pkgs., $110; Liverpool, 116 pkgs., $350;
London, 182 pkgs., $4,496; 74 pkgs., $1,941; 506
pkgs., $5,480; 791 pkgs., $9,757; Madras, 1 pkg.,
$88; Montevideo, 1,407 pkgs., $26,236; Rio de
Janeiro, 5 pkgs., $199; 3 pkgs., $238; Vera Cruz,
129 pkgs., $1,775.

E. G. EVANS BEGINS TRAVELS.

Monday E. G. Evans, formerly with the Uni-
versal Talking Machine Mfg. Co., Newark, N. J.,
commenced to call on the trade for the Victor
Distributing & Export Co., New York, for the
first time.

Gentlemen — When the National Talking Ma
chine Jobbers' Association issued the fallowing
statement, we have reason to feel pretty sure
they ,did not have the Columbia Phonograph Co.
in mind: "The jobbers hope that the factories
will very soon determine their policy for the
coming season and remove the uneasy feeling
that is now apparent among the trade." Because,
as far as the Columbia Phonograph Co. is con-
cerned, our policy is not only determined for the
coming season but it is already doing business
and a lot of it.

This company has bsen working more closely
with the dealer all through the past season of
depression than ever before in its history. Be-
fore -vfre made one of the several moves that have
been so significant this fall, we took into fullest
consideration the problem that has faced the dealer
from the first day he went into the business — and
more especially lately — and our whole aim has
been, and now is, to remove once and for all,
all the unsettling, not to say impossible, condi-
tions that the dealer has had to meet, and to
dissolve completely that same feeling of uneasi-
ness that has been so much aggravated by vari-
ous arbitrary, ill-advised, and half-considered
proclamations and ultimatums from other manu-
facturers.

As far as our influence could be made to reach,
we have been settling conditions while others
have been attempting most recklessly to unsettle
them. Our program has been pretty simple. We
have never had a minute's doubt as to the exact
details of that program, and we have now carried
it through to completion. We and our dealers
have already .buckled down to order-filling.

It's something of a program, too — simple as
it is — now you see it all mapped out:

1. Columbia double discs, 65 cents. Here is the
dealer's one biggest and most vexatious problem
solved in a minute. Instead of forcing the dealer
by every means in our power to carry an impos-
sible stock of records we offer him an absolutely
complete assortment at an investment of about
$200 — covering the full catalog of about 500
10-inch records — 1,000 selections. That's bound
to look, under any circumstances, and especially
under present circumstances, very different from
the unhealthy scheme of putting up to the dealer
the necessity of carrying several thousands of
records, and then taking on an additional line

® DO YOU MEET THE DEMAND ^

One c>( llic 41 Record Cabincla sliown in our new CATALOG
OK MUSIC ROOM TURNITURE

FOR

VERNIS MARTIN
IMT. ROOKWOOD
DECORATED AND
INLAID DESIGN

CABINETS ?

They help sell expen-
sive machines

BUY THEM FROM

Cadillac Cabinet Co.

DETROIT, IVIICH.

cf double-sided records "just to meet the present
demand."

2. Columbia indestructible cylinder records,
35 cents. Thus we enable the dealer to carry
not only a complete line of disc records but in-
destructible cylinder records also. Moreover,
these cylinder records fit any machine on the
market; the dealer can sell them to any man who
owns a cylinder machine of any make. And this
with no necessity of further complicating his
stock by adding a special line of machines wlLh
an extra-fine-thread feed. "Indestructible" is a
word of extraordinary significance to the dealer;
his records reach him without the slightest
chance of breakage, and stay with him until
sold, with absolutely no loss and no deterioration
in any shape or manner from any cause.

3. Exclusive selling rights for exclusive Co-
lumbia dealers. No "uneasiness" in that — except
for the dealer who stands in his own light!

4. Exclusive jobbing rights for exclusive Co-
lumbia jobbers. No "unsettling" in that pro-
gram— except for the jobber who waits too long
to make connections!

The biggest talking machine program ever
outlined — offered just at the time when the trade
most needed it! And there you are!

Columbia Phonograph Co., Gex'l.
Geo. W. Lyle, General Manager.

REVOLUTION IN PHOTOGRAPHY.

A new process in photography has just been
invented by a young Englishman — a process that
seems certain to revolutionize all methods of
printing from negatives and that suggests a
simple solution of the difficult problem of color
photography. Frank W. Donisthorpe, of Bath, is
the inventor. The Donisthorpe process does
away entirely with light in printing and substi-
tutes for it a dye, which is applied to the nega-
tive and then transferred by mere contact to a
piece of white paper coated with a film of gela-
tine.

Photography, a leading British magazine, de-
scribes the process briefly as follows:

' The negative to be printed is immersed in
what is practically a vanadium toning both for
five minutes. This bath is called the 'harden-
ing bath.' It is then rinsed for two minutes and
placed in a strong dye solution, also for five
minutes. A piece of gelatined paper is soaked
in water for two minutes, and then the negative,
being taken out of the dye solution and rinsed,
is laid face downward on it, and the two are
squeezed into contact. After remaining in con-
tact for a few minutes the paper is gently pulled
off, dipped for a moment in methylated spirit,
blotted off and is a finished print, which in five
minutes is dry. The negative, after the paper is
stripped from it, is put back into the dye for
half a minute or so, and is then ready to have
a fresh piece of paper squeezed to it, and so on.
A single treatment in the 'hardening' bath fits
it for an indefinitely large number of prints to
be made from it in this very simple and direct
method."

It will be noticed that this process is not un-
like that of mimeographing. The whole process
can be performed in any light; the printing
paper, not being sensitized, can be exposed to
any light, and the negative, once hardened, can
lie used any number of tiipes, the dyes being
washed out of it and new ones applied whenever
a new color is desired.

By making three negatives through colored
.ulass, one for each of the three primary colors,
dyeing one blue, one red and one yellow and
printin,!;- these one over the other, just as three
color half-tones are printed, it seems as if a good
photograph in colors could be printed direct from
the negative.

CHANGE NAME AND LOCATION.

The Standard Graphophone Co., of Los An-
.i;oles, Calif., have discontinued their business in
that city and will shortly open in Oakland, Calif.,
under the name of the Oakland Graphophone
Co.

THE TALKING MACHINE WORLD.

53

MILWAUKEE'S BUDGET OF NEWS.

Supplying Heavy Demand for New Styles of
Machines, Records and Attachments Keep
Trade Busy — New Columbia Style Creates
Interest — Association Formed by Dealers —
Those Interested — A. D. Herriman's Clever
Sign — Victor Entertains Crowds at State
Fair — George Huseby Closes Branch — Other
Interesting Trade News.

(Special to The Talking Machine World.)

Milwaukee, Wis., Oct. 8, 1908.
The question of securing the trade is not so
important to Milwaukee dealers just at this time
as the matter of being able to supply the de-
mands of the trade. Wholesalers in practically
all lines are experiencing the greatest difficulty
in securing stocks, especially in the new ma-
chines and equipment, from their factories, and
this fact is proving to be a serious obstacle just
at the time when retailers all over the State are
hustling to restock in preparation for the fall
trade, which is already under way. It seems to
be the natural thing that both retailere and trade
are interested in the latest in the talking ma-
chine field, and wholesalers say that the factories
are taxed to the utmost. Demand for the new
Edison attachments and new four-minute Am-
berol records is exceeding all expectations of
wholesalers and retailers, and the greatest
trouble in securing stocks seems to be experi-
enced in this line. The new styles of the Victor
and the Columbia, together with the new double
records, are creating no end of interest, and de-
mand is greater than the supply.

General business is very satisfactory. The
wholesale trade is still in excess of retail, owing
to the fact that dealers are still ordering heavily
in anticipation of heavy sales this fall and early
winter. The retail trade is showing decidedly
more life and great things are being looked for,
not only in the Milwaukee field, but all over
Wisconsin. Dealers are contrasting the bright
prospects now in view compared with the dark
outlook of a year ago. Money is especially plen-
tiful in Wisconsin, owing to the abundant crops
and the excellent prices which are being received.
General manufacturing is now estimated to be at
about 80 per cent, of the normal, confidence is
being fast restored, and little fear is being held
concerning the' outcome of the fall elections.
Dealers say that they were never better pleased
with the outlook than at the present time.

The new B. Y. style Columbia has just arrived
in Milwaukee and is creating considerable in-
terest in the talking machine field. The machine
comes in a mahogany cabinet, with an extra
heavy spring and a 12-inch turntable, all of
which are factors in its future success, say some
of the dealers. The machine is listed at $G5, a
half-way price between the $50 and the $100
Columbia, and indications are that this will be a
popular inducement to the buyer.

Milwaukee talking machine dealers have
formed an association for the purpose of mutual
protection and regulation of sales and prices.
The need of such an organization has been felt

for some time, and it is expected that it will
be successful from the start. The organization
was perfected recently by a gathering of some
of the dealers at the establishment of Lawrence
McGreal, 174-176 Third street, preceded by a din-
ner at the Plankington House. Officers of the
new association elected are as follows: Presi-
dent, E. B. Gennerich; secretary, Harry W. Krie-
nitz; treasurer, C. C. Warner. Others present
were George Huseby, Charles H. Iddings, Simon
Goerke, George H. Eichholz, E. P. Piasecki, P. C.
Struebing, and A. B. Mallott. Present plans are
for the holding of business meetings fortnightly
during the coming winter. Arrangements are
also being completed for the formation of a State
association among Wisconsin dealers, and it is
expected that the new organization will be com-
pleted by Christmas.

A. D. Herriman, Milwaukee manager of the
Columbia lines, is well known for his hustling
ideas of advertising and business push, and his
latest innovation is proving to be a winner as a
business-getter. The well-known manager has
constructed a large portable sign which relates
the Columbia plan of $1 weekly payment for
machines, and each day this is taken by a couple
of salesmen in a rig down into the factory dis-
tricts. A Columbia machine and a line of rec-
ords are stored away in the rig, which is always
on hand as the factory force of some of the big
plants emerge at the dinner hour. The Columbia
machine "gets busy," the salesmen talk, and the
sign speaks for itself, and the result is that the
plan is daily selling machines to the working
classes of Milwaukee. Industrial conditions in
the city are fast returning to the normal basis,
money is becoming more plentiful with the work-
ingman now that he has plenty of work, and he
is feeling more inclined to become interested in
"talkers."

One of the most popular places at the recent
Wisconsin State Pair, held in Milwaukee, was the
headquarters of the Milwaukee Daily News,
where a Victor machine from the establishment
of Lawrence McGreal, 174-176 Third street, enter-
tained the busy crowds with extracts from the
speeches of William Jennings Bryan. The voice
of the orator could be plainly heard across the
street, and there were some interesting scenes
about the tent. "Why, I don't see Mr. Bryan,"
said one woman who had met the Democratic
leader during one of his Wisconsin visits. The
multitude laughed while the woman crowded her
way into the tent expecting to see Mr. Bryan.

The new Columbia double records have made a
decided hit in Milwaukee, and the only thing
that is troubling dealers is the fact that they are
unable to secure the new records fast enough to
satisfy the demand.

"The new double records are bound to be a big
thing," said A. D. Herriman, Milwaukee manager
for the Columbia Co. "Any number of the deal-
ers are interested in the records, and all are most
enthusiastic over the future of the records. The
100 samples that we received went in one day,
and now we are waiting for more. The Columbia
Taft records have been selling and inquiries are
arriving for the new Bryan records. Business

has been tip-top for the past month, and the pros-
pects are that the month of October will be a
winner for the Columbia in Wisconsin terri-
tory."

C. H. Wilson, general manager of the National
Phonograph Co., recently spent a day with his
friend, Lawrence McGreal, the genial Milwaukee
jobber and retailer.

George Huseby, well known retailer of the Vic-
tor and Edison lines, has discontinued his Grand
avenue establishment and has removed part of
his stock to the main store at 454 Grove street.
Mr. Huseby has opened a new establishment on
the fourth floor of the Enterprise building, where
an exclusive talking machine line will be han-
dled.

A new Auxetophone, recently sold to the
Plankington Hotel, in Milwaukee, by Lawrence
McGreal, is arousing considerable interest among
the patrons of the well-known hostelry. The
Auxetophone is being used in connection with
Bach's Symphony Orchestra, and is proving to
be a most valuable adjunct. Only the Red Seal
records are being used.

The senior member of Paulus Bros., well-known
talking machine dealers of Manitowoc, Wis., in
company with his wife, were recent Milwaukee
visitors.

Sales of the new October records on all ma-
chines are proving to be very satisfactory. De-
mand is good for both the Taft and Bryan rec-
ords as the campaign advances, and the recent
visit of both candidates to Milwaukee has aroused
more interest in the line than formerly. Dealers
all over the State are most optimistic over the
future of the new Edison Amberol records, and
the trade in general seems to be enthusiastic
over these records. The new double records of
the other companies promise to be winners also,
judging from present sales and inquiries.

Lawrence Lucker, head of the Minnesota
Phonograph Co., of Minneapolis, recently stopped
over in Milwaukee while on his way home from
an eastern trip.

The first two machines of the new Victor O.
style to be sold in Milwaukee were recently dis-
posed of by the Hoeffler Mfg. Co. through J. H.
Becker, Jr., manager of the talking machine de-
partment. Mr. Becker is enthusiastic over the
prospects of the new machine and believes that
sales in the line are to be heavy. Mr. Becker
is now personally superintending the Edison
business phonograph line because of his close
intimacy with the trade and his intricate knowl-
edge of the machine. Some very flattering sales
to some of the leading manufacturing companies
of Milwaukee have been made, among them the
Cutler-Hammer Co., where two machines were
placed. Mr. Becker has placed a machine on
trial at the offices of the Northwestern Mutual
Life Insurance Co., of "^Milwaukee, and present
indications are that several machines will be
disposed of here and an entry made into a most
profitable and valuable field.

Lawrence McGreal, jobber and retailer at 174-
176 Third street, recently made an over-Sunday
visit at the home of his father-in-law, at Dixon,
111. Mr. McGreal was accompanied by Hughie,

1

A Tip:

Live Issues for Season 1908=1909!

Victor Machines and Double Discs
Columbia Indestructible Cylinders

<]f Dealers will find tHese tHe money makers
for the coming season.

<]f It always pays to keep in touch with —

BENJ. SWITKV, :2T East 14th Street, New Vork

VICTOR AND irVDEISTRUCXIBLE JOBBER

54

THE TALKING MACHIKE WORLD.

one of his little sons, well known to the Wiscon-
sin talking machine trade.

E. C. Milner, talking machine dealer of Wau-
kesha, Wis., recently spent a day in Milwaukee,
restocking and calling upon the local trade.

The largest floor space devoted to talking ma-
chine exhibits in Wisconsin is possessed by the
Hoeffler Mfg. Co. A remarkable display of Vic-
trolas, Reginas and machines of both the Edison
and Victor lines is now on exhibit on the floor,
and together with the big automatic Pian Or-
chestrel, is attracting hundreds of visitors each
week.

RECORD BULLETINS FOR NOVEMBER, 1908

NEW EDISON RECOBDS.

YOTTR BANK— AND YOTJ.

Why is a hank so commonly the most pros-
perous business institution in town? On his
'•goods" your banker makes but, say, 6 per cent;
and on your goods you make, say, 25 per cent.
Why ought not the difference in prosperity to
be in your favor? The bank keeps its dollars
moving — tries at any time to have on hand no
more "surplus stock" than will safely avoid be-
ing out of the "goods" when called for by the
customer.

Applying that same princip'e in your own busi-
ness, what might results not be — considering
your larger margin of profit? But this is so sim-
ple and sure that too many merchants will go
on ignoring it. It is strange but true that the
easier and simpler the remedy, the more we
doubt its worth. Human nature seems to de-
mand something complicated and mysterious —
something always in the distance and never right
close at hand waiting to be improved to-day.
But you can't get away from the fact that the
policy which makes the bank successful applied
to your own "goods" would make you propor-
tionately successful.

9972 The Love Kiss — Intermezzo. . .X. Y. Military Band

9973 Are You Sincere': Jiyron G. Harlan

3974 It s the Pretty Things You Say Amy Butler

9975 Popular Straight Jigs John Kimmble

9976 When Highland ilarj Danced the Highland

Fling Edward il. Favor

9977 I'm Starving for One Sight of You. . . .il. Komain
997S I Think I See My Brother Coming Now. .A. Collins
9979 Golden Blonde .". ..American Sympnony Orchestra
99S9 When You and I Were Young, Maggie. W. Oakland

99S1 Just As I Am Anthony and Harrison

9982 Evening Star Thomas Chalmers

99S3 After Sunset — Intermezzo . . Edison Concert Band

*99S4 I'm a Yiddish Cowboy Edward Meeker

99S5 It Looks Like a Big Night, To-night

Collins and Harlan

9986 Love Me Like I Like to be Loved Ada Jones

99S7 fliindel's Largo Hans Kronold

99SS A Morning in Mrs. Keillv's Kitchen .. Steve Porter

99S9 Take a Little Kide with Me

Dorothv Kingslev and Edward Meeker

9990 My Dream of the V. S. A.." Frederic liose

9991 Dancing Spirits Albert Benzie

9992 Faded Koses James F. Harrison

9993 Jim Jackson's Aff inity . . Ada Jones & Len Spencer

9994 Come \N here My Love Lies Dreaming

Knickerbocker Quartette

9995 The Crater March Edison Military Band

COLTJMBL^ INDESTRUCTIBLE RECORDS.

ATTXETOPHONES FOR GATJMONT CO.

The Victor Distributing & Export Co., New
York, recently negotiated a very profitable deal
with the Gaumont Co., manufacturers of mov-
ing picture appliances, of the same city, in which
a number of Auxetophones figured. V. W. Moody,
the clever assistant of Manager Williams, cap-
tured the prize.

882

tsS3
SS4
885

SS6
8S7
888
889
b90

891

892

893
S94
895

896

897
898

899

900
901
902
903

904

905

2d B^iment, Conn. N. G. March .... Military Band
You Have Always Been the Same Old Pal. .H. Kurr
Ev'ryone's in Love with Someone . Dorothy Kingsley
A Coon Wedding in Southern Georgia ( Origi-
nal) Quartette

Playing Hookey Ada Jones

Minerva Intermezzo Orchestra

Take Me 'Round in a Taxicab Ed. M. Favor

Don't Take Me Home Rob Roberts

Southern Fantasie (Mandolin solo) (Original)

S. Siegel

Cheer Up : Cherries Will Soon Be Ripe

Byron G. Harlan
Jim Jackson's Affinity (Original sketch)....

Spencer and Jones

Amoureuse. Waltz Military Band

All Hail the Power James F. Harrison

Medley of Schottisches (Accordion solo) (Origi-
nal) John J. Kimmel

My Brudda Sylvest' (Sung in the "Merrv-go-

Round") Collins and "Harlan

It's the Pretty Things You Say Amy Butler

Come on Down Town — Waltz (Geo. M. Cohan)

Militarv Band
Whey Highland Mary did the Highland Fling

Billy Murray

When the Summer Days are Gone Quartette

Life in Vienna — Waltz Orchestra

The Dance of Sing Ling Foo Arthur Collins

The First Rehearsal for the Huskin' Bee (Origi-
nal sketch) Stanley and Porter

In the Morning Steve Porter

Sunbeam Dance (Barn Dance) Militarv Band

One firm in Shanghai which has a general
agency for the American talking machines, is
selling large quantities of machines and discs.
They establish agencies in all ports.

Only the steady and persistent fisherman
catches the net profits.

COLUMBLi 10-INCH DOUBLE-DISC RECORDS

A409 Jolly Good Fellows (Stein Songs). Herbert John-
son. Baritone solo, bv Mr. F. Wheeler, orch.
accomp.

Every Mother's Son There Sang "The Wearing of
the Green." Joe Hallander. Sung by the Co-
lumbia Quartette, orch. accomp.
A590 The Soldier's Song, from "Serenna." Hermann
Lohr. Orch. accomp.
Jack and Jill. Stephen Jarvis. Trio.
A591 You Have Always Been the Same Old Pal. Ernest
R. Ball. Tenor solo, orch. accomp.
Don't Be Cross with Me. Jos. Howard. Soprano
solo. orch. accomp.
A592 Honeymooning. E. A. Paulton. Tenor solo, orch.
accomp.

Pat O'Brien's Automobile. Steve Porter.

SOJVIETMIING TO TEUU YOUR CUSTOiVlERS

A Talking Machine Without A Cabinet

to keep the recor(js in is like a paraide
without a band.

What an advantage to have a hand-
some, well finished Cabinet to put the
machine on and to take care of the
records. Without a Cabinet you set the
machine just any old place and as for
the records they are all over the house
getting broken, lost and dirty, and even
if you have them all together you have
to go through them all to find a record.

At a very modest cost all this is
eliminated and you have a piece of furni-
ture that does credit to any surroundings.

The records are indexed so you can
lay your hand on "The Merry Widow"
one second and find a Caruso or a Taft
or Bryan Record the next.

Of course you want the best Cabinet.
Just like everything else, there is a best
Cabinet for Records and we

THE UDELL WORKS

OF INDIANAPOLIS, IND., U. S. A.,

Make them for Victor Discs
and Edison Cylinders.

WRITE ROR CATALOG A IV D PRICES

-\593- On Calvary s Brow. Tenor and baritone duet,
organ accomp.
I'hro-w Out the Life Line. Rev. E. S. L'fford.
Tenor and baritone duet, organ accomp.
A594 Wishes. Benj. Jerome. Comic duet. Baritone
and tenor, orch. accomp.
When You First Kiss the Last Girl You Love,
from "A Stubborn Cinderella." Tenor solo,
orch. accomp.

A595 "Where Are You Going, My Pretty Maid?" A.
J. Caldicott. Mixed quartette.
Sing Me to Sleep. Edwin Greene. Contralto solo,
piano accomp.
A596 It's Up to You to Do the Rest. Karl L. Hoschna.
Soprano and baritone duet, orch. accomp.
A Little German Trouble. Sadler Monologue.
Orch. accomp.
A597 GoTinod's Serenade. "La Berceuse." Cornet solo.
Morceau D'Elevation. 'S'lctor Buot. Saxaphone
solo.

A598 Mi Amor (Polka). Band. Prou-Frou (Valse).
Band.

A599 Waltz Melodies from the operetta. "The Man with
Three Wives,"- Franz Lehar. Orch.
Medley March. Band. Introducing popular suc-
cesses.

COLTTMBLA. 12-INCH DOUBLE-DISC RECORDS

AoOTl Martha Overture. Flotow. Played by Banda
Espanola.

Humorous Paraphrase on "I'm Afraid to Come
Home in the Dark." J. B. Lampe. Descrip-
tive band.

A5072 Down in Georgia on Camp-Meeting Day. Xathan
Bivins. Comic, orch. accomp.
Peerless Minstrels. Orch. accomp.
A5073 Operatic Fantasie. Violoncello solo, piano accomp.
Salut D' Amour (Loves Greeting). Edward
Elgar ; arr. by Alfred Roth. 'S'iolin solo.

SYMPHONY SERIES.

A5074 Am Meer. Schubert. Baritone solo in German

by Anton \an Rooy.
Der Asra. Rubinstein. Sung in German by

Anton Yan Rooy.
A5075 "Otello," II Credo. Verdi. Baritone solo in

Italian by Taurino Parvis. orch. accomp.
"Bigoletto,"' Pari Siamo. Verdi. Baritone solo

in Italian by Taurino Parvis, orcn. accomp.
A5076 "Zaza." Zaza. Piccola Zingara. Leoncavallo.

Sung in Italian by Virgilio Bellatti. Baritone

solo.

"Rolando di Berllno," Preghiera di Giovanni.
Leoncavallo. Sung in Italian by Virgilio Bel-
latti.

A5077 Lo ! Hear the Gentle Lark. Sir Henry R. Bishop.

Sung by Ruth Vincent, with flute obligate by
Albert "Fransella.
"La Perle du Brezil." David. Sung in French
by Ruth Vincent, with flute obligato by Albert
Fransella.

A5078 "II Barbiere di Siviglia." Cavatina 'Una Voce
Poco Fa. Rossini. Sung m Italian by Lillian
Blauvelt. Soprano solo, orch. accomp.
Madrigal. Gaston Lemaire. Sung in French by
Chas. Gilibert. Baritone solo.

RESTRAINED FROM PRICE CUTTING.

Woonsocket Pawnbrokers Were Selling Edison
Records to Edison Agents Below Price.

(Special to The Talking Machine World.)

Providence, R. I., Sept. 30, 1908.

Judge Arthur L. Brown last -week granted in
the Federal Court the prayer of the Ne-(v Jersey
Patent Co. and the National Phonograph Co.,
joint plaintiffs, for a restraining order to issue
against James Donnelly and La'svrenee Fahey,
pa-n-nbrokers, of Woonsocket, prohibiting them
from disposing of certain phonographic records
involved in a suit at law.

According to the declaration, the contracts
entered into between the plaintiffs and dealers
in the records bind the latter not to dispose of
the records at less than 35 cents apiece. The
cartons containing the records have a printed
notice reciting the conditions prohibiting this,
and providing that the use of the records is
forfeited whenever they are purchased at less
than the regular price.

William Quimby, attorney for the plaintiffs,
said that the defendants had sold to certain
agents of the plaintiffs certain records at cut
prices.

TOM F. MURRAY A VISITOR.

Tom F. Murray, general manager of the
Wooden Phonograph Horn Co., Syracuse, N. Y..
was in New York recently looking after his
financial investments and arranging to increase
the output of his company. They have a large
contract with the Columbia Phonograph Co.,
General, and other business of large propor-
tions is being figured upon.

A Pittsburg (Pa.) music house reports the sale
of three 'Victor 'Victrolas recently through play-
ing a selection from "Cavalleria Rustlcana," sung
by Caruso: certainly music is hard to resist

THE TALKING MACHINE WORLD.

55

LATEST PATENTS RELATING TO TALKING
MACHINES AND RECORDS

anism shown in Fig. 4. Fig. 7 is an
elevation, partly in developing section along
tlie line gz, of a detail of the mechanism

(Specially prepai-ed for The Talking Machine World.)

Washington, D. C, Oct. 7, 1908.
Talking Machine. Montagu Samuel, New
Yorlf. Patent No. 895,046

The object of this invention is to provide im-
proved means whereby the delicate mechanism
of sound production, particularly in disc record

machines, is pro-
tected and in which
this protection
shall serve to dead-
en or. destroy the
sound produced by
physical contact be-
tween the disc and
stylus.

Figure 1 shows a
side-view of a talk-
ing machine pro-
vided with im-
proved cover, the
latter being shown
in section; Fig. 2
is a top view of the
device when re-
moved from the
talliing machine; Fig. 3 is a bottom view thereof,
and Fig. 4 a rear view from which the attach-
ments adapted to inclose the horn support are
omitted.

SouND-Box FOR Machines for Recording and
Reproducing Sound. John C. English, Camden,
N. J., assignor to the Victor Tallting Machine
Co., same place. Patent >Jo. 898,201.

This invention relates to the sound-box for use
in machines for recording and reproducing sound
and particularly to the diaphragm of such sound
boxes and to the means for positioning or ad-
justing, and for securing the same within the
sound-box.

The object of this invention is to provide a
diaphragm for a sound box in which no special
care or sliill is required to accurately position or
adjust the diaphragm in its proper position with-
in the sound-box and to secure the diaphragm in
such adjusted position without the use of gas-
kets or elastic rings or similar means.

A further object of this invention is to con-
struct a diaphragm of such a shape that the same
is not liable to become distorted and subjected to

unevenly distrib-
uted strains when
placed within the
sound-box, but to
stiffen the same
both at the edges
or periphery and
also at the center
thereof in order to
more accurately
and faithfully
transmit the vibra-
tions of sound or
speech, and to im-
prove the quality
and quantity of the
sound or speech re-
produced from a recording surface.

In the drawings accompanying this specifica-
tion and forming a part thereof. Figure 1 is an
end view of a sound-box provided with the im-
proved diaphragm; Fig. 2 is a transverse long-
itudinal section thereof on the line 2 — 2 of Fig.
1; Fig. 3 is a similar sectional view of modified
form of diaphragm and Fig. 4 is also a long-
itudinal sectional view of a modified form of
the diaphragm and of the manner of securing the
same within the sound-box.

PHONOGRAni. Edward F. Leeds and George
Rumpf, New York, said Rumpf assignor to said
Leeds. Patent No. 897,836.

This invention relates to phonographs for
recording and reproducing sound wherein the
tablet of material suitable for recording sound,
or the tablet having a sound-record made there-

to

on, revolves and, at the same time, passes across
and is fed to the point of the sound-recording or
of the sound reproducing stylus by virtue of suit-
able mechanism, and has for its object the con-
struction, in a
cheap and practical
manner, of a pho-
nograph of the kind
referred to in the
drawings which
form part of this
specification.

Referring to the
drawings. Figure 1
is a plan view, and
Fig. 2 is an eleva-
tion, partly in ver-
tical section, of a
phonograph made
in accordance with this invention. Fig. 3
is a plan view, partly in horizontal sec-

tion

the

along the line ah,
phonograph shown in

of a detail of
Fig. 2. Fig. 4
is a plan view of
the mechanism
within the box of
the phonograph
shown in Figs. 1
and 2. Fig. 5 is
an elevation, part-
ly in vertical sec-
tion along the
line ed, of mech-
anism shown in
Fig. 4. Fig. 6 is
an elevation, part-
ly in vertical sec-
a tion along the
line ez, of mech-

shown in Fig. 4. Fig. 8 is an elevation of the
mechanism shown in Fig. 4, viewed from the
right side thereof. Fig. 9 is an elevation, partly
in vertical section along the line jz, of a detail
of the mechanism shown in Fig. 8. Fig. 10 is a
plan view of that part of the mechanism shown
in Fig. 8 which is below the line Iz.

SouND-Box FOR Talking Machines. William
J. Patterson, Colorado Springs, Colo. Patent No.
897,774.

invention relates to improvements in
sound-boxes for talking
machines, and particu-
larly to improved means
for pivotally mounting
the stylus-carrying bar
or lever upon the box,
the object of the inven-
tion being to provide a
novel means for mount-
ing the bar by which a
free and easy vibratory
action thereof under the
pressure of the stylus
is permitted and a deli-
cate and sensitive trans-
mission the movements of the needle to the
diaphragm insured.

A further object is to provide a construction of

MIRAPHONE

Combination
Music Box and
Talking Machine

In every respect a
superior instrument
Musically and
Mechanically,
Giving you and
your customers
splendid value.

Write for Catalogue, Terms and Price

Jacoti Music Box Co*

No. 39 Union Square, New York

56

THE TALKING MACfflNE WORLD.

mounting for the bar or lever by which the ready
application and removal of the bar is permitted,
and br which the pivot bearing may be quickly
and conveniently adjusted to compensate for
wear.

Figure 1 is a front or face view of a sound-
box embodying the invention. Fig. 2 is a side
elevation of the same. Fig. 3 is a sectional ele-
vation of line 3 — 3 of Fig. 1.
Sound Repboduceb akd Recordeb. Andre

Junod, Fruitvale,
Cal. Patent No.
894,956.

This invention
relates to a sound
reproducing ap-
paratus, and is
especially design-
ed to be employed
in connection
with the stylus-
bar of the gramo-
phone, or kindred
instrument, for
producing an os-
cillating anti-fric-
tion bearing for
said bar, and in

iff 3

which other undesirable movements are entirely
obliterated.

Figure 1 is a sectional view on line A — A of
Fig. 2, which is a plan view of the apparatus.
Figs. 3 and 5 are
perspective views
of the members
of the stylus-bar.
Fig. 4 is a side^^-
V i e w. Fig. 6
shows the hoot
attachment. Fig.
7 js a section on
line B— B of Fig.
2. Figs. 8— 8a are
plan and side
view of a modi-
fied form. Fig. 9
shows section on
lines C — C and D
Fig. 8. Figs. 10
— 10a are detail c%f.«c
views. Figs. 11 — 11a show another form; as
also do Figs. 12—13—14 and 15. Figs. 16 —17—
18 show the knife edged bearings
parallel with the stylus-bar. Figs,
are a plan and
two edge views
of the bearing
and the stylus

in a plane
19—20—21

point clamp. Figs. 22 to 28, inclusive, are sec-
tions and details of the same.
Disc-Rkcobu Attachment fou Sound-Reproduc-

1X0 Machi.ne.s. Chas

struments and more particularly to disc attach-
ments for cylinder graphophones or phonographs,
and the object is to produce an efficient and re-
liable attachment of this character capable of
quick and easy attachment to or removal from
any of the approved sound reproducing instru-
ments.

Figure 1, is a top plan view of a graphophone
of well known type, equipped with an attach-
ment embodying this invention, the attachment
being shown in section in the plane of the un-
derside of the disc-record-carrying plate. Fig. 2
is an end view of the same. Fig. 3, is a vertical

section taken on the line III — III of Fig. 2. Fig.
4 is a vertical section on the dotted line IV of
Fig. 2. Fig. 5 is a top view of the vertically
adjustable bridge bar. Fig. 6 is an inverted plan
view of the attachment for the dise-record-carry-
ing plate and track. Fig. 7 is a detail per-
spective view of one of the standards supporting
and guiding the bridge bar. Fig. S is a detail
perspective view of one of the clamp hooks of
the attachment. Fig. 9 is a section oi a part of
the horn to illustrate the construction of the
clamp forming
part of the at-
tachment.

Sou.xD - Repko-
lUCING Machi>"e.
Julius Schwan,
New York. Pat-
ent No. 898,791.

This invention
is an improve-
ment in sound
reproducing ma-
chines, relating
more especially

to the arrange- jF"-'--'-
ment of such de- I >v-s^^1-

ment of such de- }
vices whereby
they will at all
times occupy a concealed and removed position.
With this in viev/ the machine is constructed
as a permanent part of a support having a flat

top and in the nature of a table, and mov-
ably support the machine casing below the top.
The support is provided with a number of horns
radiating to its border and connecting with the
horn of the machine, which serve to uniformly
distribute the sound wSves throughout the room.
By this arrangement it is apparent that the ordi-
nary use of the support as a table is not impaired,
and the machine, which is to many an unsightly
object, is concealed -and protected from the dust.

Figure 1 is a plan j
of a support in the
form of a library table
with the top removed,
baving one embodi-
ment of the improve-
ment applied thereto;
Fig. 2 is a cross-sec-
tion of the same on
the line 2—2 of Fig.
1; Fig. 3 is a per-
spective view of the
support shown in Fig.
1, with the top partly
broken away, showing
the position of the
radiating horns; and
Fig. 4 is a like view of the invention applied to a
round-top support in the form of a dining table.

Talking Machixe. Heinrich Klenk, Hanau,
Germany, assignor of one-half to Hermann Krebs,
same place. Patent No. 899,491.

This invention relates to a talking machine
which is inclosed in a casing and has for its
object to effect an increase in the fulness of
the sound and enrichment of the tone in such in-
struments. To this end the casing is provided
with a series of strings which are directly or
indirectly caused to vibrate by the sound waves
produced by the talking machine. They vibrate
directly when arranged in front of the trumpet
mouth of the said machine and are therefore
struck by the sound waves. It suffices, however,
to attach the strings to the casing preferably by
interposing one or more resonance boards with-
out having the trumpet open exactly behind the
sound orifice. In this case the strings are caused
to vibrate by the sounding trumpet setting the
surrounding air and the casing itself and at-
tached resonance boards into vibration, which
vibration is transmitted to the strings. With
such an arrangement it suffices to provide groups
of strings so that each group corresponds to a
definite tone, in order to strengthen the clear
tones, for instance those of the piano and violin,
whereby the reproduction of the tones is en-
riched. A further increase of the fulness of

W. Schwank, Kansas Cit.v.
Mo. Patent No. 898,792.
This invention relates to sound reproducing In-

My Dear Sir:

^ We desire to impress as emphatically as we can the dealers of Michigan,
Northern Ohio and Northern Indiana with the important fact:

Q That our lines of Phonographs, Talking Machines, Records, and all
Accessories have never been so thoroughly full and complete as they are
now. The demands of the trade justify our carrying very large stocks.

^ Then our Shipping Department is in readiness at all times to promptly
fill orders and ship the goods without a minute's delay. We always have in
stock what the dealer wants, and we solicit orders — " hurry " orders, by wire
or long-distance phone, because we can ship the goods the same day.

^ We earnestly and respectfully solicit your business in the confidence that
the results will be mutually profitable.

AMERICAN PHONOGRAPH COMPANY

DETROIT, MICH.

THE TALKING MACHINE WORLD.

57

sound and enrichment of the tone is effected by
the arrangement of attuned strings so that for
each note of the talking machine at least one
string is caused to vibrate: while this takes place
with the arrangement of suitable strings or of
groups of like strings or with some of these.

Preferably the invention is so devised that the
casing forms' at the same time the resonance
board of an attuned stringed instrument, the ef-
fect being further increased by interposing a
sound post or "voice" between the trumpet of the
talking machine and the bridge of the strings.
Besides the enrichment of the tones in the re-
production of a tune by means of a talking ma-
chine connected with an attuned stringed instru-
ment there is also obtained the possibility of

Fig t.

being able to strike the same tune on the instru-
ment or at least to play some accompaniments
to the same.

In the accompanying drawing which illustrates
several embodiments of the invention Figure 1
is a front elevation of a talking machine inclosed
in a casing, the strings being stretched on the
front wall of the casing provided with the sound
orifice. Fig. 2 is a longitudinal section of the
construction shown in Fig. 1. Fig. 3 is a part
longitudinal section showing a modification. Figs.
4 to 6 show two further modifications of a talk-
ing apparatus inclosed in a casing combined with
a zither.

Graphophone Sound Box.
Harry Nies, Baltimore, Md.,
assignor of one-half to James
H. Corrigan, same place.
Patent No. 899,464.

This invention relates to
sound boxes of graphophones
and particularly to means
for controlling the degree of
vibration of the stylus-bar,
whereby the pitch of the
compositicn being played
may be varied at will. By
the use of this invention, a graphophone record
is given a widely increased range. It is a well
known fact that the key of a piece played upon
a graphophone varies with the speed of the
record. A further object of the invention is
to so construct the parts tnat the weight of the
sound-box will be decreased and a neat and
ornamental structure provided.

A further object of the invention is the pro-
vision of improved means for securing the inner
end of the stylus bar to the diaphragm without
the use of glue or wax.

In the accompanying drawing Figure 1 is a
side elevation of a graphophone sound box con-
structed in accordance with the invention. Fig. 2
is a sectional view upon line xx of Fig. 1 and
looking in the direction indicated by the arrows
and Fig. 3 is a detail view of the connection
between the stylus bar and the diaphragm.

Attachment tor Talking Machines. Charles
Martelock, Oroville, Cal. Patent No. 899,880.
, This invention relates to talking machines, the
more particular object being to provide an at-
tachment for a machine known commercially as
the "B. C." graphophone, for the purpose of in-
creasing the delicacy of adjustment between the
record and the stylus needle, and also increasing
the general eiflciency of the apparatus.
Figure 1 is a rear elevation of the graphophone

provided with the attachment, this view showing
the stylus needle, the weighted lever supporting
the same means for tensioning the lever, and also
showing the pawl for raising the stylus out of
engagement with the sound record; and Fig. 2 is
an enlarged side e'levation of the graphophone,
parts being in section, and showing the drag shoe
for actuating the diaphragm, the friction wheel
engaging the drag shoe, the stylus needle and ac-
companyi n g
parts for ten-
si o n i n g the
drag shoe re-
Iarf;ing to the
friction wheel,
and also show-
ing the pivot-
ally mounted
weight for sup^
porting the
stylus needle
and its accom-
panying parts.
Fig. 3 is a frag-
mentary p e r -
■spective show-
ing how, at
a predeter-
mined point in

the travel of the carriage, the stylus is raised
out of engagement with the record.

Talking Machine. Thomas Kraemer, Phila-
delphia, Pa., assignor to Hawthorne & Sheble
Mfg. Co., same place. Patent No. 899,874.

This invention has reference particularly to
the manner in which the sound-boxes of talking
machines are connected to the sound-conveying
and amplifying devices thereof. As is well known,
record tablets for the mechanical reproduction of
recorded sounds, whether of cylinder, disc or
other form, are of two types depending on the
character of the undulations of the record-groove,
these being termed the vertically undulating and
the laterally undulating types. For reproducing
sounds from these two types of record-tablets,
machines differing in construction have hereto-
fore been required, so that a person having but
one machine could use only records of one of
these two types.

The object of this invention is to provide a
talking-machine so constructed that it may be
used to reproduce sounds from either of these
two types of records differing in the character of
the sound-undulations of the recordrgroove. This
is accomplished by providing a sound-box which
is arranged to assume either of two operative po-
sitions, in one of which the stylus of the sound-

box will co-operate with a record of the vertically
undulating type to reproduce the recorded sounds
and in the other of which it will co-operate
with a record of laterally undulating type. Thus,
the sound-conveying device of the talking ma-
chine, consisting of either an amplifying horn
alone or a combined horn and tone-arm may have
a joint permitting movement of the sound-box
to either of its two positions.

In the preferred embodiment of the invention,
a tone-arm is employed and a joint is provided
near the free end thereof such that fhe sound-
box may be moved from one opei-ative position
to a secoind
operative posi-
tion in which
its diaphragm
is disposed at
a right angle
to the plane of
the diaphragm
when the box
is in the first
position.

Figures 1
and 2 are views
in elevation of
the tone-arm
and sound-box
showing the
two> positions
of the latter, and Fig. 3 is a sectional elevation
of the sound-box and a portion of the tone-arm.

50,000,000 PEOPLE WILL HEAR

The Voices of Bryan and Taft Through the Me-
dium of the Talking Machine During the Po-
litical Campaign Now on.

Commenting upon the talking machine as a
factor in the national campaign now under way,
Frederic J. Haskin, the well-known writer, says:
""If figures did not sometimes lie it would be easy
to prove that at least 50,000,000 people will hear
the voices of Bryan and Taft between now and
©lection day. Mr. Taft has talked for twelve
records, and Mr. Bryan for ten. Big sellers in
the record trade often reach the hundred thou-
sand mark. Did each of these records reach that
mark it would mean a sale of 2,200,000 records.
If only twenty-five people heard each of these
records it would mean that more than half the
people of the United States could say that they
had heard the voice of one or the other of the
leading Presidential candidates."

Strike Now!

Trade is getting better —
everyone admits it and if
you are going to take the
fullest advantage of business
conditions, you must be ready and prepared. We can supply you
at the shortest possible notice with all kinds of talking machines,
accessories, and a lot of specialties which we manufacture and con-
trol exclusively.

We are manufacturers and jobbers, and by concentrating our
efforts solely upon that end of the business, we are in a position to
devote our whole time to the needs of dealers. If you are in Boston
you will find our place convenient. Call and look us over and if
you desire anything in the talking machine line, do not fail to take
up the subject with us and we can meet your wants in every par-
ticular.

THe Boston Cycle and Sundry

38 Hanover Street

^ Boston, Mass.

58

THE TALKING MACHINE WORLD.

Leading' Jobbers of TalKing MacKines in America

J

THE

OIXSON

Trade-Uark

Are delivering: the most wonderful
TALKING MACHINE

NEEDLES

ever manufactured.

They come in four sizes, No. 1, Loud
Tone ; No. 2, Happj" Medium Tone ; No.
3, Medium Tone and No. 4, Soft Tone.
They are packed in most attractive boxes
and envelopes, especially intended to
help the Small Dealer make profitable
sales of GOOD NEEDLES.

A SYMPOSIUM on the svibject, with
wholesale prices, will be mailed to an5-
address, from either of our three stores.

OLIVER DITSON COMPANY

150 Tremont Street, BOSTON, MASS.

Chas.H.Ditson&Co. J. E. Dilson & Co.

Nos. 8. to. 12 East 34lli Street No. 1632 Cliestnnt Street
NEW YORK, N. Y. PHILADELPHIA, PA.

FINCH & HAHN.

Albany, Troy, SoKerveotOLdy.

Jobbers of Edisorv, Victor and Columbia

MaLchirves and Records

500,000 R.ecord8
Complete Stock Quick Service

Jacot Music Box Co.,

39 Union Sq.. New York.

Mira eind Stella Music Boxes.

Edison and Victor Maciiines
and Records.

Tou Can Get Goods Here

KDISOIV VICTOR

JOBBERS DISTRIBUTORS

Our wholesale depot is a mile from our retail store.
Records are not mauled over for retail customers
and then shipped out to dealers. Dealers trr^ng
from us get brand new goods just as they come
from the factory.

LAWRENCE McGREAL, Milwaukee, Wis.

NEW ENGLAND

JOBBING HEIADQUARTERS

EDISON AND VICTOR

Machlnea, Records 8Jic£ Svippllea.
THE EASTERN TALKING MACHINE CO.

177 Tremont Street • - BOSTON. MASS.

ECLIPSE PHONOGRAPH CO.

HOBOKEIM, IM. J.

Edison and Zon=o=phone Jobbers

Can Guarantee Quickest Delivery
From Lar.'esl Stock in New Jersey.

JOHN F. ELLIS &

CO.

WASHINGTON. D. C.

Distributor

VICTOR Xalkino
»^ M. Machine

s

and RECORDS Wholesale and

RetaU

Largest Slock In the South

PERRY B. WHITSIT L. M. WELLER

PERRY B. WHITSIT CO.,

213 South nigh Street, Columbus. Ohio.

Edison inODrDO Victor Talking

Phonographs .IllnnrniV Machines
and Raoords UUUULIIU and Raoords

IHE

Factory :
Rahway, N. J.

TSADE-UARK

BROADWAY and 17th ST., NEW YORK

Western Branch :
259 Wabash Ave., Chicago

WHOLESALE AND RETAIL

REGINA MUSIC BOXES REGINAPIANOS
REGINAPHONES SUBLIMA PIANOS

DISTRIBUTORS IN NEW YORK FOR

Victor Talking Machines and Edison Phonographs

Complete Stock. Prompt Deliveries.

HARGER & BLISH

aOBBEZRS

VICTOR
EDISON

It's worth while knowing we never
substitute a record. If it's in the catalog
we've got it.

Des Moines IOWA Dnbnque

E. T. WILTON & COMPANY

HOUSTON, TEX.

Wholesale Distributors "Star" Talking
Machines, Records, Horns, Cranes, Etc.

We have everything j-ou need, also
JEWELRY and WATCHES

COLUMBIA JOBBERS

N. W. IOWA. NEBRASKA and SOUTH DAKOTA

Write to-day for terms nec-
essary to become dealers

W. A. DEAN COMPANY '^smu™ ixf''"

F. IVI. AX WOOD

123 MONROE AVENUE
IVIEN/IPHIS, XENIM.

EDISON eJOBBER

L F. DROOP & SONS CO.

925 Pa. Avenue |231 No. Howard St.

WASHINGTON, D.C. BALTIMORE.MD.

Wholesale and Retail
Distributors

Edison Phonographs

Victor Talking Machines

Southern Representatives for

Topham's Carrying Cases: Herzog's Record Cabi-
nets; Searcblight. H. & S. Tea Tray and Standard
Metal Co.'s Horns and Supplies.

PRICE F» HOMOGRAPH CO.

51-56 Clinton Street, NEWARK. N. J.

Victor Distributors Sl»s"""°"

Send us your Order, you get the Goods

We don't retail. We take care of the Dealer.

Laree Stock — Quick Service

BIFFALO • N. Y.

NEAL,
CLARK &
NEAL CO.

o

EDISON
VICTOR
COLUMBIA

Peter Bacigalupi & Sons

SAN FRANaSCO, CAL.

WHOLESALE RETAIL

1021-23 Golden Gate Ave. J1I3-I5 Fillmore St,

P^^^ Edison, Zonophonc
P^ALER Victor

All Kiads of Automatic Mtisical Instnimeots
and Slot Machines.

BABSON BROS.

I 9th St. and Marshall Boulevard

CHICAGO, ILL.

Special attention given DEALERS only, by Q. M.
NiSBETT, Manager, Wholesale Department.

LARGEST STOCK OF EDISON PHONO-
GRAPHS AND RECORDS in the U. S.

Southern California Music Co.

EVERYTHING FOR TALKING MACHINES

Edison and Zon-o-Phone Jobbers

LOS ANGELES, CAL.

EXCLUSIVELY JOBBER.

sJo'cK ZONO-O-PHONESd'Sy

BYROIM MAUZY
SAN FRANCISCO CALIFORNIA

C. B. HaYNEB W V. YOUMANS

C. B. HAYNE8 & CO.

WMOLISJILE DJSTRIBUTOR8

EDISON PHONOGRAPHS and RECORDS

ALL SUPPLIES

603 East Main St., Richmond, Va.

PACIFIC COAST ""^SirS^-
Victor Talking Machines records

STEINWAY PIANOS-LYON & HEALY

"OWN MAKE" BAND INSTRUMENTS

cUn^^^w, rin., B r« San Francisco Portland
bnerman, tlay & to. Oakland les Angeles

Baltimore Zonophone Jobber

THE NEW TWENTIETH CENTURY TALKING
MACHINE CO.

L. MAZOR, Proprietor

Talking ■U.'xclilni'S and Records. The Biggest
Assortment of Hebrew Records.

1423-25 E. Pratt Street, BALTIMORE, MD.

KLEIN & HEFFELMAN CO.

Canton, OHIO.

Edison Victor

MACHINES, RECORDS AND SUPPUES

Quickest service and most complete stock In Ohio

IF YOU'RE IN WESTERN MICHIGAN
it will be money in your pocket lo order

Victor Machines and R^ecords
JULIUS A. J.° FRIEDREICH

30-32 Carval Street. Grand Rapids, Michlgarv

n.,, vi„»,„ . ' Quick Service and a Saving
Our Motto: N Transnortation Char.'es

Every Jobber In this country should be represented In this department. The cost is slight and the advantage is great.

Be sure and have your firm in the November list.

THE TALKING MACHINE WORLD.

59

I^eadin^ Jobbers of TalKin^ MacKines in America

STANDARD TALKING MACHINE COMPANY

EIDXSON PITTSBURG, PA. VXCTO

If it's made we will ship it the same day order is

D. K. MYERS

3839 Finney Avenue ST. LOUIS, MO.

Only Exclusive Jobber In U. S. of

Zon-o-phone Machines and Records

We Fill Orders Complete Give us a Trial

^ticKaPininXHis!

I We refer all retail inquiries from our
Dealers' towns to them lor attention.

1 We positively will not sell a Talking
Machine or Records at retail in a town
where we have a Dealer.

J We do not reler the inquiry to you and
then oiler to pay express ii the customer
will tiuy direct.

The Rudolph Wurlitzer Co.,

Cincinnati and Chicaso.

2 poinia ol supply on Victor & Edison. Order from the nearer.

Paste This Where You Can Always See It !

Mr. Dealer:

We refer all Talking Machine inquiries coming from towns
where we are represented by dealers to the dealer or dealers in
that town.

VICTOR and EDISON JOBBERS

CHICAGO

Every Jobber in this country should be represented in this department.
The cost is slight and the advantage is great. Be sure and have your
firm in the November list.

J. A. MACKAY'S EULOGY RECORDED

By Son at Columbia Co.'s Laboratories —
Records for Private Distribution Only.

UNIFORM BILL OF LADING.

New Document Will Go Into Effect Throughout
the Country on Nov. i.

When a monument was erected to the memory
of John A. Mackay, president of the Commercial
Cable Co., and a well-known capitalist, at Reno,
Nev., Col. George Harvey, editor of Harper's
Weekly, and other publications, delivered the de-
dicatory address. Clarence Mackay, a son, re-
plied to the eulogium, and to preserve this speech
in its natural force and vigor, he repeated the
address in the laboratory of the Columbia Phono-
graph Co, New York, recently, the recording
being done by Victor H. Emerson, the manager.
The records are for private circulation only,
and chiefly among the family and intimate
friends of the elder Mackay.

NEW VICTOR CO. POWER PLANT.

One of the Best Equipped in South Jersey Say
Engineers.

(Special to The Talking Machine World.)

Camden, N. J., Sept. 30, 1908.
The $25,000 stack of the Victor Talking Ma-
chine Co., near Second and Cooper streets, is
completed, and is 265 feet in height, being the
highest in South Jersey. All the machinery to fur-
nish power for the entire plant will be located
some distance below the street level in the new
store at the corner of Second and Cooper streets,
and the new power plant is declared by engineers
who have inspected it to be one of the best in
point of construction and equipment in the State.

(Special to The Talking Machine World.)

Chicago, Oct. 5, 1908.
ITpon the recommendation of the Interstate
Commerce Commission, which was made after
public hearing upon the matter, at which all in-
terests were afforded an opporttinity to be heard,
the carriers will, on November 1, 1908, adopt a
new uniform bill of lading combined with a
new shipping order. This combined bill of lad-
ing and shipping order was prepared by a rep-
resentative committee of shippers and carriers
after many conferences with banking and other
interests. .

On and after November 1 the shipper may
have the option of shipping property either sub-
ject to the terms and conditions of the uniform

bill of lading or under the liability imposed upon
common carriers by the common law and the
Federal and State statutes applicable thereto.

If the shipper elects to ship und'er the terms
and conditions of the unif.orm bill of lading and
shipping orders, the rate provided in the ofhcial
classification and tariffs will apply. If the
chipper elects not to accept the conditions of the
new uniform bill of lading and shipping order,
the property so carried will be at carrier's liabil-
ity, limited only as provided by common law
and by the laws of the United States and of the
several States in so far as they apply, but subject
to the terms and conditions of the uniform bill
of lading in so far as they are not inconsistent
with such common carriers' liability, and the
charge therefor will be 10 per cent, higher (sub-
ject to a minimum increase of 1 per cent, per
100 lbs. than the rate charged for property
shipped) to all the terms and conditions of the
uniform bill of lading and shipping order.

VICTOR BRYAN RECORDS APPROVED

By Democratic National Committee — Copies of
Letters Sent to the County Committees Pub-
lished by Victor Co. — An Important Move.

The Victor Talking Machine Co. have sent a
letter to the trade stating that the Democratic
National Committee have indorsed and adopted
Mr. Bryan's Victor records, and have practically
commanded their precinct committeemen to ob-
tain a Victor and Victor records by Mr. Bryan,
and to add them to the program of their meet-
ings held in Mr. Bryan's behalf. They also en-
close photographic reproductions of letters in-
dorsing the Victor Bryan records sent out by the
Democratic National Committee to every Demo-
cratic committee in the country.

"JOBBERS, ATTENTION!

99

Our Advertisement in last month's World, regarding our
complete line of

TALKING MACHINE SUPPLIES

has brought us Orders from almost every Jobber in the
United States. If you have not sent us an order, do so at
once and you will save 100 per cent, clean profit. Besides
repair parts, we sell Needles. Write for our Net Prices and
Samples at once.

Talking Machine Supply Co., neV yVrI

60

THE TALKING MACHINE WORLD.

i\

I

Side Lines for the Talking Machine Trade

Some of the Many Specialties which will Interest Talking Machine Men are Treated of in this Department

On the banks of a notable New England river
with his family, lived a plain-going, common-
place New Englander. He was well versed in the
rudiments of farming and could also turn his
hand to mechanics with a degree of success, and
as a handy man could always find remunerative
employment at all seasons of the year.

Shad fishing on the river was very remun-
erative in its season at this time and had greater
attractions for this individual than the more
regular industries, consequently one year, just
prior to the shad fishing season, he borrowed
some money for the purchase of a net and boat,
and hired an assistant to help him. The shad
fishing season was not longer than about 60 days
at the most and deducting the freshet season and
bad tides possibly would not exceed 45 days; how-
ever, at the end of this time, the hero of our
story found himself in possession of $1,000 to his
credit, he- paid for the money borrowed and his
assistant which left him with a capital for next
season's business with a second hand net and
boat and several hundreds of dollars to the good.
It was more money than he ever dreamed of hav-
ing at one time before. He swelled out his chest
and said "from this time on I am a fisherman by
occupation;" He bought a low-priced piano for
his home and a horse and buggy, and prepared to
enjoy the comforts of life. There were many
things during the balance of the year to which
he could have turned his attention with profit, but
he simply looked wise and independent and said
"no, that is not my business, I am a fisherman
and will wait till the fishing season opens up
again," which he did.

His ready cash, however, had been depleted and
he was owing the groceryman and butcher a bill
which was making them feel a little uncomfort-
able before the fishing season arrived, but he as-
sured them he would be able to make good as
soon as the season opened up, which he did.

However, the season was not quite as good as
the year before, but owing to the fact that he
did not have to purchase a net and boat this year
he had about as much money at the end of the
season as the previous. He made more improve-
ments in his home and lived the life of leisure as
before. He knew he had to buy a new net for
next season's fishing, but this did not bother him
much because he had a whole year to consider
that. When his season of leisure was about
half spent, he had sickness in the family and the
money intended to buy the net with became ab-
sorbed; however his credit was good and he bor-
rowed more money for a new net.

This season the catch was poor, barely paying
expenses and with a note coming due for the
purchase money of the net, he had but little left
to live on the balance of the coming year, but
still he stuck to his old argument, that one thing
Is enough for any man and it owes him a living.

At the beginning of the fourth season he was
in pretty bad shape financially, but still had net
and boat which would be good for one season
more; if he made a "killing" this year, he would
be all right, but he did not. The fourth season
was, as far as profit went, a little worse than the
third. After the season was over he squared up
his accounts with the world or nearly so, but had
nothing left. His wife asked "What are we to
do?" He reflected a moment and replied: "There
is nothing to do but get a job and go to work at
something else," which he did, at the same time
keeping in mind the fishing season for the next
year, never allowing himself to engage in any
occupation that would debar him from that.

When the fifth season opened he found he had
supported his family to the close fishing season
and had accumulated suflBcient money to pur-
chase a new net and boat, which he was obliged
to have.

The fifth season was a little better than the
third and fourth, so that when this season closed
he found himself in pretty good shape. He then
said to his wife "Henceforth I am a fisherman in
the fishing season, but between seasons I am
open for anj'thing that has a profit in it."

Although the shad fishing industry has never
since been as prosperous as in its former days,
this particular individual has never been up
against it again, but on the contrary has a good
bank account and still keeps his horse and buggy
and piano.

The Talking Machine World relates this story
for two reasons, first, concerning the individual
fisherman it is a true one, secondly because there
are so many talking machine dealers whose cir-
cumstances seem to be parallel with the fisher-
man in the story. We canot see any reason why
simply because a talking machine dealer can
make good profits in the talking machine busi-
ness during its season, he should decline to
handle any other merchandise which might fit in
between seasons, which would not be any detri-
ment to his talking machine business during its
season.

There are many side lines which are being
advertised in The Talking Machine World; many
other side lines which a dealer could find which
never have been advertised. What line the dealer
should adopt is for him to decide, not us; this
dep-ends entirely upon your locality and the class
of trade you have. For one dealer a good side
line might be fire arms or sporting goods; or
another dealer watches and jewelry, still another
might use optical goods, or put in a more com-
plete line of music and musical instruments. The
dealer who knows his trade and locality can
hardly make a mistake in choosing a side line;
he should be governed by two rules only. First,
will it fit in with my regular business? Second,
is there money in the side line? If these ques-

The VIASCOPE SPECIAL

NOW READY

rfjj' After years of study we have perfected
a moving picture machine void of all
vibration and absolutely flickerless. All
working parts of mechanism encased in a highly
polished nickel-plated steel case. Its construction
is so simple that it can withstand the hardest usage
without getting out of order.

11 >('/<: for Cataheue.

VIASCOPE MFG. CO.

Department A, 112 East Randolph Street

CHICAGO

tions can be answered in the affirmative you can
rest assured the side line is all right.

You see dealers engaged in other lines making
a success of phonographs as a side line. If this
is true, and we know of cases where it is true,
why can it not be reversed and the talking ma-
chine dealer make a success of something else
for a side line.

This is food for thought, Mr. Dealer, but re-
member that thought without action availeth
nothing.

Sporting and Athletic Goods.

Among the various lines referred to in these
columns, few offer so wide a field of choice as
that which bears the name of "sporting goods."
Under this heading appears athletic goods, such
as everything used in football, baseball, basket
ball, handball, lacrosse, tennis, golf, gymnasium
and track outfits, pennants, banners, etc. The
gun and fishing tackle section covers rifles, shot-
guns, revolvers, ammunition, reels, poles, lines,
bait, special clothing, kennel supplies, and a hun-
dred and one other articles to tempt the fancy
of the sportsman. Bicycles, motor cycles with
a full line of accessories and parts, easily come
under this line, many of the larger firms even
going SO' far as to add automobiles to the list.
We therefore have something to suit almost
everyone from the small dealer whose capital
is limited to the largest houses in the country.
In going into this line, however, the talking ma- ,
chine man must not try to deceive himself by
thinking that all he has to do is to order a few
things, place them in his window and pocket the
profits. If such is his intention he is in a fair
way to be grievously disappointed. Season of
the year and location are the first thing to be
considered. If you only intend adding a small
line, confine yourself to such things as are most
in demand at the time in your city; for example,
it now being the fall of the year, if you are in
the neighborhood of good hunting, put in a com-
prehensive line of guns, traps, ammunition,
clothing, etc. If you are located near a school
or college, football, basket ball, gymnasium out-
fits, etc., are more appropriate, and if you are
in the locality of water, skates, etc., will be
found an addition. It is, however, to the man
with a fair amount of capital that the biggest
chance for success lies open, inasmuch as it is
but natural that the larger and more complete
the line the greater are the opportunities. The
best recommendation that can be given for han-
dling sporting goods is that prices in all the well-
known brands are restricted, which does away
with unfair competition, which gives the smaller
man or beginner a good fighting chance. The
prospective dealer, therefore, if he is wise will
confine himself to lines that have won for them-
selves a name, as in no other field have trade-
marks a more potent selling force, and the be-
ginner in no matter what branch of commercial-
ism should take advantage of every oppor-
tunity which comes his way, as he must needs
compete with others in the same line who have
already trade established. Now is the time Mr.
Talking Machine Man" to' get into this field, if
you would derive the bulk of the fall business,
which comes between the 30th of September and
the 30th of November. Don't put the matter off.
but act now, as a little later the factories will
be unable to deliver your goods with anything
like promptness and you can't afford delays at
this late date.

Illustrated Post Cards.

There is no use denying the fact that a large
proportion of the dealers in post cards now find
themselves heavily overstocked with (for the
most part) cheap, shoddy, unsalable cards,
which they have in the past been induced to pur-
chase by unprincipled salesmen, whose main

THE TALKING MACHINE WORLD.

61

"New Process " GILLEHE Blades

Have You Got Them In Stock?

" New Process" Gillette blades have
proved an instantaneous success.

They differ in price, quality, ap-
pearance and style of package from
the previous kind, and the public is
being notified of the change by full
page advertisements in all the lead-
ing magazines.

More than two million GILLETTE
users will now accept only " New

rrocess • GILLETTE blades. If you

have them in stock before other deal-
ers in your locality you will get the
business, and at the new price your
profit is a very liberal one.

fi?^

"New Process" blades are manu-
factured by newly-invented machines
and processes, making them superior
in appearance, operation and endur-
ance to any blades ever produced by
anyone.

These machines are automatically
regulated, and grind, hone and sharpen
each blade individually with the ut-
most precision.

Every cutting edge is perfect, and
possesses a degree of keenness not
produced by any other process.

"New Process" blades are finished
with a high polish that renders them

easy to clean. Since dust and mois-
ture do not cling readily to a polished
surface, these blades are practically
immune from rust.

"New Process" blades are packed
in a handsome nickel-plated box which
seals itself hermetically every time it is
closed. This shuts out all dampness
and effectively protects the blades
from rust in any climate, land or sea.
When empty, the box forms an at-
tractive waterproof match safe.

The set now contains 12 blades.

The Retail Price is $1.00 per set.

Twelve sets are packed in a carton.

To those who are not handling the
GILLETTE, we suggest "Get Busy."
Get the sales resulting from our huge
advertising campaign — the increased
business and profits that the co-oper-
ation of our Sales Department will
bring you.

YOUR customers are continually
seeing GILLETTE advertisements
and they want the razor. Eventually
they buy it somewhere.

WHY NOT OF YOU ?

Write us for catalog and liberal
discounts to dealers.

GILLETTE SALES COMPANY

BOSTON NEW YORK CHICAGO

702 Kimball Building 702 Times Building y j: • 702 Stock Exchange Building

62

TEDi: TALKING MACHINE WORLD.

idea was to unload as much as possible regard-
less of the customer's ability to dispose of the
goods. These cards, in the first place, were got-
ten up in a slip-shod manner and then sold
direct by the manufacturer at almost cost, so as
to get rid of them. The salesman's argument,
of course, was specious, the dealer was to get
all the profit (anywhere from 300 to 1,000 per
cent., according to the credulity of the victim).
The public being crazy over this or that subject
would pay any price, and all the dealer had to
do was to sit tight and take in the coin. The
outcome of the whole foolish business is the
demoralization of the entire trade. At last
manufacturers and jobbers have begun to realize
that their own carelessness, plus greediness, was
killing the goose that laid the golden eggs. They
have now gotten together and formed associa-
tions to protect the dealer and maintain a stand-
ard scale of prices and quality. This movement
will be a godsend to the trade, and there is no
doubt but that the good old days of prosperity
will return for all concerned. But what about
the cards that the dealer now has, and which it
seems impossible to rid himself of? There are
only two ways that these can be disposed of,
for disposed of they must be, if the retailer
would revive his business, and that quickly.
Choose those that are clean and in good condi-
tion and send them to your printer and have
some advertising matter printed on them and
then distribute them throughout the town. In
this way one can obtain a good deal of publicity
at little or no expense. The other alternative
is the bon-fire — and after all perhaps the best,
for such old stuff only takes up valuable room,
and if constantly kept before the eyes of one's
customers it gives them either the impression
that you are way behind the times or else that
the post card is a thing of the past. Either
of which is just what one should fight against.
The post card business is here to stay, and the
large profits that have, and will be made In it,
justify any measure that will insure its future.
The people have now become educated and are
for the most part mighty discriminating buyers.

The retailer, therefore,, who would obtain the
best results from his department must be very
careful in his buying. Buy rather too few of
a subject, than too many, for the secret of suc-
cessful merchandising of post c-ards is "constant
change," and remember, it is seldom the card
which offers you the greatest margin of profit
that proves the biggest seller. Quality is what
counts nowadays, and the dealer who remembers
this and suppresses all other ideas will find
himself well rewarded.

GILLETTE SAFETY RAZORS

The Ideal Side Line for Christmas Trade — and
Why,

tional amount of money to tell the world of the
vast improvement and labeled the blades 12 for
one dollar — which simply means increased satis-
faction to the public and additional profit for
dealers. If there is a man in this trade who
doesn't handle this razor, but who is anxious
to make some additional money out of Christmas
trade, we earnestly advise him to set right down
and investigate this line. Not only is the in-
itial sale a profitable one, but each razor sold
means a steady customer on blades and steady
and satisfied customers on the Gillette mean cus-
tomers on your other lines.

MOVING PICTTJEE FUMS OF "CELLIT."

Taken all in all there is no Christmas gift that
will be received with greater pleasure by any
man than the Gillette safety razor. People who
at any other time might hesitate to "plank
down a five-spot," saying, "oh, well, my old one
will do," will get one now for a friend and
thank their stars that they are able to get so ac-
ceptable an article at so small a cost. The Gil-
lette Co. from their inception have had but two
ideas in view — to make their razor without any
possibility of a doubt the best in the world —
to create a demand for it by enormous ex-
penditure of money and protect and back their
dealers to the last ditch. Their restricted price
policy enables everyone to make a good large
profit, without fear of that nightmare of all mer-
chants, "cut prices."

What the record and sound-box is to the talk-
ing machine the blade is to the razor. The Gil-
lette quality has long been subjected to competi-
tion and though successful this enterprising
firm were not satisfied but must need keep at
it in order to improve that which already was
the best. As seen in their announcement else-
where in this paper, this has been accomplished,
but only at Increased expense. They might per-
haps have cut down on their agents' profits and
still have retailed them at the old price (50c.),
but no, they stood by their guns, spent an addi-

The latest application of "cellit," a newly dis-
covered substitute for cellulose, which has the
decided advantage of being non-combustible, is
in making films for cinematographs. A cellit
film exposed for ten minutes to the concentrated
light of an arc lamp does not exhibit the slight-
est alteration. A celluloid film, under the same
conditions, bursts into flame after the lapse of
only three seconds. The cinematograph has now
entered so extensively into the category of popu-
lar entertainments that a film material will be
most welcome which will obviate the serious
danger thus far attendant upon the employment
of the current mechanism and already produc-
tive of several tragic catastrophes.

CINEMATOGRAPH IN OPERA.

M. Andie Messager, one of the new directors of
the Paris Opera, intends to give the full series
of Wagner operas in Paris the coming season.
"Die Gotterdammerung" will be given actually
without cuts. The scenery has been designed
and painted in Paris, and a novelty will be at-
tempted in the last act, which, by the way, has
always presented unsurmountable difficulties. M.
Messager has decided to use the cinematograph
to represent the destruction of the gods, and he
expects much more realistic results from the
scene than have been obtained before.

TKanKs^iving Day Post Cards

RicKly Embossed witK Life-liKe Colors

There acre 25 Designs in
tKis new line of 1908
Thanksgiving Da.y Cacrds

OUR OWN ARTISTS have (delivered to us this year the most exquisite designs and
the v/idest possible variety of subjects ever shown in

THANKSGIVING DAY POST CARDS

Our stock is entirely new, as we did not have enough cards to fill orders last year.
The sale will be larger this year because our designs and variety are better than ever before,
besides that the day cannot be celebrated rightly by our people without freely distributing
these cards. Special trade price for this quality of Cards.

25 Designs— $1.00 per 100 .Assorted— 25 Designs

By Mail 8 cents extra.

Shall we mail you our new Fall Post Card Catalog?

THE AMERICAN NEWS COMPANY, ^StVVSS'rc'iVv'*"'"'

THE TALKING MACfflNE WORLD.

63

Try Our Competitors Too

Retail Price
$8.00

Dealers' Price
$4.00

I •4iis<*<

CLOSED

when somebody says '*our talking
machines are as good, or better than
Pease's" — buy them — test them —
then compare them with ours, — place
both before your customers and let
them decide, they may not know a
great deal about mechanics, but they
have eyes and ears. We are willing
to leave it to them.

We have devoted years to perfect-
ing our models and are satisfied to let

CROWN TALKING MACHINES
STAND ON THEIR OWN MERITS

As a premium, they are invincible
— and for a scheme proposition there
is nothing to compare with them.

We want a live firm in every city — a
firm who is looking for a chance to make
money — and is willing to work /or it.
Does this hit you If so^ write us now Jor
catalogues and full particulars.

IS IT NOT TRUE

that the man who handles but one
line is a slave, and must dance to any
tune his manufacturer chooses to
whistle? Why not^ therefore^ be inde-
pendent? Branch Out^ start by mvesti-
gating Pease's Side Lines.

Our dealers are makingr from
100 per cent, to JOO per cent. Profit.
Enough Said.

E. S. PEASE CO.

Suites, 1653-1655 Hudson Terminal Building NEW YORK

64

THE TALKING MACfflNE WORLD.

GUNS, REVOLVERS, OPTICAL GOODS, ETC.

A.re Good Side L^ines for F^tionograpti Dealers

We here illustrate, describe and price a few specialties that will put some go into your busi-
ness, The goods are all right and prices 20 to 25 per cent, lower than others. Write for
conAdential wholesale prices.

WITH HAMMER
Retail Price, SS.OO

AUTOMATIC REVOLVERS

Improved Model
American-made Au-
tomatic Revolvers,
High Finish, Perfect
Model.

HAMMERLESS
AUTOMATIC
REVOLVERS

32 and 38 Cal.
Retail Price. $5,50

"UNDERBUY AND UNDERSELL"

is the vital principle of success in trade. Here is your oppor-
tunity. National Arms Co. Single Guns, Automatic Shell Ejec-
tors, Retail Price, $5.00.

Don't pay
the gun trust
$4.25 for
their guns
when you

can get a Ji^^^B^ Wholesale

NATIONAL ARMS CO.

GUN ISl^ $3.50

NEW
LINE

S°c^il' Revolvers

RETAIL PRICE. $2.50
Write for Wholesale Prices

NEW LINE SMOKELESS POWDER
SHOTGUN SHELLS

20 per cent, under the Association Dealer's prices. WRITE
for our Confidential Wholesale Price List

KIRTIAND BROS. 6 CO-.n-SS-r' 90 Chambers St., New York

OUR MONTHLY REVIEW.

[We solicit Inquiries from our subscribers who are de-
sirous of any Information in regard to paying side lines
which can be handled in connection with the Talking
Machine. We put you in direct touch with the leading
manufacturers. When in doubt, write us, care the
Side Line Department.]

One of the most promising lines that The
World has had the pleasure of inspecting for
some time is the Peerless Vacuum Cleaner for
the home, sold and controlled by the Manufac-
turers' Outlet Co., of this city. This device is
a complete plant all in itself and needs but
very little demonstrating to prove its vast
superiority over all the other appliances hitherto
used, such as carpet sweepers, brooms, dusters,
etc. Unlike its predecessors, it does not stir
up dirt only to have it settle elsewhere, but by
suction takes up and holds all foreign sub-
stances, such as dirt, paper, hair, etc., even
going so far as to remove bugs and germs from
cracks and other hitherto inaccessible places.
Retailing at $20 it is easily within the reach of
at least the better class trade and the margin
of profit offered the dealer makes it a most
profitable line to handle.

Jobbers or dealers everywhere who are in-
terested in illustrated post cards, or even con-
template adding this most profitable line,
should write at once to the American News Co.,
39-41 Chambers street, this city, for a copy of
their new fall and winter catalog No. 5, which

shows all the cream of all the post cards manu-
factured, whether in this country or Europe.
This is a most complete work on the subject, its
68 pages being brim full of helpful advice. We
especially call the attention of new dealers to
it, as we are sure that they will find it a most
valuable guide in ordering.

* * * *

The line of post cards is very extensive for
this fall and winter season and surpasses all others
for genuine quality. A few of the live ones are
as follows: "Did Coaching Inns of England."
This series contains twelve different views. The
cards being imported from England. Each card
shows a good picture of an inn with a four or
six-horse coach drawn up in front, exactly as
in the olden times. A brief description of each
inn accompanies each set, the historic points
brought out making these cards a valuable ad-
dition to any collection.

* * • *

"Real Winter Time Scenery Post Cards"
consist of 54 assorted views. Thirty of
these views are real winter scenery,
all taken by expert photographers, the remain-
ing 24 showing sleighing parties, skating, etc.
Lithographed in 12 colors these cards are real
works of art and should have a ready sale.

* * * *

"Capital Buildings of All States" is a line
which is selling fast wherever shown. A large
amount of time and expense has been necessary
to complete the set. The views are the b68t, the
result being an exceedingly handsome ~assort-
ment.

"A Girl for Every Month." This line of cards
is imported from Germany. The designs, how-
ever, are domestic and should appeal.

"Lord's Prayer." This series is a valuable ad-
dition to the religious cards now on the market
and dealers should not fail to have them in their
stock.

"Old Home Week" is the title of one of the
best new series. There are eight designs in this
assortment, each illustrating a phase of that old
New England custom, which has now spread to
all parts of the United States. The line is
handsomely gotten out and is in great demand.

* * * *

"Famous Boileau Productions" mark a pro-
nounced advance in the art of lithographing.
There are 12 designs in this set of women's
heads, the artist's fame creating a large de-
mand for the subjects long before they made
their appearance. The assortment of high class
Thanksgiving, Christmas and New Year's cards
is too numerous to attempt to treat in this
brief manner and all we can do is to earnestly
impress on all the fact that they offer big
portunities to dealers handling them. If you
do not know where to go take advantage of the
"World's" offer and write the editor of the Side
Line Department. He can "put you next."

:j: 4 :fc

Robt. H. Ingersoll & Bro., makers of the Inger-
soll watch, have just opened a branch oflace in
Montreal, Canada, at 200 Magill street, through
which all business in the Dominion will be con-
ducted hereafter.

* * * *

From reports which reach this office the Re-
flectoscope has done wonders in reviving the in-
terest of post card collectors, and dealers every-
where, who have taken on this line, are meeting
with pronounced success. The Alco Gas Appli-
ance Department, the manufacturers, are making
an exceptionally liberal offer for fall and holiday
trade, and their extensive advertising in the
magazines will stimulate buying all over the
country.

* * * *

Kirtland Bros. & Co., of this city, are offering
the trade some remarkable values in sporting
goods. Buying as they do, in enormous quanti-
ties, they are enabled by their perfect system
to give the dealer unusually large margins oi
profit. It now being October the hunting season
is almost with us and their quotations on rifles,
shotguns, revolvers, ammunition and accessories,
should prove of interest to all. This company
is well known in the sporting and athletic field
and they always carry a complete stock of every-
thing. Send for their complete catalog and con
fidential price list.

* » » *

We told you that the E. S. Pease Co. were
having their hands full handling the orders
which have poured into them from firms all over
the country, who were on the lookout for live
side lines. In fact, so fast has their business
grown that notwithstanding the fact that th^y
have only occupied their present quarters a few
months, they are compelled to broaden out

300 POST CARDS FREE

We will send 300 samples of Post Cards, no two alike. FRKE, to any merchant of good standing, who will write
on hl.s own letterhead.

Wc arc obliged to make a nominal charge of .fl.OO for those cards in the first instance, but If we receive
orders for $25 worth of goods from the same party, we will rebate the $1 paid for the samples. We do not ask
anyone who is rated In Dun's Agency to send cash in advance, but those who arc not rated we will have to ask
them to send cash in advance.

Our line consists of about 1,000 subjects, Including Christmas, Birthday, Easter, Valentine, Santa Claus.
Floral, Fruit, Imitation Uurnt Wood, Comics, Quotation, Embossed, Gold and Silver Backgrounds, etc. We have
a great many specialties, such as Astrological, Language of Flowers and others.

WE ARE NOT JOBBERS, WE ARE PUBLISHERS

When you buy from us you get rock-boltom prices. Wo will send our enlire set of nearly 1,000 cards for $2., 1(1.
If you do not care to onlcr so many samples, we will send you 100 selected samples for 35 cents, if there is any
chance of our doing business with you.

James Lee Company

l]Icrrv

TERMS LIBERAL
Satisfaction Guaranteed

5- 1 7 W.Madison St.
Chicago

THE TALKING MACHINE WORLD.

65

again. Their friends will now find them settled
in two handsome suites (1653, 1655) at the same
address, 50 Church street, where with their in-
creased facilities, they will be better able to
make all shipments on time. The Pease Co.
have just got control of a couple of new lines
which should interest all members of the talk-
ing machine trade.

HURTING THEATRICAL BUSINESS.

The Talking Machine, Player Piano and Mov-
ing Pictures, Through the Medium of the
Arcade, Are Taking Money from the Theaters.

Frederic J. Haskin in chatting about the talk-
ing machine says this wonderful creation, com-
bined with the automatic piano-player and mov-
ing pictures have made a union of forces in the
nickelodian and the penny arcade which is doing
great damage to the theater business. It is a
theatrical axiom that the profits of the theater
are in the gallery, and there can be no doubt that
the nickelodian has cut down the attendance in
this portion of the house. A number of com-
panies have been called off the road because of
the desertion of the "gallery gods." It is said
that there is more profit in the business of
handling the machines that furnish "canned
music" than in the piano business itself. One
maker of these machines recently issued a cir-
cular to the music trade giving facts and figures
to prove this statement.

moving pictures, the tariff schedule covering
only the regular photographic plates. Most of
these pictures are used in vaudeville theaters.

Since the moving picture industry became so
large at this port, amounting to more than ?100,-
000 annually, the Treasury Department assessed
duty at the rate of 65 cents per pound and 25
per cent, ad valorem as manufactures of cellu-
loid. The importers assert that duty should be
assessed at 25 per cent, only as photographic dry
plates.

It is reported that the so-called trust in con-
trol of the American manufacture of photo-
graphic goods, solio, and printing papers was
trying to make trouble for the importers of
goods made by independent foreign houses by
having their goods held up in the appraiser's
warehouse of the customs. At least, persons
who have sought to purchase recently these inde-
pendent goods were told by dealers that the trust
was preventing them from getting supplies
quickly through the Custom House. Deputy Ap-
praiser Michael Nathan denied, however, that
such was the case. He said there was no delay
in the appraiser's oflice in releasing the goods.

HOLIDAY TRADE POSSIBILITIES.

The Many Side Lines That May be Handled
With Profit by the Talking Machine Dealer
During That Period — Electrical Novelties for
the Christmas Tree Rapidly Gaining in Fa-
vor— Articles for the Grown-Ups.

FIGHT MOVING PICTURE RATE.

Photographic Supply Trust Said to be Harrying
Rivals on Customs Duties.

Importers of moving pictures have begun a
fight against the Treasury Department ruling
fixing the amount of duty, and have filed appeals
on test cases from the decision of the collector of
this port, which will be heard by the Board of
General Appraisers. When the tariff laws were
enacted there was no provision made to cover

Have you ever stopped to consider, Mr. Talk-
ing Machine Man, the possibilities that Christ-
mas trade offers you in the way of extra profits
• — of the hundred and one odds and ends that
can be sold with big profit and little trouble at
this time of the year. Take, for instance, elec-
tric novelties. What a field this is for the ener-
getic dealer. How easy it is with this line to
decorate your store and windows and make them
fairly scintillate with welcome and good cheer.
In catering to Yuletide buyers one's trump card
is the little folks and no effort, no matter how

great, is wasted if you can arouse interest or,
better yet, enthusiasm in their hearts. Though
as old as history, Santa Claus seems to hold
first place and the method which has proven the
most successful of any in drawing trade is to
have this gentleman on the ground, and devote
his whole attention to amusing the younger
generation; an added stimulant may be added
by advertising in the local dailies that all chil-
dren who accompany a parent will be presented
with a gift. This is an admirable publicity plan
and will cost but a trifle, toys, etc., being pur-
chasable for such purposes at very low prices.
The merchant is wise, however, who gives good
substantial presents such as balls, tops, jacks,
small dolls, etc. Cheap premiums only
too often hurt the giver more than
they do him good. Now as to lines to sell. In-
asmuch as we have mentioned electrical novel-
ties we might as well kill that bird first. The
novelty end of this business is strictly aimed at
children from the age of seven or upwards, and
consists of innumerable articles. Christmas
trees are almost universally in vogue, but every
year the papers record accidents which arise
from trees catching fire from the old-fashioned
candles. This offers the dealer a mighty strong
argument in introducing electric decorative out-
fits. These come equipped with either dry-cell
batteries, or where customers have current in
their homes, plugs for direct connection. Out-
fits consist of one or more festoons of silk-
covered flexible wire, each festoon having
eight pendant porcelain sockets wired thereto,
the color or shape of the bulbs being left to the
choice of the purchaser. These outfits range in
price from $8 to $25, giving the dealer a hand-
some profit. Electric railroad outfits are ex-
tremely popular, consisting of engines or mo-
tors; oil, coal and freight cars, tracks, switches,
bumpers, signals, bridges, tunnels, terminals,
etc. Dealers will find by operating one of these
outfits in their windows they will draw crowds
and boom things generally. Flash-lights, tele-
phone and telegraph outfits, miniature motors,
dynamos, batteries, etc., also sell well and help

r

Six-Foot Post Cards

In Brilliant Colors

WHEN reflected by the Reiiectoscope a 6-inch Post Card becomes in
effect a G-foot Post Card with its magnified detail showing bril-
liantly in all the colors of the original. With a Reflectoscope and
a collection of Post Cards received from friends, newspaper clippings,
photographs, etc., one may view from one's easy chair the events of the
world, or its famous buildings or great battles or humorous happenings
in brilliant 6-foot pictures.

The Reflectoscope

THE POST CARD MAGIC LANTERN

has arrived. Dealers report it one of the best lines ever handled, needing only to be displayed to arouse immediate interest. • The Re-
flectoscope was designed by one of the best photographic experts in the world. It is the only machine that is built on scientific lines —
that, being largely constructed of aluminum, is light in weight and of highest efficiency — that has 5 reflecting surfaces — that is equipped
with double lenses — the only one which shows the full card from edge to edge — that attracts attention by its design and finish — the
only machine, in short, which is a trade getter in both looks and results. It costs twice as much as others to make; sells at the same
price. Retail Price for Gas, Electricity or Denatured Alcohol, mounted ready for use and beautifully japanned in black and red, $5.00
complete. WRITE FOR DETAILS.

ALCO-GAS APPLIANCES DEPARTMENT

SELLING AGENTS:

159-161 West 24th Street, New York

GEO. BORGFELDT & CO., 48-50 West Fourth Street, New York City.
THE STROBEL & WILKEN CO., 591 Broadway, New York City.

66

THE TALKING MACHINE WORLD.

make the department a huge success. Other
toys and games may easily be added and make
a good side line all the year round. So much
for the children. In regard to grown-ups their
tastes are more diversified and are governed by
station and environment. Jewelry, furniture, con-
fections, tobacco, photographic supplies, sporting
goods, notions, such as leather goods, etc., novel-
ties and knick-knacks all offer good opportunities.
To be specific and state just what you, Tom,
Dick, or Harry should handle, and what you
should not is impossible. All we can hope to do
is to start you thinking along progressive lines
and you must work out your own salvation.
This we can and will say however: If you
would succeed you must keep your eyes open
and not let the slightest chance for business
escape you. Do this and at the end of the year
you will be surprised at the gain you have made
over your old records. It's up to you.

GRAPT IN SECURING LICENSE.

The moving picture man certainly has his
troubles that astonish the layman when aired.
In the case of Gaetano D'Amato. a deputy in the
bureau of licenses, who was charged with "graft-
ing" in his department, charging double fees,
withholding money, etc. Michaele Christophero
of 542 East Fourteenth street, testified that he
was in the moving picture business and applied
for a license last December, a friend, Ben Yosko,
going with him. The friend talked to D'Amato
and then said the license would cost $75. Tne
regular fee is $25. Witness said he gave his
friend $50 on deposit and returned in a day or
two with $25. D'Amato then told him that his
friend had only paid him $35, and that $40 was
still due Two days later he paid the $40.

When he got home he said he found his mov
ing picture machine broken and complained to
the police. He was told that he had broken
the law in failing to register the number of the
machine, and was sent to a Mr. Brown in the
Park Row building, who took his license and
said it was no good.

Friends told the witness that he would .have
to go to D'Amato again, and he did. The deputy

SPECIAL OFFER

500 POST CARDS — No two

alike ; all retail at 2 for 5 cents
and 5 cents each, $2.50.
Cash with order; prepaid.

SIMPLICITY CO.. Chicago. 111.

told him, he said, that $150 would fix the matter.
He could only raise $130 and with this he and
his partners went to Brown's office, and later
found D'Amato in a cafe. After Brown and
D'Amato had conferred D'Amato and the witness
walked through City Hall park and at the foun-
tain Christophero paid over $110 and received a
license which he found to be the license for
which he had previously paid $90, making $200
that he paid in all.

Another case in which D'Amato figured was
disclosed when Alfred Weiss, a dealer in moving-
picture machines and talking machines at 219
Sixth avenue, admitted giving Policeman Reed
$15 "as a loan" last August, and said he had not
yet got it back. He denied that it vras paid to
Reed for commissions in bringing customers to
him.

Weiss said that at one time, when he went to
D'Amato to get a license for a show, he was
held up several days. He said he finally got his
license through the efforts of Tammany Leader
Maurice Featherson. He said that D'Amato had
never asked him for more than the $25 license.

ANENT POST CARD BOOM.

Overproduction Has Hit the German Postcard
Industry Hard — What Mr. Burreil Says.

Overproduction, combined with the fact that
there is a boom in the business in this country
and England, has brought about a crisis in the
manufacture and sale of the German picture post-
cards.

In spite of the growth of the picture postcard
business, there is a serious depression in the Ger-
man industry. To those who read "Made in Ger-
many," on most of the postcards offered for sale
in many of the large cities, this will come as a
surprise. This depression is the subject of a
report by United States Vice-Consul James L. A.
Burreil, at Magdeburg.

In ascribing this depression to the "boom" in
this business in America and England, he says
that this led to heavy speculation on the part of
the dealers, who piled up enormous stock. "This,"
he wrote, "kept busy the presses not only in the
United States, but also those in England and on
the Continent, particularly in Germany.

"In the latter part of 1907, however, although
a falling off in the demand on the part of the
American public was not noticeable, came a
catastrophe; the dealers, who could not afford
to hold their large supplies, were obliged to get
rid of them at any price. The European post-
card industry lost heavily, sometimes as much as
$20,000 to .$25,000 on a single customer. Part
of the supply which was unsalable in America,
as well as the Continental overproduction, came
into the English market, and to this cause a well-
known English firm attributes the decrease in
their sales."

COLORED LOCAL VIEWS

from photos furnished by you, made in 4 weeks, and just as cheap as
you can buy them from stock. Our five-colored hand work is mar-
velous. Send for samples and prices.

DOOUTTLE & KULUNG. INC.. 1002 ARCB STREET, PHILADELPHIA, PA.

IF YOU ARE IMXERESXEI3

IN

EUECTRIC=PUAVERS

Write us lor Latest List ol Up-lo-dale and Popular Selections In

PERFORATED-PAPER MUSIC ROLLS

THE PIAIMOVA CO., ii-r-ias cypress Ave, M. Y.
Largest Mlrs. ELECTRIC PLAYERS and MUSIC ROLLS

MOTION PICTURES FOR ITALY.

The People Like the American Kind, Consul
MIchelson Says.

A motion picture craze has struck Italy. The
great demand, according to United States Consul
Albert H. Michelson of Turin, is for pictures
sho-wing American scenes or adventure in the
West. Nearly every Italian family of the lower
class has either a relative or friend here, and
all expect that some day they will visit us. So
they want to see things showing life in this coun-
try, or perhaps giving scenes in the part of the
country where friends or relatives are living.
In writing on this subject Consul Michelson says:

"There would seem to be a very good field
for American-made motion pictures in Italy. The
number of exhibitors of such pictures is very
large, and is constantly growing.

"Foreign films are bought by Italian exhibitors
in one or two ways, either through agents having
theii; offices in Italy or in another European
country, or from Italian manufacturers. The
reason that foreign films are to be bought in large
numbers from Italian manufacturers is that these
manufacturers have a system of exchange with
manufacturers of foreign countries. At the
present time only one Italian maker is known to
have such an understanding with an American
house. It would seem important that American
makers of motion pictures who are not already
represented in Europe, and even that those who
are so represented, should give this system of
international exchange careful attention.

"It is believed that an American house would
find it to its advantage to sell pictures direct to
an Italian agent rather than intrust the sale of
its pictures upon such a large market to an agent
residing outside Italy."

THE MOVING PICTITRE IN POnTICS.

During his recent visit to Chicago, William
Jennings Bryan did some posing in order that
his admirers all over the country might have an
opportunity to catch a glimpse of him in action.
His ride was arranged by a moving picture con-
cern, and he made gestures and moved about
for the benefit of the camera in an auto ahead of
the one in which he rode.

Thus is the modern Presidential campaign con-
ducted. All modern means of publicity is eagerly
utilized, and the talking and moving picture
machines are playing their parts for the candi-
dates on both sides of the fence.

SPECIAL TO THE TRADE!

FOR 30 DAYS ONLY -These 1907
Song Hits at 10c. per copy, or $10.00
per hundred :

Every One Is In Slnmberland Bnt Yon and Me "
"Twinkling Star"

" Sweethearts May Come and Sweethearts May Go "
"Where The Jessamine Is Blooming, Far Away"

Instrumental — Paula Valse Caprice

It will pay you to keep in touch with us.
Write to-day !

THIEBES-STIERLIN MUSIC CO.

ST. LOUIS, MO.

60 YEARS'
EXPERIENCE

I RADE IVlARI\5i

Designs
Copyrights Slc.

Anvone aondlnR a, skotrh and dcscrlntlon may
quickly iiscoriMtn our opinion free whether an
tnvoiiilon 18 prtitiftblv piuonljible. Coninuniloft-
tloiiBSirlcllyconildenthil. HANDBOOK on PateuU
Bent free. <.>Idcat nueney for eecurlnc patents.

Patents taken tlirouKh Munn & Co. receive
$}ifcinl uoticf^ without clinrgo. lu the

Scientific JIttierlcaii*

A hnnilaciinelf lllnstnilod wopkly. I.nrsoat clr-
riiliuloii of any edciidUe j.niriiul. Terms. $3 a
voiir: f.nir moiitliB, tl. SolJ byall newsdealera.

MUNN &Co.36'Broadwa,. New York

Brancb UIDce. 626 V St.. Waahluutou. D. C.

THE TALKING MACHINE WORLD.

AN ACCURATE DESCRIPTION OF THE;

PEERLESS AUTOMATIC PIANO

COIN OP^KRATE^O

F.ENGELHAROT t> SONS

_ PROPRIETORS

7^

THE TALKING MACHINE WORLD.

A Revolution in the
Phonograph Horn!

No Supports No Crane

No Standard
No Special Attachment

A Revolution Indeed!

COLUMBIA
GRAPHOPHONE

Price, $7.50

Price, $7.50

Since the advent of the Phonograph, back in the eighties, it may safely be affirmed that no real progress has
been made in the Phonograph horn ; its size has been gradually increased, thus merely accentuating the defects of
the reproduction. At last, the " IDEAL " horn has come ! A scientific device aiming at a pure, melodious
reproduction of the sound, be it either a great soprano's song, the endearment of a string instrument solo, or
the rendering of a Sousa's march. Besides, it eliminates all the bad points of the previous horns — NO SUP-
PORTS, NO CRANE, NO STANDARD, NO SPECIAL ATTACHMENT are needed with the " IDEAL ; "
all that is required is simply the turning of a small thumb screw to fasten securely the " IDEAL " horn to
the neck of the reproducer of any cylinder machine, either Edison or Columbia, or to a Devineau Biophone.

The bell of the "IDEAL," made of pure aluminxim, is nearly six feet in circumference, assuring the
maximum of sound.

The elbow is made of the highest grade of ebonite, which in combination with aluminum, completely
eliminates that tin sound so strongly objectionable. In the middle part of the elbow a swivel allows the
sound to be thrown in any direction WHILE PLAYING A RECORD.

Thfc ' IDEAL" flower horn is handsomely finished and weighs but a few ounces. With the "IDEAL"
horn you get ' IDEAL ' music.

Jfeberal Jlanufacturing Company

2095 Cast 36ti) Street - Cltbelanir, #f)io

VOL. IV. No. 11.

SIXTY-EIGHT PAGES

single: copies, lo cents

PER YEAR. ONE DOLLAR

Published Each Month by Edward Lyman Bill at 1 Madison Avenue, New York, November 15, 1908

LEX US SHIF» YOU

THE ECHO-PHONE

OIM XEIM DAYS' APF"ROVAL

E KNOW the merits of
our machine, and do not
want your money until
you have seen and tested it thor-
oughly.

If you are not then convinced

that it is the best machine on the
market at the price, and that you
need it in your Business — reship,
collect.

ONLY RESPONSIBLE FIRMS CONSIDERED

UNITED TALKING MACHINE CO.

259 GREENWICH STREET, NEW YORK

Sintered ac ucond-elau matter May 2, 190S, at the post office st New Xork, N. Y., under tba act 0/ Congiesa of March S, 18T9,

2

THE TALKING MACHINE WORLD.

ELECTION IS OVER

The people have made their choice

The numerous orders
we are receiving daily
for our No. 20 Star
Machine, Retail price,

00

tells the story of its
worth and popularity

6Ae

STAR

Talking
Machine

is the choice of the
people.

Eleven other models,

All Winners

Let us send you catalog of Machines and Star Records.

Hawthorne & Sheble Mfg. Co.

1

Howard & Jefferson Streets,

PHILADELPHIA, PA.

The Talking Machine World

Vol. 4. No, n. New York, November 15, 1908. Price Ten Cents

"TALKER" TO REPLACE HAND ORGAN.

Margaret Wycherly Granted Patents on Im-
proved Phonograph Transmitter — Company
to be Organized to Make and Rent Portable
Machines for Street Use,

Margaret Wyclierly, the clever young Ii-ish
actress, who is now scoring such a success in
vaudeville, has been granted a patent on an im-
proved phonograph transmitter.

In speaking of this device, Miss Wycherly
said: "I believe good music is one of the great-
est factors in our modern civilization; we are
just waking up to the dire results mentally,
morally and physically of harsh sounds and un-
necessary noises. In New York they are passing
ordinances forbidding them, and Mrs. Isaac L.
Rice's society for the prevention of unnecessary
noise is growing with wonderful rapidity.

"My plan is to replace the hand-organ with a
new form of phonograph and transmitter. A
company has already been formed to take over
my patents, which number sixteen and include a
rotary record carriage which enables the oper-
ator to load the phonograph with no less than
sixteen records, which may be played in any
order desired. These records turn automatically
at the same speed at which they were taken,
with the result that whatever music is rendered
is played correctly as to time and accentuation.

"Briefly, the plan of the new company is to
manufacture and rent portable machines carry-
ing from eight to sixteen records. Our first
records will be those of several of the greatest
singers, Melba, Caruso, Sembrich and Eames.

"There are, of course, other uses to which my
rotary carriage may be put. The biggest phono-
graph record is only able to carry about ten
minutes of music. My sixteen-record machine
will give two hours and a half of uninterrupted
music, if anyone can stand that much. This
means, of course, that almost any grand opera
can be given in its entirety and without break.

"It will be several months before our ma-
chines are in the market, and they will not be
sold at any price. We will rent them, but they
cannot be purchased."

YOUR FACE IS YOUR OWN.

Highest Court Says Advertisers Can't Use Un-
sanctioned Photographs.

The Court of Appeals at Albany last week de-
clared constitutional the law passed by the New
York Legislature in 1905 which in effect pro-
hibited the use of a picture of a person for ad-
vertising or trade purposes without that person's
consent.

Before 1903 Chief Judge Alton B. Parker of
the Court of Appeals, in a decision in the Roches-
ter Folding Box Co. case, decided that such right
of privacy, enforceable in equity, did not exist
in this State so as to enable a woman to prevent
the use of her portrait for advertising purposes
without her consent, but he pointed out that the
Legislature could enact a law to insure such
privacy. This the Legislature promptly did.

Under this law Aida T. Rhodes sued the
Sperry & Hutchinson Co. for displaying her pic-
ture in its Manhattan office among its premium
exhibits which were exchanged for trading
stamps. She secured a decision in her favor
prohibiting the further use of her photograph
and a verdict giving her $1,000 damages. The
Brooklyn Appellate Division affirmed the trial
term decision, and so did the Court of Appeals
to-day. The trading stamp company fought the
constitutionality of the law, which is upheld
by the Court of Appeals in an opinion written
by Judge Willard Bartlett. In discussing the
operation of the new law Judge Bartlett says:

"The new law is wholly prospective in its
operation and hence does not apply to previously

acquired pictures. Upon portraits the owner-
ship of which was in others at the time when
the act took effect its prOTisions are inoperative.
Such pictures the owner is still at liberty to
use for advertising or trade purposes, without
being held thereby to have been guilty of a
crime or to have committed a tort. His property
rights therein are unaffected by the statute. On
the other hand, as to pictures whose ownership
remains in the person represented at the time
when the act took effect or portraits subsequently
made a transfer of ownership no longer carries
with it the right to use the picture for advertis-
ing purposes unless the written consent of the
person portrayed shall have been given."

POLITENESS ALWAYS PAYS.

Great Store and Great Stock of no Avail Unless
Customers Are Treated Right.

No matter how a store may excel in certain
forms of service to the public, its owners — if they
are wise — will not rest satisfied unless its em-
ployes are uniformly polite and courteous to cus-
tomers. Aggressive dealers everywhere recognize
that even though their line may be thoroughly
reliable, their advertisements truthful, their de-
livery prompt and exact, their store interior in-
viting and supplied with many of the conveni-
ences so much appreciated by the average man or
woman, if the assistants are indifferent, snappish
and overbearing, the establishment will be used
only as a convenience by the better class of con-
sumers. Women of refinement, in particular, will
be tempted to go to some other establishment
where general conditions may not be quite as
favorable, if there they have received courteous
treatment and observed an evident desire on the
part of the salesmen and other employes to treat
them with the respect, deference and politeness
which such consumers usually regard as their
due, right and privilege.

It is indeed surprising that dealers who are
accustomed to expect not merely politeness, but
subservience from those who wait on them, are
at times careless as to the manner in which their
customers are treated.

There is indeed a strong contrast between the
warm welcome which the dealer almost invari-
ably receives in jobbers' houses, large and small
— the alert attention there accorded to him from
start to finish — and the listless, indifferent air
which customers so frequently encounter in some
retail stores.

The majority of dealers, of course, are fully
alive to the importance of courtesy on the part
of their employes and regret their inability to
instill their own spirit into all the members of
their force.

However, the salesman who is not big enough
to realize for himself the importance of courtesy
will soon disclose his unfitness in other ways
and have his services dispensed with in short
order.

NATIONAL CO.'S RIGHTS PROVEN.

Perpetual Injunction Secured on the Ayles-
worth Patent for Duplicating Records.

(Special to The Talking Machine World.)

Providence, R. I., Nov. 5, 1908.

The validity, originality, ownership and right
to use a certain patent on the Edison record for
phonographs were affirmed last week by Judge
Arthur L. Brown in the United States District
Court. A perpetual injunction sustaining these
rights was granted.

The case was that in equity. New Jersey Pat-
ent Co. and National Phonograph Co. vs. James
Donnelly and Lawrence Fahey, doing business
as Donnelly & Fahey.

The final decree pertained to the patent for
composition for making duplicate records,

granted in 1905 to the New Jersey Patent Co.,
the inventor being James W. Aylesworth. The
court decided the patent valid, Aylesworth's in-
vention original and the New Jersey Patent Co.'s
ownership and the National Phonograph Co.'s
rights as licensee lawful. The defendants were
perpetually enjoined from selling the so-called
Edison phonograph or using the device in any
way, unless authorized.

No damages or costs were decreed, as it ap-
peared defendants had fully satisfied plaintiff
in this respect.

IN HANDSOME NEW QUARTERS.

Schmidt & Son Co. Showing a Fine Line of
Victor and Edison Machines in Their New
Show Rooms in Davenport.

H. Schmidt & Son Co., the music dealers of
Davenport, la., recently moved into their hand-
some new store at 322 Brady street, that city,
the larger quarters becoming a necessity owing
to the rapid increase in business. The point of
the store is given over to pianos although along
the main aisle a large and complete line of Vic-
tor and Edison machines, small musical instru-
ments and sheet music are shown.

At the rear of the store are a number of
smaller roSms where the Victor and Edison ma-
chines are adequately demonstrated. To the left
is the "Victor Room" which is done in Holland
blue, the walls being adorned with pictures of
the more celebrated artists such as Madame Sem-
brich, Louise Homer and Enrico Caruso, all of
whom are heard on the Victrola.

The "Edison room," which is to the right, is
finished in cream. Here the Edison machines
and the new Amberol records are demon-
strated. The stock of Edison records is very
complete and consists entirely of fresh ship-
ments.

RECORDS OF LANGUAGES

Of Twenty-five Indian Tribes Have Been Se-
cured for Posterity.

(Special to The Tallying Machine World.)

Berkeley, Cal., Nov. 9, 1908.
More than 1,300 phonographic records contain-
ing the languages of more than 25 Indian tribes
have been stored at the University Department of
Anthropology for use in the research work of
that department. The work of the department
in recording by the phonograph the language of
the Indians of this and other States has been
going on for several years under the supervision
of Prof. A. L. Krober, acting head of the depart-
ment.

Thomas Waterman, of the class of 1907, who
has been conducting some of the investigations
in phonetics, shipped the records to the univer-
sity, and he will further carry on the work,
which, when completed, will make the Depart-
ment of Anthropology and Ethnology a store-
house of Indian languages, many of which have
been saved, although the tribes are now extinct.

DON'T WAIT FOR BUSINESS.

The three ways of getting business are wait-
ing for it to come to you, meeting it half-way,
and going after it.

The man who waits for business to come to
him has his first busy day when the sheriff sells
him out.

The man who meets business half-way won't
meet more than he can handle with one clerk.

The man who goes after business is the fel-
low who keeps it away from the other two.

A line that is not advertised may be as good
as one that is — but who knows it?

4

THE TALKING IVIACHINE WORLD.

THE "COUNTERSIGN LOCK."

New York Artist Invents Lock That Opens, Only
at the Sound of a Certain Voice — Rivals
the Stories of "The Arabian Nights" — De-
scription of the New Device.

A "countersign lock" is the latest pioduci of
American genius, being the invention of Eliot
Keen, a New York artist. If reports are reliable
the new lock rivals the stories of the Arabian
Nights, when the Forty Thieves caused the solid
rock closing the mouth of their cave to swing
to one side by crying, "Open, sesame." The idea
of this remarkable lock was suggested to Mr.
Keen by some photographs of sound waves pub-
lished in a London paper, and which were re-
ferred to and illustrated in these columns some
months ago. These "voice pictures" were made
by an ingenious contrivance consisting of a tiny
mirror on the needle of a phonograph. The
mirror threw a ray of light up or down with
each vibration of the needle, the movements of
which were thus recorded in a photographic
film unrolled before it at a certain speed. In
this way sound pictures were made of the voices
of Tetrazzini, Caruso, Melba and other great
singers.

Upon seeing these strange photographs Mr.
Keen fell to wondering whether or not Caruso's
voice could not have made the wavy line accred-
ited to Melba. If not, then these records were
as individual and as much a part of whoever
made them as his features or his signature. If
the voice record is absolutely unique with each
person, then you and I and everybody have a
new means of establishing our identity should it
be in doubt. Being a practical man as well as
an artist, the inventor asked himself what value
there is in being able to make a sound record
that no one else can make. The logic was easy.
Money is the most highly prized thing in the
world. Therefore it is put under lock and key.
The modern combination lock is well enough
unless somebody steals the combination. If you
can invent a non-stealable combination you have
the best lock, and the royalties are yours. No-
body can steal the vibrations of the voice. There-
fore the safest lock is one which can only be
opened by the vibrations of an individual voice.
Therefrom Mr. Keen invented the "countersign
lock."

Its operation is very simple, and is shown in
the diagram on this page. On the outside of the
safe is the mouthpiece of an ordinary telephone
transmitter. Attached to its diaphragm is a deli-
cate needle, the other end of which rests in the
groove of a certain sound record made on a
phonograph cylinder. The phonograph cylinder
is part of the actual mechanism of the lock, and
the record it contains is the countersign spoken
by a certain voice. Now, when this countersign
is spoken into the safe by the same voice which
made the record, the vibrations of the needle
coincide with the record on the cylinder and a
continuous electrical contact is made which,
when completed, sets free the mechanism and,
lo! the heavy doors swing open on their hinges.
Of couree, there are other ingenious details, such
as the delicate electric motor which turns the
cylinder, but the main feature is what has been
described.

This unfeeling attack of modern science upon
the ancient profession of burglary will, never-
theless, result in raising the standard of accom-
plishments required for its successful pursuit.
Not alone must he bring to bear the resources
of personal courage and a knowledge of what
collateral is worth taking from the safe, but ho
must acquire the art which has made famous
the vocal mimicries of Cecilia Loftus and El.tic
.lanls. Ilis attack upon a bank must be i)rc-
ceded by cultivating the personal acquaintance
of the cashier, not only with the idea of learning
the words of the countersign, l)ut in order lo
make a study of liis peculiarities of voice. And,
these tliing,s aiconipllshed, the burglar niusi
spend long hours in the privacy of his room
rehearsing the words of the countersign, with all
the vocal tricks of him who alone should speak
Jt, Indeed, such will be the requirements of the

future bank robber that an enticing field is
opened up to persons of the stage whose incomes
are not commensurate with their powers of
mimicry. It may even come to pass that the safe
builders, as a measure of protection, will put
all the gentlemen of the profession who are
periodically "at liberty" upon permanent and
satisfactory pensions and so remove them from
temptation's path. The very fact that the "coun-
tersign lock" may be opened over the long dis-
tance 'phone establishes such a degree of safety
for the burgling mimic that some such safe-

Patent Office Diagram of the Keen Lock, showing how
the Electric Needle moves over the cylinder. Recording
the Voice and Opening the Lock when the same Words
and Tones are Repeated

guard should be thrown alx)ut the youth of the
land whose first innocent ambition to "go on the
stage" has been heartlessly crushed by the syn-
dicate.

Seriously speaking, however, the advantage of
being able to open your safe by telephone would
be supplemented in another way. By the same
means you can positively identify yourself a's the
person speaking by simply pronouncing your per-
sonal countersign. No other voice could dupli-
cate the record made by your owu, and thus
every man could have his own "vocal signature."
Perhaps, indeed the time is not far distant when
important papers of business and state will be
e.xecuted in this way — even from midocean by

wireless telephone, if one wishes to speculate so
far upon the future.

Comparison, however, should move Mr. Keen
to prohibit the use of his lock on the street
doors of private residences, says the World.
The spectacle of a citizen trying to pronounce
at certain hours of the night and under well
understood circumstances the words of the coun-
tersign with which he alone can unlock his
front door is too distressing to contemplate. Let
him protect our bank balances if the counter-
sign lock will do it, but the latchkey should
be sacred from the cold workings of science.

IRA D. SANKEY'S VOICE HEARD.

Brooklyn Congregation Listened to Hymns
Evangelist Now Dead Sang Into Phonograph.

Although Ira D. Sankey, evangelist, song
writer and singer, has been dead for several
months, members of the Simpson Methodist-
Episcopal Church, Clermont and Willoughby
avenues, Brooklyn, heard his voice again last
Sunday evening, when from a large phonograph
on the pulpit platform they heard "The Ninety
and Nine" and others of his widely-known
hymns.

Mr. Sankey spent many of his last hours sing-
ing into a receiver the hymns which had moved
audiences at Moody and Sankey meetings all
over the world. For nearly five years he was
blind, but his general health and his voice re-
mained unimpaired until a short time before his
last illness.

When near death Mr. Sankey expressed a de-
sire that the phonograph and the records become
the property of the Simpson Methodist Episcopal
Church, of which the Rev. Dr. W. J. Thompson
is the rector.

EDISON AS A MUSICAL CRITIC.

Few men are mentioned as frequently as
Thomas A. Edison in the daily papers, and the
number of stories credited to him would fill
many a volume. Here is one now going the
rounds which, of course, has been manufactured
to order: "A few years ago," he said the other
day. "when the talking machine business was
still a dubious proposition, a list of the new
records was often handed me for approval. After
hearing them, I would mark 'Good,' 'Fair,' or
'Rotten' against the compositions so as to class
them for the trade. The 'rotten' records always
made a hit with the public. Now, all I have to
do is to condemn a bit of music, and the factory
works overtime to supply the demand,"

= OUR= =

VICTOR RECORDS

Guaranteed Perfect

We have arranged for two entirelj' distinct and separate stocks of VICTOR RECORDS
ONE RETAIL, ONE WHOLESALE. Bv this system we are enabled to friiarantee our
Wholesale Trade that they will receive' from us VICTOR RECORDS in absolutely the
same condition thej- are supplied us by the factory.

\OT RECORDS THAT HAVE BEEN USED FOR DEMONSTRATING MACHINES;

NOT RECORDS THAT HAVE BEEN PLAYED FOR RETAIL PROSPECTS
But—

Absolutely New Unplayed Records

We don't need to enlarge upon tlie advantages of tliis system. You will appreciate
it. We originated the system of supplying tlie liigh-grade

RED SEAL RECORDS IN SEALED ENVELOPES

This is ai>i)rcc iuloiI by ilcsilers in Victor Kocorils. and wo are sure the new method of tilling:
wliolcsiile orilers from a stock whuli is in no way connected with our retail stock will be even more
ai>pre(*iate<l b\- them.

If You Want New Records, Send Us Your Orders

The Eastern Talking Machine Co., B^s^onTMlf*:

Original Distributers of Victors in New England

LARGEST STOCK — BEST SERVICE

Fifteen Years an Excluaive Talking Machine House

THE TALKING MACHINE WORLD.

5

HIS MASTERS VOICE

REG. U.S. PAT. OFF.

December List of New Victor

Records

All vocal selections have accompaniments by the Victor Orchestra

No.

5577

5576
5595
5596

5608

31717

53704

5597
52900
52906

5599

5572

5601

5611

Th

5614
5613
5612

10-Inch— 60 cents

Poet and Peasant Overture.

Arthur Pryor's Band

National Emblem March. .Arthur Pryor's Band

Yankee Shuffle March. .. .Arthur Pryor's Band

"Yama, Yama Man" Medley.

Arthur Pryor's Band

Rainbow (Indian Two-step).

Victor Orchestra, Walter B. Rogers, Conductor

My Queen Waltz. Victor Dance Orchestra,
Walter B. Rogers, Conductor

La Giralda (Marche Andalouse).

Bosc Orchestra of Paris

Drowsy Dempsy. Banjo Solo,.Vess L. Ossman

Boulanger March. Bell Solo. .. .Albert Muller

Gypsy Dance (La Gitana).

Xylophone Solo.
Albert Muller

There's Nothing in the World Like Love.

Harvey Hindermeyer

Could You Learn to Love a Little Girl Like
Me? Dorothy Kingsley

Always Me. Child Ballad.

Ada Jones and Haydn Quartet

Here's to the Girl (from "Girls of Gotten-
berg") Alan Turner and Haydn Quartet

ree Records by Nat M. Wills the famous
" Happy Tramp."

B. P. O. E. (Elks' Song).

Are You Sincere. Comic Talk and Parody.

'What Killed the Dog." Comic

'No News"
Talk.

No.
5574
5591
5609

5603

5605
5606

5604
5615

When Grandma Was a Girl Ada Jones

I'm Glad I'm Married Billy Murray

There's No Moon Like the Honeymoon.

Miss Jones and Mr. Murray

Medley of Popular Airs ("When It's Moonlight,
Mary Darling," "When the Sheep Are in the
Fold," "Tennessee Tessie," "Sweetheart
Days") Peerless Quartet

Honey Lou Collins and Harlan

Jim Jackson's Affinity. "Coon" Specialty.

Miss Jones and Mr. Spencer

Christmas Morning at Clancey's. ..Steve Porter

"Funiculi, Funicula" (A Merry Heart).

Harry Macdonough and Haydn Quartet

31716

31718
31715

12-lnch-$l

Hallelujah Chorus (From "Messiah").

Arthur Pryor's Band

Some Day.... Alan Turner and Haydn Quartet

Uncle Josh Keeps House Cal Stewart

New Victor Red Seal Records

Jobanna Gadski, Soprano

88136

88137

Cavalleria Rusticana — Voi lo Sapete (Mas-
cagni) (Santuzza's Air). 12-inch, with Or-
chestra, $3. In Italian.

Aida — Ritorna Vincitor (Verdi) (May Laurels
Crown Thy Brow). 12-inch, with Orchestra,
$3. In Italian.

Ernestine Scliumann-Helnli, Contralto.

87020 The Danza (Chadwick). 10-inch, with Orchestra,
$2. In English.

No.

88138

Stille Nacht, Heilige Nacht (Gruber) (Silent
Night, Holy Night). 12-inch, with Orchestra,
$3. In German.

88139 I und Mei Bua (Millocker) (I and My Boy).

Yodel Song. 12-inch, with Orchestra, $3. In
German.

88140 Rienzi — Gerechter Gott (Wagner) (Righteous

God). 12-inch, with Orchestra, $3. In
German.

Louise Homer — Emilio de Gorgoza.

87501 Samson and Delilah — Vengeance at Last!

(Sant-Saens. 10-inch, with Orchestra, $3.
In English.

Alice Nielsen, Soprano

74121 Martha— The Last Rose of Summer (Flotow).

12-inch, with Orchestra, $1.50. In English.

Gina C. Viafora, Soprano

64094 Manon Lescaut — In Quelle Trine Morbide!

(Puccini) (In Those Silken Curtains). 10-
inch, with (Orchestra, $1. In Italian.

Evan Williams, Tenor

64093 Serenade (Schubert). 10-inch, Orchestra, $1.
In English.

74119 Crossing the Bar (Tennyson— Willeby). 12-
inch, with Orchestra, $1.50. In English.

74122 Carmen — Flower Song (Bizet). 12-inch, with

Orchestra, $1.50. In English.

IMarcel Jonrnet, Bass

74123 Jongleur de Notre Dame — Legende de la

Tango (Massenet). 12-inch, with Orchestra,
$1.50. In French.

Emilio de Gogorza, Baritone

74124 Trovatore— II Balen (Verdi) (The Tempest of

the Heart). 13-inch, with Orchestra, $1.50.
In Italian.

Victor Double-faced Records. lo-inch 75 cents; 12-inch $1.25.

Will the people in your locality be able to get every one of these records at your store? They're go-
ing to know about them all by November 28th — the simultaneous opening day throughout America for the
sale of December Victor Records. We advertise the complete list in our two-page advertisement in the De-
cember issue of the leading magazines, and also call attention to the new records in our advertising in the
principal daily newspapers of the country during the latter part of November.

You know how sales have increased since we began this magazine and newspaper campaign. You
know how it has added to your profits. You know how important it is to have all the records so that you
won't miss a sale. You know that there are no records like Victor Records — and the people know it too.

They buy month after month,' not simply because the records are new, but because they are perfect
musically, and have that sweet, clear tone that is ever a delight.

Victor Talking Machine Company, camden, n. j., u. s. a.

Berliner Oramophone Co., Montreal, Canadian Distributors

Preserve your records and get best results by using only Victor Needles

6

THE TALKING MACHINE WORLD.

TRADE NEWS FROM MILWAUKEE.

Dealers Pleased With Larger Shipments — Big
Holiday Trade Looked for — Hoeffler Mfg.
Co.'s Fine Displays — Victor Concert at "Mer-
chants' Trip" Smoker — Some Recent Visitors
— Work of Organizing State Association
Progressing Rapidly.

(Special to The Talking Machine World.)

Milwaukee, Wis., Nov. 9, 1908.

Milwaukee talking machine dealers are grati-
fied over the fact that they are now able to
secure larger and more satisfactory shipments
of new machines and equipment in the different
lines. The problem was fast becoming a serious
one, with the general trade making demands
upon the dealer, and the dealer, in turn, crowding
the jobber who was unable to be supplied by the
manufacturer. The several new styles of ma-
chines and records have given additional life
and energ}' to the whole Wisconsin trade, and
dealers say that it is like entering a new field
not touched by the talking machine. The new
Edison attachmenis and Amberol four-minute
records are perhaps in leading demand, but the
new types and new records of the other machines
are not far behind. The new Columbia double
records together with the new indestructible
styles are working a veritable revolution in the
Columbia business.

The Milwaukee retail business is displaying
more life than at any time during the present
year, and dealers say that, the indications are
that the holiday trade will double that of last
year and be in excess of that of 1906. Retail
sales all over the State are very satisfactory ac-
cording to reiKirts of visiting dealers. The period
of lethargy preceding election which made itself
so strongly felt in some lines of business did not
seem to seriously affect the talking machine
trade.

One of the largest displays of record cabinets
in Wisconsin is to be found at the establishment
of the Hoeffler Mfg. Co. in this city. Unique
window displays are always a feature of the

Hoeffler people and this week a big exhibition of
more than 100,000 needles and an artistically ar-
ranged showing of oilers is attracting no end of
attention. Several sales of machines were made
as a result of a recent display of the company.
Mandolins, guitars and various other instru-
ments were shown in the big windows with the
announcement that records of the same instru-
ments were on sale within. The idea seemed to
be an especially taking one.

Dealers report good sales of the B. and H. fiber
needles which seem to fill a long felt want with
the trade, judging from the demand.

E. C. Laury, lately assistant sales manager for
the Walfham Piano Co. in this city, is now con-
nected with the Chicago branch of the Victor
Talking Machine Co. as salesman.

One of the most enjoyable features of a recent
"Merchants' Trip" smoker given by the members
of the Milwaukee Merchants' and Manufacturers'
Association was a Victor concert by Lawrence
McGreal. A reproduction of the July trip of the
association was made possible by the Victor,
which presented a series of records made by Mr.
McGreal, while on the western outing with the
association. The humorous and serious phases
of the long journey, together with a presentation
of the popular pieces played on the way, were
enjoyed by the association members who were
strong adherents of the Victor ranks.

George W. Lyle, general manager of the Co-
lumbia Co.. together with W. C. Fuhri, district
manager of the company with headquarters at
Chicago, were recent Milwaukee visitors. It was
the first time that INIr. Lyle had seen the Mil-
waukee Columbia establishment in its present lo-
cation and he was very favorably impressed with
both location and management. Both managers
were on a tour of inspection throughout the west-
ern territory and reported that the business out-
look in the far west at the present time is es-
pecially bright in every particular.

E. H. Schultz. of Schultz Bros., talking ma-
chine dealers at Neenah. Wis., was a recent
visitor, and stated that the talking machine busi-
ness in the Fox River valley district is good.

An increase in business of more than 200 per
cent, for the month of October is the remarkable
showing made by the Milwaukee branch of the
Columbia Phonograph Co. under the able manage-
ment of A. D. Herriman. Mr. Herriman states
that this increase is largely in the floor sales
of the establishment and that without a doubt
the popularity of the new double faced and the
indestructible Columbia records is responsible for
the big boost in business.

H. B. Grey, of the Rudolph Wurlitzer Co., re-
cently called upon the Milwaukee trade.

The work of organizing the new State asso-
ciation of talking machine dealers is rapidly pro-
gressing and it is expected that the work of or-
ganization will be completed at least by the close
of the present year. Lawrence McGreal, leading
jobber of Wisconsin, is taking an active part in
the work of formation and is most enthusiastic
over the future of the association. Literature
is being sent out to dealers all over Wisconsin
with the aim of arousing their interest and call-
ing their attention to the value of such an or-
ganization. The progress of the new Milwaukee
Talking Machine Dealers' Association is being
carefully watched and the new State organiza-
tion will be modeled largely after this body.

George Huseby, retailer of both the Edison
and Victor lines, is now located in a new estab-
lishment on the fourteenth floor of the new Ma-
jestic building. The downtown establishment
will be only a branch of the Grove street store.

Recent callers on the trade were G«orge D.
Ornstein, manager salesman of the Victor Talk-
ing Machine Co.; C. H. Wilson, general manager
of the National Phonograph Co., who called on
Lawrence McGreal, and Mr. Palmer, of the Chi-
cago branch of the National Phonograph Co.

Since Merrill L. Bardwell has become manager
of the Rochester, N. Y., store of the Columbia
Phonograph Co. he has changed the interior
arrangement of the store completely, and greatly
improved it thereby. The offices were formerly
in the front of the store, but Mr. Bardwell moved
them to a balconv in the rear.

LOUIS BUEHN & BROTHER

=45 NORTH NINTH STREET, PHILADELPHIA=

SPECIAL"'^*^*^ illustration
■ shows our No. 124
—200 Peg— Cylinder Cabinet. Best
value in the country. Large dis-
count. Catalogue for the asking.

Announce the opening of their new branch
house at

14 IV. IViapRet Square

The same high-class service that has been
the rule at our Philadelphia house will pre-
vail. Edison dealers in Central Penns\ l-
vania cannot afford to o\'erlook this oppor-
tunit) for a saving both in time and cost of

transportation. If vou ha\'c not signed with
us we solicit correspondence.

LOUIS BUEHN & BROTHER

PHILADELPHIA

Everything for
Talking Machine

HARRISBURG

THE TALKING MACHINE WORLD.

7

Two New Style Cabinets for the Victor-

Victrola XVI

Circassian Walnut
Victrola XVI
Price, $250

In order to satisfy the enormous
demand for Victrolas in various
woods and finishes, we have added
these two beautiful instruments to
the Victor hne.

Both are of the Victrola XVI type, one in satin-
finish Circassian Walnut, the most beautiful]}' figured
wood in existence — and the other in Quartered Oak in a
large variety of stains and finishes.

The popularity of the Victrola is rapidly and steachly
increasing. The big Victrola season is right on top of
you. And the greater the variety of Victrolas displayed
in your establishment, the greater are your opportuni-
ties for catering to the tastes of difiFerent customers —
and closing sales.

Quartered Oak
Victrola XVI
Price, $200

Anticipate the demand that already exists for these new instruments. Order from
your distributor now and be prepared to show them during the holiday season.

Owing to the general preference, Weathered Oak, dead flat finish, will be the regular stock finish of quartered
oak cabinets. We will, however, keep on hand a number of unfinished cabinets, which may be ordered in
Antique, Golden and Early English; these three to be a polished or a dull-rubbed varnish finish. They may also
be ordered in Weathered, Flemish, Fumed, Driftwood and Gun Metal; these five to be either a dead flat or a
wax finish.

When ordering Victrolas in any of the special finishes it is of the greatest importance that dealers plainly
specify finish on each order. Two or three weeks are required by the factory to make shipment of these special
finished cabinets.

VICTOR TALKING MACHINE CO., Camden, N. J., U. S. A.

Berliner Gramophone Co.. Montreal, Canadian Distributors.

To get best results, use only Victor Needles on Victor Records.

Full information can be obtained from the following Victor dealers :

I

Albany, N. Y Finch & Hahn.

AHoona. Pa W. H. & L. C. Wolfe.

Atlanta, Ga Elyea-Austell Co.

Phillies & Crew Co.
Baltimore, Md Cohen & Hughes.

E. F. Droop & Sons Co.

H. R. Eisenbrandt Sons.

Wm. McCallister.

Bangor, Me M. H. Andrews.

Birmingham, Ala E. E. Forbes Piano Co.

The Talking Machine Co.

Boston, Mass Oliver Ditson Co.

Eastern Talking Machine Co.
M. Steinert & Sons Co.

Brooklyn, N. Y American Talking Machine Co.

Buffalo, N. Y VV. D. Andrews.

Neal, Clark & Neal Co.
.American Phonograph Co.
.Orton Brothers.
.The Klein & Heffelman Co.
. Stone & Barringer Co.
. Lyon & Healy.
The Rudolph Wurlitzer Co.
The Talking Machine Co.

Cincinnati, O.. The Rudolph Wurlitzer Co.

Cleveland, O W. H. Buescher & Sons.

Collister & Sayle.
Eclipse Musical Co.

Columbus, O The Perry B. Whitsit Co.

Dallas, Tex Thos. Goggan & Bro.

Dayton, O The Fetterly Piano Mfg. Co.

Denver, Colo Hext Music Co.

Knight-Campbell Music Co.
Des Moines, Iowa Jones Piano Co.

Harger & Blish.

Detroit, Mich Grinnell Bros.

Dubuque. Iowa Harger & Blish.

Duluth, Minn French & Bassett.

Burlington, Vt..

Butte, Mont

Canton, 0

Charlotte, N. C.
Chicago, III

El Paso, Tex W. G. Walz Co.

Escanaba, Mich. Grinnell Bros.

Galveston, Tex Thos. Goggan & Bro.

Grand Rapids, Mich

Honolulu, T. H

Indianapolis,' Ind. ■■

Jacksonville, Fla...
Kansas City. Mo....

• J. A. J. Friedrich.
. Bergstrom Music Co.
Kipp-Link Phono. Co.
C. Koehring & Bro.
.Alexander Seewald Co.
. J. W. Jenkins Sons Music Co.
Schmelzer Arms Co.

Lincoln, Neb Ross P. Curtice Co.

Little Rock, Ark O. K. Houck Piano Co.

Los Angeles,~Cal Sherman, Clay & Co.

Memphis, Tenn E. E. Forbes Piano Co.

O. K. Houck Piano Co.

Milwaukee, Wis Lawrence McGreal.

Minneapolis, Minn Minnesota Phonograph Co.

Mobile, Ala Wm. H. Reynalds.

Montreal, Canada Berliner Gramophone Co., Ltd.

Nashville, Tenn O. K. Houck Piano Co.

Newark, N. J

Newark, O

New Haven, Conn.
New Orleans, La. . .

New York, N. Y.

. Price Phono. Co.

. Ball-Fintze Co.

. Henry Horton.

. Nat'I Auto. Fire Alarm Co.

Philip Werlein, Ltd.
. Blackman Talking Machine Co.

Sol Bloom, Inc.

C. Bruno & Son, Inc.

I. Davega, Jr., Inc.

S. B. Davega Co.

Chas. H. Ditson & Co.

The Jacot Music Box Co.

Landay Brothers, Inc.

The Regina Co.

Stanley & Pearsall.

Benj. Switky.

Victor Distributing & Exp't Co.

Omaha, Neb A. Hospe Co.

Nebraska Cycle Co.

Piano Player Co.

Peoria, III Chas. C. Adams & Co.

Philadelphia, Pa Sol Bloom.

Louis Buehn & Brother.

J. E. Ditson & Co.

C. J. Heppe & Son.

Musical Echo Company.

Penn Phonograph Co., Inc.

Western Talking Machine Co.

H. A. Weymann & Son.
Pittsburg, Pa C. C. Mellor Co., Ltd.

Pittsburgh Phonograph Co.

Powers & Henry Co.

Standard Talking Machine Co.
Portland, Me Cressey & Allen.

Portland Talking Machine Co.

Portland, Ore Sherman, Clay & Co.

Richmond, Va The Cable Co.

W. D. Moses & Co.

Rochester, N. Y The Talking Machine Co.

Rock Island, III Totten's Music House.

Salt Lake City, Utah. . Carstensen & Anson Music Co.

San Antonio, Tex Thos. Goggan & Bro.

San Francisco, Cal Sherman, Clay & Co.

Savannah, Ga Phillips & Crew Co.

Seattle, Wash Sherman, Clay & Co.

Sioux Falls, S. D Talking Machine Exchange.

Spokane, Wash Filer's Piano House.

Sherman, Clay & Co.
St, Louis, Mo Koerber-Brenner Music Co.

St. Louis Talking Machine Co.
St. Paul, Minn W. J. Dyer & Bro.

Koehler & Hinrichs.
Syracuse, N. Y. ....... W. D. Andrews.

Toledo, O The Hayes Music Co.

Whitney & Courier Co.

Washington, D. C John F. Ellis & Co.

E. F. Droop & Sons Co.

8

THE TALKING IMACHINE WORLD.

EDWARD LYMAN BILL, • Editor and Praprietor

J. B. SPILLANE, Managing Editor.

Trade Representatives: Geo. B. Keller, F. H. Thompson,
W. T. I>YKEs, L. E. Bowers, B. Brittain Wilson,
A. J. NiCKLiN, L. J. Chauberlin.

Boiten Office : Ernest L. Waitt, 100 Boylston St.
CkicMo Office: E. P. Van Harlingen, 156 Wabash Ave.

Philk.delphia Office : Minneapolis and St. Paul :

H. F. Thompson. Adolf Edstkn.

St. Louis Office: San FraKcisco Office:

Chas. N. Van Buren. S. H. Gray, 88 First St.

Cleveland Office : G. F. Prescott.
Cincinnati Office : Bernard C. Bowen.

London, England, Office:

69 Basinghall St., E. C. W. Lionel Sturdy, Manager.

Published the 15th of every month at I Madison Ave. N.Y

SUBSCRIPTION (including postage), United States,
Mexico, One Dollar per year; all other countries, $1.25.
England and her colonies, five shillings.

ADVERTISEMENTS, $2.00 per inch, single column, per
insertion. On quarterly or yearly contracts a special dis-
count is allowed. Advertising Pages, $60.00; special posi-
tion, $76.00.

REMITTANCES, should be made payable to Edward
Lyman Bill by check or Post Office Order.

^"IMFORTANT.-Advertisements or changes should
reach this office by the first of each month. Adver-
tisements arriving too late for insertion in the current
issue will, in the absence of instructions, be inserted
in the succeeding issue.

Long DistCLnce Telephones— Numbers 4677 and 4678 Gram-
ercy. Cable Address: "Elbill," New York.

NEW YOR.K, NOVEMBER 15. 1908.

TRADE in this industry has not been good
during the past month and there is no
denying the fact that jobbers and manufacturers
have been keenly disappointed by loss of antici-
pated business. Quite naturally, the month di-
rectly preceding a presidential contest is full of
unrest and disquietude in business circles, for
there are usually many contracts placed which
are contingent upon the result of a presidential
election. When such restrictions exist in the
manufacturing world it is quite natural that the
talking machine jobbers and retailers should suf-
fer in common with general business. Then
again the talking machine industry has been in
a state of feverish unrest because of a distur-
bance of internal conditions. The record situa-
tion has been unsettled and it is a question
v/hether the double faced disc will ultimately
win out against the single faced disc records
or not. Dealers and jobbers are disturbed over
the present condition of the record situation.
Then again, restrictions which have been re-
cently placed upon the tmde by manufacturers
have also had a tendency to add to the general
anxiety and unrest. But all of this will change,
and first of all, we must conclude that there is
an undeniable tendency toward concentration
and if these conditions h.ad been imposed three
years ago, they would not have met the opposi-
tion which they do to-day. But the limitations
which are placed upon the trade will have a ten-
dency to concentrate trade in the hands of fewer
individuals who must of necessity handle exclu-
sive lines.

TlUi announcement which wiis made on Octo-
ber 15 that the Victor Talking Machine Co.
would refuse to fill orders for Victor talking ma-
chines, records and supplies from distributers
handling other lines of disc talking machines and
disc records, excepting ii.sed machines, will na-
turally have the effect to make Victor dealers

more exclusive than ever before. The Victor
edict applies to all other disc machines, except-
ing those manufactured by the Universal Talking
Machine Co.) which are specially licensed. Plainly
the condition to-day is that no Edison dealers or
jobbers or no Edison or Victor distributers, can
receive discounts and privileges under their ex-
isting contracts if they continue to handle com-
peting lines of disc and cylinder machines and
records. Edison representatives have complained
bitterly on account of the failure of the Com-
pany to fill orders for new Amberol records.
However, they should Exercise patience in this
particular, because when putting forth a new
product there are obstacles which sometimes ap-
pear which were not counted upon when the gen-
eral plans were made. The directing forces of
The National Phonograph Co. have been earnestly
striving to fill their orders promptly and we
understand from this time on but little delay will
occur.

THERE has been harsh criticism uttered in a
good many quarters and there has been a
wholesale condemnation of the methods adopted
by some manufacturers. Many have not hesi-
tated to express their opinions in language which
would seem to leave no doubt as to the intensity
of feeling. Now abuse never was or never will
constitute argument. It never will change facts
in the slightest degree. The men who control
the destinies of the talking machine trade are
not anxious to place obstacles in the pathways of
men who sell their product, because just as soon
as that is done the factory wheels slow up, the
output is curtailed. There may be, however, dif-
ferences of opinion as to methods, but men who
control a situation are going to try to maintain
their supremacy in every particular. Now, what
have the manufacturers done for the dealers and
jobbers during the past few months? In the first
place, they have been spending immense sums of
money annually to create a demand for their
product, and without this demand a great trade
never would have been turned into talking ma-
chine circles. The people have been made to
think talking machines, they have learned of
their wonderful development and they have
learned this through the large advertising cam-
paigns which have been successfully employed
by the great manufacturing concerns. And when
we stop to consider the immense sums of money
expended in advertising, the tremendous cost of
experimental work, money paid to great players,
singers and orchestras, money spent in ma-
chinery and in completing a perfect organization,
we will find that it will be necessary to charge
against the cost of machines and records an
enormous amount, and when we come to figure
that down to an individual record or machine,
the profit is not large for tha manufacturer when
we consider what he has invested in his product.

TWO weeks ago the exchange proposition of
the Victor Co. had cost that concern ?S0,000,
and the estimated cost will exceed $100,000. AVe
do not know of another institution in the civi-
li/ed world in any trade which has made such a
liberal proposition to its roiircsentatives that en-
tailed such a vast loss to tlie parent concern.
$100,000 is a large amount of money even to a
rich concern, and that is not stage money either,
for it represents an actual cost to the Victor
CoiiipMny ot" that number of dollars in the coin
of the roahu. Think of it. That's "going some"

truly. Do the members of the trade stop to con-
sider what such propositions mean in the way
of cost to the manufacturer? Do they stop to
consider what the manufacturer is doing to as-
sist the trade? Do they realize what the creative
end of the business is doing in the way of pub-
licity?

Let the retail end of the business show-
enterprise as well. Let the men who sell the ma-
chines expand and put some money in the col-
umns of their local papers. They cannot expect
business will come their way without eflort on
their part to win it. W e have seen precious
little publicity on the part of the dealers in the
papers throughout the land. Why is this?

THE dealers cannot expect that manufac-
turers will go on expending vast sums
for advertising unless they also do something
to stimulate trade. We have been keeping care-
ful tab on the retail situation and we are com-
pelled to state that taking the country as a
whole there has been comparatively little pub-
licity put forth by the members of the retail
trade to interest talking machine purchasers.
Now there should be supplementary work. Manu-
facturers spend fortunes annually in the maga-
zines and periodicals of great circulation. Now
this work should be reinforced by energetic action
on the part of the dealer. He cannot expect
that simply because the manufacturers advertise
talking machines people are going to gravitate
to their stores without some energy displayed on
their part. It is unreasonable to expect this. If
retailers expect to win good business, they must
be up and doing. They must overlook no oppor-
tunity which makes for business success. A good
demand exists for talking machines and this may
be materially increased if the dealers themselves
show the right kind of enterprise in pushing their
product. What are you going to do to increase
your holiday trade? Are you going to show the
people the advantage of the talking machine in
the home circle and intelligently present argu-
ment to the people in your vicinity, or are you
going to rest on your oars?

Now resting does not pay. Rest is another
flame for rust.

FOR the first time in political history the talk-
ing machine has played an important part
in a presidential campaign. The records made by
Mr. Taift and Mr. Bryan have been heard in every
city and hamlet in the land, and thousands of
homes as well. The salient issues of the cam-
paign with phonographs as weapons was pulled
off in a duel in Spokane, Wash., last September.
Two men who had been red-hot partisans on
opposite sides and who were expert in the use of
the talking machine, agreed to argue the case
with the machines before the public. Each man
secured the "canned" speeches of Mr. Taft and
Mr. Bryan, and the bloodless duel took place
before hundreds of voters. It seems there was
no hard and fast rule of debate, nor was there a
formal program including musical numbers be-
tween speeches. In Des Moines, Iowa, there was
another "canned" duel along the same lines, and
so tlio talking machine passes into political his-
tory as a .great factor in a presidential struggle.

NOW that the contest for presidential honors
has been definitely settled and the people
liavc (locidcd wlio is to rule the destinies of this
iiMtioii for the next four years, it behooves every
man to put his energies on business and to make

THE TALKING MACHINE WORLD.

9

the holiday trade roll up In as substantial pro-
portions as possible. General business condi-
tions are steadily improving. More men are
being placed back at work in the various fac-
tories throughout the land. The agricultural
yield has ibeen bountiful and farmers have re-
ceived good prices for their crops, and there is
now no good reason why business should not be
excellent, even from the viewpoint of banner
years. If we all do our part earnestly toward
helping the good work along there is no ques-
tion but that we will move rapidly along the
right road which has success at the other end in
great big letters.

DISPLAY OF EDISON COMMERCIAL SYSTEM IN LOS ANGELES

CANNED DIN BY PHONOGRAPH.

Mrs. Rice to Emphasize Her Lectures on City
Noises.

Canned noises of the New York brand were
taken to Boston last week and turned loose on a
large and fashionable audience, and this week
Pittsburg will hear the phonographic records of
New York's hideous sounds by day and by night.

Mrs. Isaac L. Rice, the founder of the Society
for the Suppression of Unnecessary Noise, was
invited to lecture before the Boston and Pitts-
burg audiences, and to bring along her phono-
graph and canned street noises

In her fight for a city ordinance to do away
with the weird howls of hucksters and other
noises she believes to be hurtful to humanity,
Mrs. Rice has been employing a number of Co-
lumbia students to get samples of the noises
for reproduction by phonograph. She now has
a large collection and hopes to secure a monop-
oly of the more prominent brands of canned
sounds in the ciiy's symphony.

One of the star performers, whose record will
be performed in Boston and Pittsburg, is a
Sicilian who blows a trumpet and rings a big
handbell at the same time, stopping the instru-
mental duet once in a while to howl out peti-
tions for jobs at grinding scissors and knives.
The Sicilian would not perform for the phono-
graph until he had been paid $4 in advance.

Another record that will give outsiders some
idea of New York's din furnishes a duet between
an elevated train at Fifty-ninth street and Co-
lumbus avenue and a flat-wheel surface car. The
two create a deafening uproar even from the
phonograph.

In preparation for her fight before the Board
of Aldermen, Mrs. Rice now has a number of
students making investigations all over the city.
She says she is getting the widest sympathy in
her work.

The ordinance is now in the hands of the
Aldermanic Legislative Committee.

SOUTHEKN CALIFORNIA MD

The accompanying photograph is that of the
window of the Southern California Music Co., of
Los Angeles, Cal., which is the display of a
complete office using the Edison commercial sys-
tem. It consists of all the principals of an office
engaged in their labors, with the assistance of
the phonograph. Every detail is represented,
from manager to office boy, each engaged in their
respective duties. This display was designed by
Messrs. Borgum and Richardson, of the same
firm, and is the only display of this kind ever
used in that vicinity.

The window is so arranged as to show the
manager at his desk, dictating letters to the
phonograph, while the stenographer, at her type-
writer, is transcribing letters from the phono-

NEW USE FOR HIS DEAF EAR.

Hears Loud Records and Secures Pianissimo
Effects — Here's the Optimist of Optimists.

Optimism cannot be bought with money. It is
as free as the air we breathe. That is why poor
people generally are optimists.

"I have discovered a new use for my deaf ear;
you know, I have one good ear and one that is
not so good," said Mr. Gazzleback, in the New
York Sun. "For entertainment I visit occasion-
ally the penny-in-the-slot phonograph parlors,
and there on some machines I find the brass band
music smiting my ears too blaringly for real en-
joyment. But the other day by accident drop-
ping the ear-piece from my good ear while I was
listening to one of those vigorous performances,
I was at once greatly gratified by the softened
effect of the music as heard through my deaf ear
only.

"You know what the poet says that distance
lends enchantment to the view. Well, here we
had in effect distance lending enchantment to the
sound. With both earpieces up the band had
seemed at my elbow, with all the horns turned

sic CO.'S SHOW WINDOW.

graph. The office boy is busily engaged shaving
records in the background. It is estimated that
over 125,000 people stopped to gaze on this novel
display, and the prospective purchases recorded
amply repaid the firm for their efforts in behalf
of the Edison commercial system.

A number of small signs were hung in the
background, reading:

"From Brain to Type."

"Shorten the Day."

"Edison Fast Mail Route," etc.

The Edison commercial system has lately been
installed by a number of the largest firms in
Los Angeles, and the outlook is very promising
for a large business increase with this line in
Southern California.

square on me; listening with my deaf ear only
the sound was mellowed, and it came to me now
softly and pleasantly as the music of a band
heard playing somewhere off in a park.

"So, now you know with which ear I listen to-
day when 1 drop a cent in the slot of one of
the 'brass band machines, and I am reminded
for the I don't know how manyth time that seem-
ing afflictions may often turn to our advantage."

'TALKERS" FOR BULGARIAN SOLDIERS.

According to reports the Bulgarian War Office
has purchased a talking machine for each com-
pany of soldiers for the purpose of entertaining
and educating the men by playing special records
of Bulgarian national songs.

Ben Reynolds & Co., music dealers of Wash-
ington, Pa., have opened a store at 102 Smith-
field street, Pittsburg, Pa., and besides their
regular line of musical goods will handle talk-
ing machines and records.

10-inch Size,{$4.00
12-inch Size, $5.00

LIBERAL DISCOUNTS
TO THE TRADE

Hold 100 Records
Covered in Black Cloth
Ornamental Brass Corners

BEST SELLER ON THE MARKET

BEIV«J. SWIXKY, 2T EAST 14tl:fc STREET, NEW YORK

10

THE TALKING MACfflNE WORLD.

PLAY THE OTHER SIDE, PAPA"

Double
Record Disks
10-inch
65 Cents.

Single
Record Disks
10-inch
50 Cents.

The Pleasure
Doubled

The Cost
Reduced

Taper Arm
Zon-o-phones
from
$20.00

to
$75.00

TWO SONGS WITH BUT A SINGLE DISK
32Vsc. per Zon-o-pKorve Records are now made with selections on both sides for 65c., the lowest
Selection P^'^^ ever offered for this type. No other record at any such price enjo)'s the established
— — reputation for supreme quality, musical or technical, of Zon-o-phone Records. Their artistic
interpretation of music, extraordinary^ clarity of natural tone, smooth freedom from scratching, extra length
and long wear are all featured in this new production.

Zon-o-phone Single Record DisKs Now 50c.

for 10-inch ; 75c. for 12-iiich

The complete operas by celebrated European soloists and choruses delight and satisfy music lovers. Ask
your dealer for the Zon-o-phone lists. It will ** Dovible your Pie assure."

Zorv-o-phones are visibly the best-made talking machines, musically superior, and they Red\ice
the Cost. Ask the dealer.

Universal Talking Machine Mfg. Co.

Newark, N. J.

ALABAMA

Mobile W. H. Reynalds. 167 Dauphin St.

ARIZONA

Tucson George T. Fisher, 7-9 E. Congress St.

CALIFORNIA

Los Angeles ... So. California Mus. Co., 3S! S. B'way.
S»n Fr»ncisco . . Peter Bacigalupi & Sons, lOSl Golden
Gate Ave.

S&n Fr&ncisco. .Byron Mauzy, 1165-75 O'Farrcll St.
5»n Francisco . Kohler & Chase, 1329 Sutter St.
FLORIDA

T»inp& ....Turner Music Co., C04 I'rankliii St.

ILLINOIS

Chicago Benj. Allen & Co., 181-141 Wabash Ave.

Chicago James I. Lyons, 265 I'iftli -Ave.

MARYLAND

Annapolis Globe House Furn. Co.

Baltimore C. S. Smith & Co., 6U W. B.nltimorc St.

Ballimore Louis Mazor, 1423 E. Pratt St

MASSACHUSETTS

Boston . Pike's Talking Machine Co., 41 Wash-
ington St

MINNESOTA

St. Paul W. J. Dyer & Bro., 21-2S W. 6th St

MICHIGAN

Detroit J. E. Schmidt, 336 Gratiot Ave.

Distributors of Zcn-o-phone Qoods :

MISSOURI

Kansas City ...Mrs. J. Dixon, 804 Grand Ave.

Kansas City Webb-Frcyschlag Merc. Co., 7th and

Delaware Sts.

Springfield Morton Lines, 325 Boonville St

St. Louis Knight Mercantile Co., 211 N. 12th St.

St. Louis D. K. Myers, 8889 Finney Ave.

NEW JERSEY

Newark Edisonia Co., 67 Halsey St

Hoboken Eclipse Phono. Co., 203 Washington St

Paterion J. K. O'Dea, 115 Ellison St.

NEW YORK

Astoria (L, I.). . John Rose, 99 Flushing Ave.

Buffalo Neal, Clark & Neal Co., 64 J Main St

Brooklyn F. W. Rous Co., 435 Fifth Ave.

Brooklyn B. G. Warner, 368 Livingston St

NORTH DAKOTA

Fargo Stone's Piano Co., 614 First Ave., N.

OHIO

Akron Geo. S. Dales Co., 128 S. Main St

Cincinnati J. C. Groene Mus. Pub. Co., Race and

Arcade.

Cincinnati J. E. Poorman, Jr., 31 West 5th St

Cincinnati Uudolph Wurlitzcr Co., 121 E. 4th St.

OHIO

Cleveland The Bailey Company, Ontario St and

Prospect Ave.

Columbus The Columbus Piano Co., North High

St.

OREGON

Portland Gr.ives Music Co.. Inc., Ill 4th St.

PENNSYLVANIA

Allegheny H. A. Becker, 601 Ohio St.. E.

Philadelphia... .Disk Talking Machine Co., 13 N. 9th St
Pittsburgh C. C. Mellor Co., Ltd., 319 Fifth .■\ve.

SOUTH DAKOTA

Aberdeen Mc.^rthur Piano Co.

TEXAS

Austin Pitmocky Company, 411 Main St.

Beaumont K. E. Pierce Music Co., 608 Pearl St

Dallas DalKis Talking Machine Co., 151 N.

Ervay St

Houston Southwestern Talking Machine Co., 615

M.iin St.

CANADA

Toronto Whalcy, Royce & Co., Ltd., 158 Yonge

St

Winnipeg. Man.Whalcy, Royce & Co., Ltd.
Yarmouth Varmoulli Cycle Co.

THE TALKING MACHINE WORLD.

11

ARE YOU PREPARING TO CAPTURE HOLIDAY TRADE?

A Heart to Heart Talk With Readers of the World on This Important Topic — What Plans Have
You Made, We Mean Extraordinary Plans, to Wake Up the People in Your Territory? — Now
Is the Time for Action — Just Note What Some of Your Fellow Dealers Are Doing — Best
to Imitate Rabbits Than Turtles When Considering This Proposition.

Only five weeks to Christmas. What have you
done, Mr. Talking Machine Dealer, towai'd mak-
ing a record during that period that will make a
year's business total to be proud of? It is to be
taken for granted that you are well prepared as
to stock — if you are not, you have only your
ov/n carelessness or timidity to blame — but what
steps have you taken to get rid of that stock
before January 1?

One dealer not far from New York has ran-
sacked both the Edison and Victor catalogs for
records suitable for holiday times, both sacred
and secular. These records he has listed in
pamphlet form, and by adding a few pages has
found space to illustrate and describe the latest
models in machines and the new attachments,
and incidentally include a very interesting talk
regarding his own store. The cover is appropri-
ately ornamented with a design of holly leaves
and the booklet will be mailed to a selected list
of customers and prospects on December 1, reach-
ing them at a time when they should be most
interested in the question of Christmas gifts.

Another dealer has had prepared a series of
live advertisements headed "Talks to Holiday
Buyers," which he has already begun to run in
the local dailies, one appearing each day in con-
secutive order. These special advertisements will
appear right up to Christmas and tell one con-
tinuous story with each part complete in itself.
This dealer tried the same plan last year and
found it wonderfully successful, and with the
many new attachments, etc., offered this season,
looks for still greater returns this year.

Appealing directly to the musical sense of the
public through the medium of free concerts is
the scheme of a New England dealer. His store
is on the main business thoroughfare of the town
and crowds of shoppers are continually passing

the door. The adjoining store has been empty
for several months, owing to the assignment of
the former occupants, and, pending the occupancy
of new tenants on January 1, Mr. Dealer has
rented the premises for the month of December.
He has arranged to hire 250 camp stools, and
being an agent for a home moving picture ma-
chine in addition to handling talking machines,
he has arranged for nightly entertainments dur-
ing the month that will undoubtedly mean busi-
ness. The latest films will be shown and suitable
music rendered through the medium of the talk-
ers. Attractive programs will bear, besides the
list of views and musical selections, an extended
description of the dealer's line, and suitable holi-
day presents that can be chosen from it.

Yet another dealer has conceived the unique
plan of sending out postal cards bearing a return
portion. A cordial invitation is extended to the
recipient to visit the store and listen to the latest
records and examine the machines. On one side
of the card the prices of the various styles of
machines are printed. Those who cannot or do
not care to visit the store are requested to mark
the style of machine the price of which suits
them, and upon the return of the postal the
dealer sends an assistant to the house with a
sample of the machine indicated and a liberal
supply 6f late records. In two weeks the dealer
sold machines to seventeen of twenty-two pros-
pects before whom the machines were demon-
strated at their homes.

These are only a few of the schemes that have
or are to be adopted by as many dealers. There
ai-e many more that could profitably be adopted
by other dealers. Try and be original, for it is
a feature that will win success for even a really
weak proposition. Work out an idea that is new
to your town and drive it home. With over a

month to get holiday business in, every dealer
should plan to and succeed in getting his full
share. The idea of the turtle being slow but
"getting there just the same" doesn't hold in
business to-day; it's the rabbit, who gets away
jumping and ends up with a rush who gets the
backing and wins the money. Don't be the turtle.

BANKRUPTCY PETITION FILED

Against Burns-Brittain Co., Manufacturers of
Talking and Moving Picture Machines.

A petition in bankruptcy has been filed against
the Burns-Brittain Co., manufacturer of phono-
graphs, moving picture machines, and magic lan-
terns, of 194 Broadway, by John M. Co'.eman, at-
torney for these creditors. Enoch Rector, for
royalties; Downing Letter Co., for merchandise,
and H. B. Wilson Agency, for money due. The
amount due each creditor is not given. The com-
pany was incorporated Dec. 3, 1906, with capital
stock of $50,000, and Bradstreet's took away its
rating six months ago. Henry L. Brittain, presi-
dent, it is said, resigned a few days ago. The
company also used the trade style of the N. Y.
& Chicago Supply Co.

PARROTS AND PUBLICITY

Taught by Phonograph in Paris for the Pur-
pose of Advertising Certain Specialties.

Paris is becoming almost as original as New
York when it comes to clever schemes of pub-
licity, and for the first time parrots have been
drafted wholesale into the advertising service in
that city. "Use X's mustard," one bird, a fine
gray, yells incessantly.

It appears that a parrots' academy exists
somewhere in the suburbs, from which the above
bird has been graduated with honors. The
school is divided into classes and the birds are
promoted according to their progress. In most
cases it is pretty slow work and requires a
good deal of patience.

They are taught, three or four at a time, by
means of a phonograph, in darkened rooms.
Private tuition is also given, but this naturally
is more expensive.

A BOOSTER FOR THE "TALKER."

The Critic of the Los Angeles Times Devotes
Much Space in Its Columns Regarding the
Progress of the Talking Machine.

Julian Johnson, musical editor of the Los
Angeles Times, is looked upon by local dealers
as one of the best friends the talking machine
has. Within the last few years, it might be
said, since the first issue of records of voices
of celebrities, Mr. Johnson has been among the
most enthusiastic admirers of the talker. He is
a familiar figure at one of the large establish-
ments where he makes his purchases, and aside
from being the possessor of a talker and a fine
collection of records, he fully appreciates the
real value of what he possesses. In his columns
of music and musicians he often refers to the
talking machine, pointing out its marked prog-
ress and the advantages it offers to music lovers.
In a recent article discussing the great tenor,
Caruso, he referred to the talking machine as
the most practical way of judging the great
tenor's course from light lyric voice to that of
a robust dramatic, the earlier made records com-
pared with the latest ones.

After trying over the new issue of records
each month, Johnson generally gives his thoughts
of them to talking machine owners through his
columns.

H. B. Graves, an old-established furniture
dealer of Rochester, has put in a complete line
of Columbia machines and records.

Good advertising is 85 per cent, brains and
15 per cent, goods to back it up. Brains in-
clude knowing what to say and bow, when and
where to say it.

It's
So Easy

Yes, it is not only easy to learn a foreign
language by the I. C. S. system — the
easiest and most perfect way in the world
— but it is also easy to sell I. C. S. lan-
guage outfits. It is easy to sell them to
people who are tired of their machines as
an amusement device and will be glad to
turn them into a source of profit. It is
easy to sell them to persons going abroad
and who otherwise desire to learn a
language for the sake of the know-
ledge of it alone. It is easy to sell it
to men and women who desire to qualify for positions as translators and foreign
correspondents. It is easy to sell it to foreigners, in order that they may
learn to speak English. In fact there are a great many sound reasons why it is
easy to sell the

I.C.S. LANGUAGLSYSTEM

phonogrlaph

Do you sell I. C. S. Language outfits? If not, why are you thus neglecting
such an important and profitable field of your work? Why are you thus abso-
lutely throwing away at least one-third of your business? The Phonograph sys-
tem of language instruction is now recognized as an educational factor of great
importance and the demand for this sort of language instruction is growing by
leaps and bounds. The I. C. S. system is undoubtedly the one of the greatest
merit obtainable today. Write us a postal now for further particulars.

International Correspondence Schools

Box QIS, SCRANTON, PA.

12

THE TALKING MACHINE WORLD.

TRADE IN SAN FRANCISCO.

Business Steadily Improving — New Records and
Attachments Stimulate Trade — Geo. W. Lyie
a Visitor — Great Call for Victrolas — Brown
Resigns from Kohler & Chase — Chas. Jones
Succeeds — Eilers' Entertainments Attract —
Burson's Stop Device — Sherman, Clay & Co.
Add "Talkers " to All Their Branches.

(Special tc The Talking Machine World.)

San Francisco, Cal., Nov. 6, 1908.

The talking machine business has been de-
cidedly lively during the past month, showing,
on the whole, quite a noticeable increase over
the previous month. The new style records have
naturally had a highly stimulating effect on the
trade, the innovation being apparently just what
was needed to give a new impetus to the interest
in talking machines on the Pacific Coast. In
addition to the phenomenal sale which has fol-
lowed upon the appearance of the new records,
an increased demand has apparently been created
for machines of the leading makes. This seems
to te the only way to account for the present
activity, which is greater than was expected,
even at the approach of the holidays. As things
now stand, all the larger houses are busier than
they have been for nearly a year past, and some
even report an increase over last year's business.
Even the smaller retailers, though their num-
bers have increased considerably and competi-
tion is keen, are all managing to make very sat-
isfactory profits.

The wholesalers -have been fairly rushing for
the last month, and both machines and records
have been sold to the trade in large numbers.
The retailers in all parts of the State have been
replenishing their stocks in preparation for the
holiday trade, but in many cases most of the
goods bought have already been sold off. Con-
sequently, while the wholesale movement will
naturally not be as brisk from now till the end
of the year as it was this month, late orders are
expected to be larger than usual.

As the new records were placed on this market
by all the leading companies at about the same
time, no one has secured anything like a
monopoly on the new business that has developed.
The competition has been very keen, but so far
the representatives of each of the lines seem to
be getting their full share of the benefits that
have resulted.

W. S. Gray, coast manager for the Columbia
Phonograph Co., is enthusiastic over the recep-
tion given to the double-faced Columbia records.
The preliminary shipment to the San Francisco

headquarters was exhausted almost immediately,
most of it going to fill the large advance orders
that had been taken, and the local ofllce is
anxiously waiting for additional supplies. Ship-
ment is being made on the larger orders direct
from the factory, as many new connections have
been made, giving orders for the entire list. The
company has done extensive advertising on the
coast, and is also carrying on a direct personal
campaign. This side of the work is being han-
dled by Mr. Beck, who, after a short stay in San
Francisco, has gone south to carry on the work
among the retailers there. He reported great
success in the northern part of the State. Coast
Manager W. S. Gray is now accompanying Geo.
W. Lyle, vice-president of the company, on his
annual tour of the Coast. They express them-
selves as highly pleased with the condition of
the business through the entire northwest, as
well as in San Francisco.

Sherman, Clay & Co. were troubled by a short-
age of Victrolas early in the month, but they
have received a large shipment and expect to be
able to fill all orders for the holiday trade. This
machine, however, has a habit of running out
of stock sooner than is expected, and any Coast
retailers who expect to get machines on short
notice at the end of the season still have a
chancef of being disappointed. The local retail
business in Victrolas is still good, and in fact
seems to be increasing somewhat as the holiday
season approaches, and more people feel able to
buy. The Victrola is handled by quite a number
of local dealers, and all find it a highly profitable
line to carry.

The talking machine department of Kohler &
Chase has again changed management. Charles
E. Brown, who has been manager for some time
past, returned from a month's trip to Seattle a
few days ago, and handed in his resignation. He
has not yet announced what he intends to do in
the future, but he will probably engage in the
talking machine business for himself, as he has
done in the past. His position with Kohler &
Chase has been filled by Chas. Jones.

Byron Mauzy has not yet received his stock of
new-style Zonophone records, but looks for them
in a few days. He has already secured a lot of
good business on samples, and the trade is quite
anxious for the goods.

The Eilers Music Co. are now holding a series
of entertainments in its new recital hall, with a
taking machine recital every alternate week.
The program on Oct. 20 was a debate between
Taft and Bryan on the Auxeto phone, or, as the
local press described it, "Canned politics." A
large audience was present, and there was nearly

as much excitement as if the speakers had been
actually present.

A new phonograph stop device, the patent for
which is controlled by Arthur Burson, is to be
manufactured at Santa Barbara, Cal. A factory
is now being equipped, and will be in operation
early in November. The invention has been fa-
vorably received, and several good orders have
already been taken.

The Exton Music Shop, a Los Angeles talking
machine store, has been moved to 216 West Third
street.

Marin & Co. recently opened a new talking ma-
chine store in Stockton, Cal.

T. J. Christopher, a talking machine dealer of
Mission street, San Francisco, has taken a new
location.

C. E. Skinner, of the talking machine depart-
ment of Sherman, Clay & Co., is now in Stock-
ton, Cal., where he is superintending the installa-
tion of a similar department in the company's
branch house.

Sherman, Clay & Co. are enlarging their work
in the talking machine line all over the Coast.
Geo. R. Guppy, manager of the department in
Seattle, "Wash., has started a department at
Wenatchee, Wash., and the line is to be carried
in several of the branch stores which have for-
merly been almost entirely devoted to the piano
business. This action is undoubtedly partly due
to the increased possibilities of the business
brought about by the new records.

A WOMAN WITH A HISTORY.

A well-dressed and sharp-faced woman in some
way got into the editorial sanctum, and very
shortly was standing by the editor's desk.

•'I beg your pardon," she said, in salutation,
"but can you spare a few moments of your valu-
able time?"

"I am very busy, madam." replied the editor,
"but if you have anything of importance to
communicate I shall he glad to hear it."

"Thank you," she said, looking around in a
nervous fashion. "I am a woman with a his-
tory, and "

"Excuse me," apologized the editor, seeing a
story on the horizon; "possibly you had better
step into my private office, where you will not
be interrupted."

"Now," he said, when they were seated, "I
presume you wish to tell me something of your
history?"

"Yes, sir; that is why I am here."

"Very well, proceed. Anything you may say
to me will be held in the strictest confidence,
and I will publish only what you wish. You
were saying you were a woman with a history."
This very sympathetically, as an encourager.

"Yes, sir." she began, as she laid a document
before him. "It is a history of Napoleon Bcna-
pa:te, in eighteen monthly par;s, at $1 a month,
and "

He threw up his hands, but she had him. and
he put down his name. Now when a "woman
with a history" is mentioned in his hearing it
makes cold chills run down his back.

"TALKERS" ENTERTAIN OYSTERMEN.

Some years ago it was custom for the oyster-
men, who abound in the neighborhood of Chesa-
peake Bay, when choosing their crews, to make
it a point that there be a number of the darkies
who could sing. In hiring men the first question
often was, "Can you sing?' An affirmative an-
swer then brought forth the questions, "Can
you tong, cull and sail a sloop," or "bugeye," or
schooner, as the case might be.

During the last season, however, the "hand's"
ability to sing did not cut such a figure, for
many of the oyster boats put out with talking
machines and a liberal supply of records to be-
guile the long evening hours spent on the "beds."
Many more oystermeu have purchased machines
for the coming season, and it will not be long
before passengers on the Bay steamers will slip
through night to the accompaniment of dozens of
"talkers" on the oyster boats.

Dignifies and Beautifies the Talking
Machine.

Is to the Talking Machine what the
case is to the Piano.

<! Conceals the running parts and eliminates all
the noise except that necessarily transmitted
through the horn.

<If Can be adjusted in a minute, remains per-
manently and loses its identity in that of the
machine. Has plate glass in the sliding top
through which the operator may watch the
progress of the needle.
(J Protects delicate mechanism and records.

Made in QuarlcriMl Oak (No. 5i and Mahonany iNo. 61 for Victor TalkinK Machines

Mahogany
Listed at $15.00

Quartered Oak
Listed at $12.50

Apply to your Jobber

Send for Booklet

To-day the Aliegrophone is a new invention. To-morrow you
will SCO it on all Tfilking Machines. It will prove a hoomcr.

NATIONAL ALLEGROPHONE COMPANY

178 DEVONSHIRE STREET. BOSTON. MASS.

THE TALKING MACHINE WORLD.

13

Totally New Development in
Tone Reproduction

SIR ISAAC NEWTON showed that the propagation of sound by any medium depended on the
elasticity of that medium-. Builders of fine pianos have long employed this principle. But not until now,
with the perfecting of our MUSIC MASTER WOOD HORN, have scientific acoustics been successfully
applied to phonographic horn reproduction.

Working long and patiently along these lines, we have produced, in our MUSIC MASTER WOOD
HORN, not merely a horn which emphasizes by concentration the tones reproduced by talking machine or
phonograph, but a horn which is an actual sounding board of wonderful vibratory freedom, giving to the
reproduced tones the "singing quality" of the original rendition, and at the same time very materially soften-
ing the mechanical sounds incidental to the operation of the record.

Improves
the

Record
Reproduction

Subdues the Scratch
and Harshness

THE MUSIC MASTER WOOD HORN

is NOT VENEERED but is made of the finest selected SOLID Oak, Mahogany or imported Spruce.
It will not crack, split, peel or blister. Finished in natural wood with beautiful French polish to match any
talking machine cabinet. ■

We start our campaign of advertising in the December issues of the big popular magazines :

Everybody's Cosmopolitan Munsey's McClure's

This is not to be a spasmodic effort, but will be an appeal month after month to Talking Machine users.

We want a live dealer in every locality to fill the demand that our advertising will create, and for
such men we have an attractive proposition.

Are you the man ? If you are, write us promptly, as we must complete our distributing arrange-
ments at once.

SHEIP & VANDEGRIFT, Inc.,

PHILADELPHIA

14

THE TALKING MACHINE WORLD.

No delays

We don't have to send
to the factory before we can
fill your order. We have
the goods here ready to
ship when your order
comes in.

Our stock contains the
very latest wrinkles in the
trade, and a complete line
of Victors, Victor Records,
record cabinets, trumpet
horns, fibre cases, English
needles, and all other
Victor accessories.

Does your present job-
ber carry so complete a
line and give such prompt
and unfailing service?
Does he keep you posted
on the new specialties of
the trade?

If you are in any way
dissatisfied with the service
you are getting, write to-
day for our latest cata-
logue.

The Victor Distributing
and Export Company

83 Chambers Street, New York

HARGER & BLISH IN DES MOINES.

The Well-Known Talking Machine Jobbers of
Dubuque Secure IVlagnificent Quarters on Lo-
cust Street, Where They Are Carrying a Full
Line of Victor and Edison Machines.

(Special to The Talking Machine Woi-Id. )

Des Moines, la., Nov. 5, 1908.

Harger & Blish, Inc., the well-known talking
machine jobbers of Dubuque, la., have secured
a seven years' lease on about nine thousand
feet of floor space in the Garver building, Locust
street, and have installed a very complete stock
of Victor and Edison talking machines and rec-
ords, amounting in value to over 50,000. They
intend to do an exclusive wholesale business,
and a large force of salesmen have been organ-
ized to cover the greater portion of Iowa and
the surrounding States. The Harger & Blish
house in Dubuque will be retained, and the
people there will look after a portion of the
State from that point.

The local house will be under the management
of Geo. C. Silzer, who has been with the firm at
Dubuque for a number of years. In their new
quarters they have a complete sample room
which contains absolutely everything in the talk-
ing machine line. In a chat with Mr. Silzer he
stated that it would give him the greatest pleas-
ure to havfe out-of-town dealers call upon him
and look over their new quarters. A tremen-
dous catalog of both Edison and Victor records
is carried and quick shipments are their spe-
cialty.

AN EXAGGERATED STATEMENT.

Article in September Talking Machine World
in Reference to Society of Friends Taking
Exception to Songs as Reproduced on Phono-
graphs Contradicted.

In the September issue of The World there ap-
peared an article relative to the Society of
Friends taking exception to the songs produced
through the medium of the talking machine.
After a careful perusal of the same, the writer
being a Friend himself, decided to Investigate.
With this end in view, he wrote the following
letter to "Mr. Charles Jenkins, editor of The
Friends' Intelligencer, Philadelphia, Pa.:"

"Dear Mr. Jenkins — I enclose herewith a news-
paper clipping relative to the Society of Friends
taking exception to certain songs as reproduced
on records made by the different talking machine
companies throughout the United States. You
will note that the sentiment was so pronounced
that a committee was appointed to investigate
the matter and endeavor to influence the manu-
facturers toward a better class of songs. If you
are in a position to give me any data regarding
the findings of the above-mentioned committee, I
would like to have it, as I am of the opinion at
present that the Friends are very much mistaken
in their assertions that improper songs have been
placed before the public through the medium of
the talking machine.

"I have made it a point to peruse very care-
fully all the catalogs of the different concerns
and have been unable to find a single instance
where anything bordering on the improper has
been listed. Any information you may give me
regarding the above will be greatly appreciated.
Hoping to hear from you, I am. yours very truly,
Howard Taylor Middleton, Special Correspondent
The Talking Machine World."

The results of his efforts in this direction are
Kiven in the letter herewith, dated October 21,

ino.s:

■■.Mr. Howard Taylor Middleton:

"Dear Sir — Yours of September 22 to Mr.
Charles Jenkins was received and noted. I de-
layed reply until I could send you a copy of the
official report of the conference. Under separate
cover I am sending you a copy of the Friends'
Intelligencer of October 3. the supplement of
which contains all that was said at the confer-
oiHP in regard to the phonograph (page 02, end
of first column). The reports in the newspapers
were very poor and done apparently without the

least exercise of intelligence (as you no doubt
know from experience, is nearly always the case
with a convention on any subject at all out of
the line of ordinary newspaper routine). What
was said about talking machines was not given
any particular importance, and no special com-
mittee was appointed to go into the matter. If
you would like to insert a note in the Intelli-
gencer giving the information contained in your
letter as to freedom of phonograph records from
improper or questionable matter, I shall be glad
to have it and to give it due prominence. Very
truly, R. Barclay Spicer, Associate Editor."

The extract from the Intelligencer's report of
the conference which had to do with talking ma-
chines follows:

'■Edwin Howard, Ames, la. — I have thought a
great deal about the songs sung through the
phonograph. I have investigated the matter
some, also the pictures, and it is a deep subject.
I have asked some young people that are going
to Sunday-school, What do you think of most —
your Sunday-school lesson or the songs you hear
through the phonograph? The answer is, The
songs I hear in the phonograph; and this is
something that can be remedied, if we undertake
it here, because I think we can go to headquarters
and oversee what is sold. It would seem to me
a great work toward reform."

It would seem from the above that the speaker
made no insinuation conveying the impression
that phonograph records contained suggestive
songs, but simply asked the question of the young
Friends: "What do you think of most — your
Sunday-school lesson or the songs you hear
through the phonograph?"

Hovr.vRD Tatxcb Middletox.

CATJC-HT STEALING "TALKERS.

Mrs. Emma Undra, wife of a IMilwaukee rail-
road man was found guilty of the charge of
stealing a talking machine recently and was
sentenced to sixty days in the workhouse, with
a $20 fine as an alternative. Mrs. Undra pur-
chased the machine from Harry Kreinitz, a Mil-
waukee dealer, on instalments, and is said to
have pawned it. She gave poverty as an excuse,
but the detectives claim she was pricing talking
machines in another store when arrested.

COLONS AND HARLAN IN VAUDEVILLE.

Collins and Harlan, the well-known record
makers, will shortly go into vaudeville. They
will appear in a sketch illustrating how records
are made.

Auto

Run

WATCHUNG
MOUNTAINS

av

Philadelphia.

PLAINFIELD,
N. J.

Trueli Hall,

(Formerly Hotel Netherwood.)
An Ideal Summer Home. Open All Year.

Erected at a Cost of One Half Million Dollars.

3 Minutes from Station.
TEN ACRES OF BEAUTIFUL SHADE, HIGH AND DRY
NOT TOO HOT, NOT TOO COLD, JUST RIGHT. AMIDST JERSEY'S

PICTURE LANDS
Healthful Climate. Excellent Views.

Also Trucll Inn and Truell Court
Send for Booklit and Rotes.

■HIn Master^ Voice""""""

THE TALKING MACHINE WORLD.

15

AN EYE OPENER

' ' About a year ago I decided to make no further purchases of
records, for the reason that with the steel needle they showed deteriora-
tion very rapidly. My collection then consisted of between twelve and
thirteen hundred selections and I was naturally much interested in your
Fibre Needle. After having thoroughly tested them I concluded to
NEVER again use a steel needle on any of my records.

"During the past eleven or twelve months I have used the
Fibre Needle exclusively. So satisfactory have they proved that I
have taken an added interest in my Talking Machine and, notwith-
standing my resolution, have since purchased nearly six hundred new
records, mostly high-grade.

"Four of my gentlemen friends, emulating my example, be-
came enthusiasts, bought high-grade machines, had them equipped for
the Fibre Needles and have already collected a ' ' library ' ' of about five
hundred selected records each. "

The above statement was made by Mr. C. C. Crabb, of No. 55 Lake View Avenue,
Chicago. Mr. Crabb is a wealthy, retired capitalist; he loves good music and will
have none but the best. His collection of records consists of the very choicest and is
probably the largest and most select in the country. His comments on the Fibre
Needles were unsolicited.

TWO THOUSAND SIX HUNDRED RECORDS
sold to FIVE customers in ten monttis, solely
and squarely on account of the FIBRE
NEEDLE!!!

-I

MR. DEALER: If this is not sufficient EVIDENCE that the
Fibre Needle is a "record seller," write to us and we will give you a few
more— EYE OPENERS.

DON'T FORGET THE FIBRE NEEDLE. Write to your
jobber — if he is a dead one, then write to us direct. We will send you
samples and full instructions. -

"B. & H." FIBRE MFG. CO.

208 E. KINZIE STREET CHICAGO, ILL.

16

THE TALKING MACHINE WORLD.

WORK OF JOBBERS' ASSOCIATION.

Chairman of Press Committee Gives Exhaus-
tive Resume of What Has Been Accomplished
by the Jobbers' Association.

In response to a request for information as to
what the Jobbers' Association has accomplished.
J. Newcomb Blackman, chairman of the Press
Committee, gave The World representative the
following report:

"I do not think the trade in general realizes
what has been accomplished by the Jobbers'
Association. The first concession of great im-
portance granted by manufactureis was while
the eastern and western associations were sepa-
rate bodies. Jobbers of both Edison and Victor
goods were forced by competition to have their
monthly records sent by express to insure hav-
ing them as soon as competitors. In many
cases this cost a large sum each month, and
as it was done universally, no real benefit was
accomplished. When this situation was ex-
plained to the Edison and Victor companies,
through the associations, they finally arranged
an opening day for the sale of the new monthly
records and shipped jobbeis' advance orders by
freight soon enough to enable them to receive
them before the opening day. There is no doubt
that this has saved jobbers thousands of dollars
each year.

"Another feature which was immediately intro-
duced by the two associations was a system of
credit reports, so that cases where dealers were
taking unfair - advantage of credit extended, or
those who might be termed 'dead beats' would
be brought to the attention of the association.
This system is still in operation, and members
of the association have all the back reports on
file and receive current reports each month from
the secretary. The strength and permanency of
this system is insured by the fact that it is
entirely optional with the jobber as to what
action he will take regarding any name re-
ported. In other words, the members of the
association point out where they have suffered
loss, and they are at the same time pledged to
give an accurate report to any member request-
ing same. It then remains for the jobber to
extend credit or do as he pleases, according to
the situation as he defines it. This has proved
a big help to dealers, for it has removed many
competitors who cut prices and in other ways
competed unfairly. The credit reports are gen-
erally conceded by members to be worth several
times the cost of membership.

"It was found that subjects brought to the
attention of manufacturers would be more favor-
ably received if they represented the views of
all the jobbers, and for that reason the eastern
and western associations were merged into the
present National Association of Talking Machine
Jobbers. The present association was formed
in Buffalo in September, 1907, and the results
since then have been exceedingly satisfactory.

"The manufacturer's attention was called to
the manner in which certain jobbers and dealers
were indirectly cutting prices by offering horns
and horn supports at practically cost. This con-
dition enabled large dealers or jobbers, who
could buy close, to unfairly compete with the
smaller ones by offering outfits for less money.
To place everyone on the same basis in this
lespect the manufacturers finally equipped their
machines with a suitable horn and horn support,
thus doing away with price cutting on those
articles. In considering the complaint of deal-
ers that jobbers were enabled to offer records
at retail at 8 a. m. on the opening day, while
dealers' orders could not be shipped until then
and the sale delayed until they were received,
the Jobbers' Association sought a remedy. A
suitable resolution was prepared asking that job-
bers be permitted to ship records to dealers the
day before they were to go on sale, so that the
trade in general would have them in stock to
offer for sale at the same time. Both the Edi-
son and Victor factories granted this request
and the present plan has been found very satis-
factory.

"A further request was made that the monthly
supplement lists be furnished tor dealers in ad-
vance, and that they be permitted to mail them
the day before the records go on sale. This
was also granted. The use of the dealer's identi-
fication card was also at the suggestion of the
association, and is generally understood to be a
great convenience to dealers.

"It had always been a puzzle to the manufac-
turers how to dispose of records that had be-
come unsalable and represented surplus stock in
the hands of the trade, and also those which,
through lack of sale, had been removed from the
catalog. The 'two for one,' or 'three for one'
exchanges were not satisfactory, for the reason
that they resulted in the jobber and dealer hav-
ing to overstock in greater proportion in order
to get credit for the records returned.

"After this subject was considered very care-
fully by the association, it was decided that sur-
plus stock would eventually represent records
that would be cut from the catalog, and the

resolution was then prepared and presented to
the manufacturers asking for an even exchange
on cut-out records only. This appealed to the
Edison and Victor companies as the most feas-
ible plan, and the Victor Co., shortly afterward,
issued an exchange proposition on this basis.
The Edison Co., while not ready to handle an-
other exchange, approved the even exchange
plan and agreed to take back records cut from
the catalog thereafter on an even exchange
basis. I do not think there is any question
among jobbers and dealers as to the approval of
this plan of exchange.

"At each meeting of the members and also
of the executive committee it seems that greater
results are shown. This was particularly evi-
dent in the Atlantic City convention last sum-
mer, and the meeting of the executive committee
in September.

"In the latter case the plan of sending the
resolutions in advance to the manufacturers and
having the executive committee discuss them
with a committee representing the manufactur-
ers proved to be the best method, and some of
the more recent moves on ihe part of the manu-
facturers were at the .request of the Jobbers'
Association.

"The decision of both the Edison and Victor
companies to regulate the establishment of deal-
ers is probably one of the most important things
that the association has accomplished. It pro-
tects the dealer who is properly representing the
goods and should receive encouragement, and
prevents any jobber starting competitors with-
out limit. At the same time it makes it neces-
saiy for dealers to carry a sufficient stock to
make a proper showing, in order to be protected
against competition. A better class of dealers
will result and more loyalty will be shown than
ever before.

"Many other concessions have been made by
the manufacturers which do not come to my
mind at the present time, or are of minor im-
portance.

"We do not claim for the association all the
credit for what the manufacturers have granted;
nor do we wish to appear as the only source
from which the manufacturers receive ideas for
the improvement of trade conditions. It must
not be forgotten that the manufacturers have
shown a disposition to consider anything pre-
sented by the Jobbers' Association, and they
deserve great credit for acting so promptly in
many cases.

"After all — it cannot be overlooked that, while
suggestions and ideas are good, it remains for
the manufacturer to use them, and the trade
in general will not fail to show their apprecia-
tion by a loyal co-operation with the manufac-
turers, who have their interest always in mind.
The dealer, jobber and manufacturer should be
a unit of co-operation, each having confidence in
the others and not expecting anything that is
not for the good of all. The dealer can help by
working with the jobber and letting those who
are members of the association know what
changes they would like to see in the existing
policies.

"Jobbers in general are benefited by the re-
sults obtained through the work of the Jobbers'
Association, and \ think they should consider it
their duty when receiving these benefits to con-
tribute by their membership and whatever help
they can give to the association.

"The manufacturers have already shown their
willingness to work with the association, and I
think a word from them would often secure
members for the association, in cases where the
jobber does not understand the friendly feeling
of the manufacturers toward the association.

"There is much work still to be done, and
now that the uncertainty of election is over we
must all work for a quick return to prosperity.

"If the Jobbers' Association is to continue Its
good work it must have the support of every
jobber, and as I am chairman of the member-
ship committee. 1 earnestly request any jobber
who is not a member to send in his application
to Perry B. Whitsit. secretary, 213 South High
street, Columbus, O., or to J. Newcomb Black-

DO YOU MEET THE DEMAND

i

One of the 41 Record Cabinets shown in our new CATALOG
OF MUSIC ROOM FURNITURF.

FOR

VERNIS MARTIN
IMT. ROOKWOOD
DECORATED AND
INLAID DESIGN

CABINETS ?

They help sell expen-
sive machines

BUY THEM FROM

Cadillac Cabinet Co.

DETROIT, MICH.

THE TALKING MACHINE WOELl>.

it

man, at 97 Chambers street, New York City. A
request for information addressed to eitlier Mr.
Wliitsit or me will bring the information de-
sired. Everybody is with us, but we must have
the support of a big membership.

"The Talking Machine World must not be for-
gotten as one of the most valuable supports of
the Jobbers' Association, and every dealer and
jobber should reciprocate in every way possible.
This publication is the official organ by which
the trade may be kept in touch with the work
of the association, and Edward Lyman Bill, the
editor, has received a set of resolutions thank-
ing him for the liberal use of the columns of
The World in the interest of the association.

"I trust the trade will realize the good work
the association is doing and will give their sup-
port as far as possible."

THIEVES HOLD REVEL.

Visit the Home of a Philadelphian and Enter-
tain Themselves With IVlusic on the Phono-
graph While the House Is Being Robbed.

(Special to The Talking JIacliine World.)

Philadelphia, Pa., Oct. 30, 1908.
A few days ago the Philadelphia "North Amer-
ican" printed an article entitled, "Thieves Hold
Long Revel in Daylight; Play Phonograph."
After a careful perusal of this story, the writer
arrived at the conclusion that it was worth re-
viewing in the columns of The World, because

THEN THE FUN BEGAN.

he has found talking machine dealers ever ready
to hear a "talker" tale when it bore the stamp of
authenticity.

On Monday, the 24th ult, thieves visited the
home of Harry Miller at 2331 Cross street, and
indulged in a thoroughly good time without the
slightest molestation from the police, because
they used the talking machine as a blind. The
moment they arrived on the scene and discovered
that there was a "talker" in the house, they im-
mediately decided to utilize it as a means to their
end, viz.: to operate it, thereby conveying the
impression to the neighbors that the rightful
owner was at home and enjoying himself. Thu^
eliminating all danger of interruption, they pro-
ceeded to leisurely rifle the establishment of its
valuables. This accomplished to their satisfac-
tion, they sent one of their number to "rush the
growler," which for the benefit of the unsophisti-
cated few who are not initiated into the ways of
the followers of Bacchus, signifies, going to the
nearest saloon after a can of beer.

Then the fun began. Cigars were discovered
and ignited, the refrigerator relieved of its store
of toothsome viands, and with sandwiches flanked
with brimming glasses of Schlitz's best brew be-
fore them, the robbers settled down to the enjoy-
ment of a talking machine concert, in which the
great Melba competed with Miss Ada Jones, and
the golden voiced Caruso with our friend, Arthur
Collins.

All day long the revelry continued, and toward
evening friends of the Millers, who did not know
of their absence from town, marveled at the
length of the show.

Even now, the police did not interfere, and just
at dusk, their booty equally distributed among
them, the robbers departed, leaving behind them
a house stripped clean of its portable contents.

While there were several musical instruments
in Mr. Miller's home, the phonograph was the

only one stolen, which proves once again the su-
periority of the "talker." Even thieves know a
good thing when they hear it all day, all right,
all right.

Howard Taylor Middleton.

THE NEW "ECHO=PHONE"

IVIarks a New Departure in Cylinder Construc-
tion— Some Facts of Interest Regarding It.

PREPARES FUNERAL SERVICE

By Means of Phonograph — Rev. G. L. Morrill
Takes This Step so That He May Knowf How
It Will be Conducted.

(Special to The Talking Machine World.)

Minneapolis, Minn., Nov. 11, 1908.

The Rev. G-. L. Morrill, chaplain of the Actors'
Alliance, has prepared his own funeral service
by aid of a phonograph. He is 59 years old and
is pastor of the People's Church, Unique The-
ater. Though he does not expect to die for
some time to come, he has prepared his funeral
service because he wants to know just the way
his funeral will be conducted.

The clergyman went to a talking machine
store in this city and closeted himself in a pri-
vate room. Here he had placed a piano and
started the machine going. He talked, recited
and played on the piano the same service which
he rendered at the funeral of his relatives and
a large number of others.

It took some time before the service was fin-
ished, and then he took the records and person-
ally placed them in his safety deposit vault in
a downtown bank. Mr. Morrill admitted that
he had made records for his own funeral. He
said:

"It isn't a piece of sentiment. You know I
left the Baptist church and became very ortho-
dox. I've preached' over 3,000 funeral sermons
in my career, and I've often wondered what
would be said over me. I just wanted to make
sure that some of the things I believe are re-
peated over my casket.

"I prepared five records. No. 1 is the twenty-
third Psalm. No. 2 is the song 'Shall We Gather
at the River?' No. 3 is made up of the verses
from the poem 'Immortality,' No. 4 is the Lord's
Prayer, and No. 5 is Gcttschalk's 'Last Hope.'
r played it on the piano. In my will I have ar-
ranged to have these records played in the order
that I have numbered them.

"I have rendered all of these verses and music
at the funeral of my father, my mother and two
brothers. I want to repeat them myself by
means of the phonograph at my own funeral."

With this issue of The World another new
model "Echo-phone" makes its debut. This ma-
chine is a wide departure from- the old beaten
paths, and among its new features is the noise-
less worm gear motor, which ensures a much
evener tone, and together with the new "Echo-
phone" reproducer ensures softer, mellower and
sweeter music than has hitherto been possible
on any but tne most expensive types of machines
Durability rather than ornateness is the aim of
its manufacturers, though they have by no
means neglected the latter feature. Encased in
a highly polished oak cabinet with heavy white
nickeled parts, this machine makes an imposing
appearance. It looks what it is — a machine
built on clean-cut lines, and built to wear. That
the new model will meet with an enormous de-
mand is certain, and we heartily congratulate
the United Talking Machine Co. ou the attrac-
tiveness of their product. At first, it may be up-
hill work to convince some people of the merits
of this machine, inasmuch as jobbers and deal-
ers as well as premium users in general have
been "taken in" so many times, that they have
all but given up the idea of ever obtaining a
satisfactory article. However, now that the un-
expected has happened, there will be no lack of
orders for the new "Echo-phone." And while
speaking of orders it might be well to state that
already without solicitation this company have
their hands full, and their factory is running
overtime. The announcement of the United Talk-
ing Machine Co. on the front cover of The World
is well worth the consideration of everyone inter-
ested in talking machines, and when coupled
with the fact that each and everyone of their
machines is fully guaranteed for one year it
should prove irresistible.

The phonograph is suggested by a French
photographer as a means of timing when a clock
cannot be watched. He has fitted his machine
with a cylinder counting from 1 to 240, with
intervals of one second between the numbers.

Men get tired of the same clothes and change
them in order to appear neat and attractive.
When was the dress of your store changed last?
Time to change, isn't it?

There is a time in every man's education when
he arrives at the conviction that envy is igno-
rance; that imitation is suicide; that he must
take himself for better or for worse, as his por-
tion; that, though the wide universe is full of
good, no kernel of nourishing corn can come to
him but through his toil bestowed on that plot of
ground which is given him to till.

One House-One Line

E are the only TalKing Machine
House in E.astern Pennsylvania
which has no branch stores, or
that carries other lines.
For this reason we are better equipped
to give prompt and efficient service
than others. Give us a trial.

EDISON JOBBERS

VICTOR DISTRIBUTORS

PENN PHONOGRAPH CO., Inc.

17 South 9th Street

PHILADELPHIA

18

THE TALKING MACSlNE WORLD.

Edison Amberol Records Have Brought the
Edison Phonograph Into Greater Promi-
nence Than Any Instrument of the
Kind Ever Enjoyed Before

These new records, adapted as well to Edison Phonographs now
in use as to the new models, play or sing or talk twice as long as
regular Edison Records and longer than any other Record of any
kind.

Taking more music, they admit of songs and selections never
before possible on any Record.

Music that heretofore had to be cut or hurried when put on the
two-minute Records is now offered on Amberol Records complete and
in a style of rendition never before possible.

These greater possibilities in Record-making have led to greater
results and the Edison Phonograph stands to-day the greatest musical
entertainer of the age.

National Phonograph Company

59 Lakeside Avenue Orange, N. J.

THE TALKING MACHINE WORLD.

19

This Prominence Is Something You Can Cash
In If You Have Edison Phonographs
and Put a Little Selling
Energy Behind Them

These new Amberol Records have caught the great music loving pubHc. Not only
do they afford music never possible before, but they afford more than twice as much
music without changing records.

The price also appeals — twice the music for but little more than the price of regular
Edison Records.

Your profit on each Amberol Record is greater, and in addition there is an extra
profit to you on the sale of attachments for Phonographs already sold.

The field for the sale of Amberol Records is as great as the field for regular Edison
Records, and in Amberol Records you have a new and telling argument for the sale of
Phonographs.

Talking machine dealers who do not handle Edison goods, or those who do not
push them, are neglecting a great opportunity.

We are seeking reputable dealers in all localities where we are not adequately repre-
sented. We do not give exclusive territory, but we do see that only a sufficient number of
dealers are appointed in each locality to take care of the trade. Write the jobber near you
about conditions in your locality.

National Phonograph Company

59 Lakeside Avenue

Orange, N. J.

Edison Phonographs and Records are sold to the trade in Great Britain by the National Phonograph Co., Ltd.,

Victoria Road, Willesden, London, N, W.

20

THE TALKING MACHINE WORLD.

WITH THE TRADE IN CLEVELAND.

Continued Improvement in Business Reported —
Dealers Begin Active November With the
Various New Attachments and Records to
Offer — Big Holiday Trade Looked for — F. S.
Siiverbach's Good Report — May Co. do Ex-
cellent Victor Business — W. H. Buescher Lo-
cated in Handsome New Quarters — Bailey
Co. Giving Victor Recitals at Lodges — Talk-
ing Machine in Restaurant.

(Special to The Talking Machine World.)

Cleveland, O., Nov. 10, 1908.

Continued improvement in the talking ma-
chine trade is reported, although conditions dur-
ing the past month were about the same as the
month previous. November has started out on
broader lines, with an impetus to business indica-
tive of a normal fall trade. More inquiries are
being made, more interest is manifest, and the
sales of machines are larger, and include many
of the higher-priced ones. The demand for rec-
ords is constantly increasing, and the aggregate
sales, including many of the highest-priced ones,
is very large. The new Edison combination
attachment and Amberol records, and the Co-
lumbia double-disc and indestructible records,
are attracting unusual attention, and the dealers
generally claim for them merits surpassing any-
thing heretofore attempted in the talking ma-
chine line, and that their popularity is a fore-
gone conclusion. Inquiries already making fore-
cast a desirable holiday trade, and the dealers
are all making extensive preparations to meet
it with* a large and choice selection of goods.
With the close of the Presidential campaign,
Cleveland manufacturers and business men pre-
dict an immediate boom in business, and that
the mills and factories will all soon be running
full time. This will favorably affect a very large
class of workmen who are among the best pa-
trons of talking macnine dealers when employed.

Fred S. Silverbaeh, traveling representative of
the Columbia Phonograph Co., whose headquar-
ters is at Cincinnati, was a visitor to the city
Nov. 4. He stated that he did more business in
the month of October than in the two months of
September and October last year. He said deal-
ers in most of the small towns, who had not
heretofore carried disc records, were now put-
ting in stocks of the double disc records and
were having a good trade. He said business
was steadily improving in all the towns he had
visited.

The May Co. report that business for October
was more than double that of September. The

manager of the talking machine department
said the sales of machines were good — that they
had made several sales of Victrolas recently, to-
gether with a number of other of the higher-
priced machines. He stated there was an ex-
cellent demand for Red Seal and other records,
and that they were experiencing trouble in not
being able to procure the Victor double records,
for which they have constant inquiries. The
company anticipate a good holiday trade, some
goods having already been selected. for that occa-
sion.

At the Eclipse Musical Co. business was re-
ported good and improving — "trade picking up
in fine shape." Mr. Towell, manager, said their
volume of business was daily increasing and
extending over a wider area of territory. He
stated they were having trouble in procuring
from the manufactory the new Edison combina-
tion attachment and Amberol records, for which
there is a big and growing demand.

Due largely to the new double disc and the
indestructible cylinder records, Mr. Probeck, of
the Columbia Phonograph Co., says there has
been a big percentage of increase in their busi-
ness. He stated there was an increasing de-
mand for their goods and that the prospects
were very bright.

W. H. Buescher & Sons have got settled in
their new store at No. 2010 East Ninth street.
The store has been magnificently fitted up in a
combination of mahogany and old oak finish.
The walls and paneled ceilings are beautifully
frescoed, and with the graceful marble columns
and ornate frieze, is certainly as fine a talking
machine store as can be found anywhere. It is
divided into two departments, one for disc ma-
chines and records, the other for cylinder, each
stocked with a large and complete line of goods.
Mr. Buescher, Sr., said they were particularly
well pleased with the acoustic qualities of the
demonstration rooms, something they had long
hoped for, and which has greatly improved the
effectiveness of the records. He stated business
was good and that they were having more cus-
tomers and prospective purchasers, since mov-
ing, than for some time past.

"W. J. Roberts, Jr., is doing his full share of
the talking machine business, making daily
sales of machines and records in goodly num-
' bers. It is rare that his demonstration rooms
are not entertaining prospective customers. He
stated the prospects of a good holiday trade
were roseate, the only drawback now being in
the inability to obtain a stock of the attach-
ments and Edison Amberol records.

At the Bailey Co. business was reported to be

keeping up very good and improving. The man-
ager said he anticipated a good holiday trade.
The company have inaugurated a new and
unique scheme to attract attention to their talk-
ing machine department. They are giving en-
tertainments to the various lodges of the city
with the Auxetophone and Victrola machines,
and are meeting with good success, having four
months' engagements booked with the different
lodges; due, the manager stated, to their strenu-
ous advertising campaign, the Zonophone ma-
chines were in great demand.

Collister & Sayle are doing good business in
the wholesale department, with fairly good trade
in the retail department.

The phonograph is being used to good effect
by the proprietor of a Cleveland restaurant in
enlivening his place with nightly concerts. He
has an orchestra of three pieces, piano, violin
and fiute, and uses it in connection with the
talking machine. Besides understanding the
science of properly catering to the appetite, he
is an enthusiastic admirer of the phonograph,
and his purchases constitute a list of the best
records, those containing the voices of the great-
est grand opera singers, with orchestral accom-
paniment, and his orchestra adds its music to
the phonograph's. "It's popular and will grow in
favor," he says. "People generally like good
music, and my customers are highly pleased with
the entertainment I am furnishing."

IMPORTANCE OF OWNING LOCATION.

Ensures Dealer an Opportunity for Developing
Business — Saves Money as Value of Loca-
tion Increases — Improves Dealer's Commer-
cial Standing.

"When a dealer has a location that offers room
for a developing business, it is, as in all practical
affairs, a big advantage to look ahead hopefully.
Where ability and industry accomplish some
progress each year the results are cumulative,
and, before long, the situation of facing an ex-
acting landlord is likely to present itself.

Long before this happens the dealer will feel
in himself the seed of progress and should, where
possible, provide against such future difficulty—
either by buying the premises occupied before his
effort has largely increased its value or by secur-
ing an option or ownership of a near-by equally
or superior building or situation.

This can be done by pledging the future as it
were where successive yearly payments will be
accepted as reducing a large mortgage which will
figure in the original transaction. Of course,
such a move takes for granted a long continuance
in business in one location, and, as this is the
usual successful way. it is important to begin in
a center where effort will result in continual
growth.

When a business owns the property in which it
is conducted there is an anchor to it that makes
moving an unthought-of possibility. That makes
for stability of purpose and effort to build up
itself and neighborhood usually resultful of much
good. Besides materially improving one's com-
mercial standing by such a move, the continued
welfare of the business begets a materially in-
creasing value to the real estate.

And then you have no fear of making improve-
ments to the property, which, under other owner-
ship, might result in higher rental. It is a good
thing for a business man to know what he wants
and start early in the direction of it without fal-
tering or wavering, despite the little set-backs
that try him. whoever he is.

;\Irs. Bertha Guernsey, formerly of the Guern-
sey Music Store. North Yakima. Wash., and now
known as the Yakima Music Co.. was married
on October 21 to Charles W. Harris, who is now
manager of the music company.

Thomas & Co. have leased quarters on South
Main street. Pindlay. 0., for the exclusive use
of their talking machine department. The firm
carries all styles of the Victor and Edison ma-
chines and a large stock of records.

"JOBBERS, ATTENTION! "

Our Advertisement in last month's World, regarding our
complete line of

TALKING MACHINE SUPPLIES

has brought us Orders from almost every Jobber in the
United States. If you have not sent us an order, do so at
once and you will save 100 per cent, clean profit. Besides
repair parts, we sell Needles. Write for our Net Prices and
Samples at once.

Talking Machine Supply Co., t.'ir^oMi

THE TALKING MACHINE WORLD.

21

FASTEST THING ON WATER

—The LUSITANIA

FASTEST THING
ON LAND

WURLITZER'S
HURRY-UP SERVICE

ON

VICTOR & EDISON

"EXTRA! WURLITZER'S RECORDER!"

IVriU us to put your name on our mailing list to gtt
" WURLITZER'S RECORDER" regularly.

This little trade paper is gotten out especially to help Victor
and Edison Dealers sell more goods. It is helping others
and will help you, too.

The December issue will contain a great big offer that
you ought to know about. Write to-day to either our
Cincinnati or Chican house.

WURLITZER'S HURRY-UP SERVICE

is just what you need from now till
Christmas !

With the election over and Xmas
only [a scant six weeks off, business is
looking up. People are planning and
buying for the holidays already. If you
do not get your orders in now you can-
not count on getting the goods in time
for the holiday rush.

Many dealers let their stocks get low
during the past summer. They are wak-
ing up now and firing their orders in as
fast as the mails can bring them. Don't
wait till the eleventh hour before sending
us YOUR orders.

Speaking of»"service" —

Not long ago an order came through
marked "Rush!" It was after working
hours when it reached us. The manager
was the only one on deck. He made the
order up himself — went to the train with
it — and our dealer found the expressman
rattling at his door with the goods next
morning when he got down.

We mention this to show that there
is ONE jobbing house that spares noth-
ing in its efforts to "SERVE YOU
RIGHT ON VICTOR AND EDI-<
SON."

Now, about those Machines, Rec-
ords and Supplies you will want for
the Christmas trade:

Our warerooms are filled from floor
to ceiling with fresh new goods, and we
have put in a RUSH ORDER DESK
to take care of eleventh-hour orders.
Send us YOUR orders and let us show
you how much better is WURLITZ-
ER'S HURRY-UP SERVICE than
any you ever tried.

The Rudolph Wurlitzer Co.

CINCINNATI and CHICAGO

Two points of supply; order from the nearer

22

THE TALKING MACHINE WORLD.

PHILADELPHIA'S TRADE NEWS.

Post-Election Outlook Decidedly Rosy — 1909
Expected to be Record Year — Jobbers Handi-
capped Through Inability to Get Stock —
Louis Buehn & Bro. Make Good Report — A
General Summary of Current Conditions —
What Various Dealers Have to Say Regard-
ing Present Business and Future Outlook.

(Special to The Talking Machine World )

Philadelphia, Pa., Nov. 9, 1908.

October business in this city broke all records
for the year, and now that the national election
is over and satisfactorily settled, the outlook
for the future looms up brighter than ever. A
feeling of supreme confidence is evident wher-
ever one goes, which, if combined with concerted
effort, should make the coming j'ear of 1909
memorable to all connected with the talking ma-
chine industry.

Though the jobbers here are doing a land
office business on the new Edison attachments
and Amberol records, a good deal of this is
on paper only, because of the inability of the
National Co. to supply their trade in anything
like adequate quantities. V'ctor business, too,
kept up remarkably well, considering the fact
that this company did not issue any new list,
and shipments on the double-faced records were
made only late in the month. Columbia trade
has kept up to the high records which have been
made during the past few months, the Indestruc-
tible product being a drawing card that has
added a long list of new dealers to their staff.

Louis Buehn & Bro. are doing a remarkable
business, October running away ahead of the
preceding month. This progressive jobber has
just added another traveler to his staff, H. E.
Orr, who is an old talking machine salesman
and well known in this State, will cover the
territory handled by this firm's new branch at
Harrisburg. Buehn & Bro. are making a strong
bid for wholesale business, and their efficient
service is winning for them an enviable reputa-
tion. Prominent among their leaders is their
handsome line of record cabinets on which the
profit to the dealer is especially interesting.

H. A. Weymann reports business brisk. This
firm are experiencing unforeseen delays in getting
their new dust-proof cabinets ready for the mar-
ket, but hope to have them by the time the De-
cember World goes to press. Watch for their
announcement.

In speaking for the Penn Phonograph Co., Mr.
Miller said: "Notwithstanding the delays we
have had in getting goods from the factories, our

business, both wholesale and retail, has kept
steadily improving. Local trade especially has
taken a spurt and sales on machines have been
unexpectedly heavy. We look for a big Christ-
mas."

C. J. Heppe & Sons are congratulating them-
selves on the fact that they are prominently con-
nected with this trade, for while the sale of
pianos and musical merchandise has not yet re-
sumed its normal level, this deficiency has more
than been made up by the talking machine de-
partment.

The Musical Echo Co. are going after business
in their usual enterprising manner, and what is
more, are finding it. One of their new specials
is the Gerson commercial cabinet, details about
which will be found in another part of this
page.

Manager Goldrup, of the Columbia headquar-
ters here, was most enthusiastrc over the out-
look and said he believed that at last business
was on a sound, substantial footing, and that
while "booms" might not be so prevalent, yet
business would be steadier and more to be relied
upon.

in some departments working three eight-hour
shifts, and are turning out machines and parts
in great quantities, the weekly output of jewels
alone totaling nearly 1.5,000.

NATIONAL CO.'S ENTERPRISE.

Carrying on a Great Publicity Campaign for
the Purpose of Introducing Amberol Records.

Following the introduction of the Amberol rec-
ords and the new attachments, the National
Phonograph Co. have arranged for a very exten-
sive advertising campaign, calling for space in
the leading dailies, weeklies and monthlies
throughout the country, for the purpose of ac-
quainting the public with the merits of these
new features. The increased advertising has al-
ready begun, and it is said that in December the
National advertising will exceed by SSH per cent,
that carried on in previous months.

Beginning with the December issues both the
Record Bulletin and the Record Supplement will
be increased considerably in size in order to allow
for the listing of ten new Amberol records in
addition to the usual twentj'-four two-minute rec-
ords. Both booklets will be printed in two colors
on heavier paper.

The National Co. are also preparing a new
catalog of Edison phonographs as well as a folder
describing the combination types. Home, Stand-
ard and Triumph machines, both publications to
be ready for the jobbers about November 20.

Anticipating the rush of business that will re-
sult from this greatly increased publicity, the
company are running their plant night and day.

"GERSOIM CABIINIET"

(Patent applied for).

The Gerson Cobinct i« equipped as per illunlration above,
* " * ' Jiclat

Fifteen pegs

wliich nhows the Graphophonc set in lop ready fordjctation.
The middle trny holds the answered letters

on bottom nhelf for the cylinders.

Sometliing Hew For Dealers
in Edispn Business Phonograplis

DICTAPHOIVES OR COMMERCIAl
GR4PH0PH0NES

IT FITS THEM ALL!

Why fasten machines down in awkward
cabinets, on desks or iron stands, when the
GERSON CABINET gives greater flexibility of
service ?

The GERSON CABINET moves easily on
casters.

Pull it up to your desk to dictate.
Push it away again when through.
The transcriber and another dictator can do
likewise.

Any number of persons can use the machine
when not in use.

TYPE E — To fit Edison Business Phonograph.
TYPE G— Fits both Col umbia and Dictaphone.
(SPECIFY TYPE WANTED.)
SELLS AX 97. SO

(Regular discounts to dealers).

MUSICAL ECHO COMPANY

SOLE DISI RIBUTORS

1217 Chestnut Street - Philadelphia

BALTIMORE'S NEWS OFFERING.

Good Demand for High Priced Victor Machines
— Double Disc Records Win Popularity —
Good Columbia Report — Brisk Sales of New
Edison Amberol Records — New Columbia
Dealer — "Star" Records Selling Well —
Other Interesting Items.

(Special to The Talking Machine Wond.)

Baltimore, Md., Nov. 6, 1908.

Victor talking machines figured conspicuously
in the Presidential campaign In this city during
the month of October, and also in giving out
the returns on election night. At the Republi-
can headquartere an Auxetophone, loaned for
the purpose by H. R. Eisenbrandt Sons, one of
the largest Victor dealers in this city, was used
for furnishing Taft speeches to visitors, while
one of these high-priced machines, through the
courtesy of the same firm, was the means by
which the Baltimore News acquainted the tre-
mendous crowd of the returns on last Tuesday
evening. When the returns came along slowly,
the Auxetophone prevented the people from be-
coming restless by playing popular and cam-
paign songs and giving out Bryan and Taft
speeches. The Victor made a great "hit" with
the immense crowds in attendance. Messrs.
Eisenbrandt stated that there has been a healthy
improvement in the trade, particularly with the
high-priced Victrolas and Auxetophones.

Double disc records are becoming the rage in
this city, and Manager M. E. Lyle, of the local
branch of the Columbia Phonograph Co., states
that he has had a big rush for them. Accord-
ing to Mr. Lyle the new records have revived
interest in talking machines generally. Persons
who had owned old machines for several years
but who had lost interest in them have called,
upon the Columbia people to repair them, and
have been liberal purchasers of these new records.
The greatest demand in the double record line
has been for the 12-inch discs.

Manager Lyle, while in Washington this
week on a business trip, met George W. Lyle,
general manager of the Columbia Phonograph
Co., who has been making a circuit of the 06-
lambia stores in the various sections of the
country. Mr. Lyle declares that the demand for
the double discs has been general all over the
country.

The Columbia Co. has placed new style win-
dow cards about the city which have proven a
great attraction.

Manager Grottendick, of E. F. Droop & Sons
Co., announces that the sales of the new Edison
attachments for the four-minute Amberol rec-
ords have been brisk during October. The new
Edison combination-type machines have also
been attracting attention. Mr. Grottendick says
that the firm is looking forward for a big
Christmas trade, particularly with the Victrolas,
whicli have become quite popular here.

G. Lando is the latest local dealer to enter
the Columbia field. He is handling the com-
pany's machines exclusively in the western sec-
tion of the city, with headquarters at 1331 West
Baltimore street. The new type B Y machines
have been going well with local buyers.

"Star" records of popular songs have been
good sellers during the mouih, according to Fred
Scheller, who is looking after the company's in-
terest in this city. The demand for these rec-
ords is steadily growing.

Sanders & Stayman have had a good month
with Victor machines and records. They now
look for increasing business. Similar statements
are made by Manager Ansell, of Cohen & Hughes,
regarding the Victor machines.

Arc you Iiolping out the publicity work of
your nianufaiturer by letting the local folks
know that you handle the universally advertised
line? If not, why not?

THE TALKING MACHINE WORLt).

23

The American People

have through their vote approved of

TAFT and SHERMAN

and by their past patronage
of the Superiority of the

HERZOG
CABINETS

Keep Full Line in Stock!

813 OPEN, SHOWS
EBERHARDT DISC RECORD HOLD

Herzog's Cabinets will be equipped with the Eberhardt Disc Holder on request.

Herzog Art Furniture Co

Saginaw, Mich.

will furnish to all
and any Retail
Salesman, Copies
of Article, Page
15, Talking Ma-
chine World, Issue
April 15, 1908, to
read and study
carefully —

it will help the
Salesman in sell-
ing Cabinets to
the satisfaction of
his employer and
assure him of a
raise in his salary.

Good times are
here.

Herzog Record Cabinets Are Record Sellers

24

THE TALKING JNIACHINE WORLD.

OUR FOREIGN CUSTOMERS.

Amount and Value of Talking Machines
Shipped Abroad from the Port of New York.

(Special to The Talking Machine WoiJd. )

Washington, D. C, Nov. 11, 1908.

Manufacturers and dealers in talking machines
will doubtless be interested in the figures show-
ing the exports of talking machines for the past
five weeks from the port of New York.

OCTOBER 10.

Buenos Ayres, 94 pkgs., ?3,251; 18 pkgs., $580;
Curacao, 4 pkgs., |200; Glasgow, 105 pkgs., $406;
Havana, 23 pkgs., $1,196; 6 pkgs., $160; Hali-
fax, 6 pkgs., $110; Liverpool, 116 pkgs., $350;
London, 182 pkgs., $4,496; 74 pkgs., $1,941; 506
pkgs., $5,480; 791 pkgs., $9,757; Montevideo.
1,407 pkgs., $26,236; Rio de Janeiro, 5 pkgs.,
$199; 3 pkgs., $238; Vera Cruz, 129 pkgs., $1,775.
OCTOBER 17.

Berlin, 40 pkgs., $649; Bombay, 9 pkgs., $162;
Cardiff, 35 pkgs., $169; 35 pkgs., $169; Colon, 25
pkgs., $952; 9 pkgs., $113; Corinto, 4 pkgs., $165;
Guayaquil, 8 pkgs., $124; Havre, 5 pkgs., $222;
Havana, 9 pkgs., $664; Kingston, 7 pkgs., $372;
Limon, 4 pkgs., $289; London, 167 pkgs., $4,682;
230 pkgs., $5,626; Melbourne, 5 pkgs., $193;
Milan, 2 pkgs., $208; Newcastle, 70 pkgs., $373;
70 pkgs., $372; Valparaiso, 3 pkgs., $188; Vienna,
8 pkgs., $484; Vera Cruz, 40 pkgs., $672.
OCTOBER 24.

Berlin, 33 pkgs., $542; Bremen, 1 pkg., §200 ;
Buenos Ayres, 88 pkgs., $7,904; Demerara, 11
pkgs., $1,121; Kobe, 34 pkgs., $2,875; Havana,
15 pkgs.. $559; Hong Kong, 52 pkgs., $1,129;
London. 474 pkgs., $3,716; 231 pkgs., $4,486;
58 pkgs., $2,316; 242 pkgs., $6,955; Manila, 33
pkgs., $2,703; Melbourne, 1,383 pkgs., $17,782;
Milan, 19 pkgs., $412; Montevideo, 12 pkgs., $305;
Natal, 7 pkgs., $955; Rio de Janeiro, 8 pkgs.,
$412; 6 pkgs., $196; Sydney, 58 pkgs.. $1,994;
Valparaiso, 32 pkgs., $1,587; Vera Cruz. 76 pkgs.,
$2,036; Vienna, 27 pkgs., $676.

NOVEMBER 4.

Berlin, 36 pkgs., $1,853: Belfast, 84 pkgs.,

$416; Bombay, 65 pkgs., $294; Cardiff, 35 pkgs.,
$180; Glasgow, 60 pkgs., $250; Guayaquil, 2
pkgs., $145; Havana, 22 pkgs., $446; London, 916
pkgs., $3,097; 25 pkgs., $772; 655 pkgs., $16,051;
Manchester, 110 pkgs., $524; Melbourne, 7 pkgs.,
$1,450; Newcastle, 116 pkgs., $624; Sheffield, 62
pkgs., $263; St. Petersburg, 4 pkgs., $110; Vera
Cruz, 10 pkgs., $195.

NOVEMBER 10.
Belfast, 84 pkgs., $416; Cardiff, 35 pkgs., $169;
East London, 5 pkgs., $150; Havana, 14 pkgs.,
$567; Havre, 8 pkgs., $301; Liverpool, 34 pkgs.,
$167; London, 31 pkgs., $1,073; 254 pkgs., $7,-
305; 718 pkgs., $7,382; Manchester, 110 pkgs.,
$542; Melbourne, 578 pkgs., $11,361; Newcastle,
46 pkgs., $263; Savanilla, 3 pkgs., $135.

becomes at once evident in the vocal tones, and
it is the presence of that rigidity of the body
which accounts for the unmusical and harsh
voices of many teachers of physical education.
Voice culture which brings good talking is the
finest means of obtaining a refined good health
in contract to the rude health of the plowman."

FORTY YEARS OF WHAT—?

TO TEACH TALKING.

London University Sees Need of Improvement
in Voice Proauction.

(Special to The Talking Machine World.*

London, Eng., Nov. 2, 1908.
The University Extension Board of London
University has arranged a series of classes in
voice production for the autumn season, which
begins on Monday. The leciures will be deliv-
ered by a medical specialist, who in an inter-
view said:

"With the advance of civilization talking
has become worse and worse. Few persons talk
properly and never was there such need for
voice production as at present. Three things
are chiefly responsible for bad talking; The
strain and rush of modern existence, lack of
proper control of the muscles behind the upper
lip and tight clothing, particularly corsets and
high collars. Slovenliness, bad articulation and
the clipping of words are some of the most ob-
vious faults in modern talking. Voice culture
on scientific principles is the only remedy. The
voice is a safe guide to a test of physical educa-
tion, for the voice is so dependent upon a flexi-
ble body that the slightest ridgity of the body

Forty years of buying
By the same "old man";
Forty years of selling
On the same old plan.

The same old building
In the same old lot;
The same old shelving
In the same old spot.

The same old books
In the same old way;
The same "tired looks"
On balance day.

Forty years of standing still —
Forty years of restful sloth —
Forty years of progress "nil" —
Forty years without a growth.

Forty years they rusted
In the same old lot
Until they "suddenly" busted
Of commercial "dry rot."

— ^Ralph Arnold.

G. H. Schubert, inventor and patentee of the
Schubert Interchangeable shelving for making
the Schubert extensible record rack, is experi-
encing a great demand for his specialty, and it
is not at all improbable that he will come East
and take up the manufacture of his new record
rack on a much more extended scale.

Three things are necessary to enable a sales-
man to put up a good selling talk — knowledge,
judgment and enthusiasm.

SAVE TH

LIFI

OF YOUR RECORDS

BY USING

The Place Automatic Record Brush

FOR EDISON PHONOGRAPHS AND VICTOR TALKING MACHINES.

OTCuTcn 'September 25 and October
'^"'^"'^""land September 10. 1907.

2, 1906

PRICE, 15 CENTS

CAN BE USED ON ALL PHONOGRAPHS

Removes lint and dust from rtmrd uuti>nmtlcally. .-iaves Sapphire from wearlnp Hat
and prevents rasploe sound. Insures a perfect playing record. It Is equally as eltlclent
when recordlUK- It Is too cheap to be without.

I m- Triumph \o. 'i Standard and Home Xo. 3 Com

THE PLACE No. 10

Disk Record Brush

FOR

VICTOR EXH BITION SOUND BOX

PRESERVES THE LIFE OF DISK RECORDS

Automatically cleans the Record Grooves and gives the needle a clean
track to run in. Insures a clear Reproduction and prevents Record getting
scratchy. Makes the Needle wear better. Dust and dirt in the Record grooves
wear the record out quickly and grind the Needle so it cuts the Record.
S.WE THE l.TFE OF YOI R RECORDS.

FREE SAMPLES

wlio (kin i h.iiKlle tlu-iii.

will l)e sent upon request
to anv Jobber or Dealer

Write Now

P A I E R S '^'^^ requested to get tlieir supply from
their regular Jobber. If he will not sup-

pi \ Mill W

nic us lor ilu' uaiiu' iil one who will.

MANUFACTURED
BY

BLACKMAN TALKING MACHINE CO.

97 CHAIVIBERS STREET, NEW YORK

1. NEWCOMB BLACKMAN
President

"The White Blackman"

THE TALKING MACHINE WORLD.

25

69 BASINGHALL STREET, LONDON, E. C, W. LIONEL STURDY, MANAGER.

TRADE HAPPENINGS IN ENGLAND.

Reveiw of Trade Conditions — Graphoplione
Co.'s Report — Some Beautiful Klingsor IVla-
cliines — Beka Activity — Concerns in Finan-
cial Difficulties — Star Machines Liked — New
Edison Records — Anent Mineral Waxes —
Latest Pathe Phono-Discs — Edison Circular
Creates Comment — Barnett-Samuels In Liver-
pool and Manchester — Compliments for The
World — Five-Minute Clarion Record — Labor
Troubles Affect Provincial Trade — Clarion in
Manchester — Death of John Annan.

(Special to The Talking Macliine World.)

London, E. C, Nov. 3, 1908.

The United Kingdom is still Involved in the
throes of the general trade slackness character-
istic of the whole year. The talking machine
trade in London, however, is somewhat brighter,
but not up to even time last year, while in the
provinces matters are slightly worse, principally
owing to the labor troubles and strikes which
have paralyzed business in all trades. This con-
dition of things is strongly evidenced by the re-
turns which show a falling off in the country's
trade of something like 80 million pounds ster-
ling; the government revenue has also dropped
considerably. If anything, the various talking
machine firms have put out more advertising this
year than last, and yet scales are far short of
what they should be for the month of October,
which is usually one of the best times for our
industry. Things are bound to better them-
selves shortly, and in this regard reports show
that industrial and labor disturbances are on
the road — especially with the great cotton strike
— to an amicable settlement. Hope is the main-
stay of life, and we must maintain a good out-
look on matters in general, and as each one does
his individual best to keep things moving, the
sooner we shall see the silver lining to the dark
cloud which is overshadowing us.

Gramophone Co.'s Annual Meeting

The Financial Times gives a detailed account
of the Gramophone meeting, of which I append
the most interesting facts. In his opening re-
marks, Mr. Trevor Williams, the chairman, said
that the trading profit for the year ended June
30, 1908, was £144,125, which, compared with last
year's figure of £263,950, showed a decrease of
£119,825. The falling off did not indicate a
lessening of the demand for the company's goods.
The decrease was mainly due to increased expen-
diture on advertising and recording, and the ex-
ceptional charges brought about by the reduc-
tion in the price of their records, which cost the
company about £20,000, besides which there were
more bad debts and also unproductive expendi-
ture with regard to their new factories opened up

at Hayes, Calcutta, Paris and Barcelona, which it
was stated are now complete and productive. The
chairman further reported that the Supreme
Court in Prance had decided against the com-
pany on the copyright question, while the Supreme
Court in Australia made a decision on almost
identical issues entirely in their favor. Competi-
tion abroad was very keen, especially in the ma-
chine trade, which principally consisted of cheap
imitations, which sold in large quantities, and to
their detriment, but the sale of such cheap imi-
tations must eventually advertise and accentuate
the superior quality of their goods. In England
the watchfulness of their London manager had
kept the name, the reputation, and the trade of
the company, far above the reach of harmful
competition. £144,000 was a very fine profit to
earn in these times, said the chairman, and he
thought there were very few industrial compa-
nies that could pay 25 per cent, on its ordinary
capital. The popularity of the gramophone was
as great to-day as it had even been in the history
of the business. During the past trade-disturbed
year the English branch had sold gramophone
goods to the value of £20,200, in excess of what it
sold during the record year (£263,000) and £47,-
700 in excess of the average sales of the previous
five years. Replying to a question, the chairman
stated, that he had not heard of any instrument
which threatened to supersede the gramophone.
It was resolved that a bonus of 10 per cent, less
income tax, be paid forthwith, in addition to the
15 per cent, already paid. The directors were au-
thorized to pay quarterly interim dividends for
the year ending June 30, 1909, as follows: 5 per
cent, per annum, less income tax, on the
preference shares, and 15 per cent, per annum,
less income tax, on the ordinary shares. The
assets of the company apart from patents, trade-
marks, and good will, show a surplus over liabil-
ities of £757,300 as compared with £772,600
twelve months ago.

Photographing Heart Pulsations.

A Dutch inventor has caused considerable in-
terest by constructing an apparatus which en-
ables heart pulsations to be photographed. The
instrument is an ingenious combination of the
stethoscope, microphone, phonograph, and galvan-
ometer. I fancy the idea is not a new one,
though.

Small Offers for Hunting Co. Stock.

At a recent creditors' meeting of the Russell
Hunting Record Co., Ltd. (in liquidation), it was
stated that the stock of records amounting to
about 500,000 titles, were sold for £4,000. Russell
Hunting made an offer of £500 for the machinery
at the factory, which the chairman stated
originally cost £15,000. Other offers, however,
were pending and the meeting passed a resolution

authorizing the committee to accept the highest
offer.

Beka Co.'s Fine Report.

A splendid report was made to me on the occa-
sion of a call at the Beka Record Co.'s new prem-
ises in City Road. Mr. Riihl is the right sort of
man to be in charge, and it is not surprising that
his indefatigable energy and enterprise, combined
with the enormous repertoire and general good
quality of the Beka records has brought about
a well deserving success for the firm's products.
The world-wide nature of the Beka catalog,
which contains local selections of practically
every civilized country on earth, is unparalleled.
Their latest records, some of which I had the
pleasure of hearing, are well up to the high
standard of quality for which the Beka is famous.
The well known artist, Bernard Turner, has
sung for the company and the records figure in
the current list.

The "Klingsor" Specialties

I have had some splendid catalogs come
under my notice from time to time, but for artis-
tic merit and practical value, it would be impos-
sible to beat that of the celebrated Klingsor
Hornless Cabinet Machine catalog just issued.
The cover is adorned by an attractive design, and
raised letters of gold on stiff white art paper,
while inside we find illustrations, colored to life,
of the various machines and other lines. I can-
not describe all the machines individually; suf-
fice it to say there are twelve models all built on
the same principal. The particular feature com-
prises an interior horn, across the mouth of
which is stretched a series of musical wires tight-
ened to a high tension, by which, it is claimed,
sound is produced in greater volume and much
brighter. And I may here say that I have found
this claim true in every respect. Excelsior
motors are fitted in every machine, and they are
unquestionably the best. The different motors
run from 9 minutes, up to 25. The cabinets are
made in oak, walnut or mahogany, or according
to requirements. Other lines mentioned in the
catalog are record albums, record cabinets, sound-
boxes, needles, and the Phono Doll novelty. The
"Zora" sound-box, adaptable for needle and sap-
phire records, gives remarkably fine results, as
also does the Klingsor needle. Traders .interested
in these propositions should write to Messrs. H.
Lange's Successors, 21 Little Portland street,
London, for a copy of the Klingsor catalog.

Lyon Creditors Meet.

The creditors of J. Lyon, talking machine
dealer of Bishopsgate street, were recently called
together by Messrs. L. Morse & Co. Mr. Morse
said he had requested the debtor to attend, but
he failed to do so. Debtor had kept no cash
book, journal or sales ledger, and Mr. Morse or-
dered the removal of the stock from the premises

FAVORITE RECORDS

are gaining a strong hold in the States. Trial orders have grown into big stock orders.
Those enterprising firms who have made a trial with Favorites have found out that it pays
them to stock

FAVORITE RECORDS

and they are doing well.

Nothing Venture— Nothing Have!! ^.o^^:^r;:!;^:VS'b

take a share in the
ring.

THE INTERNATIONAL FAVORITE RECORD CO., Ltd. (of Great Britain)

45 CITY ROAD, LONDON, E. C.

213 DEANSGATE, MANCHESTER

26

THE TALKING MACHINE WORLD.

FROM OUR LONDON HEADQUARTERS - Continuedi.

in Bishopsgate street, as the safest course to take
in the interest of the creditors. Liabilities, £343;
estimated assets, £40. The meeting passed a
resolution in favor of winding up the business.

Other Creditors' Meetings.

A meeting of creditors was also called in the
case of the Gramophone Stores, Lime street,
Liverpool. An offer of 10s. in the pound, payable
by instalments was made and accepted. Others
under proceedings are: G. Morgan, Osborne Rd.,
Pontypool, and in the case of Romain & Co.,
Beech street. Barbican, at a private meeting of
creditors, it was stated that the liabilities
amounted to £143, while the assets comprised
stock at cost £42. It was understood that debtor's
father had issued a writ in respect of £60. At the
meeting an offer of Is. in the pound, payable
within 14 days, was made.

It will no doubt be a matter of surprise to
many to learn that the Multiphone Co. (Ltd.)
have gone into voluntary liquidation. A meeting
of creditors was held on Oct. 17, at the registered
offices of the company, 24 The Pavement, Chis-
wick. E. G. F. Medley, 6 Farringdon avenue,
London E. C, is the liquidator.

Insurance Against Bad Debts.

The idea of insurance against bad debts is
again being discussed here. The suggestion is
that travelers should guarantee their firms
against loss Dy bad debts on all orders taken, in
consideration of extra commission to counter-
balance the risk. This seems an excellent idea,
but would it hold in law? if so, it would, in the
majority of cases, necessitate the employer to
safeguard himself against possibilities by re-
quiring a bond, or guarantee, for a good sum of
money from the traveler.

"Star" Machines in Great Favor.

The "Star ' machines, recently introduced to

this market, are finding much favor with the
trade on account of the many distinct advantages
embodied therein. The talking machine public
are a little slow with their money this year, but
the "Star" product is meeting a fair demand, not-
withstanding. The sea:on now here will undoubt-
edly give an additional impetus to machines that
are "different," and of these the "Star" is fore-
most.

"Mineral Waxes.''

Their preparation and uses. By Rudolf Gre-
gorius. Translated from the German. Crown
8vo. 250 pages. 32 illustrations. 6s. net (post
free, 6s. 4d. United Kingdom; 6s. 6d. abroad).
Scott, Greenwood & Son, 8 Broadway Ludgate
Hill, London, E. C. The above constitutes one of
the most useful works of its kind which we have
come across. Its contents are of a practical na-
ture, and furnishes a number of excellent recipes
for making up artificial waxes, paint and varnish
removers, floor polishes, vaseline, insulating com-
positions; in fact it is impossible to mention the
large variety of wax compositions which this
splendid work devotes itself to. Such a technical
volume as this should be in the hands of all man-
agerp of record factories, as many valuable hints
may be obtained therein, quite apart from the ex-
haustive particulars regarding the natural wax
and processes for distilling and refining.

New Edison Amberol Records.

The first advance list of the new Edison Am-
berol record is to hand. It comprises about fifty
selections of a comprehensive character, which I
understand will be issued to the trade on Nov. 15.
From advance notices in The World, the English
trade had come to look for these records with
no little interest and enthusiasm. Those who
have been privileged to hear the first samples
are unanimous in praise of the beautiful repro-

duction and increased time length, which places
the Amberol in the position of being without ex-
ception the finest record on the market. It plays
over four minutes and in some instances up to
4 minutes 45 seconds, which is more than equal
to a 12-inch disc. I recently paid a visit
to the Edison factory at Willesden, where I was
regaled with some fine vocal and instrumental
selections. They are much sweeter and more
pure in tone than the usual run of records, and
in regard to volume I am of opinion that they
are not quite so loud, which, at the same time,
being quite sufficient for home use. In order that
present owners of phonographs can use the new
record, an ingenious attachment has been de-
vised, which is adaptable for all Edison machines,
except the Gem. Recognizing the necessity of
placing these attachments within the reach of all
classes, the company have generously put them
on the market at a nominal cost, which leaves lit-
tle profit for the makers. The new attachment
embodies differential gears, which may be op-
erated by simply moving a lever. Thus the new
4-minute record, as it is called, is available for
the delight of all the phonographic enthusiasts
throughout the world. In company with Thomas
Graft (chairman of the National Phonograph
Co.), I had the pleasure of inspecting the large
factory where all the records are made for this
market. It's a hive of industry and work was
proceeding apace as we passed from one depart-
ment to another in quick succession. My thanks
are due to Mr. Graft for a very pleasant time.
A Chance for American Firms.
The Klingsor machines are now completely
covered in America by patents (No. 899491), and
as they are moderately priced, a good opportunity
is presented to live American houses willing to
take up a quick seller. Special terms are offered

THE "WAGNER"

Highly finished solid Oak Cabinet.

j^^*^'^ ^T^HE new season is here and you
1. cannot, to your own advantage, do
better than to apply to us for our
new colored illustrated catalogue of our
celebrated KlingSOr Talking Machines
and Sundries. We challenge any machine
on the market concerning working, tone-
quality, finish, etc. We do not claim
cheapness, as you are well aware that a
good machine cannot be cheap, but we
are still cheaper than any other machine
for what we give you for your money.

All machines are of the best and solid
wood, either in oak, mahogany or walnut,
British made throughout, specially adapted
for export to stand any change in tem-
perature.

The machines are fitted with the best
motor in the market "the well known and
famous Excelsior Motor."

Letters patent No. 899,491 granted in America.
Catalogue Free On Application.

H. Lange's Successors,

ESTABLISHED 1854

THE SULLIVAN"

No. 90. Solid Oak Cabinet, witli .Silk
Curtains.

21 Little Portland Street, Oxford Circus,

LONDON, W., ENG.

THE "BIJOU"

Mahogany, \\'aliuit or Oak Cabinet.

THE TALKING MACfflNE \>ORLD.

27

FROM OUR LONDON HEADQUARTERS- (Continued.)

and exclusive territory would be given. In Eng-
land and foreign countries the Klingsor is a
great favorite and sells in large quantities. Some
dispatches, the other day, I noticed were to Rus-
sia, Shanghai, Persia and Vera Cruz, and in fact
there is hardly a part of the world in which the
Klingsor is not familiar. Communication should
be addressed: H. Lange's Successors, 21 Little
Portland street, London W.

Gramophone Co. Expansion.

In addition to their present premises, the
Gramophone Co. have now taken over the exten-
sive building at 59 City Road, E. C.

Francis Nottingham Recovered.

We are very glad to report that Francis Not-
tingham (American Talking Machine Co.), has
so far recovered from his recent illness as to be
expected at the office by the time these lines ap-
pear. Mr. Nottingham underwent two serious op-
erations, which at one time reached a crisis, but
is now happily a thing of the past. In conversa-
tion, John Nottingham stated that he had re-
ceived so many letters of sympathy and kind
inquiries of his son, that he had been unable to
answer them. Sympathizers will understand, and
it is perhaps hardly necessary to convey Mr. Not-
tingham's deep appreciation to all those friends
whose letters he was unable to acknowledge per-
sonally. Mr. Nottingham is spending a few weeks
in Yorkshire, and we trust the change will bring
about his complete return to health.

Ten-Inch Double-Sided Pathe Disc.

Messrs. Pathe Freres have startled the trade by
placing on the market a 10-inch douible-sided
phono-disc at 23., which is a record of very good
quality, indeed. By the way, the firm's
cinematograph and talking machine saloon at
the White City has proved a wonderful success.
During the few months in which the exhibition
has been open, over three-quarters of a million
persons visited the Pathe building, which cost
£4,000 to put up.

Some IVIore Double-Sided Discs.

The Edison Bell Co. inform me that they have
now issued their 81,-2-inch double-sided phono-disc
at Is. 6d., and judging from the quality, which is
good, it will no doubt prove very popular both
with the trade and the buying public.

Death of John Annan,

We regret to announce the death of John Annan,
of Messrs. Annan, Dexton & Co., London, with other
businesses in New York and Chicago, which oc-
curred on Oct. 29 in New York. Mr. Annan was
one of the original reorganizers of the Edison
Bell Phonograph Co., but pressure of business in
other directions caused him to resign about two
years ago. He was at one time a great power in
the commercial life of London, and figured prom-

inently in many directions. Jabez Balfour, other-
wise the Liberator Society, will be remembered
by many, and when the smash came, Mr. Annan
was appointed liquidator, and he was also much
before the public in undertaking all the account-
ancy business in connection with the transfer of
London water schemes, which involved expendi-
ture of upwards of five million pounds sterling.
The news of Mr. Annan's death came as a great
shock to all his friends, as he was in the prime
of life, and enjoying robust health almost to the
last.

Gramophone Co.'s New Wooden Horn.

The Gramophone Co. have introduced a very
artistic wooden horn which has been received
with great favor everywhere. The Franco-British
exhibition jury have awarded the Gramophone
Co. the grand prix, the highest award in the
music section.

S. P. Turner With Pathe Freres.

Sidney P. Turner, lately of the Sterling &
Hunting Co., has now joined the staff of Messrs.
Pathe Freres, as assistant manager of the London
house. His unique trade experience aptly fits
him for the post.

A. Lyon & Co.'s Creditors to Meet.

In the matter of A. Lyon & Co., of 75 City Road,
and 106 Houndsditch, London, jewelers and deal-
ers in talking machine goods, notice has been
given that the first meeting of the creditors will
be held at Bankruptcy Buildings, Carey street,
London, W. C, on Nov. 4. The public examina-
tion of the debtors is fixed for the 4th day of De-
cember, '08, at half-past eleven o'clock in the
forenoon, at the same place. The debtors' state-
ment of affairs has not been lodged. The receiv-
ing order is dated Oct. 21.

Closer Connection With Australia.

The British India Steam Navigation Co. are
about to initiate a four-weekly service of pas-
senger and cargo boats between London and
Brisbane, the journey to occupy not more than
fifty days.

Oppose Duty on Catalogs.

A resolution condemning the reimposition of
duty on catalogs and other trade literature into
Australia has been passed by the London Cham-
ber of Commerce and forwarded to the right
quarters.

Oppenheim's Repairing of Factory.

Mr. Oppenbeim's horn repairing factory in
Scrutton street, Finsbury, is well worth a visit
by those traders who cater for this class of
work. In company with Mr. Oppenheim, your
representative made a round of the works, where
old and battered trumpets are given a new lease
of life. For a moderate charge dents are taken
out and the whole horn repainted to any color

required, and so well is the work executed that
one would never suppose the renovated horn had
ever been in use before. Truly, the factory is
best described as a veritable Baits!

Gounod Family Oppose Reproduction.

A musical contemporary states that mechani-
cal reproduction of the famous Gounod's com-
positions is much resented by the Gounod family,
so much so that they have instructed legal agents
to look after their interests in Germany, and to
take legal proceedings if necessary.

A Side Line for Drapers?

The possibility of the talking machine as a use-
ful side line for drapers, etc., has impressed the
Drapers' Record to strongly advocate its adop-
tion by their readers. We have yet to learn the
result. Talking machine dealers at present are
not having a very bright time, and to introduce
further competitive elements in their respective
districts will not be to the advantage of any-
body. Everybody has to get a living, and what
with the mail order stores, competition and the
already over-abundance of dealers in England,
the genuine talking machine retailer has to be
pretty smart to make ends meet. The tucks and
frills man has everyday articles to sell, and gen-
erally a fair business; if he hasn't, then he won't
succeed in making a fortune selling records. No,
we should not like to see the talking machine
dealer's profit and trade dwindle on account of
drapers' competition. It's impossible to reconcile
the two businesses in any sense whatever, and
we are inclined to think were drapers induced
to enter this trade they would be out — figura-
tively speaking — to-morrow. Our advice to the
Draper's Record is to drop the subject; otherwise
it only remains for us to advocate drapery as a
good summer line for talking machine retailers!
The Edison "Restricting" Circular.

The circular issued to factore ana dealers by
the National Phonograph Co., which states that
the supply of the new Amberol record will be re-
stricted to those only who do not handle cylinder
records other than the genuine Edison products
has created a remarkable stir in trade circles.
It's a strong move and one that could only be
made by a strong company. Chatting with a
leading factor on this subject he said: "The
average factor's trade is from 40 to 50 per cent.
Edisons, leaving say 50 per cent, to other
makers of cylinder records. The National Co.
are virtually asking factors to drop this latter
trade without offering an equivalent compensa-
tion. Then, again, the factor must not supply
the large number of dealers, who will not sign
the new agreement, and consequently sales are
restricted. It is not so much a question of
'won't' do it, but that the factors 'cannot' afford
to be bound by such regulations."

The Sheffield Choir

Descr bed as "The Finest Choral Organization in the World"

is now TOURING CANADA under the leadership of

DR. HENRY COWARD
Germany (said to be the most musical country in the world)
has vied with England and France in paying tribute to the
powers of this wonderfvil choir and its painstaking directors.
Its first visit to the Western Hemisphere is causing a great
stir in musical circles.

Odeon Records

By "The Sheffield Choir '

The Most Successful Chorus Records Ever Produced

SOLE WHOLESALE AGENCY

BARNETT SAMUEL & SONS, Ltd., 32-6 Worship St., London, E.G.

Four Splendid Odeon Records (Doublesided,
10^4 in.) at 5/ each, by

THE SHEFFIELD CHOIR

7Qfl j "And the Glory of the Lord"
I "Glory to God"

700 j "His Yoke Is Easy"

'^^ { "Surely He Hath Borne Our Griefs"

7. ft ( "The Hallelujah Chorus" (Messiah)
( "He Trusted in God"

i Choral Song: "The Dance"
' I Madrigal: "I'm Going to My Lonely Bed

28

THE TALKING MACHINE WORLD.

FROM OUR LONDON HEADOUARTERS-(Contmued.)

Bull's-Eyes from "John Bull."

"Infernal machine as wedding present," we
read. Gramoplione, of course. Shocking joke,
this.

"The modern musician has become a mere jug-
gler," says Musical Standard. No doubt he has a
jugular vein.

Mr. Lloyd George — '"I do not know what kind
of a song the next budget will be." But we know
it will be a "part" song.

Musical Wellerisms — "Alice, Where Art Thou?"
as the man asked his wife when he heard the
burglars. "Come Into the Garden, Maud," as
her brother shouted when he tumbled through
the cucumber frame. "When Other Lips," as the
lodger said when he found the spirit bottle half
empty. "Whisper and I Shall Hear," as the po-
liceman said at closing time. " 'Tis Hard to Give
My Hand," as the boy said to the schoolmaster.

A Splendid Clarion List.
Within the past twelve months a number of
new discs have been born: some have passed into
the realms of the unknown, others are sickening,
and for the remainder I will say they promote
confidence by quality and proper financial back-
ing. They are few, it is true, and for this issue
I shall confine myself to one of the most promis-
ing, i. e., the "Clarion" phono-disc. Let me first
say this is a 10-inch double-sided record, and
retails at the competitive and popular price of
two shillings and sixpence, with a generous al-
lowance to the trade. For quality they are re-
markable in several respects; good volume, bright
and pure tone, absence of scratch and metallic
or nasal sound. In this respect, then, the record
stands for all one could wish, but let it be stated
I am speaking of the general all-round attributes,
as in the most expensive record a faulty note or
slight blast will occasionally be noticeable. In
this regard, however, the Clarion disc stands the
test well, and their average excellence will un-
doubtedly create a big sale. The instrumental
and band selections are especially good, as also
are the vocal records, among which I notice
some well-known artistes' names. The follow-
ing comprises the first list, and if it's an index
of what's to come, then the success of the Clarion
phono-disc is assured. "Echoes of America," by
the Premier Concert Orchestra; reverse side,
"Light of Foot" (march), Premier Military
Band; "Zanetta" (overture), reverse, "Chorale"
(Faust) ; "The Veterans' March," reverse "Abide
with Me"; "The Wee Macgrector" (Highland
Patrol), reverse "The Three D. G.'s," all three
by the Premier Military Band; "The Spirit of

the Storm" (march) by the Silver Prize Band,
on the reverse "Strauss March," by the Premier
Military Band; "Gipsy Life" (waltz), reverse
"Highland Schottische"; "In a Pagoda" (Japa-
nese intermezzo), reverse "In a Lotus Field"
(Japanese novelty), the four selections by the
Premier Bijou Orchestra; "The Better Land"
(cornet solo), W. J. Price, reverse "Song of My
Heart," Premier Bijou Orchestra; "Good-Bye to
Mandie," by Alec Kennedy, reverse "I. W. I.
L. L.," by Woolmer Young; "A Farewell," by
Vincent Hards, reverse "The Toreador Song"
(Carmen), by Alan Turner; "Love, Could I Only
Tell Thee," by Vincent Hards, reverse "For All
Eternity," by Alan Turner; "In Happy Mo-
ments," reverse "The Irish Emigrant," both by
Alan Turner. A strong list and a good one, this,
and worthy of cong.atulation by all music lov-
ers. Further information from the Premier
Manufacturing Co., 81 City Road, London, Eng-
land.

Barnett Samuel & Son's Expansion.

Harnett Samuel & Son, the well-known talk-
ing machine factors and pianoforte makers, are
advancing in a remarkable manner from the
point of view of "sales." They recently relin-
quished factorship of all cylinder goods and
Zonophone disc, in order to concentrate solely
upon "Jumbo," "Odeon" and "Fonotipia" goods,
which they have done with excellent results. The
moderate prices of these records, combined with
quality in recording, and the best artists, have
brought about a demand for these records con-
siderably in excess of expectations. Naturally,
in view of the keen competition in the disc line,
the publicity department is working at high
pressure, and the beautiful booklets, folders, and
other literature put out reflects great credit in
that quarter. In addition to this the company
have opened a fine showroom in Liverpool, and
in Manchester, H. Cooper, 15 Cumberland street,
Deansgate, has been appointed their agent. Two
new models have been added to the "Odeon" ma-
chines, styled the "Sheraton" and "Salon," which
names are sufficiently appropriate to explain the
class of case used.

The Mlllophone the Latest

The "Mlllophone" is the name of still another
disc record on the market.

Anent Postage to America.
Although the postage to America has been re-
duced to Id., the reply coupon remains unaltered
at 3d. Henniker Heaton has asked Mr. Buxton

whether he will institute a system of exchange

penny postal stamps with every part of the Brit-
ish Empire and the States.

Moving Pictures at the Pavilion.

"The London Pavilion has inaugurated a series
of daily matinees of an entertainment consisting
of the bioscope and gramophone.

Of Interest to Canadian Dealers.
The famous Sheffield Choir is now on tour in
Canada, and I would remind Canadian traders
that the Choir is exclusive to Odeon records, for
which they have made a number of fine chorus
records with splendid results. The Sheffield
Choir is acknowledged to be the finest choral
organization in the world, and there is sure to
follow hard upon the choir's visit a good demand
for records. Canadian dealers everj'where
should at once write to Barnett Samuel & Sons,
Ltd., Worship street, London, England, for par-
ticulars and catalogs.

Clarion Record to Play Five Minutes.

We understand that the Premier Mfg. Co.,
makere of the famous "Clarion" records, are
about to submit to the trade samples of a new
record having 200 threads to the inch, and plaj'-
ing about five minutes. They intend to manu-
facture samples of this record, as a matter of
fact, the masters are being made cow.

Some Excellent Favorite Records.

The September list of Favorite records is a
particularly good one. I would mention the fol-
lowing: 12-inch double-sided records of Sulli-
van's operas, selections 1 and 2 from "Mikado."
Nos. 2-63001-2; "Patience," Nos. 2-63005-6; both
are rendered in a magnificent manner by the
Earl of Lonsdale's private military band. Ten-
inch double-sided include the "Bellringer" and
"Nazareth" (Nos. 65133-4). by Wilfrid Piatt, with
organ accompaniment, which is faithfully repro-
duced. Bernard Turner is great in "Sing Me
to Sleep" (No. 65138), and "I Know a Lovely
Garden" (No. 65129). "I Love a Lassie" (No.
67057) and "Bonnie Scotland" (No. 67059) are
sung by Sandy Maggregor so splendidly that did
we not know the artist we should be inclined to
say it's Harry Lauder himself. There are two
excellent songs by :Miss Jessie Broughton (Gaiety
Theater), sung in a manner that will make the
records a lasting success; the selections are "The
Sweetest Flower that Blows" (No. 66042), and
"Because" (No. 66043).

Mme. Melba in a New Role

Reports to hand state that the great prima
donna has initiated a new financial corporation
which has been successfully launched, for the
placing of a complete service of motor taxi-cabs
on the streets of her native city — Melbourne.

New Company

Registered Sept. 29. W. M. Tomlin & Co., Ltd.
Capital £1.000 in £1 shares. Objects, to acquire
the business of pianoforte, musical instrument,
gramophone and music dealers, etc., cariied on
at 221 Roundhay Road, Leeds, as W. M. Tomlin
& Co. Private company. Registered office, 221
Roundhay Road, Leeds.

Russell Hunting Director-General.

Russell Hunting has been appointed director-
general of Pathe Freres' recording departments
throughout the world. He will' be away a good
deal visiting the company's continental branches,
and for the purpose of securing further records
and artists.

Cheaper Postage to New Zealand.

A penny rate on letters is shortly to be intro-
duced between New Zealand and the United
States. The Anglo-American penny post ar-
rangement, the postmaster-general announces, ap-
plies only to the United Kingdom and the Amer-
ican possessions in the continent of North
America.

Clarion Cylinder Records
The October, or ITth parcel of Clarion cylin-
ders, includes the following: "Spirit of Vienna"
1 march). Premier Military Band: "H. S. Pina-
fore" (selection), and "The Teddy B?ais' Pic-
nic," both by the Premier Concert Orchestra:
'Over the Waves" (waltz), and "De Gone Coon"

"CLARION"

FULL LENGTH 10-in. DOUBLE SIDED

CYLINDER RECORDS PHONO. CUT DISCS

M O N E V = M A K E R S

All Jobbers and Dealers should get into
touch with us. We can interest you.

The Premier Manufacturing Co., Ltd.

81 CITY ROAD LONDON, E. C.

Accredited Agents in u. s. A. THc Poftland Talking Machlnc Co.

PORTLAND, MAINE, U. S. A.

THE TALKING MACHINE WORLD.

29

FROM OUR LONDON HEADOUARTERS-(Continued.)

TRADE REPORTS FROM THE PROVINCES

(barn dance), Premier Bijou Orchestra; "Jesus,
Lover of My Soul" (hymn), Premier Singers;
"Inseparables Polka" (cornet duet), by Price and
Kettlewell; "Ora Pro Nobis," Edgar Coyle;
"Nelly Dean," J. Davidson; "Baby's Picture,"
Vincent Hards; "They Were Singing Home,
Sweet Home," F. Miller; "Oh! Oh! Antonio," by
C. Lester. The October supplement (18th par-
cel) contains: "Entry of the Gladiators" and
"The Elephant March," by the Premier Military
Band; overture, "Rienzi," Premier Concert Or-
chestra; "The Rosary," "Blumenlied" (romance),
"Dream Faces" (waltz). Premier Bijou Orches-
tra,; "Sailor's Hornpipe" (piccolo solo), Gilbert
Barton; "Hallelujah Chorus," Premier Singers;
"The Old Rustic Bridge," Vincent Hards; "You
Are Still My Highland Laddie," W. Davidson;
"I'm Not Supposed to Know What I'm About,"
F. Keeton, and "Whack-jol-the-diddle," Albert
Marsh. Here we have twenty-four good titles,
the majority of which will no doubt be much in
demand. "The Rosary" is a record which should
especially appeal to Roman Catholics, while the
others cater for the popular taste. The Premier
Mfg. Co., 81 City Road, London, are the makers
of "Clarion" cylinder records, and elsewhere will
be found particulars of a new disc which they
have just introduced.

Clarion Factors in Manchester.
The Colmore Depot, Manchester, which a couple
of months ago took over the agency for the
Clarion records, previously handled by the New
Rapid Cycle Depot at Deansgate, but who gave
them up on relinquishing the talking machine
trade, have built up a flourishing business in
that city. In addition to Clarion cylinders and
discs they handle the Pathe products, besides
their own special lines. The Colmore Depot
have their headquarters in Birmingham, where
they conduct a very complete establishment.
Frank S. Whitworth, manager of the Colmore
Depot in Manchester, in a recent letter to The
World, includes the following appreciative re-
marks: "This paper shows very conclusively
that the talking machine industry is a serious
industry, and has outlived the slur that was
once placed upon it, viz.: that the talking ma-
chine was simply a fad and could in no way be
reckoned as a musical instrument, and this was
borne out by the other music houses boycotting
the talking machine. Your paper is absolutely
essential to anyone in the talking machine trade
who desires to know what is going on all over
the world with regard to this particular indus-
try."

Can't Affix Advertising Labels.

The post offlce has issued a notice to the
effect that any letter or package observed in the
post bearing on the front a private label re-
sembling a postage stamp will be returned to the
sender. This step became necessary by reason
of the fact that a great number of people were
affixing adhesive advertising labels to the cover
of letters which so closely resemble postage
stamps as to be a source of annoyance.

MANCHESTER AND DISTRICT.

Manchester, Nov. 3, 1908.

Entering upon the sixth week of the cotton
strike, the outlook at present is exceptionally
serious, and business generally in the talking
machine trade is in a state of stagnation. What
the result will be no one can at present fore-
see, but it certainly will be a very bad season,
unless the lockout ends quickly. So far there
appears no prospect of a settlement; rumors,
however, are afloat that it may possibly end in
December, and in. other cases we hear that it
will not be over until the middle of January or
February next. It is estimated at the present
moment that there are 150,000 operatives idle,
and these are being added to daiiy. The wages
lost per week is approximately £160,000, and the
total losses to date, for the six weeks, amounts
to £925,000; or by the time this reaches the
printer's hands, it will be considerably over £1,-
000,000 sterling actual loss.

The following towns are very seriously affect-
ed: Bolton, Rochdale, Preston, Oldham, Black-
burn, Heywood, Bury, Darwen, Burnley, Nelson,
Colne, Chorley, Radcliffe, Ashton-under-Lyne,
Mossley, and Accrington. In all these towns
there is at present widespread distress, and the
longer this unfortunate dispute lasts, the more
acute the suffering will be.

Factors are complaining bitterly that there is
not a quarter of the trade about that they should
be doing; indeed, so" acute is it that the proba-
bility is some of the various employes will be
discharged if matters do not soon mend.

In Manchester itself business is comparatively
at a standstill. There are, of course, orders to
be obtained by the wholesale house.? if long credit
can be given, but past experience has proved
that the large dealers will be very chary about
this, especially as the outlook is so black. Deal-
ers who come into the town state that they are
selling nothing, and consequently they are buy-
ing nothing for the time being.

At Burrows & Co., High street, Manchester,
business is not startling.

Messrs. Duwe, of High street, who report busi-
ness as moderate, say the new Edison Amberol
records is an exceptionally good one, and he
expects to do an enormous trade in them a little
later. This firm has just issued a new catalog
of machines, parts, sundries, etc., for the retail
trade. The various retail prices and models of
the machines and other goods are illustrated
therein. Customers in the North of England
who have not already received one should obtain
one at once, as the supply is limited.

Messrs. Richardson, of Shudehill, like every-
one else here, are feeling the effect of the cotton
strike, but hope it will soon be over.

Mr. Geddes is highly enthusiastic over the

new Edison Amberol record, and considers there
will be an enormous future for it. Owing to the
increased amount of music that will be put upon
it, practically double the length of an ordinary
record, and the price retail being only Is. 6d.
each, it should sell well. The price of the new
attachment to fit the ordinary Edison machine
to take the new records being retail only £1 Is.,
will further help toward increasing the sales.
By the use of this attachment the present own-
ers of Edison machines will be able to use both
types of Edison cylinders.

The Edison-Bell Phono Co. opened their new
wholesale warehouse at 22 Dantzic street in the
early part of October, under the management
of A. Lomax, who has been connected with the
tiade since 1889. Mr. Lomax states that not-
withstanding the depression existing in the
North, the business already transacted has been
up to what they anticipated. Their new policy
being to supply the retail dealers direct, this
wholesale depot is a center of distribution for
Lancashire and the northern counties, and it
appears to be a step in the right direction. They
are keeping a large stock of the various kinds
of records they manufacture, both in needle and
phono cut discs, besides cylinders. They are
also handling five types of "Discophones," which
are made at their own works in London, and
the prices range from £2 2s. to £7 5s. They are
also handling five distinct types of the well-
known "Excelsior" machines, which Mr. Lomax
states give them every satisfaction. Mr. Lomax
expressed his opinion that it had come to stay,
and that the trade in this article would, a little
later, be as large as with the present needle
disc.

D. Eraser Watson, of Cateaton street, recently
placed an order for Klmgsor machines, and ex-
pects to do great things with them. As we
mentioned in our last issue, Mr. Watson's special
"foite" is Pathe goods, in which he does an
exceptionally good trade during the winter sea-
son.

At Messrs. Robinson's, Deansgate, a big push
is being made with Klingsor machines, and
some very good orders have recently heen taken.
Interest in the Klingsor machines has been con-
siderably roused by the fine window display, and
inquiries have been numerous.

In concluding the Manchester notes, we under-
stand that a serious effort is now being made
to bring the cotton strike to an end. Let us
hope it will be successful.

LIVERPOOL NOTES.

Liverpool, Nov. 4, 1908.
In Liverpool and district trade appears to be
looking up. The unfortunate dispute in the cot-
ton industry does not affect Liverpool in quite

The "World's" Register of British Manufacturers and Factors

The following are leading firms in the United Kingdom who will gladly mail Catalogues and Price Lists upon request

TALKING MACHINES

Records and
Supplies

Export a specialty. Ship-
pers are requested to state
their requirements.

American Talking Machine Co.

31 Tabernacle St.. Londoe, England

F. W. ROBINSON

"The Talkeries," 213 Deansgate,
MANCHESTER. ENGLAND

Direct Importer of all kinds of DISC
TALKING MACHINES. RECORDS,
PHONOS., CYLINDERS, ETC., and all
goods connected with the trade.
WHOLESALE, RETAIL AND EXPORT
on cash lines at close market prices.

m^K^ Correspondence Invited
PROMPT ATTENTION

Always open to consider good lines suit-
able for the English and Forei^rn markets.
Improvements and Novelties preferred.
Send samples and prices.

SEE ADV'T ADJOINING

To Colonial and Foreign Bayers

Tlie peculiarities of these niarkots
have never been more apparent than
at the present moment, req.uiring the
greatest care in prloiii? and buy-
ing, with a view to the future Hav-
ing had many years' experience, I
atu prepared to buy for you upon
commission, and to keep you posted
up witn all the latest productions
and act as your representative. I
buy rock bottom. Instructions to
purchase goods must be accompanied
with order on Bankers to pay cash
against Bill of Lading.

Bankers, London City and Midland
Ltd , Manchester. For terms, please
write stating requirements, to

F. W. ROBI^SOIV,
213 Deanseate, Manchester, Ens.

FOREIGN AGENCIES

If You Want to Market Your
Goods in the United King-
dom, Write to Me.

I can handle profitably Cinematograph
Machines, Phonographs, and all Talking
Machine Accessories. My connection in
the trade is second to none, and my ref-
erences are first-class. Correspondence
invited.

R. PRIEUR

68 Basinghall St., London, E. C, Eng.

30

THE TALKING MACHINE WORLD.

FROM OUR LONDON HEADQUARTERS- Continued.)

the same manner as it affects Manchester. Its
effects are felt only in an Indirect way, as in
outward bound shipping and freights.

The wholesale factors report business as fair.
At Messrs. Richardson's, great things are antici-
pated with the introduction of the new Edison
records, and they believe it will result in large
and increased sales. Klingsor machines with
this firm are selling very well, and they look
for a good demand the forthcoming season.

At Thompson, Helsby & Co. the sales in Pathe
records during the past few weeks have been
exceptionally good, and tney anticipate a fair
season.

The Melograph Disc Record Co. have every
hope of doing considerably better this year than
they did last.

Archer & Sons are fitting up a large salon
furnished in the latest style, with a view of
utilizing it entirely for the sale of the very
highest class records.

Smith & Co., Lord street, have a nice display
of Gramophone, Zonophone and Pathe goods.
The way the records are shown is particularly
attractive.

J. B. Cramer & Co., Church street, also are dis-
playing a choice line of gramophone goods. They
report sales as exceptionally good for the past
month.

Jake Graham, of Renshaw street, states that
business with him has been satisfactory and the
sales have been considerably greater than for the
same period last year.

;Mr. Parr, who has recently taken over the
Gramophone Supply Co., Lime street, informs us
that business is looking up.

Messrs. Dibbs, Ltd., have closed their depot,
and their stock has been purchased by another
Liverpool house. Mr. Smith, the late manager
of Messis. Dibbs, Ltd., has accepted a position
with Messrs. Lange's Successors, the makers of
the Klingsor machines.

Paradise street and the vicinity appears to be

rapidly becoming the center of the phono and
talking machine industry. Within a radius of
probably 150 yards there are no less than ten
distinct firms handling these goods — Messrs.
Meads, Cundle, Richardson, and the Reliance Co.
all being within a few doors of each other.

It now looks as if the Liverpool dealers will
have a fairly good season, taking it altogether.
The shipping depression having passed over,
money is circulating more freely, and we do not
think that there will be anything to mar the
very promising outlook.

LEEDS NOTES.

Leeds, Nov. 5, 1908.

In this district the factors, in many cases, have
a very fair amount of orders, but there is no dis-
puting the fact that they are nothing in propor-
tion to what they were twelve months ago.
Owing to labor difliculties on the northeast coast
business was at a standstill for some months
past, and although work has now been resumed,
it will be some considerable time before luxuries
can be well afforded. Even now the shipping
trade is in a very depressed condition, a large
number of steamers being held up owing to the
scarcity of freights, and with no prospect at
present of being engaged for some considerable
time to come. Notwithstanding this, most of the
wholesale factors in Leeds are pushing around
among the dealers on the northeast side for
whatever orders can be obtained.

Scott & Co. and Hilton & Co. report business
as only fair, while Messrs. Sykes are having a
good demand for gramophone goods.

Pathe goods appear to be holding their own
well in Leeds. Mr. Jenkins, of Queen Victoria
street, states that he has made several good
sales lately in expensive machines, besides doing
very well in the 11-inch discs. T. Byrom, of
East Parade, is also making a good show of
Pathephones and Pathe records. Generally speak-

ing, the cycle dealers are now considering their
winter supply, and each will, no doubt, do his
best to capture part of the trade in machines
and records.

In chatting with Mr. Bleakley, of the Magazine
Holder Co., 180 Cardigan Road, we were pleased
to learn that this firm are exceptionally busy.
Their specialties being cabinets with or withou^t
machines, and record cabinets, etc., are well
known all over the British Isles. They have a
large factory and manufacture throughout from
the raw material. Hitherto they have used a
large number of Excelsior motors, which they
consider to be the best in the world; but later
on they may make arrangements for making
even the motors, themselves. This firm have
recently patented an improvement in sound
boxes, playing either a Pathe or a needle rec-
ord, which we hope later on to describe in de-
tail.

It looks now as if some severe competition is
likely to ensue in the cabinet manufacturing
businesses. Several of the leading houses in this
city are giving their attention to this part of
the business.

TALKING MACHINE MEN IN TAPT PAHADE.

It was the intention of talking machine men
to parade with the piano trade division in the
magnificent turn-out October 31 of the Re-
publican Business Men's Association. They were
dilatory in arriving at the point of assembly, and
therefore turned in "any old place," the music
section being already "on its way" a half-hour
or more. Enough were present, however, to form
two companies, M. A. Carpel, of the Herzog Art
Furniture Co., manufacturers of record cabinets,
being captain of the first and J. Newcomb Black-
man, of the Blackman Talking Machine Co., in
command of the second company. They went
over the full line of march, and doubtless re-
ceived an ovation here and there for duty stur-
dily performed.

f^XCEUSIOR ]yjACHINES

EXCEL EVERY OTHER MACHINE

A trial will convince you of this statement Not the Cheapest — But — The Best

This season's demand
more than doubles the
previous two years
taken together.

Our LOUD -TONE- SOUND-
BOX is considered by
Experts THE BEST that
ever has been brought on
the market.

IVIodel XII.

Once you have stocked EXCELSIOR MACHINES you will never be without them, because
THEY GIVE THOROUGH SATISFACTION and ADVERTISE THEMSELVES.

h:

COLOGNE-NIPPES (Germany)

121 Niehler-Kirchweg

Write at once for Free Catalogfue to

Excelsiorwerk, Ltd.

London, Eng., 45 City Road

THE TALKING MACHINE WORLD.

31

DEATH OF J. B. BEEKMAN.

OHIO DEALERS UNITE.

tendance at the first meeting, as the Ohio deal-
ers are interested In the association plan.

The Former Sales Manager of the Universal
Talking Machine Mfg. Co. Passed Away
on Monday at Liberty, N. Y.

The many fr^iends of J. B. Beekman, recently
sales manager of the Universal Talking Machine
Manufacturing Co., Newark, N. J., will regret to
learn of his death, after a lingering illness, on
Monday, Nov. 9, at Liberty, N. Y. The deceased's

THE LATE J. B. BBEKMAN.

first connection with the trade was as traveling
salesman for the Victor Talking Machine Co.,
Camden, N. J. Subsequently he became sales
manager of the Victor Distributing and Export
Co., of New York, when J. T. Williams became
the general manager, remaining there until he
became connected with the Universal Co. in
January of this year. In the same month he
started on an extended selling trip, intending to
reach the Coast, and then into Mexico and Cuba,
coming back via the Atlantic coast States.

When Mr. Beekman reached Portland, Ore., in
April, however, he was taken seriously ill, and
by the advice of his physician he was hurried
across the Continent to his home in New York
City. Shortly afterward he was taken to Liberty,
being a victim of tuberculosis, where his death
occurred. The funeral took place Wednesday
from his residence here. Mr. Beekman was not
only a very successful man in his special line, but
was also highly esteemed for his many admirable
traits of character.

TWO SPECIALTIES OF MERIT

Are the Devineau Self-Supporting Horn and the
Biophone, a Device Which Allows Discs to be
Played on Cylinder Machines.

Two of the talking machine novelties made by
the Federal Manufacturing Co., Cleveland, O.,
that have proven very popular with dealers,
owing to their practical value, are the Devineau
Self-Supporting Horn with repeating attachment,
for cylinder machines, and the Devineau Bio-
phone, a device to be attached to cylinder ma-
chines and allowing disc records to be played
with the same power.

The self-supporting horn is made of pure
aluminum, and is nearly six feet in circumfer-
ence, insuring a full volume of sound. The
elbow is of ebonite, the middle part being on a
swivel so that the sound may be thrown in any
direction without moving the machine.

The Biophone is very simple in construction,
considering the object accomplished, and is oper-
ated entirely by friction, this eliminating all
gears and belts. It is equipped with aluminum
tone arm and patented sound-box, and is said to
open an entirely new field to the dealer, i. e.,
supplying disc records to owners of cylinder
machines.

Talking Machine Men of the Buckeye State
Interested in the Association Plan — Will
Meet in Columbus on the 20th — Objects of
the Association — Supported by Leading Men.

BIG DEAL IN PITTSBURG.

standard Talking Machine Co. Buy Out Stock
and Fixtures of the Powers & Henry Co. and
the Pittsburg Phonograph Co.

The Ohio talking machine dealers are taking
steps toward the formation of a State associa-
tion. A number of dealers have favored a move
in this direction, and communications have been
sent to the trade throughout the State by A. C.
CaJacob, of Wapakoneta, with the request that
dealers express their views as to the advisability
of forming a retail talking machine association
for Ohio.

Mr. CaJacob says in his letter: "I am firmly
of the opinion that the time is now ripe for the
retail dealers to get together and form an asso-
ciation on the plan of the Jobbers' Association,
which association, as all know, has met with
great success.

"Not only has the Jobbers' Association greatly
benefited the jobbers' interests, but it has in a
like measure benefited the manufacturer and the
retailer. The success of the organization will
not depend so much on the number of its mem-
bers as it will on the kind of dealers its mem-
bership is composed of.

"One of the prime objects of the association
should be to eliminate 'the little fellow,' whom
we know is doing most of the mischief in the
way of cutting prices and committing other
abuses. Other objects would be two prices for
outfits, one for cash and one for instalments, also
assistance in tracing stolen goods and forcing
payments on accounts that move to another
dealer's town, more restriction in the number
of selling agents, etc. The exchange of ideas,
besides, is sure to make more enthusiastic and
better dealei-s."

A few have already gone over the matter in
Columbus, and a temporary president and sec-
retary were selected, Mr. CaJacob being named
for the former office and Mr. Chandler, of the
Chandler Phonograph Co., of Chillicothe, the sec-
retary. James F. Bowers, president of the Na-
tional Talking Machine Jobbers' Association, was
in Columbus at the time, and he stated the job-
bers would certainly encourage such a move. A
committee has been appointed to draft the con-
stitution and by-laws, and this committee is to
report at a meeting to be held in Columbus, at
the Southern Hotel, on Friday, November 20, at
10 a. m.

It is believed that there will be a goodly ai-

( Special to The Talking Machine World.)

Pittsburg, Pa., Nov. 7, 1908.

On Nov. 1 the Standard Talking Machine Co.,
of Pittsburg, Pa., took over and bought out the
entire stock of merchandise, fixtures and furni-
ture of the Powers & Henry Co., and the Pitts-
burg Phonograph Co., of this city.

This deal involved some $70,000 and combined
with the Standard Talking Machine Co.'s $60,000
worth of merchandise, gives them a combined
stock of $130,000, making the Standard Talking
Machine Co. the fourth largest talking machine
jobber in the United States.

It is the intention to run the business under
the name of the Standard Talking Machine Co.,
with our showrooms and main office at 435-437
Wood street, using the former Powers & Henry
warehouse at 335-7 Second avenue. The com-
bined Edison record stock will aggregate 175,000
Edison records, and 90,000 Victor records, and
it is our intention to push the trade vigorously,
and we feel confident that we will be able to
fill all record orders complete and ship them
the day order is received.

A. G. Higgins, formerly traveling representa-
tive of the Victor Talking Machine Co., Is now
associated with the Standard Co. and he, to-
gether with E. G. Bachtell will -continue to call
on trade in their interest.

We understand that it is the intention of W. E.
Henry, of the Powers & Henry Co., to locate in
the Illinois oil fields, and that Mr. Wagner, of the
Pittsburg Phonograph Co., intends to withdraw
from the talking machine business entirely. The
former stockholders of the Standard Talking
Machine Co. have not been increased by the addi-
tion of any outside parties, and none of the
Powers & Henry Co. or Pittsburg Phonograph Co.
stockholders are at all interested in the Standard
Co., they having gone out of the business en-
tirely.

The present oflicers of the Standard Co. are:
C. F. Haudenshield, president; M. S. Rocereto,
vice-president, and J. C. Roush, treasurer and
manager.

Don't try to do a $20,000 business on a $3,000
capital. Some folks learned better during the
past year, and school's still open.

A Postal

will bring to you our illustra-
tions of over fifty of the finest
Music and Record Cabinets
on the market this season.

If you want the Cabinet
trade in your locality, put in
a line of our goods, they will
sell easily and make a good
profit for you. Write to-day.

No. 688 Closed

Rockford Cabinet Co., 1920-30 12th street, Rockford, 111.

32

THE TALKING MACHINE WORLD.

CONFERENCE NEARING CLOSE.

Important Matters Discussed at the Berlin
Gathering — Royalty on Compositions Fa-
vored— A Good Attendance.

of 400 Fifth avenue, though Max Landay, of the
firm, was president, and James B. Landay, the
brother, was treasurer, it being a distinct and
separate enterprise.

certs at the Waldorf-Astoria -and other New
York hotels, giving a notable one election night
to the celebrated Rocky Mountain Club, managed
by Mr. Petit.

(Special to The Talking Machine World.)

Berlin, Germany, Nov. 5, 1908.
I regret that I am unable to send you complete
particulars regarding the International Copy-
right Conference which has been in session in
this city for nearly a month. There have been,
I understand, some interesting discussions. The
conference is exciting a good deal of interest, as
it is the third gathering of this kind which has
been held in Europe since 1886. One at Berne,
Switzerland, in 1886 was followed by the second
in Paris in 1896. It was then agreed that the
third meeting should occur in Berlin in 1906, but
subsequently this date was changed to 1908 by
agreement.

The purposes of this conference have been ex-
plained in detail in the columns of The Talking
Machine "World, and there is but little to add
at this time, except that discussions have been
followed as outlined in the earlier issues of The
"World. The discussions have been exciting and
at times almost heated. It is generally believed
that the conference will recommend an addi-
tional royalty to be paid to composers. Paul H.
Cromelin, vice-president of the Columbia Phono-
graph Co., has been one of the interested at-
tendants, and Mr. Cromelin is conceded to be
one of the best international authorities on the
Copyright Law.

SOL BLOOM REARRANGES STORE.

Adds a Number of New Booths to Accommodate
Holiday Trade — Increases Selling Staff.

PAUL H. CROMEnN DUE WEDNESDAY.

BUSINESS WELL BE DISSOLVED.

The stockholders of the Zed Co., formerly Zon-
o-phone jobbers. New York, held a meeting at
their attornej^s office on Monday, when prelimi-
nary steps were taken to bring about the disso-
lution of the corporation. It is likely further
steps in this direction will be taken at subsequent
conferences. The Zed -Co. is in no way con-
nected with Landay Bros., the "^^ictor distributers.

Sol Bloom, the Victor distributer, who has
been doing an excellent business, is increasing
the facilities -of his store at 40 "West 34th street.
New York, by adding new booths to accommo-
date the holiday trade, and which will number a
dozen when completed. The departments hereto-
fore occupying this space will be removed to the
upper floors of the building. A new freight ele-
vator has also been finished at the cost of
$1,000. A. P. Petit, formerly general manager
of the Talking Machine Supply Co., New York,
and well kno-mi in talking machine circles, is
now on the selling staff of Mr. Bloom, as is also
Henry Stein, recently with Landay Bros., of the
same place, where he occupied a responsible
position. With. Geo. M. Cohan, the song writer,
actor and manager, and Sam Harris, also a the-
atrical manager, Mr. Bloom is serving on a com-
mittee to raise funds for the erection of a monu-
ment to Jack Haverly, in former years a manager
of celebritj', whose enterprises covered the entire
country. The deceased, who is fondly remem-
bered by the profession as a friend to everyone
in need connected with the stage, lies buried in
a neglected grave in Laurel Hill Cemetery, Phila-
delphia, Pa., and it is now proposed to place a
marble shaft to his memory in this plot, and for
which $2,000 have already been secured by this
committee. It is also their intention to provide
a fund for Mrs. Haverly and her children, who
were left destitute, through the unfortunate busi-
ness ventures of her husband, though several
times in his life he was rated a very wealthy
man. Sol is putting in some energetic work, in
his characteristic way, for this laudable purpose.
Recently he arranged several Auxetophone con-

Paul H. Cromelin, vice-president of the Colum-
bia Phonograph Co., who went to Europe in Sep-
tember on special business, and to attend the
sessions of the International Copyright Confer-
ence that convened in Berlin, Germany, Oct. 14,
sailed for the United States "^'ednesday. His
last calling point was London, Eng.

EEGINA CO.'S SPECIAL VICTOR SALE.

The Regina Co., of New York City, in a con-
spicuous advertisement in The American of
Sunday last, stated they had discontinued selling
the records of the Victor Talking Machine Co.,
Camden, N. J., and offered this stock for sale at
25 per cent, discount off the regular established
price. This step has followed the enforcement
of the Victor Co.'s position on the exclusive han-
dling of their product.

THE OUTLOOK IN THE SOUTH.

Among the callers at the New York office of the
National Phonograph Co. this week was C. B.
Haynes, of the C. B. Haynes Co., Richmond, Va.
He declared business with their firm had been
very active throughout the fall, and the main
trouble was goods could not be obtained fast
enough. The Amberol record, Mr. Haynes said,
was a splendid seller and had more than justified
its production. He is quite optimistic over the
business outlook.

More Victor jobbers and several dealers could
be added to the New York City list without any
detriment to the present firms, according to one
of our prominent talking machine men. He holds
that new methods of selling and creating pros-
pects would have to prevail should the addition
be made.

The Best

In the World

The Largest and Most Comprehensive
Repertoire in

German

Danish

English

Arabian

French

Turkish

Italian

Chinese:

Russian

Swatow

Polish

Guakau

Spanish

Pekinese

Portuguese

Shansinese

Hungarian

Kiangnanese

Dutch

Cantonese

Tamil

Malayian

Burmese

Hindustanee:

Urdu

Marathi

Gujarathi

Hindi

Tarsi, and 15
other dialects.

REPERTOIRE ALWAYS UP-TO-DATE

For terms, etc., apply to

Bcka Record, G.m.b.H., 75-76 Hcidclbergcr SIrassc, Berlin

Sole Agent for Great Britain and Ireland :

O. RUHL, 77 CITY ROAD, LONDON, E. C.

THE TALKING MACHINE WORLD.

33

sf»ecial-kabrik:

CARL SCHROETER

BERLIN S 42. PRINZESSINNENSTR. 21

THE GERSON COMMERCIAL CABINET.

Clever Device for Use With Business Pliono-
graplis or Graphophones — Equipped With
Letter and Record Tray — A Convenience for
the Busy IVIan.

Louis J. Gerson, manager of the Musical Echo
Co., has just perfected the Gerson commercial
cabinet — a clever device for use with the busi-
ness phonograph or graphophone. While the
commercial talking machine has, after the
severest tests, proven itself a time and money
saver, there was one drawback, namely. Its un-
handiness, both the machine and records being
awkward to handle and in the way when not in
use. As will be seen from the illustration, both
these difficulties are overcome by the Gerson
cabinet. It is especially constructed to fit all
styles of machines, and the record tray keeps

the records from the danger of breaking. An-
other feature is the upper tray in which all let-
ters answered on the machine are deposited,
doing away with any chance of mixing, or other
confusion. Mounted on rollers, the cabinet can
be easily swung one side after the work at hand
is finished until needed further. This device is
substantially and neatly ibuilt, and is bound to
have a large sale. The Musical Echo Co., who
are sole distributers, are making the trade an
especially attractive offer, which it will pay all
to investigate.

WANT mJUNCTION DISMISSED.

Yesterday (Friday) in the United States Cir-
cuit Court, New York City, before Judge La-
combe, the case of the American Graphophone
Co. against the International Record Co., Auburn,
N. Y., was down for argument. The motion is
to show cause why the injunction granted by
the same justice some time ago should not be
dismissed, the argument being originally on the
calendar for Oct. 23. With the decision of Judge
Hough, holding the Jones patent for the duplica-
tion of disc patents by the electrotyping process
invalid, this step was taken by the International
Co., who had been enjoined when the United
States Circuit Court of Appeals restrained the
same patent per curiam.

FEATURING FONOTIPIA RECORDS.

The Columbia Phonograph Co., General, New
York, have inaugurated a great campaign of ad-
vertising in the New York daily papers, in which
they are particularly featuring their Fonotipia op-

eratic double disc and indestructible cylinder
records. This is timely, in view of the opening
of the opera season. George P. Metzger, man-
ager of the company's publicity department, is
doing good work along this very effective line.

TALKING PAPER THE LATEST.

New Records May be Folded Up and Carried
In a Man's Coat Pocket — Reproduction Very
Satisfactory — Immense Possibilities of the
New Records — The Result of Twenty Years
of Work by the Inventor.

Notwithstanding the high state of perfection
reached in the manufacture of records, it has
always been a moot question why something
could not be discovered, originated or invented —
as you please — that would or could reproduce an
entire score of an opera, for example. In the
earlier numbers of The World this query was
ably propounded in an interesting editorial. Are
we on the eve of this "consummation devoutly
to be wished?" Simply as a matter of historical
progression it seems something of this kind is
about to be placed on the market. The World
had the privilege of hearing a number of records
made of paper, and while allowing for the
crudity of laboratory samples, as a whole they
were very satisfactory.

The material resembles celluloid in appear-
ance only, but is much more elastic and pliable;
in fact, to such an extent that the record can
be folded into a small compass so as to be
carried in a man's coat pocket, the creases not
interfering the slightest with the sound waves on
the surface, and which, by the way, are neither
vertical nor lateral, but differ entirely from the
lines on the familiar cylinder or disc records.
Doubtless the composition has a basis of fiber,
but will not burn nor explode. The inventor
claims he has been working on the problem for
upward of twenty years. Be that as it may, the
record in question is paper — "talking paper," the
discoverer calls it — and if all he claims can be
supported by practical demonstration in other
than a laboratory way, it looks as if the trade
were about to witness a revolutionary change.
On this "paper" record loudness over brilliancy
is not the object, but rather quality of tone,
which is claimed to be perfectly natural and
true. Trained voices are not required for repro-
duction, and the methods of reproducing is by
a species of photography, the surface of the ma-
terial being sensitized so as to receive clearly
and distinctly a whisper, according to the say
so of the enthusiastic inventor. Primarily, this
new record is intended for commercial purposes,
as telephone messages can be taken or tran-
scribed on the surface in the natural voice of
the person talking, and dictations may also oe
taken direct and sent through the mails, the
same as ordinary correspondence.

At present the concern owning this seemingly
wonderful product are employing the ordinary
disc machine and steel point needle for repro-
ducing. By the time the company are ready for

the market they will have a sapphire point and
a machine of their own, which will make a vast
difference in the sound results.

It cannot be denied that, so far as known, prog-
ress is being made in the direction of continuous
sound reproduction, and on a scale to arouse the
curiosity, if not the wonder, of the inventors,
who have done so much to bring the talking
machine appliances to their present exalted
stage, in itself a marvel. Rolls of this new ma-
terial can be made and utilized, it is alleged,
and the duplication of records is practically in-
stantaneous, tens of thousands can be turned out
daily, in the same manner as paper is run
through a printing press; and a record can be
made easily from every present-day record while
being "run off" by a machine. Here arises a
question of equity — but that is a contention for
the courts to settle, should it ever arise. It
may be The World is anticipating what may
never be accomplished in a commercial sense.
At any rate, the foregoing is a narration of facts,
and therefore deserving more than mere passing
mention. Time — and short at that, the inventor
claims — will establish the falsity or truth of
what now may be regarded as a most interesting
development. The telegraphone, it may be re-
membered, aimed at this same purpose; but as
yet it has never emerged from an experimental
state. This apparatus is costly and of the most
delicate mechanism, whereas the "talking paper"
record is simplicity itself, and the cost of pro-
duction so low as to appear ridiculous in the
telling!

AN AMUSING INCIDENT.

While manager of the Columbia store at Mil-
waukee a great many amusing incidents came to
the observation of the writer. Two carpenters
were engaged to place a stairs from the store floor
to the basement. One was a German, the other
an Irishman. They were both fond of listening to
music, and after each piece they would each make
their respective comments. After they had com-
pleted the opening they placed a plank across
and were surveying their work and incidentally
listening to the music, when a diabolical idea
came into the head of some one to put on the
record "It was the Dutch." The antics of the
German teasing his pal was worth the price of
admission, and when the piece was finished he
commenced to mimic the machine: "Who always
leads the Irish whenever they parade? It is the
Dutch." His fun ended very suddenly, however,
when from the machine came the strains of "It
takes the Irish to beat the Dutch." Pat's inning.
He swung his feet to a level with the German and
pushed him off the plank into the cellar and sat
there singing, "It takes the Irish to beat the
Dutch."

This incident occurred about three days before
St. Patrick's day, and on the following morning
a buxom Irish lady came into the store and asked
for some Irish pieces appropriate for the day
and she was told of the incident and the fate of
the German.

"What was the name of the record?"

"It takes the Irish to beat the Dutch."

"Give me three of them." — A. E. Thomas.

The World is in receipt of an autographed
record of Emile Berliner's address at the banquet
of the N. A. T. M. Jobbers at Atlantic City, last
July, with the compliments of the Victor Co.

FLURSTEDT
bei Apolda i. Th., Germany

E. SAUERLANDT

CHEMISCHE
FABRIK

The largest manufacturing plant in the world devoted
exclusively to the manufacture of Master Waxes for

Gramophone and Phonograph Recording

Sole Manufacturer of

Sauerlandt's Material for Hard Moulded Records

Attention paid to the Manufacture
of any Special Material.

Master-Wax

ALIv MATERIALS PROTECTED
BY PATENTS.

34

THE TALKING T^IACHINE WORLD.

XCL

Columbii

nr HE best peopl
rapidly closj
the exclusive basi

Jobbers and des

How any dealer
the chances of hs
than we can figur

If this coat hap
our honest advice
minute. A "try-c
That is, ask your
ing to let this pro
without getting
right awav — whic
ciding or commit
out all about it, t:
considerable.

The Double-Di
You may as w:
wonder the most
in every part of
ting hold of exclu
in their territory,
destructible Cyli
would be reason e
ering the Colum'
themselves: Yc
Double-Disc for i
single-disc woulc
sell it for men
single-disc will 1
not only better
double value for

And to cap it a
demand right n(
than for single-
only just gotten ;
and a night shift
of new presses a
looks as if we
right on.

It's a live, vit
you have before ;
it's a question v
it!

\Vrile for par'
sive-dealer plan. |

Columbia Phonograph Company

THE TALKING MACHINE WORLD.

35

JSI VE

Dealers

le business are
ip with us on

oth.

. afford to take
1 off, is more

o fit you, take
)ut it on for a
ly, you know,
you are will-
be carried out
Drrespondence
sn't mean de-
3urself. Find
.11 — and that's

come to stay,
e that. No
essive dealers
mtry are get-
(lumbia rights
Columbia In-
Record alone

But consid-
uble-Discs by
a Columbia
)ney than the
/ou — and you
ty than that
ou. And it's
for you, it's
n you sell to.
's a far better
Double-Discs
and we have

A day shift
whole battery
ctory — and it
have to keep

sing question
minute — and
y one side to

of oUr exclu-

I'l, Tribune Building, New York

36

THE TALKtKG MACHINE WORLD.

TRADE NOTES FROM BOSTON.

Big Demand for the "Harry Lauder" Records
— Manager Harris' Good Display — Noticeable
Increase in Business Since Election — New
Attachments Popular — Iver Johnson Co. Find
New Location Helps Business — Personal
Items of Interest — What Various Houses Are
Doing — Dealers' Association Dormant.

(Special to The Talking Machine World.)

Boston, Mass., Nov. 13, 1908.
Everything in the talking machine trade here
in Boston this month is "Harry Lauder," for
the famous Scotch comedian was booked at the
Orpheum Theater here this week, and all the
talking machine dealers got busy. They deco-
rated their windows with Lauder's pictures, put
in hosts of his records and did the thing up
brown.

Manager Harris, of the Houghton & Button
talking machine department, had much the best
showing, for he decorated an entire window with
the Scotch colors, a bust of Burns, and a big
enlargement of Lauder. The Eastern Talking
Machine Co. secured a big three-sheet of Lauder
and put it in their window, while other stores
had photographs and cards, so that it was a
Lauder month at the talking machine stores.

Election time dulness seems to have passed and
every store in the city reports an increase of
business during the past week. The new Edison
attachment and the issue of new records has
acted as a great stimulus to business. Dealers
find, too, that the double record for the disc
machines has served to increase trade amazingly,
with the result that an unusually busy winter
is looked for.

The Iver Johnson Co., since they moved into
their new building, with the increased facilities
and the opportunity for window display, have

First Class Edison & Victor
Plionograpli Business for Sale

Id choice residence section of New York City, No competition .
Fine stock of up-to-date goods. No cut-out records. Attrac-
tive and appropriate fixtures. Mailing list 1. (MM). Established
4 years. Excellent reason for selling. If you want a pay-
ing business, write

"CASH" care of Talking Machine World,

1 Madison Ave., New York
Not a job lot nor a sacrifice sale. No agents inten'iewed.

WILL BUY RETAIL STOFE

Wanted. — Edison and Victor retail store; New
York City; good location; state amount of stock
on hand; also cash price. Address, F. L., care
Talking Machine World, 1 Madison Ave., New
York.

Wanted. — Position as traveling salesman;
have had 3 years' experience on the road and
am thoroughly acquainted with Edison, Victor
and Columbia goods; can furnish best of refer-
ences. Address Box 18, care The Talking Ma-
chine World, 1 Madison Ave., New York City.

FSsffloFTWAN^

As manager of retail talking machine depart-
ment, by a man who has had thirteen years' ex-
perience; capable of filling any position where
executive ability and salesmanship are required;
will come well recommended. Address Imme-
diate, care of The Talking Machine World, 1
Madison Ave., New York.

EXPERT WANTS POSITION

A mechanical expert of 10 years' experience- In
the manufacture and recording of disc records
is now open for an engagement; no objection to
going abroad. Address Box 302, TalkiiiK Ma-
chine World. 1 Madison avenue, New York.

SALESMAN WANTS POSITION

Salesman with a large jobbing house of New
York would like a position as inside or outside
salesman; twelve years' experience. Address,
"C. J.," care The Talking Machine World, 1 Madi-
son Ave., New York.

found that trade has increased to a great extent
and they are very glad that they moved when
they did.

Wholesale Manager Chamberlain, at the East-
em Talking Machine Co., is very optimistic. He
says that he feels from all over New England a
better response and a greater activity in the mar-
ket, and that the recent changes in the record
business have done wonders for the trade in
general. Business in the retail floors there has
picked up a great deal of late.

At the Columbia Phonograph Co. the grand
opera records are being pushed to the fore, and
retail trade here is reported as far ahead of
what it was this week last year. The pleasant,
cool weather which has been vouchsafed to Bos-
ton recently has brought out customers.

The recent improvements in the wholesale de-
partment of M. Steinert & Sons has served to
attract more trade. The quarters are now com-
modious and the addition of the upper room was
beneficial in every way.

General Manager Bobzin, of the Oliver Ditson
Co., has taken a great interest in the growth and
development of the Victor talking machine trade,
in the department inanaged by Mr. Winkelman,
and it was to him that the new rooms were aue.
Mr. Winkelman says that Victor business with
tae Ditson Co. has been a complete surprise, for
they planned for a goodly lot, but got much more
than that. The demand for the higher-priced
records here has developed wonderfully within
the past year.

At the Boston Cycle & Sundry Co., the Edison
line is being pushed more than ever before, es-
pecially since the new records were put on the
market. Manager Andrews finds that the job-
bing trade throughout New England is greatly
interested in this phase of the business, because
they can easily make the customer realize that
he is getting two records for nearly the price
of one. The tray system, which Mr. Andrews
originated, is also booming along on the high
tide of popularity.

Lauder records have been very popular at the
C. E. Osgood Co., and the window display this
week made much of them.

There is talk among some of the salesmen in
the different stores of organizing a bowling
league among talking machine men. This plan
may develop this winter into a strong league, as
some of the boys are great bowlers — or lead peo-
ple to think they are.

The Tosi Phonograph Co., on Hanover street,
furnished music for the patrons of the Boston
Post on election night, making quite a lively and
interesting time of it.

The newly organized National Association of
Phonograph Dealers is in a quiescent state just
at the present time, although plans are under
way for a meeting of those vitally interested
within a short time. Secretary Foley reports that
he is in daily receipt of applications from new
membere from all over the country. He prom-
ises something interesting soon.

RAISES RENT $4,000 A YEAR.

S. B. Davega & Co. Owing to Increase in Rent
Will Remove to Their Wholesale Quarters on
University Place on March 1st.

Owing to an atrocious raise in his leasehold,
from $6,000 to $10,000 a year, after March 1 next
S. B. Davega & Co., one of the best-known and
most successful Edison jobbers and Victor dis-
tributers, at 32 E. 14th street. New York, will
surrender this location and remove the entire
business to their warerooms on University place,
around the corner. With this change they will
discontinue the sporting goods stock and also the
smaller part of their retail trade. Heretofore
the University place store has been devoted ex-
clusively to the wholesale branch of their talk-
ing machine business.

The Pike News Co. send us a photograph of
their very complete exhibit of Victor talking
machines and records at the recent Clarksburg
(\V. Va.) Fair.

GEO. W. LYLE REVIEWS TRIP.

Found Increasing Trade Prosperity at Every
Point Visited — Says Columbia Program Has
Been Approved — Business for September
Shows Increase of 60 Per Cent. Over Pre-
vious Month — Interesting Chat.

George W. Lyle, general manager of the Co-
lumbia Phonograph Co., returned home from his
annual business tour of the United States just in
time to lose his vote at the recent election. Mr.
Lyle says he started out prepared, by all sorts
of signs of the times and by a voluminous cor-
respondence, for an enthusiastic indorsement of
the Columbia Co.'s recent moves, yet with the
firm intention of inaugurating still more en-
thusiasm if possible. He says that the tables
were turned on him from one end of the country
to the other, and most of the time he was re-
ceiving the very thing he had intended to give
out.

The most significant statement Mr. Lyle said
he could make was that, for some reason or other,
all over the country the graphophone business
has been one of the very first to feel the effects
of the general improvement in business condi-
tions. The company's figures for October total a
60 per cent, increase over September, and Sep-
tember had August swamped out of sight. The
factory force at Bridgeport is not only i-unning
to its full capacity, but has already been in-
creased by a night shift, and its manufacturing
facilities added to by a whole battery of new
record presses.

Mr. Lyle, on being asked for the one most im-
portant message he could give to the trade
through The Talking Machine World, said: "The
double disc has come to stay. Dealers and job-
bers all over the country are taking advantage
of the initial demand created by the Columbia
Co.'s extensive and convincing publicity. As we
said in a recent circular to the trade, 'As far as
the Columbia Phonograph Co. is concerned, our
policy is not only determined for the coming
season, but it is already aoing business and a lot
of it.' There is nothing 'up in the air' in the
Columbia program; it's as plain as type can make
it — all settled and settled to stay. I want to say
right here and now that the Columbia Phono-
graph Co. deserve and assume all the responsi-
bility for the introduction of double-disc records
in this country. No one can too strongly empha-
size the extent of our responsibility in this epoch-
making innovation. And in assuming this re-
sponsibility we want likewise to assume all the
credit for having instituted the greatest record-
selling proposition in the history of the business
and all the credit for giving the public more for
their money than ever was given before."

Mr. Lyle observed that in his opinion there
were two principal reasons for the great increase
in talking machine business during the last sixty
days: First, the general improvement in busi-
ness conditions which everybody is familiar with,
and, second, the remarkable way in which the
dealers all over the country have taken hold of
the Columbia double-disc and Indestructible rec-
ord propositions. He added:

"There is no question about the future of the
cylinder business with the Columbia Indestruc-
tible record in the field. There are points enough
that appeal to the average dealer. It's a won-
derful record to demonstrate. The salesman
doesn't have to handle it with any care at all.

A Main Spring Installer

Also VALUABLE TO REMOVE and true up
UNEVEN turntables and spindles, removing
gears from shafts, loosening tight thumb screws,
forcing concert sound-box backs into caps, a tool
holder and other purposes. A sample mailed post
paid for 75c.; if not satisfactory, money refunded.

Manufactured Ofchestraphone Co.

815 Harrison Street. KANSAS CITY, MO.

THE TALKING MACHINE WORLD.

37

and even if lie demonstrates it with an ordinary
reproducer, on any mactiine, its clear, resonant,
brilliant tone is a strong selling point. It may
be used on any machine now on the market — any
length of mandrel, with any reproducer. And
when it is demonstrated with the special Inde-
structible reproducer, it never fails to astonish
the talking machine owner who hears it for the
first time. Moreover, the dealer's shipment
reaches him every time in perfect shape — not one
record ever broken — and coupled with the splen-
did quality of the record itself, this "unbreak-
able" feature enables a good many dealers to sup-
ply customers who cannot come to the stores with
records sent out by mail.

"I am quite ready to predict," said Mr. Lyie,
"that the Columbia Phonograph Co. has just put
in the firet two months of a season which is
sure to be reported as the biggest year's business
in its history. The company's policy of estab-
lishing exclusive dealers and jobbers and giving
them exclusive selling rights has made every
wide-awake talking machine man sit up and
think. The mail in the wholesale department on
my return looked as if certainly 50 per cent, of
all the dealers in the United States had already
taken up the question of exclusive handling of
Columbia goods in their territory. The other
50 per cent, ought to make inquiry pretty soon
before the whole country is signed up."

LEO KOHN'S SUGGESTIONS

Worthy the Consideration of Record IVlanufac-
turers — High Class Records by Less Re-
nowned Artists Suggested.

Leo Kohn, of Seattle, Wash., in the course of
an interesting letter to The World, says: "A
certain governor informed another governor that

it was a long time between I do not

quite remember what; but I do say: long time
between receiving bills, for I do not remember
the arrival of one. Por safety and that I may
not fall in contempt, please find post office order
amounting to $1, to soothe the publisher's wrath.
You have, more than likely, been instrumental
in having the disc manufacturers favor us with
the issue of the vocal quartette of 'Rigoletto' and
the sextette of 'Lucia.' Our gratitude is due,
both to the suggestor and to the executor. As I
corresponded with you in behalf of this innova-
tion, permit now two suggestions for the manu-
facturer. Nobody can possibly complain about
the price of the above named records when stars,
such as Sembrich and Caruso sing for us for
three hours at the opera houses, while we have
their voices for all times. But not everybody
can afford to go to the grand opera; then why
not produce good duets, arios, and so forth, by
less renowned artists on the black seal discs in
order to popularize them, placing them within
reach of everybody, thereby acting as a popular
educator. Both the Victor as well as the Colum-
bia people issued excellent ensemble songs, one
of the first trios as far as I can remember, ten
or 12 years ago, was the 'Atilla' trio 6-in disc,
which was good, the 12th Mass of Mozart is not
bad, and the Columbia production of "Lo, Listen
to the Lark" is also creditable. Now, I would
suggest that the most meritorious compositions
be reproduced upon the red seal and the more
popular ones on black; for the first, such as
Oroveso, with the priests chorus in "Norma,"
the duet of Norma and Adelgise, same opera,
the duet of Bertram and Robert in "Robert, the
Devil," the final chorus of Frieschiitz, the final
"Faust" or "Aida," and for the cheaper ones
there is any amount of material: The quartette
of "Martha," the midnight song; the duet be-
tween Nancy and Martha of same opera, which,
by the way, was published about twelve years
ago by the Berliner Co., and sung by Mme.
Chalia and Mme. Frankel, a very well sung duet,
and was then well received.

"Another suggestion; the gap between the
heavy opera and typical popular songs is hardly
properly filled in the talking machine record line.
Whilst one may be too heavy for some, the other
may be light and flippant for the music lover.
A happy medium would be certainly struck with

the arrival of the opera buffo order, the com-
posers of which will never die, whilst the present
compositions survive themselves and are soon
forgotten. I refer to Offenbach, Supp6, Audran,
Strauss and others."

PATHE FRERES' REPRESENTATIVE

Sails for Europe After Closing Canadian
Agency.

R. J. Hately, of the London staff of Pathe
Freres, sailed from New York last Wednesday
on the Lucania. Mr. Hately has been spending
some time in Canada looking after the interests
of his company in that country. While there
he arranged with the Bell Piano Co., of Toronto,

li. J. HATELT.

to represent the Pathe record and sound-box
product in that city.

Mr. Hately, while young in years, is a veteran
in the talking machine world, having been
associated with the industry almost since its in-
ception, and he has always kept in touch with
its marvelous growth. He has the history of the
trade in Europe and America at his finger tips,
and is an ardent advocate of the product which
he represents.

LOUIS F. GEISSLER IN NEW YORK.

Louis F. Geissler, general manager of the
Victor Distributing and Export Co., Camden,
N. J., was in New York last week calling on the
leading Victor distribU|tors. His estimate of
trade for the remainder of the year was placed
in large figures.

NOTES FROM THE EMERALD ISLE.

Department of Agriculture and Technical In-
struction for Ireland Adopt the 1. C. S.
Language System — Big Sales of Edisons.

(Special to The Talking Machine World.)

Belfast, Ireland, Nov. 4, 1908.

It will interest readers of The World to know
that the British government through one of its
important departments, has in a practical man-
ner, not only evinced its interest in the "talker"
as a language teacher, but thereby recognized
its capability as an educator.

During October "The Department of Agriculture
and Technical Instruction for Ireland," adopted
the I. C. S. language system and the equipment
consisting of a complete set of records, text-
books and an Edison "Home" phonograph has been
supplied by the well known jobber, T. Bdens
Osborne of this city. Furthermore George Flet-
cher, the assistant secretary, in respect to the
technical instruction section of the department,*
who, in person ordered the outfit, has expressed
himself exceedingly well pleased therewith. This
encomium emanating from such an important
source must be gratifying to the International
Correspondence Schools, whoso interesting adver-
tisements appear so regularly in The World.

As an indication of the popularity of Edison
phonographs in Belfast, it may be mentioned that,
although only two months of the winter season
have elapsed, the principal jobber (Osborne) has
received during that period 83 Gems, 30 Stand-
ards, and 6 Homes, or in the aggregate 119 instru-
ments and some thousands of records. Mr. Os-
borne, by the way, does not approve of the job-
bers' limitation clause just announced by the
National Co.

REASONS FOR DELAY IN SHIPMENT.

Such delay as has occurred in the delivery of
the Amberol record equipment by the National
Phonograph Co. has been due to having an in-
adequate supply of sapphire points. This work
is of the most delicate nature, making a point a
17/1, 000th part of an inch, and workmen had to
be drilled to the task. It took more time than
was anticipated, but now that department is
rendering a splendid account of itself, and is
kept going twenty-four hours daily, with three
shifts. A large quantity of Amberol goods have
also been shipped abroad.

The Toledo Novelty & Post Card Co., Toledo.
O., have incorporated with a capital stock of
$5,000. Incorporators: A. P. Garns, and others.

LOOK HERE!

Very
Loud and
Clear— Very

Mild and Sweet
— Either Tone All
in One Needle.

They Improve
the Tone Fully
One Hundred
Per Cent.

Made of the Finest
Quality Specially
Tempered Steel.
Will Outlast Any
Other Needle
Ever Made.

SPECIAL INDUCEMENT!

To each dealer sending us $3.50 we will send Ten Thousand of our new
"MAGNETIC NEEDLES" and a handsome felt banner, 15x30 in.
FREE. Suitable for any showroom or window, showing our trade-
mark and the words "ASK TO HEAR MAGNETIC NEEDLES, '

"FOR SALE HERE.'

One Trial Will Convince You of Their Immense Superiority
Over All Others.
ONCE TRIED, ALWAYS USED.

RETAIL
PRICE
TEN CENTS
PER HUNDRED

Clearest and
Most Natural
Sounding in
the World.

DEALERS
PRICE
THIRTY-FIVE
CENTS
PER
1000

B. DAVEGA COMPANY

1 26 U^iiversity Place, New York City

EDISON JOBBERS

VICTOR DISTRIBUTORS

Get on our mailing list, you will find it to your advantage.

38

THE TALKING MACHINE WORLD.

THE AUXETOPHONE AS AN ORCHESTRAL PROPOSITION.

The rapid rise of the talking machine from
the role of toy and novelty to that of artist was
exemplified in a most interesting manner during
the recent Pittshurg (Pa.) Exposition, when Ar-
thur Pryor and his superb band of fifty pieces
accompanied a Victor talking machine placed
upon the platform in the Exposition Music Hall.
The performance was greeted with great out-
bursts of applause by the large audience com-
posed of some of the "best" people of the city.

Regarding the Victor as a growing factor in

THE ADXETOPHONE OBCHfiSTKA CONCERTS AT THE HOTEL SCHEXUST, riTTSBUKGH.

array of talent of sufficient breadth and variety
to make up an all-star concert program for every
day in the year, that could not otherwise be
arranged by the most ambitious individual with
unlimited capital at his disposal.

The advertising derived from these public con-
certs should not be lost sight of. Wherever the
Victor is played in public it is sure to attract
attention and cause favorable comment. Hun-
dreds of people who hear the Victor in the music
rooms of the big hotels imagine they are listen-
ing to a living
singer. Disclosure
of the true source
of the music
evokes expres-
sions of wonder-
ment and admira-
tion, with the re-
sult that the Vic-
tor's marvelous
powers are vivid-
ly advertised in
an endless chain
b y "word o f
mouth."

No shrewder ad-
vertiser ever lived
than the well-
known merchant,
John Wanamaker,
and in the great
Wanamaker de-
partment store,
Philadelphia, the
Victor is used as
a drawing card.
Auxetophone con-
certs are given
daily in Egyptian
Hall, the sumptu-

THE INTERCHANGEABLE
AUTOMATIC STOPPER

Operates perfectly for all Edison Phonographs ;
as easy to attach and adjust as placing a record on
the machine.

It is the cheapest, most practical
and effective Automatic Stop on the
market.

Sample mailed to dealers, post paid, 30c.; if not
satisfactory in every way, money refunded.

Manufactured QRCHESTRAPHONE CO.

815 Harrison Street, KANSAS CITY, MO.

the musical world, the Voice of the Victor says:
"Musical organizations everywhere are waking
up to the Victor's fine musical qualities and to
the possibilities that the Victor holds out in con-
junction with band and orchestra programs.

"Many of the largest hotels and restaurants in
the country are using the Victor for concert pur-
poses in connection with their regular orchestras,
among them being
such fashionable
hostelries as the
Waldorf - Astoria,
the Cafe Martin
and Cafe de Beaux
Arts, New York ;
the Bellevue-Strat-
ford, Bingham and
Bdouard, Philadel-
phia; the Fort Pitt
and Hotel Schen-
ley, Pittsburg; The
Plankington, Mil-
waukee, Wis., and
a score of others.

A vocal soloist is
invariably a big
addition to an in-
strumental p r 0 -
gram, but vocal-
ists, even of the
mediocre sort, are

not to be found at the rate that the aver-
age hotel management is willing to pay.
Here the advantage of the Victor is man
fest, for, with a moderate outlay, it is pos-
sible to engage the services of, not one singer of
ordinary ability, but a group of artists of world-
wide renown. The Victor Red Seal list offers an

ously-appointed music hall at Wanamaker's.

"MEDIUM FOR RESULT GETTING"

Is the Term Applied to The World by the Co-
lumbia Phonograph Co.

From time to time this publication is in re-

parts of the world, for it circulates in every land
on earth. The subjoined from the Columbia
Phonograph Co. is a compliment from a great
producing house which is full}- appreciated:

New York, Nov. 11, 1908.
"Mr. Edward Lyman Bill, Editor The Talking
Machine World:
"Dear Sir — We are constrained at this time to
express in unmeasured terms our appreciation
of The Talking Machine World as a medium for
advertising, and what is more to the point, a
medium for result-getting of the very highest
order.

"Of course, our recent double-disc announce-
ment was bound to bring results in anj- case,
and would have done so in practically any pub-
lication in which it might have appeared. But
to say that results from The Talking Machine
World have been 'satisfactory' would be far less
than the truth.

"The Columbia double-disc record announcement
has marked a new era in the record and grapho-
phone industry. We knew the trade were ripe
for it, but the project has already 'caught on' to
a degree such as even we ourselves scarcely
anticipated.

"There can be no actual prediction made at
this moment of the full extent to which the intro-
duction of a complete line of double discs by the
Columbia Phonograph Co. will revolutionize the
general record business m North America, but
one prediction there is that is eminently safe:
The Columbia Phonograph Co. will continue to
give the Columbia dealer the best line of goods
in the world. It is also fairly safe to predict
that the Columbia Phonograph C-o. will continue

ceipt of unsolicited testimonials from advertisers
who have praised in strong terms the pulling
powers of this publication as an advertising me-
dium. They have come from all over the coun-
try, and clients have not hesitated to say that
The World has been a powerful force in building
their business not only in America but in all

lo advertise in The Talking Machine World.'
Yours very truly,

"Columbia PnoNOQisArii Co.. Gknkral."

The ''MELLO-TONE"

is the only PERFECT ATTACHMENT for modifying
and regulating the volume of sound on any style or size
of TALKING MACHINE or PHONOGRAPH.

Produces Natural Tone

Makes TalkiriK Machines More Musical

PRICE SI. 00 EACH

Manufncturrd by

CO.

IHE MELLO-TONE

SPRINGFIELD. MASS.

Kirw York Office and Export Department

92 Beaver Street, New York, U. S. A.

E. K. Phillips quite recently assumed the office
of manager of the credit department of the Na-
tional Phonograph Co., Orange. N. J., with his
headquarters in New York. Mr. Phillips has oc-
cupied the iwsition of manager of salesmen, the
duties of which he will continue to look after
also. This relieves F. K. Dolbeer of the credit
affairs and will give him wider scope.

THE TALKING MACHINE WORLD.

39

All Aboard for Prosperity!

A CLEAR TRACK AND THE RIGHT OF WAY !

THE DEMON OF DISTRUST HAS BEEN ROUTED. Thedis.

turbing possibilities of a presidential election are in the past, and the Prosperity
Special is ready to start with a full head of steam, A[ow is the time to get aboard.

PESSIMIST DOG

0PT(M15T »0G

The Pessimist Dog Is on the Run.

Now is the time to join ttie Optimist So-
ciety. Get out in tlie suniigtit and put on
a look of relieved gladness. Thanksgiving
Day is coming. Factories are beginning to
operate with full forces. The mails are full
of new orders and maybe salaries will be
raised. Stranger things have happened.
At any rate, we have four years of golden
possibilities ahead, and now is the time to
get on the Band Wagon and be close to the
music.

Confidence Has Come Out of Its Hole.

The spirit of confidence, which for some
months has been in mo'dest retirement, came
out a day or two ago and is in our midst.
Some one asked the question, "Shall the
People Rule?" and the answer given by a
gigantic chorus of 8,000,000 was so loud
that confidence was awakened from its
fainting spell and came out to see what
the celebration was all about.

INTERESTING FACTS:

<| Wholesale only.

(J Orders shipped the same day received.

CJf Goods shipped you in exactly the same condition as

received by us from the factory,
<I[ You might consider us your warehouse.
<1[ IVe refer all retail inquiries to you.
<1| The largest and most complete stock in the country.
<j| Orders filled complete.
<! "The Cabinet that Matches."

<II The most complete repair department in the country.
Q Service — Good Service doesn't cost any more, the same
discount applies.

WANT ADS.
Help Wanted

WANTED — Stenog-
rapher ; must be neat
and rapid ; blonde pre-
ferred.

A. M. CO., Chicago.

WILL gentleman who
applied for position
and was told to call
again, please do so at
once?

A MANUFACTURER.

FOR SAL E — Horse ;

owner wishes to buy
an automobile. A. D. G.

WANTED — 100,000
people to do their
Chris tmas shopping
early.

A MERCHANT.

MEN
WANTED.

APPLY
EVERY-
WHERE.

RECORDSand

SUPPLIER

72-74 WABASH AVE., CHICAGO, ILL. "^Im:^

40

THE TALKING iMACfflNE WORLD.

VICTOR CO. AFTER PRICE CUTTERS.

Final Decree Entered Against Bernard Bear-
wald Restraining Him from Price Cutting.

In the Voice of the Victor for Xovember ihe
Victor Co. publish the following open letter to
their dealers, emphasizing their firm stand
against any form of price cutting on Victor
goods:

To Victor Dealers — In order that you may
appreciate our constant efforts to enjoin sales of
our patented goods at prices less than the
licensed price, we call your attention to still
another case in which we have recently been suc-
cessful in enjoining such infringement, com-
monly known as price cutting. In our suit
against Bernard Bearwald in the United States
Circuit Court, Southern District of New York,
for infringement of our Berliner Patent No.
534,543, a decree was entered in favor of the
Victor Co., not long since, granting preliminary
injunction and restraining the defendant from
selling Victor records and machines at less than
the licensed price, the defendant being repre-
sented by counsel, and opposing the motion. We
have just been advised by our counsel, Horace
Pettit, Esq., that a final decree has been entered
against the said defendant, costs taxed, and exe-
cution was issued on September 29, 1908, the
amount of which the defendant has just been
compelled to pay.

We send you this memorandum so that you
may know that we are diligently prosecuting all
instances of infringement by cutting prices, as
soon as we have satisfactory evidence of the
facts.

sion to take some pictures, for use in a 5-cent
theater to illustrate a pictorial slide entitled "A
Day at the Stock Yards."

"I will first take a set of moving pictures,"
he said, '"and then get a record for the phono-
graph." He then caught squeals of hogs as they
were hoisted to death.

BLACKMAN USES AUTO FOR SELLING.

BIG CALL FOR VICTOR AUXETOPHONES.

The demand for Victor Auxetophones is said to
exceed the supply, and the factory is ha'V'ing its
hands full keeping up with orders. The latest
development is the use of the Auxetophone
in connection with orchestras. The instrumental
music wich the vocal rendition of the famous
Red Seal records makes a combination most
pleasing and harmonious. It has made a hit
wherever introduced. An orchestra must be re-
hearsed with the Auxetophone in order to get the
pitch and tone quality. After this is accom-
plished the program of an instrument is very
much enhanced. The leading hotels and restau-
rants are adopting the arrangement as quickly
as the Auxetophones are delivered.

LOESER'S AUXETOPHONE RECITALS.

CAUTION LABEL ON DOUBLE DISCS.

The manufacture of double-faced Victor rec-
ords has made it impossible to stamp the usual
caution label on the back, so a new label has
been designed that will bear all information and
"warnings" on its face, the price being plainly
printea in the center around the hole. The new
labels will gradually make their appearance on
Victor records and the colors will remain the
same as now used, that is, black with gold let-
ters on the 60-cent and fl records, and red with
gold letters on the Red Seal classes.

Frederick Loeser & Co., the big Brooklyn,
N. Y., department store, who are distributers in
that city for Victor talking machines and rec-
ords, hold bi-weekly Auxetophone recitals, which
they advertise extensivelj' and which are in-
variably attended by large crowds, among whom
many purchasers are found.

WOOD WITH MANUFACTURERS' OUTLET
COMPANY.

PIG SQUEALS FOR PHONOGRAPH.

(Special to The Talking Machine World.)

Chicago, Nov. 9, 1908.
An inventive genius has discovered that there
is money in a pig's squeal. So that which P. D.
Armour said was the only thing that went to waste
at the stock yards now has a commercial value.

A man carrying a camera and a machine for
making phonograph records presented himself
Saturday at the stock yards and asked permis-

After being with the Regina Co., manufactur-
ers of a line of music boxes and other widely-
known automatic instruments, Rahway, N. J.,
for many years, attached to the selling corps at
the New York store, John J. Wood resigned on
November 7 to accept a position of trust and im-
portance with the Manufacturers' Outlet Co.,
New York. Mr. Wood is a capable salesman,
with a pleasing personality, and was an efficient
lieutenant of J. B. Furber, formerly general
manager of the Regina Co., and now treasurer
and one of the owners of the M. O. Co.

If a man puts all that is in him into his busi-
ness, it will give him back all that is in it.

Crown Talking Machines

AIND

PEASE SIDE LINES

Will Make $ $ $ for You

Secure the Agency by writing NOW

E. S. PEASE,

HUDSON TERMINAL BLDGS.,
50 Church Street

NEW YORK

Long Island Thoroughly Covered and Good Re-
sults Obtained.

During the last month J. Newcomb Blackman,
president, and R. B. Caldwell, vice-president of
the Blackman Talking Machine Co., made two
trips on Long Island, calling on practically every
dealer. Mr. Blackman acted in the capacity of

.T. X. BLACKSlAN TOnEIXG FOE TBADB.

chauffeur, but arranged speeding in localities
where constables were not in evidence.

In describing the trip, Mr. Blackman says an
automobile, in perfect running order, is a won-
derful help in covering ground and avoids de-
lays. He also is a firm believer that it is best
to meet the trade personally, as it insures better
confidence between the concern and its customer.

At the end of each day's run, however, it was
questionable whether he was the "White Black-
man" from appearances. The automobile is be-
coming a great factor in business, and Mr. Black-
man's salesmen have already presented a peti-
tion to have one supplied for their use.

THE EBERHART DISC RECORD HOLDER.

The Eberhart disc record holder is one of the
latest features embodied in the Herzog cabinets.
Style 813 in the Herzog Co.'s advertisement else-
where shows these record holders in place. This
holder provides a protected division for each
record, in which scraping is eliminated. A posi-
tion in which records will not warp. A cushion
at the back preventing edges from chipping. A
number and index for each record, to locate, re-
move and replace in a few seconds. A very rapid
storing system where records are marked with
Eberhart's white ink.

It is claimed by the inventor that the use of
these record holders will remove many of the
evils attendant upon the handling and storing of
discs. They are sold at a popular price, and
can be procured by dealers from the jobbing
trade. The Herzog Art Furniture Co. not only
recommend this holder to the trade, but also
offer to equip all their disc cabinets with it, that
are ordered, at the same prices as the Eberhart
Disc Record Holder Co. quote to the jobbers.

VICTOR DISTRIBUTING & EXPORT CO.

With the Victor Distributing and Export Co.,
New York, business for October was better than
any mouth since January. Their entire travel-
ing force is out, and orders are not lacking.
They have fitted up a special room for demon-
strating the Auxetophone in connection with an
orchestra. A number of important sales have
been effected in this wav.

INCORPORATES FOR $1,200,000.

The Empire Talking Machine Co., recently in-
corporated in New York with a capital of $1,-
20(1.000, to market a new product, will be pre-
pared to announce its nature and their plans
within a few weeks. The directors are John
Noll. William T. .Jenkins, and S. W. Slavden.

THE TALKING MACHINE WORLD.

41

TIMELY TALKS ON TIMELY TOPICS

The three big manufacturing companies are
again resuming their old-time activity and re-
ports of congested conditions are once more rife.
With the Amberol record a huge success, the
works of the National Phonograph Co., Orange,
N. J., have never been so busy. Their payroll
last week, according to General Manager Wil-
son, was the heaviest in the history of the com-
pany, and the demand for the new record and
attachments has not abated a particle; on the
contrary, their sales have increased. The situa-
tion is about the same with the Victor Talking
Machine Co., at Camden, N. J., who are behind
on Auxetophones and double-sided records, with
the plant running overtime. The factory of the
Columbia Phonograph Co., General, Bridgeport,
Conn., according to the officers of the company,
is being operated full up in every department,
as is also their Indestructible cylinder plant in
Albany, N. Y. Jobbers and dealers are prepar-
ing for a holiday trade of unusual proportions
and quite in contrast with that of last year.
Early indications of an active business are al-
ready in evidence.

Notwithstanding the attitude of the jobbeis, it
is believed by a number of the observing dis-
tributers that the duplex or double-faced disc
record will be supported and approved by the
consumer or buying public. Possibly It is too
soon to pass judgment on this veiy important
question, and therefore The World only records
an impression gathered in confidential discus-
sions of the outlook with keen, far-sighted con-
cerns, who may have preconceived, prejudicial
notions as to the value of a selling proposition,
but are ready to reverse themselves should facts
prove their judgment at fault.

Think of a company incorporated with a capi-
tal of over a million dollars to manufacture and
market a reproducer! H is a fact, neverthe-
less. The inventor is a "rank outsider," so to
speak, having been a telephone lineman, and is
quite a young man. The company or the san-
guine originator of this device are not inclined
to exhibit it as yet for trade inspection or
criticism, but will later when their plans are
perfected. The reproducer is to be sold in con-
nection with a tone arm, and for the modest
price of $15! That is going some.

One of the "talent," a well-known artist in his
special line, who has traveled the country over
many times as a theatrical headliner, in speaking
of the great campaign of advertising carried on
by the companies whose names are as household
words, said: "In going through the Far West
I never saw so much enterprise displayed as is
shown by the talking machine people. For ex-
ample, in Colorado^ where the law prohibits the
use of scenery and public places for advertising
purposes, at one time a very enterprising chap
went through the mountains decorating the most
prominent and picturesque places with well-
executed signs of 'the Victor dog.' They looked
beautiful; but the authorities got offer the
aggressive advertising proposition, and in fear of
having the statute enforced he followed his own
tracks, obliterating every sign under pressure.
I also observed that the 'old couple' in Masse-
net's painting, the rapt listeners to the Edison
phonograph, were also pictured in the most unex-
pected places. Both of these examples of pub-
licity appealed to me as excellent examples of
great advertising, and the effect on the public
must have been as impressive as on myself."

A short time since a plan for controlling the
output of shellac — ^that essential material in the
manufacture of disc records — was proposed to a
group of New York capitalists. The scheme, as
figured by the daring promoter, would require
from $12,000,000 to $20,000,000, and the proposal
was given attention by the financiers approached.
In truth, the matter is still under advisement.

getting a set-back not long ago by the failure
of one, if not the largest, importers of shellac
in this country, involving over $2,000,000. One
of the largest disc record makers in the world
was approached previous to seeing the moneyed
men, but they declined to take hold, though it
was demonstrated that there would be a saving
of half a million dollars on their pait, not to
mention other sources of profit.

One of the drawbacks connected with the use
of the phonograph is the constant attention
which it required to give the instrument during
its operation so that it is almost impossible for
the operator to derive any great amount of pleas-
ure from the performance. Others sit around
and drink in the sweet strains of the music or
the merriment of the monologue, but the operator
must be on the alert constantly to see that the
records are not damaged and that they must be
changed as desired. If an encore is desired it
is necessary for him to turn the needle back to
the starting point. An inventor of Canton, O.,
has made an attachment by which the operation
of the instrument is controlled automatically
with the exception of the winding. The modern
phonographs are supplied with powerful springs
so that this task is reduced to a minimum. With
the new feature it is possible to have the instru-
ment play any part or the whole of the record
and then stop or repeat as desired. The inven-
tion is not yet on the market, but will be at an
early date.

The mail order houses in the Middle West are
cutting into the record sales of the regular dealer
and jobber. Of course, the records handled by
these price-cutting establishments are not the
protected lines, whose excellence as to finish,
tone quality and variety of repertoire stand un-
equaled. The usual methods followed by the
catalog concerns are being closely adhered to,
and the buying public are more or less- deceived
in the character of the goods offered. To be
sure, the mail order houses in question buy rec-
ords— disc exclusively — in great quantities, and
these orders are eagerly sought by manufactur-
ers who are desirous of such business, and as
no legal restraint can be invoked against them for
selling at any old price they please, naturally
they have an advantage over the legitimate talk-
ing machine dealer, whose trade is t'lreatened.
These catalog house records are stencil goods,

and the wide-awake, aggressive dealer should
take particular pains to make his trade acquaint-
ed with this condemning fact, and impart such
other information as will make everyone fully
acquainted with the merits and demerits between
the legitimate and the mail order line of rec-
ords.

Recording laboratories are busier now than
they have been for mouths, preparing for the
fall trade. The "talent" have hailed this revival
with pseons of joy, as their services are again
steadily in demand. For a while the artists com-
menced to recognize something was wrong in the
business of the country, a condition decidedly
unpalatable to the gentlemen of the millifluous
voices. Now that a change has come, and their
services are once more figured by "dates," they
are happy accordingly, and refer to the coming
fall trade in a florid vein of optimism.

Never has the moving picture business been so
prosperous as at the present time, especially
when they are operated in connection with the
talking machine. This combination is the great
attraction wherever introduced, and the demand
for the synchronous machine is heavy. The re-
sults obtained are very satisfactory, indeed; in
fact, the illusion is well-nigh perfect. On top
of this press of business comes the report that
price-cutting is rapidly becoming a bane among
the moving picture manufacturers, who are rush-
ing their goods on the market and selling at
figures that the conservative concerns declare is
ruinous. It is therefore proposed that the prin-
cipal firms get together before too much damage
is infiicted, and establish a schedule of selling
rates which will return a fair profit and at the
same time be conducive to a healthy tone of the
business as a whole.

At this time and date when the talking ma-
chine is no longer considered a wonder, but al-
most a necessity, the early days of the business
are fondly recalled by the "old timers." Using
this description advisedly of the men who were
in the game from the first, as they are very few
who are indeed old as to age, excepting possibly
Thomas A. Edison and Edward N. Easton, and
both of these eminent gentlemen would rather
resent the soft impeachment, stories are nar-
rated of the financial difficulties encountered in
those strenuous times as well as other incidents
of "field and fiood," so to speak. These tales
are usually brought forth by some reference to
the apparently endless litigation that has fol-
lowed every development of the trade that has

Canadian Representatives
THE R. S. WILUAMS & SONS COMPANY
TORONTO and WINNIPEG

Trays and Labels

Used in connection with

The Monarch Midget
Special

THE illustration shows our popular Monarch
Midget Revolving Rack with special open-
ings of a sufficient size to accommodate
Blackman's Folding Record Trays or other stand-
ard size tray equipped with Rapke Labels. The
price of the Rack is the same as the Standard,
but in ordering, be particular to mention the word
SPECIAL.

Holds 200 records ; does one-half of your
selling. Get busy to-day.

PRICE TO DEALERS. $10.00
Order from your Jobber — he has them

Syracuse Wire Works

SYRACUSE, NEW YORK

42

THE TALKING MACfflNE WORLD.

been involved in the great number of patents
which mark every step.

The other day reminiscences of this liind were
in order, and then it was related how Jesse H.
Lippincott, who undertook to market the first
phonograph — the old wax record — had paid
$800,000 cash for the privilege, organizing the
North American Phonograph Co. — of litigious
memory — for the purpose. The first machine
was taken to Washington, D. C, to be patented,
and that inside of fifteen days it was altered as
many times before the papers were finally issued.
In the meantime Lippincott was in New York in
a frenzy of impatience waiting for the patent,
with men clamoring for selling territory and
eager to pay over the money on the spot, but no
title could be conveyed until the device had been
patented. After this difilculty was overcome
then everybody started in to make money.

For a number of years the shellac market
was in a panicky condition, owing to the scar-
city of raw material. The crop in India, where
the gum grows, had been practically destroyed
by a parasitic insect. It takes quite three years
for the trees upon which shellac grows to be
renewed, and it is possible this period has
finally been passed, as the price has fallen to a
reasonable figure. As shellac forms the greater
proportion of the material used in disc records,
this meant a great deal to the record manufac-
turers, and at times caused no little uneasiness
to them.

Appreciation should be a stimulant, not a seda-
tive. A well-balanced man will not be spoiled
by words of praise. If told he has talent, he
will not cease work. There is a fatal lack in
the character which is spoiled instead of in-
spired by appreciation.

To American
Dealers:

HERE IS YOUR OPPORTUNITY
TO SECURE TRADE
WINNERS

If you desire a splendid line of talk-
ing machines which challenge any on
the American market so far as tone,
quality and finish are concerned, in-
vestigate THE KLINGSOR MA-
CHINES. They are made in a variety
of models and are especially adapted
for export trade.

We have just issued a superb cat-
alogue, showing the various styles
which we manufacture and this will be
mailed free upon application to any
name, to any part of the world.

The "KLINGSOR " is an original
talking machine, for which patents
have been issued in America. The
case designs are unique and striking.
They will attract attention in any ware-
room. The scientific combination of
the strings with double sounding board
enhances the natural tone. Disc
records of any size or make can be
used on the "KLINGSOR " machine,
some of which are fitted with coin-
operating attachments.

This Is a marvelous product, original In every
way, anil American dealers who desire some-
thlnii absolutely striking and In every way a quick
seller, should lose no time In communicating
with us.

H. LANGE'S Successors,

KSTAm.I.SHKI) IHSI

21 Little Portland St., Oxford Circus,
LONDON, W., ENG.

CAN ONLY HANDLE VICTOR GOODS.

Victor Talking Machine Co. Issue Notice to
Distributors to the Above Effect This Week
— Zonophone Products Only Exception.

The Victor Tallcing Macliine Co., Camden, N. J.,
have notified their distributers that hereafter
only the Victor line can be handled by them,
excepting goods made by the Universal Talking
Machine Co., Newark, N. J. The circular letter
received by the trade Monday is as follows:

"Important Announcement — To all Victor Dis-
tributers: We beg to notify you that on and
after this date, Oct. 15, 1908, we will refuse to
fill orders for Victor talking machines, records
and other Victor supplies, patented under our
patents, from distributers handling other lines of
disc talking machines and disc records, excepting
such other second-handed machines as may have
been taken in trade in part payment for said
Victor talking machines.

"This is not meant to preclude the sale or dis-
position of such other disc talking machines and
disc records as may be at this moment in the
stock of distributers, but any further purchases
on and after this date of other disc machines and
records, excepting only those of the Universal
Talking Machine Mfg. Co., a licensee (manufac-
turers of Zonophone disc talking machines and
records), will cause the immediate withdrawal of
all distributers' discounts and privileges under
the contract."

A letter of instructions, goiiig into the details
of the foregoing announcement, and the reasons
why the company have taken this step, accompa-
nied the above. It is of some length. The National
Phonograph Co., Orange, N. J., had already noti-
fied their jobbers to the same effect regarding
Edison goods, and which went into force Oct. 1,
excepting where extensions were specially made.

RECORDS SHOULD BE CLEAN.

Importance of Cleaning Record Surfaces Ex-
plained by J. Newcomb Blackman.

The aim of the record manufacturer has been
to produce a record that would give the best
reproduction with the least friction and wear, in
order to insure the life of the record. Disc rec-
ords are made of a material to withstand the
wear and tear of the needle, and at the same
time insure a smooth surface. Although a sap-
phire point is used with cylinder records, the
record is of softer material than the disc, so that
the friction is probably very much in the same
proportion.

Dirt and dust on the surface of either a disc
or cylinder record acts as a grinding material
and seriously affects the reproduction.

In the case of the new Edison Amberol record
the threads and the sound engravings are so fine
that the importance of an absolutely clean sur-
face to avoid this friction is apparent. To auto-
matically insure this, Mr. Blackman recommends
the use of the Place Automatic Record Brush,
which is described and illustrated in the Black-
man Co.'s advertisement on page 24 of this issue.

SUED FOR VIOLATING CONTRACTS.

National Phonograph Co. Obtain Preliminary
Injunction Against V\/right & Metzler — Final
Decree Against Gent & Eagen — Business
Agreements Must be Lived Up to.

The National Phonograph Co., Orange, N. J.,
liave recently obtained a preliminary injunction
from the United States Circuit Court, west-
ern district of Pennsylvania, against Wright
& Metzler, Connellsville, Pa.. who are
charged with Infringing patents No. 782,375
and 708, •178. The defendants are enjoined "from
soiling or advertising for sale Edison phono-
gi aptis or parts thereof, records or blanks, at less
than current list prices, or violating in any man-
ner whatsoever their license agreements of De-
cember G, 1905, and October 26, 1907."

A final decree was also Issued by the same
court, October 13, against Gent & Eagen, Oil City,
Pa., for violating the selling system of the Na-
tional Phonograph Co. In this case the defen-
dants were not authorized or signed Edison deal-
ers, and they claimed to have obtained the goods
without notice of the restrictions. The company
waived an accounting and the defendants con-
sented to a final decree and perpetual injunction.
The defense, however, were assessed the costs and
disbursements of the complainants in bringing
the suit.

VICTOR VS. LEEDS & CATnU SUIT.

Two cases of the Victor Talking Machine Co ,
Camden, N. J., against the Leeds & Catlin Co.,
New York, that were on the calendar of the
United States Circuit Court, southern district of
New York, before Judge Hazel, in which the
method for attaching labels to disc records was at
issue and up for a hearing on a demurrer, have
been changed, according to the attorney for the
defense. The patent covering the process is owned
by the Victor Co., and they have discontinued one
suit. The other will be argued at the next ses'
sion of the court.

There was once a man who didn't advertise—
said it was a waste of money, for everybody
knew him and the line he handled. There is
a new name over the door to-day.

SIDE LINES
AND MONEY

^ Are you interested in special-
ties — business getters — money
makers that will help out j'our
regular talking machine trade hy
drawing more people to j^our
store and put more dollars in your
pocket through sales which j'ou
will make ?

^ We presume yon are because
business men who are progres-
sive are looking for opportunities
to expand. They do not believe
in the contraction polic3\

^ To use the colloquial expres-
sion, we can "put you next," and
"putting" in this case means
that we can place j'ou in touch
with manufacturers of side lines
which you can handle harmoni-
ously in connection wifh talking
machines.

^ The more trade which can be
drawn to your store the better it
will be and there are plent}' of
side lines which can be handled
greatly to the profit of regular
dealers.

^ We have detailed a member
of the World staff to investigate
this subject carefully and we are
willing to make an interesting
report to anj' dealer who writes us
asking for information upon the
subject. Address all such cor-
respondence to

Editor Side Line Department

The Talking Machine World

No. 1 Madison Avenne, New York

THE TALKING MACHINE WORLD.

43

EDISON BUSINESS PHONOGRAPH.

The New Machines With Universal Motor At-
tract Much Attention at Business Show.

One of the exliibits that attracted a great
amount of attention at the Business Show held
in Madison Square Garden, Oct. 17-24, was the
new Edison business phonograph with Universal
motor and other radical improvements,
shown by the Edison Business Phonograph

EDISON COMMEItCIAI, rHO'NOGRAPH, FliONT VIEW, SHOWING
JIOTOR.

Co. The new Universal motor is adapted
to either direct or alternating current and
which may be run on from 110 to 220
volts, a rheostat being provided at the rear of
each machine to regulate the resistance. The
new motor saves much trouble and annoyance
for both manuafcturer and purchaser. Other

EDISON COMMEKCIAL PHONOGKAPH, BACK VIEW.

new improvements in the Edison business phono-
gra^)h shown this year include a lever for eject-
ing the record, saving the effort of pushing the
cylinder off by hand and being especially useful
when the record contracts in cold weather, and
a more exact arrangement of the record point,
increasing the capacity of the record. The end
gate, which often proved troublesome, is done
away with and a swivel arm is provided, holding
both recorder and reproducer. When either is in
position a bar at the end of the arm hears doiwn

SAPPHIRE JEWELS

FOR ALL

TALKING MACfflNES

Highest grade work. Experimental work
a specialty. Write for prices

JNO. S. JONES,

662 SIXTH AVE\l E

NEW YORK CITY

Seventeen Years' Experience

on the end of the mandrel, making it impossible
to put on a record and break the sapphire points,
as was frequently the case formerly.

The new universal type of machine arrives just
in time to make a fitting celebration of the 30th
anniversary of the Edison business phonograph,
the first having been made in 1878.

Nelson C. Durand was in charge of the exhibit
at the Business Show and he was highly pleased
at the interest shown in the new machine.

GET OFF THE BEATEN PATH.

strike Out Boldly and Blaze Your Own Trail
to Success — Give Each Move Careful Consid-
eration and When Started Don't Turn Back
— Some Advice Worth Taking.

To be enterprising is to strike out on new and
improved lines of your own, to leave the beaten
path of routine and monotonous custom, and
blaze for yourself a trail broad and straight
through the great world of opportunity that
stretches out before us on every hand. The
great prizes of the world are reserved for the
enterprising, for those who have the courage
to dare and the will and perseverance to do.

The enterprising man requires nerve, energy
and ambition. He must be willing and able to
shoulder responsibility, and he must be ready
to take risks. He must not be such a one as
requires to see the complete and successful finish
of a transaction before he undertakes it. He
must be willing to back his judgment and take
chances. A certain amount of caution is wise,
but too great caution in business is weak and
unprogressive. It is stagnation.

If you are going to accomplish anything of
moment in the world you've got to strike out
boldly on new lines of your own. You can't
expect to make any but ordinary headway doing
what others are doing. Competition under such
conditions is too keen to admit of great advance-
ment. You must break in on old methods with
a new plan, or do something better than it has
ever been done before. New ideas are what
make big successes. It is the man who can
anticipate new wants or create some new de-
mand that wins fortune. The man with ideas
and the nerve and energy to work them out will
always find a field, no matter how crowded the
market.

If you have an idea, don't be afraid to try it
out. You'll never know what it is worth until
you try. More good ideas perish than ever see
the light of day just for the want of action.
When a good idea strikes you, get busy on it
at once. Don't wait for a more convenient time,
don't be talked out of it, try it out. Strike
while the iron is hot. Ideas are rare inspira
tions. Seize hold of them and act.

If you are in earnest, seize this very minute.
"What you can do, or believe you can, begin it.

I don't want to convey the idea that new
things should be rushed into without any con-
sideration. No thought in such matters is worse
than too much thought. The wise man will in-
vestigate and study well each new undertaking
before he engages in it. He will weigh very
carefully the chances of success over failure, and
then decide, and once his decision is made, he
will stick to it. If the decision is favorable to
the attempt, he will cast to the wind all further
hesitation and doubt, and devote himself heart
and soul to the task. There will be no turning
back, no weak vacillation, but a determined reso-
lution to put the thing through to a successful
conclusion. And let it be remembered, new
things do not usually succeed at the start. There
is generally a lot of disappointment and grief
mixed up with them before they are made to go.
And here comes the test of pluck. The average
man lets go too soon. Discouragement and dis-
appointment force him out. It's the man with
confidence and pluck that hangs on.

It's wonderful how great is the power of
pluck. Every man who harS conquered success,
in whatever calling, has possessed it. He has
been full of the courage to do, and the pluck
and nerve to hang on until it is done.

Of course, you may get knocked out for a

Taf t Was Elected Because

he had, in addition to natural ex-
ecutive ability, a side line of
policies that appealed to the
people.

By the same token, if you
want to succeed and earn profits
to a greater extent than the talk-
ing machine business will allow —

— You should carry a side line
that will appeal to musical people.

Yes, you can go further, but
you can't fare better than by in-
stalling our line of

ODERN
USICAl
ERCHANDISE

To do so during the holiday
season means a quick and adequate
return and a constant turn-over
on your investment.

No goods 'will be in such de-
mand as musical instruments ; no
merchandise will tax your space,
time, te Bper and bank account so
little; no other line, not even
talking machines, will net you the
margin of profit that you can en-
joy on DURRO VIOLINS, BOWS
and STRINGS ; LESTER ACCOR-
DEONS, VICTORIA GUITARS,
MANDOLINS and BANJOS and
DUSS BAND HARMONICAS.

Besides bringing you a con-
si s t e n 1 1 y profitable business
throughout the year, these brands
will attract the finer class of trade
and spread your name and fame
to every corner of the town.

Sit down now and write for our
big illustrated catalog; it's yours
with our compliments.

Buegeleisen & Jacobson

Sole Importers

113-115 University Place
NEW YORK

44

THE TALKING MACHINE WORLD.

time. The best of men do — but it doesn't count
as long as you do not stay out. Get up again
take a fresh hold, and go at it harder than ever,
with renewed energy and determination. Re-
member, disappointments and discouragements
are necessary to the highest development of our
powers. It often requires some great disaster,
some overwhelming opposition to discover our
real strength and resource. Such obstacles are
a test of our worth. If we go down under them
we are lost, if we surmount them we are con-
querors. Mistakes you may make, but to failure
you must never succumb.

CINCINNATI'S BUDGET OF NEWS.

Noticeable Improvement Noted in Trade — Ex-
tensive Wurlitzer Advertising — Passing of
the llsen Co. — Sale Held Nov. 11 — Trouble
With National Co. — Columbia Horns Save
Lives at Fire — Wurlitzer Co.'s "Square Deal"
for Dealers — Other News Worth Noting.

( special to The Talking Machine Woria. i

Cincinnati, O., Nov. 9, 1908.

Talking machine trade during the past month
showed noticeable improvement over the month
preceding. This is the report from the dealers
in this city, and in the face of the election
which arrived this week it is very good indeed.
The reason for the pick-up in trade is attributed
to the new records received for the month and
to the energetic advertising of the dealers urging
prospective buyers to get busy. The "Wurlitzer
Co. were leaders in the advertising field, making
their ads. up-to-date with the political verbiage
of the hour. The outlook for this month seems
very good. The dealers say that the fall trade is
picking up and will make a good account of
itself from now on until the holidays.

The llsen Co. closed their doors during the
past month. The passing of this well-known firm
is a matter of regret to the trade and to the
many friends of the llsen brothers, both of whom
are well-known business men. As stated in last
month's issue, Geo. llsen has left the city for a
six months' rest at Bat Cave, North Carolina,
stopping at the Esmeralda Inn. The firm have
been in the hands of a receiver for the past three
months. The sale will take place on "Wednesday,
November 11, at the storeroom, 615 Vine street.
The receiver's notice of sale states that $25,000
worth of sheet music, music books, copyrights,
plates and titles, photographs, machines, records,
musical instruments, store fixtures, etc., are up
for sale. An incident of the receiver's proposed
sale arose this week, when Scott Bonham. the
receiver, received a telegram from the Edison
Phonograph Co. ordering him to stop the sale of
the 15,000 cylinder phonographic records, claim-
ing that this would be a violation of the jobbers'
agreement, threatening to sue out an injunction
if necessary. The Edison Co.'s telegram is as
follows: "Proposed auction of Edison goods
made you personally liable under jobber's agree-
ment. Stop. "Wire decision." Mr. Bonham, when
seen as to the action he would take, said that
unless something more drastic than telegrams
were received he proposed to go ahead and sell
the stock of goods. He consulted with Judge
Caldwell, who appointed him, and has his advice
in the matter. The sale will take place under
the auctioneer's hammer, "Wednesday, November
11. It is thought that many rare bargains will
be had at the sale.

S. H. Nichols, manager of the Columbia Phono-
graph Co., had a very optimistic report to make
regarding October trade. Speaking of the whole-
sale business, he said: "I have been making
short trips each week throughout the territory,
and the number of orders received has more than
pleased me. I find the dealers very enthusiastic
over the Columbia disc and Indestructible rec-
ords. These are proving excellent sellers and
very naturally the dealers think well of them.
I would say that October business was booming,
that the double disc records have taken the mar-
ket by storm. The trade realizes the rossibllltles
of the 10-inch, double-disc records, which sell at
65 cents each, or 32V^ cents per selection, bring-

ing the price within reach of the masses of
people. This makes each selection 2% cents less
than a 35-cent cylinder record. The Indestruc-
tible record played with the Columbia high-ten-
sion roproducer is being received enthusiastically
by the trade, for they recognize the superiority
of it over any other cylinder record." Mr.
Nichols went on to say that the retail trade is
looking up — is getting a fall move on, and will
soon be up to normal proportions. He looks for
a decided improvement all along the line from
now on. He thinks that the pre-election period
retarded local trade to some extent, and with this
out of the way, sees more business ahead.

The Columbia Phonograph Co. are situated just
across the street from the Neave skyscraper
building, which suffered from a disastrous fire, on
the fourth floor, last week. The hundreds of
tenants of this building above the fourth floor
found themselves cut off from a safe exit by
the fire and fiames, which raged furiously, send-
ing great volumes of heat and smoke up the stair-
ways and elevator shafts. The clamor and ex-
citement of the fire terrified the tenants, many
of whom were women. They were forced to lean
far out of the windows for fresh air, and were
led to believe that the only escape was by jump-
ing from these windows. The surging crowd
below on the street yelled for them to be patient,
but above the clamor of it all the Columbia
Phonograph Co. did some good work by using the
megaphones of their machines. These proved
very effective and are known to have restrained
a number of women from hurling themselves to
the street below. The local company deserve the
commendation and praise received from the local
fire chief and the local papers.

Manager J. H. Dietrich, of the "Wurlitzer talk-
ing machine department, had this to say of local
trade during October: "The talking machine
trade in Cincinnati during the month of October
was extremely satisfactory, largely owing to the
efforts of the Rudolph "Wurlitzer Co. The old
and tested system of advertising the "Victor,
namely, by recitals at various clubs and social
gatherings, has been used by the Rudolph "Wur-
litzer Co. to good advantage, and a correspon-
dingly large increase in the sale of Victrolas re-
sulted. Mr. Taft, the Cincinnatian, furnished
splendid material for publicity, as the Taft family
are great admirers of the Victor and the Red
Seal artists.

"The greatest incident of the month was the
installation of an Auxetophone in the $1,000,000
Sinton Hotel. The Auxetophone was so placed that
it could be heard throughout the immense dining
room and lobby, and created quite a sensation.

w.

URLITZER

UP-TO-DATE

AUTOMATIC
MUSICAL

>V1TH ^S10T

yUMCHMENT

Caruso sings there nightly and is applauded to
the echo. The hotel orchestra accompanies the
Auxetophone.

"There has been one big grievance, and that
has been the shortage of Amberol attachments
and records. Some hundreds of the machines
and attachments have already found their way
into Cincinnati, but these seem to have no mate-
rial effect on the demand. The future business
in the new style Amberol machines and records
will undoubtedly prove immense, and the deal-
ers only hope that the Edison Co. may be able
to get a quantity of these goods to them before
Christmas."

The salesman in charge of the retail Edison
department of the Rudolph "\\''urlitzer Co. is the
sorest man in this section, the Rudolph "Wur-
litzer Co. allowing him no more or less of the
new Edison goods than they allowed any of
their dealers. This gives him but a small stock
of attachments only, and he is now busy booking
orders for future delivery. "When these goods
will be delivered, however, is questionable, as
the company will supply their dealers before
allowing their retail department any further
supplies.

The Edison salesmen seem to regret very
much that the Rudolph 'W'urlitzer Co. were not
exclusive wholesalers with retail stores estab-
lished under fictitious names. In this event they
could have supplied them with any amount of
Amberol records and attachments and at the
same time posed to the dealers as exclusive
wholesalers who do not retail.

The Rudolph "Wurlitzer Co., however, have been
giving the retailer a square deal. The trade is
rapidly gaining more and more confidence in
the firm of Rudolph "Wurlitzer Co., and their
wholesale manager has acquired a reputation for
square dealings among the dealers of the Central
States and has gained the confidence and per-
sonal friendship of every Edison and Victor
dealer located in this territory.

Money is a good thing, but Its goodness is in
its moving, its circulating. Thought is its pro-
pelling power; remove the thought and the cir-
culation stops. A people who do no thinking
would have no use for money. Money can exist
' only where thought exists. An advertisement
calls for money. It costs money to begin with,
it brings money to end with, but since money
is moved by thought the advertisement will
move it in proportion to the thought it contains.

"^'ork your field thoroughly. Keep your tools
bright by using them.

World

^lJBUIZER|VlLUTARYBANaf)RGAN-

SUITylBlE

FOI^ AIL

PUBLIC
PLACES

THE TALKING MACHINE WORLD.

45

FROM OUR CHICAGO HEADQUARTERS

ROOM 806, NO. 156 WABASH AVENUE, E. P. VAN HARLINGEN, MANAGER.

Dealers Accept New Propositions Offered by
Big Companies — Result of Election Increases
Optimism — Some Recent Visitors of Prom-
inence— Will Oakland Pleased With Records
— Scarcity of Amberol Records and Attach-
ments Relieved — 0. E. Goodwin on Trade
Conditions — Better Machines Have the Call
— Travelers Make Good Reports — Columbia
Business Good — Increase Facilities for Manu-
facturing Economy and Perfection Record
Racks — New Universal Edison Business
Phonograph Shown — Changes at Lyon &
Healy's — Hopkins With Oliver Typewriter
Co. — Fibre Needles Help Record Sales — Eck-
land in New Field — Otto Gives Political De-
bate With Victor — Coon Records Cause
Trouble — Other Interesting Trade News of
the Month Worth Recording.

(Special to The Talking Macliine World.)

Chicago, 111., Nov. 7, 1908.

While tlie trade is still discussing and occa-
sionally cussing different departures announced
by the big companies last month, a more philo-
sophical attitude has taken the place of the
state of mental confusion caused by the prom-
ulgation of so many new policies and revolu-
tionary ideas. The feeling is now quite general
that while many of the new propositions may
not have had time to demonstrate their practi-
cability, that the net result will be a benefit to
the trade, adding thereto virility and new inter-
est on the part of the public.

The spirit of optimism which has been gradu-
ally growing in the trade concerning a return
to normal business conditions has received a
decided stimulus as the result of the national
election. While it is possible that the jubilant
reports in the dailies of the resumption and ac-

tivity in lines that have been especially de-
pressed, and regarding the immediate starting
of new enterprises, may be more roseate than
the facts justify, there are evidences of new life
on every side. In the calking machine trade a
considerable amount of business, held back pend-
ing the election, is already coming to hand, and
all the important houses here believe that the
last impediment to a fine fall and winter busi-
ness has been removed.

Lawrence McGreal, of Milwaukee, was in the
city on Thursday of this week. His genial coun-
tenance was as radiant as ever, and he ex-
pressed himself as very happy over the trade
outlook.

Oliver Jones, credit manager for the Victor
Talking Machine Co., spent a few hours in Chi-
cago on Friday of last week and called on the
principal Victor distributere.

Will Oakland, one of the latest additions to
the Edison galaxy of artists, and who is now
traveling with the Cohan & Harris minstrels,
was a visitor at both Wurlitzer's and Lyon &
Healy's recently. He listened with interest to
all his records, some of which he had not heard
since his seance in the Edison laboratories. He
related in a vivid manner his experiences with
the music committee, who in some instances
made him sing the same selections as many as
seven times before they were satisfied with the
results. He was highly impressed with the
efforts of the company to secure the most per-
fect results.

Sam Wade, one of the best mechanical ex-
perts in the talker line in the West, has been
put at the head of the repair department of the
Talking Machine Co. Mr. Wade is the inventor
of a new device for pointing B. & H. fiber needles
and he has turned it over to the Talking Ma-

chine Co., who will manufacture it and have it
ready for the market in a short time.

E. C. Plume, western wholesale manager for
the Columbia Phonograph Co., believes that the
election of Mr. Taft will restore business con-
ditions to a sound basis. "This is the first case
in history," said Mr. Plume, "when the party
in power during a financial panic has been vic-
torious at the succeeding election. Personally,
I look forward to the most prosperous year that
the trade has known. I have already taken
several good orders from customers, who said
they would not buy except in a hand-to-mouth
manner unless the election resulted in a Repub-
lican victory."

Edward J. Melick, who has been handling Vic-
tor, Columhia and Edison goods at 1220 South
40th avenue, near 12th street, for the past two
years, has moved to larger quarters at 2055
West 12th street. In his new location he ex-
pects to devote considerable attention to pianos
and other musical instruments.

The day after election, George N. Nisbett,
manager of the wholesale department of Babson
Bros., received an order four times as large as
any he had received from the same dealer for
several months. Across the top of the order
was written, "How is this for the day after
election."

The business on Amberol records has now as-
sumed the proportions that the initial orders
indicated. The scarcity of machines with the
new equipment and of the attachment for old
machines has been relieved the past week.
Lyon & Healy received a few days ago two car-
loads of machines and have a large shipment of
attachments now on the way. Other jobbers
are likewise getting in shape to supply the trade.

In speaking of trade conditions, C. E. Good-

THE ECONOMY
RECORD BACK

FOR HOME USE

A Radical Departure

Marks a Ilevolution in Home
J^ecord Storage

No handling of several records Especially Adapted lorj the DouWc Face discs

to get the one you wish.

The index number leads you
direct to the record you want.

The characteristics are neatness,
cleanliness, portability and great
utility.

RETAIL PRICES

Rack for 10-inch Records .
Rack for 12-incli Records .
Rack for InserUon la Cabinet

$3.50
3.75
1.50

Can be either placed on under
shelf of table or suspended from
picture moulding; or is adapted by
special fixtures for insertion in ex-
isting cabinets.

The Perfection is a rack similar
to the Economy but less ornamental
and therefore cheaper. Price $1.50,
for rack holding lo-in. records, $1.75
for i2-in. rack.

R. H. JONES

Patentee and Sole
Manufacturer

1-17 Bryan Place, CHICAGO, ILL.

46

THE TALKING MACHINE WORLD.

Forty-five years' experience in con-
ducting the largest general music
business in the world has given us
some

ORIGINAL IDEAS

m regard to filling orders.

IN THE HRST PLACE, our vast Victor
and Edison stock is all on one floor.

IN THE SECOND PLACE, this depart-
ment has its own force of packers.

IN THE THIRD PLACE, orders go only
into hands of experienced men.

Therefore, when you send orders to
us, you may count upon the utmost
speed in the handling of them. Some
orders are in the house a little over an
hour, others, more complex, may take
half a day, but no order is neglected
for even a short time. If you send
your orders to Lyon & Healy, and
your competitor sends his orders to
some slower house, it is only a matter
of time before you will get the cream
of the trade in your town.

Your customers want what
they want when they want it.

CHICAGO

THE TALKING MACHINE WORLD.

47

win, of Lyon & Healy, said: "Now that the
election is out of the way, the people who have
voted so unanimously with a view of restoring
prosperity will undoubtedly give tangible evi-
dence of their confidence. I see no good reason
why conditions should not steadily improve.
Now that the Edison Co. are able to supply the
new Amberol goods, I look for a big demand.
The Victor business has shown marked improve-
ment even in the last month or so. The Victor-
Victrola is going to make many talking machine
dealers rich. The idea that Victrolas could be
sold only to the very wealthy has been proved
fallacious. Why it should have been entertained
is a problem. People that can afford to pay
from $350 to $400 for a piano will not hesitate
to buy a Victrola when the matter is properly
placed before them.

"Yes, the effect of the election is already ap-
parent," said Arthur D. Geissler, general man-
ager of the Talking Machine Co. "On Thurs-
day, the second day after the election, our
orders were double those of any day for a year
past. We got one order for six machines and
three each of the new Victor double-sided rec-
ords from a dealer we had not heard from for
a month. At the bottom was the significant in-
dorsement, 'Hurrah for Taft." " Mr. Geissler
had the pleasure recently of shipping two car-
loads of the "cabinets that match" to the coast.
The second lot is already nearly exhausted, and
the way in which orders are coming in indicates
a sensational success for the new departure.

J. E. Fitzsimmons, who travels in western
territory for Rudolph Wurlitzer & Co., has just
returned from a trip through Kansas. He says
that trade with the talking machine dealers has
been gradually increasing since Sept. 1. The
trade is in good condition, as they have been
this year restricting their instalment trade to
people of undoubted ability to pay, have been
pushing the better class of machines, and while
the volume of trade has been less, dealers have
been generally satisfied with the net outcome.
They are all very optimistic and generally look
for not only a thoroughly good holiday business,
but a strong trade throughout the winter.

At the Columbia Co.'s headquarters at 88
Wabash avenue there is not the slightest skepti-
cism regarding the success of the double-faced
record. The proposition has certainly started
out with a boom. District Manager W. C. Fuhri
says that the factory is now running literally
night and day in the record department, as
double shifts are being run. Down in the retail
department the only complaint is that they can-
not get goods rapidly enough to supply the de-
mand. The total business done by the Chicago
office of the Columbia Co. for October was practi-
cally double that of September, which showed
an increase over August.

R. H. Jones, manufacturer of the Economy and
Perfection record racks, reports that the demand
for his product has developed to such an extent
as to make the immediate enlargement of his
manufacturing facilities necessary. This has
been arranged for, and by the time that this copy
of The World is in the trade, he expects to be
in a position to fill all orders the day received.
These record racks, the character of which can
be understood at a glance, from the cuts printed
elsewhere, are particularly adapted to the new
double-faced record. Mr. Jones will shortly
present to the trade a new cabinet of great
merit, both in respect to economy of space and
storage facility and from an artistic viewpoint.
It will embrace, of course, the Economy record
rack principle.

The new Universal Edison business phono-
graph is now on exhibition at the offices of the
Business Phonograph Co., of Chicago, in the
First National Bank building, and Manager
Edwin C. Barnes considers it the most revolu-
tionary departure ever made in dictation ma-
chines. The new type sells for $85, but is
equipped with A. D. C. motor, which is adjust-
able for either direct or alternating current, re-
gardless either of cycles or voltage.

George E. Griswold left on October 31 with
his family for Los Angeles, where he will spend

a couple of months at least before considering
the matter of entering the business arena again.

James L Lyons, the youthful veteran in the
talking machine jobbing business, returned a
couple of weeks ago from New Orleans, in the
interests of the New Orleans Talking Machine
Co., the prosperous retail concern in which he is
interested. "Business in New Orleans is not
booming," said Mr. Lyons, "and the reason of
this, in my opinion, is that cotton is still being
held for higher prices, and this causes some-
thing of a shortage in money. From talks with
business men in staple lines I came to the con-
clusion that the talker dealers are getting con-
siderably more than their logical share of the
public patronage." The window displays being
made at the Lyon headquarters, 265 Fifth ave-
nue, this city, are worthy of note. Some time
ago he secured a hundred miniature horns with
brass bells, made for sample purposes. He has
literally trimmed his window with these, and
especially at night, when they reflect the rays of
the electric light, the effect is very striking.
This house is a strong believer in the side line
proposition for talking machine dealers, and a
full line of the Ikonograph moving picture ma-
chines, as well as stereopticons, post card pro-
jectors and photographic supplies are shown in
the windows, as well as talking machines, cabi-
nets and accessories.

George W. Lyle, general manager of the Co-
lumbia Phonograph Co., who was in Chicago
early last month, has since made a circle of the
West, visiting the principal distributing points
on the coast, and is now at New Orleans, from
whence he will go to New York by way of At-
lanta, Ga.

The recitals in Victor Hall, at Lyon & Healy's,
have been suspended for a week or so on account
of extensive changes being made on the first
floor of the big store. When completed, Joe
Vasey, in charge of retail machine sales, will
have two salesrooms adjoining Victor Hall, in-
stead of one, as heretofore. The partition be-
tween the two rooms will be partly of glass,
enabling Vasey to keep his eye on both rooms
at once, and the advantage in being able to
handle a rush of customers, especially during the
holiday season, will undoubtedly more than
justify the expense and trouble entailed in mak-
ing the new arrangement.

C. J. Hopkins, who, after many years spent
in the foreign service of the Columbia Phono-
graph Co., during which period he had been
instrumental in working up the company's trade
in all parts of the Globe, has returned to Chicago
and assumed charge of one of the two divisions
of the sales department of the Oliver Typewriter
Co. The World readers are familiar with Mr.
Hopkins' experiences in South America, through
his contributions to this paper from time to
time, and they will be glad to know that he has
promised your representative an article on the
general characteristics of the South American
trade, together with his observations regarding
its future, as soon as he can spare time to pre-
pare it.

C. E. Goodwin, manager of the talking machine
department of Lyon & Healy, comes honestly by
the architectural artistic talents evidenced in
the arrangements and decorations of the new
quarters, which were described and illustrated
in these columns last issue. Not only is Mr.
Goodwin's father a famous artist, but his mother,
Mrs. Belle Goodwin, is represented in the annual
exhibition of oil paintings by American artists,
now in progress at the Art Institute in Chicago.
She contributes a study in still life entitled
"California Berries." The coloring and treat-
ment are exquisite, and the little picture is at-
tracting marked attention from the crowds o*'
art lovers who throng the building during the
present notable exhibition.

Manager E. H. Uhl, of the Chicago house of
Wurlitzer, said: "The trade outlook is very
promising, in my opinion. Our sales have shown
a moderate increase each month this fall over
the preceding month, and I believe that the elec-
tion of Mr. Taft was the only thing needed to
fully reinstate confidence. Dealers are now or-

dering with more freedom than at any time this
year, and I fully look for a much larger business
in November and December than in the corre-
sponding months of 1907." Mr. Uhl's friends will
be glad to know that his wife, who has been ill
for some time, successfully underwent an opera-
tion this week and is now believed to be fully
on the road to complete recovery.

Some remarkable facts are given in the adver-
tisement of the B. & H. Fibre Mfg. Co. in this
issue. Think of it — 2,500 records sold to Ave cus-
tomers through the influence of the fiber needle.
Who over heard of a needle influencing sales?
But that is exactly what the B. & H. is doing.

J. W. Harrison has retired from the Boyd,
Harrison Co., dealers in electric pianos, and is
traveling in Texas for the Consolidated Adjust-
ment Co., of this city. Mr. Harrison is well
known in the talking machine trade, and started
and managed a talker department of the Cable
Company.

O. W. Eckland, formerly instalment manager
for the Chicago office of the Columbia Co., but
who has been operating recently from Detroit,
has resigned from the service and last week
opened offices at 1110 Heyworth building, as sales
manager for J. W. Meaker, of Detroit, for whom
he will market a new patent salt shaker. This
sounds funny, but the shaker is a dandy, and
0. W. has already secured orders from some of
the biggest jobbers in the West. He is now
organizing a force of missionary men.

John Otto, the retail manager of the talking
machine department of the Chicago house of
Rudolph Wurlitzer Co., gave a Victor recital be-
fore Everett Council, of the National Union,
prior to the election, which involved a novel use
of the Bryan and Taft records. Notices were
sent to the members that Bryan and Taft would
be heard in debate and the announcement
brought forth a record-breaking attendance. By
way of an opener the Lucia Sextette was played.
Next, Bryan's record on the trust question was
put on, and immediately succeeding it came Taft
on "What Constitutes an Unlawful Trust." After
another musical number Taft was heard on
"Labor and Its Rights" and Bryan on "The
Labor Question." This plan was followed
throughout the program, the two candidates
being pitted against each other when the record

TWO MISSING LINKS

This New All-Metal Ball-Joint Horn
Connection is BEYOND A DOUBT the
Missing Link between the Phonograph and
Horn. Retails at 50 cents.

Ta T|0o|0T*C that cannot be supplied by their
lU l/Calvl 8) jobber, we wiU send this new
connection in 1 dozen lots, PREPAID, at $3.60.

Kreiling & Company

Inventors and Sole Manufacturers
North 40th Ave. and Le Moyne St.
CHICAGO, U. S. A.

48

THE TALKING MACHINE WORLD.

iDioroved

New

No. T84, Open

Records lay flat to keep them FROM WARPING. Slielves lined
on both sides with soft green felt to PREVENT SCRATCHING,
and especiaUy adapted for the DOUBLE FACE RECORDS.
Compartments are made to hold one disc only so same
may be FOUND INSTANTLY. Each shelf is numbered to cor-
respond with index card, which we furnish with cabinets.

SALTER MFG. CO.

102 to 108 N. Oakley Avenue CHICAGO, ILL.

IF YOUIHAVE NOT GOT OUR LATEST CATALOGUE SEND FOR IT TO-DAY

Our new

Cylinder

Cabinets

wiU hold

ALL

MAKES

of Records

in the

Original

Carton

Boxes

Cabinets

Wanted

for the

Holidays

should be

ORDERED

NOW

No. T85, Open

THE TALKING MACHINE WORLD.

49

subjects permitted. All of the Bryan and Taft
records were given and the program closed with
Bryan on "Immortality." The "debate" was a
success and the applause was frequent. An ap-
propriate wind-up was made in a straw vote.
Mr. Otto has already sold three high-grade Vic-
tor machines to members of the audience.

C. N. Post, formerly of Lyon & Healy, left
this week for Pasadena, Cal., whence his family
had preceded him. He will make his home in
the California town in the future.

J. M. Secoy, of Hoopston, 111., was in the
city last week and arranged to become an Edi-
son dealer, buying his opening stock from Mr.
Siemon, of the Wurlitzer Co.

Amberol V. Chandler, B. P. P., has had the
State of Illinois added to his territory. He can-
not devote as much time to his Chicago friends
as formerly, but the amount of Amberol truth
he can concentrate in a five minutes' talk is awe-
inspiring. From this it must not be deduced
that Chandler is a salesman of the "talk only"
kind. His sincerity is as deep as his melting
smile, and he is producing good results for the
company he represents.

L. Kean Cameron is working the^ impresario
racket when he's not selling talking machines.
He is the business manager for a big produc-
tion of "Mignon" to be given at the Illinois
Theater on the afternoons of Dec. 15 and 17.
The very best professional talent obtainable in
Chicago will be utilized. Among the principals
will be Mary Hissam De Moss and William
Beard.

Coon song records should be handled with the
same care and tact as a dynamite bomb, accord-
ing to the experience of a Chicago retail sales-
man. The story in point happened some years
ago when Nubian melodies of the "Just Because
She Made Those Goo-Goo Eyes" and "Rufus Ras-
tus Johnson Brown" were at the height of their
popularity. A gentleman of Teutonic origin
came into the store where the relater was em-
ployed and confessed to a predilection for "coon"
songs. The salesman told him the names of all
those in stock, but after each statement the
customer said, "Nein, nein, I haf gottid." He
was drifting toward the door when the talker
man happened to see another record, the last of
its kind in stock, and shouted out its title to
the disappearing Teuton as follows: "If You
Haven't Got the Money You Needn't Come
'Round." The gentleman turned around in a
hurry and came thundering back down the aisle.
"Gott in Himmel! Donner und Blitzen!" vocifer-
ated he. "I vant you to oonderstand, mein
frent, I haf enough money to py oud dis whole
tam blace." Suiting the action to the word, he
pulled out a handful of silver from one trousers
pocket and a big roll of bills from the other.
The tactful salesman carefully explained the
matter to the man, who showed himself not de-
void of a sense of humor when he understood
things. Furthermore he bought the "If You
Haven't" record and became a good customer
of the house.

SHIPPERS OF GOODS SHOULD NOTE

The Importance of Being Cautious in Giving
Receipts for Shipments— Given too Freely.

Talking machine dealers, especially if they
handle side lines will find it decidedly to their
advantage to observe caution in giving receipts
for shipments, thereby making it much easier to
trace and recover for shortages.

At present it seems as though receipts are
given too freely, especially by authorized dray-
men. It is the common practice with railroad
agents at all stations (large or small) to take
receipts for goods at the time the freight bill
is taken up in exchange for their receipt for
freight charges. The exchange usually takes
place at the cashier's or agent's window before
the party signing the receipt knows whether the
shipment has arrived or not or what condition
the packages are in.

The receipt remains in the agent's office, and if
a shortage is discovered by the draymen he is

invariably told the missing goods will arrive on
the next train. The drayman should then insist
on a notation being made on his freight bill and
a corresponding notation on the receipt he has
signed.

It is next to an impossibility to get an agent to
make a notation of shortage or damage on a
freight bill, and with a promise that the short-
age will soon show up, or if a claim is pre-
sented for damage it will be paid, as he has
a record of the shipment in his file, the matter
is dropped.

The consignee, being unable to check up his
invoice, deducts the amount of shortage from his
remittance. The bookkeeper then writes for an
explanation and is informed certain goods are
checked short.

The matter is then placed in the hands of
the Claim Department, which writes for further
particulars and asks for the freight biU cover-
ing, upon receipt of which claim is made against
the railroad company in behalf of the consignee.

In due time the papers are returned to claim-
ant with letter stating, "Upon investigation we
find we hold clear receipt, and claim is respect-
fully declined." Then follow a long drawn out
controversy and a final adjustment, which is
usually unsatisfactory to one or the other party.

Shippers as a rule are ever ready and willing
to assist customers in recovering any loss sus-
tained at the hands of the railroad companies,
but it should be borne in mind, says a writer in
"The Iron Age," 1. That a clear receipt from
the railroad company to the party making the
shipment releases the shipper in full from any
responsibility for the delivery of the goods. 2.
That if the consignee has given a clear receipt to
the railroad company before a full delivery of
the goods has been effected, the railroad com-
pany is thereby placed in position to claim full
delivery and decline to entertain the claim. All
parties receiving shipments can therefore see
the great importance of being sure that only such
goods as are received are receipted for.

A "LIVE" VICTOR TRADE=MARK.

E. T. Van de IVIark, of Chicago, The Owner
of a Fox Terrier Who Loves the Victor.

(Tipecial to The Talking Machine World.)

Chicago, 111., Nov. 7, 1908.
The accompanying illustration shows Victor,
the live trade-mark, owned and featured by E. T.

Van de Mark, who does business under the name
of the South Side Headquarters, at 612 43d
street. The cut shows Victor listening to a
Caruso record played on a Victrola, but his usual
stunt is sitting in true trade-mark fashion before
a Victor 111 in the window of the store. The

dog has black ears, black tail, and is a terrier
with a dash of bull. This, of course, is symbolic
of the attitude of the Victor Co. toward price-
cutting and various other things.

FIBRE NEEDLE RECUTTER.

A Clever Device Being Placed on the Market
by the Talking Machine Co.

The accompanying illustration shows an in-
genious and convenient device for recutting the

B. & H. fiber needle. As will be noted, it oper-
ates in the same manner as a dating stamp.
The needle is inserted in the triangular hole in
the side of the cutter, with the polished side of
the needle down. Press down on the plunger
and the machine makes a perfect point. The
fiber needle can be repointed ten or eleven times
and as the consumer pays ?1 a box of 250 fiber
needles, he practically gets 2,500 needles for his
money when this device is used. This cutter is
the invention of S. O. Wade, of Chicago, and will
be manufactured and marketed by the Talking
Machine Co., of that city.

"THE WURLITZER VICTOR NEWS."

The Rudolph Wurlitzer Co., of Cincinnati and
Chicago, are issuing, monthly, a very clever little
sheet called "The Wurlitzer Victor News," which
they are circulating among talking machine deal-
er to very good effect. It must be productive
of splendid results in bringing Victor business to
the Wurlitzer headquarters.

Edison Jobber
Zonophone Distributor

New Design
Wooden
Disc Record
Racks

Wire

Record

Racks

RECORD CABINETS

SPRINGS

for all makes and size machines

"TIZ-IT" ^""^ Ail-Metal Horn Connec-
tion for Cylinder Machines

JAMES I. LYONS

265 Fifth Avenue
CHICAGO

50

THE TALKING MACHINE WORLD.

TRADE NEWS FROM LOS ANGELES.

Dealers Making Preparations to Handle Heavy
Business — New Departments Opened — Exton
Music Co. Open With Excellent Line — Pease
& Foote in New Quarters — Prosser Closes
Store — Victor Line Being Strongly Fea-
tured— Geo. W. Lyie a Visitor — Other News
of Trade Interest.

I .>>l)ei i:il to TUe Talking Machine World.)

Los Angeles, Cal., Nov. 2, 1908.

If the plans of those interested in the trade
are consummated, and it is to be hoped they
will. Southern California will surely do a much
larger talking machine business than hereto-
fore. In all cases dealers are making greater
preparations than ever before. Each seems to
be trying to outshine the other. Many are
opening new departments, while others are mak-
ing additions to their present quarters and plac-
ing large orders for machines and records.

The newest store is that of the Exton Music
Shop, formerly the Exton Music Co., now located
at 216 West Third street They have four splen-
did large rooms with glass" partitions, which ac-
commodate their Zonophone, Edison and Victor
business, with a long stock room running the
length of the department for the various cata-
logs of records. The trade has opened better
than they expected, and is expected to be much
greater than in the old location.

Pease & Foote have also changed their ad-
dress within the past month, and are now located
at 531 South Spring street, where they have a
very cozy little department.

The Wilej' B. Allen Co. have met with great
success in their recently added talking machine
department, and have already made a number
of large sales.

Frank Prosser, proprietor of the Standard
Phonograph Co., has closed his store here and
moved to Oakland, where he will open up under
the name of Oakland Graphophone Co.

ECHO-TONE

ONE MODEL

(Interchangeable attachments for al
leading machines.)

This picture attracts YOil

Hovsr much MORE will the ACTUAL
HORN attract YOUR PATRONS?

Ask U8 to explain the novel plan by which
we are interesting dealers everywhere.

TH[ [CHO-TOII[ HORN CO.

Sole Pnlcnircs »nd Manufai (urcrw

1 18-120 Park Ave. BROOKLYN, N.Y.

The J. B. Brown Music Co. report considerable
improvement in trade lately. A number of large
stores have opened in their vicinity, principally
the big Hamberger department store.

The Burton Music Co., also located on South
Broadway, are doing a good business with Co-
lumbia goods. It is not long since they opened
a talking machine department in connection
with their piano business.

The Geo. J. Birkel Co. have opened a special
room, which is to be devoted to the sale of Vic-
trolas and high-priced outfits. They are now
receiving large shipments of machines and rec-
ords for the fall trade.

Billie Fiske has had a big increase in trade
since the arrival of the new Amberol records
and new type Edison machines, and has sold
a great many new attachments for Amberol rec-
ords.

The Angelus Talking Machine Co. are featur-
ing the I. C. S. language courses with great suc-
cess.

Sherman, Clay & Co. have received a large
shipment of Victrolas, of which they have al-
ready sold a considerable number. The demand
for this instrument is destined to be far greater
than ever before. The double-faced Victor rec-
ords are due this week, and although no great
excitement has been caused by their announce-
ment, most of the dealers have ordered a stock
of them. The general opinion of those han-
dling Victor goods is that the double-faced rec-
ord will in no way interfere with their business,
as so far no great trade differences have been
noticed, except that the failure of the November
list of new selections to appear has caused the
retail customers to question as to whether or
not there would be new issues of single-faced
records, especially Red Seal records.

The Southern California Music Co. are doing
an excellent business, both wholesale and retail,
and are carrying into effect plans for a number
of improvements. Many sales of Victrolas have
recently been made and a large order for these
instruments has been given. Their show win-
dow attracted a great deal of attention lately
when a display was made of the Edison com-
mercial systein conducted with the Edison busi-
ness phonograph, which is referred to elsewhere.

The double disc has been the main factor in
the business done by the Columbia Phonograph
Co. Since the advent of this new product they
have seen a good increase, their local house
doing more business in one day than in four
heretofore. The Indestructible record is also a
big figure in their cylinder business. A number
of new dealers for exclusive rights have placed
large orders, and many more are expected from
the amount of inquiries received daily.

Geo. W. Lyle recently visited this city and
surrounding country, together with W. S. Gray,
Coast manager for the Columbia Co. Mr. Lyle
was highly pleased with conditions throughout
the country and says the Coast is holding up
its end exceedingly well.

L. R. Jones, a talking machine enthusiast of
this city, has Invented a new record-filing album
for disc records, which he has placed on the
local market and which he will later send sam-
ples of to applicants in distant points.

There is nothing but good news from out-of-
town dealers. Bates & Co., of Santa Barbara,
have just stocked a complete line of Columbia
goods. The Southern California Music Co.'s
branch store in the same city have done an
encouraging business in the suburbs.

Geo. P. McKay is making a short stay in this
city, bringing from Mr. McKay's Oceanside store
a nice order for Edison goods.

E. J. Fiske, manager of the Southern California
Music Co.'s talking machine deparlnicnt, in San
Bernardino, was another visitor.

"Jim" Wales called on several of his old friends
while making a few hours' stay In this city.

Murray K. Hill, whose records appear in the
l''(li.soii catalog, while iilaylng an engagement at
a local theater, called on the Edison jobbers
and made a few new records of some of his new
songs.

The death of Chas. Borgum, which occurred

Talking Machines,
Typewriters, Phono-
graphs, Adding Ma-
chines, Cash Regis-
ters, Guns and Tools,
and on all PoUshed
Instruments.

It Absolutely
Prevents Rust.

Sales Quadrupled in 1907

1866

1907

WILLIAM F. NYE

NEW BEDFORD, MASS.

Sept. 18 at his home in Seattle, Wash., is deeply
lamented in the trade circles here. Mr. Borgum
was a prominent figure in the talking machine
business of the Coast, and his loss is severely
felt both by his business associates and his many
friends. Last year he returned to Seattle from
this city to accept a position but was taken ill
on his arrival there.

CAUTIOUS MR. EDISON.

The trustees had completed a beautiful church
building with a high spire projecting far above
any other neighboring building. When it was
nearing completion the question arose, should
they put on a lightning rod. The great building
had strained their financial resources severely,
and one party on the board was of the opinion
that they should avoid this unnecessary expense,
supporting their economic attitude by the argu-
ment that to put on a lightning rod would argue
a lack of trust in Providence. Finally, after
much debate, it was decided, as Edison, the in-
ventor, was readily accessible, to submit the ques-
tion to him. Mr. Edison listened gravely to the
arguments presented pro and con. "What is
the height of the building, gentlemen?"

The number of feet was given.

"How much is that above that of auy sur-
rounding structures?" The data were supplied.

"It is a church, you say?"

"Yes."

"Well," said Edison, "on the whole, I should
advise you to put on a lightning rod. Providence
is apt at times to be a little absent-minded." —
Saturday Evening Post.

Be in the business game to be a winner, but
if you can't win, remember the next best thing
is a good loser. The world hates a "quitter"
and a "squealer," but the man who really tries
and fails is helped to begin again, and cheer-
fully.

THE 1010 SPECIAl

150-Peg Cylinder

RECORD CABINET

IS A TRADE-WINNER

Write for Special List. Positively
the best value ever offered at spe-
cial price to talking ni;icliine dealers

H. A. WEYMAIVN & SON, Inc.

Edison PhonoKraph Jobbers. Victor Distributors.

Cubinols ami Supplies. Manufacturers of the
KKYSTONI-: STATK Musieiil Inslruments.
Publishers of Sheet Music.

Weymann BIdg., 1010 Chestnut St., Philadelphia, Pa.

THE TALKING MACfflNE WORLD.

51

Your =
Christmas Business

Regina Music Boxes
and Reginaphones

are always in great demand for Christmas gifts —
because they make the sort of gift that is univer-
sally acceptable.

Regina instruments sell freely at holiday time
if given half a chance. You don't need to talk
your head off to sell a Regina Music Box or Regi-
naphone for the name Regina is known everywhere
as representing the standard and the best.

The Reginaphone is becoming almost as well
known as the Regina Music Box, and everyone can
at once see the desirability of an instrument that
combines both music box and talking machine, es-
pecially as the price of the combination instrument
is considerably less than the combined prices of the
two instruments bought separately.

The Reginaphone is the happiest idea in mu-
sical instruments since the player-piano.

Let your customers know about it and you'll
find them delighted with the idea of getting two
fine instruments for little more than the price of
one.

We urge every dealer to give immediate atten-
tion to the Regina Music Box and the Reginaphone
for the Christmas trade. It is none too early to
send in your orders now. The Christmas trade
starts earlier each year and it is to your advantage
to encourage early buying. . ,

THf

RAHWAY, N. J.

BRANCHES :

Broadway and 17th Street, New York 259 Wabash Avenue, Chicago

52

THE TALKING MACHINE WORLD.

WITH THE TRADE IN INDIANAPOLIS.

Approach of Winter and Demand for Indoor
Amusements Helps "Talker " Sales — Joseph
Joiner Moves to New Location — Prohibition
Records Popular — Featuring New Columbia
Double Disc and Indestructible Records —
Talking Machines in the Theaters — Some In-
teresting Personal Notes.

(Special to The Talking Machine World.)

Indianapolis, Ind., Nov. 8, 1908.

Cold weather and the desire for indoor amuse-
ment is adding somewhat to the talking machine
business among Indianapolis dealers just now.
All dealers report a fairly good trade. The Kipp-
Link Co., who handle Victor and Edison ma-
chines, are having a good business out in the
State. Dealers feel optimistic over the outlook
for fall and winter business.

Joseph Joiner, who handles Victor and Edison
machines, has moved from his old location in
E^st Ohio street to a place in ^Massachusetts
avenue, just across the avenue from the hig
Marott department store which has just been es-
tablished. In his new location Mr. Joiner is a
few doors removed from the store of Prank Les-
ley, who handles all kinds of talking machines,
and it is to be expected that these two business
men will engage in friendly competitive battles.

Local dealers say that if the sale of records
had been any indication as to the national elec-
tion the Prohibitionist candidate for president
would have won hands down. More of the Pro-
hibitionist political records were sold than of
any other kind. There was a big demand for the
Prohibitionist speeches on records and the dealers
believe this is due to the fact that the Prohibi-
tionists take more interest in their politics than
the leaders of either of the two great parties.

The local committee rooms cf the Democratic
party made quite a feature of Bryan records.
In one room they used a Columbia disc machine
and in another a Twentieth Century grapho-
phone. "Billy Boy," a song about William J.
Bryan, has proved to be a big hit.

The Columbia Co. had an attractive window
last week featuring the new Columbia proposi-
tions, especially the double disc records. If there
is a man, woman or child in Indianapolis who
does not know of the n^w Columbia 65-cent disc
record it is not due to a lack of attractiveness
on the part of the Columbia window. Mr Devine,
local manager for the Columbia Co., is greatly
pleased with the double disc record and predicts
a big sale for it. He says, too, that the new
Columbia Indestructible record is proving to be
a very popular seller and undoubtedly will be
one which must be reckoned with by anyone who
handles talking machines.

Artie Williams, manager of the Columbia Co.'s
store at Terre Haute, has been making trips over
the State in the interest of his company, with a
view to securing new contracts. He has been in
the larger cities of the State and reports an ex-
cellent demand for his line of goods.

Henry McDonough, widely known as the tenor

of the Haydn quartette, was featured last week
at a local theater.

There is a feeling among local dealers that
business is going to be unusually good this fall.
Jobbers report that trade is steadily increasing
and the increase seems to be general.

At the final prohibition meeting of the cam-
paign, which was held in Monument place,
records giving the speeches of Prohibitionist
leaders were used.

The Lyric Theater in Niorth Pennsylvania
street is running a song series of Life of Christ
pictures. In connection with this they use a
Columbia disc graphophone with the fiber needle
behind the scenes for effect work.

The new Gayety Theater in West Washington
street is said to be a great success. This is the
theater which is featuring the talking moving
pictures during the winter, and is the only play-
house of any consequence that continued this
plan after the close of the summer season. It
was merely a venture, but it is said that it has
proved successful.

KISSING BY TALKING MACHINE.

New York Genius Suggests Such a Form of
Osculation — Its Advantages from Both Senti-
mental and Sanitary Viewpoints — Beats
Cloves for Concealing the Strong Breath.

In these days of wireless telephone and tele-
graph it is a simple matter for lovers to com-
municate with each other without interruption,
but the sentimental young couple wrapped up
in their calf love are not content with mere talk.
Kissing is as necessary, at this stage of the
game, as the cherry in the cocktail. A New York
man has overcome this diflBculty, however, via

KiSS BY ^

the talking machine route. The youth simply
puts the photograph of his beloved before him,
concentrates his mind upon the original, and
does some fervent smacking, interspereed with
short phrases, such as "Oh, you kid — smack —
does it love its Reggie — smack — its little hands
will never touc'h a broom or kettle after we're
married (he's getting $12 per) — more smacks."
He seals up the record, mails it, registered, and
awaits the record bringing a similar line of
chatter from the girlie in response to his bright
remarks. All the young lady does is to take the
recoid to her boudoir, where she has the talking
marhine, start things going, and sit enraptured
until the spasm is over. A dummy with a padded

lap, hugging mechanism, and well-shaped, soft
rubber lips, with down on the upper, might
prove a valued addition to the girl's equipment,
but at last reports had not been adopted. The
records could be exchanged every day and played
over as often as desired.

The suggestion is especially useful to those
couples who believe, with the doctors, that kiss-
ing transmits disease germs. They could sit
together on the sofa, her head on his shoulder,
perhaps, and let the machine do the work. What
a cinch that would be for the man who meets
some friends on his way to "her" house and has
to "smile" with them. Whisky or beer leaves
an odor that cannot be mistaken, so he drinks
gin rickeys, so that when he kisses bis little
angel she'll ask him where he drank the lemon-
ade, unless she gets wise, accidentally. With
the talker in action he can drink up the con-
tents of a distillery and keep it dark by keeping
his face turned away from the lady. Truly, the
wonders of modern science and invention are
unceasing. It may not be long before the record
manufacturere will be listing sets of courtship
records, numbered and to be used as directed,
number one, for instance, being for the first call,
and number fifty the proposal, with "spat" rec-
ords in between.

VICTOR CO. DISCUSS DOUBLE DISC.

Issue List of 125 Double-Faced Records-
Some Excellent Numbers — Their Views.

In sending out their circular to the trade on
October 21 respecting their first list of double-
faced records, the Victor Talking Machine Co.,
Camden, N. J., state that 100 ten and 25 twelve-
inch records are in the list. Respecting the selec-
tions, the company add: "While our list is very
small, it is very comprehensive and very attrac-
tive."

Commenting on the double-faced record situa
tion the letter says: "It is not our intention to
specially advertise or exert any extra effort to
create a demand for double faced records. . . .
We want to give Victor dealers every advantage
if they are compelled to show fouble-faced rec-
ords to insistent buyers. A perfect hail of pro-
tests has been received by this company from
talking machine dealers all over America against
the introduction of the double-faced record. We
are equally opposed to it, and we are quite con-
tented with the way in which the trade is receiv-
ing the news of our move on the double-faced
record question. The sentiment is exactly as we
would have it. . . The dealers now have a
chance to test the matter out, and it lies largely
with them whether they shall sell or not We
don't care to have ours sell, but we certainly do
object to the sale of double-faced records by our
rivals."

Schedules in bankruptcy of the Colonial Phono-
graph Co., 903 Second avenue. New York, show
liabilities of $3,031 and assets of $2,095, consisting
of stock, $300; accounts, $1,758; judgment, $25,
and insurance rebate, $12.

The IVIunson Koldlng Horn

(PAXEMXEDi

OH! WHAT A DIKFEREIMCE WHEM YOU COME TO CARRY IX.

F"OR DISC A.ND CYHINJDER MACHINES is the only One-
Piece Indestructible Folding Horn on the market. Mode of the finest quality
cfSelected Leatherette- in plain solid colors or handsomely decorated by hand.

WHhN FOLDED AND CARTONED it occupies only a space of 28 inches
long by 31,. inches square— an ideal parcel for carrying or handling and im-
pervious to damage.

LET US QUOTE YOU PRICES AND START YOU ON THE ROAD
TO A PROFITABLE BUSINESS IN THE FALL

FOLDING PHONOGRAPHIC HORN CO., 650-52 Ninth Ave., New York City

TORONTO PHONOGRAPH CO.. Toronto, Ont.. Canadian Agents

THE TALKING MACHINE WOULD.

53

WHAT ST. LODIS TRADE REPORTS.

Business Picking Up in Botli Wholesale and Re-
tail Lines — Auxetopiiones Being Used Ex-
clusively by the Chronophone Moving Picture
Concern — Horse Show Officials Entertain
With Red Seal Records — Columbia Co. Re-
port Great Business Activity — Some Recent
Visitors — Edison Amberol Records Esteemed.

(Special to The Talking Machine World.)

St. Louis, Mo., Nov. 8, 1908.
The talking machine dealers' reports for the
last month show that the business is picking up,
and the wholesale trade is quite active, with
every indication that the winter trade will be
very good.

O. A. Grassing, manager of the St. Louis
Talking Machine Co., reports that there has
been a nice improvement in their business. This
concern has just placed three Auxetophones in
moving picture shows here, to be used in con-
nection with the synchronizing machine which
is used exclusively by the Chronophone Movipg
Papartus concern, of which the Aloe Optical Co.,
of this city, are the western representatives.
Mr. Gressing is co-operating with Louis P. Aloe,
of this concern, in introducing the Auxetophone,
and it is proving to be a great success.

The St. Louis Talking Machine Co. recently
gave a concert one evening in the lobby of the
Hotel Jefferson to entertain the Horse Show offi-
cials and the promoters of the same, which was
largely attended. Some of the most popular of
the Red Seal records were played and accom-
panied by the hotel orchestra. They made a
great hit, and the audience expressed their ap-
preciation in a very enthusiastic manner.

H. F. Harrison, traveler for this concern, re-
turned recently from a four weeks' successful
trip through Missouri. He will leave shortly for
a trip through southern Illinois, Kentucky and
Tennessee. L. A. Cummins, traveler for the
same concern, is home from a ten days' trip
through Illinois.

Geo. D. Ornstein, manager of the traveling
force of the Victor Co., spent a day here re-
cently and met F. S. Rambo, traveler for the
company through Illinois, and Mr. Weiniger,
traveler for the company through Iowa. Mr.
Ornstein stated that there was a decided im-
provement in trade through the Middle and
Southwest. He left here for Cincinnati.

A. D. Geissler, general manager of the Talk-
ing Machine Co., Chicago, spent two days here
recently.

E. B. Walthall, manager of the Columbia
Phonograph Co., reports that trade for the past
month has been excellent, both retail and whole-
sale. He reports the sale of two $500 instru-
ments to two local firms.

The new arrangement of securing exclusive
graphophone dealers in towns and cities of less
than 25,000 population is proving to be one of
the best moves made by the Columbia Phono-
graph Co. Sales on the double disc and inde-
structible records have surpassed the company's
expectations here. The new type of mahogany
graphophones retailing for $65 has just arrived
and is making a very favorable impression.
Geo. W. Lyle, general manager, and W. C. Fuhri,
western district manager, spent one day here
recently. Mr. Lyle expected to visit all the
branches in the West.

C. L. Byars, formerly with the St. Louis Talk-

— YOU NEED EXPERT —
SALESMANSHIP

to EXPLOIT your GOODS

Prepare your salesmen to meet competition by pro-
viding them with a copy of Walter D. Moody's
remarkable book,

"Men Who Sell Things"

Or Recommend Them to Get It.

"Sure to prove helpful to the man who wants to
succeed 'by selling things.' " — Louisville Courier-
Journal.

ONE DOLLAR a Copy, of ANY BOOKSELLER

A. C. McCLURG & CO., Pablishers, CHICAGO

ing Machine Co. and later with the talking ma-
chine department of the Thiebes-Stierlin Music
Co., has accepted a position as salesman with the
Columbia Phonograph Co.

The Koerber-Brenner Music Co. report a good
improvement in their talking machine depart-
ment, especially on Edison machine attachments
and Amberol records, of which they received two
large shipments recently. They say that dealers
are commencing to stock up and are sending in
large orders. They are pleased with the outlook.

The Thiehes-Stierlin Music Co. say trade is
fair in their talking machine department. Miss
Lillian Lane, who was formerly with them, has
again re-entered their employ in the talking
machine department.

The Conroy Piano Co. and D. K. Myers, the
well-known Zonophone jobber, report business in
their talking machine departments to be fair
and improving.

The Knight Talking Machine Co. report a good
business on double disc records.

The Silverstone Talking Machine Co. say there
is a good demand for the new Edison Amberol
records.

"MUSIC MASTER" WOOD HORN.

The Latest Product of Sheip & Vandegrift Has
Been Highly Praised for Its Many Individual
Features of Excellence.

Sheip & Vandegrift, patentees of the "Music
Master" wood horn, have just completed a large
addition to their plant to be used exclusively for
the manufacture of this product, their present
quarters having been found too small to cope
with the fast increasing demand for their horns.
The "Music Master" horn is constructed of 16
solid staves of oak, mahogany or spruce, finished
with a beautiful French polish, which makes it
an ornament in any home. Its acoustic proper-
ties are wonderful. After experimenting for
over a year along the lines followed in the manu-
facture of violins, pianos and other musical in-
:.=truments, where the propagation of sound de-
pends upon the elasticity of the medium to
amplify the tone, Sheip & Vandegrift have only
demonstrated in their horn the fact that a per-
fect horn is as essential to producing a clear
resonant and mellow tone in a talking machine
as a sounding board is necessary to a piano.
This company have just inaugurated an exten-
sive advertising campaign to include all the
leading magazines, and talking machine jobbers
and dealers everywhere should be prepared to
cater to the demand that is sure to follow.
While Sheip & Vandegrift are as yet little
known in this trade, members will recognize an
old friend in their sales manager, H. N. Mc-
Menimen. This gentleman has been conspicu-
ously connected with the talking machine busi
ness for the past 16 years, having formerly been
associated with the Victor Co., Emil Berliner,
and the old Gramophone Co. He knows the
ropes from beginning to end, and the trade can
well afford to put their trust in him and his
product, with the assurance of a square deal.

SOMETfflNG APPROPRIATE.

She bustled into the shop as though she hadn't
a moment to spare.

"I want a book for my husband," she grum-
bled. "It's his birthday, and I want it for a
present. Show me what you have and be quick,
please. Nothing too expensive, mind you, and I
don't want anything too cheap, either.

"He's a mild-mannered man, and not fond of
sports, so don't show me anything in that line.
For goodness sake don't offer me any of those
trashy novels, and, no matter how much you try
to persuade me, I won't take anything in the line
of history or biography.

"Come, now, I'm in a dreadful hurry, and I've
already wasted too much time here. Of course,
you don't know my husband, but from all I've
said, can't you suggest something appropriate?"

"Yes, ma'am. Here is a little volume entitled
'How to Manage a Talking Machine.' " — Tit-Bits.

/IT We enjoy the rep-
^'utation and the
popularity of filling
ALL your wants.

(irOur PERFECT
^'SERVICE IS win-
ning over to us the
most discriminating
and exacting Dealers
in the country.

^No matter how
^' small or how big
your order may be,
PROMPTNESS, IN-
TELLIGENCE, and
THOROUGHNESS
will characterize its
EXECUTION.

Don't "wonder if it's
so." Let us prove it.

Get acquainted
with us by signing
a VICTOR Contract
with us and following
it up with your order.

St. Louis Talking
Machine Q.

MII^LS BVII^DING

7th & St. Charles Streets
ST. LOUIS, MO.

Exclusively VICTOR Distributors

/

54

THE TALKING MACHINE WORLD.

Modifies the Tone — Eliminates the Scratch

SUBDUES THE HARSHNESS
PREVENTS THE MECHANICAL NOISE
ENTIRELY OBSCURE FROM SIGHT
EASY TO ADJUST— EXPRESSES THE REPRO-
DUCTION

PUTTING
ON THE
iHORN ELBOW

The Tone Controller

FOR VICTOR
TALKING MACHINES

Controls the tone of the record reproduction and requires only a slight movement of the
horn to obtain all the expression so much appreciated by all lovers of music.

We Must Complete Our Distributing Arrangements AT ONCE.

Write To-day for Sample and Discounts.

H. N. McMenimen
Sales

The TONE CONTROLLER CO., t

Tgt Providence, R. L

WHERE CONCENTRATION PAYS.

In Advertising It Pays to Keep Your Name Be-
fore the Public and Tall< Quality All the
Time — Avoid Poorly Written Advertisements.

When a dealer goes into advertising, lie should
go in to stick and be prepared to pay the piper
liberally. False economy has spelt failure for
more than one advertising campaign, and ignor-
ance of the subject has ruined many more. One
of the greatest faults of the experienced adver-
tiser is to spread his publicity too much, figuring,
for instance, that one inch in twenty papers is
better than twenty inches in one paper. As a
matter of fact, twenty inches in five papers, con-
sisting of strong and convincing matter, is better
than the same amount in one or a lesser amount
in more mediums.

A campaign of advertising should be conducted
in a manner to create the greatest effect, and lit-
tle Inch ads. won't have that effect. If a man
wants to create a big splash he doesn't throw in
a number of pebbles at intervals, but takes a
large stone and dents the water with that. In
weight and bulk the lot of pebbles mary equal the
stone, but they cannot produce the effect. The
same principle governs good advertising.

It is not sufficient to simply keep a dealer's
name before the public, but there must be some-
thing additional to cause readers to remember
the name, and the space used for the puriwse
should be as large as a liberal appropriation will
allow.

Poorly written advertisements also mean a
waste of money which might be saved if the writ-
ing was left to a competent ad. writer, who could
do the work either on a salary or at so much
per ad. Many dealers seem to think that they
know more about advertising and advertisement
writing than the man who discovered the game,
but their work often displays woeful ignorance
of the subject. A good number of amateur ad.
writers believe that cheap prices must be quoted
to interest the public, and a favorite phrase now-
a-days is "We need the cash and are selling of£
our stock at low prices to get it," or words to
that effect.

That kind of advertising does not interest that
portion of the public whose patronage is worth
obtaining. The best plan is to cut out prices and
talk quality and the reasons therefor. It will
mean more direct business than all the bargain
sales on record, and will attract trade that will
remain to put the business upon a substantial
foundation.

NEW SALTER CABINET STYLES.

The Salter Mfg. Co., of Chicago, III., whose
new line of cabinets is shown on another page
in this journal, deserve credit for their enter-
prise In bringing out these new and original
styles. Their new disc cabinets are especially
adapted for the double-face records, as the
shelves In them are lined on both sides and
front with soft green folt, which prevents
scratching while handling. Another good fea-

ture about them is that there is a special com-
partment for each record which is numbered to
correspond with index cards furnished with cabi-
nets. The shelves are made to lie horizontal,
which fills a long-felt want, as there has been

.SALTEE STXLE 7S2.

some complaints about discs warping while
standing up. These cabinets are most attrac-
tively finished, and all up-to-date dealers should
not delay looking them up.

The Salter Co.'s new line of cabinets for cylin-
der records have a separate compartment to

.S.VI.TKR STYLE 783.

hold each carton box, as by keeping the records
in cartons Ihey will be protected from the dust
and also from breaking. The compartments will
hold the new Edison Amberol records and all
other makes. They have lately Issued a new
catalog which will be sent to the trade free on
application.

NEW MISSION FOR "TALKER."

Being Employed Most Effectively to Inform
the People to Avoid Tuberculosis and Ty-
phoid— Fast Replacing Professional Talker.

If the typewriter has to a great extent ren-
dered the art of penmanship useless, the phono-
graph which appears in some new role almost
daily has done its share toward retiring the pro-
fessional talker, not to give him the more digni-
fied title of orator or lecturer. When one man
in a half hour can furnish the material for
"records" that will carry his voice to millions of
hearers, the natural tendency is to throw a large
number of talkers out of a job. Nature has
gifted the human race with but two ears apiece,
through one of which the words of others may
pass in, and through the other one pass out. We
can listen to only so much of speech in a life-
time, and if one man can address a thousand
audiences in a day through the medium of ma-
chinery, 999 rival orators may well begin to
wonder where their bread and butter, not to
mention jam, are coming from.

Up in New York state the Charities Aid Asso-
ciation has been employing lecturers to tell the
people how to avoid tuberculosis and typhoid.
All the county fairs are visited every fall, while
in the winter the lecturers address gatherings in
school houses and churches. Now, in the in-
terests of economy, the phonograph is to take
their jobs, says a local daily. One first-class
lecture will be loaded into half a hundred talking
machines, which will be sent about the state.
One or two popular songs and comic dialogues
will be interspersed with portions of the lecture
so that the audience will be sure to remain to
the close. Since the phonographs will run up
no hotel bills, nor any other expenses incident
to maintaining a force of lecturers in the field,
the annual saving will enable the association to
extend its beneficent work much farther than
formerly. But what are the poor lecturers to do?
Some undoubtedly will seek positions as barkers
for summer shows, but it is only a question of
time until the phonograph follows them even
into this field and they will be compelled to
"move on." Others may obtain jobs in railway
stations to call out the trains, but the phono-
graph will be hot on their trail. Experience
has shown that wherever modern mechanical
ingenuity has thrown a certain class of humanity
out of work, some new avenue of employment
has been opened.

HE HAD SEEN THEM!

Patient Salesman. — "Now, here's a lively jig,
that ought to be just the thing for the hotel."

Hotel Keeper. — "Take it off! No good!"

Patient Salesman. — "Ah, you don't want to
annoy your other customers by the noise ^f danc-
ing on the floor. I'll find you something else."

Mrs. Hotel Keeper. — "Why, dear, its a lovely
record. Think how they'll all enjoy to jiff!"

Hotel Keeper. — "I'd get it, if they icoidd jig."

Eenest Wmninck.

THE TALKING MACHINE WORLD.

55

THE NEW MONARCH MIDGET

Record Rack Takes in Folding Trays and Is a
Most Complete Product — Proving a Big Seller
Wlierever Introduced,

RECORD BULLETINS FOR DECEMBER, 1908

NEW VICTOR RECORDS.

The new Monarch Midget record racks made
by the Syracuse Wire Works, Syracuse, N. Y.,
have taken strong hold of the trade, owing to
their several features tending to convenience in
arranging the records systematically. The Mon-
arch Midget rack is made with openings large
enough to take the various makes of folding trays
using the Rapke label, thereby permitting several
records of the same number being kept in the
same compartment.

The Blackman Talking Machine Co., New York,
in acknowledging receipt of a sample of the
special Monarch Midget rack says: "The special
Monarch Midget wire rack, holding 20O of the
Blackman folding trays, has been received and
is very satisfactory. A number of our dealers
will use your wire rack now, in view of the
spaces being large enough to accommodate the
trays. We expect to dispose of a number of these
racks, as well as the regular racks to be used in
connection with our folding trays."

THE "TALKER" AS A DIPLOMAT.

In writing of the talking machine for a num-
ber of daily papers, Frederick J. Haskin men-
tions an incident in which the "talker" came to
the aid of diplomacy and won out. Mr. Haskin
says: "When the Americans wanted to negotiate
the treaty of Jolo they took the Sultan aboard
the "Charleston" with his suite and showed them
the sights; and that which most interested the
party was a talking machine. The Sultan's fa-
vorite wife wanted the wonderful thing. The
Americans agreed to give it to her if she would
induce her husband to agree to the treaty. She
succeeded in getting him to sign the document,
and so American diplomacy knows the advantage
of the talking machine."

TOSI MUSIC CO. ENTERTAIN CROWDS.

(Special to The Talking Machine World.)

Boston, Mass., Nov. 6, 1908.
Through the courtesy of the Tosi Music Co.,
27S Hanover street, the crowds watching the
election bulletins of the Boston Post were enter-
tained for three hours or more with selections
from grand operas and also popular music, fur-
nished by a Columbia graphophone supplied by
the music company.

AliTIIUK PRYOE'S BAND
NO. SIZE.

5577 Poet and Peasant Overture Von Suppe 10

5576 National Emblem March Bagley 10

5595 Yankee ShulBe Marcli Moreland 10

5596 "Yama Yama Man" Medley 10

31716 Hallelujah Chorus — Messiah Handel 12

VICTOB OHCHESTRA.

5608 Rainbow (Indian Two-Step) 10

VICTOR DANCE ORCHESTRA.

,31717 My Queen Waltz Bucalossi 12

BANJO SOLO BY VESS L. OSSMAN.

5597 Drowsy Dempsey Lansing-Hildreth 10

BOSC ORCHESTRA OF PARIS.

52704 La Giralda Marche Andalouse .luarranz 10

INSTRUMENTAL SOLOS BY ALBERT MUELLER WITH ORCH.

52900 Boulanger March (Bell Solo) Desormes 10

52906 Gypsy Dance, "La Gitana" (Xylophone

Solo) 10

HUMOROUS STORY BY NAT M. WILLS.

5612 "No News," or "What Killed the Dog" 10

COMIC TALK WITH PARODY BY NAT M. WILLS WITH ORCH.

5613 Are You Sincere — Parody 10

TOPICAL SONG BY NAT M. WILLS WITH ORCH.

o6r4 B. P. 0. E. (E115S' Song) 10

TENOR SOLO BY HARVEY HINDEEMEYER WITH ORCH.

5599 There's Nothing in the World Like Love. . . .

Madden-BIanke 10

ITARRY MACDONOOGH AND HADYN QUARTET WITH ORCH.

5015 "Funiculi Funicula" (A Merry Heart). Denza 10

snUBKETTB SONG BY DOROTHY KINGSLEY WITH ORCH.

5572 Could You Learn to Love a Little Girl Like
. Me Ziegfeia 10

TOPICAL SONG BY ADA .TONES WITH OECH.

5574 When Grandma Was a Girl Goetz 10

ADA .TONES AND HADYN QUAETET WITH ORCH-

5601 Always Me Harris 10

MEDLEY BY THH PEEELESS QUAETET,

5603 Medley of Popular Airs 10

ALAN TURNER AND HADYN QUARTFT WITH ORCH.

5611 Here's to the Girl ! Froro "Girls of Gotten-

berg" Anderson 10

31718 Some Day Conway-Wellings 12

COMIC SONG BY BILLY MURRAY WITH OECH.

5591 I'm (Jlad I'm Married ... Norworth-Von Tilzer 10

DUET BY MISS JONES AND MR. MURRAY WITH OECH.

5609 There's No Moon Like the Honeymoon

Malone-Gumble 10

DUET BY COLLINS AND HAELAN WITH OECH.

5605 Honey Lou Lemonier 10

DESCEIPTIVE SPECIALTY BY MISS JONES AND ME. SPENCER
WITH ORCH.

5606 Jim Jackson's Affinity 10

IRISH SPECIALTY BY STEVE PORTER.

5604 Christmas Morning at Clancey's 10

YANKEE TALK BY CAL STEWART.

31715 Uncle Josli Keeps House 12

THE OCTOBER SPECIAL LIST.

POPUL.IR SONG BY THE HAYDN QUARTET WITH ORCH.

5570 Take Me Out to the Ball Game... Von Tilzer 10

BILLY MURRAY AND HAYDN QUARTET WITH OECH.

5571 Rainiww Wenrich 10

IRISH SONG By ADA JONES WITH ORCH.

557.9 Y'ou'll Have to Sing an Irisb Song. Norworth 10

MISS JONES AND MR. MURRAY WITH CHORUS AND ORCH.

5592 Taffy Bryan 10

FOUR NUMBERS ERNESTINE SCHUMA.NN-HEINK, CON-
TRALTO. IN ENGLISH.

S7020 The Danza Chadwick 10

WITH ORCH. IN GERMAN.

S.S138 Stille Nacht, heillge Nacht (Silent Night,

Holy Nigbt) Gruber 12

8S139 I und mei Bua (I and My Boy). Yodel Song.

Millocker 12

SS140 Rieuzi — Gerechter Gott ! (Righteous God!)

Wagner 12

LOUISE HOMSR EMILIO DE GOGORZA WITH ORCH. IN

ENGLISH.

87501 Samson and Delilah — Vengeance at Last!...

Saint-Saens 10

JOHANNA GADSKI. SOPRANO, WITH ORCH. IN ITALIAN

88136 Cavalleria Busticana — Santuzza's Air (Vol lo

sapete) Mascagni 12

UDELL CABINETS

For Disc and
Cylinder Records

YOU should sell a Cabinet to
keep the Records in every
time you sell a machine. It will
not take much talking on your part
to sell Udell Cabinets. They speak
for themselves. We are proud of
them.

They are sold by the dealer at a
fine profit.

Write

THE UDELL WORKS

INDIANAPOLIS, IND.
A postal brings illustrations and prices

No. 434 Disc Record Cab inet
Mahogany or Golden Qyartered
Oak. Holds 170 12-inch
Disc Records.

88137 Aida — Ritorna vincitor (May Laurels Crown

Tliy Brow) Verdi 12

ALICE NIELSEN, SOPRANO, WITH OECH. IN ENGLISH.

74121 Martha — The Last Rose of Summer. . .Flotow 12

GINA 0. VIAFORA, SOPRANO. WITH ORCH. IN ITALIAN.

64094 Manon. Lescaut — In quelle trine mOTbide (In

Those Silken Curtains) Puccini 10

EVAN WILLIAMS, TENOR, WITH ORCH. IN ENGLISH.

64093 Serenade Schubert 10

74119 Crossing tbe Bar Willeby 12

74122 Carmen — Flower Song Bizet 12

MARCEL JOURNETj BASS, WITH ORCH. IN FRENCH.

74123 Jongleur de Notre Dame — Legende de la

Tango Massenet 12

EMILIO DE GOGORZA, BARITONE, WITH ORCH. IN ITALIAN.

74124 II Trovatore — II baleu (The Tempest of the

Heart) Verdi 12

NEW EDISON GOLD MOULDED RECORDS.

EDISON STANDARD (TWO-MINUTE) RECORDS.

10008 Christ Is Come Edison Concert Band

10009 Always Me Byron G. Harlan

10010 Tafify Ada Jones

10011 Petite Mignon Caesar Addimando

10012 When Darling Bess First Whispered Yes...

Manuel Romain

10013 My Brudda Sylvest Collins and Harlan

*10014 Everybody Knows It's There. . Edward M. Favor

10015 Fun in a Barber Shop Vess L. Ossman

10016 Uncle Josh's Arrival in New York City....

Cal. Stewart

10017 The Widow Dooley. . .Ada Jones and Len Spencer

10018 I'm Glad I'm Married Ed Morton

10019 In Lover's Lane Edison Concert Band

10020 The Sons of Uncle Sam Edward Meeker

10021 Last Day of School at Pumpkin Centre....

Cal. Stewart

10022 My Rosy Rambler Billy Murray and Cho'rus

10023 Kentucky Patrol. . American Symphony Orchestra

10024 Yours Is Not the Only Aching Heart

James F. Harrison

10025 Oh, You Coon! Ada Jones and Billy Murray

10026 What You Goin' to Tell Old St. Peter?

Arthur Collins

10027 Song of tbe Mermaids

Venetian Instrumental Trio

10028 I Don't Want the Morning to Come

Frederic Rose

10029 So Do I Knickerbocker Quartette

10030 Christmas Morning at Clancy's Steve Porter

10031 Uncle Sam's Postman March

Edison Military Band

EDISON AMBEROL (FOUR-MINUTE)
RECORDS.

51 Overture, "The Year 1812". ., .Edison Concert Band

52 Ask Mammy Manuel Romain

53 Miserere, from "II Trovatore"

Miss Hinkle, Mr. Anthony and Chorus

54 A Pew Short Stories Marshall P. Wilder

55 When Grandma Was a Girl Ada Jones

56 Spring, Beautiful Spring

American Symphony Orchestra

57 Stwries About the Baby Marshall P. Wilder

58 Grandma -Byron G. Harlan

59 The County Pair at Pumpkin Center. . . . Cal Stewart

60 I'm Afraid to Come Home in the Dark — Hu-

moresque New York Military Band

BIG COLUMBIA DEAL IN CHINA.

.Tohn H. Dorian, who represents the Columbia
Phonograph Co., general, in the far east, has just
closed one of the largest contracts in China
ever booked by the foreign department. The
Chinese firm placing the order have branches or
storehouses in all parts of the empire, a quan-
tity of the. goods being shipped to the interior
on camel-back, and taking fourteen days for the
delivery from the seacoast. Mr. Dorian's head-
quarters are at Shanghai, but his working ter-
ritory, besides China, covers Japan, India, Siam,
the Straits Settlements, the Dutch East Indies
and the Philippines, and he is not expected home
for several years.

NOW THE YAKIMA MUSIC CO.

The Guernsey Music Store, North Yakima,
Wash., will in future be known as the Yakima
Music Co. They carry a full line of Victor and
Edison machines and records, and small goods,
only handling pianos as a side line.

THE VICTOR WOODEN HORN.

The beautiful finish and superb construction
of the Victor wooden horn, coming in mahogany
and quartered oak, and which are now being
sent the trade by the Victor Talking Machine
Co., Camden, N. J., is being generally remarked
by energetic dealers." The mahogany horn is
being generally used on the No. 6 Victor, and the
oak on the No. 5 machine, making a splendid
equipment.

All business men should remember that well
directed individual energy may win out in spite
of dull times.

56

THE TALKING MACHINE WORLD.

LATEST PATENTS RELATING TO TALKING
MACHINES AND RECORDS

(Specially prepared for The Talking Machine Woria. i
Washington, D. C, Nov. 8, 1908.
Rack. Gustave H. Schubert, Reno, Nevada.
Patent No. 894,706.

This invention is an improved rack, more espe-
cially intended for phonograph records, and has
in view such a device that will display the ends
of the cartons in which the records are kept,
^^^f. -whereby the rec-

" ord wanted may
be readily select-
ed; also a con-
st ruction by
which the capac-
ity of the rack
may be increased
as the selection of
records is added
to. In attaining
these objects there
is provided a pair
of looped hangers
having hooks for
suspending them
from a ceiling
or other convenient support, and seated within
the hangers is a shelf on which the records are
placed, the shelf preferably having upwardly-
turned flanges at opposite side edges, and
downwardly-turned end flanges adjacent to the
cross members of the hangers. When the ca-
pacity of the rack is to exceed one shelf, a second
shelf of like construction is seated in U-shaped
hangers having hooks engaging over the first
hangers, and this manner of construction con-
tinued until the required space is obtained.

Figure 1 is a perspective view of a rack com-
plete embodying the invention, illustrating the
manner in which the records are stowed; Fig. 2
is a cross-section of the rack, and Fig. 3 is a per-
spective view of one of the U-shaped hangers.

Sou>-D-Bo3:. James Smith Kerr, Valparaiso,
Chile. Patent No. 901,703.

An object of this invention is to provide a
simple and efficient sound box for talking ma-
chines and the like, in which practically the en-
tire quantity of sound waves produced is forced
to pass through the sound tube, in which in-
harmonious or disturbing vibrations are avoided,
and in which all deadening of the sound waves is
prevented.

A further object of the invention is to provide
a device of the character described having a
diaphragm of particularly efficient construction

which is so form-
ed that practi-
cally all secon-
dary vibrations
are obviated, and
to which the sty-
lus bar is con-
nected in such a
manner that the
use of glue, ce-
ment or the like
is avoided.

A still further
object of the in-
vention is to pro-
vide a sound lx)x
in which the dia-
phragm is en-
closed in a sub-
stantially air-tighi
chamber, thereby avoiding the escape of the
sound waves to the outer air with the conse-
quent diminution of the sound volume produced
by the machine.

Figure 1 Is an inverted plan view of a sound
box incorporating the improvements; Fig. 2 is a
transverse section of the sound box; Fig. 3 is a
section on the line 3—3 of Fig. 2; Fig. 4 is a
transverse section of a modified form of the
sound box. and Fig. 5 is an elevation showing the
modified form of the device.

Talkixg-Machise. William Albert Chapman,
Smithville, Ark. Patent No. 901,781.

This invention relates more particularly to the
horn and sound tube attachments of talking ma-
chines employing disc records. An object of the
invention is to provide a talking machine having

means for sup-
porting the sound
tube so that the
latter is free to
swing in two di-
rections, without
interiupting the
propagation o f
the sound waves
through the
sound tube and
the horn which
communic ates
therewith.

A further ob-
ject of the inveji-
tion is to provide
a device of the
class described in which the sound tube is
mounted free to swing in two directions, that
is, in a horizontal and a vertical plane, and in
which the sound tube is resiliently held, when
in an operative position, thereby avoiding the
imposing of excessive weight upon the record

through the sound
box and repro-
ducer.

-^^m\-" A still further
object of the in-
vention is to pro-
vide a device of
the class de-
scribed, in which
the sound tube is
connected with
the horn by
means of a per-
fectly fitting joint
which permits of
the free relative movement of the sound tube
,in an inoperative position, away from the record.

Figure 1 is a side elevation of a talking ma-
chine, showing the invention applied thereto;
Fig. 2 is a rear elevation of the talking machine,
showing a part of the horn broken away. Fig. 3
is an enlarged longitudinal section of a part of
the device, showing the sound tube and horn

connection; Fig. 4 is a transverse section on the
line 4 — 4 of Fig. 3; Fig. 5 is a transverse section
through the sound tube near the end remote from
the record, and Fig. 6 is a transverse section on
the line 6—6 of Fig. 3.

Sor>-D-REPRODUCER. William Albert Chapman,
Smithville, Ark. Patent No. 911,782.

An object of the invention is to provide a .sim-
ple, durable and efficient sound reproducer which
is constructed to eliminate harsh, shrill and
metallic tones in sound reproduction, and which
exactly reproduces the volume, register and tone
shading of the original sound.

A further object of the invention is to provide
— a sound reproducer

having a diaphragm
which is normally
under different bal-
ancer tensions, there-
by augmenting the
sensitiveness and ra-
pidity of action of the
diaphragm.

A still further ob-
ject of the invention
is to provide a sound
reproducer having a
stylus bar which per-
mits the easy and
rapid insertion and
removal of needle
points, and which is resiliently controlled,
whereby it is rendered flexible and efficient in
action.

Figure 1 is a front elevation of the sound re-
producer; Fig. 2 is a longitudinal section of the
device; Fig. 3 is an enlarged transverse section
of the line 3 — 3 of Fig. 2; Fig. 4 is a transverse
section on the line 4 — 4 of Fig. 3, and Fig. 5 is
an enlarged transverse section on the line 5 — 5
of Fig. 2.

Gbaphophoxe-Stop. Junius Wallace Jones,
Baton Rouge, La. Patent No. 901,910.

This invention relates to automatic stops for
phonographs and in providing this mechanism
the inventor aims to produce an automatic stop
susceptible of adjustment for use with record
plates of different diameters. This invention is
designed to coact with a form of trip stop device
now in use on what is known as the Victor ma-
chine. It is the object to produce an automatic
stop which will require the addition of the few-
est number of parts and which will be simple in
construction and effective in operation.

In the drawings, Figure 1 is a side view of a
turntable of ordinary construction to receive the
record disc, said turntable having associated
therewith the horn, the trip stop of substantially

MIRAPHONE

Combination
Music Box and
Talking Machine

In every respect a
superior instrument
Musically and
Mechanically.
Giving you and
your customers
splendid value.

Write for Catalogue, Terms and Prices

Jacot Music Box Co*

No. 39 Union Square, New York

THE TALKING MACHINE WORLD.

57

ordinary form and the improvements. Fig. 2 is
a detail plan view of the ordinary trip stop in its
relation to the turntable. Fig. 3 is a plan view
of a part of the invention with the elements in
one position, and Fig. 4 is a
similar view to Fig. 3 with the
parts in another position. Fig.
5 is a plan view of a record of
disc form showing the grooves
which are made on all records.

Sound Box for Talking Ma-
chines. Leon F. Douglass, Phil-
adelphia, Pa., assignor to the
Victor Talking Machine Co.,
Camden, N. J. Patent No. 902,-
280.

The object of this invention is
to provide an improved construc-
tion in, and relating to, sound
boxes for talking machines, such that the quality
and clearness of the sound produced thereby will
be greatly improved, and whereby the action of
the sound box, as concerns the effect of the vibra-
tions of the stylus or needle caused by the record,
will also be made more nearly perfect.

In the art relating to talking machines, and
the recording and reproduction of sound waves,
difficulty has been experienced in that the coarse
and other vibrations of the sounds which have
been recorded have been too great for the dia-
phragm of the sound box when reproduced from
a disc record. These sounds composed of vibra-
tions of greater amplitude also have been accen-
tuated or made abnormally pre-eminent, so that
the effect of the more delicate sounds and vibra-
tions has been reduced, and the tone and quality
of the reproduction thereby impaired.

The object of the invention, therefore, particu-

larly relates to such a construction in connection
with sound boxes that these harsh undesirable
vibrations may be eliminated or reduced to such
an extent that they retain the requisite intensity
to give a pleasing effect when taken in connec-
tion with the other vibrations of less amplitude
and greater frequency. It is evident that the
inertia of the parts of the sound box, and the
support therefor, to which the stylus bar and
diaphragm are connected, have considerable ef-
fect upon the waves produced from the latter.
That is, if the parts are held rigidly in position,
the sound produced by the diaphragm will corre-
spond exactly to the line traced by the siylus
point, and if there are vibrations of greater
amplitude and less frequency, such vibrations
will be reproduced in substantially the same
manner that they are recorded by the recording
machine, and since sounds having waves of dif-
ferent amplitude are not all recorded with the
same ease and accuracy, the sounds which are
most easily recorded will be accentuated in the
reproduction. This is especially true of the
coarser vibrations of the male voice and the notes
of the larger wind instruments in bands and or-
chestras. It is also true of certain vibrations in
the reproduction, which cause a hollow or tubby
sound in connection with the music or words re-
produced. This invention is particularly in-
tended to overcome the above-mentioned defects.

It has been found that when the sound box of
a talking machine, or its casing, is mounted upon
an elastic cushion or backing, so that said casing
may move independently of the sound box sup-
port, the harsh vibrations which would otherwise
be undesirably accentuated in some forms of re-
producing machines and also the tubby sounds,
have been eliminated. This result is occasioned
by the relation between the inertia or mass of
the metal of the sound box or its casing, and the

amount of elasticity of the cushion or connection
between said metal and the arm or support of the
sound box. That is, when the stylus or needle
follows the finer and more rapid sinuosities of
the record groove, the inertia of the sound box
is great enough to prevent the casing and dia-
phragm from moving or oscillating with the
needle or stylus bar; but when the needle tra-
verses the greater or coarser sinuosities, which
must necessarily be of less frequency, the oscillat-
ing force is, therefore, greater, and at the same
time slower and in acting upon the stylus bar
and diaphragm causes the sound box or its casing
to oscillate more nearly in synchronism there-
with on a diameter at right angles to the stylus
bar, instead of vibrating the diaphragm trans-
versely as a whole. It will thus be seen that the
diaphragm is not put under such a strain, nor is
the same distorted to such an extent as to com-
municate the full force of the vibrations in the
form of sound waves to the sound conveying
means or amplifying horn.

Briefly this invention comprises the providing
of an elastic cushion or connection between the
sound box support or tube, and, the sound box
or its casing, said cushions being of such a size,
consistency, and form, and being held in such a
manner that an elastic and yielding mounting is
given to the sound box or the casing thereof,
which allows the same to be oscillated trans-
versely about a central diameter or axis which is
transverse to the axis of the sound box.

Figure 1 is an elevation of improved sound box;
Fig. 2, a side elevation thereof, and Fig. 3, a view
showing the essential parts of the sound box, as
concerns this invention, cut away and partly in
section.

in Philadelphia, is extremely busy. Orders are
coming in from dealers for Star talking ma-
chines, and those who have placed sample orders
have expressed themselves more than pleased
with the results obtained from the trial order.

The Star records, too, are claiming a goodly
share of trade, even in these times, and, in
fact, there is an increased demand now for all
of the Hawthorne & Sheble specialties, which
include talking machines, records and accessories
of all kinds.

NEW EDISON LAUDER RECORDS.

The National Phonograph Co. have issued
three more Edison records by Harry Lauder,
who is again scoring a tremendous success in
this country. They are entitled: "That the
Reason Noo I Wear a Kilt" (13757); "Inver-
ary" (13758); "Callaghan" (13759). Lauder's
reappearance in New York has certainly created
a fresh demand for all his records. It is safe
to say that not in years has a European singer
visited this country who made such a genuine hit
as has this humorous Scotsman.

"TALKERS" EOR fflNDOOS.

Some time ago Wesleyan missionaries intro-
duced talking machines in their work in India,
and it now develops that the Hindu priests have
also begun to employ the machines in order to
counteract the effect -of the missionaries' preach-
ings. The machines are portable and are sent
to the most inaccessible districts of the empire.
Truly, the "talker" acknowledges no creed in
religion or code in politics.

DEMAND FOR STAR PRODUCT.

VISIT COLUMBIA PLANT.

E. A. Hawthorne Reports Improvement in
Trade — Star Machines and Records Growing
in Popularity.

E. A. Hawthorne, president of Hawthorne &
Sheble Co., was one of the visitors to town re-
cently. While Mr. Hawthorne is not old in
years, yet he is one of the men whose service in
the talking machine trade ranks among the first
in point of service. While discussing business
with The World, Mr. Hawthorne took occasion
to emphasize the improved condition of trade,
and he felt that conditions were brightening
all the time, and that it would only be a short
time before they would be almost back to
normal.

The big plant of the Hawthorne & Sheble Co.,

Captain Lorocchio, of the Italian cruiser
"Fievamosca," and Captain Winslow, of the
United States battleship "New Hampshire," in-
spected the factories of the American Grapho-
phone Co., at Bridgeport, Conn., recently, and
upon leaving the plant both were presented with
handsome graphophones, with silver horns, ap-
propriately engraved plates being attached
thereto.

THE AUTOMATIC SOUBRETTE.

"I suppose your play starts with a housemaid
dusting the furniture and soliloquizing about the
family affairs."

"No, we've cut all that out. Instead we have
a vacuum cleaner with phonographic attachi-
ment."

Stop-Look-Listen !

With the election of President out of the way, " look out for the cars of trade."

You are going to have the biggest holiday trade in the history of your business.
Prepare for it. Don't be "skimpy." Don't be fearful. STOCK UP. If you
haven't got what the people want — and they're going to want a lot - the other fellow
will have it.

Put in a big stock of Phonographs with the new attachment for Amberol
Records. The greatest inspiration the business has ever had is this Amberol
Record — doubles the usefulness and pleasure of the phonograph.

We can ship all orders the day received. We have the courage of our convic-
tions, and have to-day the largest stock in every line of every character. Don't be-
lieve you can ask for anything we haven't got on hand.

And with quality right, price right, shipments prompt, " square deal " for all— we
want your trade.

Phone rush orders at our expense.

American Phonograph Co.

106 Woodward Avenue, Detroit, Mich.

58

THE TALKING MACHINE WORLD.

Leading Jobbers of TalKing MacHines in America

J

THE

DIXSON

Trade-Hark

Are delivering- the most wonderful
TALKING MACHINE

NEEDLES

ever manufactured.

Thej' come in four sizes, No. 1, Loud
Tone ; No. 2, Happy Medium Tone ; No.
3, Medium Tone and No. 4, Soft Tone.
They are packed in most attractive boxes
and envelopes, especially intended to
help the Small Dealer make profitable
sales of GOOD NEEDLES.

A SYMPOSIUM on the subject, with
wholesale prices, will be mailed to any
address, from either of our three stores.

OLIVER DrrSON COMPANY

150 Tremont Street, BOSTON, MASS.

Chas.H. Ditson&Co.

f*os. 8, 10. 12 East 34Ui Street
NEW YORK. N. Y.

J. E. Ditson & Co.

No. 1632 Chestnat Street
PHILADELPHIA, PA.

Factory :
Rahway, N. J.

TEACE-UAKK

BROADWAY and 17th ST., NEW YORK

Western Branch :
259 Wabash Ave., Chicago

WHOLESALE AND RETAIL

REGINA MUSIC BOXES REGINAPIANOS
REGINAPHONES SUBLIMA PIANOS

DISTRIBUTORS IN NEW YORK FOR

Victor Talking Machines and Edison Phonographs

Complete Stock. Prompt Deliveries.

HARGER & BLISH

JOBBERS

VICTOR
EDISON

It's worth while knowing we never
substitute a record. If it's in the catalog
we've got it.

Des Moines IOWA Dubuque

Peter ' Bacigalupi & Sons

SAN FRANQSCO, CAL.

WHOLESALE RETAIL

1021-23 Golden Gate Ave. tII3-I5 Fillmore St.

Jgggg^s Edison, Zonophonc
PEALER Victor

AH Kinds of Automatic MtJsical InstrumeDts
aad Slot Machines.

BABSON BROS.

I 9th St. and Marshall Boulevard

CHICAGO, ILL.

Special attention given DEALERS only, by Q. M.
NISBETT, Manager, Wholesale Department.

LARGEST STOCK OF EDISON PHONO-
GRAPHS AND RECORDS in the U. S.

I DARD TALKI NG M ACH I N E COM PAN Y

"If ifs made we ship it thJe same dciy order is received"

Jacot Music Box Co.,

59 Union Sq., New York.

Mira bj^ci Stella. Music Boxes.

Edison and Victor Machines
and Records.

You Can Get Goods Here

KDISOPf VICTOR

JOBBERS DISTRIBUTORS

Our wholesale depot is a mile from our retail store.
Records are not mauled over for retail customers
and then shipped out to dealers. Dealers blaring
from U9 get brand new goods just as they come
from the factory.

LAWRENCE McGREAL, Milwaakee, Wis.

NEW ENGLAND

JOBBING HEADQUARTERS

EDISON AND VICTOR

MeLChtnes. Records and S\appllos.
THE EASTERN TALKING MACHINE CO.
177 Tremont Street • - BOSTON. MASS.

ECLIPSE PHONOGRAPH CO.

HOBOKErsj, IM. J.

Edison and Zon=o=phone Jobbers

Can Guarantee Quickest Delivery
From Largest Stock in New Jersey.

JOHN F. ELLIS &

CO.

WASHINGTON, D. C.

Distributor

"Vlf TOR XalKIno
V 1^ 1 V-rr^ Machine*

and RECORDS Wholesale and

Retail

Largest Stock In tlie South

PERRY IS. WHITSIT I-. M. WELLER

PERRY B. WHITSIT CO.,

213 South High Street. Columbus. Ohio.

Edison innnmO victor Talking

Phonosraphs .IIIHHrnA Machines
and Raoorda UUUULIIU and Reoorda

COLUMBIA JOBBERS

N. W. IOWA. NEBRASKA and SOUTH DAKOTA

Write to-day for terms nec-
essary to become dealers

W. A. DEAN COMPAINY ^'^'sK^lf"

F. M. AXWOOD

123 MONROE AVENUE

IVfEIVIPHIS, XEIMIM.

EDISON JOBBER

E. F. DROOP & SONS CO.

925 Pa. Avenue
WASHINGTON. D. C.

231 No. Howard Street
BALTIMORE, MD.

Distributors of

Edison Phonographs

Victor Talking Machines

Records, Cabinets and Supplies

LARGEST STOCK SOUTH OF NEW YORK

PRICE F»HONOGRA.F»H CO.

51-56 Clinton Street. NEWARK. N. J.

Victor Distributors Sl^"^""'-"

Send ui your Order, you get the Goods

We don't retail. We take care of the Dealer.

Large Stock — Quick Service

BIFFAIO • N. Y.

NEAL,
CLARK &
NEAL CO.

X!

o

EDISON
VICTOR
COLUMBIA

EXCLUSIVELY JOBBER.

mil ZOIVO-0-PHONES»mrY

BYRON IVIAUZY
SAN FRANCISCO CALIFORNIA

C. B. HaYNES W. V. YOUMANS

C. B. HAYNES & CO.

WNOLISALC DISTRtBUTORS

EDISON PHONOGRAPHS AND RECORDS

ALL SUPPLIES

603 East Main St., Richmond, Va.

DISTRIBU-
TORS OF

PACIFIC COAST

Victor Talking Machines recSrds

STEINWAY PIANOS-LYON & HEALY
" OWN MAKE •• BAND INSTRUMENTS
San Francisco Portland
Oakland Los Angeles

Sherman, Clay & Co.

Baltimore Zonophone Jobber

THE NEW TWENTIETH CENTURY TALKING
MACHINE CO.

rietor

L. MAZOR, P OP

Talking Machines and Records. The Biggest
Assortment of Hebrew Records.
1423-25 E. Pratt Street, BALTIMORE, MD.

KLEIN * HEFFELMAN CO.

Canton. OHIO.

Edison ^ Victor

MACHINES. RECORDS AND SUPPUES

Quickest service and most complete stock in Ohio

IF YOU'RE IN WESTERN MICHIGAN
it will be money in your pocket to order

Victor Machines and Records
JULIUS A. j. FRIEDRICH

30-32 Carta! Street. Grand Rapids, Miohlgarv

r\ «« .. * Quick Service and a Saving
Our Motto: ^ N Transportation Chareel

Every Jobber In this country should be represented In this department. The^ cost Is" sllflht and the advantage Is^ great.

Be sure and;have your llrm In the December list.

THE TALKING MACHINE WORLD.

59

Leading Jobbers of TalKin^ MacKines in America

FINCH & HAHN,

Albany, Troy, ScKerveota.dy.

Jobbers of Edlaorv, Victor and Columbia

MaLchines and Records

300.000 Records
Complete Stock Quick Service

D. K. MYERS

3839 Finney Avenue ST. LOUIS. MO.

Only Exclusive Jobber in U. S. of

Zon-o-phone Machines and Records

We Fill Orders Complele

Give us a Trial

^ticRaPiniivTKis!

1 We refer all retail inquiries from our
Dealers' lowhs to them lor attention.

f We positively will not sell a Talking
Machine or Records' at retail in a town
wliere we have a Dealer,
f We do not refer the inquiry to you and
then oiler to pay express if the customer
will buy direct.

The Rudolph Wurlitzer Co.,

Cincinnati and Chicago.

2 points of supply on Victor k Edison. Order from. the mmr,, .

E. T. WILTON & COMPANY

HOUSTON. TEX.

Wholesale Distributors "Star" Talking
Machines, Records, Horns, Cranes, Etc.

We liave everything: yon need, also
JEWELRY and WATCHES

Southern California Music Co.

EVERYTHING FOR TALKING MACHtNES

Edison and Zon-o-Phone Jobbers

LOS ANGELES, CAL.

Paste This Where You Can Always See It !

Mr. Dealer:

We refer all Talking Machine inquiries coming from towns
where we are represented by dealers to the dealer or dealers in
that town.

VICTOR and EDISON JOBBERS

CMICAC30

Every Jobber in this country should be represented in this department.
The cost is slight and the advantage is great. Be sure and have your
firm in the December list.

TO LIMIT VICTOR DEALERS.

The Victor Co. Issue New Rule Which Will Act
as a Protection to Their Representatives —
An Important Move.

The Victor Talking Machine Co. recently sent
out a notice to all Victor distributers, signed by
Louis P. Geissler, manager, in which they state
that it is their desire to limit the number of
Victor dealers throughout America, to the end
that they may receive a more powerful and en-
thusiastic representation than ever before. It is
their desire to avoid poor representation or the
placing of their product with undesirable per-
sons. In this connection the Victor Co. announce
that the following rule will go into effect on and
after October 31.

"Our distributers must in every case, when
qualifying a new dealer, and, before shipment of
the goods, submit to us his contracts, signed in
triplicate, together with statement of the amount
of his initial order. The distributer will then
await authority from this company to qualify the
dealer, which will be promptly forthcoming if de-
sirable, and the contracts at that time will be
returned; one copy to the distributer, and one
direct tO' the dealer accompanied by his identifi-
cation card.

"Full information is tabulated in our offices
regarding the status of the Victor representation
in each town, and our judgment as to the desira-
bility of qualifying, new dealers must be accepted
as final. The above ruling should in no instance
cause a delay in shipment of more than a week.
Telegraphic authority may be had upon request,
and to a dealer who has delayed putting in the
Victor line all these years this slight final delay
can be of no great moment. Any failure to com-
ply with the above request will be construed as a
violation of our contractural relations."

In commenting upon this notice the Victor Co.
state in another communication:

"This means, practically, that if you push Vic-
tor goods in your city, town or village with that
energy which the merits of the goods warrant,
and to which our exclusive and aggressive busi-
ness policies entitle us, that no more Victor
dealers will be qualified in your city, and that the
objectionable ones will be gradually eliminated.
What we desire is few dealers and more active
ones.

"We have advertised the fact to you frequently
that the great bulk of our profits goes back into

the business in the shape of increased advertis-
ing to sell the goods for you, betterments in fac-
tory equipment and the constant advance and
improvement in the quality of Victor machines
and Victor records.

"No one who will make a careful comparison
of the output of our factory — compare our work,
period for period — can fail to be impressed with
the enormous strides which the conscientious
work of our scientists, experts and mechanics has
accomplished.

"We want the enthusiastic support, the friend-
ship, and the enthusiasm of Victor dealers to in-
crease, and shall endeavor to merit it. We know
of no article so well advertised and so stable that
pays to the dealer so large a percentage of profit.

"We take this opportunity to express our pleas-
ure at the enormous increase in our business
during the months of September and October.
Machine orders are to-day up to our factory ca-
pacity, and reports from all sections are reassur-

ing regarding a good fall and holiday trade.
Don't delay your machine orders to your dis-
tributer."

George W. Gibbs started for the "West Indies
early in the month to represent the Columbia
product there and also in the northern part of
South America, as well as in the Central Ameri-
can countries. The sale of talking machine para-
phernalia in those quarters of the globe is ex-
panding tremendously, despite the fact that Bra-
zil and Chili are passing through a financial
crisis.

Walter Freiberg, in charge of the reproducing
expedition to the City of Mexico, accompanied by
Harry L. Marker, who have secured a number
of the best originals from native talent, will re-
turn to the United States some time this month,
having finished their work. They have been in
Mexico three months.

]|kT ^ • Election is over

Now for Business

upon their

choice for president and it is the^ right time now to put your
shoulder to the business wheel. Yoi can make it revolve more
rapidly if your stock is fresh, bright and contains up-to-date
machines and accessories of all kinds. We are in a position to
help you keep it there.

Our specialty is supplying the dealer. We manufacture a
line of talking machine specialties and we carry the biggest lines
of talking machines and records to be found anywhere. We can
help you out in a business way at short notice because we make
a specialty of filling all orders promptly. Just try our rapid
service system and see if it does not benefit you.

THe Boston Cycle and Sundry (o.

48 Hanover Street A Boston, Mass.

60 Tm^. TALKING MACHINE WORLD.

Side Lines for the Talking Machine Trade

Some of the Many Specialties whicli will Interest Talking Machine Men are Treated of in this Department

From reports whic-li reach this office it is evi-
dent that the expansion policy which we have
been advocating has met with pronounced ap-
proval by the great majority in this trade. This
has taken material form, as hundreds of firms,
small and large, are adding other lines and broad-
ening thereby their business horizon. Among
those whom we have helped to the road of pros-
perity of The Agency Co., of Galveston, Texas,
their appreciation being shown by the following
letter to the Editor: "Well, how are you by this
time? I hope things are opening up in every
way for you, as you deserve success from your
hustling. It seems as though most talking ma-
chine firms have added side lines as a result of
your advocating this branching out for more
profits. As for myself, by taking your advice I
have been compelled to greatly enlarge my store
and if I had a picture of it to send you, you
would say it is about the busiest and best look-
ing talking machine store you have seen. I have
just added another department to be devoted to
Kodaks and photographic supplies, also a de-
veloping branch, and should do well with it, as
Galveston is the best excursion point in the State
of Texas. The Kodak fiends are thick as mos-
quitoes down here. I am, therefor, in the mar-
ket for anything good in this line that you come
across, or, in fact, in all 'live' lines. Thanking
you for past interest in my behalf, I remain
very truly yours, J. N. Swanson."

What this enterprising firm is doing you can
do, Mr. Jobber or dealer. All you have to do is to
keep your eyes open for opportunities. These
are not as scarce as many would believe, but are
all around you waiting to be taken advantage of.
All we can hope to do is to make you think. You
must do the directing. What would you think of
a person who with plenty of money in his clothes
starved to death because he didn't have brains
enough to use it to supply his wants? Would
you have any sympathy for such a person? True,
you might pity him, but in the same breath you'd
call him a fool. This sounds brutal and espe-
cially so when we say that the firm who sits still
and howls bad times is guilty of the same un-
adulterated species of idiocy. Are you or are you
not in this class? If so, find out what's the mat-
ter and then use "kill or cure" methods to get
yourself out, for if you are not capable of hold-
ing your place in the line of "successes" you had
far better call the sheriff and become an employe
of some live man. In this commercial age a man
who would succeed must bend every energy and
faculty to the task. He cannot afford to beat
about the bush or mince words.

Business in all lines has taken a wonderful
spurt during the past sixty days and there is
every indication that this is but a forerunner of
the prosperous times ahead. Merchants all over
the country are looking forward to a big holiday

trade, which if it materializes will do much to-
ward boosting the year's average. Therefore, Mr.
Talking Machine Man, if you desire to get your
share, it behooves you to stir yourself, for the
time for getting ready is almost over and you
must either act now or lose money.

Musical Merchandise.

Talking machine dealers who have tried small
musical merchandise as a side line have been well
pleased with the results accomplished. Musical
merchandise blends perfectly with the talking
machine line and has a drawing power which as-
sists the dealer. Banjos, guitars, mandolins, vio-
lins, accordeons, harmonicas, drums and all kinds
of band instruments can be displayed attractively
without taking up but little floor space and a
big holiday trade won if handled rightly. In con-
nection with this department many dealers are
now carrying sheet music with great profit
Nearly every family has a piano nowadays and it
is obvious that if a member likes a record very
much, he or she would be inclined to purchase
the selection in sheet music form, or, vice versa.
And sometimes also, not for the music alone, but
to obtain the words, which are often indistin-
guishable through the machine. In some stores
the department is maintained with a view to in-
creasing the number of visitors to the store. This
is accomplished by placing a piano in the depart-
ment and employing someone to play any piece
in stock that may be requested by the visitors.
In this way the store is made more entertaining
and at the same time many catchy pieces of
music or talking machine records are sold that
perhaps would have been slow movers. In many
of the stores the popular pieces are mentioned
at very low figures in their advertisement, with
the stipulation that no mail orders will be ac-
cepted. This serves to bring the purchasers into
the store and is a material aid toward the sell-
ing of other lines of goods aud other pieces of
music. Frequently it is a good plan to advertise
to give away a sheet of music to each customer
who purchases a stipulated amount of talking
machine goods or in connection with a sale of
one specific article. It is not necessary to tie up
a lot of money in establishing a sheet music de-
partment; on the contrary, a moderate sum will
suffice. One large publisher estimates that the
cost of stocking a department with enough music
to make a good showing is under $200, and The
World will be pleased to furnish upon request
a list of such stock as it would be advisable to
carry together with other details. In case you
do not care to invest in a piano it would be
gladly furnished by any dealer with the permis-
sion to place his card on it and also any sale
you might make through its use he would give a
certain per cent, on, thereby adding materially
to your profits.

The VIASCOPE SPECIAL

NOW READY

#|T After years of study we have perfected
a moving picture machine void of all
vibration and absolutely flickerless. All
working parts of mechanism encased in a highly
polished nickel-plated steel case. Its construction
is so simple that it can withstand the hardest usage
without getting out of order.

U'lilc [or Ciilalugue.

VIASCOPE MFG. CO. - CHICAGO

Department A, 112 East Randolph Street

Piano Players and Rolls.

While speaking of music as a side line, an-
other branch of the music trade industry occurs
to us which offers many opportunities to the
wideawake retailer. We have in mind player
pianos and music rolls. Now, while a great
many are handling this line in what might
be called the straight legitimate manner, that is
by selling outright, few — and those only in the
larger cities — have taken up the renting and
library plan. Everj-one knows how popular this
wonderful invention has become, but up to tlie
present time its sale has been more or less re-
stricted to the higher class trade. This has been
because of the high price at which it is
sold and even when sent out on instalments the
payments are too high for the average purse.
Dealers could even more easily afford to rent a
player than an ordinary piano, for in the first
place, he would obtain an additional income from
the rolls while in the latter all he can count on
is his fee for the piano. Let us explain: Mr.
A. decides to adopt this plan. First he buys a
number of piano players in cabinet form (these
to be rented to those already possessing pianos),
also several interior players. He then devotes
his attention to his rolls, buying as complete an
assortment as possible, being careful to have a
number of each selection always on hand and
keeping his popular stock up to the minute. He
then starts to figure out what he shall charge.
As an example we will say that his piano players
will be put out at $3 a month. The interior
players at $5. He then forms a circulating roll
library charging an entrance fee of $10, same to
ensure against unwarranted damage to rented
rolls, and to be returned to the customer at the
expiration of the contract, providing no such
damage occurs. Mr. A. then fixes a renting
charge of say five cents per roll per week. Al-
lowing the life of each roll to be one year— and
placing the average cost to the dealer at $1. It
is seen that the profit on each roll, providing it
is always kept out the full week, would be $1.60,
which is mighty good interest, and when carried
on, on even a moderate scale, figures up into a
handsome income. Understand, Mr. Reader,
these figures are not given as a standard, but
simply to better explain the idea. We, however,
believe it to be a good one, and would be much
interested to know how it would work out prac-
tically.

Stationery.

Stationery and school supplies is a line that
can be caiTied profitably by talking machine
dealers, and the demand is a continuous one.
Certain standard brands which have been on the
market for years sell well at all times. In con-
nection with this line, pencils, assorted pens and
those of the fountain type should be carried, as
not only do they naturally go together, but the
profit from their sale is considerable.

Jewelry.

"Opposites attract" was never better demon-
strated than in this trade. We have reference
to the hundreds of dealers who are doing a
thriving business combining jewelry and talking
machines. Anyone looking for a side line that
offers a chance for the small as well as the
largest investor would do well to investigate the
jewelry field. Big inducements are offered and
there are many novelties in connection with the
r egular stock to offer. Watches, rings, pins, brace-
lots, etc., are always in demand, especially at
this time of year. Why not put yourself in a
position to cater to it?

Illustrated Post Cards.

Christmas and New Year's always offers the
post card dealer golden opportunities. Each
.\oar tlie sending of greetings becomes more

THE TALKING MACHINE WORLD.

61

"New Process " GILLEnE Blades

Have You Got Them In Stock?

" New Process" Gillette blades have
proved an instantaneous success.

They differ in price, quality, ap-
pearance and style of package from
the previous kind, and the public is
being notified of the c hange by full
page advertisements in all the lead-
ing magazines.

More than two million GILLETTE
users will now accept only " New
rrocess • GILLETTE blades. If you
have them in stock before other deal-
ers in your locality you will get the
business, and at the new price your
profit is a very liberal one.

"New Process" blades are manu-
factured by newly-invented machines
and processes, making them superior
in appearance, operation and endur-
ance to any blades ever produced by
anyone.

These machines are automatically
regulated, and grind, hone and sharpen
each blade individually with the ut-
most precision.

Every cutting edge is perfect, and
possesses a degree of keenness not
produced by any other process.

"New Process" blades are finished
with a high polish that renders them

easy to clean. Since dust and mois-
ture do not cling readily to a polished
surface, these blades are practically
immune from rust.

"New Process" blades are packed
in a handsome nickel-plated box which
seals itself hermetically every time it is
closed. This shuts out all dampness
and effectively protects the blades
from rust in any climate, land or sea.
When empty, the box forms an at-
tractive waterproof match safe.

The set now contains 12 blades.

The Retail Price is $1.00 per set.

Twelve sets are packed in a carton.

To those who are not handling the
GILLETTE, we suggest "Get Busy."
Get the sales resulting from our huge
advertising campaign — the increased
business and profits that the co-oper-
ation of our Sales Department will
bring you.

YOUR customers are continually
seeing GILLETTE advertisements
and they want the razor. Eventually
they buy it somewhere.

WHY NOT OF YOU?

Write us for catalog and liberal
discounts to dealers.

GILLETTE SALES COMPANY

BOSTON NEW YORK CHICAGO

702 Kimball Building 702 Times Building 702 Stock Exchange Building

62

THE TALKING MACHINE WORLD.

popular and to-day, thanks to the enterprising
publisher, retailers have almost an inexhaustible
assortment to choose from. These special day
cards are now brought out in all classes and
many run up even as high as the dollar mark,
and are real works of art. This is also the time
of year when albums move the best. These
should range from those retailiug at 10 to 2.5
cents to those selling for $3 or ?4. One thing
about laying in a stock of these, is that they
are more or less standard, and even if they are
not disposed of at once will not become dead
stock on the dealer's hands. Post card reflect-
ing machines like the "Refleetoscope" make a
cracking good addition and will greatly stimulate
sales for months afterward. Dealers, especially
around Christmas time, cannot lay too much
stress on attractive window displays and this
line with a little care lends itself admirably to
gala effects.

Home Moving Picture Macliines and Films.

Notwithstanding the passing financial slump,
things look exceedingly bright for dealers han-
dling moving picture machines and films; in
fact, this business has suffered but very little,
and unless something unforeseen happens there
will be a rich Christmas harvest for these enter-
prising retailers. Much of this steadiness has
been due to the increased exertions on the part
of the manufacturers. These men did not "rest
by the wayside," but the minute they felt a re-
laxation on the part of the buying public, they
began to push work on new models, and in
every way possible keep things stirred up.
Premiums Great Trade Stimulators.

How to attract trade to your store, and hold
it, is a problem that has puzzled the heads of
our wisest as well as less gifted merchants.
Many affirm that one of the most satisfactory
methods ever devised is that of giving pre-
miums. This plan is used extensively by nearly
all the larger trades, but so far has not suc-
ceeded in gaining a foothold in the talking ma-
chine field. In the past it would have been un-
necessary, as no inducements were needed to
stimulate trade. Now, however, that competition

has grown so keen, it would pay all interested
to investigate its possibilities. This industry
(that of premiums) is founded and relies on that
human weakness for "getting something for
nothing" which we all possess to a greater or
less degree, though some of us are too proud
to admit it, and cannot be inveigled into pur-
chasing a pound of sugar because we may obtain
a spoon or something else gratis. The premium
expeit knows this, and before he decides on any
particular campaign, studies the class of trade
he would appeal to. Then he sets his net (and
there are nets to suit all grades and conditions),
and if the bait is wisely chosen, the flsh is cap-
tured. Take as an example John Wanamaker.
His trade is such that he would scarcely be in-
terested in the trading stamp scheme, but his
"net" is well "baited" — reading and writing
parlors, waiting rooms, musicales on a grand
scale, supplementing which, and a part of the
whole, is an army of maids, floor walkers hired
expressly for the convenience of customers.

Stores catering to the cheaper trade use trad-
ing stamps extensively, the class and extent of
the premiums varying according to their capital
and trade. Newspapers give books, lamps, talk-
ing machines and other articles as inducements
to subscribers, and so it goes. For every Jack
there is a Jill, and every man, woman or child
has his or her weakness. While, as we have
said, the talking machine man has not as yet
used this method for drawing trade to his store,
there is no reason why he should not, and every
reason why he should consider it seriously. The
idea that it is a costly undertaking is an erro-
neous one, for it is fully based on a percentage
basis. A talking machine man who has given
this subject consideration said the other day:
"If I was to employ premiums I would go about
it something like this: 1 would first figure
out the average actual clear profit (not the ap-
parent one, for there is a vast difference) on
my stock as a whole, and then estimate what I
could afford to allow for my premium campaign,
and govern all my future operations accordingly
— in the same manner as one would do in making

out an advertising appropriation. If, for in-
stance, I can afford to allow my customers 2
per cent, rebate on each purchase, I do so, and
credit them with that amount either by the
stamp system or some other, and whenever their
credit amounts to the price of the desired article,
make the exchange and give or send it to them
prepaid. The choice of premiums must be given
careful consideration, and the best and surest
way for success, if one is ignorant of the idio-
syncrasies of the business, is to consult with one
of the large manufacturers of such articles, who
will gladly co-operate with you."

It is not necessary to carry a large stock on
hand, many merchants only carrying a sample
line and letting the premium manufacturer ship
direct. Of course, where possible it is better to
have the goods right on hand, so that deliveries
can be made promptly. Too careful attention
cannot be given to catalogs. Many a firm has
lost the best effects of their campaign by trying
to save on cuts for illustrating, paper and print-
ing. It is only too easy to give the impression
of cheapness in this game, and this should above
all else be shunned. Obtain as extensive a list
of people as is possible in your locality and dic-
tate a carefully worded personal letter to each,
enclosing your catalog and calling attention to
and emphasizing the quality of the goods you
handle, leaving out all mention of premiums.
Your catalog, if it be gotten up as it should be,
covering this end of it. Advertisements inserted
in your local papers will do much toward helping
the good work along, and the brighter and more
inviting your store is, the better, as this is the
all-important feature and should cap the climax.

Think this over, Mr. Talking Machine Man,
and think it over seriously. If handled rightly
it will mean big things to you, and will prove
a wonderfully lucrative investment. On the
other hand, if treated superficially it may prove
a costly experiment.

Attractive Side Lines.

Cameras and photographic supplies, safety
razors, sporting goods (at this time of year
skates, sweaters, hockey sticks, etc.), make at-

NEW DESIGNS, 1908

Christmas and New Year
POST CARDS

Our Plans for this line of Post Cards of over 100 All
New Subjects were made many months since.

Our Expert Artists have never failed to design
pleasing and popular styles and the^^

Have outdone all previous efforts in our line for this year

These Assortments will give Dealers a Large Varietj^ with a Small Investment.

ASSORTMENT No. 200/12.

100 New

Embossed

. 100 designs

15 "

Figures and Faces.

. 15

(t

10 "

«(

Domestic

15

25 "

<(

Imt. Silk

25

((

10 "

120 43

, 8

it

15 "

<<

Air Brush

. 15

it

15 "

120/58

12

tt

10 "

((

Madonna

, 10

ti

40 "

ft

Special

25

tt

10 "

Folding with Verses

10

n

250 Total

This
Special
Assortment

of 250
Christmas
Post Cards
only $2.50

ASSORTMENT No. 200 14.

215 New Embossed Xmas and New Year. 100 designs \

15 " " Figures and Faces.. 15 "

25 " " Domestic Xmas .... 15 "

65 " " Imt. Silk Xmas 25 "

20 " " 120 43 8 "

25 " " Air Brush 25 "

25 " " 120 58 25 "

25 " " Madonna 10 "

75 " " Special

10 " " Folding with Verses . 10 "
500 Total

This Special
Assortment

of 500
Xmas and
New Year
Post Cards
only $5.00

Send yotir orders etirl^' while tlie aasortnient
complete. You will be wiir|)rised liow miiiiy of llicse
cnrds will he .sold ;it once.

Slijill we send yon our new F:dl Tost C'lird Calaloii'r

THE AMERICAN NEWS COMPANY

POST CARD DEPARTMENT, DESK R NEW YORK, N. Y.

THE TALKING MACHINE WORLD.

63

tractive side lines and offer this trade unlimited
opportunities. If nature has endowed you with
push and ambition, make use of these gifts ana
quit crying "poor business," but get a move on.
No man can be a success who sits still and waits
for trade to come to him. Nothing will sell It-
self. The old saying, "The man who would in
business rise, must either bust or advertise," is
very much to the point, and should be taken to
heart.

ber 1 began to distribute a "New Process" blade,
which met with immense success from its intro-
duction, due to the fact that a superfine steel,
made from a new Gillette formula, was utilized.
Secondly, a new tempering process was intro-
duced and new automatically regulated machines
were manufactured for sharpening both edges,
giving every blade powerful pressure and pro-
ducing a keen and enduring edge, each cutting
edge on every blade being perfect, and possessing

OVER THREE MILLION SOLD.

Gillette Safety Razors Have Proved a Boon to
That Number of Men Within the Last Three
Years — A "New Process" Blade Put on the
Market in September and Its Chief Features.

During the past three years over three million
Gillette Safety Razors have been sold to men
who have found that comfort, convenience and
economy were all combined in this little shaving
device, which at its inception was purchased by
many because of its novelty — and since which
time to them and to the new buyers it has be-
come a necessity, many men stating that they
would not take twenty times its price, provided
another could not be found.

"When King C. Gillette invented his razor, the
principal feature of which was the Gillette blade,
he brought out the first new idea in razor blades
in more than 400 years — a dcuMe-edged, flexible
hlade, which, placed in the Gillette holder, be-
comes a concave shaving edge, being adjustable
for a close or an easy shave by a slight turn of
the handle to the right or left, the only adjust-
able razor blade on the market.

Millions of Gillette blades have been sold and
hundreds of thousands of voluntary testimonials
have been received by the makers, and yet it
was not deemed best by this company to rest on
past laurels, with the result that during the past
few years experiments have brought about im-
provements in the manufacture of the Gillette
blade, to the end that this company on Septem-

ess" blades are so superior in every particular to
any blades ever produced that each blade will
give many more delightful shaves than has ever
been experienced, no matter how satisfactory
the user's previous experience with the Gillette
has been.

These "New Process" blades are finished with
a high polish, much easier to clean after using,
since dust and moisture do not cling to them,
which rendere them practically immune from
rust, and were an instantaneous success when

PATENTED

LiCENSED-ONLY-FOR-ORIGINAi

QuseQ in O

GILLETTE- HOLDER
NOTTO-BE-RESHARPENED

a degree of keenness not possible to produce by
any other process. Therefore, although the
blades are paper-thin, they have the utmost en-
diirance and survive any kind of service, whether
in daily contact with the critical user's coarse
stubble, or the college boy's soft down.

Of course the cause of the original success of
the Gillette blade still pertains to the "New
Process" blades, the feature ot which is — No
Stropping, no Honing. Each of the "New Proc-

o o

NO STROPPING -NO HONING
V .... ^^z.

placed on the market during the past month,
because of their greater durability, which means
a lessening to the already low cost of a daily
shave with the Gillette Safety Razor, beyond the
efficient and satisfactory results derived from
the use of same.

The "New Process" blades are packed in a
unique uickel-plated box which seals itself her-
metically every time it is closed, making an ab-
solutely damp-proof protection to the blades.

To the dealer the "New Process" blades offer
an added profit, and the company will be very
glad to have you address them, asking them for
particulars, terms, etc., mentioning this publi-
cation.

It doesn't pay to advertise unless you are
able to deliver the goods.

A GENUINE SOaETY CRAZE

Society in all
the large cities
has taken up the

PASTIME
PUZZLES

FOR ADULTS

Even President
Roosevelt him-
self has spent
hours over these
wonderful pic-
ture puzzles.

FOR ADULTS

PASTIME PICTURE PUZZLES a« made only by PARKER BROS., Inc.

Of Salem, Mass., the makers of PIT, PING-PONG, DIABOLO
and other Games of World-Wide Fame.

RetaU at 50 cts., $1.00, $1.50, $2.00 up to $7.50 each.
NET Wholesale, $3.50, $7.50, $10.80, $15.00 per dozen.

YOU CAN MAKE MONEY OUT OF PASTIME WRITE TO-DAY FOR SAMPLES

PARKER BROTHERS, Inc.

12th Floor, Flatiron Building,
NEW YORK

SALEM, MASS.

64

THE TALKING MACHINE WORLD.

PARKER'S PASTIME PUZZLES

Should Prove a Big Holiday Seller With the
Talking Machine Trade.

A genuine craze has been created in Boston
and other New England cities, which has rapidly
spread to all of the social centers in the East.
This fad or craze is for the new picture puzzles
made by Parker Bros. (Inc.), of Salem, Mass.,
called Pastimes. The most distinguished mem-
bers of society are giving more time to Pastime
picture puzzles at present than to any other
amusement. It is known to be a fact that
President Roosevelt himself has been suflBciently
diverted to actually spend hours over the de-
lightful amusement of putting together the beau-
tiful pictures which constitute the Pastime puz-
zles.

Pastime puzzles are unlike the usual juvenile
picture puzzles and are intended for adults.
They are fine art pictures mounted with special
cement upon three-ply wooden stock and sawed
into a great number of pieces.

The puzzles retail all the way from 50 cents
to ?7.50, and Parker Bros, have many special
orders for puzzles of very large number of
pieces that retail as high as $10. The sale of
f2 and $3 styles has run to a large number of
thousands.

As the fad has now spread to all large centers,
all dealers having a good class of trade can dis-
pose of hundreds of these puzzles if they once
make it kno-mi that they have them. Hand-
some placards are sent with the puzzles. The
goods cost from $3.50 a dozen upward.

The Parker plant at Salem, Mass., which has
produced so many famous games, as Ping Pong,
Diabolo, Pit and other great successes, is run-
ning an entire factory on these Pastime puzzles.
For the purpose of cutting these puzzles very
fine imported saws are used on specially made
machinery. Such fine saws could not be used
on the ordinary jig saw machines with which
most people are familiar.

As a side line for talking machine dealers
these high-class puzzles are money-makers. The
finest booksellers in New York, such as Scrib-
ner's, Putnam's, etc., are selling them as fast as
they can get them from the Salem factory.

GKRMAN POST CARD SITUATION.

Consul-General T. St. John Gaffney, of Dres-
den, states that the exportation of German pic-
ture post cards has recently diminished consid-
erably. The foreign demand is, however, still
great, amounting to about 500,000,000 since the

beginning of the year to July 1. Compared with
the previous year, this shows a diminution of
150,000,000. The United States is said to be
Germany's best customer, followed by England.
Asia and Australia are also good patrons of this
form of art industry.

HOW MOVING PICTURES ARE MADE.

Four thousand people packed the space in
front of Borough Hall, Brooklyn, while they
gazed at a baseball bulletin board. The police
moved here and there clearing the car tracks.
Up came a boy. He didn't look much like a boy
— because he was an actor. Behind him toddled
an old woman, and behind her a stage manager,
a camera man, and a helper. Scarcely had the
old woman established herself on the curbstone
before a trolley car came clanging down the
avenue. The boy spat professionally on his
hands. The old lady gathered herself together.
The car was thirty feet away and bowling along
in lively fashion, writes Harris Merton Lyon in
the New Broadway Magazine.

"Now, go!" yelled the stage manager.

Out onto the tracks she went. It was a busi-
ness of seconds and split seconds. Subtly some-
where a camera began clicking off its little stamp
pictures, the photographer turning away at a
crank like a housewife grinding coffee.

"Now, you!" was the second command.

This time the boy leaped out. The car came
jarring to a standstill. The motorman jumped
down to the rescue.

"Keep back!" The stage manager again.
"Let the boy save her."

Then the crowd took its eyes off the baseball
results long enough to stare at the picture of a
young man carrying an old woman in his arms
to safety out from under the very wheels of the
terrible trolley car. "Who got hit?" "Was the
old lady hurt?" "What is it, an accident?" No;
it was the American Vitagraph Co.'s crew of five-
dollar-a-day actors, bound on their day's work
of telling in pictures the heroic "Life of a
New York Lad" — six hundred feet of it, and
twenty pictures to the foot.

DUTY ON FEATHERED POST CARDS.

In the appeal of A. H. Ringk & Co., et al.,
against the assessment of duty on feathered
post cards, i. e., souvenir post cards on one
side of which appear pictures of birds printed
by processes other than lithographic, and which
are ornamented by feathers, as manufactured
feathers, the United States General Appraisers

upheld the collector's classification. An appeal
being taken from that decision to the Circuit
Court for the southern district of New York,
however, the court reversed the ruling of the
board and held in Ringk vs. United States that
the so-called feathered post cards were properly
dutiable as printed matter. The Treasury De-
partment has announced its acquiescence, and
the ruling of the court cited has thus become
final. In accordance with it, and on the record
in the cases now on appeal, the government sus-
tains the claim in these protests under para-
graph 403, and the decision of the collector in
each case assessing duty on the post cards as
manufactured feathers is modified accordingly.
All other claims in said protests are herewith
overruled.

IN THE PElfNY ARCADE.

The graphophone and the phonograph had
been speaking alternately for some time. Both
had discussed the tariff, injunctions, the Philip-
pines, trusts, guaranteed bank deposits and
tainted political contributions, when one of them
passed a slighting remark upon the big orches-
trion which stood at the other end of the hall.
At this the other protested with much warmth,
and while both were talking together at the top
of their voices there was a roar and a rumble
and a crash and the orchestrion made so much
noise that the crowd speedily assembled at that
end of the room, leaving the graphophone and
the phonograph in silence and alone. Toward
night, when the orchestrion had run down, the
graphophone ventured to ask the phonograph
how it was that the orchestrion had not only
drowned them out, but had attracted all the
people. "Because," said the phonograph, "the
orchestrion is a brass band, and there never was
anybody or anything that could talk against it."
The moral of this simple tale is that if a man
or a machine would be heard great care must
be taken not to start up the big noise. — -New
York World.

SHRP-SHAVR SALES GROWING RAPIDLY.

The Shrp-Shavr Safety Razor Co., New York,
report a steady growth in the sales of the Shrp-
Shavr Safety Razor and blades. This razor sells
at retail for 25 cents, and its shaving qualities
are satisfactory, the blades especially being of
very superior quality.

The advantage of the Shrp-Shavr is that it
opens up an immense safety razor field that has,
so far, been little touched. Hundreds of new
safety razor buyers are induced to try the Shrp-
Shavr because of its low price — 25 cents: and the
merits of the Shrp-Shavr and blades are such as
to hold them and make them permanent safety
razor users.

This means an impetus not only to this 25-cent
market, but in the market for higher-priced
razors and in shaving accessories — soap, shaving
brushes, talcum powder, bay rum, etc. The
Shrp-Shavr is, therefore, proving profitable to
both jobbers and retailers. The volume of sales
of the Shrp-Shavr is very large and the aggre-
gate profit inviting. At the same time it stimu-
lates the sale of shaving accessories and other
lines.

SECOND MEETING IN FEBRUARY.

The National Sporting Goods Dealers' Asso-
ciation will hold their seiond meeting some time
in February, the place not having as yet been
determined upon. Meanwhile the officers and
members are doing their utmost to increase the
nuMubershi]), and dealers all over the country
are sending in their applications. The officers of
the association are as follows: Charles Antoine,
Chicago, president; T. W. Stake, New York city,
vice-president; C. J. Schmelzer, Kansas City,
Mo.. treas\irer; W. B. Jarvis, Grand Rapids,
Mich., secretary: directors: Charles Antoine. T.
W. Stake, Charles J. Schmelzer. Justus Von
l.engerke, R, S, Kennedy, Ad, R, Roll, and R. J,
Leacock.

GUNS, REVOLVERS, OPTICAL GOODS, ETC.

Are Good Side Lines for Phonograph Dealers

We here illustrate, describe and price a few specialties that will put some go into your busi-
ness. The goods are all right and prices 30 to 25 per cent, lower than others. Write for
confidential ^yholesale prices.

WITH HAMMER
Retail Price. $5.00

AUTOMATIC REVOLVERS

Improved Model
American-made Au-
tomatic Revolvers,
High Finish, Perfect
Model.

HAMMERLESS
AUTOMATIC
REVOLVERS

32 and 38 Cal
Retail Price. $5.50

"UNDERBUY AND UNDERSELL"

IH ttie vllill iirhiiliiN- of success In tniile. llfre i» yimr- opixir-
Uinlty. National Aims Co. Single Ouris, .Mitimmtlc Shell K.lec-
tor-, Kctall I'rlce, ».'i.OO.

Don't pay
the gun trust
$4.25 for
their guns
when you
can gel a

NATIONAL ARMS CO. GUN f.^;? $3.50

NEW
LINE

S°^i"on Revolvers

RETAIL PRICE, $2.50

Write for Wholesale Prices

NEW LINE SMOKELESS POWDER
SHOTGUN SHELLS

20 tH T ccn(. under the Association Dealer's prices. WRITE
for our Cnnfidcnliiil Wholesale PriiH' l.isi

KIRTLAND BROS. & CO.,

Distributing
Agents,

90 Chambers St., New York

THE TALKING MACHINE WORLD.

65

OUR MONTHLY REVIEW.

[We solicit Inquiries from our subscribers wlio are de-
sirous of any Information In regard to paying side linos
which can be handled In connection with the Talking
Machine. We put you in direct touch with the leading
manufacturers. When in doubt, write us, care the
Side Line Department]

The American News Co., of this city, are malt-
ing an especially attractive offer in The World
this month to dealers on Christmas and New
Year's cards. This firm are agents for all the
cream in the post card world and are in a posi-
tion to offer retailers the most comprehensive
assortments at the lowest prices. Now is the
time for dealers to add this line if they have
not already done so. In order to fully realize
the possibilities in the business they should send
for the news company's new fall and winter cata-
log.

"Joss" is the name of a quaint Chinese idol
made by a Chicago firm. It is a smiling Orien-
tal image 514 inches high, finished in ivory, with
hand-colored cap and queue. The figure is very
unique in design and in addition to being deco-
rative, it has a practical use as an incense
holder.

On account of the scarcity of leather used to
make pocketbooks and other novelties, these will
advance considerably in cost.

We notice that British post card makers have
formed an association to try and instill life in
the trade over there. About time they did some-
thing and not be dependent so much on American
custom, seeing that our dealers are beginning
to show a strong predilection for domestic prod-
ucts.

A novelty which is bound to have a great sale
during the holidays is the Reflectoscope. All
dealers who are handling post cards as a side
line should be sure to have a stock on hand.
The best feature of this machine is that the
dealer not only makes a good profit from its
sale, but each sale will stimulate the demand for
cards for months and even years afterward.

The new "Echo-phone" is bound to take its
place at the head of the line of live premiums.

Some new post cards by Howard Chandler
Christy have just made their appearance and
are most striking and attractive, notable among
the subjects are "Sailing Close," "Teasing," "Love
and Duty," "Signs of a Thaw," "Excess Bag-
gage," etc.

Walter Wellman, the cartoonist publisher, is
at it again. Some of his new ones are "Big
Hand" series, "Weaker Sex" and "Last Will and
Testament." They are very clever, and done in
this artist's best style.

brought out by the Savage Arms Co. Of 32
caliber, this gun is so constructed that all pow-
der gases are utilized, insuring extreme accu-
racy as well as freedom from fouling. Their
offer to the trade is a liberal one.

A new and very useful little article is the
"Little Clincher Ice Creeper." This device fits
any shoe; no nails, screws or rivets required in
fastening; can easily be put on or taken off.
Retailing at 25 cents a pair, it should be a seller
and make a good winter side line.

Reports from all parts of the country demon-
strate conclusively that the roller skate business
is still at its height, and that dealers who are
handling these goods are reaping a harvest.

And while speaking of skates, don't forget
that the ice variety make mighty acceptable
Christmas presents.

Raphael Tuck has scored another triumph on
the following new numbers: "Gallery Pictures,"
by Van Dyck, Greuze, Gainsborough, Hals, and
Reynolds; "Famous Autographs," "Happy Child-
hood," "Little Nemo," "New Stork Series," "Col-
lege Kings," "College Queens," "Scottish Christ-
mas and New Year" subjects.

PHOTOGRAPHING WINDOW DISPLAYS.

A new 10-shot automatic pistol has just been

Every trimmer should photograph his best
efforts. Often they come in mighty handy for
references, and besides it gives one pleasure to
sit down and look over the past records and
note the improvement. Many times an old trim
will suggest a new idea, and unless you keep
your photos you are very liable to forget them
entirely. Besides, good window photos are the
best advertisement the trimmer has, and will add
mightily in securing better positions. An ex-
perience has proved that the best results can be
obtained by photographing by electric light, pro-
vided the window is properly lighted, and mak-
ing a long exposure, gaged according to the
power of the lens and the class or color of goods
to be photographed. A window with sharp, dis-
tinct contrasts, or one containing light colored
goods, does not need as long an exposure as a
display of dark colored goods, or one without
sharp contrasts of light and shade.

A 15-minute exposure is enough for the aver-
age well-lighted window. A poorly lighted win-
dow, or one containing dark merchandise, will
require a longer exposure — 20 to 30 minutes is
not unusual. During all this time the camera
is exposed people can pass to and fro in front of
the camera without spoiling the photograph,
provided they do not stand in one place for any
length of time.

Sometimes the top of the window is lighted
much more strongly than the bottom of it, so
that the photographs always come dark at the
bottom. This can sometimes be avoided, says the
Sporting Goods Dealer, by placing two or three
electric lights in the bottom of the window (ex-

tensions can be run from some of the sockets in
the window), and so shielding them as not to
shine directly into the camera. Always remem-
ber that the window must be lighted more
strongly than any objects across the street,
otherwise these foreign objects will be reflected
unless the screen is used. Also remember that
a long exposure cannot be taken if there is even
the faintest wind blowing, for the slightest shak-
ing of the camera will blur the photograph.

MOVING PICTURES A HELP.

Give Easy Work to Many a Struggling Actress
— The Pay Is $5 a Day and There Are No
Expenses to be Met — Costumes and Proper-
ties Supplied by the Companies — Call for
Athletic Women.

Woman's chances of making a living have
been increased by the rise of the biograph ma-
chines. Many a young actress anxiously await-
ing an engagement will agree to this. At the
start, when one concern controlled the produc-
tion of moving pictures in this country, women
helpers were not seriously considered in the
plans of managers. As a rule when a woman
was needed a man donned petticoats and played
the part. Even now in a certain class of pic-
tures this is sometimes done, but generally with
pretty poor results. Every year there has been
an increased demand for women to pose, and
indications are that the demand will go on in-
creasing, for instead of one concern in the Held
there are now fifteen at least.

"I need these in my business," explained a
young woiaan who was surprised in her bed-
room by a visit from a friend. She was work-
ing on what looked like a very full pair of
bloomers made of coarse, inexpensive gray
flannel, with blouse waist to match.

"When do you expect to need anything so
ugly?" asked the other in surprise.

"Next Monday morning, when I shall jump
into the water, strike out for a row-boat, clamber
in and row off."

"Mercy!" gasped the listener. "What sort of
a play are you booked for now? I thought you
were not expecting an engagement for two
months to come?'

Then the other confessed. She was posing for
moving pictures, and her ability to swim and
manage a rowboat had got her the job. These
talents had not so far been of any particular
use to her in her stage career, but supplemented
with her stage experience they made her eligible
for a moving picture model at a time when a
few flve dollar bills looked like a fortune to her.
In doing her stunt, she explained, after she and
the photographer and his assistants had jour-
neyed to an isolated suburban spot, the young
woman would wear the gray flannel suit — the
full bloomers easily passing for a skirt, especial-
ly when watersoaked. In scene number two of
the same series she beaches the boat, supposedly
half a mile away, although in reality she only
goes a few yards down the shore, jumps out
and runs away. In fact, at this juncture she

300 POST CARDS FREE

We will send 300 samples of Post Cards, no two alike, FREE, to any merchant of good standing, who will write
on his own letterhead.

We are obliged to make a nominal charge of $1.00 for these cards in the first instance, but if we receive
orders for $25 worth of goods from the same party, we will rebate the $1 paid for the samples. We do not ask
anyone who is rated in Dun's Agency to send cash in advance, but those who are not rated we will have to ask
them to send casli in advance.

Our line consists of about 1,000 subjects, including Christmas, Birthday, Easter, Valentine, Santa Clans,
Floral, Fruit, Imitation Burnt Wood, Comics, Quotation, Embossed, Gold and Silver Backgroimds, etc. We have
a great many specialties, such as Astrological, Language of Flowers and others.

WE ARE NOT JOBBERS, WE ARE PUBLISHERS

When you buy from us you get rock-bottom prices. We will send our entire set of nearly 1,000 cards for $2.50.
If you do not care to order so many samples, we will send you 100 selected samples for 35 cents, if there is any
chance of our doing business with you.

James Lee Company

TERMS LIBERAL
Satisfaction Guaranteed

5- 1 7 W.Madison St.
Chicago

66

THE TALKING MACHINE WORLD.

does make a beeline to a near-by house where
dry wearing apparel awaits her. The succeed-
ing scenes of the same series may not be made
until the next day and in quite a different part
of the country, the length of time required de-
pending a good deal on the cleverness of the
posers. This is another way of saying that the
average amateur, no matter how accomplished
she thinks she is in aquatic exercises or how
much at home she may be in a boat, is not likely
to be favorably regarded by managers for the
role of a moving picture model.

"We haven't time to coach the inexperienced,"
explained the head of one moving picture con-
cern. "Moving pictures are pantomime, and to
give good pantomime requires clever actors."

As a matter of fact, so tremendously varied
is the present output of moving pictures that
every possible variety of talent can be and is
used in their manufacture. Women who have
never had a chance to do more behind the foot-
lights than move about gracefully, and actresses
who earn |100 a week when lucky enough to
get an engagement, are alike registered at the
office of the several concerns which make and
keep the pictures moving, as well as women who
have learned the business of the stage without
getting a chance to put it all in practice.

All these, and in the aggregate there are sev-
eral hundreds of them, jot down by advice of
managers in the line under their name any
specialty they imagine they have, whether it is
falling down stairs, fainting, giving a knock-out
blow, weeping real tears, running, swimming,
playing ball, firing a gun, climbing ladders, or
jumping out of a window.

There is an adage that no woman can be
taught how to run or to throw anything straight,
therefore the woman who registers as a good
runner or ball player usually finds herself as
much in demand as the woman who records that
her specialty is Shakespearian roles. What is
more to the point, her pay will be equally good.
Five dollars a day is the usual remuneration
received by a moving picture model, and often
it takes many days to complete a series of pic-
tures, particularly if the scenes are made out
of doors and photographers and models must
travel to some distant spot.

Women engaged by a biograph manufacturer
need give no attention to wardrobe or proper-
ties of any sort. Every company sets up a prop-
erty room, which includes a collection of wear-
ing apparel, draperies, sporting goods, musical
instruments and other things which would make
any second-hand dealer the world over turn
green with envy.

Therefore when the eloping young woman is
spilled into the stream she wears clothes from
the property room. When the athletic, sure-
footed young woman in the role of thief at a
house party climbs at night out of one window,
crawls along a narrow coping high above the

ground and into another window, she is done
up in pajamas which belong to the property
room. Trolley and railroad fares, carriage and
automobile hire are all paid by the manager.
Thus the five dollar bill handed to each actress —
the word model is not popular with biograph
employes — at the end of a few hours' work is
subject to no deductions for expenses and none
is asked to wait for her pay until the end of the
week or until the series of pictures is finished.

To students from the various schools of acting
the moving picture business is a boon, in one
case an impecunious j'oung woman confessing
that but for the employment she got from time
to time with one concern she would have been
obliged to give up finishing her course of study.

"Do you really succeed in getting actresses
who have played leads in Shakespearian roles to
pose for moving pictures?" a manager was asked.

"Certainly we do. They are not to be had
every day, of course, but at the off seasons when
there is nothing doing in their line and no
revenue is in sight, women who, when playing
an engagement, draw their little ?100 or ?150 a
week, are perfectly willing to register with us.
And at any time when we are short of a certain
style of woman to pose for dramatic pictures of
a high class, all we have to do is to advertise
the fact and we have more applicants than can
be taken care of.

"We have no graded scale of pay, and the
woman with a beautiful face gets no more than
the plainer woman. Action, not looks, is what
recommends a woman for employment with us,
and the more experienced the applicant the bet-
ter chance she has. Ingenues are not popular
with biograph managers and novices with no
stage experience have no show at all."

CINEMATOGRAPH IN OPEHA.

Wagner's "Gotterdammerung" was recently
produced at the Opera House, Paris, with great
success, with Ernst Van Dyck in the role of
Siegfried. The opera was superbly mounted.
An innovation was the use of a cinematograph
to represent the destruction of the Walhalla as
the final tableau. The management hopes soon
to produce "Das Rheingold," completing the
"Nibelungen Ring," the other operas of which
already are in the repertoire, and give a festival
performance of the cycle similar to that at
Munich.

The prompt man will always prove his own
best advertisement; he will be welcome in all
circles; will receive more courteous favors and
general respect; will have more real friends and
will invariably do more business and receive
more patronage from the public than his more
conspicuously wealthy but negligent brother who
overestimates his influence and ability.

COLORED LOCAL VIEWS

from photos furnished by you, made in 4 weeks, and just as cheap as
you can buy them from stock. Our five-colored hand w^ork is mar-
velous. Send for samples and prices.

DOOLITTLE & HULLING, INC., 1002 ARCH STREET, PHILADELPHIA, PA.

IF YOU ARE I rSlXE RESTED

IN

ELECTRIC=PUAVERS

Write us for Latest List ol Up-to-date and Popular Selections In

PERFORATED-PAPER MUSIC ROLLS

THE F»IAIMOVA CO., ilT-125 Cypress Ave., ISJ. Y.
Largfst Mlrs. ELECTRIC PLAYERS and MUSIC ROLLS

HOLIDAY TRADE HINTS.

Some Reflections on This Timely Topic Which
Will Interest World Readers.

On every hand the beauties of the side lines
are being brilliantly expounded, and to the abso-
lute limit. Those susceptible to the weighty
argument which may be summed up in just two
words, "increased income," are lending a willing
ear to the siren song of advertisers. It is well
so. Many a dealer whose initial capital amount-
ed to nothing more tangible than a choice stock
of courage and confidence can trace success to
his receptiveness of the horde of suggestions
offered to him by our leading advertisers.

The approach of the holiday season means
that nearly every talking machine man will take
on one or two additional items to help swell
his bank balance. In their eagerness to accom-
plish this some are likely to give cause for the
repetition of the old saying that "Fools rush in
where angels fear to tread."

The value of side lines as such is lost if the
goods make appeal only to the transitory holiday
buyer. While one is about it, why not take a
side line that has some stability? One that as-
sures substantial monetary returns?

Through frequently inserted ads. in The World
the firm of Buegeleisen & Jacobson, 113-115 Uni-
versity Place, New York, importers and whole-
salers of modern musical merchandise, have
been calling the attention of this trade to their
Durro Violins, Bows and Strings; Lester Accor-
deons, Victoria Guitars, Mandolins and Banjos,
Duss Band Harmonicas, and a general line of
trimmings, as the logical side line for talking
machine dealers. These specialties have been
on the market for years and are known prob-
ably in every corner of the land, certainly wher-
ever musical instruments are played. They are
being advertised as well in the journals that
reach the users of instruments.

Up to the present many of the leading talk-
ing machine dealers have put in stocks of these
goods and are reaping such bountiful fruits in
the shape of musical patronage that this firm
are warranted in the assertion that all those
in the trade who do not handle these specialties
are allowing to slip through their fingers a splen-
did chance to secure the business of musicians
constantly needing material, in which there lies
a fine margin of profit. But this is a most
favorable time, according to Buegeleisen &
Jacobson, for the exploitation of musical instru-
ments, as the demand is very pronounced at this
season, and besides, liberal profits can be real-
ized; for when a gift is being considered, the
purchaser does not hesitate to stretch the limit
by a few dollars.

A TRUTH IN A NUTSHELL.

Occasionally you see a man with nothing else
to boast of, who tries to make up for the de-
ficiency by bragging that he"s an American.
Convince him that it's the country he ought to
brag about, not the accident of his having been
boin in it. A lot of people have more reason
to be proud of their country than their country
has to be proud of them.

60 YEARS'
EXPERIENCE

TRADE Marks
Designs
. . , . Copyrights &c-

Anvone senrtliiR a Bketoh and description mfty
qnlcUly iiscorlnin onr opinion free wiiellier rd
Invention la probnbly piitentftMe. Cninnnnilca-
(loTmsirlotlycontUlontlul. HANDBOOK on Patents
sent tree, t^idost niiency for necurUiK Patents.

ratoiila tiikon tlirouk'li Muun & Co. receive
special notice, wHliout clmr^o. lu the

Scientific JIttiericdti.

A tiniulsoniolv llliistriitpd weekly. I.nreest clr-
dllaClon (if iiiiT 81'lenlltlc ioiinml. Terms. f3 a
jreur: i\mr nionlbs, f 1. Sold bynll newKilealers.

IVIUNN&Co.36'Broadway.New Yorfc

BraDcb Office. 62& F BU Wasblogton, D. C.

THE TAI.KIxNO MACHINE WORLD.

G7

fmlm

AN XC CURATE DESCRIPTION OF THB

PEERLESS AUTOMATIC PIANO

COIN OPEIRATED

PEERLESS PIANO-PLAYEP ro

F.ENGELHARDT SO>r

■1 f FlCES
WiNDSOR ARCAUJL
FIFTH AVEMUE NEW YORK.

PROPRIETOR-

9

68

THE TALKIX; MACIlINi: WORLD.

VOL. IV. No. 12.

SIXTY-FOUR PAGES

•INGLE COPIES. 10 CENTS
PER YEAR. ONE DOLLAK

Published Each Month by Edward Lyman Bill at 1 Madison Avenue, New York, December 15, 1908

Three Roads to Prosperity

Via the Echo-Phone Agency Route

First

Straight sale of machines over the counter,
which nets you a handsome profit.

Second

Give away the Echo- Phone. Vou can do
this by our plan and at the same time stimu-
late the demand for your records and lay a
foundation for future business on your more
expensive type machines.

Third

Contract with your local papers [to supply ma-
chines to their subscribers. We willfshow you
how this can be done with big results.

Write Now for Exclusive Territory and
Full Particulars— It Will Pay You

UNITED TALKING MACHINE CO.

259 GREENWICH STREET, NEW YORK

Entered as Becond-class matter May 2, 190B, at the post office at New York, N. T., under tlie act oi Congrew of March 8, 1879.

2

THE TALKING MACHINE WORLD.

Star Talking Machine Line

Increased to Fifteen Models, all
with Distinctive Features by the
Addition of the

Starola Cabinet Machine

(No. 175)

Starola Grand Cabinet Machine

(No. 250)

(Mahogany Highly Polished Piano Finish)

Note — The interior arrangement of both styles adapted to accommodate 240 records.

Imme(Jiatc deliveries for Holiday trade. Our

; are
both

attractive discounts and selling conditions are

very interesting

to

No. 250, Closed

jobbers and dealers.

Still a few desirable openings for jobbers.

THIS IS THE STORY OF THE STAR LINE

Write us for Catalogues

Star lo-inch records at 50 CCIltS seem to have
struck the popular chord.

Orders by ev^ery mail and from all quarters of the
Globe. Does this interest nou Mr. jobber and Mi-
Dealer!^ Wt repeat, attractive selling arrangemciius
ready for a few more live jobbers.

Write to-dav

So. 175, Open

Hawthorne & Sheble Mfg. Co.

Manufacturers of Star Talking Machines and Records

FOUR FACTORIES

Main Office, Howard and Jefferson Streets Philadelphia, Pa.

The Talking Machine World

Vol. 4. No. 12. New York, December J 5, J 908. Price Ten Cents

WANT RECORDS THAT WILL EXPLODE.

Emil Taussig Getting Weary of "Dead Beats"
and Is Anxious That Records Should Explode
After Being Used Fifty Times.

Dealers in talking machines frequently come
across a class of customei-s who never seem to
be satisfied. They buy records, and after short
use complain of their being in bad condition,
or find some other fault with them and desire
to exchange them for newer records. In other
words they are "dead beats," to use the ver-
nacular, and want to get more than they are
entitled to. If they had their way they would
work the exchange plan until they had exhausted
the entire list of records in the dealer's store.

To meet such a condition of things Emil Taus-
sig, talking machine dealer of Elizabeth, N. J.,
has suggested the manufacture of phonograph
records that will explode after they are used a
certain number of times, and he has sent his
suggestion to the National Phonograph Co.

He is thoroughly disgusted with the lovers of
the talking machines at the present time, because,
he says, they are inclined tO' want something for
nothing. Some of the customers with whom Mr.
Taussig engages, purchase records, use them for
several months and then return them to him
with the request that they he changed for new
- ones.

"If a record could be made that would explode
after being used, say from thirty-five to fifty
times, the customers would be better satisfied,"
Mr. Taussig said the other day. "They would
realize that it costs so much each time the record
is used and there would be no kicking. Now a
record will last indefinitely and after the cus-
tomer has become tired of it, he comes to the
store and asks for a new one in exchange."

THE VALUE OF AN IDEA.

How It May be Realized and the Originator
Encouraged.

How much is an idea worth? Governments
permit the patenting of ideas put into practical
shape and will protect the owners. How much
is a store idea worth? How great is the benefit
of this and that little plan put into practical
operation by the interested store worker? The
clerk who takes enough interest in his work and
his job to evolve some plan, no matter how ap-
parently insignificant, that he can employ — and
possibly the whole store can employ — 'to push
along the business, does a service to the store
which deserves some practical acknowledgment
through encouragement and commendation, and
an endeavor to induce that clerk to work out other
plans into practical shape. The worth of it all
is in the deep interest such an employe can and
does take in the forwarding of the business which
he has made his business for the time being.

Few retailers vnll deny the logic of that, yet
there are retailers who have failed to realize
the worth of an idea among their clerks, in that
they have practically strangled all effort on the
part of any clerk so inclined to make more than
one or two attempts at bringing his plans into
actual use. The crudeness of a suggestion should
not condemn it. If it is good at all it should be
worked out in conjunction with its originator;
if it is bad, there is no reason why the originator
should be made to think he is considered a fool
and never make another attempt to help the store
because of that feeling.

Don't try to wait on two customers at the same
time. Devote your whole time and thought to
the first customer; finish as quickly as possible
without hurrying him. This is accomplished
through knowing your stock and talking to the
point.

THE CHRISTMAS HOLIDAYS.

The Jingle of Christmas Bells Should Ring Out
Prosperity to Every Progressive Dealer —
Originality Will do It.

Once again old Santa is packing his sleigh
with presents away up in the great Northland
behind the stars, preparatory to making his an-
nual visit to his friends in the world. Are you
ready for him, Mr. Dealer? Has the little Christ-
mas brochure setting forth in just the right way
the information that talking machines make the
greatest holiday gifts on earth, been prepared
and issued? Is your store a veritable winter
garden with its gorgeous display of holly and
mistletoe? Has your show window been turned
into a bower of beauty in honor of the merry old
Saint? These things should all be done, Mr.
Dealer, if you would have the dear public stop,
look, and listen.

I have found in my rambles through the "busi-
ness highways and byways that the dear public
above mentioned has to a man moved to Mis-
souri, and that they simply will not feed out
of your hand unless you offer them something
exceptionally toothsome and original. To do
this, you must use your eyes and ears perpet-
ually with ever the one idea in view; that is,
to install something new into your husiness that

DESIGN FOR CHKISTMAS POSTER OR NEWSPAPER AD.

will place you in advance of the other fellow in
the hard up-hill race for success, and now is the
psychological moment to begin. There is no
reason why your store should not be the most
attractive in your street, if not in your whole
town, during the holidays this year if you make
up your mind to it, and get busy.

Choose something original in the way of
Christmas literature. Let it emhrace a feature
that has not made its appearance before, and you
will reap a harvest eminently worth the trouble
involved in its preparation. The public demand
something new, and when they see it, they jump
at it like a trout at a fly. Originality means suc-
cess, Mr. Dealer, so let it be your watchword this
Christmas time.

Election being over and business rapidly adjust-
ing itself to normal conditions should mean a
great deal to you just now, because you can rest
assured that your efforts in the way of original
display and judicious advertising will not be
wasted. The factories are running again, shop-
pers are flooding the stores once more, and our
entire country shows an activity that is very en-
couraging to the business man. The situation
being as it is, you must do everything in your
power to bring a share of this ever increasing
prosperity into the doors of your estahlishment.
The manufacturers are aiding you in this by con-
tinually hringing out some new product that stim-
ulates trade and creates new demand. When be-
fore in the history of the 'graph and 'phone have
we had such an assortment of good things to
choose from? The four minute and indestruc-
tible cylinders, the double side discs, and many

other novelties of 1908 make a plea to the music
loving masses that is well nigh irresistible. All
they need, Mr. Dealer, is your originality to send
them flying into the homes, clubs and pleasure
houses throughout our broad and glorious land.
Are you there with the goods?
Ye gallant knights of the 'graph and 'phone,

Come raise your goblets high ;
Let us quaff deep draughts to the dear old Saint

As his sleigh goes dashing by.
We owe him a bumper this year, my lads.

For he brings to both you aJid me
A gift worth more than x)irates' gold — •
Restored prosperity.

Howard Taylor Middleton.

VALUE OF THE TAFT RECORDS.

Live Dealers Should Find Them Steady Sellers
for After IVlarch 4 They Will Represent the
Voice of a Living President.

Perhaps no single series of records are more
highly valued than those made by President-
elect Taft at the opening of his campaign.
After March 4 the records will be reproduc-
tions of the actual voice of a living President
of the United States, and the first in history
bearing that distinction, as the present incum-
bent of that high office has steadfastly refused
to have any of his decidedly interesting remarks
recorded for either private use or public sale.

With Mr. Taft's example as a precedent it
seems as though all Presidents of the future
should make, say half a dozen, records of their
chosen subjects if only for private distribution,
and one set of each should flnd a suitable re-
pository in the library of Congress in company
with other interesting records of historic nature.

TO STUDY LIFE OF DYING RACE.

Ethnologist Will Make Phonograph Records of
Aleutian Language — Only 2,000 Inhabitants
of Islands Now.

Dr. Waldemar Jochelson, the archeologist and
ethnologist, has just left for Kamchatka and the
Aleutian islands, where he will spend two years
studying the Aleuts, of whom there are but 2,000
living. The race is rapidly dying out.

The scientist carried with him several phono-
graphs and hundreds of blank records, which he
will use to preserve the Aleutian language. He
is accompanied 'by his wife, who will assist in
his archeological work.

Dr. Jochelson, who has done much work for
the American Museum of Natural History, is
making the present expedition for the Academy
of Sciences of St. Petersburg.

In the Morris K. Jesup North Atlantic expedi-
tion it was found that in prehistoric times there
was a distinct relation between the North Ameri-
can Indians and the tribes of Siberia.

The forthcoming work of Dr. Jochelson among
the Aleuts will be supplementary to that done by
the Jesup expedition, for it is believed evidence
of ethnological relationship between the tribes
can be much strengthened by investigation.

Dr. Jochelson says that because the race
is rapidly dying out the investigations about to
be made are considered of exceptional value, as
it is only a question of comparatively short time
before such investigation would be impossible.

The expedition will be made simultaneously
by five sections. Dr. Jochelson having charge of
one and going to the Aleutian islands before pro-
ceeding to Kamchatka, while the others will go
directly to the peninsula of Kamchatka.

It is said that a wealthy Russian interested in
ethnology is supplying the funds for the expedi-
tions, although the work nominally is being done
for the St. Petersburg Academy of Sciences.

A customer has some rights to his own opinion.
Don't force yours on him, but try and mold his.

4

THE TALKING MACHINE WORLD.

WHAT PLANS HAVE YOU MADE FOR 1909?

It Time to Set to Work and Prepare a Policy of Progress That Will Advance Your Busi-
ness and Augment Your Bank Account? — The Depression Is Past and All Live Men Are
Looking to the Future — Some Remarks in This Connection.

Isn't

Well, what plans have you made for 1909?
Have you dreamed of a year's business total that
will be a record, and prepared to realize that
dream by every means in your power, or are you
one of those who despairingly cry that the talk-
ing machine business is going to the dogs?

There are those among the dealers who
declared, earlier in the year, that they were con-
vinced that the talking machine was in reality
a fad, but the quick revival of the trade with the
returning prosperity has proven that the talk-
ing machine is an established musical instrument
of permanent value, and the many new uses being
constantly found for it in the fields of science,
art and commerce tend to enhance that value.

Not for several years have the various large
companies offered so many live talking points
as have been presented this year. The new at-
tachments and records are calculated to revive
any interest in the talking machine that has be-
come dormant and not only create new enthu-
siasts, but to cause all customers to take added
interest in their machines, owing to the special
Inducements in records.

It is hustle and not opportunity that the dealer

THE TRADE IN LOS ANGELES.

Election Has Very Little Effect on Trade —
Sherman, Clay & Co. Receive Carload of
Victors — Good Demand for Edison and Zono-
phone Records — Prepared for Heavy Holi-
day Trade — Other News Worth Recording.

(Special to The Talking Machine World.)

Los Angeles, Cal., Dec. 6, 1908.
The talking machine trade of Southern Cali-
fornia was not greatly affected by the Presi-
dential campaign unless it was responsible for
the increased business of which some dealers
boasted. Many other attractions have com-
manded a certain amount of public attention,
but still no differences have been noticed. The
fall activities are beginning to bud and the out-
look is that of an overwhelming Christmas busi-
ness.

Sherman, Clay & Co. have received a second
carload of Victor machines and are sending to
the trade the new styles of Victor Victrolas.
Manager Chas. Ruggles says he has the record
stock in excellent shape and expects several large
shipments of records, including the double-faced
selections.

The Southern California Music Co. are having
a continual demand for the Edison Amberol
goods and have placed a large standing order
for monthly shipments from the factory for these
goods. Several new Zonophone dealers are re-
ported and a number of orders for large quan-
tities of Zonophone records have been received.
Their retail department is being enlarged to the
extent of a new room for the demonstration of
high class goods and when completed will be
used for that purpose exclusively. Its fittings
and finishings are to resemble those of a pri-
vate living room so as to lose the effect of the
ordinary salesroom. The removal to a large
room on the fourth floor has greatly improved
conditions for the repair department, which is
now in a position to handle any number of jobs.
The Edison Business I-honograph is to have a
separate department with an expert in charge.

The Geo. G. Birkel Music Co. have almost com-
pleted their plans for the holidays and are ready
for the heavy Christmas trade. A noticeable fea-
ture recently added to their Victor department i.s
a handsome 'collection of enlarged pictures of
Red Seal artists. A splendid business has been
coming their way with Victor "Crown" records,
especially the ojieralic selections which are con-
sidered educators in leading to the sale of Rod
Seal records.

E.xlon's music shop now presents a very hand
some appearance and is doing equally as hand-
some a talking machine business.

will require in 1909. and it is high time that the
opening campaign of the new year was planned
and prepared for adoption.

There is no surer way to create interest in a
line of talking machines than to give frequent
free recitals where your prospects may actually
hear the music as produced in a proper manner
and realize the desirability of owning such an
instrument. Between selections it is well to have
a competent salesman deliver a short lecture
upon the new records and attachments while as-
sistants pass through the audience offering the
records for the examination of those who show
sulBcient interest. An attractive program is also
a necessity, for where a cheap one will be thrown
away a handsome one will he preserved for a
time at least and the advertising matter therein
read over thoroughly. And the possibilities for
attractive window displays are also greater than
ever before, the new goods allowing for some
interesting printed matter to be used.

On the whole, Mr. Dealer, the talking machine
is in prime condition to make new conquests
in the realm of business, and it's up to you to
get busy and do your share.

The Wiley B. Allen Co.'s trade is on the in-
crease at a lively rate and they have already
started their holiday advertising. Their show
windows present an elaborate display of Victrolas
and Red Seal records.

H. B. Hinman, who has been connected witn
the trade in San Francisco as well as Los
Angeles, is now in charge of the talking machine
department of the J. B. Brown Music Co., which
IS putting forth new efforts to increase its trade.

The Los Angeles store of the Columbia Phono-
graph Co. leads the entire Coast for the period of
November 1 to 15, both in wholesale and retail.
This gain is looked on as exceptional consider-
ing San Francisco's past record. Wm. T. Mc-
Kenna, recently from Chicago, where he was
connected with the Dictaphone Co., has joined
the Columbia Co.'s forces in this city.

L. R. Jones has sold to Elxton's music shop a
large number of his new record files in which
they will keep their entire stock of disc records.
Harry P. Rothermel is making his first trip to
Southern California for Sherman, Clay & Co.,
whom he recently joined in San Francisco. Hav-
ing traveled this section several years ago for
other interests, he is thoroughly familiar with

the trade, which is glad to see him once again.
The appearance of the Victor Co.'s famous Red
Seal artist Emilio de Gogorza in concerts in this
city and surrounding towns has caused an in-
creased demand for his records. All the dealers
have featured him in their newspaper ads., and it
is a noticeable fact that the talking machine is
as good an ad. for him as he is for it.

Most of the valley trade seems to be depending
on the coming raias for its prosperity during the
coming season. All are confident of the best
year yet, regardless of weather conditions. R.
Barcroft & Sons, Merced, the largest hardware
firm in the valley, are new dealers who have
started in the business with a complete line of
Edison goods and a tray system for their record
stock. When their plans are completed they will
have the finest department in the valley. Homan
& Co., Fresno, report a large increase in business
since the raisin crop has been pooled in that
vicinity. They have just placed an order with a
Los Angeles jobber for a carload of disc and
cylinder record cabinets. Their record for ma-
chines sold in one day is the best in the valley,
they having sold 1 Victor Victrola, 1 Victor 6th,
1 Victor 5th, and 3 Edisons, 2 Triumphs and 1
Home.

W. L. Sheibley, Reedly, has been obliged to
enlarge his store with special rooms for his
Edison department to accommodate his trade,
which is growing by leaps and bounds. Thos. B.
Watson, manager Oakland Graphophone Co., is
negotiating to go into the talking machine busi-
ness in Los Angeles in the near future. Ham-
bergers have announced the opening of a talking
machine department in their big department
store through the daily papers. Ed. Borgum
has returned from a trip North in the interest of
the Southern California Music Co.

THE WURLITZER CO. IN NEW YORK.

Howard Wurlitzer Chats of New Store — Will
Not Put in Talking Machines at Start — Will
Exploit Automatic Instruments.

Howard W.urlitzer, of the Rudolph Wurlitzer
Co., Cincinnati, 0., was in New York last week,
and called upon the manufacturers. The Wur-
litzer Co., in opening their new store in New
York, at 25 and 27 West 32d street, state they
will not put in a talking machine stock at the
start off, and will carry samples only. They
propose to exploit an initial line of their auto-
matic instruments, and later other goods. From
current accounts their establishment promises to
be a model in point of handsome fittings and
elegant decorative effects.

OUR— =

VICTOR RECORDS

Guaranteed Perfect

We have arrangfcd for two entirelj' distinct and separate stocks of VICTOR RECORDS
ONE RETAIL. ONE WHOLESALE. Bv this sj-stem we are enabled to guarantee our
Wholesale Trade that they will receive' from us VICTOR RECORDS in absolutely the
same condition they are supplied us bj- the factory.

NOT RECORDS THAT HAVE BEEN USED FOR DEMONSTRATING MACHINES;

NOT RECORDS THAT HAVE BEEN PLAYED FOR RETAIL PROSPECTS
Hut-
Absolutely New Unplayed Records

We don't need to enlarge upon the advantages of this system. You will appreciate
it. We originated the system of supplying- tlie high-grade

RED SEAL RECORDS IN SEALED ENVELOPES

This i.-i aiipreciated by dealers in Victor Keconls. ami we are sure the new method of fillinjr
wholesale orilers from it .stock which is in no way lonnecteil with our retail stock will be even more
ai>preciate<l b\- them.

If You Want New Records, Send Us Your Orders

The Eastern Talking Machine Co., Bo^su^n?Mlfs!

Original Distributers of Victors in New England

LARGEST STOCK — BEST SERVICE

Fifteen Years on Exclusive TalkinR Machine House

THE TALKING MACHINE WORLD.

Get the complete list of new
Victor Records for January

No other records sell so easily, pay such liberal profits, make so many friends, or help your
business so much as Victor Records. They have that magnificent true-to-life musical tone-qual-
ity that everybody wants — and the only way that people can get it is by buying Victor Records.

lO-lncb— 80 cents

No.

5621 "Fairest of the Fair" March Sousa's Band

5602 Italian Riflemen March. .Arthur Pryor's Band
5607 Georgia Sunset — Cakewalk. Arthur Pryor's Band

5600 Madeleine Waltz.

Victor Orchestra, Walter B. Rogers, Conductor

5622 Fun at a Barber Shop. Banjo Solo.

Vess L. Ossman

5630 There Never Was a Girl Like You.

Harry Macdonough

5598 When Jack Comes Sailing Home.

Harvey Hindermeyer

5632 Farewell Address to the Navy.

Admiral Robley D. Evans

5610 Annie Laurie Alan Turner

5631 Over on the Jersey Side Billy Murray

5616 Our Boarding House Nat M. Wills

5617 Sullivan (from "The American Idea").

Billy Murray and Haydn Quartet

5624 Sweetheart Town.

Billy Murray and Haydn Quartet

5618 Alabam' (from "The Broken Idol").

Collins and Harlan

5620 Flanagan's New Year's Call. Descriptive Spe-
cialty Steve Porter

5619 Moving Day at Pun'kin Center. Yankee Talk.

Cal Stewart

5625 When We Are M-A-R-R-I-E-D (from "Talk

of New York"). Miss Jones and Mr. Murray

Accompaniments by the Victor Orchestra

No.

5627 Good Evening, Caroline.

Miss Stevenson and Mr. Stanley

5628 Sally in Our Ally .. Whitney Brothers Quartet

5629 The Little Red Drum.

Whitney Brothers Quartet
52010 "With Us in Tyrol." German Chorus with

Yodel Pircher Alpensingers

52902 Black Forest Polka. Bells .-Mbert Muller

Whistling Solo.

Guido Gialdini

52013 Carmen-Habanera.

12-lnch-$l

31722 Venus on Earth Waltz Sousa's Band

31711 Pamplona Waltz. Victor Dance Orchestra,

Walter B. Rogers, Conductor.
31721 Caprice Brilliante. Cornet Solo.

Herbert L. Clarke
31714 The Ninety and Nine Harold Jarvis

31719 The Sentinel Am I Alan Turner

58002 When I Get Back Again to Bonnie Scotland.

Harry Lauder

31720 The Flag He Loved So Well. Burlesque Mili-

tary Ballad Nat M. Wills

31723 "Excelsior" Up-to-date; "Fishing."

Whitney Brothers Quartet
58407 Huguenots— O Vago Suol Delia Turenna
(Meyerbeer) (Fair Land of Touraine). In
Italian Giuseppina Huguet

New Victor Red Seal Records

Marcella Seinl>ricli, Soprano.

88141 Semiramide — Bel Raggio Lusinghier (Rossini)
(Bright Gleam of Hope). 12-inch, $3. In
Italian.

No.

S8142 Linda di Chamounix — O Luce di Quest' Anima
(Donizetti) (Guiding Star of Love!) 12-
inch, $3. In Italian.

88143 Vespri Siciliani — Bolero, "Merce Dilette Ami-
che" (Verdi) (Dear Friends, We Now Must
Part). 12-inch, $3. In Italian.

IDrnestine Sehamanu-Heink, Contralto.

87021 Treue Liebe (True Love) (German Folk

Song). 10-inch, $2. In German.

87022 Irish Love Song (Lang). 10-inch, $2. In

English.

f]mmx Destinn, Soprano

91083 Mignon — Kennst du das Land?

(Thomas)

(K-nowest Thou the Land?). 10-inch, $2. In
German.

91084 Madama Butterfly— Sai Cos' Ebbe Cuore (Puc-
cini) (Do You Know, My Sweet One). 10-
inch, $2. In Italian.

92057 Madama Butterfly — Un Bel di Vedremo (Puc-

cini) (Some Day He'll Come!). 12-inch, $3.
In Italian.

92058 Aida— O Vaterland (Verdi) (Oh, My Father-

land). 12-inch, $3. In (German.

Evan Williams, Tenor

64096 Queen of Sheba— Lend Me Your Aid. Part II.
(Gounod). 10-inch, $1. In English.

Violin Solo by lUiscIia IDlman,

71038 Rondo Capriccioso — Introduction (Saint-Saens).
12-inch, with Piano, $1.50.

Victor Double-faced Records. lo-inch 75 cents; 12-inch $1.25.

A two-page advertisement, giving the complete list of January records, will be published in
the leading magazines for January. In addition, we call attention to the new records in our
newspaper advertising in the principal newspapers of the country around December 28 — the
simultaneous opening day throughout America.

Get ready to follow this up, and remember that the dealer who has the complete list of
Victor Records has a big advantage over less enterprising competitors. He not only sells more
records to his own customers, but gains new customers who can't get what they want at other
dealers.

Victor Tall<:ing Machine Company, camden, n. j., u. s. a.

Berliner Qramophone Co., Montreal, Canadian Distributors

To get best results, use only Victor Needles on Victor records

6

THE TALKING MACHINE WORLD.

BALTIMORE'S BUDGET OF NEWS.

E. F. Droop & Sons Co. Make Special Holiday
Display — Cohen & Hughes Advertising — No-
vember a Record Month With Columbia
Branch — Stewart & Co. Arrange to Handle
Columbia Goods — What Other Houses Have
to Report Anent Business and Prospects.

rSceciiU to The Talkiog Machine AVorlci.)

Baltimore, Md., Dec. 8, 1908.
■ E. F. Droop & Sons Co., North Howard street,
^near Saratoga, who look after the interests of
the Edison and Victor machines, have on exhibi-
tion a neat holiday window display, made up of
both the various styles and parts of the Edisons
and Victors. They show the largest and smallest
size instruments which prove quite an attraction
to the advanced holiday throngs.

Cohen & Hughes advertise as a common sense
Christmas present the Reginaphone which they
offer on very easy payments or cash, just as the
purchasers desire. Manager Ansell stated that
November has been a good one from a trade
standpoint and that the holiday buyers are al-
ready beginning to show themselves. The
Auxetophones and Victrolas are so much in de-
mand just at present that Mr. Ansell says he finds
it a hard matter to keep a full stock on hand.
The Victor double disc records have also been
going well.

Manager Lyle, of the local branch of the Co-
lumbia Phonograph Co., stated to a representa-
tive of the Talking Machine World to-day that
the Baltimore store ended up the month of No-
vember with a larger number of sales than any
previous month during the year. He also said
that the December business has started in with
a rush, and that the indications are for a par-
ticularly heavy Christmas trade. This statement
is similar to those made by the other dealers in
this city. That there is a boom on in the busi-
ness just at present is indicated by the crowds
of buyers w,ho invade the stores daily and keep
the clerks on their feet during the best part of
the days and nights — for the stores have been

since the first of the month opened at night to
accommodate the late purchasers.

Stewart & Co., one of the largest department
stores in this ciiy, located at the corner of How-
ard and Lexington streets, nave put in a talking
machine department, which is devoted exclusively
to all types of Columbia machines and records.
Mr. Smily, formerly of the Philadelphia oflBce
of the Columbia Phonograph Co., is in chargs
of this department.

Mr. Lyle said that the best sales have been
particularly in three departments, namely, the
double disc records, the new indestructible re-
producers and the wooden horns. The wooden
horns have been in heavy demand as a part of
the high priced machine while quite a few have
been sold as extras with the lower priced phono-
graphs. The December specials for the holiday
trade, which have just arrived, have been and
will be all through the month extensively adver-
tised in the local papers. Already good results
from this cause have been noticed, as the re-
quests for these specials have been coming in
rapidly. A feature of the company's latest grand
opera list have been the roles sung by Etaimy
Destinn and which have proven good sellers.
There are eight selections by this prima donna.

"Our talking machine rooms have been crowded
from morning until night," is the way Mr. Bow-
den, of Sanders & Stayman, announces the
present condition of the trade so far as his firm
is concerned. Sanders & Stayman handle both
the Columbia and Victor machines. The double
disc records of both manufacturers have been
popular sellers during the month. The high
price machines have been away up in the lime-
light.

"We have been extremely busy with the sales
of Victor talking machines." said G. Fred
Kranz, president of the Kranz-Smith Piano Co.
"The cash sales especially have been a feature
and have shown a big increase over those of
former months. I look for a healthy holiday
trade."

Fred Scheller, who has the Baltimore agency
for the Star Phonographs and records, says that

he has had a satisfactory month with the sales
of machines and popular song records. "The
Star machines and records are making a hit
here," continued Mr. Scheller, "and I have every
hope of a prosperous season during the next
year."

EDISONIA CO. BUYDOUGLAS STOCK

in Newark, N. J., Which Has Been Transferred
to Their Own Establishment.

(Special to The Talking Machine World )

Newark, N. J., Nov. 29, 1908.
Last week the Edisonia Co. (A. O. Petit)
tought out the entire stock of the Douglas Phono-
graph Go.'s branch store here, transferring it to
their own establishment. It is said $10,000
changed hands. The Douglas place has still a
three years' lease to run. This makes one less
Victor dealer and Edison jobber in this city, and
adds fresh luster to the enterprise and pro-
gressiveness of the Edisonia Co., now the leading
concern by all odds in the entire state.

THE INVALUABLE TALKING MACHINE.

The talking machine is rapidly coming to the
front as a medium for solving various troubles of
man. An Albany, N. Y., man recently went into
a local talking machine store and ordered a
record to repeat the words "He's not here," and
nothing more. He explained his unique order
by stating that one of his clerks had been mar-
ried only a short time before and his bride in-
sisted upon calling him on the 'phone numerous
times during the day, usually at the busiest
hours.

On each occasion she had to be told repeatedly
that her husband was not in, and as the merchant
got tired of her continual 'phoning and did not
care to fire the man owing to his ability, he de-
cided upon the talking machine record to do the
work.

Don't try to remember orders in your head;
pencil and paper are cheap.

Orders Filled Quickly and Fully Our Claim

———LET US PROVE THIS TO YOU

FIRST — We are Talking Machine Jobbers
exclusively.

SECOND — Orders go only into hands of
experienced men.

THIRD— Our two warerooms bring us
closer to the dealer.

We mention this to show there is One Jobbing House

that spares nothing- in its efforts to "Serve You Right on

Edison and X^ictor."
Our warerooms are filled from floor to ceiling with fresh new

goods, to take care of all hurry-up orders.
Write, telephone or telegraph, and be convinced that

Buehn's Rush Service is better than an\' vou ever tried.

SPECIAL"'^*'^ illustration
■ shows our No. 124
—200 Peg— Cylinder Cabinet. Best
value in the country. Large dis-
count. Catalogue for the asking.

LOUIS BUEHN & BROTHER

PHILADELPHIA ^riSi'',i,"fh!L' HARRISBURG

THE TALKING MACHINE WORLD.

7

Victor business
is "quality" business

Mr. Dealer, you know that the Victor is a musical instrument of the highest order,
and that Victor Records are the best in every way. But are you making the people in
your neighborhood familiar with these facts — are you getting all the business that should
be yours on account of this quality?

Display the Victor to the best advantage ; have attractive well-furnished salesrooms
where people can hear the Victor — make your store a "quality" store.

Draw the best class of people to it — people who want the best and have the money
to pay for it.

The Victor business is founded on quality and every dealer can use the ''quality"
idea to his benefit — add to his prestige and reap a rich money-harvest.

Victor Talking Machine Co.

Camden, N. J., U. S. A.

Berliner Gramophone Co., Montreal, Canadian Distributors.

To get best results, use only Victor Needles on Victor Records.

Full information can be obtained from the following Victor dealers ;

Birmingham, Ala
Bosion, Mass

Brooklyn. N. Y....
Buffalo. N. Y

Albany. N. Y Finch & Hahn.

Altoona, Pa W. H. & L. C. Wolfe.

Atlanta, Ga Elyea- Austell Co.

Phillies & Crew Co.

Baltimore. Md Cohen & Hughes.

E. F. Droop & Sons Co.
H. R. Eisenbrandt Sons.
Wm. McCallister.

Bangor. Me M. H. Andrews.

E. E. Forbes Piano Co.
The Talking Machine Co.
Oliver Ditson Co.
Eastern Talking Machine Co.
M. Steinert & Sons Co.

American Talking Machine Co.
W. D. Andrews.
Neal, Clark & Neal Co.

Burlington, Vt. American Phonograph Co.

Butte, Mont Orton Brothers.

Canton. O The Klein & Heffelman Co.

Charlotte. N. C Stone & Barringer Co.

Chicago, III Lyon & Healy.

The Rudolph Wurlitzer Co.
The Talking Machine Co.

Cincinnati. O The Rudolph Wurlitzer Co.

Cleveland, O W. H. Buescher & Sons

Collister & Sayle.
Ecliose Musical Co.

Columbus, O The Perry B. Whitsit Co.

Dallas, Tex Thos. Goggan & Bro.

Dayton, 0 The Fetterly Piano Mfg. Co.

Denver. Colo Hext Music Co.

Knight-Campbell Music Co.
Des Moines, Iowa Tones Piano Co.

Harger & Blish.

Detroit, Mich Grinnell Bros.

Dubuque, Iowa Harger & Blish.

Duluth, Minn French & Bassett.

El Paso. Tex W. G. Walz Co.

Escanaba, Mich Grinnell Bros.

Galveston, Tex Thos. Goggan & Bro.

Grand Rapids, Mich.. J. A. J. Friedrich.

Honolulu, T.H Bergstrom Music Co.

Indianapolis, Ind Kipp Link Phono. Co.

C. Koehring & Bro.

Jacksonville. Fla Alexander Seewald Co.

Kansas City, Mo J. W. Jenkins Sons Music Co.

Schmelzer Arms Co.

Lincoln, Neb Ross P. Curtice Co.

Little Rock, Ark O. K. Houck Piano Co.

Los Angeles, Cal.
Memphis, Tenn..

Milwaukee. Wis . . .
Minneapolis, Minn.

Mobile, Ala

Montreal, Canada. .
Nashville, Tenn . . .

..Sherman, Clay & Co.
. . E. E. Forbes Piano Co.

O. K. Houck Piano Co.
..Lawrence McGreal.
. . Minnesota Phonograph Co.
.. Wm. H. Reynalds.
..Berliner Gramophone Co., Ltd.
. .0. K. Houck Piano Co.

Newark, N. J Price Phono. Co.

Newark. O Ball-Fintze Co.

New Haven, Conn Henry Horton.

New Orleans, La Nat'l Auto. Fire Alarm Co.

Philip Werlein. Ltd.

New York, N. Y.

. Blackman Talking Machine Co.
Sol Bloom, Inc.
C. Bruno & Son, Inc.
I. Davega, Jr., Inc.
S. B. Davega Co.
Chas. H. Ditson & Co.
The Jacot Music Box Co.
Landay Brothers, Inc.
The Regina Co.
Stanley & Pearsall.
Benj. Switky.

Victor Distributing & Exp't Co.

Omaha, Neb.

Peoria, III

Philadelphia. Pa.

. A. Hospe Co.
Nebraska Cycle Co.
Piano Player Co.

. Chas. C. Adams & Co.

. Sol Bloom.
Louis Buehn & Brother.
J. E. Ditson & Co.
C. J. Heppe & Son.
Musical Echo Company.
Penn Phonograph Co., Inc.
Western Talking Machine Co.
H. A. Weymann & Son.

Pittsburg. Pa.

...C. C. Mellor Co., Ltd.

Standard Talking Machine Co.

Portland, Me Cressey & Allen.

Portland Talking Machine Co.

Portland, Ore Sherman, Clay & Co.

Richmond, Va The Cable Co.

W. D. Moses & Co.

Rochester, N. Y The Talking Machine Co.

Rock Island, III Totten's Music House.

Salt Lake City, Utah. . Carstensen & Anson Music Co.

San Antonio, Tex Thos. Goggan & Bro.

San Francisco, Cal Sherman, Clay & Co.

Savannah, Ga Phillips & Crew Co.

Seattle, Wash Sherman, Clay & Co.

Sioux Falls, S. D Talking Machine Exchange.

Spokane, Wash Filer's Piano House.

Sherman, Clay & Co.
St. Louis, Mo Koerber-Brenner Music Co.

St. Louis Talking Machine Co.
St. Paul. Minn W. J. Dyer & Bro.

Koehler & Hinrichs.

Syracuse, N. Y W. D. Andrews.

Toledo, O The Hayes Music Co.

Whitney & Courier Co.

Washington, D.C John F. Ellis & Co.

£. F. Droup & Sons Co.

8

THE TALKING IVIACHINE WORLD.

there may be some difference of opinion, but keen-
minded business men are naturally anxious to re-
move all business barriers so that the trade may
move along the easiest lines of distribution.

EDWARD LYMAN BILL. - Editor and Praprietor

J. B. SPILLANE, Man&«in« Editor.

Trade RepresenUlives: Geo. B. Keller, F. H. Thompson,
W. T. Dykes, L. E. Bowers, B. Brittain Wilson,
A. J. XicKLiN, .'August J. Timpe.

Bo(1«i\ Office : Ernest L. Waitt, 100 Boylston St.
Chick-Jo Office: E. P. Van Harlinoen, 136 Wabash Ave.
PhiliLdelphia : Minive»p»Iii »»d Si. Paul ;

H. F. Thompson. .\dolf Edsien.

SI. Loui» : S»n Francixco:

Ch.^s. N. Van Buren. S. H. Gray, 88 First St.

Cleveland: G. F. Prescott.
Cincinnati: Bernard C. Bowen.
London, England. Office:

69 Basinghall St.. E. C. W. Lionel Sturdy, Manager.

Publiahed the 15th of every m«nth at 1 Madiaon Ave. W.Y.

SUBSCRIPTION (including postage), United States,
Alexko One Dollar per year; aU . other countries. $1.2o.
England and her colonies, five shillings.

ADVERTISEMENTS. $2.00 per inch, single column, per
inVertion On quarterly or yearly contracts a special dis-
S is" allowed. Advertising Pages, ?60.00; special posi-
tion, $75.00. -c-j ,1

REMITTANCES, should be made payable to tdwara
L™ian Bill bv check or Post Office Order^

^"IMPORTANT.-Advertisements or changes should
rMch this office by the first of each month. Adver-
tisements arriving too late for insertion in the current
issue will, in the absence of instructions, be inserted
in the succeeding issue.

Long Distiuvce Telephones-Numbers 4677 and 4678 Gram-
ercy. Cable Address: "Elbill." New York.

NEW YORK. DECEMBER 15. 1908.

BEFORE this publication makes its next ap-
pearance the curtain will have been rung
down upon the old year, and many of us will not
b€ sorry to see the close of the 1908 act upon
the business stage, for truly, a review of the
business conditions for the past twelve months
does not cause one unalloyed pleasure and satis-
faction. The talking machine trade, in common
with other industries, has suffered on account
of the business depression. There is no denying
that fact, for it has been plainly apparent to most
of us. Then again, this industry has not merely
had to stagger along, crippled by reasons of de-
pressed business conditions, but it has had to
suffer an additional load on account of disturbed
internal conditions. Business changes have un-
settled the trade to such an extent that there has
been much unrest and anguish as to new moves
which might be made by those who controlled
the destinies of the talking machine trade. The
dealers have had restrictions imposed upon them
so that they have had to adjust themselves to new
conditions.

THE record situation has been unsettled, and
it is problematical to-day just what the
condition may be a year hence regarding the
position of the double-sided record. In fact, when
we consider all the elements which have tended
to disturb the inner conditions of the talking
machine trade, we do not wonder at the dissatis-
faction expressed over the volume of business
which has been transacted during 1908. It has
been, In many ways, a discouraging period, but
we cannot have things quite to our liking in this
busy world of ours, and the talking machine men
will have to accept, gracefully if they can,
painfully if they must, present conditions, for
It should be understood that the manufacturers
are anxious to increase the distribution of their
product in every way possible. But as to methods
which can be hest employed to obtain that end

BUT, let us not spend too much time in re-
trospect. It matters not — ^ihe future is
gone, and let us turn to the bright page of the
new year with fixed resolutions to make the
most of the business possibilities which present
themselves, and let us not wait for these op-
portunities to come knocking at our door. Let
us seek them, because the men who seek trade
intelligently and with sincerity and fixity of
purpose, will be apt to locate a mighty sight
more of it than the men who sit down and suck
their thumbs waiting for trade to come their
way. It does not pay to indulge in a pessimistic
strain too long else it may become chronic. It
pays better to face the future full of a resolve to
do things.

T^ERE is a growing demand for talking ma-
chines of the better grades. In fact, the
great producing houses have been unable to keep
up with their orders on their higher class of
machines. We know of some dealers who have
placed strong emphasis upon this end of the
business and have been phenomenally successful
in accomplishing large sales. In fact, by adver-
tising, and progressive methods, they have been
enabled to largely increase their trade in high
grade machines. It seems singular that at the
first blush, so to speak, there should be, in a
period of business depression, such a well ac-
centuated demand for high grade products, but
this is easily understood when we analyze the
conditions. The people who have purchased the
lower priced machines in large quantities, have
been unable to continue purchases in the same
way as in former years, simply because thousands
of men have been out of employment in the
various industrial centers, and have not had the
means to purchase articles which could be dis-
pensed with in the struggle for a livelihood. On
the other hand, the people of easy finances have
had money at their disposal to indulge their
tastes along lines which do not require more
than a two or three hundred dollar investment.
The higher priced machines have fascinated them,
and they have kept on buying. As a result, this
particular department of the business has been
unusually brisk. Dealers are beginning to re-
alize full well that it pays to exploit the high
priced product, and the people who purchase the
higher priced outfit are invariably large sub-
sequent purchasers of records. The best trade,
that is, the high priced trade, has kept up sur-
prisingly good, and it is believed that during the
holiday season, the high priced stock will be
pretty nearly cleaned out everywhere through-
out the land. The demand for machines of all
grades can be materially increased if the retailers
patronize local papers in a fairly liberal man-
ner. It doesn't pay to hide one's business light
under the bushel of indifference.

THE compact entered into by the United
States and Japan means a big opportunity
for enterprising Americans in the Orient. It is
surprising, too, what a powerful factor the talk-
ing machine has been, and is to-day in building
up trade relations with the still shunborin,!;
Chinese nation. The talking machine is arous-
ing them from the lethargy of centuries. The
people there are quick to buy Chinese records.

and as the talking machine is a distinctly Ameri-
can creation, they are naturally interested in
other products of American brains and skill, and
as a result, manufacturers in specialties will find
a constantly growing market in the Chinese Em-
pire. The talking machine is doing its part as
a trade promoter, and with the great development
which is bound to come as a result of the "open
door" in China, Americans in all ' industries
should profit materially thereby.

IS it fair business for talking machine dealers
to take on records which are copied from
high class operatic records made by artists who
sing exclusively for some of the leading talking
machine concerns? If this sort of business,
which is colloquially termed "dubbing," is en-
couraged by legitimate dealers, then it shows, in-
deed, that the talking machine trade has but a
slight regard for good business ethics, for the
selling of copied records constitutes a violation
of the cardinal principles of business. Surely,
when the talking machine companies pay artists
of world-wide fame large sums to sing exclu-
sively for them, they are entitled, by all rules
governing business, to reap the fullest benefit
which should come to them as a reward for their
progressiveness and enterprise. Is it not so? If
dealers are to support this sort of piracy gen-
erally, then good-bye to fair dealing in the talk-
ing machine trade. In our opinion, the courts
would sustain the rights of the original pro-
ducers, and surely, the fairmindedness of Amer-
icans should not permit the offering of a copy,
because the "dubber" can evade the payment of
royalties to the artist, and offer his copied pro-
duct at a lower rate. We believe the talking ma-
chine industry will not countenance work of
this kind, the business morals of our people are
not blunted to such an extent, and if the Victor
or any other talking machine company are com-
pelled to resort to the courts to protect their
rights in a matter of this kind it would be in-
deed a sad commentary upon American business
methods.

WHILE the talking machine trade, in com-
mon with all other industries, has
shown a great shrinkage in volume during the
present year, it may be safely assumed that indi-
cations now point to materially bettered condi-
tions during the new year. The demand has al-
ready been made manifest in the Middle West,
and will ere long be felt in the manufacturing cen-
ters which have been the hardest hit of all during
the past twelve months. We do not have to
look far to find the cause — the workmen have
been large purchasers of moderate-priced ma-
chines and records, and as so many of them have
been out of employment since the panic of last
fall, they have not been in a position to continue
purchases on the same broad scale as formerly.
The agricultural sections have been especially
favored, and the dealers and jobbers in the great
crop-producing States are enjoying a winter
trade of satisfactory volume.

In most sections of the country, however, holi-
day trade has been extremely disappointing.
It lacks a life and vim which is noticeable in
business circles as we approach the holiday sea-
son, and to bring the trade up to anything like
pleasing proportions, it is necessary that added
emphasis be placed upon the publicity end of the
business. We know of some dealers who have
heen liberal in their advertising appropriations,
as a result their holiday trade has heen good.

THE TALKING MACHINE WORLD.

9

OLD SONGS WOULD BE PROFITABLE.

Constant Search for Novelties for Slot Machines
— Batteries of Bugle Records and Massed Ef-
fects of Operatic Selections to Draw the Pub-
lic— Lincoln's Gettysburg Address.

"There must be, I suppose," said a man wlio
finds more or less enjoyment in the penny-in-the-
slO't phonograph parlors, "there must be some-
body who decides on what songs and music shall
go into the machines, and I should say that the
success of a place must depend in considerable
measure on him. True, you can tell whether
what you've got is taking or not by the returns
from the machines; there couldn't very well be
any better demonstration than that; but what you
want to know is what to put in in place of a
piece that has ceased to draw profitable returns,
and you also want to know what will draw better
than anything you have got — and you want
novelties.

"In one place where I go they have lately
equipped a dozen or less of the phonographs, all
right along together in a row, with bugle records.
Of course they've had bugle records here before,
a single one here and there, but here was a regu-
lar battery of bugle phonographs.

"This novelty attracted me to the extent of five
cents. I walked along the line and tried five of
these bugle phonographs that I thought I'd like
to hear, and as far as my observation went this
battery of bitgle records thus brought prom-
inently to my attention drew very well.

"Another massed effect here is produced by a
string of a dozen or so of phonographs placed all
together, all with selections from operas. This
was suggested very likely by the opening of the
opera season; and of course the advent of a popu-
lar singer in any line, as on the vaudeville stage,
finds a prominent echo here. Let a singer that
people talk about come and straightway you find
his songs on the records, paying a royalty to the
singer and yielding a revenue to the proprietors
of the phonograph parlor.

"And of course any song or music, however or
wherever produced, that hits the popular fancy
is at once reproduced on the phonographs, but
there are here scores of machines for which
records and constant changes must be provided,
and I should think it would keep a man guessing
what to choose. With the most earnest desire in
the world to put on records that will draw pen-
nies this is still a most difficult thing to do. The
songs written and sung are innumerable, but the
really good songs are very few. Certainly 1
have paid many a penny to hear things that I
never want to hear again, though tastes vary,
and things that I might not like at all might hit
other people very hard.

"I have an idea myself that we don't find on
the records enough good old songs. I would im-
mensely prefer a good old song to a poor new
thing. We do, to be sure, always find here some
old songs sung or played on musical instruments;
but I think we ought to have more of these; a
good old song always preserves its appealing
melody, just as good architecture always keeps
its satisfying beauty.

"In the search for new things that will draw
they put on the records other things than songs
and music. On one machine here the other day
I found Lincoln's Gettysburg address, and
promptly I dropped a cent in the slot to hear
again that noble utterance. And it seemed to
me, thinking of it in a business way, that here
was the germ of an idea; that quite apart from
things said in current political campaigns there
might be other great or famous speeches, old as
it may be, but still alive with human feeling,
that might prove profitable records for the phono-
graph parlor.

"But perhaps we don't need to tell them this,
for they are always seeking for new things, or
for things that are different, that may be old
hut that are new here, and always seeking to in-
vest old things with new attractiveness. For in-
stance, among the many slot machines of many
kinds other than the song and music phono-
graphs is the fortune-telling machine. Here not

long since sitting in a glass case was the life-
size figure of an old lady attired in old fashioned
garments, and you drop a cent through a slot in
the base of this machine and the old lady up
in the glass case would 'bend her gaze down-
ward upon array of cards spread out on a table
before her and as she scanned the cards she
v/ould swing her hand back and forth over them,
her lips moving as she made her selection, and
then presently she'd stop and sit up straight
again, and then out of an opening in the ma-
chine below would pop a card fox you with your
fortune on it.

"And so many people want a fortune! So
many people are willing to pay a cent to have
their fortune told; and people swarmed around
this machine to drop their pennies in the slot;
but then — I don't know whether the old lady
had ceased to draw or not, or what — ^but then
they took the old lady out and put in her place
to tell the fortunes the figure of a young and
handsome woman.

"So it's novelty, novelty; they are always seek-
ing, in the phonograph parlor, something new or
something old or different, something that will
draw; and a man's job, it would seem to be,
here as in any other business line, to know and
to be able to provide things that the people want
to buy."

THE ORIENTALS AND THE TALKER.

Chinese Thought Machine Was Possessed of
the Devil When First Demonstrated — Now
Visitors to Chinatown Hear the Music of
the Flowery Kingdom Coming from the
Horns of Hundreds of Talking Machines.

(Special to The Talking Machine World.)

Los Angeles, Cal., Dec. .5, 1908.

Chinatown has the talking machine fever.
This would not seem strange if it were any other
quarter of the city. But any one who knows the
deep-rooted superstitions of the yellow men can-
not help but be surprised to see them calmly
sitting and smoking around a contrivance so
mysterious to the unschooled as a talking ma-
chine. The first attempts made to introduce the
talking machine to the Orientals by a local dealer
were very interesting. One night he visited sev-
eral well-to-do Chinese merchants and asked
them to visit his store. Some accepted his invi-
ation through curiosity more than anything and
sat about his store till he started a machine with
a comic laughing selection. When the instru-
ment started to talk, they looked at each other,
and when it started to laugh they rushed out of
the store to the sidewalk and would not listen
to the much amused dealer who tried to pacify
the excited Mongolians, but they neither stopped
or looked back until they reached their homes.
Later they held council and finally decided the
white man's was devil-possessed.

They carried their woe to the joss houses,
where long and loud the gongs sounded to sum-
mon the gods. The joss house keeper blinked
and said nothing on account of being kept from
his hard bed, for a double portion of silver fell
from the hand of each worshiper. Later another
dealer thought' out a plan to overcome the sup-
erstitions.

He had some circulars printed on red paper at
a Chinese print shop, describing the talking ma-
chine and what it could do; he procured several
sets of Chinese records, it may be said several
songs, as one song sometimes takes ten ten-inch
records. He then packed his outfit and visited
the most prominent Chinamen, whom he presented
with his Chinese circular and asked to be al-
lowed to demonstrate. His experience was al-
most the same as that of the first attempter, but
finally made a success of his venture and a cus-
tomer of the Chinaman.

Now, as one passes along the streets of China-
town, anywhere from dark to midnight, he can
hear the weird music, which falls upon the
American ear as discord, being reeled off the
talking machine in every store.

The Chinese merchants have recognized it as
a business proposition. Where there is music
men will congregate and where there are men

someone will buy something. We also have sev-
eral Chinese who are bona fide dealers in talking
machines and are among the best customers in
the wholesale trade. A retail customer relates a
little experience which shows the Chinaman as a
talkin j machine enthusiast. On going to a min-
ing camp where he had interests he took with
him a talking machine and a number of records,
and remembering the Chinese cook there he also
purchased two or three Chinese records for him.
When he had played all the records of American
title for the members of the camp he thought he
would surprise the Chinaman who was busy
clearing the table after the evening meal. He
therefore started the machine with one of these
Chinese records, whereon the Chinaman looked
around and said in an unconcerned tone, "Me Get
Him." This was to the white man a great sur-
prise and not thoroughly understood until the
Chinaman led him to his cabin and showed him
a large talking-machine and a good supply of
Chinese records. His dearly loved companion in
that desert spot.

POWERS BUYSJHJT DOUGLAS CO.

Will Change Name to "The Talking Machine
Co." and do a Retail Business Only.

P. A. Powers, proprietor of the Talking Ma-
chine Co., Rochester, N. Y., and also of an estab-
lishment in Buffalo, N. Y., his home, has pur-
chased the stock and lease of the Douglas Phono-
graph Co., 89 Chambers street. New York city,
taking possession November 25. He signed the
lease for the premises, which has three years yet
to run, November 27, going to Buffalo the same
evening. The place will be conducted as dealers
only, the Edison jobbing end being discontinued,
and under the name of the Talking Machine Co.
handling Victor and Edison goods, and also a
number of side lines. John Kaiser, formerly
sales manager of the Douglas Co., will be the
general manager of the new concern.

Mr. Kaiser, in speaking of the new deal, said:
"Mr. Powers is the sole proprietor of the busi-
ness heretofore known as the Douglas Phono-
graph Co., and I will be the general manager.
C. V. Henkel, who has been the president and
general manager of the Douglas Co. for several
years, will have no connection with the Talking
Machine Co., of which the Rochester store will
be a branch. Mr. Henkel, I understand, will give
his attention to developing the General Phono-
graph Supply Co. We will retail exclu-
sively, and as business is improving rap-
idly now, I will add to my clerical force right
along. Whether we shall occupy the same space
remains to be determined, but no change will be
made for some time. I am satisfied Mr. Powers
has acquired a good property and made a profit-
able investment." In due course, the Douglas
Phonograph Co., Inc., will be formally dissolved.

PAYS TO STOCK LAUBEIl RECORBS.

It is, perhaps, safe to say that never before
have we had an artist from "the auld countrie"
who compares in his own particular field with
Harry Lauder, the Scotch comedian, who has
virtually "captured" New York and Brooklyn
during the past month. He is now "bound west"
on a tour of the United States, and he is certain
to stimulate an increased demand for the
Lauder records which are proving among the big
sellers of the season with talking machine men.
Lauder is inimitable in his special field, and his
records are peculiarly "individual." One has
only to hear him through the talking machine to
appreciate his humor and his ability, and those
who hear him "in the flesh" are certain to appre-
ciate him still more, and vice versa. Wise deal-
ers are they who watch the coming of these Euro-
pean artists, and prepare for their visits to the
principal cities. The publicity received helps out
the records, provided, of course, the dealer is wide-
awake enough to appropriate this publicity to his
own ends. Nowadays it doesn't pay the talking
machine man to sit down and wait for business
to come to him; he must take advantage of
every opportunity and get the public interested
in his goods and in his store.

10

THE TALKING MACHIKE WORLD.

"PLAY THE OTHER SIDE, PAPA"

Double
Record Disks
10-inch
65 Cents.

Single
Record Disks
10-inch
50 Cents.

The Pleasure
Doubled

The Cost
Reduced

Taper Arm
Zon-o-phones
from
$20.00

to
$75.00

TWO SONGS WITH BUT A SINGLE DISK
32V2C. per Zon-o-pKorve Records are now made with selections on both sides for 65c., the lowest
Selection. P^^^^ ^^^^ offered for this type. No other record at any such price enjoys the established
reputation for supreme quality, musical or technical, of Zon-o-phone Records. Their artistic
interpretation of music, extraordinary clarity of natural tone, smooth freedom from scratching, extra length
and long wear are all featured in this new production.

Zon-o-phone Single Record DisKs Now 30c.

for 10-inch ; 75c. for 12-inch

The complete operas by celebrated European soloists and choruses delight and satisfy music lovers. Ask
your dealer for the Zon-o-phone lists. It will ** Doxjble your Pie assure."

Zoi\-o-phones are visibly the best-made talking machines, musically superior, and they Red\ice
the Cost. Ask the dealer.

Universal Talking Machine Mfg. Co.

Newark, N. J.

ALABAMA

Mobil. W. H. Reynalds, 167 Dauphin St.

ARIZONA

Tucson George T. Fisher, 7-9 E. Congress St.

CALIFORNIA

Los Angeles ...So. Californi* MuB. Co., SSI S. B'way.
San Francisco. .Peter Bacigalupi & Sons, 1031 Golden
Gate Ave.

San Francisco. .Byron Mauzy, 1166-75 O'Farrell St.
San Francisco .Kohlcr & Chase, 1329 Sutter St.
FLORIDA

Tampa Turner Music Co., 604 Franklin St.

ILLINOIS

Chicago Benj. Allen & Co., lSl-141 Wabash Ave.

Chicago James I. Lyons, 205 Fifth Ave.

MARYLAND

Annapolis Globe House Furn. Co.

Ballimore C. S. Smith & Co., 641 W. Baltimore St.

Baltimore Louis Mazor, 14S8 E. Pratt St.

MASSACHUSETTS

Boston Pike's Talking Machine Co., 41 Wash-
ington St

MINNESOTA

St. Paul W. J. Dyer & Bro.. 11-2S W. 6th St.

MICHIGAN

Oelroil J. E. Schmidt, 336 Gratiot Ave.

Distributors of Zon-o-phone Qoods :

MISSOURI

Kansas City ...Mrs. J. Dixon, 804 Grand Ave.

Kansas City Webb-Freyschlag Merc. Co., 7th and

Delaware Sts.

Springfield Morton Lines, 326 Boonville St.

St. Louis Knight Mercantile Co., 211 N. 12th St.

St. Louis D. K. Myers, S8S9 Finney Ave.

NEW JERSEY

Newark Edisonia Co., 67 Halsey St.

Hoboken Eclipse Phono. Co., 203 Washington St.

Patcrson J. K. O'Uea, 115 tUison St.

NEW YORK

Astoria (L, I.). . John Rose, 99 Flushing Ave.

Buffalo Neal, Oark ft Neal Co., 641 Main St.

Brooklyn F. W. Rous Co., 435 Fifth Ave.

Brooklyn B. G. Warner, 368 Livingston St

NORTH DAKOTA

Fargo Stone's Piano Co., 614 First Ave., N.

OHIO

Akron Geo. S. Dales Co., 128 S. Main St

Cincinnati J. C. Groenc Mus. Pub. Co., Race and

Arcade.

Cincinnati J. E. Poorman, Jr., 31 West 5th St.

Cincinnati Rudolph Wurlitzcr Co., 121 E. 4th St

OHIO

Cleveland The Bailey Company, Ontario St and

Prospect Ave.

Columbua The Columbus Piano Co., North High

St.

OREGON

Portland Graves Music Co., Inc., Ill 4th St.

PENNSYLVANIA

Allegheny H. A. Becker, 601 Ohio St, E.

Philadelphia .. . Disk Talking Machine Co., IS N. 9th St.
Pittsburgh C. C. Mellor Co., Ltd., 319 Fifth Ave.

SOUTH DAKOTA

Aberdeen McArthur Piano Co.

TEXAS

Austin Pctmccky Company, 411 Main St.

Beaumont K. B. Pierce Music Co., 608 Pearl St

DalUa Dallas Talking Machine Co., 161 N.

Ervay St

Houston Southwestern Talking Machine Co., 616

Main St.

CANADA

Toronto Whaley, Royce & Co., Ltd., 168 Yonge

St

Winnipeg, Man.Whaley, Royce & Co., Ltd.
Yarmouth Yarmouth Cycle Co,

THE TALKING MACHINE WORLD.

11

"TALKER" PUTS THIEF TO FLIGHT.

Young Inventor's Burglar Catcher Rouses
Household and Telephones "Central" — Wired
Phonograph Does the Trick.

Harold Greenthal, a High School boy, who lives
with his father, a lawyer, at 229 East 88th street,
New York, is the inventor of a novel burglar
alarm, which he conceived owing to the fact that
recently the block where he lives has been visited
nightly by burglars. Adjusting his mother's pho-
nograph so that the mouthpiece of this instru-
ment faced that of the telephone, he contrived a
wire arrangement which removed the telephone
receiver and started the phonograph operating at
the same time. Registered on a record were these
words:

"Central, central, tell Police Headquarters
burglars are murdering and plundering the
Greenthal family, No. 229 East Eighty-eighth
street! Central, central," etc.

The I'ecord repeated this sentence seventeen
times just distinctly enough to be heard in the
telephone. Harold was satisfied. A test showed
that the device worked perfectly. Then came
an injunction from the inventor not to discuss
the device with any one for fear burglars would
"get next" and spoil the robber catcher. Wires
were so fixed to each window and door that the
slightest opening would set the machinery work-
ing and call out the police.

After Saturday's football game, Harold was
very tired and went to bed early. He told his
sister, Irene, to adjust the mechanism when the
family had locked the doors for the night. The
apparatus was located in Harold's room on the
second fioor. Miss Irene was not forgetful and
cautiously arranged the device, as instructed, or
as she thought proper. But she made a mistake.
Instead of placing in the burglar call to central,
she adjusted a record of "The Merry Widow"
waltz and retired.

It was 2 o'clock next morning when the football
star was aroused by the familiar strains. He
rubbed his eyes, looked at the child of his brain.

saw it revolving and sprang from his bed. The
receiver was off and the record rang out plain
and distinct whereas his record was almost in-
audible except to the telephone.

Before he was half way across his room his
mother, father and two sisters were screaming:

"Harold, stop that noise!"

The youth, however, paid no attention and
darted down the hallway. He was just in time
to see a dark figure crawling out of a broken
basement window. The fellow got away so fast
that the agile gridiron back couldn't get any-
where near him. Then came explanations.

Central was ringing and pleading with the
Greenthals to shut off the "Widow" and several
voices were trying to explain. The family was
gathered in the dining-room' when the pajama-
clad inventor got back upstairs. Then the blush-
ing little Irene told her big brother that she
placed the wrong record In the machir.e.

AN UNIQUE AND PLEASING RECITAL

Given by Loeser & Co., Brooklyn, N. Y., in
Which the Victor Auxetophone and a Piano
Player Were Operated in Conjunction — Au-
dience Enthusiastic Over Rendering of Ex-
cellent Program.

No greater proof of the artistic value of the
talking machine is needed than the constantly
growing use of the Auxetophone in concert
halls, hotels and other public places where bands
or orchestras are generally employed. Only last
month we referred at some length to the use of
the Auxetophone in conjunction with Pryor's
Band at the Exposition Music Hall in Pittsburg,
as well as its employment in many of the leading
hotels and restaurants throughout the country
in connection with the regular orchestras.

Another development is the use of the Victor
Auxetophone in recital assisted 'by the piano
player. This demonstration occurred recently
in the music hall of the piano warerooms of
Frederick Loeser & Co. in Brooklyn. This, it is
believed, is the first time that the piano player

has been used in public to reinforce and enrich
the accompaniment of songs or instrumental solos
as rendered by a talking machine. The program,
one of unusual excellence by the way, we print
herewith for the guidance of those who desire to
give a similar performance:

1. Meistersingpr March Wagner

31427 Sousa's Band

2. Quartet (from Rigoletto) (in Italian) Verdi

96000 Caruso, Abbott, Homer and Scotti

3. Songs, with piano accompaniment —

88108 a. The Rosary (in English) Nevln

IMme. Ernestine Schumann-Heink

(Accompanied by the Loeser Piano-player.)
88103 b. Who is Sylvia? (in English) .. Schubert
IVIme. Emma Eames
(Accompanied by the Loeser Piano-player.)
4. Peer Gynt, Suite No 1, op. 46 Grieg

31391 a. Daybrealc in the Mountains

31392 b. Aase's Death

31393 c. Anitra's Dance

4351 d. In the Hall of the Mountain King
Pryor's Band

3. The Two Grenadiers (in German) Schumann

74031 Robert Blass
(Accompanied by the Loe.«er Piano-player.)
6- Trio (from Paust), Act V (in French) Gounod

95300 Eames, Plancon and Dalmores

7. 'Cello Solo (Berceuse from Jocelyn) Godard

31582 Rosario Bourdon

(Accompanied by the Loeser Piano-player.)

8. Coronation March (from Le Prophete) ... Meyerbeer

31503 Pryor's Band

9. Star Spangled Banner

41256 Garde Republicaine Band.

The AuxetO'phone-Piano-Player concerts were
largely attended and aroused the greatest en-
thusiasm. Williaim B. White presided at the
piano player, and by his artistic reading of the
various numbers developed an ensemble that was
an artistic delight.

The value of such concerts is obvious. They
elevate the talking machine from mere commer-
cial to artistic standards, and force its consider-
ation on those critical personages who consider
the talking machine merely an amusement factor
or a toy. By means of such concerts the gen-
eral public is educated to a proper comprehen-
sion and appreciation of the functions of the talk-
ing machine, and in this way the entire industry
is benefited.

Dealers who desire to succeed in the talking
machine business must be constantly developing
new ideas in order to attract the attention of the
public, and there is no better way than by the
giving of concerts — concei'ts that will be interest-
ing, dignified, and educational. It would be wise
to rent a small hall and send out invitations or
else charge a small fee of admission, or better
still, arrange your warerooms so as to enable
say from fifty to one hundred people to hear the lat-
est records by the great artists and thus develop a
scheme of publicity that will give most satis-
factory results. It has been proved by experience
that no better plan exists of developing "pros-
pects" than through recitals.

WHITBECK RADIATES OPTIMISM.

The Southern Ambassador of the Universal
Talking Machine Co. Makes Quite an Im-
pression in Houston, Texas.

A World subscriber in Houston, Texas — one of
the enterprising talking machine dealers in that
city — writes The World under recent date as fol-
lows: "The general southwestern representative
of the Universal Talking Machine Co., Mr. Whit-
beck, spent several days in this city last week in
the interest of his company. In commenting on
Mr. Whitbeck's being so stout and inquiring the
cause of his looking so well, his recipe was the
general improvement of the country and condi-
tion of his order book, which, from general ap-
pearances, gave evidence of extensive use. Texas
friends are always glad to come in contact with a
jovial knight of the grip, and especially our
friend 'Whit,' and we hope the remainder of his
trip will bring equally good results."

FEATUEING THE "STAR" LINE.

Ben Reynolds & Co., of Washington, Pa., who
recently opened a branch store at 102 Smithfield
street, Pittsburg, Pa., have entered the talking
machine field in the latter city, being jobbers of
the Hawthorne & Sheble Mfg. Co.'s line of "Star"
talking machines and records. Their territory in-
cludes all cities and towns within a 200-mile
radius of Pittsburg. They are building up a
big business for these specialties.

It's
So Easy

Yes, it is not only easy to learn a foreign
language by the I. C. S. system — the
easiest and most perfect way in the world
— but it is also easy to sell I. C. S. lan-
guage outfits. It is easy to sell them to
people who are tired of their machines as
an amusement device and will be glad to
turn them into a source of profit. It is
easy to sell them to persons going abroad
and who otherwise desire to learn a
language for the sake of the know-
ledge of it alone. It is easy to sell it
to men and women who desire to qualify for positions as translators and foreign
correspondents. It is easy to sell it to foreigners, in order that they may
learn to speak English. In fact there are a great many sound reasons why it is
easy to sell the

I.C.S. LANGUAGE SYSTEM

PHONOGRAPH

Do you sell I. C. S. Language outfits? If not, why are you thus neglecting
such an important and profitable field of your work? Why are you thus abso-
lutely throwing away at least one-third of your business? The Phonograph sys-
tem of language instruction is now recognized as an educational factor of great
importance and the demand for this sort of language instruction is growing by
leaps and bounds. The I. C. S. system is undoubtedly the one of the greatest
merit obtainable today. Write us a postal now for further particulars.

International Correspondence Schools

Box 918, SCRANTON. PA.

THE TALKING MACHINE WORLD.

12

THE RELATION OF COLOR TO SOUND.

Instructor in Chicago Art Institute Conducts
Some Interesting Experiments in Proving the
Theory of Parallels Between Colors and
Sounds — Has Made Twenty-Six Charts Show-
ing Colors of Various Musical Keys — His
Theory Partially Explained.

"Every sound has its color — every color its
sound," has often been said as a mere figure of
speech, and certain musical sounds have long
been associated with certain colors, but it re-
mained for Louis W. Wilson, instructor in the
theory of color at the Chicago Art Institute, to
offer a scientific basis for these relations.

Mr. Wilson has been associated with the Art
Institute for twenty years, and has been an in-
structor for fifteen years. For some years his
original theories in reference to color and har-
mony were thought a bit too daring, but now the
results of these experiments are accepted as hav-
ing scientific value and are taught regularly by
Mr. Wilson to his pupils at the institute.

He first experimented with the so-called "after
image," which for years has been an interesting
branch of experimental psychology. It consists
in gazing at a color spot until the eyes have be-
come fatigued; then, as the eyes are closed, the
image of this spot will under different conditions
still be seen, but of a different color. Helmholtz,
one of our greatest scientists, determined this
color to be the complement of the first color seen.
There have been variations of this after image,
however, which have been so confusing that the
true complement has been a subject of much dis-
pute.

Complementary colors are any two which, when
taken together, will produce white or gray.
White light, of course, is composed of all the
colors so that a color is the complement of an-
other if one contains the color qualities that the
other does not contain.

"Thus, red contains no yellow or blue qual-
ities," says Mr. Wilson, "and therefore in the
right proportions of yellow and blue we find the
complement of red, which is blue green. Red,
yellow, and blue, however, are not necessarily the
primary colors."

Mr. Wilson points out that the negative after
image merely is the combination of all the spec-
tral colors with the exception of the one used
to stimulate the nerves of the eye, and the un-
steadiness of this after image, oscillating as it
does, is composed of the principal overtones of
the stimulating color. Thus, after the image of
yellow is blue violet, but on a close study it is
found to sway between blue and purple and some-
times it will be found to be rimmed with a faint
orange.

In music if the note F is sounded the principal
overtones or partials of this note will be heard.
They are the third, A, and the fifth, C, while in
the chord of the seventh, E, is also introduced.
As Mr. Wilson arranged his parallel, yellow cor-
responds to F, while blue, purple and orange cor-
respond to A, C and E.

Mr. Wilson claims that when Sir Isaac Newton
named the colors of the solar spectrum he did so
with regard to establishing the diatonic scale of
color, and that he meant a fundamental purple
by the color he named indigo; this color appears
at both ends of the spectrum.

The theory of parallels between color and
sound, as worked out by Mr. Wilson, is not a
mere scientific curiosity, but is essentially prac-
tical in its application, says the Chicago Sunday
Tribune. He has made twenty-six charts show-
ing the prevailing colors of the various musical
keys. In every picture there is one and only one
strongest color. This establishes the key, and,
having been selected, the relation of the other
colors is easily found.

"The student of music always has had a per-
fectly tuned instrument at his command," says
Mr. AVilson, "but the student of art has been com-
pelled to tune his own instrument. He has had
nothing but raw colors to depend upon, and only
by experiment could he learn the colors that blend
harmoniously. But the parallels between color
and music are easily learned, and they have such
fixed and universal values that the student makes
wonderful advancement by learning them.

"Association of definite colors with our sur-
roundings has stood in the way of a working basis
heretofore. A certain note in music may mean
little or nothing to us in an emotional way; so
a single color has but little significance. A com-
bination of musical sounds, however, may mean a
great deal, so also will a grouping or combination
of colors.

"We have been told that purple is the royal
color, red the color of passion, orange the color
of anger, yellow and white of purity, green of
patriotism, blue of constancy, violet of thought;
but the esthetic use of these colors in combina-
tion may possess vastly different phases of nature,
the appearance of the time of day, the seasons,
etc.

"A single sound has no great musical quality.
Quality depends upon the taking together of a
fundamental tone with its so-called partials — that
is, the accompanying tones heard when a note is
sounded, and in color the overtones or colors
which the eye reaches for when it has been stim-
ulated by some one color."

This Mr. Wilson has taught for the last eight
years in his classes. One practical form of appli-
cation was to take some color, say green, and

instead of painting it flat and hard, it was broken
with its various overtones — that is, by spotting
on this green ground violet and red as the two
principal overtones. This has been done by the
impressionists, "but .with so little understand-
ing," says Mr. Wilson, "that it has led them into
the most weird extravagances."

Mr. Wilson bases his parallels upon the mathe-
matical correspondence between color vibrations
and sound vibrations. His theory is, however,
too technical to be explained in this article.

While the colors in a certain harmony have
fixed values, there is nothing mechanical about
the work taught by Mr. Wilson. Given the same
color scheme for a particular harmony, each art-
ist would interpret it according to his own indi-
viduality, but B minor would be inevitably sad
and A major just as surely gay.

In figuring his correspondences or parallels, Mr.
Wilson has used definite mathematics. He has
found that the light waves producing the differ-
ent colors vibrate at a certain rate in proportion
to the sound waves that produce certain notes in
music, and that the overtones of the colors har-
monize precisely with the overtones of sound.

During the years in which he has been per-
fecting his theories Mr. Wilson also has made
many interesting experiments on the effects of
color and sound upon human consciousness.

One of these experiments was to place a sub-
ject in a gray cabinet and leave him there until
the nerves of the eye were completely rested so
far as color sensations were concerned. Then
different colors were flashed into the cabinet and
the resulting nervous stimulation established.
By this means it was possible to ascertain
definitely just what effect each color has on the
nerves as well as the incidental effect on the emo-
tions as regards depression or exultation. Every
experiment that he made went to confirm his
color formulas for the different keys in music.

Mr. Wilson was cautious in making definite
statements as to the future possibilities of paint-
ing music. But taking his sketches of the dif-
ferent keys as a suggestion, it would seem to be
possible to illustrate a song both in regard to the
words and music, and if the colors could be re-
produced in a moving picture machine the com-
bined effect of the harmony and the related color
combinations would be both unique and pleasing.
If the musical composition were written in differ-
ent keys the effect would be decisive.

A picture as well as a piece of music is pleasing
in proportion to the beauty of the mental images
it calls up. It becomes powerful when these
mental images are sharply defined.

INSIDE THE STORE.

Interior arrangement should be considered from
two points of view — convenience and effect.

Convenience includes not only your convenience
in finding goods called for, but the convenience
of your customers in buying.

Lack of system in arranging records means
lost time and frequently lost sales.

Poor facilities for demonstrating phonographs
does the phonographs an injustice and discourages
buyers.

Effect — that is, the impression created by a
well arranged stock — is often sacrificed in the in-
terest of convenience. It need not be and it
should not be.

Surroundings often speak louder than the sales-
men and often more effectively, says the Edison
Phonograph Monthly. A poorly arranged store
may undo the work of good advertising, good
window dressing and good salesmanship.

DECEMBER EDISON RECORD HANGER.

The hanger bearing the list of Edison Standard
and Amberol records for December is 18x25
inches in size and makes a most impressive show-
ing when hung in the dealer's window and would
prove most effective for capturing holiday trade.

Selling a $75 talking machine to a man who
can only afford a $25 machine may mean
greater profit in the beginning, but kills all
chance of future trade with him.

The Original House

We were the FIRST JOBBER of the Edison
Phonograph and Victor Talking Machines in
Philadelphia and have ever since maintained
our position of FIRST." We are FIRST
in securing anything new, FIRST in making
prompt and satisfactory shipments, and FIRST
in caring for your interests.

WE INTEND TO CONTINUE FIRST AND IF YOU
ARE NOT DEALING WITH US "GET NEXT."

PENN PHONOGRAPH CO.

17 South 9th Street Opposite Post Office PHILADELPHIA

THE TALKING MACHINE WORLD.

13

Herzog Art Furniture

Co.=

Saginaw,
Michigan

No. 719. Golden Oak or Mahogany Polished Finish.
150 Records.

OFFERS

The best made and
cheapest cabinets
on the market

No Imitations !

No. 833. Golden Oak or Mahogany Polished Finish.

No. 824. Golden Oak or Mahogany Polished Finish.

OUR BUSINESS POLICIES!

1. Protection to the
Trade.

2. Perfect satisfac-
tion to the Con-
sumer.

3. An excellent
prof it to the deal-
er on our Disc
and Cylinder
Cabinets.

No. 813. Open

OFFERS

The most attractive
and most artistic
line of cabinets

We Ax^ Originators

No, 827, Golden Oak or Mahogany Polished Finish,

14

THE TALKING MACHINE WORLD.

Hashimura Togo

the famous Japanese school-
boy says: "A martyr is a
hero tied to a post."

/TT Can you see anything
^1 heroic in being "tied to
a post" just when you
want all the elbow room
you can possibly get to do
business ?

/TT The greatest of all sea-
^1 sons for the Victor is
here now and you can-
not do it justice unless you
have the stock to meet the
demands.

/TT There is still a small
^1 margin of time left in
which to place your or-
der in time for Christmas.
DO SO NOW and prevent
the possibility of being
"tied to a post."

/TT There is absolutely no
^1 danger of your be-
coming OVER stocked,
but the danger of becom-
ing UNDER stocked is
very real.

With pleasure at your
service.

St. Louis Talking
Machine (o.

MILLS BUILDING

7th & St. Charles Streets
SL LOUIS, MO.

Exclusively VICTOR Distributors

TRADE IN THE SAINTLY CITY.

Considerable Improvement Noted in Both
Wholesale and Retail Business — Travelers
Return With Pleasing Reports — A Talker
Demonstration — Personal Notes of Interest —
What Various Houses Are Doing.

(Special to The Talking Machine World.)

St. Louis, Mo., Dec. 6, 1908.

The talking macliine business for November
shows that trade continues to improve in both
the wholesale and retail departments and that
there is a better feeling all along the line.

O. A. Gressing, manager of the St. Louis Talk-
ing Machine Co., returned recently from a week's
trip to Memphis, Little Rock and other points,
and reports that business is picking up nicely.
H. F. Harrison, traveler for this concern,
concluded a very successful six weeks' trip
througb Missouri, Iowa and Illinois, and spent
Thanksgiving at his home in Flora, 111. L. A.
Cummins, another ambassador, is in from a ten
days' trip through ]\Iissouri and reports trade
growing better right along. This firm have just
placed an Auxetophone in "Tony" Faust's, the
most prominent and popular cafe in the city.
It will be used in connection with their orchestra.

E. B. Walthall, manager of the Columbia
Phonograph Co., reports trade for November to
have been good, and especially so on high grade
machines and grand opera records.

C. L. Byars, retail sales manager of the Colum-
bia Phonograph Co., gave a demonstration of
grand opera selections on Thanksgiving evening
at the home of C. H. Howard, president of th6
Commonwealth Steel Co., this city, at which there
was 100 invited guests. Mr. Howard is the owner
of a $200 Columbia machine. The entertainment
was very much appreciated by those present.

During the evening Mr. Byars gave a flfteen-miji-
ute talk on the theory of reproduction, and ex-
plained the process of manufacturing disc records.

W. S. Byrd, traveler for the Columbia Phono-
graph Co., was confined to his home one week
recently on account of severe cold.

M. Silverstein, manager of the Columbia Phono-
graph Co. at Louisville, Ky., spent two days here
recently as a witness in the Federal court.

Elmer A. McMurtry, manager of the Columbia
Pnonograph Co., accompanied by his wife, whose
parents live here, spent several days here re-
cently, including Thanksgiving.

The Koerber-Brenner Music Co. report an in-
crease in business of thirty per cent, for Novem-
ber over the same month a year ago. They look
for a steady improvement. This firm will move
into their new quarters in the Misval building on
Washington avenue, between Fourteenth and
Fifteenth streets, during Christmas weelc and
will occupy the entire fourth floor which will
give them 9,500 square feet of space. This firm
has secured the agency in this territory for the
Edison commercial machine.

D. K. Myers, the well known Zonophone joij-
ber, reports having had a good business for the
month of November, and that it is picking up
right along.

The Conroy Piano Co. report that their talking
machine is picking up vnth good signs of further
improvement.

The Silverstone Talking Machine Co. report
that trade is improving and they feel that it will
continue to do so. This concern has a very at-
tractive Edison window display at the present
time and it has made a great hit.

The Thiebes-Stierlin Music Co. report trade fair
in their talking machine department.

The Knight Mercantile Co. are having a run
on the new double disc records.

STUDY YOUR TRADE.

Importance of Appealing Directly to the Class
of People Who Are Most Likely to be Cus-
tomers— Choosing Advertising That Brings
Maximum Results — General Versus Local
Publicity as Trade Producers.

In advertising as in buying stock one of the
chief questions to be considered is the class of
the trade to be reached. No dealer would be foolish
enough to advertise the Auxetophone in a rural
journal, but many have fallen into the habit of
advertising cheap and medium-priced machines
to high class trade, and actually lost money by it.

There is nothing that so frightens a possible
customer as prices, i.e.. when talking machines
are advertised at $200. $100 and $75 he is afraid
that one purchased at a lower price will not give
him any satisfaction and in cases where such
trade is to be reached it is well to quote prices
as running from the lowest up to medium priced.
Of course where practically the entire trade of
the dealer consists of the monied class it is
all right to advertise the highest prices for it will
be found much easier to come down the scale
than to go up.

In the matter of records, however, the same
advertising should reach all classes, for it often
happens that the laborer more thoroughly ai>
])reciates the true beauties of high class selec-
tions than the man of a higher station in life,
and though the former may not buy many five
or six dollar records he will buy more in pro-
portion to his earning capacity than his wealibier
Ijrother,

The whole secret of success is In studying
your trade and appealing directly to them. The
big companies will look after, and do look after,
the general advertising in a most thorough man-
ner, and all that is asked of the dealer is to
reach his own trade through local mediums.

American Graphophone Co., in which infringe-
ments of the Jones process for duplicating disc
records was charged. The writ was suspended,
not vacated, pending decision of the case in the
United States Circuit Court of Appeals, second
circuit, of the American Graphophone Co. against
the Leeds & Catlin CD., New York, up for review
of Judge Hough's opinion, that held the patent
void. The same court had previously affirmed
the validity of this patent unanimously. The
order of suspension was made November 25.

Have faith in your own ability to win. Cut
loose from the weakness that prompts you to
say: "I am not appreciated;" "I have had bad
luck all my life;" "Others have had a better
chance."

WEIT SUSPENDED NOT VACATED.

Judge Lacombe, United States Circuit Court,
N'ew York, Monday. November 2n, granted a pro-
Umlnary Injunction against the International
Record Co., Auburn, N. Y., on petition of the

Auto
Run

WATCHUNG
MOUNTAINS

av

Philadelphia.

Golf
Drives

PLAiNFIELD,
N. J.

True!! Hall,

(Formerly Hotel Netherwood.)
An Ideal Summer Home. Open All Year.

Erected at a Cost of One Half Million Dollars.

S Minutes from Station.
TEN ACRES OF BEAUTIFUL SHADE, HIGH AND DRY
NOT TOO HOT, NOT TOO COLD, JUST RIGHT. AMIDST JERSEY'S

PICTURE LANDS
Healthful Climate. Excellent Views.

Also Truell Inn and Trucll Court.

Send for Booklet and Rates.

THE TALKING MACHINE WORLD.

15

NATIONAL CO. CONCENTRATE

All Record Making Interests in Orange Plant —
European Factories Closed but Recording
Laboratories and Sales Forces to be Main-
tained as Heretofore — Great Plant Ready to
Handle Added Work and Force of Employes
to be Augmented — Preparations Aroused
Curiosity Before Cause Was Known — Details
of the Important Changes.

Visitors from the trade who have visited the
works of the National Phonograph Co. and kin-
dred Edison interests at Orange, N. J., have
speculated and been curious as to the ultimate
use of the immense factory buildings of concrete
in course of erection for a couple of years. The
quid nuncs concluded that finally Mr. Edison
had withdrawn his well-known opposition to the
manufacturing of a disc record, and the line
would shortly be announced, else why this mys-
terious extensive preparation? The real pur-
pose of the extraordinary expansion of the plant
is now revealed, and the secret, so well kept by
those in the confidence of the company oflacials, is
made public.

Since spring the National Phonograph Co. have
gradually ceased manufacturing records in their
foreign factories, maintained in England, Paris,
France, and Berlin, Germany, in connection with
the recording laboratories. One object of Wm. E.
Gilmore's trip to Europe in July, during the clos-
ing months of his administration as president of
the company, was to arrange for the complete
shifting of the record-molding work to the home
quarters in Orange, and this was accomplished,
so that at the present time all of the Edison
records are now made there and the foreign mar-
kets will be supplied direct hereafter. The ma-
chines and essentials were always manufactured
in Orange, so there will be no change in that
respect. The European factories will be sold, the
working force dismissed, while the American or
home factory complement will be greatly aug-
mented in proportion. The foreign recording
laboratories and selling corps, however, will be
maintained as heretofore.

In X commenting on this change of policy the
other day with The World, William Pelzer, vice-
president of the National Phonograph Co., and
also of the legal staff, said: "Yes, the company
will make all their records in Orange. In fact,
the change was effected in the spring, the work
gradually ceasing abroad as we were able to
handle it here. Now, we are in a position to
swing the entire business, and no genuine Edison
records are made in Europe. As a matter of
experience, we found that the record product of
our three factories in Europe differed each with
the other, which gave rise to more or less dis-
satisfaction in the trade, and to gain absolute
uniformity, not to mention economy, in manufac-
turing, we have transferred this branch of their
business wholly to Orange. Mr. Gilmore looked
after the details of this transfer when abroad
this summer. Of course, we were not prepared
then to take the trade into our confidence for
obvious reasons, and even now I am inclined to
think the announcement is slightly premature;
but as it has, nevertheless, leaked out, why. The
World had better have the straight story. The
talk 'that the business of the National Phono-
graph Co. has been affected seriously by the
adverse decisions of the courts recently' is non-
sense, if not poppycock. Also a few other rea-
sons that have crept into print as motives for the
step we have taken are entitled to the same criti-
cism. We established our molding plants abroad,
especially in England, to meet the patent situa-
tion at the time; but now in withdrawing from
those countries as manufacturers, as we are in-
different to their patent laws, even of the recent
British patent act. In brief, we do not care a
rap about their laws in this regard.

"Our recording laboratories for making origi-
nals and the selling force attached to each of
our European establishments will be maintained
as heretofore. The factories, however, are closed.
Of course, they will continue to make up their
own bulletins or record lists, as they are in touch

with their respective markets and know their
needs, and v/ith which the home or parent or-
ganization will not interfere. Shipments of
everything in the Edison line of phonographs,
records, etc., will therefore be exclusively made
from Orange hereafter. Last week a large quan-
tity of goods went in that direction, to be fol-
lowed regularly by other lots of equal size."

WITH THE TRADE IN INDIANAPOLIS.

steady Growth of Business Since Election —
Good Demand in All Lines — Lawmakers Help
Moving Picture Shows — A New Corporation
— Other News of Interest in Talking iMachine
and Allied Lines.

(Special to The Talking Machine World.)

Indianapolis, Ind., Dec. 11, 1908.

Talking machine merchants of Indianapolis re-
port a constantly increasing trade. The growth
in business was noticed soon after the election
and it has kept up. Some of the dealers believe
they are now beginning a period of four years
of prosperity and they are preparing to take ad-
vantage of it.

The Columbia Co. have been enjoying a brisk
trade. The double disc and indestructible
cylinder records combined with their elegant
window displays have attracted many patrons.

The Indiana Phonograph Co. say that business
is on the boom. This company handle Edisons
and do largely a jobbing business. The com-
pany not long ago came under a new manage-
ment which has been successful.

Mr. Kipp, of the Kipp-Link Co., who handle
Edisons and Victors, is all smiles. He says that
business bas 'been better since the election than
it has at any other time since the company began
business two or three years ago. This company
devotes most of its attention to the jobbing busi-
ness, but it is building up a high class retail
trade.

Joseph Joiner, at his new store in Massa-
chusetts avenue, is having a nice business in
Columbias ana Victors. He believes that that
part of the avenue which is just now enjoying a
boom is a "comer."

The Kipp-Link Co. are sending out letters to
retail dealers over the state calling attention to
the fact that Cbristmas is approaching and that
now is the time to begin to get business. People
are beginning to think about Christmas presents
and there is no more desirable Christmas present
than a good talking machine. The Kipp-Link
Co. are carrying a larger stock of records and
machines now than ever before and expect a

great holiday business during the next month.

Money was plentiful on Thanksgiving Day,
according to the managers of the five-cent the-
aters. The theaters were crowded, particularly
in the afternoon. The rush began between 1.30
and 2 o'clock.

A harvest is coming for the five-cent theater
men in the coming session of the legislature.
Majorities in both branches are close between the
Democrats and Republicans and there is a United
States Senator to elect. It promises to be one of
the most turbulent sessions in the history of the
State and will draw many people to the city.
One might not think so, but there are no better
patrons of the five-cent theaters than the law-
makers. It is not uncommon for the legislators
in parties to make the rounds of the five-cent
houses. Then of course many others who are at-
tracted to the city by thf^ session make good
business for the five-cent houses and penny ar-
cades. Most of the legislators come from points
outside of Indianapolis. Many of them come
from small cities and towns and some of thefa
from the farm.

The legislature will not be the only attraction
during the next few months. Many important
gatherings of State organizations are scheduled
for the different hotels and assembly halls and
many of them for the State House.

Articles of incorporation have been filed at
the office of the Secretary of State for the Vic-
toria Amusement Co. at Lafayette. The capital
stock is $10,000 and the directors are Anna A.
Rice, William A. Florer and Felix G. Rice.

One of the five-cent theaters at Muncie had
quite an attraction recently in the form of a long-
time piano player. The player whose name was
J. M. Waterbury broke the world's record by play-
ing continuously for 28 hours. A part of the
time he was kept up by the fumes of ammonia,
which was sprinkled over the floor. Many of the
night owls of the town dropped in at different
times during the night to see if he was keeping
faith and they always found him pounding away.

Indianapolis five-cent theaters have been free
of contests and special inducements for several
months. A year or two ago some of them con-
ducted baby contests, but they finally came to the
conclusion that the best thing was to keep striv-
ing in a conservative way until they caused the
people to get the five-cent theater habit.

A talking machine is not a present that is
forgotten in a moment. It is one that is fully
appreciated for years — every time it is played —
and the cost is a trifle in comparison. Tell your
neighbors so.

Canadian Representatives
THE R. S. WILLIAMS & SONS COMPANY
TORONTO and WINNIPEG

Trays and Labels

Used in connection with

The Monarch Midget
Special

THE illustration shows our popular Monarch
Midget Revolving Rack with special open-
ings of a sufficient size to accommodate
Blackman's Folding Record Trays or other stand-
ard size tray equipped with Rapke Labels. The
price of the Rack is the same as the Standard,
but in ordering, be particular to mention the word
SPECIAL. Prices on trays and labels are given
in the Blackman Talking Machine Co. 's adver-
tisement on page 31 .

Holds 200 records ; does one-half of your
selling. Get busy to-day.

PRICE TO DEALERS, $10.00
Order from your jobber — he has them

Syracuse Wire Works

SYRACUSE, NEW YORK

16

THE TALKING MACHINE WORLD.

Edison Phonographs

Will Sell
Amberol Records

"1

Every Phonograph owner will want
to buy Amberol Records as soon as he
hears them. Their tone, the songs and
selections they offer and the fact that they
will play twice as long as the standard
Edison Records and longer than any other
kind of records, are arguments that no
Phonograph owner can resist.

It is not alone the Amberol Records
that are going to bring you this bigger
volume of Record business ; it is also the
Edison Phonograph which so faithfully
and clearly interprets them.

As these new Records improve the
Phonograph, so the Phonograph enhances
the value of the Records, so that every
Phonograph sale is the beginning of a per-
sistent and large Record business.

Both the Phonograph and the Amberol
Records are worthy of your greatest sell-
ing effort. When you feature them you
are featuring something that everybody
knows about and is interested in.

Take advantage of the new things.
There is an extra profit in Amberol
Records for you and an extra profit in
the attachments which present Phonograph
owners want so that their instruments will
play Amberol Records.

The Edison Phonograph will sell
Amberol Records. Your part is to have
them, play them and push them all you
can.

Write a nearby jobber if you haven't
them, or are out of them or your stock
is incomplete.

National Phonograph Company,

59 Lakeside Avenue
ORANGE, N. J.

THE TALKING MACHINE WORLD.

17

Edison Amberol Records

Will Sell
Edison Phonographs

Edison Amberol Records have im-
proved the Phonograph. They have made
it a more fascinating entertainer than it
was before. They have added richness and
sweetness to its tone, increased its reper-
toire of songs and music and enabled it to
give to more people more of the kind of
music they enjoy.

Consider the effect on your trade of
a Record that plays or sings over four
minutes — longer than any other record
made. Think of what it means to be able
to offer over four minutes of entertainment
without the necessity of changing Records
and to offer besides songs and musical selec-
tions, which, by reason of their length, can-
not be secured on any other record.

Edison Amberol Records give you
these real, new important selling advan-

tages, not only for the records themselves
but for the instrument that plays them —
the Edison Phonograph.

These new Records will increase your
Phonograph sales. No one who hears them
will further hesitate about buying. Edison
Phonograph owners who hear them will
want their instruments equipped to play
them and here again is another source of
profit.

Be sure and get the new Amberol
Records as they come out and when you
get them, play them, talk about them and
keep them in the foreground.

You have never had as good a selling
advantage as these records afford. A near-
by Edison jobber can supply you with
Records and Phonographs.

National Phonograph Company,

59 Lakeside Avenue,
ORANGE, N. J.

18

THE TALKING MACHINE WORLD.

TRADE NEWS FROM MILWAUKEE.

Dealers Much More Optimistic Over Present
Conditions and the Outlook — Double-Faced
Records Proving Popular — Well Known Job-
bers Visit Milwaukee — Local Talking Ma-
chine Dealers Meet — Lawrence McGreal's
Tour of the Trade — Talking Machine a
Valued Accessory in Cure of Tuberculosis.

(Special to The Talking Machine Woild.)

Milwaukee, Wis., Dec. 8, 1908.

Dealers are more optimistic and better satisfied
than they have been in months. Several reasons
are responsible for the bright outlook at the
present time. First of all, trade in both the re-
tail and wholesale fields has reached the point
where there is no longer any doubt that normal
conditions have been reached. The holiday busi-
ness is well under way and there is every prom-
ise that the season will be one of the best in
years. Dealers are contrasting the rosy prospects
of the present time as compared with the gloomy
outlook of a year ago and believe that they ought
to be satisfied. The retail trade, not only in
Milwaukee, but about the State also, has come
up to expectations in every way. The natural
result is that wholesale trade is of ample pro-
portions as dealers are stocking up well in pre-
paration for the run of holiday trade which has
already opened up.

Dealers are becoming accustomed to the many
new arrangements of several of the large com-
panies, and while a few weeks ago there was
plenty of dissatisfaction to be heard in some
quarters the general opinion now seems to be
that the various orders were all meant for the
ultimate good of the trade.

While dealers are finding it much easier to
secure equipment and supplies there is still com-
plaint to be heard among the Edison representa-
tives that they are back on orders for both Home
and Triumph attachments. The new Amberol
records and attachments created a remarkable
demand which it is taking months to satisfy.

The Victor double-faced records are proving
themselves to be winners with the trade. Dealers
are finding them to be ready sellers and jobbers
are meeting with excellent orders. "The new
double Victor records have come to stay," said
Lawrence McGreal, the well known Milwaukee
talking machine jobber, "and there is not a
doubt but that they are the record of the future."

The new Columbia double records and inde-
structible lines recently put on the market are
bringing a wonderful business. A. D. Herri-
man, manager of the Milwaukee Columbia estab-
lishment, reports that sales were never better

both in the record and machine lines, and that
without a doubt the new records have been
largely responsible.

The recent meeting at Chicago of the executive
committee of the National Association of Talk-
ing Machine Jobbers attracted to Milwaukee sev-
eral well known jobbers of the country, viz.:
Perry B. Whitsit, Columbus, 0., secretary of the
National Association of Talking Machine Job-
bers; Louis Buehn, Philadelphia; W. D. Andrews.
Syracuse, N. Y., and J. Newcomb Blackman, of
New York. Lawrence McGreal was in Chicago
to attend the meeting.

S. S. Iverson, representing Reton Bros. & Co.,
well known Edison and Victor dealers at Stevens
Point, Wis., recently called upon Milwaukee
dealers.

J. H. Becker, Jr., manager of the talking ma-
chine department of the Hoeffler Mfg. Co., has
placed a number of Edison business phonographs
on trial at the general offices of the Milwaukee
-Electric Railway & Light Co. and the prospects
point to ready sales.

The regular monthly meeting of the new Mil-
waukee Association of Talking Machine Dealers
was held on November 28 at the warerooms of
Lawrence McGreal. It is planned to make the
meetings of a social as well as of a business
nature, and so far the results have been most
satisfactory. The work of forming the new State
Association of Talking Machine Dealers is pro-
gressing, although now that the holiday trade is
opening up with such vim it is feared that the
complete organization will not be perfected until
the new year has opened up.

W. W. Warner, leading talking machine dealer
of Madison, Wis., James Selkirk, of Clinton,
Wis., and Mr. Smith, of tne Cadillac Co., called
upon the local jobbing trade recently.

Mr. Magner, of the Rudolph Wurlitzer Co., of
Chicago, called upon the Hoeffler Mfg. Co. lately
and helped J. H. Becker, Jr., in the arrangement
of a unique fiber needle window display. As a
result of the interesting display of needles the
Hoeffler Co. made several Victor sales.

W. P. Hope, representative of the National
Phonograph Co. in Wisconsin and Northern
Michigan territory, made a recent visit to Mil-
waukee headquarters. Mr. Hope reports excel-
lent sales.

Lawrence McGreal, the enterprising Milwaukee
talking machine jobber and retailer, recently
visited his various dealers as far north as
Menominee, Mich., and as far west as La Crosse,
Wis. He found trade in a satisfactory condition
with brilliant prospects for holiday business.
Mr. McGreal believes in the policy of becoming
acquainted with his dealers.

The talking machine as a valuable accessory
In the cure of tuberculosis is the view taken by
Former Alderman Charles B. Weil, of Milwaukee.
Mr. Weil recently visited the Blue Mound sani-
tarium for tuberculosis patients near Milwaukee
and was impressed with the fact that some form
of diversion should be furnished them as a
means of keeping their thoughts from their con-
dition. Mr. Weil believes that there are many
people in Milwaukee who have talking machines
which they could loan to the sanitarium until
the institution can afford to purchase machines
of its own.

CHAMINADE RECORDS IN DEMAND.

American Tour of Great French Composer and
Pianiste Greatly Stimulates Sales of Her
Records Throughout the Country.

The American concert tour of Mme. Cecile
Chaminade, just closing, has stimulated a strong
demand for the talking machine records made by
this celebrated composer and pianiste. This de-

MMB. CHAMINADE.

mand has come from every part of the country,
and it has been unfortunate that not more of her
compositions were recorded to satisfy the craving
of those music lovers who, hearing her play per-
sonally, desired to further enjoy her brilliancy
or not hearing her in the flesh, desired to listen
to her playing at second hand.

VALUE OF THE ANNUNCIAPHONE.

Will Answer Telephone Calls and "Fill a Long
Felt Want."

J. F. Land, formerly with the Michigan Tele-
phone Co., has invented a device for answering
telephone calls when the person called is absent,
the talking machine equipped with a special rec-
ord being the basis of the new device, which is
called the annunciaphone. The American Annun-
ciaphone Co. has been formed to market the con-
trivance, with E. M. Hopkins as president.

"There are many things about the annuncia-
phone that commend it to the public," said Mr.
Hopkins. "See what a convenience it will be to
the doctor when he is out. The phonograph ar-
rangement is told the piece to speak, and during
his entire absence it answers the telephone. No
matter how many calls it tells when the doctor
will be back."

Owing to the fact that he carelessly stole a rec-
ord that had just been received by a local dealer,
and not yet been placed on snle. led to the down-
fall of a sixteen-year-old boy. sou of a prominent
merchant of Millinocket, Me. As no records of
the certain selection had been sold in the town,
the police had an excellent clue to work on, and
when they heard the boy playing the record in
question, immediately arrested him. He con-
fessed to robbing several stores, as well as steal-
ing a iiourh of registered mail.

To keep trade at home, place a large hand-
some card in a i)romin(nit plai'c reading "If we
liavcn't got it, we'll get it."

"GERSOIM CABINET "

(Patent applied for).

The GcfBon Cabinet in equipped as per illuHtration above,
which nhowAthe Graphophone act in top rrady fordictotion.

The mifidic Irny noldn thr annwcrrd IrttrrM, Fiftrrn p^K**
ftn bottom hIh-U for the rylin<lrr'i.

Something Hew For Users of
Edison Business Phonographs

DICTAPHONES OR COMMERCIAL
GRAPHOPHONES

IT FITS THEM ALL!

Why fasten machines down in awkward
cabinets, on desks or iron stands, when the
GERSON CABINET gives greater flexibility of
service ?

The GERSON CABINET moves easily on
casters.

Pull it up to your desk to dictate.
Push it away again when through.
The transcriber and another dictator can do
likewise.

Any number of persons can use the machine
when not in use.

TYPE E — Top Mortised to Fit Edison Business

Phonograph.
TYPE G— Top Mortised to Fit Either Columbia

or Dictaphone.

(SPECIFY TYPE WANTED.)
SELLS A.X 97. SO

(RrKuIor diHcountR to dealers for two or more).

MUSICAL ECHO COMPANY

SOLE DISTRIBUTORS
1217 Chestnut Street - Philadelphia

THE TALKING MACHINE WORLD.

19

WANTED--Rush Orders!

t\VICTOR/t^^EOISON

Send us your rush orders on Victor
and Edison Machines, Records and Supplies.
Ordinary jobbing service may be put up with in
ordinary times, but from now to the holidays, you
need quick, complete filling of all orders.

TRY WURLITZER'S HURRY-
UP SERVICE. " We serve you right on
Victor & Edison! ' '

WURLITZER'S NEEDLE OFFER:

WHEN we determined to put out
the best Needle in the world at a
price others ask for the ordinary-
kind, we got quantity prices from every
manufacturer, American and European.

We succeeded in finding a Needle that
tested out much better than any other.
The Manufacturer had always gotten a
higher price because his Needles were
far ahead of all others, either imported or
domestic. The reason of this is that the
Needles are drawn from the best grade of

double-refined American steel wire and take
longer to manufacture than any other.

By agreeing to dispose of an enormous
quantity, we secured a price much below
regular and quote quantity prices to Deal-
ers as follows :

Jn \M to SOMlots. 25c. per M
In 50,11 lots, 21c. per M
In WUMlots, 23c. per M

200 Mints, 22c. per M
300M IMS, 21c. per M
500.\f tots, 20c. perM

Put up in envelopes of 100 each, unless
otherwise ordered. On all orders for 50,-
000 or more Needles, we will imprint Deal-
er's name and address on envelopes free.

THE RUDOLPH WURLITZER CO.

CINCINNATI :: :: :: :: CHICAGO

points of supply ; order from the nearer.

ENOUGH JOBBERS IN NEW YORK.

J. Newcomb Blackman Takes Exception to
Statement That There Is Room for Several
More Victor Jobbers — Nearly a Score of Au-
thorized Distributers in the Greater City —
Idea of Unlimited Competition a Mistake, a
Fact Realized by the Big Companies.

J. Newcomb Blackman takes exception to .the
statement that more Victor jobbers should be es-
tablished in New York City, and in referring to
this subject, he said: "I notice on page 32 of the
November 15 issue of The World, somebody, who
evidently did not want his name quoted, made a
statement to the effect that more jobbers could
be added in New York without detriment to the
present firms. It is evident that this gentleman
was one of those 'on the outside looking in,' for
it he was already a jobber it is not likely lie
would have made any such statement. I must
give him credit, however, for admitting that in
case more were added certain new methods of
selling and creating new business would have to
be inaugurated.

"In New York City and Brooklyn at the pres-
ent time we have 13 distributers, advertised as
such, and four or five who get distributing dis-
counts, but are evidently not advertised,- as they
make no attempt at doing a wholesale business.

"Both the Edison and Victor companies have
recently inaugurated a new system to establish
dealers, which proves they realize the error of
unlimited competition among dealers and that
quality counts more than quantity. This condi-
tion is even more true with jobbers, who invest
much more money and are in proportion a much
greater support to the manufacturer. We have
had examples recently of talking machine job-
bers discontinuing business. More proteetion as
against additional competition will result in bet-
ter jobbers, who will show returns to the^ manu-
facturers more satisfactory, than by causing a
lack of confidence through unlimited competition.

"While I do not wish to intimate that the Vic-
tor Co. approve of the establishment of further
competition among jobbers in New York City, I
do think people who get into print with such
opinions might use a few arguments and use
their name, as I have in this case.

"I would be very glad at any time to discuss
this subject, on my part arguing the advantage
of more protection, as against more competition
and leave it to the trade, as to which plan will
show the hest results."

OUR FOREIGN CUSTOMERS.

Amount and Value of Talking Machines
Shipped Abroad from the Port of New York.

(Special to The Talking Machine World.)

Washington, D. C, Dec. 10, 1908.

Manufacturers and dealers in talking machines
will douMless be interested in the figures show-
ing the exports of talking machines for the past
four weeks from the port of New York.

NOVEMBER 17.

Bangkok, 4 pkgs., $353; Bombay, 7 pkgs., $495;
2 pkgs., $107; Buenos Ayres, 4 pkgs., $580; 8
pkgs., $400; Cardiff, 35 pkgs., $320; Corinto, 1
pkg., $192; Havre, 7 pkgs., $289; London, 138
pkgs., $6,558; 64 pkgs., $3,676; Manila, 8 pkgs.,
$918; Milan, 19 pkgs., $2,000; Para, 17 pkgs., $1,-
631; Rio de Janeiro, 7 pkgs., $846; Singapore, 7
pkgs., $241; Sydney, 211 pkgs., $5,585; Vera
Cruz, 29 pkgs., $608; Yokohama, 89 pkgs., $773.
NOVEMBER 24.

Berlin, 49 pkgs., $565; 31 pkgs., $200; Colon, 4
pkgs., $129; Guayaquil, 6 pkgs., $233; Havana, 5
pkgs., $201; Havre, 5 pkgs., $210; Kingston, 2
pkgs., $178; 3 pkgs., $124; London, 648 pkgs.,
$7,610; 91 pkgs., $2,279; 318 pkgs., $8,068; 642
pkgs., $6,619;; Melbourne, 4 pkgs., $177; Rio de
Janeiro, 2 pkgs., $23; Savanilla, 6 pkgs., $160;
St. Johns, 4 pkgs., $123; Vera Cruz, 124 pkgs., $3,-
635; Vienna, 2 pkgs., $121.

NOVEMBER 30.

Amapala, 20 pkgs., $353; Callao, 7 pkgs., $165;
Colon, 10 pkgs., $222; Havana, 5 pkgs., $411;
Havre, 7 pkgs., $215; Kingston, 11 pkgs., $123;

Liverpool, 787 pkgs., $6,148; 110 pkgs., $2,865;
Melbourne, $1,223 pkgs., $14,301; Port of Spain, 3
pkgs.. $174; Southampton, 200 pkgs., $5,112; Vera
Cruz, 39 pkgs., $684.

DECEMBER 8.
Belfast, 4 pkgs., $319; Bergen, 11 pkgs., $400;
Berlin, 32 pkgs., $573; 32 pkgs., $233; Bradford,
110 pkgs., $510; Buenos Ayres, 3 pkgs., $145;
Cardiff, 35 pkgs., $168; Colon, 4 pkgs., $185; 1
pkg., $113; Havre, 4 pkgs., $223; Hong Kong, 26
pkgs., $1,330; Iquique, 54 pkgs., $760; Liverpool,
37 pkgs., $168; 1 pkg., $300; London, 103 pkgs.,
$2,483; 175 pkgs., $4,258; 629 pkgs., $3,609; Man-
chester, 39 pkgs., $430; Newcastle, 46 pkgs., $257;
Rio de Janeiro, 9 pkgs., $162; 17 pkgs., $1,464;
Shanghai, 92 pkgs., $3,673; St. Petersburg, 2
pkgs., $400; 1 pkg., $114; Sydney, 3 pkgs., $235.

AN ORATOR AND A CHORUS.

The business orator was making his speech.
"It is possible," he said, "to do business with
people whom you know!"
"Yes," said his hearers.
"And with people who know you!"
"Yes!"

"But it is impossible to do business with people
whom you do not know!" he continued.
"Right you are!" from the chorus.
"Or with those who do not know you!"
"What's the answer?" from the crowd.
"Advertise! "

AN ACOUSTIC OSCILLOGRAPH.

By causing a small mirror to oscillate in accord
with the movements of the diaphragm of a phono-
graph, Mr. Bowron, an English inventor, has con-
trived the means of showing to an audience a
visible representation of a piece of music to
which they are listening. A beam of light re-
fiected from the oscillating mirror and from an-
other mirror which rotates uniformly is thrown
upon a screen, where it appears as a luminous
curve, varying in correspondence with the sounds.
The instrument is called an acoustic oscillograph.
— Youth's Companion.

TALKER POPULAR IN AFRICA.

Its Songs and Music Bringing the Whole World
Into Closer Touch.

According to travelers' reports the talking ma-
chine has been taken up with extraordinary en-
thusiasm in many parts of Africa. At Timbuctoo,
once regarded as a mysterious and inaccessible
stronghold of fanaticism, you can now hear in
many a white-walled dwelling the phonograph
squeaking out the latest popular songs of the
Parisian boulevards. There is hardly a village
in Algeria, Tunis or the other French posses-
sions that does not possess one or two or more
phonographs. Operatic arias and comic songs
are ground out all day long for the amusement
of the natives, who have plenty of time to spare.
In Dahomey and the Congo, where the ivory
and rubber trades have made many people pros-
perous, the natives eagerly await the arrival of
the steamships at Grand Bassam and Porto Novo
bringing the latest records from Paris.

MISS FARRAR HEARS HERSELF SING.

Miss Geraldine Farrar, the Metropolitan prima
donna, had a pleasant surprise at a luncheon,
which had been arranged in her honor at the
Waldorf-Astoria, on Dec. 2. When the menu was
about half-way disposed of the orchestra struck
up the accompaniment to "Annie Laurie," and a
voice took up the song. Then followed the duet
from "Madame Butterfly." Miss Farrar's host,
Mr. Bagby, had invited her there to listen to rec-
ords she had made for the Victor Co.

BUILD ADDITION TO SALESROOM.

Owing to the rapid growth of his business, A.
Diener, a talking machine dealer of Bellefontaine,
O., has found it necessary to build an addition
to his salesrooms on South Main street, that city.

A little discourtesy is capable of destroying
the effect that a hundred advertisements have
created.

20

THE TALKING MACHINE WORLD.

69 BASINGHALL STREET, LONDON, E. C, W. LIONEL STURDY, MANAGER.

TRADE HAPPENINGS IN ENGLAND.

How to Develop Holiday Trade — Export Busi-
ness on the Decline — Reflections on Present
Conditions and Developments — Chat With
Mr. Heilborn Regarding Star Records and
Machines — Henry Seymour's 8-Minute
Record — Excellent Piano Records — Oppor-
tunities for Side Lines — New Syndicate Or-
ganized— Lyon & Co. Creditors Mett — Gramo-
phone Co. Make Interesting Report Regard-
ing Business — Columbia Co. Exchange
Plans — Pantomime Songs — National Co.'s
Publicity — Some New Incorporations — In-
teresting News Items from the Provinces.

(Special to The Talking Machine World.)

London, E. C, Dec. 3, 1908.
Whatever the trade has been in the past, there
is always good business about during Christmas
weeli, and with enterprising methods the average
dealer should turn over at least £50 net profit.
The many little schemes which are being adopted
to bring about this amount of sales is really very
interesting to report. One dealer of my ac-
quaintance has gotten out a striking little book-
let which concisely states the adva'ntages of pos-
sessing a talking machine for Chri-stmas enjoy-
ment, etc. Another employs a special salesman to
go around with a complete outfit and records for
demonstrating to the best residents of his locality.
And we could give similar cases unlimited, but
perhaps the most successful is along the lines of
a "competition." I do not advocate this generally,
but a little local scheme in that direction is quite
harmless.

Talking machine window displays are already,
in many instances set out effectively in harmony
with the festive season, and by all appearances
the situation indicates a splendid time for the
up-to-date traders during Christmas week at
any rate.

Export trade, unfortunately, is on the decline
as it has been for some very considerable time
past. As a consequence both in Liverpool, Lon-
don, and on the Tyne, a large number of
steamers have been laid-up for weeks, and are
likely to remain bo fhroughout the winter. On
this account alone fHe shipyards in most cases
are working half-time, and what with so many
workmen being out of employment, combined with
the effects of the cotton strike (which happily is
now settled) the result has affected talking ma-
chine sales to an unfortunate extent. Yet in the
face of this the dealer and factor is charged
with another difficulty by manufacturers intro-
ducing propositions which will restrict trade all
around. November sales have been decidedly
slack everywhere, and a general prevalence has
existed among dealers to hold-up orders until the

last moment. Even the proximity of Christmas
does not show the usual influence on manufac-
turers' orders, which is, no doubt, to a large
extent, due to the feeling of unrest bred In the
dealers' mind by the uncertain actions of manu-
facturers in introducing and adopting new trad-
ing policies at a time when • stability should
reign supreme. Such departures disturb the
retailers' well-thought-out plans for the season,
and do more to restrict sales than all the effects
of our industrial troubles put together. How
can the trade progress along commercial lines
when almost every month some new enterprise
is sprung upon us? The key-note of trade
progress depends on confidence between the
maker and distributor; but confidence is dead,
and while this state of things exists, neither
factor nor retailer will stock as largely as before.
If any one product cannot sell on its own merits,
and succeed, then exclusive trading in the long
run, I believe, will prove a failure. And if it is
persisted in, what is the future position? If
there are fifty wholesale houses to-day, (of which
quite half cannot meet their payments promptly)
it is no exaggeration to predict that another
fifty will come into existence within five years.
The public demand will certainly not keep up
with the increased competition, and the greater
the number of distributors, the lesser their
profits. Bad debts alone will seriously hamper
the manufacturer and his output — granted an
increase in some instances — is unlikely to cover
the loss.

I am writing in no pessimistic strain, but if
we would secure the future of this industry, by
all means let us have no more of these trade
restricting elements. Wholesalers and dealers
alike should have the courage of their opinions
and be loyal to all those manufacturers who
have hitherto provided the means of their ex-
istence.

Microphonograph Co.'s New Diaphragms.

The Microphonograph Co. have issued a new
diaphragm for their 1908 model repro. to
play the Edison Amberol record. The price
is extremely moderate.

Action for Breach of Contract.

The action for breach of contract brought by
Mr. Seymour against F. M. Russell & Co. is in
the lists, and will have been heard probably by
the time these lines appear.

New Records by Lauder.

The National Phonograph Co. announce the
news of three more records by the inimitable
Harry Lauder, for which many thanks. That's
the spirit in which the trade receive these
records judging by the enormous demand they
provoke. On Nov. 17, the "exclusive" Edison
dealers' agreement was posted to the trade.

The National Phonograph Co. give notice in
the . Phonograph Monthly that the price of Am-
berol "Home," and "Triumph" attachments are
subject to the return of the present mainshaft,
and mandrel, which is superfluous to users or
dealers where the new attachments are fitted.
For every new one supplied dealers must return
the old to their factor.

Going After the Swindlers.

The Morning Leader is very pluckily exposing
a gang of swindlers who trade under the style
of the "Phonic Musical Warehouse," Bex:ley
Heath, and 300 Claphan Road, London. The
modus operandi is to buy up old letters, cut out
the signature, which is then pasted on a circu-
lar containing a specious offer, and sent to the
various persons. The fraud in question follows
this line and people are induced to send money —
presumably for a phonograph — but in reality all
they get is some cheap trashy music which costs
them 2s. 4d. This is an evil, which, if not
put down, must affect the genuine mail order
house to no inconsiderable extent, and we trust
that by this time the Leader has driven home
the last nail in the coffin of these blood-suckers.

Grand Prix for Pathephone.

The Pathephone has been awarded the grand
prix at the Franco-British exhibition, which is
the highest award in the music section. Presum-
ably there were two such diplomas awarded, as
the Gramophone Company are also in receipt of
this high honor.

Some Recent Rathe-Disc Records.

Some remarkable — not to say surprising
records are to be found in the December lists
of the 10-inch new standard Pathe disc, retailing
double-sided at two shillings (48 cents). Records
by the following artists figure in this impres-
sion: Misses Eleanor Jones, Mr. Burnett and
Florrie Forde, Messrs. Walter Hyde, John Mac-
Cormack, Ernest Pike, Peter Dawson, Harry
Lauder, George Formby and Alexander Prince of
concertina fame. In his inimitable Lancashire
brogue, George Formby gives a fine rendition of
"John Willie, Cum On."

Messrs. Lacroix & Co.'s Statement.

I am authorized to announce that Messrs.
Lacroix & Co., Jewin St., London, have given
up the factorship of Phono & Phoebus records,
which in future will be handled in England by
Mr. Davis of Victoria street, M^estminster.

Mr. Heilbron Returns from the States.

F. Heilbron, of Willibald Tweer & Co., ar-
rived here November 23 from the States, where
he had been on a business visit to the Haw-
thorne & Sheble factory in Philadelphia. Inter-
viewed by your correspondent Mr. Heilbron
stated that the trip was primarily in the in-
terest of, and having reference to the market-

FAVORITE RECORDS

are ^ainin^^ a stront^; liold in tlie States, tlie Colonies and other foreign coimtries. Trial
orders have (rrown into big stock orders. Those enterprising tirms who have made a trial
with Favorites have found out that it pays them to stock

FAVORITE RECORDS

and tliey are doing well.

mj • wT i MT ^ n^'my^ tf There is still room for you to take a share in the

Nothing Venture — Notlnng Have!! ^.^ot^ts Favorite Records h.u.r.

THE INTERNATIONAL FAVORITE RECORD CO., Ltd. (of Great Britain)

45 CITY ROAD, LONDON. E. C.

213 DEANSGATE. IVIANCHESTER

THE TALKING MACHINE WORLD.

2X

FROM OUR LONDON HEADQUARTERS- (Continued.)

ing of the "Star" products in this country, and
he was glad to say that two new models were
now ready for the trade. The prices are retail £3
7s. 6d. and 4 guineas, respectively, and they will
both contain all the features of the other Star
machines, besides having convertible tone arms
to play both record cuts. I had the pleasure
of hearing a few records on the small machine,
which is wonderful value for the money, and of
a surety it will attain a fair demand here,
since it represents and embodies just those re-
quirements most suitable to the English trade.
Mr. Heilbron had a good word to say for the
general courtesy with which he was received
everywhere, and of American enterprise — well,
we in the old country, it seems, in comparison,
just play at business. Did you ever hear of
a cable order coming to England for 1,000 ma-
chines? No, said I, and it turns out from what
Mr. Heilbron says, that such orders were quite
a common occurrence in the States, and notably
in the Hawthorne & Sheble business, after the
Presidential election. Mr. Heilbron has promised
to give me his impression in greater detail,
which I shall hope to publish in the near future.
Some Excellent Favorite Records.
Some recent Favorite records are of that qual-
ity which goes so far to build up a good reputa-
tion! Mr. Fischer informs me that trade is sat-
isfactory, all things considered, and their pro-
ducts generally are receiving the demand which
they merit. I have not a complete list by me,
but the following good titles have been sent for
mention in these columns: "You Were Made for
Me" (No. 1-65143) "Kiss Your Soldier Boy
Good-Bye" (No. 1-65144) on the reverse side, sung
by Hamilton Hill, and I feel bound to say that
Mr. Hill's rendition of these two songs on the

Favorite record far excel anything he may have
done elsewhere. "Lovely Night" (No. 1-69075)
and "The Long Day Closes" (No. 1-69076) by
the Male Quartet, with organ accompaniment,
is a really fine record, the organ introduction
being rendered in a very natural manner. Fred
Vernon gives us two comics "John Willie" (No.
1-67075) and "Call Around Any Old Time" (No.
67076), while there are two more records by
Hamilton Hill, "Bombardier" (No. 1-65147) and
on the reverse "Hang Out the Frontdoor Key"
(No. 1-65146).

Buy British Goods!

The Union Jack Industries League have issued
a manifesto, in which they point out that unem-
ployment has attained such serious dimensions
as to be a real menace to the country, and they
ask the public to show a patriotic preference for
British-made goods. In this connection the
Clarion Company have issued the report ver-
batim to dealers. The show bill is headed in
large type, "£10,000 expended every year in the
employment of British labor to produce the
famous Clarion record." A timely piece of ad-
vertising this — if it goes no further.

400 Threads to the Inch.

An application for a patent on the above has
been made by Henry Seymour, who claims that
by an entirely new process he is able to put an
eight-minute record on the standard cylinder, en-
suring easier tracking, and without losing either
in volume of sound or quality. The principle,
most remarkable to say, can be applied equally
as well to the phono disc as the cylinder.
Another peculiarity about this system is
that all trouble in relation to correct track-
ing in fine threads is entirely obviated,
without the slightest regard to the size

of the reproducing stylus. Mr. Seymour has
kindly promised to furnish me with full details
for our next issue, and it is only fair to say
that this wonderful system will revolutionize
anything yet attempted.

Records of the Pianoforte.

The Pianoforte, which up to recent times had
resisted the best efforts of talking machine ex-
perts to record with any degree of success, is
entirely vanquished — if I may be permitted the
term. And this is not more evidenced than iiL
the last Beka issue, where I find such favorites
as "Alice, Where Art Thou?" "Valse Arabesque,"
"Rondo Capriccioso," and "Rondo Brillante," all
by Mr. Henry Gechi, played in a truly brilliant
manner. Other records are "O Come, All Ye
Faithful," and "Hark the Herald-Angels Sing";
two fine hymns appropriate to Christmas, and
sung in quartette by Miss Ivy Hope, Miss Jessie
Broughton, Messrs. Bernard Turner and Norman
Williams. Conducted very ably by Julian Jones,
the Beka I^ondon orchestra shines well in "The
Sharpshooter," "With Flying Colors," and "The
Pride of the Regiment" (marches). In "Mar-
guerite," and "Mary" Mr. Bernard Turner gives
a sympathetic rendering and of these two fav-
orites a record sale is expected.

New Model of Pathephone.

Pathe Freres have just placed an order with
Lebus & Co. for Pathephone machine cabinets to
the tune of something like 20,000. These are
for a new model wliieh the company intend to
introduce shortly.

New Clarions at a Popular Price.

The Premier Manufacturing Co. have mar-
keted two models of a new disc machine, under
the now well-known name of "Clarion." They

THE "WAGNER"

Highly finished solid Oak Cabinet,

THE new^ season is here and you
cannot, to your own advantage, do
better than to apply to us for our
new colored illustrated catalogue of our
celebrated KlingSOr Talking Machines
and Sundries. We challenge any machine
on the market concerning working, tone-
quality, finish, etc. We do not claim
cheapness, as you are well aware that a
good machine cannot be cheap, but we
are still cheaper than any other machine
for what we give you for your money.

All machines are of the best and solid
wood, either in oak, mahogany or walnut,
British made throughout, specially adapted
for export to stand any change in tem-
perature.

The machines are fitted with the best
motor in the market "the well known and
famous Excelsior Motor."

THE "SULLIVAN"

No. 90. Solid Oak Cabinet, with Silk
Curtains.

Letters patent No. 899,491 granted in America.
Catalogue Free On Application.

H. Lan^e^S Successors,

ESTABLISHED 1854

21 Little Portland Street, Oxford Circus,

LONDON, W., ENG.

THE "BIJOU"

Mahogany, Walnut or Oak Cabinet.

22

THE TALKING MACHINE WORLD.

FROM OUR LONDON HEADOUARTERS-iContinued.)

will retail at five guineas, and three guineas, re-
spectively, (with liberal trade discount) and
these are indeed moderate prices in view of the
excellent quality given. Each machine is
adapted to play both cuts, the motor is good,
while the cabinet is of Spanish mahogany color,
surmounted by an artistic flower horn. The sound-
box, which presents many new features, I shall
have something to say about in our January
issue.

Columbia Dictaphone in Governmentai Service.

The Columbia Dictaphone is attaining quite a
distinguished following in Governmental service.
The Duke of Marlboro, Earl Cawdor, the Post-
master General, Mr. Haldane and Mr. Balfour,
all utilize this time-saving device in their official
capacity; the latest adherent being the Rt. Hon.
Winston Churchill, who has ordered the Dicta-
phone for his official use at the Board of Trade.

British Zonophone Co.'s Latest Issue.

The British Zonophone Co.'s December list is
replete with seasonable titles for Christmas en-
joyment, and covers both classical, sentimental
and comic selections of a delightful nature. With
such fare it is not astonishing to learn that Zono-
phone records are increasing in popularity all
the time: in fact, I understand there has been
a regular boom for these latest issues, and they
cannot be dispatched fast enough. Here are
some good sellers: "A Jolly Christmas" (Min-
ister singers), "Land of Hope and Glory," in
which we have a charming combination of a
cornet solo (Mr. H. Bryan), chorus (The
Alexandra Choir), and full band (The Black
Diamonds). The Black Diamond band also
present "Reminiscence of 1871" and "Overture
to Mignon," in both of which the recording is
exceedingly natural. "Genevieve" is a fine cornet
solo by Messrs. Hawkins and Hardy of the band
of H. M. Coldstream Guards. "Rocked in the
Cradle of the Deep," by Harry Lauder, is well
up to his inimitable style, and was made by the
special request of over a thousand persons. The
London Municipal Orchestra plays "Gold and
Silver Waltz," and on three records "The Merry
Widow Lancers," figures 1 and 2, 3 and 4, and
5 are given. This dance music is particularly
appropriate at this time, and the recording there-
of is characterized by a truly faithful rendering,
seldom met with. There are other splendid titles
in the list, notably the famous quartette from
Rigoletto (Verdi), and it -is but natural to pre-
dict that the whole December issues will be win-
ners everywhere.

Dyktor's Biophone Co.
Our old friend Sr. Dyktor is now trading un-
der the style of the Dyktor's Biophone Co., in
Goswell Road, E. C.

Latest "Clarion" Cylinder Records.

In the 19th parcel, or November list, of
"Clarion" cylinder records, a new artist of ex-
ceptional merit is introduced in the person of
Master Lloyd Shakespeare, who is but 12 years
of age. Although so young. Master Shakespeare
plays his cornet solo "Bolero" (The Toreador)
in a style truly remarkable, and we shall hope
to hear further selections by this infant prodigy
from time to time. Other selections in the list
are "Homeward Bound" (march). Premier Mili-
tary Band; "Poet and Peasant" (overture), and
"Chevalier's Songs," both by the Premier Con-
cert Orchestra; "Old Country Dances," Premier
Bijou Orchestra, and a fine clarionet solo, "The
Alsatians," by Charles Draper. In the vocal
selections are "The Postman," A. Marsh; "It
Serves You Right," Will Terry; "In the Valley
Where the Blue-Birds Sing," S. Kirkby; "Red
Wing" and "Same Old Church," F. Miller; and
"Nirvana," by Archie Anderson. Here, too, is a
fine list, especially introduced for Christmas use:
"The First Noel," "While Shepherds Watch," "O
Come All Ye Faithful," and "Christians Awake"
are four good carols by the Premier singers;
"Sons of the Brave" (march), "Pomp and Cir-
cumstance," by the Premier Military Band; "Far
Away in Australia," Frank Miller; "Hang Out
the Front-door Key" (seasonable, this!) by
Charles Lester; "I Know Where to Find 'Em,"
Charles Denton; and here arc three beautiful
descriptive selections — "A Watch Night Service
in the Old Village Church," "The Miner's Dream
of Home," song by Stanley Kirkby," and "At the
Pantomime."

Parcel Post Rates Reduced.

The parcel post rates from England to the Ar-
gentine Republic have been reduced to — not ex-
ceeding 3 pounds, 2s.; over 3 pounds and not
over 7 pounds, 3s.; over 7 pounds up to 11
pounds, 4s.

What a Desecration!

Dedicated to the landlord of a Leipzig hotel, a
comic song by Richard Wagner, comprising no
less than twelve verses, is to be put up for auc-
tion in Berlin shortly.

Value of Side Lines.
Business being so quiet, the live talking ma-
chine dealer naturally takes up a good side line
— that is, of course, if he wants to keep that
"balance" at the bank. Perhaps there are, how-
ever, a good many who have no bank reserve,
and to such these lines will especially appeal, for,
if acted upon, there is no reason whatever why
any trader should not turn over a decent profit.
There are a number of excellent articles, for
instance, which every dealer might stock, such as
air-guns, and pistols, targets, clockwork door

bells, boxing gloves, exercisers, footballs, shin
guards, fretwork outfits, pedometers, roller and
other skates, etc. While the majority of retail-
ers could not stock all of these lines, they should
go in for those most suitable for their class of
customers; it largely depends on locality, but the
foregoing present a few likely articles to choose
from. There is unlimited possibilities to build
up a fine trade in these side lines, and any trader
wishing to adopt means of increasing their bal-
ance at the bank cannot do better than communi-
cate with Brown Bros, of Great Eastern street,
London, who will gladly furnish the required in-
formation, together with details and particulars
of the best paying phonographs, records, and disc
talking machines.

The Rena Manufacturing Co.

A new syndicate has come into formation under
the title of the Rena Manufacturing Co., to mar-
ket both a disc machine and record. The trade
thought it not a little likely that Louis Sterling
(late managing director of the Russell Hunting
concern) would soon be among us again, and it
was therefore a pleasure to find him at the head
of this new company. He is very enthusiastic
in regard to the future, and there is no doubt
that when general conditions resume a normal
state, the "Rena" will create for itself a splendid
following. It is a double-sided, needle-cut record,
and will sell at the tempting price of two shil-
lings and sixpence. About fifty titles figure in
the first list to be issued December 1. The
"Rena" is characterized by fine recording, and is
impressed with selections from some of the lead-
ing artists and best bands of the day.

Creditors of A. Lyon & Co. IVleet.

At the creditors' meeting of A. Lyon & Co.
(City Manufacturing Co.), City Road, London, a
list of claims was read out, from which I men-
tion the following: British Zonophone Co., ±197
17s. 8d.; Columbia Co., £65 2s.; Cooper Bros. &
Co., £28 Is.; Gramophone Co., £44 8s.; Interna-
tional Favorite Co., £63 18s. 6d.; Beka Co., £18
14s. 4d.; Musogram Co., £30 12s. 6d.; Hesse & Co.
(amount not stated) ; Lugton & Co., £81 4s.; H.
C. Lewis, £33 Is. 4d.; M. & A. Woolf, £75 9s. 6d.;
and others. Total liabilities (proven to date),
£3,816 7s. 5d. Assets, estimated about £800. Mr.
Moore has been deprived of the trusteeship in
place of Mr. Tilley, 8 Staple Inn, London, W. C.
The public examination of the debtor is fixed to
be held on December 4.

Shipping News.

The Continental North Atlantic shipping lines
have decided to organize a service of cargo
steamers to Canada, starting from Hamburg, and
calling regularly at Bremen and Rotterdam. An
agreement has been come to with the Canadian

THE LEADING DISC

RECORDS OF TO-DAY

These wonderful Records have for the past five years been recognized as the premier artistic discs of both continents. They stand to-day
the highest conception of the recorder's art, and by their aid thousands have become known to the musical possibilities of the Talking Machine.

"Odeon" Records have attained a world-wide reputation for beauty of tone, wearing powers and perfection of detail. A long array of well-
known artistes, many of them exclusively retained, have assisted to make the "Odeon" Record famous, and, in this connection, we would
specially draw your attention to the magnificent records made by

Mr. LLOYD CHANDOS Mr. WATKIN MILLS

Mr. JOHN McCORMACK Mr. DALTON BAKER

Mr. IVOR FOSTER Mr. JAMES DAVIS

The Bands ol the GRENADIER GUARDS, LONDON, and of the GARDE REPUBLICAINE, PARIS

Mr. WALTER HYDE
Madame EMMY DESTINN

Madame EDNA THORNTON, and many others

BARNETT

SAMUIL
b SONS CO.

Sole Whole-
Sile Agency
Worship S'.
London, En^.

ODEO

DOUBLE

DISC

RECORDS

THE TALKING MACHINE WORLD.

23

FROM OUR LONDON HEADOUARTERS-(Continued.)

Pacific and Grand Trunk railways. The two
great German shipping companies have made ar-
rangements to sail their fast liners from New
York in rotation. Next season's timetable from
New York will be Tuesday, North German Lloyd
express; Wednesday, White Star express to
Southampton; Cunard intermediate, Hamburg-
American intermediate; Thursday, North German
Lloyd intermediate; Saturday, Cunard, Hamburg-
American, White Star intermediate, to Liverpool.
Post of Trust.
I know of a gentleman who is open to accept
a position as traveler, manager, or any post of
trust. He knows the talking machine trade from
its infancy, and is right up-to-date in every
sphere.

What a West End Dealer Says.

A West End dealer says that banjos, guitars,-
harps, and other stringed musical instruments
are decreasing in popular favor. People will not
take the trouble to learn, now that they can get
all or any instrument on the Gramophone, which
is held responsible for this state of things. We
hope that West End dealer sells gramophones, as
otherwise he should soon be out of business, at
that rate.

Business With the Gramophone Co.

From a recent call on the Gramophone Co. I
gleaned some interesting information in regard
to general business conditions. Several splendid
lists of records have lately been issued, and from
the excellent quality of fare provided, especially
in the Christmas record list, it was only to be
expected that sales had been exceptionally good;
and in machines also. Unfortunately, the good
demand for gramophones and records does not
apply to the talking machine trade generally —
which is to say that when j^ou hear of a thousand
gramophone machines being despatched in one
week in these times of general depression, it is
not to be gathered therefrom that this reflects a
busy time in the trade all round. Far from it.
Yet it is some measure of consolation to know
that when the Gramophone Co. are busy, trade

generally in this industry may be expected to
revive in the near future. I have received sev-
eral current lists of gramophone records, which
are all appropriate to the season. For dance
music we have an unlimited selection — lancers,
quadrilles, valses, two-step, polkas, etc. These
records are of excellent quality, and have been
recorded extra loud for the purpose. In the
Christmas list much seasonable music is given
by the leading bands and artists of the day, the
complete oratorio of "Elijah" and the "Messiah"
are in the list, which also contains selections by
Miss Amy Castles, Mme. E. Jones-Hudson, W. Ed-
ward Lloyd, John Harrison, Westminster Cathe-
dral Choir, Sousa's Band, Band of H. M. Cold-
stream Guards, a talking record, "Bob Cracket
Telling of Scrooge," by Bransby Williams, etc.,
etc. The special issue ol eight new pianoforte
records by the. celebrated Herr Backhaus should
be stocked by every first-class gramophone dealer.
We have heard some of these records, on which
he renders the works of Chopin, Handel, Liszt,
Grieg, and others, in a manner truly wonderful,
while at the same time the recording is perfect.
Another impression contains selections of new or-
chestral records by La Seala Symphony Orches-
tra, Milan. These cover overtures from Lohen-
grin," "The Flying Dutchman," "The Valkyrie,"
"Rienzi," "Midsummer Night's Dream," "Tann-
hauser," "Tristan and Isolde," "The Twilight of
the Gods," and others, truly a splendid list this,
and one which upholds the high standard of the
gramophone products. Traders should communi-
cate with the nearest branch for further infor-
mation.

Russell Hunting Co. Affairs.

In the matter of the Russell Hunting Record
Co. (in liquidation), I understand that Russell
Hunting has made an amended offer which covers
not only all the machinery and plant at the fac-
tory, and the office furniture, etc., but also takes
over the liability of the company's mortgage on
the factory, amounting to about £4,000, but in
taking over this liability Mr. Hunting has pre-

sumably come to a satisfactory settlement with
the mortgagors. The offer is said to have been
made on behalf of a new company about to be
formed. As the Chancery Court has sanctioned
this arrangement, it only remains for the con-
tract to be signed between Mr. Hunting and the
debenture holders' receiver.

Business Troubles.

Business troubles during this last month affect
the following: C. J. Saunders, Eastbourne; A.
Lyon & Co. (City Manufacturing Co.); Wm.
Powell, Dallas street, Worcester; Smith & Co.,
Albion street, Halifax; I. N. Millard, Bristol;
Wm. Oram, Chapel street, Pontnewydd; G. H.
Richards (trading as the Ruperra Furnishing
Co.), Newport; instances are here of many well-
known talking machine manufacturers and fac-
tors being let in for quite large sums. It only
emphasizes the fact that greater care should be
exercised in the giving of indiscriminate and
long credit.

Another Dog in Advertising.

The topical advertisements issued by Catesbys
have now reached their zenith of fame. The
latest presents an illustration of a dog with a
disc record in its mouth, much to the chagrin of
"father," who looks like having a fit, while in
the background — of course — may be seen the
"naughty" boy wearing the smile that won't come
off. Such advertising brings the prominence of
this industry before the public, and is at the
same time a compliment. But what's the name of
the record that can stand the bite of a dog?

Columbia Co.'s Exchange Scheme.

The Columbia's exchange scheme has caught on
well. There can be no doubt that the idea of an
allowance on old records is a popular one. People
like to think that they are going to get something
back for an article when they are through with
it. Every man feels a little bit better when he
knows that after he has got a whole lot of en-
joyment out of a record and finally tires of it,
or drops it on the floor and breaks it, it can

ROVAU APPRBCIATION

To H. M. the KING
OF ITALY

To H. H. the KHEDIVE
OF EGYPT

BY APPOINTMENT
To H. M. the QUEEN

HIS MASTERS VOICE

THE GRAMOPHONE COMPANY, Ltd.

21 CITY ROAD,

LONDON

15 Rue Bleue, PARIS

36 Ritterstrasse, BERLIN

56 Balmes, BARCELONA

139 Belleaghatta Road, CALCUTTA

To T. M. the KING and

QUEEN OF SPAIN

To H. M. the SHAH
OF PERSIA

24

THE TALKING MACfflNE WORLD.

FROM OUR LONDON HEADOUARTERS-(Continued.)

GOLLY, THAT'S
LIKE MY GAL !

IT WILL SURPRISE YOU

when you find how quickly we can give deliveries of all the
very latest types and titles of

KEEP AN UP-TO-DATE
STOCK !

Not necessarily an up-to-the-
ceiling stock which is the bug-
bear of many dealers who miss
good business that inevitably
goes to a more enterprising
competitor. The newest in-
troductions are more likely to
attract customers and gain
you their approval.

Our whole organization is
directed to give you immediate
deliveries of all the latest titles.
We carry a huge stock and
can build and maintain for you
a reputation for being up-to-
date, the best sales stimulant
you can have.

A trial order will convince you—
send us one to-day

ZONOPHONES and GENUINE EDISON

TalKin^ MacHines and Records
BROWN BROTHERS, Ltd.

22, 24, 26, 28, 30 and 32 Great Eastern St. LONDON. E. C.

Wires: "Imbrowned," London and DEANSGATE. MANCHESTER 'Phone: 3700 London WMl

be made to help buy a new one. Under the
Columbia's scheme a user or a dealer hands in
an old disc record of any make and pays 3d. less
than the usual price for a new Columbia 10-inch
double-face record. If instead of buying one
double-face record he buys three, the allowance
for the one old record is Is., instead of 3d. Sales
of Columbia double-face discs have jumped like a
thermometer in the sun in consequence of this
liberal exchange allowance.

The Truth!

Ideas are the common inheritance of mankind.
Where is the writer, however fair he may be,
who has never borrowed an idea from another
author? Where, oh, where!

Anent Reply Stamps.

The Postmaster-General states that he is not
disposed to issue a reply-paid stamp for Imperial
and United States use, as the demand for the
3d. reply-paid coupon (which can be exchanged
in nearly every country for a stamp) is so

small as not to justify it.

National Company's Publicity.

The National Phonograph Co. have been put-
ting out some fine advertising in the newspapers
and magazines lately, and by this means are en-
couraging dealers in the perhaps most effective
fashion, by securing them customers for the Edi-
son goods. Under the pen of A. W. Gray, a most
interesting article entitled "How a Phonograph
Record is Made," recently appeared in the Daily
Chronicle. The interest was enhanced by illus-
trations, and the idea was altogether a smart
piece of work.

New Prices for Columbia 12-Inch Records.

On December 1 new prices came into effect for
Columbia 12-inch records. Those that formerly
sold at 4s. are reduced to 3s., and the "Cele-
brita" records formerly 6s. are reduced to 4s.
Popular Pantomime Songs.

There are several new pantomime songs this
year, of the usual comic style; some are good,
some "ain't," but those of the former (from the
popular point of view), and which appear in
several talking machine lists, are "Oh, Oh, An-
tonio," and "Sue, Sue, Sue." Dealers should
note this and make a special feature of such
records.

Postmaster General's Suggestion.

At a recent meeting in London, the Postmaster-
General, Henniker Heaton, strongly advocated
that cable monopolists be bought out by the gov-
ernment, in order that universal penny-a-word
cable rates could be established. The conference
was attended by the Canadian Postmaster-Gen-
eral, Mr. Marconi, and many influential city mer-
chants and members of Parliament.

R. J. Hately Returns.

R. J. Hately, who has been on a visit to Canaaa
in the interests of Pathe Freres, returned home
by the R. M. S. Lucania, which arrived in Liver-
pool Nov. 18, after being delayed about sixteen
hours off "New- York-by-fog." Mr. Hately has
many amusing and interesting anecdotes to re-
late, but that of most interest to Canadian deal-
ers is that they can now obtain Pathe records

and sound-boxes in any quantity. There is in
Canada a large scope in handling these goods,
for no other similar line is obtainable, and thus
traders have an exclusive article, which to enter-
prising men means money.

William McEwan's Visit to America.

William McBwan, who is known as "The
Scotch Sankey," sailed for America November 21
for a six months' mission tour in the States.
Prior to his departure a number of farewell meet-
ings were held at various points in Scotland. At
four of these meetings, held in Shettleston,
Wishaw, Govan and Glasgow, Columbia records
of Mr. McBwan's hymns, which he himself made
some time ago for the Columbia Co., were repro-
duced by a powerful "Premier" sound-magnifying
graphophone, loaned by James Neill, a Glasgow
dealer.

Talkers at the Cycle Show.

At the recent Stanley Cycle Show, Agricultural
Hall, Islington, the talking machine trade was
very poorly represented, and this in face of the
fact that cycle dealers are still far and away the
best customers in the season. I found that Hob-
day Bros., C. Lohmann, and Brown Bros, had
small though suitable displays, but the saving
grace was undoubtedly the fine stand and show-
room, wherein Pathe Fr&res were able to make a
most effective display of all their models in ma-
chines, comprising interior horn cabinet and the
ordinary style, not to mention the new "Or-
phone," which attracted considerable attention.

R. J. Hately was kept pretty busy demonstrating
and interviewing dealers, from whom many new
customers were secured. The Pathephone dis-
play proved an undoubted success altogether.

New Companies Organized.

Charles Bigg & Co., Ltd., capital £70,000 in £1
shares. Registered in New Zealand, July, 1908,
as reconstruction of an earlier company. Objects,
to carry on the business of musical instrument,
phonograph and tj'pewriter dealers, etc. British
address, 119-125 Finsbury Pavement. London,
E. C, where W. Elmer is authorized to accept
service.

Filamentophone Co., Ltd., capital £1,500 in fl
shares. Private company. The registered office
is 4 Booth street, Manchester. Objects, to carry
on the business of manufacturers of and dealers
in talking machines, diaphragms, records, etc.

London & County Trading Co.. Ltd.; capital,
£4,000. Objects, to take over the business of out-
fitters, furnisher manufacturers, and dealers in
musical instruments, etc., carried on by J. H.
Bettesworth, at 692 Seven Sisters Road, Totten-
ham, and 11 Mentmore Terrace, Hackney. The
registered oflSce is at the latter address.

A Visit to the "Clarion" Factory.

In company with Mr. Forse, managing director
of the Premier Manufacturing Co., I recently had
the pleasure of going through the company's fac-
tory at Wandsworth.. London. Here, as we passed
through the various departments, I was enabled
to follow every detail in the making of a record.

The "World's" Register of British Manufeicturers and Factors

The following are leading firms in the United Kingdom who will gladly mail Catalogues and Price Lists upon request

TALKING MACHINES

Records and
Supplies

Export a specialty. Ship-
pers are requested to state
their requirements.

American Talking Machine Co.

31 Tabernicic SI., L*nd«i. England

F. W. ROB I INI SO INI

"Th*' Talkerics." 21.^ Doiinsvrtili-.
MANCHESTER. ENGLAND

Dirt'cl ImporUT of all kinds of DISC
TALKING MACHINES. RECORDS.
PHONOS., CYLINDERS. ETC.. ami all
Koods connected with the trade.
WHOLESALE, RE l AII. AND EXPORT
on cash lines at close market prices.

m^^*' Correspondence Invited
PROMPT ATTENTION

Always oprn lo consider good lines suit-
nble for ihe KnKlish and Foreign mnrkris.
Improvompnts and Novelties preferred.
Send samples and prices.

sec ADV'T ADJOINING

To Colonial and Foreign Bayers

Tlu- peciillarltU'9 of those nmrkfts
Imvc lU'VtT liucn innro appnrent than
at the prosont. inomoiit, nMiutrlng lilt'
urrntONf rare in prloliie niidhuy-
liiB, with a vU'W to Iho fiituit' Hav-
ing' had iiinny yeorM* experloncf, I
am prepared to liny for you upon
ooiiiiiiIhhIoii, and to keep ytui posted
up wUti all tlie Intent prodiirltuiiH
and act as your reiireseutalive. I
l)uy rdcli holloiii. Instructions to
purehuye j;oods u\ust beaeconipanled
wlih order on Bankers to pay cash
ak'tilUMt Hill of Lading-

Bankers, London City and Midland
Ltd.. Manchester. For terms, please
write Htatlnn ro»iuirenients, to

F. \V. KOini\SO!\.
*2t'A I>rnnNgntr. IMniiclirHlor, Ens.

FOREIGN AGENCIES

It You Want to Market Your
Goods in ttie United King-
dom, Write to Me.

1 can handle profitably Cinomato>;raph
Machines. Phonosraphs. and all Talking
Machine Accessories. My connection in
the trade is second to none, and my ref-
erences are first-class. Correspondence
invited.

R. PRIEUR

68 Basinghall St., London, E. C., Eng.

THE TALKING MACHINE WORLD.

25

FROM OUR LONDON HEADOUARTERS- Continuedi.

from the gold-molded master to the finished pro-
duction we are perhaps most familiar with. The
birth of a record furnishes much food for inter-
esting impressions, and perhaps I ought to con
fess to obtaining a little "instruction" also, but
that is by the way, for of course we talking ma-
chine men are supposed to know all about it.
Most traders know that from the original wax
master a gold-molded impression is taken, which
in its turn is backed up by copper to obtain
sufficient rigidity for usage through the various
processes without damage. In some cases it is
necessary to make three or four master repro-
ductions where the selection is of a very popular
nature. When these metal masters are ready it
is practically plain sailing from the molding
room to the cooling, trimming, and name-em-
bossing departments, until they get to the testing
room. Perhaps it would surprise many to know
that each and every record is put to a thorough
test before it is allowed to pass to the boxing
department. The slightest fault in the record is
sutficient to banish it to the melting pot, but it
is a pleasure to state that the throw-outs in the
Clarion factory are of an insignificant number
compared with the thousands of records that are
despatched every week. One can hardly grasp
the enormous detail involved in a record factory,
and were it not for an admirable and strict sys-
tem, confusion would reign supreme. All the
factory officials, from the manager, C. Hawtree,
down to the least important, know their work
well and do it well. The company have their
own gas-making plant, and I can unhesitatingly
say it is one of the hest organized factories, fully
equipped in every way with up-to-date machin-
ery and appliances to produce a record which has
obtained well-deserved success. The guiding
spirit of it all is W. Forse, who will even yet
make his name still more prominent in the realm
of inventions to which his minu gives practical
evidence.

Megaphone in Law Court.

Unable to hear a witness in a recent law ac-
tion, counsel suggested that a megaphone would
be a most useful instrument in a court of Jus-
tice, to which the judge replied, "We could only
hear one at a time then, and that would not
suit the bar!"

Agreement With Canadian Pacific Railroad.

An agreement has been come to between the
postofflce and the Canadian Pacific Railway to
convey the mails from Liverpool to Hong Kong
by the all-British route in thirty-four days in
summer and thirty-six in winter, for £45,000 per
annum.

Columbia Double-Face Discs.

That it was a good move on the part of the
Columbia Co. to bring out their fine 12-inch rec-
ords on double-face discs is shown hy the cordial
reception given to the new line. The December

Columbia supplement contains a list of 51 12-
inch double-face discs (102 selections), and 10
double-face "Celebrita" records (selections from
"grand opera" and other fine arias by singers of
the first rank and world-wide reputation).

Recording Folk Songs.

Percy Grainger, an Australian pianist, has been
recording folk-songs on the phonograph and he
tells about his experiences in a volume of the
"Journal of the Folk-Lore Society." He recorded
seventy-three tunes in Lincolnshire, England,
alone. Many of the songs were recorded by old
men, and their impressions, when brought face
to face with the talking machine, were amusing.

Edison Bell "Crystol" Records.

The new Edison Bell 200 thread records, to play
five or six minutes, will be named the "Crystol,"
and they will be sold at the price of one shilling.

TRADE REPORTS FROM THE PROVINCES

DERBY NOTES.

Derby, Dec. 3, 1908.
In Derby business, truly, is not nearly so good
as had been anticipated. Supported practically
by the Midland Railway Co., whose head works
are here, employment is given to many thou-
sands of men in the various branches of railway
plant and running stock. For some considerable
time past the depression in railway work has
been very great. Consequently, the employes
have been working short time. Generally speak-
ing, the depression is not felt so acutely as in
Lancashire. Nevertheless, less wages means less
money to be spent, so that in reality industries
like the talking machine trade are the first to
suffer or to feel the effects from it. The past
season has not been reported good, by any means.

but most of the traders hope that business will
considerably improve before long.

Edgar Horne & Co., The Strand, Derby, who
are one of the largest dealers in the town, both
wholesale and retail, state that at present sales
are only just moderate. They handle principally
Gramophone, Twins, Zonophone and Pathe, both
in machines and records, and they have recently
taken up the Klingsor machines.

At Charles Foulds, in Irongate, Derby, who
concentrate principally upon Gramophone and
Zonophone goods, J. C. Threlfall, the manager,
states that the past September and October
months have been exceptionally good with him.

T. Kay, of 14 Sadler's Gate, Derby, handles a
good range of both cylinder and disc records, and
although not dissatisfied with past results, he
anticipates an altogether better trade when the

^XCEUSIOR ]y|ACHINBS

EXCEL EVERV OTHER MACHINE

A trial will convince you of this statement Not the Cheapest — But^ — The Best

This season's demand
more than doubles the
previous two years
taken together.

Our LOUD -TONE- SOUND-
BOX is considered by
Experts THE BEST that
ever has been brought on
the market.

Model XII.

Once you have stocked EXCELSIOR MACHINES you will never be without them, because
THEY GIVE THOROUGH SATISFACTION and ADVERTISE THEMSELVES.

COLOGNE-NIPPES (Germany)

121 Niehler-Kirchweg

Write at once for Free Catalogue to

Excelsiorwerk, Ltd.

or

London, Eng., 45 City Road

26

THE TALKING MACHINE WORLD.

FROM OUR LONDON HEADOUARTERS-(Continued.)

railway works resume their full activity.

John H. Roberts, The Arcade Music Stores,
handles Gramophone, Zonophone machines, etc.,
and in disc records, Gramophones, Zonophones,
Twins and Bekas, while at the same time keeping
a good stock of cylinder goods. Summer trade
has been just moderate, but he hopes that In
the near future sales will very considerably in-
crease.

We have recently seen a new type of machine
that is about to be placed upon the market by
Mr. Powell, Alexandra Works, Morledge, Derby.
Several improvements have recently been made
and various patents been taken out by him, es-
pecially in connection with sound arms, etc. In
using this patent sound arm a small horizontal
bar is fitted slightly behind the axis of the turn-
table, and upon this bar the sound arm rests
while traveling along the bar by means of two
small wheels. The object of this is to enable
the needle in the sound box to travel across the
record in a perfectly straight line, instead of a
circumferential line, governed by the axis of the
sound arm.- To obtain this movement, the tone
arm is designed with a horseshoe attachment to
lift the sound-box on and oil the record in the
usual way, and the connections are such that
they are air-tight and work upon a universal
movement in each case, so that whether the
needle is at the outside or the inside of the
record, there is no loss of tone, and each move-
ment harmonizes with the next one in propor-
tion. The usual type of motor is used with this
machine, and the front is fitted with a double
fall movement to open or close the cabinet. This
invention may be used with or without a horn,
and in either case gives exceptionally good re-
sults. We understand that Mr. Powell's patents
and inventions will be put upon the market short-
ly, and good business is likely to result from
them.

For those of our readers who remember ma-

chines like the "Pathe Perfecta," Mr. Powell's
arrangement (as far as the traveling of the
sound-box is concerned), resembles somewhat the
well-known "Orpheus attachment," which was
supplied by Pathe Freres to their phonographs a
few years ago.

MANCHESTER NOTES.

Manchester, Dec. 4, 1908.
Since writing our notes for the November issue
of The Talking Machine World the cotton strike
has ended. Cottonopolis is now beginning to re-
sume its normal condition, but the mills will not
be running full time yet awhile. It may be sev-
eral weeks before the full complement are at
work. Nevertheless, in the course of a month
we hope that the effect of this dispute will be a
thing of the past. From the latest figures given
the loss in wages has been approximately £900,-
000 ($4,500,C00), besides which, trades union
firms have suffered to the extent of £200,000
($1,000,000). Needless to say, it will be some
considerable time before the talking machine
trade resumes the conditions that were expected
from it during the present months. Trade gen-
erally is, without a doubt, very slow. Approxi-
mately, only about one-third of the business is
being transacted that was generally expected, but
a very optimistic feeling exists in the trade that
things will brighten up at the beginning of the
new year.

The new Edison "Amberol" records are being
well taken up by the trade, and appear likely to
result in good business from those who already
own the larger size of Edison phonos.

At Messrs. Duwe's, in High street, business is
reported as moderate. Mr. Duwe has every hope
that in the next few months trade will brighten
up very considerably.

Messrs. Burrows Si Co. state that, although
business has been somewhat flat, it has picked up

considerably during the past few weeks. They
have done very good business with the "Apollo"

machines, for which they are wholesale agents,
and their own specialties, the "John Bull" disc
machines, and the "Bull Dog" needles, which are
in good demand.

Messrs. Richardson's, Shudehill, are pushing
very extensively the new^ "Amberol" records and
attachment, their faith in both being unlimited.
Hitherto, as Mr. Geddes puts it, the ordinary
cylinder records have been far too short, but the
new record at once remedies this defect, as one
record contains as much music as two of the ordi-
nary size; besides which, the price being only Is.
6d., it is a saving, not only of half the space that
two records would take up, but also of 6d. if the
purchaser had to buy two distinct records.
Messrs. Edison's agreements are coming in very
freely at Messrs. Richardson's, and altogether
they expect large business with this particular
article.

We understand that Brown Bros., of London,
and Deansgate, Manchester, will make a special
display of Zonophone machines and records, and
ako of Edison machines and records, during the
forthcoming season, in which they expect to do a
large business.

nVERPOOL NOTES.

Liverpool, Dec. 4, 1908.
Liverpool, like many other towns in the North
of England, is suffering from a very general de-
pression. Customers wanted is the requirement
of most of the traders, and although in some
cases orders are obtained from the smaller re-
tail houses, money is very tight. There is no
doubt whatever but that where a sale is effected
in talking machines it is a good one, fairly high
in price; but for the moderate and lower price
goods there is scarcely any demand at all. About
one-third of the business is being transacted this

"CLARION"

FULL-LENGTH 10-in. DOUBLE-SIDED

CYLINDER RECORDS PHONO. CUT DISCS

Money-Makers

All Jobbers and Dealers should get into
touch with us. We can interest you

The Premier Manufacturing Co., Ltd.

81 CITY ROAD, -:- -:- -:- LONDON, E. C.

Accredited Agents in u. s. A. THc PortlanJ Talkliig Machinc Co.

JOBBERS,

PORTLAND, MAINE, U. S. A.

THE TALKING MACHINE WORLD.

27

year, as against the figures of last season. Here
and ttiere, in an isolated case, we may find one
wlio states that business is good, but it is very
seldom.

The new Edison Amberol records appear to be
making good headway in this city, but there are
a good many who do not altogether agree with
the Edison policy. Some of the traders think
that in restricting themselves to handle one line
of goods only (should something good crop up a
little later), they would be unable to take advan-
tage of perhaps a fine selling line. And, in an
industry which is progressive, one can never
tell what a week may bring forth in the way of
novelties and improvements.

At Thompson, Helsby & Co., although the sea-
son promised well, a little depression has set in,
which they, nevertheless, hope will soon lift.

Archer & Sons have now considerably im-
proved their establishment. A large portion of
the shop has been utilized for the erection of a
gramophone salon, which has been fitted up in an
exceptionally nice manner.

Messrs. Johnson's, the wholesale factors, like
others, are experiencing a little depression, but
hope it is only temporary. Mr. Cundle, of Lime
street and Paradise street, also states that busi-
ness is rather slow.

Cramer & Co., Church street, holding as they
do a large stock, have not experienced quite so
much the depression in trade as some of the
other houses. Generally speaking, trade has held
up very well here.

At Jake Graham's, in Ranelagh street, business
was fairly moderate, but nothing exceptionally
good could be reported.

At the present moment North of England
traders are going through a very bad time. The
crisis is most acute in many cases, and it will
only be by very careful attention (buying just
whatever is necessary for the time being, and
reducing expenses as far as possible), that a
good many will be able to keep afloat. At this
time of the year, when everybody anticipates a
large business to make up for the losses incurred

during the summer months, it is exceptionally
disappointing that the middle and lower classes
have no money to spend. Trade difficulties in
shipping, railway, cotton and other instances,
have reduced the spending power of the wage-
earner to almost nothing, and the consequence
will be that for all goods, such as luxuries, the
effect is felt most severely. As the manager of
one of the leading houses remarked the other
day, in conversation, "It is not because we do not
attend to business, do not circularize our cus-
tomers, or that we have insufficient stock, as
these matters are attended to in every detail";
but the fact remains that customers, who hitherto
would buy five or six records at a time, purchase
now, in many cases, only one or two at the ut-
most, saying they cannot afford more.

HALIFAX NOTES.

Halifax, Dec. 5, 1908.

Trade appears to be in a very poor condition
in this locality. In nearly all cases throughout
the district short time is the general rule in
the various mills.

Priestly & Sutcliffe, George street, the well-
known gramophone agents, say that so far they
cannot complain, all things considered. Appeal-
ing, as they do, to the very highest class of
people, they have done a very good business with
gramophone goods, and especially with "Celeb-
rity" records. They are giving recitals during
the winter months at the Cafe Royal, on Satur-
day afternoons and evenings. This being the
leading cafe in the town, it is patronized by the
nobility, and in consequence not only a good
advertisement has been secured, but many sales
have resulted therefrom.

The business of I. Smith & Co., of Albion
street, is in progress of reorganization. A deed
of assignment has recently been made, and we
underetand that Mr. Smith made an offer for the
business.

At the "Phono Supply Stores," in Woolshops,
Mr. Stoddart informs us that he is making a

special push of the new "Amberol" records, and
expects good business during the present season.

Mr. Grey, Commercial Road, reports business
as rather slow. Pathe discs and Edison goods
are his leading lines for the time being.

A. Senior, of Market Hall, the well-known
music dealer, states, like others, that business is
very quiet, the present winter trade being rather
disappointing.

A good deal of dissension appears to exist in
the district regarding the new Edison agreement.
It is apparently not liked at all, and the chief
obstacle appears to be that dealers observe that
insufficient time is allowed them to clear out
their existing cylinder stock. Furthermore, now
that the Clarion Co. are, we understand, intro-
ducing a similar record, agents feel loth to sig'n
this agreement, because they do not know what
the future will -bring forth; and the feeling is
that if they tie themselves up with any firm upon
the lines suggested, it will act detrimentally
against them in the future, should anything
better crop up.

Altogether, it does not appear that the agents
in this district are desirous of jumping at agree-
ments of this nature.

MANCHESTEE NOTES.

Manchester, Dec. 2, 1908.
Trade with the Colmore Depot is at present
being stimulated by the demand for Amberol rec-
ords and for the Edison machine equipments for
playing same upon existing machines, the general
opinion being that these records will fill a long-
felt want, both as regards length and clarity.
Manager Prank S. Whitworth adds: "Zonophone
machines are also going strong, it being gener-
ally admitted that excellent results are obtained
from these machines, fitted as they are with a
gramophone exhibition sound-box."

Failure does not come through making mis-
takes, but in refusing to learn by mistakes how
to avoid them.

The Best Disc In the World

The Largest and Most Comprehensive
. Repertoire in

German

Danish

English

Arabian

French '

Turkish

Italian

Chinese:

Russian

Swatow

Polish

Guakau

Spanish

Pekinese

Portuguese

Shansinese

Hungarian

Kiangnanese

Dutch

Cantonese

Tamil

Malayian

Burmese

Hindustanee:

Urdu

Marathi

Gujarathi

Hindi

Tarsi, and 15
other dialects.

REPERTOIRE ALWAYS UP-TO-DATE

For terms, etc., apply to

Beka Record, G.m.b.H., 75-76 Heidelberger Strasse, Berlin

Sole Agent for Great Britain and Irelajid :

O. RUHL, 77 CITY ROAD, LONDON, E. C.

28

THE TALKING MACHINE WORLD.

sfecial-fabrik:

CARL SCHROETER

BERLIN S 42. PRINZESSINNENSTR. 21

REVIEW OF BERLIN CONFERENCE.

An Interesting Chat With Paul H. Cromelin
Regarding the Proceedings at the Interna-
tional Copyright Conference — Suggestions or
Recommendations for Royalty to be Paid on
All Compositions Hereafter — This, However,

• Is Subject to the Legislation of the Different
Countries.

After a hurried trip to ^YasllingtoIl, D. C, im-
mediately on his return from Europe, November
20, Paul H. Cromelin, vice-president of the Co-
lumbia Phonograph Co., General, got back to
New York November 30. Chatting with The Talk-
ing Machine World relative to the copyright sit-
uation and the work of the International Copy-
right Conference in Berlin, Mr. Cromelin said:

"As you know my main object in going to
Europe was to complete a deal which will greatly
extend our business and enlarge our operations
abroad. I had to leave on short notice and had
no intention when going of getting into the
copyright fight at Berlin. After closing up the
business in hand, however, I proceeded to Berlin
and remained all during the session of the con-
ference. There were no open meetings and none
but accredited delegates were permitted to attend.
Newspaper men were excluded and no official re-
ports reached the public, except such occasional
items as appeared in the paper which is the
recognized organ of the German administration.

"America was not a party to the conference,
although our government was represented by
Thorvald Solberg, register of copyrights, and Mr.
Orr. third secretary at the American Embassy,
Berlin. These gentlemen, like representatives
from other governments, which are not members
of the International Union — Russia, Holland and
others — ohserved the proceedings, but had no
plenipotentiary powers.

"There was a great line-up of various interests
— publishers, composers and those firms seeking
to change the law on one side and manufacturers
of mechanical musical instruments on the other.
The interests were greatly diversified. Having
our own establishments and factories in dif-
ferent parts of Europe, we co-operated with the
other European firms with a view to bringing
about as good a compromise as possible. The
conference discussed a great many matters re-
garding extension in the copyright principle
and various desirable changes in the interna-
tional regulations. The only great fight was pre-
cipitated on the proposals to change the laws in
respect to the use of copyrighted matter by the
makers of mechanical musical instruments.

"A great many memorials were sent into the
conference by the various interests and the dele-
gates had a rather hard time deciding upon
their course. Under the original proposals made
by the German Government and which were the
basis for the discussions, it was the intention
to grant to the owners of copyright now sub-
sisting and those taken out In the future the
right to exact a tax from the manufacturers
of mechanical musical instruments for every
record made of their compositions. This was
qualified by a provision that if the author had
used or permitted the use of his work for the
purpose of mechanical reproduction any third
person was to have the right to claim the
privilege on payment of a reasonable compen-
sation. It being left to the legislatures and the
courts to decide in case of dispute what was to
be a reasonable compensation.

"The principal effort on the part of the manu-
facturers was to prevent the law working re-
troactively, their contention being that only
pieces published In the future should be affected;
and I hey wanted to obtain some practicable

scheme for compulsory license as regards the
royalties to be paid on new compositions and an
international agreement on this point which
would insure like action in the various countries
of the Union instead of having the law different
in each country.

"As there had to be unanimity of action it was
most difficult to reconcile the conflicting in-
terests. Italy, striving to grant full and com-
plete protection to her composers, was working
to cover not only pieces published in the future,
but also those in which copyright still subsisted.
She opposed any scheme for compulsory license.
Germany, on behalf of her manufacturers and
great export interests, insisted that the compul-
sory license was an absolutely necessary feature
of any change in existing law. The whole Ger-
man trade was aroused and when they realized
what the change in the law meant the greatest
pressure was brought on the government and
delegates to modify the proposals. The result
was a compromise which, though perhaps not
entirely satisfactory to anyone, was, from the
standpoint of the industry, in every way better
than what was originally intended to be carried
throug'h.

"Up to the time I sailed for America, November
14, nothing official had been announced. The re-
vised text has, however, recently reached this
country, and is practically as was exclu-
sively outlined in The Music Trade Review.
By its provisions everything which has
been heretofore lawfully used on a mechani-
cal musical instrument in any country of the
Union remains free forever, notwithstanding that
copyright still subsists in the composition. On
pieces published after the convention goes
into effect, and on all which have not been used
to that date, the composer is to secure mechani-
cal reproducer rights. As the congress could not
bring about an agreement upon an international
arrangement as to compulsory license, they added
a provision leaving to the legislatures in each
cotmtry the right to limit or add such condi-
tions to the new rights as might be deemed ex-
pedient. The revised text of article 13, which
now appears complete for the first time, is as
follows:

"'Article 13: Authors of musical works have
the exclusive right to authorize (1) adaptation
of these works to instruments serving to repro-
duce them mechanically; (2) public execution
of the same works by means of these instru-
ments. Reservation and conditions relative
to the application of this article may be deter-
mined by the domestic legislation of each country
in that which concerns it, but all reservations
and conditions of this nature shall only have an
effect strictly limited to the country which shall
have established them. The provision of sec-
tion 1 has not a retroactive effect, and conse-
quently is not applicable in a country of the
Union to works which in this country shall have
been legally adapted to mechanical instruments
before the puttin,g in force of the present con-
vention. Adaptations made in virtue of sections

2 and 3 of the present article and imported with-
out authorization of the parties interested into
a country where they would not be legal may be
seized there.'

"The convention is to be ratified before July
1, 1910, and to come into force three months after
the exchange of ratifications. As matters now
stand we have established the principle in the
countries composing the Union that pieces once
lawfully used are to remain free; and as regards
the new rights to be granted to composers which
will be confirmed by new legislation we must
convince the members of the committees having
the preparation of the bills in charge of the in-
expediency of any law which does not embrace
some practicable compulsory license clause, and,
especially in view of the contracts already made,
which will turn these industries over to a single
group if the compulsory license clause is
(jmitted."

TALKERS AND AEROPLANES.

Notable Contributions of Professor Bell Set
Forth by Sir J. H. A. Macdonald — Letter
from Mr. Henry Cowen, of Berwick-Upon-
Tweed.

Berwick-Upon-Tweed, Eng., Dec. 2, 1908.
Editor Talking Machine World, New York.

Dear Sir: Betiwee talking machines and
aeroplanes there may be a s^reat gulf fixed, but
it may interest your readers to know that the
fertile brain of the inventor of the telephone
had apparently long years ago considered the
subject which is now perplexing the thinking
powers of various grades of humanity. Under
the auspices of the Edinburgh Engineering
Students' Society a lecture was given a few even-
ings ago by Sir J. H. A. Macdonald, himself an
inventor and a prominent la^^'yer, being Lord
Justice Clerk of Scotland. The lecturer dealt
with great inventions, such as the discovery of
steam power, the telegraph, telephone and phono-
graph, and remarked that Professor Bell had
stated to him that a time would come when
mails and 'passengers would be conveyed by
aeroplane, and that this mode of locomotion
would be worked on a large scale with time-table
accuracy. (Time-table accuracy seems to leave
some doubt in the average man's mind with re-
gard to punctuality! ) It is also attributed to
him that he was of opinion that no fuel or
other means of raising power would be carried
(by flying taachines, but that electric motors
would obtain their current in a wireless man-
ner or by means of an electrode fashioned to
draw the electricity from the atmosphere. Dr.
Bell's idea seems to have been that electricity
was always accumulating and continued to do so
until a thunderstonn relieved the atmospnere
of the charge. Should such a scheme ever ma-
terialize electric disturbances will become a
thing of the past.

A remark made by Sir J. H. A. Macdonald
might with advantage be made a note of by
cranks and others in the talking machine in-
dustry, viz: "If there is any lesson tau.ght by
the history of science on material things and
their powers, it is that divorce between abstract
and practical science is disastrous to progress.
There has been a tendency for the student Ol
abstract science to think his discoveries are final
and that practical men should take his advice."

WhUe mentioning the city of Edinburgh I would
like to add that I was present at an interesting

FLURSTEDT
bei Apolda i. Th., Germany

E. SAUERLANDT

CHEMISCHE
FABRIK

The largest manufacturing plant in the world devoted
exclusively to the manufacture of Master Waxes for

Gramophone and Phonograph Recording

Sole Manufacturer of

Sauerlandt's Material for Hard Moulded Records

Attention paid to the Mannf;u tiiri'
of liny S|)i'ciiil Mntorial.

Master-Wax

A1,K

M .\TK KM A LS I'ROTKCTKK
HY P.\TKNTS.

THE TALKING MACHINE WORLD.

29

experiment with a new disc record. There used
to be a saying that it tool?; ten men to malse a
pin, and on this occasion it took twenty-three
men to ma'ke a disc. The experiment was a great
success, and more will be heard of the process
whieb will probably have no inconsiderable ef-
fect on the disc trade. It has been said that
canny Scots are prone to look after their
"siller," but it goes to show the interest taken
in a scientific experiment when a request to
look into a new form of disc was responded to
by- the superintendent of a large factory de-
tailing the twenty-three men mentioned to rig
up plant to do what was necessary accompanied
by a refusal to accept any remuneration. Yours
very truly,

Henry Cowen.

FOREIGN INTEREST IN ELECTION

Aroused by Records Made by Messrs. Taft and
Bryan Sent Abroad — Taft Records Adver-
tised as Bearing Speech of Next President of
United States.

The talking machine has this year been instru-
mental in causing Europeans to take a decided in-
terest in the contest of Messrs. Taft and Bryan
for the presidency of the United States. There
was a surprisingly heavy demand for all the rec-
ords from abroad and especially Great Britain,
and upon Mr. Taft's victory his records were
widely advertised as being those of the next Presi-
dent of the United States. Never before have the
British exhibited such interest in our election as
this year, when the result was watched with in-
terest. Previous to the entrance of the "talker"
in the campaign, our election was looked upon
abroad as a matter of small international mo-
ment.

In advertising the Taft records after election,
T. Edens Osborne, the prominent factor of Bel-
fast, Ireland, said: "An up-to-date electioneering
method! Not by any means the least important
of the potent influences which contributed to Mr.
Taft's victory on Tuesday was that produced by
the faithful, clear, loud, and distinct reproduction
of seven of his political speeches, which he per-
sonally dictated to the 'talking machine,' and of
which records were made."

GREAT VICTROLA DEMAND.

Louis XV. Style XX Reduced in Price to Supply
Call for Style XVI — Louis F. Geissler's
Cheery Report.

In an effort to partially relieve the pressing
demand for style XVI. Vietrola, selling at $200,
and which they are unable to meet In that par-
ticular style, the Victor Talking Machine Co. on
December 1 announced that, at a severe loss to
themselves, they have reduced the price of the
Louis XV. style XX from $300 to $250 list.
The company only had 275 of the style XX Vic-
trolas on hand when the reduced price was an-
nounced, and only distributers who make their
wants known at an early date can have them
supplied. The Victor Co. state that the shortage
is due to the fact that distributers and dealers
did not anticipate their wants far enough ahead.

In regard to the announcement, Louis F. Geiss-
ler said: "We have to-day practically sold every
Vietrola we can manufacture up to February 1,
1909, and will not be able to deliver one-half the
Victrolas, now in order for shipment, prior to
Christmas. As we have but 275 of the style XX
finished, on hand at present, these will no doubt
be hurriedly taken up by our distributers, and
in consequence if they wish to have any of these
on hand to help out during the holidays, they
must give the matter immediate consideration.
The same percentage of discount to both dis-
tributers and dealers will prevail upon the $250
price as applies to Victrolas generally.

The Zed Co., former jobbers of Zonophone
goods in the Greater New York territory. New
York city, has complied with the legal formali-
ties, and on December 2 was dissolved.

CONDOR

is the

Only Needle in the
World having

Each Point
Warranted

therefore

Best Reproduction

No Ruin of Record

Sole Manufacturer

Jos. Zimmermann
Needle and Pin
Works

AACHEN, - GERMANY

DETROIT'S BUDGET OF NEWS.

Grinnell Bros. Pushing the Victor Line in a
Vigorous Way — The Auxetophone for Hotel
Pontchartrain — Manager Johns Sells Colum-
bia Records by Telephone.

(Special to The Talking Machine World.)

Detroit, Mich., Dec. 10, 1908.
Grinnell Bros.' music house has been pushing
the Victor and Vietrola in a way that has at-
tracted a great deal of comment and which has
brought considerable business. One of the $500
Auxetophones was placed in the Hotel Pont-
chartrain and is now being used in connection
with the dining-room orchestra to the delight
of the guests of tne fashionable hostelry. The
talking machine was secreted among the palms
behind which the orchestra plays. A few nights
ago when the innovation was introduced the
orchestra began playing the opening measures
of a familiar grand opera aria and then the un-
mistakable voice of Caruso was heard. It was
the Auxetophone. In this manner all of the
vocal celebrities are being accompanied, to the
delight of the patrons of the hotel. Of course
this is accompanied in the papers by big display
advertisements: "Great iSingers at the Pont-
chartrain."

Max Strasburg, manager of the Grinnell Bros.'
talking machine department, says tht business is
good, and increasing every day. Of the new
Amberol records of the Edison people, he said
that the only difBculty is in getting the new
product fast enough to supply the demand.

Kenneth M. Johns, of the Columbia Phono-
graph store, reports good business conditions,
and in discussing the trade told of a new way
be has sometimes of letting regular patrons hear
the new records as they come in. There are
some buyers wiho buy many records and want to
know what the new catchy things are like, and
Mr. Johns gets them on the line and lets them
hear the new production over the telephone.
There is an agent of the company up in a rural
district who does considerable business with the
farmer trade on records, and he adopts the same
method through Mr. Johns. There are about ten
farmers on one line in one rural community
and they all get on the line at one time and hear
some of the new records.

LANDAY BROS.' NEW QUARTERS

At 27 West 34th Street Will be Conducted In
Addition to Their Fifth Avenue Establish-
ment.

Leasing premises at 27 West 34th street, New
York, November 25, in three days Landay Bros.,
the Victor distributers, 400 Fifth avenue, opened
a new salesroom, complete in every respect. The
No. 2 store, which is in the heart of the new
shopping and music center of the metropolis,
was remodeled and redecorated in record time,
while a fresh Victor stock, a line of handsome
cabinets and other requisites of a first-class re-
tail establishment were installed. The place has
splendid, deeply-recessed, double window space,
which is made the most of for display purposes.
The color scheme of the interior, running back
a hundred feet, is a warm red, with three demon-
strating booths in the rear. Soft rugs cover the
parquet floor, and a uniformed colored boy stands
ready to open the door for incoming prospects
and visitors. B. Feinberg, recently proprietor
of the Victor Talking Machine Shop, and pre-
viously a partner in the Western Talking Ma-
chine & Supply Co., Chicago, is managing Landay
Bros.' new Victor salesrooms, assisted by Mr.
Ellis, also from the Windy City.

Any ordinary salesman may sell talking ma-
chines, but that is not what your employer de-
sires. He wants the sale made, of course, but
furthermore, he wants that customer made, and
to effect that, means that the customer must be
waited on properly and the salesman must make
such an impression that the customer will come
again and call for him by name.

THE TALKING MACHINE WORLD.

30

WITH THE TRADE IN CINCINNATI.

A Better Tone to Trade — High Priced Goods in
Best Demand — Wurlitzer Co. Reports Short-
age in IVIachines — Auxetophone Placed in the
Hotel Sinton — Milner Music Co. IVlal<e Ex-
cellent Report — Trade With the Columbia
for the Past Four Weel<s Exceeds Expecta-
tions— Dealers as a Whole Are Most Optim-
istic and Look Forward to a Big Holiday
Trade.

(Special to The Talking Machine World.)

Cincinnati, O., Dec. 7, 1908.

The talking machine trade is reported to have
made a fair showing during November. The
dealers expected that a better tone to trade
would follow the election, and in some respects
their hopes were not in vain. The better class
of buyers, however, seem to have shown the
stronger hand. This leads the dealers to say that
they are not so hopeful of the business being
good in the cheaper grades of machines until the
winter shall have passed over. They recognize
that there are still many unemployed and that
those who are being re-employed have back debts
to pay before they can buy luxuries again. The
outlook for this cheap class of buyers is not so
reassuring and the dealers are turning their
attention to the higher priced trade. This class
gave the dealers during November about all that
they had to do. The prospects for this month
are along the lines of the past month, the de-
pendable trade being the better class of buyers.
These are expected to make the volume of trade
normal, but should they fail to materalize the
prospects for a large holiday trade are not so
bright. The local dealers are not letting up in
advertising, trusting to this to inject additional
life into the situation.

The Wurlitzer house reports a shortage in ma-
chines, which was accentuated by the demand
for them last month. The firm hope to be able
to fill all orders promptly this month. The Red
Seal trade for the past month is said to have
been very good. The cheaper class of trade was
not so good. Manager Dittrich, of the talking
machine department, states that the holiday trade
with his department is usually very large, but as is
rather dubious as to the prospects this year.
The firm is carrying on a big campaign of ad-
vertising, hoping to add spirit to the trade. Man-
ager Dittrich has sold a magnificent Auxeto-
phone to the Hotel Sinton, this city's leading
hostelry, which is now installed in the grand
cafe. The orchestra plays in conjunction with
the Auxetophone. This is the second installation

of expensive instruments by the Wurlitzer house
in the leading hotels of the city. Manager Ditt-
rich calls attention to the "hurry-up service" of
the Wurlitzer house which is filling an important
place in the rush of holiday orders. An instance
of the quick work done was cited. A "rush"
order was received after working hours and the
manager was the only one left on hand to fill it.
So he made the order up himself, went to the
train with it, and he says that the dealer was
much pleased the next morning when he found
the expressman rattling at his door with the
goods. Manager Dittrich is a great believer in
the effective influence of Saturday evening con-
certs given by the dealers, and is advising all
of them to keep them up, as they create interest.
The Wurlitzer house will make a change in the
locations of the various offices of the firm this
month, placing the offices of the different de-
partments all on the fourth floor of the building.
At present several offices are on the basement
floor, others are on the ground floor and others
on the third floor, while the fifth floor has one
or two. All these will be grouped together on
the fourth floor. The only office not on this floor
will be Mr. Howard Wurlitzer's office which will
remain on the first floor.

The Milner Music Co. report a fair November
trade, and express confidence in the December
outlook as a whole. The call for records and
for machines should be of good proportions,
thinks Manager Strief, during the month and
especially for the holidays. This enterprising
store put in a piano department a short time
ago, but it remained for November to see the
placing of a manager in charge of it to make
business get a move on. The number of sales
made is pleasing to Manager Strief, who is in
charge of the entire store. The manager of the
piano department is Walter Timmerman, for-
merly of the Wurlitzer house. He is a capable
salesman. The report for the souvenir card de-
partment of this store is a good one. The present
month with its Christmas calls for cards is ex-
pected to make a record for the numbers sold.
The sheet music feature of the business was very
large for November in volume of business.

Manager S. H. Nichols, of the Columbia Phono-
graph Co., reports a tine November trade in
records and in machines. The wholesale end
showed a decided gain over the good record for
October. The call for the new double-disc and
indestructible records was up to Manager Nichols'
expectations. The dealers took to them in re-
sponse to a splendid call from buyers. The call
for the Columbia high tension reproducer was
another feature of the trade of the past month.

The outlook for the present month is good, from
Mr. Nichols' point of view. He finds the dealers
more hopeful of the prospects for a fairly good
December trade, and says that the holiday de-
mands will aid materially in disposing of
stock. The local retail trade did fairly well
last month. "The situation here is not yet as it
should be, caused by the large number of people
out of work. But these are growing less each
day and better things are in store for local
dealers next spring. At present the high class
trade is looked to to keep the dealers busy during
this month," added Mr. Nichols.

AUXETOPHONE FOR EDEN MUSEE.

The Victor Distributing & Export Co. Sell One
of These Instruments — To be Used in Con-
nection With the Full Orchestra.

V. W. Moody, for the Victor Distributing &
Export Co., New York, recently equipped the
Eden Musee, famous for its wax works collection
and a favorite pleasure resort for visitors to the
metropolis, with a Victor Auxetophone to be used
in connection with the lull orchestra. Its in-
stallation has proved a marked success, and will
doubtless be a card for the V. D. & E. Co., and
lead to other sales.

HTIGATION OVER DOUBLE-DISC.

About two years ago A. N. Petit, known as an
inventor of talking machine devices, brought
suit against the American Graphophone Co., New
York, for alleged infringement of his patent. No.
749,092, in which he claimed to have invented
certain improvements for the making of double-
face sound records. The case has lain dormant
until November 13, when it was up ibefore Judge
Cone, United States Circuit Court, New York
City, on a motion by the defense to limit the
time for taking testimony. On the complainants
agreeing to commence the examination of wit-
nesses at once the defense withdrew the motion
without prejudice. One half of this patent was
originally assigned to F'. M. Prescott, since re-
tired from the business, and well known in the
trade here and abroad. The same contention
has been before the German courts for years,
the decisions rendered being in favor of the
Columbia Co.

CASE TAKEN TO COURT OF APPEALS.

An appeal has been taken to the Court of
Appeals, the highest tribunal in the State, from
the decision of the Appellate Division of the
New York Supreme Court, second department, in
the memorable case of the New York Phono-
graph Co. against S. B. Davega, New York city,
and over 300 other Edison jobbers and dealers.
The opinion, which was unanimous, dismissing
the suit for lack of jurisdiction, was handed
down June 5, and six months are given to file
a motion for a review, the time having just ex-
pired. The case in the Federal courts has not
been reached on appeal.

WARNING AGAINST "DUBBERS."

A cautionary circular, warning the trade
against the purchase of so-called "dubbed" rec-
ords of a number of their famous reproductions,
was issued by the Victor Talking Machine Co.,
Camden, N. J., November 21. The indicted rec-
ords are claimed to be "made from mother rec-
ords imported from foreign countries."

KOHLER & CHASE CUT RECORD PRICES.

(Spi'fi;il t(i Tlio TalUiiis Macliiue WolUI.)

San Francisco, Cal., Nov. 20, 1908.
In Sunday's newspapers Kohler & Chase boldly
announce a reduction on ten-iucli disc records,
single face, from sixty cents to thirty-nine cents
retail. They do not state whose records they
are, and those at all familiar with their stock
are making a pretty good guess as to the name
of the manufacturer and merchandise, the sale
of which is licensed under signed contract. A
half double column in bold type tells the story.

THE DIAPHRAGM IS KING

Everybody Indorses our

WOOD DIAPHRAGM

for Cylinder Reproducers

PRICE, including Cross Head and Link, $1 EACH.

NORCROSS REPRODUCER WITH WOOD DIAPHRAGM FOR INDESTRUCTIBLE RECORDS, $5.00

NORCROSS PHONOGRAPH COMPANY

New Lang Building, 662 Sixth Avenue
== NEW YORK CITY ==

THE TALKING MACHINE WORLD.

31

COLUMBIA CO;S NEW POLICY.

Jobbers and Dealers Given Exclusive Selling
Rights — Plan a Great Success, Says Geo. W.
Lyie, General Manager of the Columbia Co.

this an important factor in establisliing and
maintaining our new selling proposition."

The Columbia Phonograph Co., general, have
recently adopted a new policy in connection with
the sale of their goods, and reports from all over
the country indicate that the new move is prov-
ing very attractive to jobbers and dealers. In a
general way, George W. Lyle, general manager
of the Columbia Phonograph Co., said: "The
company's new policy differs from that of other
talking machine manufacturers in that in estab-
lishing jobbers and dealers exclusive selling
rights are given them, so that for the first time
in the history of the business jobbers and deal-
ers are in position to secure for themselves the
benefit of any business their advertising, energy-
and enterprise produces instead of dividing it
with other dealers who are always willing to
come into the game and handle any line of goods
after someone else has made the market."

In inquiring for further particulars of this ad-
mirable arrangement, Mr. Lyle spoke more spe-
cifically to The World, as follows: "The best
and most profitable method for marketing our
product has never ceased to be a live issue with
us and we have devoted much time to the prob-
lem. Different plans have baen tried out, as you
know, with the changes and developments in the
talking machine trade that have taken place in
recent years, and naturally new selling methods
have been recommended from time to time. The
result has been that about October last a definite
policy was outlined for Columbia jobbers and
dealers. Although simple of execution it elimi-
nates nearly all the troubles which the trade
have complained of for many years.

"The plan, warmly approved wherever consid-
ered and which has led to the creation of many
representative jobbers and dealers in all parts
of the country, is substantially as follows:

" 'First. — The appointment of exclusive jobbers
or distributors in exclusive territory. This
meaning that but one distributor is appointed
for a given territory; to him are referred all in-
quiries and orders from the territory; no other
jobber is allowed to sell goods within the de-
scribed territory, and, further, and most im-
portant, an agreement is signed on the part of
the jobber himself that he will not sell our prod-
uct outside of the territory which is allotted to
him.

' 'Second. — This same plan is extended to the
dealer, who is given an exclusive territory in
which he has the exclusive handling of our
product at retail in the territory which is as-
signed to him.'

"By this arrangement both the jobber and the
dealer enjoy the advantages and business created
by our extensive magazine and newspaper adver-
tising, as well as our other means of publicity in
their exclusive territory, and at the same time
are protected against the establishment of de-
moralizing competition after the trade has been
developed by their energy and enterprise in any
particular field, which heretofore has been one
of the great drawbacks of the business.

"Our exclusive policy, as it may be termed,
contributes in large measure to the success of
the jobber in his chosen territory, and at the
same time makes assurance doubly sure that the
dealer's ability and personal aggressiveness in
the advancement and increasing sales of the
Columbia line will not be interfered with by any
one who merely steps in and reaps the benefit
of his work, and consequently divides the profits.

"The discontinuance of our seven and ten-inch
single face records, which have been superseded
by the now famous double-sided records, with a
catalog of about one thousand selections, enables
a dealer to carry a full stock with an investment
of not over $200, and the introduction of the
Columbia indestructible cylinder record abso-
lutely eliminates all loss by breakage in shipping
and handling, a no inconsiderable item, and the
fact that they can be used on any cylinder ma-
chine, of any make on the market, without the
necessity of any additional attachment has made

been succeeded by W. L. Sprague, formerly of
Boston, and more recently of the wholesale de-
partment in New York.

CONFERENCE OF JOBBERS.

New York Men Hold Meeting and Discuss
Matters of Interest.

THE FAMOUS "CONDOR" NEEDLES.

Big,,Demand for This Product Made in Aachen,
Germany.

A conference of jobbers in the Greater New
iork territory was held Thursday evening, De-
cember 10, at the office of the Blackman Talking
Machine Co., 97 Chambers street. New York.
Credits, samples and matters of personal moment
to those in attendance were discussed, warmly
at times. The session, which was of the most
agreeable nature, lasted until 11 o'clock. Those
present were: Lou C. Wilber. manager of the
Regina Co.; S. B. Davega, of the S. B. Davega
CO.; W. S. Moffat, with the Victor Distributing
and Export Co.; I. Davega, Jr., A. H. Jacob,
president of, and A. W. Barkelew, sales manager
of the Jacot Music Co.; J. Newcomb Blackman,
R. B. Caldwell and George C. Blackman, of the
Blackman Talking Machine Co., New York City;
R. H. Morris, of the American Talking Machine
Co., Brooklyn, N. Y. All of these men are mem-
uers of the National Association.

Joseph Zimmerman, Aachen, Germany, is hav-
ing a splendid trade on his famous "Condor"
needles. We learn from a number of foreign
countries that the "Condor" needles are giving
the utmost satisfaction and the German consum-
ers have expressed themselves in the strongest
terms of praise in favoring this particular
needle.

The talking machine men of this country who
have handled the "Condor" needles, also join in
the general praise accorded this product. Mr.
Zimmerman's larger and well equipped factory
is rushed with orders.

PHILPITT WITH WANAMAKER.

NEW MANAGER IN ROCHESTER.

S. C. Philpitt, for several years connected with
the Swisher business in Philadelphia, has taken
an important position in the talking machine
and small goods department of John Wanamaker.

M. L. Bardwell, manager of the Columbia Co.'s
store in Rochester. N. Y., has been transferred
to the company's store in Toledo, O. He has

The big department store of Sibley, Lindsay &
Curr Co., Rochester, N. Y., have added a talking
machine department, and put in a full line of
Victor machines and records.

IMPROVE YOUR SYSTEM

AND

INCREASE YOVR RECORD SALES

BY USING

THE BLACKMAN CYLINDER RECORD TRAY

(Patent Applied for)

A. Record Tray "With Record Label for l^ess Than One Cent

. The BLACKMAN Folding Trays for Cylinder Records are shipped FLAT and can be FOLDED into
STRONG TRAYS in a few seconds, as shown above. This tray, with Rapke Label, makes a handsome look-
ing record stock and a system you can't beat. The labels act as Silent Record Salesman and the customer
can point to the record he wants to hear. Adopt this system and your sales will not only increase but it will
never take more than a few minutes to make up a Record order.

THE BLACKMAN FOLDING TRAY USED IN THE SYRACUSE WIRE RACKS

enables you to carry a large stock in a small space, and also use the Rapke Label. We furnish wire racks at regula^
prices, either wall or revolving style, with opening to accommodate Blackman Trays. See illustration in advertise-
ment of Syracuse Wire Works on page 15 of this issue. Write for prices.

NET PRICES TRAYS ONLY

(.Subject to Change.)

Hold Net per 1,000. Weight per 1,000.
$6.00

No. 2. 2 Records.

" 3. 3 Records. 7.50

" 4. 4 Records. 9.00

" 5. 5 Records. 10.50

" 6. 6 Records. 12.00

60 lbs.
73
87
105
116

NET PRICES RAPKE LABELS

Prices Rapke Labels with Edison numbers and
titles. Domestic Selections No. 2 to 9721,
which includes December, 1908 $3.50

Per month, thereafter (postpaid) payable in
advance 12

Columbia Labels (Domestic), per set 3.50

Note. — Price less than 1,000 same rate.
In deciding FREIGHT or EXPRESS refer to
above weights, and allow for packing.

r niLEi i3t%.a/M.E- LiKj p^aig^ „r Jobber

who writes on business letterhead.

SPECIAL DISCOUNTS TO JOBBERS

Above prices are RESTRICTED and quoted f. o. b. New York. Dealers are requested to buy through
their jobber if he will supply them. If not we will sell direct.

Manufactured by

BLACKMAN TALKING MACHINE CO.

J. NEWCOMB BLACKMAN, Pres. "THE WHITE BLACKMAN" 97 CHAMBERS STREET, NEW YORK

32

THE TALKING MACHIKE WORLD.

COLUMBIA DOUBLE -DISCS

35c.

5 ' *

0 41

COLUMBIA ]

* ■ * :
u ■ [ ^ T)

a ' >

> i • -<

UCTIBLE 1

■ . o

Id s

CYLINDER RECORD /i

THE TALKING MACfflNE WORLD. 33

We Have Conceded Exclusive Columbia
Rights to 539 More Dealers Since Last
Month's Talking Machine World.

Orders and Re-orders from Exclusive Dealers and Jobbers
are Piling in Strong and Fast=And we are Filling Them !

There is no question of more present vital importance to the talking machine and record dealer than that of
exclusive territory rights.

The Columbia exclusive program has the unique advantage of being complete. It leaves nothing to be desired
on the part of the dealer who looks to both disc and cylinder ends of his business for returns on his investment. It
assures the dealer of absolute protection. It gives him a larger profit on a complete, established line of Double-
Discs at 65 cents than is offered him in an incomplete and experimental line at a 16 per cent, higher price. It gives
him a hold on every owner of a cylinder machine in his territory through the splendid line of Indestructible
Records. It is a program that will repay looking into.

Here's how the Double-Disc end of it sums up :

You buy a Columbia Double-Disc for less money than the single-disc would cost you.

And you sell it for more money than that single-disc will bring you.

And it's not only better profit for you, it's double value for the man you sell to.

And the public demand for Columbia Double-Discs is already the biggest thing in the business !

Here's how the Indestructible end of it sums up :

You buy a record you know will be eventually sold to a customer — no loss from breakage, your
investment is always secure. It is not only safer and better business for you but it is extra value
for the man you sell to. He buys records he can't break or wear out — records that have the finest
tone of any cylinder records in the world.

WRITE FOR PARTICULARS OF OUR EXCLUSIVE DEALER PROGRAM

COLUMBIA

Phonograph Company, Genl, Tribune Building, New York

34

THE TALKING IVIACHINE WORLD.

RECORDS OF KAISER'S TALKS.

Dr. Scripture Denies Tliat Germany Has Re-
called Phonograph Records of Ruler's Voice
— Just What Wilhelm Said — Philosophized
on Religion and Paid Tribute to Frederick
the Great — Three Records Here.

The dispatches from Berlin and Washington
that the German Government is anxious to call
in and destroy phonographic records of the voice
of the Kaiser made hy Dr. E. W. Scripture, of
87 Madison avenue, did not cause much concern
to Dr. Scripture this week.

Dr. Scripture was for twelve years director of
the psychological laboratory at Yale University,
and he has heen a profound student of the prob-
lem of the analysis of vocal sounds. He took the
records of the Kaiser's voice for future reference,
caring more for the actual tones of the voice
than for the sentiments expressed.

"If there has been any effort on the part of
the German Government to get back these rec-
ords," he said, "I know nothing of it. I would
be consulted in such case, I believe. The rec-
ords are here and were given to us to keep, and
they are safely filed away."

Dr. Scripture said that be made five sets of
records of the Kaiser's voice. No other records
or reproductions of records exist. One of these
is now preserved in the Smithsonian Institution,
another in the Congressional Library, and a
third in Yale University. The other two have
been kept by the Kaiser.

The first record was an original composition
of philosophical and moral tone. It was spoken
into the phonograph in German. A translation
by Dr. Scripture printed in The Century Maga-
zine is as follows:

"Be brave in adversity. Do not strive for
what is unattainable or worthless; be content
with each day as it comes; look at the good side
of everything; take pleasure in nature and ac-
cept your fellow-men as you find them. For a
thousand bitter hours comfort yourself with a
single happy one; in effort and deed always do
your best, regardless of reward. He who can do
this will be fortunate, free, and independent;
the days of his life will always be happy ones.
He who is distrustful does wrong to others and
injures himself. It is our duty to consider every
person good as long as he does not prove the
contrary.

"The world is so large, and we human beings so
small, that everything cannot center in us alone.
Even when something injures us or something
hurts us, who can know but that it is necessary
for the benefit of the whole creation? Every-
thing in the world, whether good or otherwise,
is the work of the great, wise will of the Al-
mighty and All-knowing Creator, though we

RECORD EXPERT WANTS POSITION

Expert master record maker (cylinder) with
17 years' experience, is open for engagement.
Can take full charge. Has up-to-date recording
method. Thorough mechanic. Address Expert,
care Chicago OflBce Talking Machine World, 156
Wabash Ave.

POSITION WANTED BY REPAIR MAN

Repair man, thoroughly experienced and re-
sourceful, on all machines. At liberty Dec. 21.
Address R. C, care Chicago Office Talking Ma-
chine World, 156 Wabash Ave.

^nBARGAirTSTENVELOPES

For Sale. — Record envelopes eight-inch size,
extra strong, %1 per thousand. Quantities as de-
sired, cash. Address Record Envelopes, 314 Wil-
loughby Building, Chicago.

Experienced Outside Salesman, who made the
mistake of his life, by getting into another line,
wants to get back to the talking machine busi-
ness. Will go to any part of the world. Ad-
dress WICK, care Talking Machine World, 1
Madison Ave., New York, V. S. A.

petty creatures may not be able to understand it.
Everything in the world is exactly as it must be,
and whatever it may be, the good is always the
will of the Creator."

The second cylinder took the record of the
beginning of a speech delivered by the Kaiser at
the unveiling of a monument to Frederick the
Great. Part of Dr. Scripture's translation of
this follows:

"A hundred and fifty years ago Frederick the
Second — already termed the Great by his con-
temporaries— had collected a large part of his
army at Doeberitz, in order to exercise and steel
them for the desperate struggles which his pene-
trating vision foresaw. The period of prepara-
tion seemed to him so important that he was not
afraid to trust his troops to the guidance of his
trained field marshals. Working incessantly,
and forgetting no detail even in the midst of his
large plans, the great soldier-king developed his
regiments for the difficult problems of the Seven
Years' War just breaking out, and formed be-
tween himself and his soldiers the personal ties
that incited the latter to their utmost efforts,
while he imparted his own spirit to his generals,
and so laid the basis for the incomparable suc-
cess that culminated in the victorious conquest
of a world in arms conspiring against him.
Never should we forget these achievements,
never the names of the heroes of that glorious
age."

Dr. Scripture said furthermore, "that he had
originally intended to take records of the voices
of other rulers and had expected to make a rec-
ord of the voice of the Pope along with them.
He abandoned this plan, however, as he was so
beset by talking machine manufacturers that he
was unable' to confine himself absolutely to his
scientific studies."

WURLITZER CO. EXTEND LEASE

Of Their Chicago Quarters — Will Occupy the
Upper Floors as Soon as Tenants Vacate —
This Will Relieve the Congestion Felt for
Some Time.

(Special to The Talking Machine World.)

Chicago, 111,, Dec, 9, 1908.

The Rudolph Wurlitzer Co. have made a new
arrangement with Frederick Fischer by which
its 20-year lease of the property at 266-268 Wa-
bash avenue has been extended for a term of
80 years, making it a 100-year lease. The
original lease covered the period from May 1,
1906. to April 30, 1926. and included the entire
five-story building on the premises, fronting 51
feet with a depth of 172 feet. It called for a
rental of $1,000 a month, the lessee to pay all
taxes in addition. Under the terms of the ex-
tension, the lessee is to pay a net annual rental
of $13,000 from the first day of November last
in monthly installments of $1,083. and is also
required to rent within fifteen years from May
1, 1906, at its own expense a new building to
cost not less than $150,000, The annual rent of
$13,000 is 4 per cent, on $325,000, or the rate of
about $6,350 a front foot. The Board of Review
value the property at $306,675, $30,000 being for
the building and $276,675 for the ground.

As will be noticed the company is not obliged
by the lease to have a new building constructed
until 1921, and in all probability this will not be
done for a number of years. While, of course,
they will carry their own pianos here as well
as in Cincinnati, as soon as the factory at Tono-
wanda, N. Y., can turn them out in sufficient
quantites, this will not be for several months.
It can be stated positively that no definite deci-
sion has been reached as to the matter of estab-
lishing a general piano department here, although
this is a future possibility. In the meantime
the business of the Chicago house along the
present lines has increased to such an extent
as to make increased space absolutely necessary.
This will be done when the leases of the tenants
now occupying the third and fourth floors of the
building expire, which will be on May 1, The
company will then convert these floors to their
own use, as well as the first and second floors
now occupied. This will serve to relieve the con-

gestion on the second floor, where the company's
automatic instruments and wholesale small goods
department are both crowded for room, and will
also enable them to move the wholesale talking
machine department, now at 338 Wabash avenue,
back to their own building. It is needless to
say that to Manager E. H. Uhl is due. in large
measure, the rapid advancement of the com-
pany's interest in Chicago and the West.

PROGRESS MADE IN A CENTURY.

Why It Is a Privilege to be Living in This Age
Set Forth Very I Hum inati vely by John K. Le
Baron in a Recent Issue of The Evening
World,

It is a great privilege to be alive to-day:

The twentieth century offers more to the poor
man than the eighteenth offered to the rich.

From the days of Adam to the days of Wash-
ington was a slow journey.

From the days of Washington to the present
has been an era of magic.

The age of miracles is not past.

It was a journey of many centuries from the
savage in his dugout to the launching of Fulton's
first steamlKiat, the Clermont.

The Clermont to-day would be a joke.

But it set the pace for the marvellous speed
progress of the century.

The Lusitania traces its ancestry to the Cler-
mont, and even beyond, to the little Burlington
steamboat of John Pitch.

The United States had had seven Presidents be-
fore any one ever rode in a railway coach.

It was during the administration of Andrew
Jackson that The Best Friend, the first American-
built locomotive to see actual service, made its
memorable run in South Carolina.

With that event speed became the watchword
of progress.

The year 1844 saw the birth of the telegraph.
That invention gave wings to thought.

For untold ages the worM had known no means
of communication faster than the horse.

The birth of the nineteenth century was coeval
with the beginning of the age of invention.

In the scale of possibilities an hour came to
mean more than days had meant.

Did the magic of India ever rival that achieve-
ment?

Twelve years after the railroad came the tele-
graph.

The miracle of Morse made the railway seem
slow.

It brought distant cities within a minute of
one another.

Was ever such another miracle performed by
man.

The railway and the telegraph wrought com-
mercial revolution.

Methods were changed.

The civilized world experienced a great awaken-
ing.

Thirty-three years after the telegraph came the
telephone.

Wonders were multiplying.

As an inventive marvel the phonograph rivals
the more practical inventions of that century of
Cooper, a Morse, a Gray, a Bell and an Edison.

All Americans but one.

It is a great privilege to live in the twentieth
century.

Could men have foreseen events it would have
been a disappointment to have lived in the slow-
going eras.

We hardly appreciate how much a day has to
offer in this age.

The nineteenth century left a marvellous foot-
print on the sands of time.

C. C. HAWES THE PUKCHASER.

C. C. Hawes has purchased the talkin<; ma-
chine department of the Staples Piano & Music
Co., Portland, Me,

There must be earnestness and sincerity in all
you do and say in making a sale.

THE TALKING MACHINE WORLD.

35

TIMELY TALKS ON TIMELY TOPICS

foreign, a wider and more profitable market will
be one outcome of this radical change in the
future policy of the National Co.

Once more the apparently interminable copy-
right controversy is before Congress again. What
will be the outcome no one seems to be in a
position to know or even venture a prediction
carrying much weight. Elsewhere the work of
the Berlin Copyright Congress is reviewed and
commented upon by a competent authority from
the talking machine point of view, and what the
law-makers at the national capital will be urged
to do in respect to this trade. A new bill has
been prepared by Chairman Currier, of the House
Paitents Committee, which was considered De-
cember 12. No action is expected before the
holidays, and what will occur in the remaining
days of the short session is in the realm of doubt,
with a strong probability that the opposition of
the record and automatic musical instrument
manufacturers will be so strenuous as to compel
the laying over of any inimical copyright meas-
ure to the next or Sixty-first Congress, that con-
venes in December, 1909.

any time, and their originator may rest assured
he will find the trade in a receptive mood.

A double-horn proposition, in connection with
their Edison line, is a novel selling plan intro-
duced by Babson Bros., Chicago. The price does
not conflict with the established figure of the
Edison equipment, and has proven a big business
"puller," especially in agricultural communities.
As may well be paraphrased in this connection,
"A little ingenuity now and then is just the thing
for the talker men" when sales are in question.

The new company referred to in last month's
World as being incorporated with a capital of
over $1,000,000, to manufacture and market a
reproducing point, was not mentioned in a spirit
of sarcasm. Far from it. The World simply
spoke of the enterprise as. one whose reputed
magnitude of capital appeared out of proportion
to the reputed work in hand. The concern in
question, who still decline to wholly reveal their
intentions on account of pending foreign patents,
claim to have invented a method of recording
and reproducing sound entirely new and abso-
lutely different from the practices and processes
now in vogue. In other words, they are san-
guine the present sound-box will be an archaic
device when their inventions are given to the
world. If such is really the case, the sooner the
mysterious veil now concealing this wonder is
removed the better. No one doubts that further
and valuable developments may be looked for at

Mme. Schumann-Heink in an interview with
the reporter of a Berlin paper, stated that she
did not consider New York the chief city ol
American art appreciation, that "it is in the inte-
rior of the United States where the real enthu-
siasm is to be found." For instance, she noted
more enthusiasm at Norway, Mich., where work-
men willingly paid from one to three dollars a
seat than in the city audiences, with their direc-
toire gowns and jewels. Speaking of the sums
paid first-class artists she said that there was
some exaggeration in this connection. She ad-
mitted, however, that her 130 concerts in the
United States in 1907 brought her $1,000 each,
while she received $30,000 for 100 songs, which
she sang for the Victor Talking Machine Co.

On returning from Europe last month, Paul
H. Cromelin, vice-president of the Columbia
Phonograph Co., General, had this to say about
the situation abroad:

"The talking machine business is exceedingly
quiet in Great Britain and Germany. In the
latter country the competition is fierce almost
beyond belief. Europe has felt our depression
here keenly, and in Germany, which has sent
enormous quantities of goods to the United
States annually, the decrease of exports during
the past year has been so tremendous as to cause
alarm. We are the great market of the world,
the most liberal buyers and consumers on the
globe, consequently foreign manufacturers, pro-
ducers and workers are so dependent on us that
any business disturbance in this country affects
them more than they ever dreamed was possible.
The election of Taft to the Presidency, which
means the return of normal conditions and per-
manent prosperity, has given satisfaction abroad."

The official statement emanating from the
National Phonograph Co., the details of which
appear on another page of The World, regard-
ing the discontinuance of their record factories
in Europe and the reasons therefor will be read
with interest by the foreign trade. It is a move
fraught with the greatest importance, and will
doubtless lead to a readjustment of the company's
business abroad that will inure greatly to their
advantage, besides guaranteeing the public a
vastly improved product. As American-made
goods command a readier sale as against the

The name "Amberol," given to the new 4-min-
ute Edison record, was not born until July, and
is therefore only a little over five months old.
It has been before the trade since August and
before the public only since October 1. In that
short time, however, it has become known in the
remotest parts of the United States and Canada,
and scarcely a phonograph owner in those coun-
tries does not know already that the Amherol
record is the newest product of the Edison or-
ganization. The name already has a money
value equal to a small fortune and promises in
the future to he one of the most valuable assets
of the National Phonograph Co., just as the
names Sapolio, Uneeda, Pearline, etc., are worth
millions to the companies controlling them. The
name Amberol is this month being placed before
the British public, and within three months more
it will be a household word in every country

MR. DEALER:

The FIBRE NEEDLE offers you an opportunity to
reach an entirely new class of customers — the kind that want
music — real music — soft, sweet and mellow music.

There is a touch of refinement and delicacy about the

FIBRE NEEDLE

that appeals to the lover of good music — the critic and the
artist.

Why not reach for this class ?

Your jobber will supply your wants; if not, write direct
to us.

B. & H." FIBRE MFG. CO.

208 E. KINZIE STREET CHICAGO, ILL.

36

THE TALKING MACHINE WORLD.

wiere the Edison Phonograph is known. What
a testimony all of this is to the thoroughness
and value of organization and advertising! A
perfect trade organization backed by the expen-
diture of a comparatively small sum of money
has in four months taken an unknown word, ap-
plied it to a new product and made both itself
and the product known to millions of people.
It will be interesting to the trade to know that
the word "Amberol" was originated by no less
a person than Thomas A. Edison. The name he
suggested — ^"Amberol" — won out over a large
number of others that weie suggested by his as-
sociates in the laboratory and the oflBcers and
employes of the Edison works.

The exigencies of the export trade often call
for novel expedients to successfully meet emer-
gencies. For example, the majority of Chinese
dealers or factors are not always competent to
write out their orders for records; or, not hav-
ing the essential chirographic implements at
hand, are not in a position to make their wants
clearly understood by the wholesaler or jobber.
To overcome this diflBculty the Columbia Phono-
graph Co., General, had a special order blank
made up, the Chinese characters being "brushed"
in by the Japanese attache of their foreign de-
partment. The worli was done entirely by hand
and occupied a month in its completion.

In size the original copy is 4% x 2% feet, and
is marvelous in its execution. This has been
reduced to a sheet 9 x 12 inches, and lists 650
records. There are four lines of description to
each selection. The first gives the number; the
second, whether the record is that of a male
voice imitating a female; third, if a male voice;
fourth, if vocal or instrumental. The merchant
can read if not write, and having these blanks
supplied him by the company, he can make out
his order easily and quickly by checking off the
number as well as the character of the record
he wants. This blank solved a vexing problem
and is regarded not only as a happy conception,
but commercially of great value. The original
has been framed and hangs in the office of Ed-
ward N. Burns, manager of the Columbia Co.'s
export department.

Trouble was also encountered in the selection
of colors for record labels. When first entering
the Chinese field, and probably inspired by the
gorgeousness of the imperial banner with its
great dragon, yellow was chosen, and considered
a brilliant idea. On making inquiry it was as-
certained that the use of yellow, excepting by the
reigning family, was prohibited by royal edict;
in short, this color found in the possession of
other than the privileged class merited death.
Red was substituted, and then there was no ob-
jection. In Siam white is sacred to the dead,
and if it had been employed as a label, not a
Siamese would have touched a record. Numerous
other peculiarities in this regard were revealed
as one country after another in the Orient was
entered, and the labels had to be colored in ac-
cordance with traditional customs and preju-
dices.

What is termed a "Certificate for Victor Goods"
has been originated by Arthur D. Geissler, presi-
dent and general manager of the Talking Ma-
chine Co., Chicago, for a Christmas gift. To be
sure, an order for goods current during the holi-
day season is as old as the hills, so to speak.
It relieves the donor of choosing what may prove
undesirable articles, and the worry, anxiety and
time inseparable from this by no means agree-
able task. Well, Mr. Geissler has made a vast
improvement In the form, style and appearance
of this Christmas blank order, which permits

the recipient to buy his Victor machine and rec-
ords at his leisure and according to his own
taste and judgment by presenting it to any Vic-
tor dealer it may be drawn on. Mr. Geissler's
blank is about 8 x Zy^ inches, printed in orange-
colored ink, and with its heavy border, has the
substantial resemblance to a bond; in other
words, like "real money." At any rate, this
method of remembering friends during the festal
season with machines or records — the price in
advance, of course — acceptable and elegant gifts
to everybody, has few equals for convenience and
satisfaction. Dealers who have seen the Geissler
Christmas certificate pronounce it a winner, and
are adopting it in its entirety or something simi-
lar. It is to be recommended.

McWilliams is an enthusiastic young man and a
fine salesman.

A new line of machines and disc records will
be introduced to the trade probably next month,
if not earlier. The machines are made abroad,
with the records manufactured, or at least
pressed, in the United States, and the sound
wave or line is undulating or vertical, or what
is sometimes designated the "up-and-down cut,"
such as is used on cylinder records. The sap-
phire reproducing point is employed. The manu-
facturers avow these goods confiict with neither
the Berliner nor Jones patents, and therefore are
entitled to enter the American market free and
untrammeled, in so far as litigation may be
feared.

CHICAGO PIONEER DIES.

Father of Local Regina Manager Passes Away
— Came to Western Metropolis in 1850.

(Special to The Talking Machine World.)

Chicago, III., Dec. 5, 1908.
Maximian Faber, father of M. J. Faber, Chi-
cago manager for the Regina Co., died at his resi-
dence in this city on November 28 of ulceration
of the stomach. The deceased was 67 years of
age and one of the pioneers of Chicago, having
come here from Treves, Germany, his birthplace,
about 1850. At the funeral services at St. Fran-
cis Church yesterday morning solemn high mass
was celebrated and the ceremony was partici-
pated in by Revs. Peter and William Faber, sons
of the deceased, and the Rev. Father Thiele.
Fifty clergymen were present. The burial was
at St. Boniface Cemetery.

McWILLIAMS APPOINTED MANAGER

Of the Wholesale and Retail Talking Machine
Department of the E. E. Forbes Piano Co.
of Birmingham, Ala.

(Special to The Talliing Machine World.)

Birmingham, Ala., Dec. 8, 1908.

J. W. Lewis, who has been manager of the
wholesale and retail talking machine depart-
ment of the E. E. Forbes Piano Co., has resigned
his position and will be connected with one of
the prominent coal companies, purchasing an in-
terest in the business and assuming the title of
secretary and treasurer.

Mr. Lewis was succeeded by Bruce R. Mc-
Williams, who has been connected with the E. E.
Forbes Piano Co. for several years past as head
salesman in the department. He has also had
wide experience as a talking machine man, hav-
ing been connected with other distributers be-
fore going with the Forbes people.

The E. E. Forbes Piano Co. are extensive dis-
tributers of talking machines, being jobbers for
l)oth the Victor Co. and the Columbia. They
also operate large stores at Montgomery, Mobile,
Anniston, Memphis, Jackson, Rome, Ga.. and
Jackson, Miss. The future of the department is
looked forward to with much interest, as Mr.

The "MELLO-TONE"

is the only PERFECT ATTACHMFNT for modifying
and regulating the volume of sound on any style or size
of TALKING MACHINE or PHONOGRAPH.

Produces Natural Tone

Makes Talking Machines More Musical

PRICE $1.00 EACH

Manufactured by

THE MELLO-TONE CO.

SPRINGFIliLD, MASS.
New York Office and Export Deportment

92 Beaver Street, New York, U. S. A.

GEORGE N. NISBETT RESIGNS.

(Special to The TalliiDg Macliiue World, i

Chicago, 111., Dec. 9, 1908.

George N. Nisbett, manager of the wholesale
talking machine department of Babson Bros.,
has resigned. Mr. Nisbett is one of the best
known Edison men in the country and was man-
ager of the Chicago office of the National Phono-
graph Co. up to the time of its discontinuance in
1906, when he went with Babson Bros, and
opened their wholesale department. Mr. Nisbett
has several propositions under consideration and
will probably close with one of them very
shortly. Babson Bros, have not as yet appointed
a successor.

FAILURES DECREASING.

Business Mortality Still Above the Normal, but
Liabilities Growing Less.

The commercial failures in the United States
for November as compared with the came month
in the previous year show a larger falling off
in the total of defaulted indebtedness than in
the number of commercial fatalities. According
to the statistics compiled by R. G. Dun & Co.,
there were 1,120 commercial failures last month,
involving 112,999,912. In the corresponding
month of 1907 there were 1,180 failures with a
defaulted indebtedness of $17,637,011.

In addition to this improvement in commercial
failures there was also a decrease in banking
losses, ten suspensions this year for $863,181,
comparing with thirty similar failures last year,
when the amount involved was $9,144,225. Manu-
facturing failures were 273 in number and
$5,277,420 in amount, against 305 similar de-
faults last year, when the amount involved was
?10,927,598. Trading failures were 799, against
S40 last year, and liabilities of $5,731,104 com-
pared witli $5,640,065. In the third division alone
does there appear any material increase over
last year's losses, 4S failures for $1,591,388 com-
paring with thirty-five for $1,069,348. This in-
crease was due to one or two speculative failures,
one brokerage house making the entire difference.

Dun says the shock experienced a year ago
was much too severe to be quickly overcome, and
there are still indications that the aftermath is
keeping the insolvency returns above normal.
That there is reason for encouragement is
found in the gradual improvement, however, lia-
bilities of failures in November being smaller
than in any month of the last year.

GREAT EXPORT TRADE.

The export department of the Columbia Phono-
graph Co., General, was never so busy as at the
present time, to quote the language of Edward
N. Burns, the Chesterfieldian manager. Several
unusually large orders for South America and
China for double-faced disc and Indestructible
pressing factory of the. plant at Bridgeport,
Conn., running night and day. The office force
under Mr. Burns has been augmented this month
in order to cope with the pressure of business.
The new foreign catalog is being rushed to com-
pletion.

The December list of Zonophone double-side
records are twenty-five in number. As they
are aptly described, "two songs with but a single
disc." The Universal Talking Machine Mfg. Co.,
Newark, N. J., claim "no other record at any
such price enjoys the established reputation for
supreme quality, musical or technical, as Zono-
phone records. Their artistic interpretation of
music, extraordinary clarity of natural tone,
smooth freiMlom from scratching, extra length
and long wear are all featured in the double
discs." As long as the public demands them,
the company will also continue to manufacture
single-siilo records at the new list price of 50
cents.

THE TALKING MACHINE WORLD.

37

TARIFF ON TALKING MACHINES.

Geo. W. Pound Makes a Plea for Maintaining
Existing Rate of 45 Per Cent, on Taltcing iVla-
chines, Records and Automatic Instruments.

( Special to The Talking Machine World.)

Washington, D. C, Dec. 9, 1908.
George W. Pound, an attorney of Buffalo,
N. Y., who represented the Edison Phonograph
Works and the National Phonograph Co., Orange,
N. J., also the Rudolph Wurlitzer Co., Cincinnati,
O., and the Rudolph Wurlitzer Mfg. Co., and the
De Kleist Instrument Co., North Tonawanda,
N. Y., on Monday, appeared before the Ways and
Means Committee of the House of Representa-
tives, who are giving hearings on the revision of
the tariff law and the administrative act. He
argued to have the existing rate of 45 per cent,
ad valorem retained on talking machines, rec-
ords and parts thereof, as well as automatic in-
struments.

It was stated that talking machines, records,
masters, matrices, needles, came in not as musi-
cal instruments, but as manufactured articles, at
45 per cent, ad valorem. Mr. Pound had very
little to say about the talking machine industry,
admitting frankly that his "particular education
along that line has been along other classes of
instruments rather than on the phonograph."
He said, however, in answering queries by the
committeemen, that the "patents on the phono-
graph have expired, so far as they amount to
anything, although there are patents on some
particular , minor 'details which do not interfere.
* * * There is nothing basic in the patents
on any of them."

NEWS FROM THE EMERALD ISLE.

New Tall<ing IVIacliine Salon in Belfast — ^S. W.
Dixon a Visitor — Other Items.

(Special to The Talking iMachine World.)

Belfast, Ireland, Dec. 3. 1908.

"Beethoven House" is the nomenclature of a
new gramophone salon in Belfast. Its proprietor.
Mr. H. B. Phillips, is an honoraJble trader of pro-
nounced urbanity and a gentleman in every sense
of the word. To him our citizens are indebted
for fetching to Belfast some of the world's most
famous artistes.

Smyth & Co., Donegall street, Belfast, are do-
ing a steady business in gramophones and zono-
phones.

That flourishing firm. The Gramophone Co.,
London, exhibited during the last week of Octo-
ber a complete range of their latest instruments
at Dublin. Invitations were issued to all their
Irish dealers and the result was a large volume
of business.

The genial general manager of the Gramophone
Co., Sidney W. Dixon, paid a flying visit to Bel-
fast on Oct. 31, and had interesting business chats
with his dealers (Phillips, Smyth & Co., and
Osborne). Mr. Dixon justly enjoys the reputation
of being one of the most clever business men
connected with the British talking machine
trade; "his word is his bond," and accordingly
he enjoys the utmost confidence of all gramo-
phone dealers.

THE REGINA HEXAPHONE,

The Regina Hexaphone is the new instrument
that the Regina Co., Rahway, N. J., has an-
nounced as a new line for the new year. It is a
multiple cylinder talking machine holding six
different records of standard size, and is operated

by a spring motor, and is provided with a coin-
attachment. By means of a tune-selecting de-
vice anyone of the records may be played at will.
The amplifying horn is concealed within the
case, and the entire mechanism is enclosed and
protected from abuse and dust, and when de-
sired ear tubes are furnished, which admirably
adapts it for "penny arcades," as it does the
work of six single cylinder instruments while
occupying the space of one. The Regina Hexa-
phone is of the same high character in point of
construction, finish and positive action that is
inseparably attached to the celebrated line of the
Regina Co.

COPYRIGHT QUESTION UP AGAIN.

Revised Bill Relating to the Reproduction of
Music on Talking Machine Records, Etc.,
May be Considered at This Session, Although
Its Passage Is Not Probable.

(Special to The Talking Machine World.)

Washington, D. C, Dec. 10, 1908.
It was given out Saturday that among other
important legislation Congress would consider at
this session would be the passage of a revised
copyright bill. On the convening of Congress
to-day Frank D. Currier, Nev/ Hampshire, chair-
.man of the House Committee on Patents, stated
he had called to see President Roosevelt, who
urged the revision of the copyright acts in his
yearly message two years ago, and said that his
committee will begin consideration of a bill to-
morrow, and that it should be completed this
week.

It is announced by Chairman Currier that the
House Patents Committee will meet next Satur-
day to consider that portion of the new copy-
right bill relating to the reproduction of pro-
tected music on talking machine records, etc.

Paul H. Cromelin, president of the American
Musical Copyright Association, arrived here to-
day to attend the session of the committee.

Frank H. Dyer, president and general counsel
of the National Phonograph Co., Orange, N. J.,
was in the city last week.

With a Capital of $1,000,000 — Absorb the De
Kleist Co., of Tonawanda — Will Manufacture
and Expand Their Business Generally.

In the latter part of November the Rudolph
"Wurlitzer Mfg. Co., with distributing warerooms
in Cincinnati, O., Chicago, and New York City,
was incorporated with a capital of $1,000,000, for
the manufacture and sale of everything in the
musical instrument line. The officers of the
company will be Rudolph Wurlitzer, president;
Eugene de Kleist, first vice-president; Farny R.
Wurlitzer, second vice-president; Rudolph H.
Wurlitzer, treasurer; August de Kleist, assistant
treasurer; B. H. Uhl, secretary, and Howard E.
Wurlitzer, chairman of the board. The directors
will be made up of Howard E. Wurlitzer, Rudolph
Wurlitzer, Rudolph H. Wurlitzer, Eugene de
Kleist, Farny R. Wurlitzer, E. H. Uhl and James
S. Thompson.

The Messrs. De Kleist are of the De Kleist Musi-
cal Instrument Mfg. Co., North Tonawanda, N. Y.,
and E. H. Uhl is manager of the Rudolph Wur-
litzer Co.'s Chicago branch house. The manufac-
turing plant will at at North Tonawanda, where
they will make pianos for the wholesale trade and
further develop their automatic instrument busi-
ness, that has assumed large proportions. The
Wurlitzer Co. are also jobbers of the Edison and
Victor lines.

The machinery equipment of the Columbia
Co.'s recording laboratory at 102-104 West 38th
street, New York, has been doubled, due to the
extraordinary demand for 'the duplex records,
which are hitting the "high spots" in sales.

What to advertise; how to advertise it. and
when and where to advertise it; a quartet of
questions, the knowledge of which means success
to the talking machine dealer.

First Class Edison & Victor
Ptionograpti Business for Sale

in choice residence section of New York City, No competition.
Fine stock of up-to-date goods. No cut-out records. Attrac-
tive and appropriate fixtures. Mailing list 1.000. Established
4 years. Excellent reason for selling. If you want a pay-
ing business, write

"CASH " care of Talking Machine World,

1 Madison Ave.. New York
Not a job lot nor a sacrifice sale. No agents interviewed.

WURLITZER MFG. CO. INCORPORATES

Can you take care of the
"last minute" cnstomer?

He's always in evidence at
Christmas time. He waits until
the very last minute and then wants
things quick. Your rush and the
heavy Christmas demand on your
stock is no excuse to him for your
not having goods on hand. If you
cannot fill his order he will go to
another dealer who can. The seri-
ous part of it all is that you've not
only lost a sale, but a customer.

We can help you keep such cus-
tomers. If you happen to be en-
tirely out of what your "last
minute" people want, figure out
whether there's time to get an
order to us and get the goods if
they are shipped at once. If there
is, you can tell your customer just
when you will have the goods, and
there won't be any danger of dis-
appointing him.

What may be impossible with
other jobbers is easy with us. We
never let our stock run down, no
matter how great the demand, and
shipments are always made the
same day orders are received.

It's great to have service like
that back of you at Christmas and
all other times ; to know that yoti
can immediately get from us what-
ever you want in Victors, Victor
Records, record cabinets, horns,
English needles, fibre cases and all
other Victor accessories.

Wouldn't you like to have such
service? Don't you want to be on
the safe side?

Write to-day for our catalogue
and booklet, "THE CABINET
THAT MATCHES," that tells
about new record cabinet that
matches perfectly each type of ma-
chine in design, finish and archi-
tecture.

The Victor Distributing
and Export Company

83 Chambers Street, New York

38

THE TALKING MACHINE WORLD.

A WONDERFUL FACTORY.

Great Plant of Victor Talking Machine Co. as
It Appears To-day as Compared With Orig-
inal Home — Story of the Great Stack That
Helps Give Life to the Machinery.

Victor dealers everywhere have been inter-
ested in the great additions and improvements
made to the plant of the Victor Talldng Machine
Co. in Camden, which is now considered a model
by experts on factory construction and arrange-
ment. One of the dominant features of the
plant is the immense chimney towering to a
height of 200 feet, it being the highest stack

landmark. It is built of Pompeiian
brick, and the word "Victor," com-
posed of white pressed bricks, ap-
pears on three sides — a conspicuous
and permanent advertisement.

The completion of the new chim-
ney was celebrated informally by
eight young women, employes of
the Victor Co., ascending one at a
time, in a bucket, to the temporary
platform at its top, where they re-
mained for over an hour. By means
of a powerful field glass it was as-
certained that the stack commands
a view of forty miles. The stack
furnishes draught for six great

FARMERS WANT "TALKERS."

Would Take Them as a Gift from the President
as a Means of Uplifting Their Condition but
Are Buying Them in the Meanwhile.

The efforts of President Roosevelt to uplift the
condition of the farmers throughout the country
is not meeting witn the success which he hoped
it would. It is true that many meetings have
been held, but the Commission has not yet met
any feverish signs of appreciation of the Presi-
dent's plan. Trained Rube uplifters, who have
been traveling around the country talking to
farmers about the welfare scheme, report that
the horny-handed tillers of the soil do not seem

THE GREAT PLAJJT OF THE V ICTOR TALKING MACHINE CO. AT CAJIDEN, N. J.

in South Jersey. Architecturally it is a shaft
of graceful proportions, and seen from Phila-
delphia or the Delaware river it is an imposing

boilers of combined capacity of 3,000 horse-power.

To realize the marvelous growth of the Victor
one has but to compare the original factory and
the present plant as shown in the illustrations.

ECHO-TONE

ONE MODEL

(Interchangeable attachments for all
leading machines.)

This picture attracts YOU

How much MORE will the ACTUAL
HORN attract YOUR PATRONS?

We furnish dealers with an
Allraelive Xmas Display.

TH[ [CHO-TONE HORN CO.

Sole PntcntecH and MiinulQclurcit.

1 18-120 Park Ave. BROOKLYN, N.Y.

AN EDUCATIONAL EXHIBIT

Made by the Manufacturers' Outlet Co. Which
Brought Good Business Results.

(Special to The Talking Machiue World.)

Providence, R. I., Dec. 7.

There has been recently a Food Fair hejd in
this city at which the exhibit of the Manufactur-
ers' Outlet Co. (J. Samuels & Bro., proprietors),
attracted a great deal of attention. It will be
seen from the illustration which is presented
herewith that this exhibit was an attractive one
and the company say that they are more than
pleased with the results obtained. A good many
sales were made and the exhibit was visited by
thousands of people who marvelled at the won-
derful improvements made on the talking ma-
chines.

The talking ma-
chine department of
the Outlet Co. was
installed about five
years ago by Mr. H.
W o n d e r 1 i c h in a
small way, and it
has developed to
large proportions,
jobbing and retail-
ing exclusively Vic-
tor and K (1 i s o II
goods'.

Try i m a g i n i n .g
yourself in your em-
ployer's place anil
see what sort of a
clerk you think you
arc making from his
poiiil of view.

Powers Hotel, \io
Chester, purchased a i
Auxetophone to be
used in connect inn
with orchestra in
the dining room.

to be keen about being uplifted. Many of them
lost interest in the project when they found that
the Government does not purpose to help it along
with free gifts of organs, pianos, phonographs
or moving picture machines. Millions of circu-
lars have been sent out on the rural free delivery
routes by the Commission, with the object of
arousing interest in the uplift movement. It is
the President's hope to make farm life as attrac-
tive as life in the city, and thus keep the country
boys and girls at home.

Friday, November 28, argument on the motion
to make the preliminary injunction permanent,
in the case of the Victor Talking Machine Co.,
Camden, N. J., against the Regina Co., New York,
was heard in the United States Circuit Court,
southern district of New York, Judge Hough sit-
ting. Violation of the Berliner and the Johnson
patents — the latter not adjudicated — was charged.
The case occupied the attention of the court for
several hours, when leave to file briefs up to
Thursday of last week was granted both sides.

KXmillT OF THE Ol'TLKT COMl'ANV AT FOOD FAIK, rUOVIDKNCE, li. I.

THE TALKING MACHINE WORLD.

39

Do You Desire to Make Dollars ?

GOOD COIN OF THE REALM?

We suppose Yes ! Well then, we can help you

^ We have a special proposition of interest, which will
assist talking machine men to increase their incomes.

^ There is no doubt of it.

^ The suggestions which we are able to make in this
particular will be of monetary advantage to every talking
machine man who wishes to broaden his sphere of
operations.

^ It will be easy to increase your income, without ma-
terially increasing your expenses, for the suggestions which
we will make do not include a large outlay of money.

^ We have gone into this subject exhaustively and we
know that we are on the riorht road.

^ We know that we can do precisely what we say re-
garding bringing about increased incomes for talking
machine men.

Write and see how we can make good

EDITOR SIDE-LINE SECTION

THE TALKING MACHINE WORLD

1 Madison Avenue, NEW YORK

40

THE TALKING MACHIKE WORLD.

DEALERS OF OHIO FORM STATE ASSOCIATION.

strong Board of Officers Elected at a Meeting Held Recently in Chillicothe — C. A. CaJacob. of
Wapakoneta, Elected President — By-Laws Adopted Will Doubtless Interest Talking Ma-
chine Men Desirous of Organizing Other State Associations — Matters of Importance Dis-
cussed— Vote of Thanks and Appreciation Extended The Talking Machine World.

(Special to The Talking Machine World. j

Chillicothe, O.. Dec. 6. 1908.
For some time past the talking machine dealers
of Ohio have been desirous of getting closer to-
gether to the end that the friction which is in-
evitable in competition may he smoothed over,
and many necessary plans for the eradication
of trade abuses be put in force. To this end a
meeting to organize the Ohio Association of
Talking Machine Dealers took place in the par-
lors of the Southern Hotel in this city on Novem-
ber 20, about thirty of the leading dealers of
the State being in attendance. After a short dis-
cussion the following officers were elected to
serve for the ensuing year: President, C. A. Ca-
Jacob, Wapakoneta : vice-president, Geo. J. Doerz-
baeh, Sandusky; treasurer, Chas. J. Williams,
Zanesville; secretary, M. G. Chandler, Chillicothe.
W. H. Snyder, of Columbus, was appointed as
one member of the executive committee, and four
others are to be appointed by the president, the
matter of choice being left open in order that
different sections of the State may be repre-
sented.

The by-laws, which were prepared by a com-
mittee selected by the temporary officers, were
then presented, and after considerable discussion

VICE-PBESIDENT GEO. J. DOEEZBAcH, SAXDUSKT, O.

were adopted. They are as follows, and consti-
tute the first "bill of rights" of a State associa-
tion of talking machine men:

ARTICLE I.
NAME.

This Association shall be known as "The Ohio Asso-
ciation of Talking Machine Dealers."

ARTICLE II.
OBJECT.

The object of the Association shall be for the pro-
motion of all subjects which appear to be for the bet-
terment and improvement o£ the talking machine busi-
ness and to affiliate with the National Association of
Talking Machine Jobbers.

ARTICLE III.

LOCATION.

To be determined.

ARTICLE IV.
OFFICERS.

The officers of this Association shall be a President,
Vice-President, Secretary and Treasurer, elected for a
term of one year, or until their successors are duly
elected and qualified.

These officers, together with five members of the
Association appointed by the President, shall consti-
tute the Executive Committee of the Association. Pro-
vided, however that no two members of the Executive
Committee shall be from the same locality.

ARTICLE V.

The regular meetings of this Association shall take
place quarterly on the first Wednesday of February,
May. August and NovemI)er. at a place to be designated
by "the Executive Committee.

ARTICLE VI.
DIRTIES OF OFPICEKS AND EXEOfTIVE COMMITTEE.

Section 1. It shall be the duty of the President to
preside at all meetings of the Association and of the
lOxfcutlve Committee. He shall appoint for a term of
one vear the five members of the Executive (Dniniittoc.
He shall call special meetings of the Executive Com-
mittee at the written re(|uest of a majority of the
Executive Committee or of one-fourth of the members
of the AsRoclntlon.

Sec. 2. In the absence or refusal to act of the Presi-
dent the Vice-President shall preside at all meetings
and Klinll perform all other duties and be clothed with
all the piiwers of the President. In the absence of
b')tb Pn sldcnt and Vice-President from meetings of the
Association a majority vote of the members present
at such meetings shiill elect a presiding officer.

Sec. The Secretary shall notify each member of
the Executive Committee of all meetings, and each mem-
ber of the AgBoclatlon of every meeting of the Assocla-
tloD. He shall make and keep a true record of all the

meetings of the Executive Committee and of the Asso
eiation. He shall issue all authorized notices to the
members, conduct the correspondence of the Associa-
tion, and perform such other duties as shall be directed
by the Executive Committee.

He shall have general executive management of the
Association, subject only to the direction of the Presi-
dent and the Executive Committee. He shall collect
all dues and assessments and all other moneys due the
Association and shall pay same over to the Treasurer
monthly to be deposited.

Sec 4. The Treasurer shall be charged with the
funds of the Association and shall furnish such bond
as the Executive Committee may require. All disburse-
ments shall be made by him. Disbursements and pay-
ments shall be made by checks, signed by the Treasurer,
after the bills have been approved by the President.

He shall keep a book of record of all the receipts

PKESIDENT C. A. CAJACOB, WAPAKONETA, O.

and disbursements, making a report to the Executive
Committee and the Association at its regular meetings.
ARTICLE VII.

Section 1. The Secretarv onlv shall receive a salary
which shall be the sum of Twenty-Five Dollars (125.00)
payable quarterly.

Sec 2. The expenses of the members of the Executive
Committee shall be paid out of the funds of the Asso-
ciation, and shall be limited to actual railroad trans-
portation and meals while in attendance at such meet-
ings as they attend excepting the regular quarterly
meetings.

Sec. 3. The cost of the surety bond for the Treasurer
shall be paid out of the funds of the Association.
ARTICLE VIII.
membehship.

Section. 1. Any person, firm or corporation in good
standing, engaged as a dealer in the talking machine
business may become a member of this Association,
provided he or they are not directly or indirectly con-
nected with the jobbing or manufacturing of said line.
For the purpose of this Association a dealer shall be
one generally recognized as such by the Executive Com-
mittee. The name dealer shall be applied only to such
person, firm or corporation having in stock at all times
one each of the machines manufactured by the Victor
or Edison companies and the entire catalog of records
of either of the said companies. This section does not
refer to Victor or Edison machines listing above ?60,
or the regular twelve-inch, ten-inch foreign or Red Seal
records, or Edison Foreign or Grand Opera records.

Sec 2. Application for membership shall be made
in writing to the Secretary, with remittance covering
the admission fee of Five Dollars (?.5) and Five Dollars
{H'O) for one year's dues in advance.

Sec 3. All applications for membership shall be
referred to the Executive Committee, who shall have
power to elect.

Sec 4. The election of new members shall be b.v
ballot, by the Executive Committee, and it shall be
necessary for the election that the candidate shall re-
ceive the vote of two-thirds of the members of the
Executive Committee.

Sec o. Each person, firm or corporation so elected
on receiving notice of such election from the Secretary
shall be entitled to the privileges and subject to the
penaliies of luemijership.

Sec 0. Every member, whether individual, firm or
corporation shall be entitled to cast one vote in per-
son or by proxy at the annual election, and on all
questions on which memlters ma.v vote.

Sec 7. In the absence of a regular member of this
Association he may delegate a partner or employee to
represent him, and said representative shall have ail
the privileges of the absent member.

Sec S. It shall be the privilege of any member to
invite a partner or employee to accompany him at the
.\ssociation meetings, l)ut said partner or employee
shall have no voice or vole when the member is present.

Sec. 0. Should any member of this Association he
come suspended by either the Victor or Edison com-
pany, he or they. "sh.Tll immediately forfeit their mem-
bership in this Association.

Sec 10. Neither the Association or the Executive
Committee, as such, shall :iccept any entertainment
from any jobber or mannfact incr.

AnTICLE X.

Section 1. The annual dues of this Association shall
be Five Dollars ($5) payable annually in advance.

Sec 2. .Vnv member In arrears sixty days in the
payment of dues shall forfeit all rights and privileges
of menihershii).

Sec. Any suspended member may be reinstated by
n two-thirds vote of the Executive Committee.

ARTICLE XI.
OltDEIt OF Bt!SINESS.

1. Calling of the roll.

2. Reading of minutes of previous meeting.
:!. Reports of officers.

4. Reports of standing committees.

5. Reports of s|)ecial committees.

6. I'nflnlshed business.

7. Election of officers.

8. New business.

9. Good of the ABSOclatlon.

10. Adjournment.

ARTICLE XIL
These B.v-Laws may he revised or amended at any
regular meeting called for that purpose, provided that
notice of such revision or amendment has been sent to
each member of the Association at least thirty days
before said meeting, and that such revision or amend-
ment be passed by a two-thirds vote of the members
in person or by proxy.

The chief matter discussed at the meeting was
the requirements in the way of stock carried by
dealers. It is likely that some action will be
taken in this matter by the executive committee
who will have full power to elect members. That
is why it is planned to have various members
of the executive committee located in different
points. Petitions for membership will be re-
ferred to the member in the section from which
the application comes for investigation. In this
way it is hoped to build a strong and forceful
organization of live talking machine men.

The next place of meeting was discussed at
some length. J. H. Dittrieh, of Cincinnati, made
a strong plea for the next meeting, which occurs
in Februarj', to be held in Cincinnati. It is now
probable that the meeting will be held in that
city in February and another meeting will be
held in Cleveland in May.

The following resolution was unanimously
passed:

"Resolved, That we as officers and members
of the Ohio Association of Talking Machine Deal-
ers tender to Mr. Edward Lyman Bill, the pub-
lisher of the Talking Machine World, our thanks
for courtesies shown and that we as dealers en-
dorse The Talking Machine World as one of the
greatest aids in improving the talking machine
business, and recommend that we constitute our-

SECRETARI MAETIN G. CHANDLER, CHILLICOTHE, O.

selves as a committee collectively to render any
assistance in our power in increasing the cir-
culation of this excellent periodical."

The officers of the State Association are in-
debted to Mr. Whitsit and Mr. Davidson, of the
Perry B. Whitsit Co., to Mr. Dittrieh and to Mr.
Gerlach. of the Rudolph Wurlitzer Co.. for their
assistance in organizing the association. Their
knowledge of the workings of the National asso-
ciation of Talking Machine Jobbers was most
opportune and helpful.

The meeting as a whole was a most harmoni-
ous one and must result in great benefits for the
trade of this State. One of the prime objects of
the association will be to eliminate "the little
fellow." who is doing most of the mischief in
the way of cutting prices and committing other
abuses. Other objects will be two prices for
outfits, one for cash and one for instalments,
also assistance in tracing stolen goods and forc-
ing payments on accounts that move to another
dealer's town, more restriction in the number of
selling agents, etc. The exchange of ideas
through association intercourse besides, is sure
to make more enthusiastic and better dealers.

Persistence in advertising is what counts.
Even little drops of water falling steadily in one
spot will wear a hole in the hardest granite.

An indispensable requisite to success is con-
centration or devotion to one subject.

Your show windows are the index to your store
as a man's face is the index to his soul.

THE TALKING MACHINE WORLD.

41

BOSTON'S BUDGET OF NEWS.

Business Situation Greatly Improved — Clirist-
mas Holiday Trade Already in Evidence —
Eastern Co. Resume Victor Concerts — Hand-
some Lauder Window — Activity With Boston
Cycle Co. — Manager Junge Enthusiastic —
Other Items of General Interest.

( Special to The Talking Machine World. )

Boston, Mass., Dec. 12, 1908.

There are no silver linings to the clouds for
the talking machine men here in this part of
New England, for the simple reason that there
are no clouds to have silver linings — everything
is bright and sunny, and business within the
past four weeks has taken a big jump upward.

The Christmas holiday trade has been un-
usually brisk, and is expected to be even better.
The dealers have good stocks on hand and extra
clerks have been hired. The trade has been
growing daily and bids fair to last even over the
Christmas week. The talking machine trade is
peculiar in that instead of dropping off immedi-
ately after Christmas it keeps up until way into
January, holding steady then until about the first
of June, March being the busiest and best month
of the year.

The talking machine business in Boston has
been revolutionized, it might also be said, since
the introduction of the double-disc records.
Many dealers have found that they stimulate
trade enormously, while the cylinder trade shows
little progress. As one dealer very wisely re-
marked, "The disc machines sell themselves, the
cylinders have to be pushed."

The indestructible record is becoming more
and more a factor In the trade, especially since
the business here was taken over by the Co-
lumbia Co., the record is being advertised ex-
tensively and proves an easy seller.

R. M. Pease, formerly of the Massachusetts
Indestructible Record Co., was in town this week.

J. L. Gately, also with this company, has not
been heard from for some time, not since he
joined the Victor staff. Some of his Boston
friends scan every automobile closely, especially
when it is standing still and some one is under
it. They feel that it probably is Gately, for that
is 'Where he used to be most of the time when
living here.

L. F. Geissler, of the Victor Co., came here this
week. He says business has increased 70 per
cent, in a month.

The Eastern Talking Machine Co. has resumed
its Victor concerts and numerous sales are re-
ported, traceable directly to these concerts. The
boys at this company's store have formed a
basket ball team and are preparing to meet any
talking machine team that dares face them.

Harry J. Skelton, who left Boston to go with
the American Phonograph Co., is now with the
Foster Co. at Providence, R. I.

Manager Howes, of the Houghton & Button
talking machine department, has received a letter
of congratulations from Harry Lauder on the
excellent window display which he arranged dur-
ing "Lauder week" here. The Lauder records
have been great sellers at all the stores ever
since.

Manager Andrews, at the Boston Cycle & Sundry
Co., reports a large jump in the volume of busi-
ness done by this enterprising firm. The dealers,
he finds, are anxious to keep good sized stocks
on hand, knowing that the demand will increase
from now on. The chief trouble that he has is
the inability to get goods from the factory.

This trouble is still worrying the other dealers
and jobbers here. At the Ditson Co. Manager
Winkelman declares that he can sell twice the
number of Victrolas if he can only get them.
The Ditson business is all high grade and more
Victrolas are sold than almost anything else.

The new attachments on Edison goods seem to
catch the popular fancy, but the old difiiculty
still remains — inability to get enough from the
factory.

The Pike Talking Machine Co. made a great
purchase recently from a failed firm and are now

selling cabinets very cheaply. Business is very
brisk, says Mr. Pike.

J. G. Widener, formerly with M. Steinert &
Sons, has gone back to Philadelphia.

J. W. Scott, the Edison advance guard, was in
Boston this week and went about like a streak
of lightning, carrying away a lot of good orders.

Morris Robinson, who was burned out by the
Chelsea fire and opened up in Lynn, has re-
turned to Chelsea, more optimistic than ever.

Maurice Reid, from the New York office of the
National Co., is here to look after the commercial
record end of their business. Thomas W. Dun-
can has gone with a razor company.

Wholesale Manager Junge, of the Columbia
Phonograph Co., is one of the most optimistic
men in the entire trade here. He says that the
double-disc record is a marvel for increasing
business, and the indestructible is selling finely.
He expects great things from the xrade this
winter and is unusually pleased with the way
the Christmas business is shaping up.

VICTOR ENTERTAINS DR. BULL.

The Noted Surgeon, Fatally III, Much Pleased
With a Program in Which He Heard His
Favorite Singers.

Dr. William T. Bull, who is said to be the
victim of a malignant and niortal malady, and
who has had a number of sinking spells during
the last few weeks, developed surprising strength
on Tuesday last. His mind cleared and he dis-
played such energy that he demanded a book
and papers to read. He expressed a desire later
to hear some of the latest operatic records sung
by his favorite singers, and the Victor talking
machine was carried to his sick room, and for a
good part of the afternoon the afilicted surgeon
listened to his favorite singers. The wonderful
improvement continued the following day, and
Dr. Bull exhibited more strength and anima-
tion than for months. He asked to be removed
to an invalid chair, and he was wheeled from his
room to the 58th street side of the Plaza Hotel.
While his trouble is deemed fatal, yet he has
shown amazing strength. Dr. Bull, as well as
his wife, were among the greatest patrons of
music in New York, the doctor being an especial
admirer of the talking machine and keenly in-
terested in its progress.

BLACKMAN READY FOE HOLIDAY RUSH.

Improvements have been the order of business
in the salesrooms and shipping department of
the Blackman Talking Machine Co., 97 Chambers
street. New York City. Additional space has
been added on the three floors occupied, new
offices installed and additional display rooms for
exhibiting machines and records.

Mr. Blackman says they have greatly increased
their capacity for carrying a stock of both Victor
and Edison records and expect to take care of
the Christmas rush, which may come at the last
moment. When it is considered that this com-
pany handles talking machines exclusively, it
speaks well for their confidence in the return of
good business.

The Women's National Health Association of
Ireland, which is accomplishing so much under
the patronage of the Countess of Aberdeen, to
check the spread of the white scourge, tuberculo-
sis, is utilizing the gramophone as an aid to
the lecturers In disseminating valuable informa-
tion calculated to eliminate this deadly disease.
The use of the gramophone is two-fold, first
to attract an audience, and second, to deliver
by special made records lectures descriptive of
the illustrations thrown upon the lantern screen.

The third number of Wurlitzer's Recorder is
as interesting, if not more so, than its precursors.
In connection therewith they issue a special
story of the formation of the Ohio Talking Ma-
chine Dealers' Association, which clearly mani-
fests their desire to promote the interests of the
association.

113-115 University Place
NEW YORK

NIGHT

BAY

— Service

Our mammoth stock,
facilities, and the energies
of all employees, as well
as that of the head of the
house, is at the disposal
of our customers and the
Trade every 24 hours ol
the day; between now and
the balance of the year.

This service will guarantee

inslanlaneons attention t o

urgent orders. Without ex-
ception, orders will be
shipped on the day received;
those received as late as
6 P. M. will be forwarded
the same night.

This will not impair in-
telligence and care in selec-
tion, proper adjustment and
testing of instruments.

With this matchless ser-
vice to rely on, it is not
yet too late to send that
Christmas order; you can
call for "fillers in" any
time — and be sure to get
them.

Buegeleisen & Jacobson

42

THE TALKING MACHINE WORLD.

Our Repair Dept.

Cf We have proven absolutely that a man's sub'
sequent purchases of records amount to
double his initial investment.

<lf You must take care of your customer. His
machine must be kept in running order. It
would even pay you to send a man regularly
to inspect your customers' machines.

<If Dealers are realizing this more and more. In
consequence, our repair work is double.

<If It has been necessary for us to greatly enlarge
this department. We are employing three
expert repair men.

<][ We are prepared to handle not only the Victor
line, but we solicit your work on Edison,
Columbia, Zonophone and other machines.

<]f We will estimate your work. If estimate does
not meet with your approval we will return
goods at our expense.

<]f Our charges are the lowest possible consistent
with good work.

72-74 WABASH AVE., CHICAGO, ILL.

THE TALKING MACHINE WORLD. 43

FROM OUR CHICAGO HEADQUARTERS

ROOM 806, NO. 156 WABASH AVENUE, E. P. VAN HARLINGEN, MANAGER.

Talking Machine Business Running Close to
Old Form — Dealers Everywhere Report Good
Trade With Excellent Prospects for the Holi-
days— High Priced Trade the Rule — Big
Victrola Sales — Amberol Records and At-
tachments Win Success — H. K. Hilt Again
With Hawthorne & Sheble Manufacturing
Co. — High Introductory Prices a Mistake —
Graphophone Recital in Sioux City — Recent
Visitors — Wurlitzer Co. Expand — J. I. Lyons
Makes Improvements — Big Columbia Busi-
ness— Opening of Lyon & Healy's Refitted
Quarters — Details of the Changes — B. & H.
Fibre Needles Popular — The Talking Ma-
chine Co.'s New Catalog — Auxetophone for
Bismarck Hotel — Viascope Manufacturing
Co. Lease Additional Quarters, Doubling Ca-
pacity— A. D. Geissler Hurries East to
Have Shipments Pushed — Other News of
Trade Interest.

( Special to The Talking Macliine Woild.)

Cliicago, 111., Dec. 9, 1908.

The past fortnight business in the talking ma-
chine line has been swinging along in a manner
strongly reminiscent of the period prior to that
when the effects of the panic commenced to be
felt in the trade. In volume of orders received
by Chicago jobbers, November was not quite equal
to that of the same month of 1907, but was ma-
terially larger than October of this year. More-
over, business steadily increased in volume all
last month and towards the latter part orders
for machines, as well as records, commenced to
take on a distinctly stocking up character. Trav-
elers from the field state that dealers are not only
in a more cheerful mood than they have been for
nearly a year, but are having larger sales and
are looking for a really excellent holiday trade.

From all reports the big manufacturing compa-
nies must be rushed to the utmost. Jobbers re-
port that it is very difficult to get enough Victro-
las and Victor 2nds, 3rds and 4ths, to supply
the demand. The Victor 2nds seem to be very
short. The demand for Victrolas must be some-
thing terrific. Even comparatively small country
dealers seem to have been going vigorously after
the high-priced trade, judging from the reports of
jobbers. In Chicago the Victrola sales are re-
markable. This does not apply merely to con-
cerns like Lyon & Healy and Wurlitzer, but to
some of the smaller dealers as well. It is a fact
that one south side dealer sold four Victrolas for
cash within the last ten days.

That the Amberol records are proving one of
the big successes of recent years is shown clearly
by the volume of orders being received by the
jobbers. The Edison factory now seems to be
equal to the demand for the attachments for
Standard machines, but those for the other
models are still coming forward very slowly.
This, however, will probably be rectified shortly.

Harry K. Hilt, who was formerly for several
years with the Hawthorne & Sheble Manufactur-
ing Co., has again joined the sales force of that
company and will represent them in Chicago and
western territory. He is making temporary head-
quarters at Room 514 No. 269 Dearborn street.
He is very enthusiastic over the big line of Star
machines, which embraces no less than 14 models,
ranging from a |10 machine up to the two new
"Cabinet" machines, retailing at $1.75 and $2.50.
The style 20 Star promises to prove remarkably
popular and some large orders have already been
taken in Chicago. The new Star record at 50
cents is meeting with ready approval, according
to Mr. Hilt. Horace Sheble, of the Hawthorne &
Sheble Mfg. Co., spent several days in Chicago
last week.

"The trouble with many manufacturers of new
talking machine novelties and auxiliaries is that
they make the mistake of fixing too high a price
on their goods at the start," said a man who has
been through the mill himself. "They do not

take the broad commercial view of the matter
and do not realize that it would be better to
make 50 cents apiece on a thousand of their spe-
cialty and have a steady demand for it than to
sell a hundred, at a profit of a dollar apiece and
stop there. The market has been so flooded with
talker novelties of all kinds and so many of them
have been found abortive, that the public has
grown wary. Many of the new things are of gen-
eral merit and when put out at a reasonable
price, bring the makers substantial returns,
but to be too grasping is equal to killing the
auriferous goose."

The W. A. Dean Co., of Sioux City, la., who are
exclusive Columbia jobbers for the western part
of that State, have announced a graphophone re-
cital at their retail warerooms for Dec. 16. The
Columbia artists will be accompanied by a full
orchestra, and a lecture will be given on the his-
tory of the graphophone. Handsomely engraved
invitations have been sent to the company's pa-
trons.

P. G. Cooke, who has been assistant retail floor
manager at the Columbia's Chicago branch, has
been promoted to head of the retail department.
He is an exceedingly capable and popular young
man and richly deserves the recognition he has
received.

Among the visiting talking machine dealers the
past two or three weeks were: Fred L. Beerman,
Muskegon, Mich.; W. H. Elmer, Winona, Minn.;
C. C. Warner, treasurer Milwaukee Talking Ma-
chine Co., Milwaukee, Wis.; A. G. Kunde, Milwau-
kee, Wis.

Friends of Benjamin F. Feinberg will be inter-
ested to know that he is now sales manager for
the new retail store of Landay Bros., at 27 West
34th street. New York.

The Rudolph Wurlitzer Co.'s Chicago branch
house, has developed to such an extent as to
make larger space comparatively necessary. They
now occupy the first two floors of their own build-
ing at 266-268 Wabash avenue, but they will also
have the third and fourth floors as well, as soon
as the lease of a book supply concern expires on
May 1, of next year. At that time the wholesale
talking machine department now at 338 Wabash
avenue, will be moved to the Wurlitzer building,
and the added floors will also serve to relieve the
congestion in the automatic instrument and small
goods department, now on the second floor.

Manager E. H. Uhl says that their talking ma-
chine business has improved very notably the
past month.

James I. J^yons has just made some notable im-
provements to his retail department on the first
floor of his establishment at 265 Fifth avenue. A
new record room has been constructed, which is
unique in that the stock of disc records is car-
ried in the room itself, thus adding greatly to the
convenience in waiting on customers. Further-
more, the room has an outside window, thus fur-
nishing natural light and providing for facilities
for ventilation, rarely found in record booths.

Frank L. Dyer, president of the National
Phonograph Co., spent several days in Chicago
last week.

C. F. Baer, manager of the Chicago oflace of
the Columbia Co., said that November was the
biggest month they have had this year. The
double-faced record is proving an immense suc-
cess, according to him, and a large number of new
Columbia dealers have been established who are
attributed entirely to that innovation.

Lyon & Healy's remodeled and refitted ware-
rooms were formerly opened to the public last
week. Thousands of visitors have thronged
through the big building, attracted by the liberal
advertisements in the dailies. C. E. Goodwin not
only supervised the arrangement of the new talk-
ing machine department on the fifth fioor, but
also the improvements made throughout the
building. The show windows were the last to be
completed. The entire window frontage on Wa-
bash avenue and Adams street, has been recon-
structed. The windows have all been deepened
and the background is of silver oak with panels
of Venetian glass admitting light into the store.
A large portion of the Adams street frontage is
devoted to the display of talking machines, be-
sides one or two of the windows on the Wabash
avenue side. Two of the windows have displays
of Victrolas with red seal records displayed in
the background. These records are edged with
circular labels bearing the name of the selection
and the artist, and the whole is set in a golden
star, in one of the rays of which is a photograph
of the artist making the record. Victor Hall is
again in full blast and the audiences are un-
usually large. The holiday trade is on and Mr.
Goodwin says that sales so far have been in ex-
cess of those of last year. Mr. Goodwin leaves

The Economy Racks

A NOTABLE
INNOVATION

The Economy Disc Record Rack — Convenient, Portable. One
record to a compartnient. No handling of several to find the one you
wish. Made in highly polished Mahogany or oak or oak mission.
Attractive Billiard cloth cover. Retail prices — Rack for 10-inch
records, $3.50; 12-inch, $3.75; Rack for insertion in cabinet, $1.50.

The Perfection Disc Record Racks — This is a rack similar to the
Economy but less ornamental and therefore cheaper. Price, $1.50 for
10-inch records; $1.75 for 12-inch.

The Ideal Negative Rack — for photographers — Amateur rack,
holds anything from a postal card to an 8x10 negative. Price, $1.25
retail. Professional rack, adjustable, holding anything from 8x10 to
14x17. Retail price, $1.75.

We can now make prompt shipment in Jobbing Quantities.

CO]\^IN^Cjr—^^^ /wo.yf unique talking machine cabinet ever introduced to the
trade. It ■will embrace the " Economy" principal and will create

a sensation.

R.H. JONES,

Patentee and
Sole Manufacturer

1-17 Bryan Place, Chicago, 111.

44

THE TALKING MACHINE WORLD.

VICTORS

and

EDISONS

We have just expended nearly

$100,000

to make our establishment simply
ideal.

Dealers get the benefit.
Are you a Lyon & Healy dealer?
If not, the latch string is out.

CHICAGO

Dealers|witli us also reap the great advantage
of having a standing here, should they sud-
denly ^want anything in music from a sheet
of music to a piano. We sell ** everything
known in music/*

THE TALKING MACfflNE WORLD.

45

for the East to-night, and will spend to-morrow
in Washington and the balance of next week at
the Edison and Victor factories and in New York.

Kreiling & Co. are experiencing an increased
demand for their "Tiz-it" all metal, ball joint horn
connection for cylinder machines. This merito-
rious specialty has been on the market for sev-
eral years, and has created a permanent place for
itself.

The B. & H. Fiber Needle is growing steadily
in popularity and is being featured by all the
leading jobbers and retailers in Chicago. Many
people throughout the country will receive talk-
ing machines for Christmas and these new ma-
chine owners will soon be coming into the stores
to buy records. This gives the dealers an oppor-
tunity to exploit the fiber needle, of which they
will no doubt take advantage.

The Talking Machine Co., of this city, have
issued a remarkably complete catalog of the
goods handled by them, and it contains unique
features calculated to decrease the manual labor
involved in ordering goods. It is 12x10 inches in
size, bound substantially in black cloth, with the
name of the company, the Victor trade-mark, and
the name of the dealer receiving the catalog, all
stamped in gold on the front cover. To the in-
side of the front cover are attached two pockets,
one containing self-addressed telegraph blanks,
which, while although not marked collect, Man-
ager Geissler always encourages dealers to wire
at the company's expense. The lower pocket con-
tains a supply of self-addressed envelopes. At-
tached to the inside back cover is a duplicate
order book. There are 28 pages of reading matter
and illustrations and a prominent place is given
to the "cabinet that matches." There are seven
different styles of these cabinets, matching all
models of the Victor. Half-tones of the various
departments of the Talking Machine Co.'s quar-
ters are given, and a page is devoted to the re-
production in fac-simile, of letters from dealers,
eulogizing the company's service. The different
styles of various models of Victor machines are
presented and considerable space is devoted to
talking machine specialties and supplies.

The Bismarck Hotel and restaurant on Ran-
dolph street has installed an Auxetophone in con-
nection with the orchestra in the cafe. It is
proving a marked success and on the evening of
the first appearance of the Auxetophone, a trav-
eling man who was standing in the lobby of the
hotel proper was heard to remark that they had
a remarkable tenor singer in there with the or-
chestra.

E. O. Rockford, secretary and treasurer of the
Columbia Phonograph Co., was in Chicago for a
few hours, one day last week, on his way to St.
LfOuis.

"W. C. Fuhri, district manager of the Columbia
Co., is on a business trip to headquarters in New
York.

Rudolph H. Wurlitzer, of the Rudolph "Wur-
litzer Co., was in Chicago th.is week, conferring
with E. H. Uhl, of the Chicago branch.

H. Slaff & Co., talking machine dealers of La
Porte, Ind., were entirely burned out last month.

The Viascope Mfg. Co., manufacturers of mov-
ing picture machines, have experienced such a
large demand on the new Viascope special, which
was introduced to the trade a few months ago,
that they have been compelled to take additional
quarters at their present location, 112 Bast Ran-
dolph street, which will practically double their
capacity.

Arthur D. Geissler, general manager of the
Talking Machine Co., left for the East on the
Twentieth Century to-day. Although the com-
pany's lofts are full of goods, such a heavy de-
mand has developed within the last week or two
asi to make it necessary to hurry forward orders
in hand at the factory for certain types and this
was the main object of Mr. Geissler's present
trip. He will return about the middle of next
week.

EXECUTIVE COMMITTEE OF JOBBERS' ASSOCIATION MEET.

Full Committee, With One Exception, Convene In Chicago on Nov. 29 and Discuss a Number of
Important Matters — Old Point Comfort Favored for Annual Convention In June — Two Ap-
plications Received — President J. F. Bowers Acts as Host at Chicago Athletic Club.

Each sale makes the next one easier and each
customer becomes a friend, and your friend has
a friend and the friend's friend has a friend —
and the work is done.

(Special to The Talking Machine World.)

Chicago, 111., Dec. 4, 1908.
A meeting of the executive committee of the
National Association of Talking Machine Jobbers
of America, was held at the Chicago Athletic
Club, Sunday November 29th. All of the mem-
bers of the committee were present, with the
exception of Carl Droop, of Washington, D. C,
who was detained on account of illness in his
family.

A number of important matters were acted
upon, but the session, which lasted all day, was
strictly executive and the committee thought best
to withhold information regarding their plans
until they are more fully developed. At the
close of the meeting J. Newcomb Blackman, of
New York, the chairman of the press committee,
in talking with The World, said: "The general
conditions surrounding the trade were given
careful consideration. Certain recommendations
were adopted, embodying the views of the asso
elation and will be presented to the members
of the trade interested, either by letter or by
formal resolution. The double-faced-disc-record
proposition was given due attention, but the com-
mittee do not feel disposed to divulge their ac-
tion at this time.

"Communications were received from the Ohio
Talking Machine Dealers' Association and the
Missouri Valley Talking Machine Jobbers' Asso-
ciation, which were formed with the idea of co-
operating with the National Jobbers' Association
for the betterment of trade condition. Represen-
tatives of both associations were invited to be
present at to-day's meeting, but were unable to
be here.

"Preliminary plans were inaugurated with a
view to making the annual meeting next June
the biggest in the history of the Association. The
matter of location was freely discussed and the
general sentiment seemed to be in favor of Old
Point Comfort, Va. It is a central, eastern point,
where the members and their wives will find an
abundance of entertainment and will prove an
ideal vacation ground for those who desire to
extend their stay in that beautiful section.
Another fact in its favor is its nearness to the
capital city of our country. Still another reason
favoring Old Point Comfort is its proximity to
the great talking machine factories, enabling the
jobbers to visit in person the plants where the
products they handle are made and to get in
practical touch with the latest developments of
the industry. Definite action on the matter was
postponed until the next executive committee
meeting, which will probably be held in March,
in order to enable members of the Association to
express their views on the matter. Any mem-
ber having any suggestion to make is invited to
communicate with Secretary Perry B. Whitsit,
Columbus, O."

Two new applications for membership were
favorably acted upon at this meeting. The new
members are the Southern California Music Co.,
of Los Angeles; and the O. K. Houck Piano Co.,
Memphis, Tenn.

The members of the committee present at the
meeting were: Lawrence McGreal, Milwaukee;
W. E. Henry, Pittsburg; E. H. Uhl, western man-
ager Rudolph Wurlitzer, Chicago; J. Newcomb
Blackman, president Blackman Talking Machine
Co., New York; also the officers of the Associa-
tion ex-oflicio, i. e.. President J. F. Bowers, sec-
retary of Lyon & Healy, Chicago; Vice-president
W. D. Andrews, Syracuse and Buffalo, N. Y. ;
Treasurer Louis H. Buehn, of Louis Buehn &
Bro., Philadelphia. There were also present H.
H. Blish, of Harger & Blish, Dubuque and Des
Moines, La.; Lawrence Lucker, of the Minne-
sota Phonograph Co., Minneapolis, Minn.; C. E.
Goodwin and L. C. Wiswell, of Lyon & Healy;
and Fred Siemon of the Rudolph Wurlitzer Co.

The visiting members all expressed their high-
est appreciation of the manner in which they

were entertained by President J. F. Bowers. The
Chicago Athletic Club, of which he is a member,
was thrown wide open for their benefit and both
he and Mr. Goodwin, exercised themselves to the
utmost to see that the visitors had the time of
their lives. They all inspected the new quarters
of Lyon & Healy's talking machine department
and conceded that the business was one of the
best managed in the trade. Sunday evening
Messrs. Buehn, Blackman, Andrews, and Bowers
accompanied Lawrence McGreal home to Mil-
waukee, spent the evening there and in the morn-
ing inspected the McGreal establishment, re-
turning to Chicago later in the day.

ALARM CLOCK ATTACHMENT.

p. M. Ravenskllde, a Jeweler of Cabery, III.,
Puts Attachment on the Market Adapted to
Use With Cylinder Machines — The Device
Is Most Interestingly Conceived.

(Special to The Talking Machine World.)

Chicago, 111., Dec. 7, 1908.
P. M. Ravenskllde, of Cabery, 111., now has
ready for the market the alarm clock attachment
for cylinder talking machines which he patented
early in the year and of which mention was
made at the time in The World. Mr. Ravens-
kllde, who is a jeweler as well as a talking ma-
chine dealer of years of experience, postponed
marketing the device until he could demonstrate
in a practical way that it was mechanically per-
fect. He has sold a number in a retail way;
they have made good, and he is now ready to go
before the trade to supply any demand that may
arise. By means of the attachment the machine
may be made to play at any time at which the
clock is set. It will wake to the sound of sweet
music or you can set it at say, nine o'clock, in
the event when you have a guest in the house,
and the surprise of the visitors may be imagined
when the machine starts up without the inter-
vention of human hands. It can in either case.

TWO MISSING LINKS

This is SUP-
POSED to be the
Missing Link be-
tween Man and
Monkey.

IT'S ALL IN
THE BALL

"TIZ=IT"

(TRADE NAME)

This New^ AU-Metal Ball-Joint Horn
Connection is BEYOND A i DOUBT the
Missing Link between the Phonograph and
Horn. Retails at 50 cents.

To Dealers,

t cannot be supplied by their
we will send this new
connection in 1 dozen lots, PREPAID, at $3,60.

Kreiling & Company

Inventors and Sole Manufacturers
North 40th Ave. and Le Moyne St.
CHICAGO. U. S. A.

46

THE TALKING MACfflNE WORLD.

of course, be used to the most dramatic advan-
tage witli the aid of an automatic stop.

The Ravenskilde Talking Machine Starter, as
the inventor terms it, is susceptible to a wide
variety of usage. The present model is adapted
to either Edison phonographs or Columbia cylin-
der graphophones, but a style for disc machines
will be introduced in the near future. The de-
vice is simply constructed and can be instantly
applied to the machine by anyone.

DEALERS MUST "GET A MOVE ON."

National Phonograpli Co. Put New Policy in
Force of Protecting Enterprising Dealers —
Slow Ones Must Get Busy or Give Way to
Others.

The new policy of the National Phonograph
Co., in protecting the interests of their dealers,
which became effective on December 1, besides
giving every dealer a fair field and no favor
should prove a stimulus to those dealers who
have got into a rut, and do not push their busi-
ness with the proper amount of energy.

In an article in the current issue of the
Phonograph Monthly, treating of this matter, the
company say: "If Edison dealers carry a fair
stock, based upon the size of the towns they are
located in, if they make a reasonable effort to
push the business and make sales in proportion
to the populations of the towns, they will not be
disturbed and no additional dealers will be al-
lowed to compete with them. Otherwise, the Na-
tional Phonograph Co. will establish new dealers.
Their decision not to accept new dealers where
they are now properly represented does not alone
mean protection for existing dealers; it means
that they intend improving the standard and ex-
tending the business of the dealers. They ex-
pect that the additional business obtained from
the protected dealers will more than offset the
business that would be obtained from the initial
orders of new firms and that the additional busi-
ness will be more profitable to those who do it.
Consequently, every present Edison dealer who
desires to keep out competition will have to do
what is expected of him. After all, whj' should
a dealer who carries a machine or two and a
hundred or two records, and who makes no effort
to sell goods, care to continue in the business?
He cannot make a profit worthy of the name, he
is occupying space iu his store that might be

filled with more profitable goods, and he is oc-
cupying a town in which another firm might do a
good Edison business."

VICTOR=AUXETOPHONE RECITAL.

Scott & Jones Co. Entertain Large Audiences
at a Special Concert in Youngstown.

(Special to Tiie Talking Machine World.)

Youngstown, O., Dec. 7, 1908.

The Scott & Jones Co., talking machine dealers
of this city, gave their first Victor Auxetophone
concert of the season, last Wednesday night, and
a large audience enjoyed listening to the grand
opera selections sung by famous stars. The auxe-
tophone was accompanied by Liebman's orchestra,
under the direction of Maurice Adheimer.

The concert was the first of a series which the
Scott & Jones Co. intend to make a permanent
feature of the musical life of the city. Judging
from Wednesday night's audience the plan will
meet with general favor. Opportunities to hear
good music are so rare in Youngstown that semi-
monthly concerts, such as are proposed when the
new Scott & Jones building is completed, are cer-
tain to increase public appreciation of it.

The idea of the concert was novel. Selections
from grand opera, sung by Caruso, Mme. Schu-
mann-Heink and others were reproduced by the
Victor Auxetophone, while the accompaniment
was played by a full orchestra. The smoothness
with which the whole program was rendered was
abundant proof of careful preparation. The or-
chestra followed the songs perfectly, always sub-
ordinating its own playing, so that the voices
sounded full and clear above it.

A PROFIT IS A PKOFIT.

While the fixed charges of a business may de-
mand at least an average 20 per cent, profit, it is
out of the question to measure arbitrarily if a
live, active, aggressive and growing policy is de-
termined upon.

The fixed charges are there, anyhow, if you
don't sell a dollar's worth, so many a live day is
created without a visible profit by selling a staple
at cost or a particularly good purchase at say 10
per cent, advance. If these bring work to fing-
ers that were otherwise idle, it keeps them in
touch with your customers and prevents forming
lazy habits or circulating idle and pessimistic
gossip.

Whatever draws your customer in gives the
other departments a chance to sell, and, be it
ever so little, the crowd that comes for one great
bargain, leaves something — even though small —
in the other parts of the store.

This policy, pursued by one man and ignored
by his competitor, will eventually win for the
rornior the big bulk of the business, all other
tilings being equal.

Where both spur business by this method, their

neighbors share in the general prosperity brought
about by the aggressive activities of both.

You simply cannot lie back and say, "There's
no money in it at that price," if the other fellow
does it without actual loss. Maybe you sell a
fair quantity at a higher price, but each year
will find it dwindle, instead of growing, and one
day the hustler who sold too cheap will have the
bigger business and a start on you that gives
him a lead which only his own carelessness can
lose.

THOS. A. EDISON A VISITOR

To the New York Headquarters of the National
Phonograph Co. — Pleased With Its Equip-
ment— His First Visit to the Building.

For the first time since the occtipancy of the
National Phonograph Co.'s New York headquar-
ters at 10 Fifth avenue, the building was visited
one day last month by Thomas A. Edison. After
inspecting the various departments of the dif-
ferent floors, he was particularly pleased with the
sumptuous quarters of iNIessrs. Dyer, Pelzer, Dol-
beer and Stevens, with the gorgeous rugs, beauti-
ful mantels, and the elegant surroundings in gen-
eral of the palatial rooms. Subsequently he called
upon Walter H. Miller, manager of the recording
department on top of the impressive Knicker-
bocker building. Fifth avenue and 16th street.
This was Mr. Edison's first visit also to the
laboratory, and Mr. Miller took great pleasure
in showing "the old man" around his perfectly
equipped department. Doubtless the distinguished
inventor and originator of the Edison phono-
graph was familiar with the sound reproducing
apparatus in use, but he admired the arrange-
ment of the well-appointed place, and congratu-
lated Mr. Miller upon the excellent work he had
and was accomplishing.

HOW IS YOUR SYSTEM, MR. DEALER?

Talking of system. J. Newcomb Blackman,
president of the Blackman Talking ^Machine Co..
97 Chambers street. New York, said the other
day:

"Mr. Lawson opposes a system which has great
bearing on stocks. This has no reference to talk-
ing machine record stocks, however, for a good
system is necessary for your record stock. I
advocate the use of the Blackman system, which
combines my folding tray with the Rapke record
label.

"This system don't boost prices, nor tear them
down, but it brings customers, as it provides bet-
ter service at the same price. Every dealer
should be able to immediately locate any record
called for iu his stock. If he cannot do so he
drives customers to dealers who can, for the
price of records is the same and service counts."
Reference to the Blackman Co.'s ad on page 31
of this issue will probably prove profitable to
dealers and jobbers.

Edison Jobber
Zonophone Distributor

New Design
Wooden
Disc Record
Racks

Wire
Record
Racks

RECORD CABINETS

SPRINGS

for all makes and size machines

Stereopticons, Post Card Projectors
and Moving Picture Machines

JAMES I. LYONS

265 Fifth Avenue
CHICAGO

THE TALKING MACHINE WORLD.

4:7

NEWS FROM GOLDEN GATE CITY.

Improvement in All Branches of Trade — Out-
look for Holidays Excellent — Bacigalupl
Leases Down Town Store — Sherman, Clay &
Co.'s Big Victrola Trade — Columbia Expan-
sion on the Coast — Zon-o-phone Records
Greatly Admired — Brown's Plans — Other
Items of Interest to World Readers.

(Special to The Talking Macliine World.)

©an Francisco, Cal., Nov. 28, 1908.

The talking macliine business has continued in
good condition during the past month all over
the Coast, and while one or two dealers in the
city say that they find things rather quiet, the
majority are keeping busy, having all they can
handle in some lines. From the reports of re-
tailers, the holiday season appears to be well
under way and some new records are likely to be
estaiblished in the sale of machines before the
end of the year. The jobbers, as a rule, have
their hands full shipping out goods to all parts
of the Coast. The retailers have shown great
confidence in the holiday prospects, and their
orders, even on ordinary lines of goods, have
been about as large as usual, while some of the
new records and machine models have had a
tremendous sale. Shipping has been going on for
some time on holiday orders and the retailers
are beginning to receive their new stock which
gives them the opportunity to start the season
with a campaign of advertising. Many addi-
tional orders continue to come in from the trade,
and in certain lines it is likely that those who
held back their orders until the last moment
will get left, as many of the jobbers themselves
are short of stock. The new lines of records
have continued in great demand, none of the
dealers being able to fill orders on time, as it is
almost impossible to get shipments in any
quantity from the factories.

The most important news in the talking ma-
chine trade this month is the leasing of a fine

down-town store by Peter Bacigalupi & Sons.
They have secured a large first floor and base-
ment location on Market street, opposite Turk,
near the Filers Music Co.'s building, and will
move in about the first of the year. There they
will have the largest and finest talking machine
store on the Coast. The main store has a front-
age of about 35 feet on Market street and ex-
tends through to Stevenson street in the rear,
affording admirable facilities for shipping and
receiving stock in large quantities. The space on
Stevenson street is much larger than that on
Market, taking in the rear of two other stores,
and affording room to carry a larger stock than
ever before. The entire wholesale and retail
business will then be concentrated in the one
location, though branch retail stores may be
opened later on if it appears advisable. The com-
pany have been caught short on fhe new Amberol
records, and find it is almost impossible to fill
the large orders that are coming in. Plenty of
stock has been ordered from the factory, but it is
being sent out in small consignments. The new
Edison machines are also in short supply, as
there has been a big demand for them. In addi-
tion to the regular business the new store will
have a department set aside for the Edison busi-
ness phonograph, which will be pushed more
vigorously than before, and one for the I. G. S.
language course records.

Sherman, Clay & Co. state that their holiday
talking machine business is starting off with a
boom. They have two cars of ordinary machines
and one of Victrola^ on the way and have had to
order another carload by telegraph. Mr. Mc-
Carthy states that the demand from the Coast
trade has been far ahead of expectations, and
from the present outlook it will be the best in the
history of the business on the Coast. A particu-
larly good sign for the retail trade is the fact
that a number of machines have already been
bought for Christmas delivery. The sale of Vic-
trolas is steadily increasing. , "While most of the
retailers in the city carry them in stock, Sher-
man, Clay & Co. are getting the great share of

the retail business. They sold five of these ma-
chines in one afternoon this week, two of them
being $300 machines. So far the Victor double
disc records have not yet come in, but they are
expected at any time, and the advance orders
have been very large.

The steady increase of business in the Coast
department of the Columbia Phonograph Co. has
necessitated a change in the organization. W. S.
Gray, the general manager for the Coast territory,
has also had charge of the San Francisco busi-
ness directly, but he has been compelled to give
his entire attention to the larger field. P. H.
Beck, who formerly had charge of the wholesale
department here, has accordingly been promoted
to the general management of the entire San
FranciscO' business. This step was determined
upon during the visit of Mr. Lyle. The new Co-
lumbia records continue to meet with great favor,
both from the trade and the public, and new
agencies are being placed all over the territory.
The local branch was very short of stock for a
time this month, but new goods are now ar-
riving and orders on most lines can be filled
without delay.

Byron Mauzy reports that the new Zonophone
records have made a great hit with the trade,
and since the arrival of stock he has received
a lot of new orders. His first shipments of stock
have accordingly been cleaned up and he is now
waiting for more.

Charles E. Brown, formerly manager for
Kohler & Chase, is planning to spring a big sur-
prise on the Coast trade in a few months. Just
at present he is giving most of his attention to
his store at Spokane, Wash. He is just preparing
to make a visit there. •

Kohler & Chase have been holding a big sale
of ten-inch records, selling the regular 60-cent
size for 39 cents. They advertised a sale of 25,000
at that price.

T. B. Watson, of the Oakland Phonograph Co.,
is to have charge hereafter of the talking ma-
chine department of the Filers Music Co.'s Market
street store.

.OlnS (NOT VEHEERED)

This New Development
in Tone Reproduction

will help you develop a
better class of trade, inci-
dentally your bank ac-
count.

Finished With
Beautiful Hand
Rubbed French Pol-
ish.

An Actual Sounding Board
for Talking Machines.

The Music Master Wood Horn

is not veneered but made of 16
solid staves of either Oak, Mahog-
any or Imported Spruce. Guaran-
teed not to crack, split, peel or blister.

We want live dealers in every local-
ity. It will pay such dealers to write
us at once for our terms and illus-
trated matter. Made for all makes
of disc and cylinder machines.

SHeP & VANDEGRIFT, Inc.,

Manufacturers
and Patentees

PHILADELPHIA

48

THE TALKING MACHINE WORLD.

CLEVELAND'S BUDGET OF NEWS.

steady Improvement in Trade and Dealers
Optimistic — Higher Grade Machines in De-
mand— International Talking Machine Co.
Open for Business — Columbia Co. Changes —
G. J. Probeck Co. Buy Both Stores — Akron
Graphophone Co. Incorporate — How Various
Houses Find Business — Talker Causes Plant
to Shut Down — Moving Picture Shows
Popular — Interesting Budget of News.

(Special to The Talking Macliine World.)

Cleveland, O., Dec. 9, 1908.

The talking machine trade improves month by
month — a fair exponent of the general state of
trade, the full volume of which is not yet reached.
The feeling among the talking machine dealers of
Cleveland is rather optimistic, and, as a matter
of fact, they are enjoj'ing as lucrative a trade as,
comparatively, that of any other kind of business.

It is noticeable that during the past year, and
due to the unstable conditions that existed, there
has been a considerable change going on in the
talking machine business. Wliereas, previously,
the bulk of the trade was in cheaper machines, it
is now in the higher grade, and the best class of
records. The result is that talking machines
are quite frequently finding their way into Eu-
clid avenue and Euclid Heights residences.

Not that the sales of cheap machines has
ceased — they are still sold, and in aggregate
large quantities, and as conditions in the indus-
trial world improve a noticeable increase in de-
mand from the mechanic and working man is evi-
denced. The new records recently brought out,
together with new improvements in various di-
rections, is attracting attention and adding to the
impetus of trade.

A new candidate for public favor, the Interna-
tional Talking Machine Co., are opening up at
No. 13, the Taj'lor Arcade, under the manage-
ment of Cleo. S. Bourgeois, formerly of the West
Side branch of the Columbia Co. The company
will handle a complete line of Columbia goods,
also the Odeon records. They have secured an
ideal talking machine location and will undoubt-
edly do a successful business.

An enterprising young man. T. W. Simpson,
has purchased from the Bailey Co., a Victor V
machine, with 100 records, including comic,
opera, solos, instrumental and sacred songs and
hymns, and has started out on the road giving
concerts. He announces in a hand bill program,
two hours entertainment for 15 cents. Visiting
small towns and settlements, where as yet the

talking machine has had limited hearers, he un-
doubtedly will do well.

There has been quite a change in the Colum-
bia Co.'s affairs during the past month. G. J.
Probeck said: "We bought both stores, No. 420
Prospect street, and 1831 W. 2oth street, and sold
the latter to John Reiling, who will continue an
exclusive Columbia store at that place. The new
company will be called the 'G. J. Probeck Co.,'
and retaining the main store, will be the exclu-
sive representatives of the Columbia Phonograph
Co. in this section. Our company purchased out-
right the stock, fixtures and good will of the
Columbia Co., and will carry a complete and en-
tire line of their goods." Mr. Probeck said busi-
ness was good and improving. He stated that
one of the first sales made by the new com-
pany was one of ?2,000 to a talking machine
company.

Mr. McNulty, with a number of associates, are
busy as bees at the May Co.'s. He stated that
business during the past month had been excel-
lent— very satisfactory. His only complaint was
their inability to fill orders for Victrolas, for
which there is a big demand, which it seemed
impossible for the manufacturers to supply. The
holiday trade, he said, was well under way, and
it was already evident it would be larger.

The Arcade talking machine dealers, Robbins
& Emerson, are busy and report trade good. They
have recently made sales of several Victrolas and
report an excellent demand for machines of all
kinds. They also report increasing sales of rec-
ords, especially Red Seal.

The Akron Graphophone Co., incorporated
under the laws of Ohio, have opened a completely
equipped store in the Walsh Block, S. Main street,
-Akron, 0. The company are incorporated to han-
dle graphophones, talking machines, moving
picture machines and supplies, photographic and
music supplies. In the talking machine line the
company will be exclusive Columbia dealers.
Their thoroughly appointed store is located in
the business center of Akron, and with the ex-
clusive right to handle the Columbia goods, they
are certain to do large business. The directors
of the company are: A. F. Peebles, C. M. Dickin-
son. G. A. Lance, George J. Probeck and H. E.
Jones. Mr. Peebles, president and general man-
ager, has for a long time been connected with
the Columbia Co.'s business in Cleveland, and the
company are fortunate in securing so well posted
and thoroughly competent an executive. The
other directors are well known and successful
business men of this citj'. Geo. J. Probeck and
H. E. Jones are both old hands at the talking ma-

cbine game. Everything points to the success of
this new venture.

W. H. Buescher & Sons, 2010 East 9th street, re-
port business very satisfactory. "Business is
gradually improving," said Mr. Buescher, Sr. "We
are having a good trade in the higher class ma-
chines, Victrolas and Red Seal records, but the
resumption of business has not yet created that
degree of prosperity as to affect the mchanic to
any great extent. Holiday selections are being
made and that trade promises to be good."

W. J. Roberts, Jr., is busy these days, with a
fine assortment of machines and records in stock.
He said: "Business during November was excel-
lent, and this month has started in fine. We
have made sales of a number of the high-grade
machines, including a good list of records, in-
tended for Christmas presents for wives and
sweethearts. The Amberol records are taking
well and the demand for them is increasing. The
holiday trade has started in lively and we antici-
pate a very satisfactory season's business."

Business is reported very satisfactory at Col-
lister & Sayles. Phil Dorn, manager of the talk-
ing machine department, said: "Business is very
good and there is a noticeable daily improvement.
There is a big demand for Victrolas, and the new
double disc Victor records are selling well. The
demand is largely for the higher grade machines
and Red Seal records. Business is fair in our
wholesale department."

"Trade is very good," said Mr. Towell, of the
Eclipse Music Co. "Our December business has
opened up fine and is improving daily. Indica-
tions are that the talking machine dealers will
have a profitable holiday trade. There is a large
demand for the higher priced goods, and we are
experiencing difficulty in procuring Victrolas —
have several unfilled orders now on our books."

The Bailey Co. report business improving. Tha
gentleman in charge of the talking machine de-
partment said: "We are selling a good many ma-
chines, including Victrolas and Zonophones, which
seem to be desirable and satisfactory to our cus-
tomers. We are selling Amberol records as fast
as we are able to procure them — they are taking
well. The holiday trade, which has already set
in, will undoubtedly be good."

Conditions generally were reported very satis-
factory at Hartwell's Phonograph Store. "We are
having calls for machines daily," said Mr. Hart-
well, "and record sales have increased 50 per
cent, in the past month. More men are being
constantly employed, and many of our customers
who had not made a purchase in months, are
again adding to their repertoire, and buying
liberally. Indications are that we shall have a
good holiday trade both in machines and rec-
ords."

In a suit for damages in the sum of $50,000,
brought by the mayor of the suburban town of
Newburg Heights, against the American Steel &
Wire Co., the mayor related how he had tried to
can the roar of a slag crusher. He testified that
he and his attorney carried a phonograph to a
spot just outside the company's land, wound up
the recording mechanism and were just getting a
fine reproduction of the horiible racket, when
every wheel in the mill suddenly stopped, and it
became silent as the grave. The employes had
divined his purpose and stopped the ponderous
machinery. He claims that the noise and dust
emanating from the machinery makes life at his
nearby home unbearable.

Hundreds of Cleveland women are utilizing the
moving picture shows for prai-tical use as well
as entertainment, using them as a meeting place,
instead of street corners or stores. Two women
decide to meet on an afternoon and go shopping
together. "I'll see you at 2 o'clock in such and
such a moving picture theatre,'' says one. It is
a certainty that one of the women will be late, so
that the other has a comfortable place in which
to wait and see an entertainment, besides, for
which she has paid, but little more than street
car fare. The moving picture show business, by
the way, has grown to enormous proportions. Al-
ready scores are in existence and not a week
passes but a new one opens in some section of
the city.

Tatcnted Feb. i, 190S.

The Ravenskilde Talking Machine Starter

Vor Either Edison Phonoe;raphs or C'ohin)hia Cylinder Grapliophones
THE NOVELTY OF THE CENTURY

Put a record on the machine and set the clock at the time you want the record played.
It will wake you to the sound of music divine or of any shout or remark you may have
dictated into a blank record.

It's mors than an Alarm Clock. | It sells llsatl.

It will surprise and startle evening guests. Can be attached Instantly by a child.

As a trade attractor In the store It Is unexcelled. ! Is a periect device. Does not get out ol order

RETAIL PRICE, $5.00

(^rdcr sample tu-d.iv. If not s;itisf;u-t<irv --rii.l n li.irk .ind ni(>nc\- will he rofundod.

P. M. RAVENSKILDE

Patentee and Sole Manufacturer CABERY, ILL.

THE TALKING MACHINE WORLD.

49

Ti REGINA HEXAPHONE

A New Instrument for the New Year !

REGINA HEXAPHONE

SPECIAL

FEATURES

Magazine holding six
records

Tune selecting device

Safety clutch, pre-
venting breakage of
springs

Nickel or penny coin
attachment

Concealed Horn

Enclosed mechanism

E have been working many months to perfect the
instrument which we now present to the trade and
which is herewith illustrated.

Model after model of this new instrument was con-
structed, only to be cast aside as soon as improvements were
discovered, and the completed instrument as it now stands is
as nearly perfect mechanically as we know how to make it.

This new addition to the Regina family will be called
the REGINA HEXAPHONE, "Hexaphone" being de-
rived from two Greek words, and meaning "a six sounder."
The Regina Hexaphone is a multiple cylinder talking ma-
chine holding six different records of the standard size.
It is operated by a spring motor, and is provided with a
coin-attachment for nickels or pennies. It contains a tune
selecting device by means of which any one of the records
may be played at will.

After the insertion of the coin three turns of the wind-
ing crank (no more) starts the music and the record is played
to the end.

The winding crank is locked after three turns and can-
not be forced, and the safety clutch prevents the breakage of
springs.

The unsightly horn which is usually in evidence on in-
struments of this character is concealed within the case, and
the entire mechanism is enclosed and protected from abuse
and dust.

When desired the Regina Hexaphone can be furnished
with ear tubes, and when so equipped is admirably adapted
for use in "penny arcades" as it does the work of six single
cylinder instruments while occupying the space of one.

This is a brief description of the latest automatic music
maker. Further details, together with price and terms, will
be sent on application.

Agents wanted where we are not already represented.

RAHWAY, N. J.

BRANCHES:

Broadway and 17th Street, New York

259 Wabash Avenue, Chicago

50

THE TALKING MACHINE WORLD.

PRACTICAL SUGGESTIONS AND COMMENTS

INVENTION OF MOVING PICTURES.

J. L. Collins, Houston, Tex., writes: "Will
you kindly inform me through The World who
was the inventor of moving pictures; state some-
thing of their evolution."

It would be difficult, if not impossible, to say
just who is entitled to the credit of inventing
moving pictures. The produce is really the re-
sult of a gradual evolution in the art of photog-
raphy. The word chronophotography may be
applied to the intricate process by which the
moving picture has been evolved.

Chronophotography is a method by which mo-
tions are analyzed by means of a series of in-
stantaneous photographs laken at very short and
equal intervals of time. The intervals between
the exposures of the plate must not vary the
smallest fraction of a second if the motion pic-
tures are to be recoided accurately.

In 1873 Janssen, the scientist, invented an
astronomical revolver which showed in detail the
successive positions of the planet Venus. This
experiment was the first real achievement by way
of chronophotography, for although others had
attempted before that time to accomplish the
same feat, their ideas had invariably proved
impracticable.

Following this achievement of the scientist
Muybridge, a noted photographer of San Fran-
cisco succeeded in reproducing by means of a
series of instantaneous photographs all of the
successive gaits of a rapidly moving horse. His
experiment was conducted with a series of mul-
tiple cameras. From twelve to twenty-four were
placed on a race track, all of the lenses trained
on a fixed point, and at intervals that would
permit of the photographing of the horse in
successive motions. This experiment was made
in 1878, and from that time on the evolution of
the moving picture has been rapid.

PRACTICAL POINTERS FOR DEALERS.

Mark Silverstone, of the Silverstone Talking
Machine Co., the well-known talking machine job-
bers of St. Louis, Mo., recently issued a little
booklet for the benefit of their dealers, to the end
that they may be able to correct any difficulty
which may be encountered by the owner of the
phonography and it is such good matter that we
take the liberty of reproducing it for the benefit
of the trade at large:

"Every wheel that turns must have play or
free movement. Examine wheels by grasping
with the thumb and forefinger. There should
be a perceptible movement of at least one-sixty-
fourth of an inch, laterally. If tight, loosen end
screws and move pivots. If loose, close up pivots.
Always run the phonograph down before at-
tempting to take the machine apart. Whateve;
interferes with the free movement of the machine
affects its playing qualities. The tone drops as
the machine slackens, and raises as its speed in-
creases. A machine will stutter and repeat the
same sound where a record is loose on the cyl-
inder or when the belt is too large, also if the
feed nut does not fit properly or is worn.
BELTS.

"The belt must run in center of pulleys and
not rub against the side flanges. This retards
free movement. To ascertain whether the belt
fits correctly, grasp the cylinder while in motion,
and if the belt continues to move moie than half
an inch, it is either too long or oil ha.s been
placed on it. In the first instance a new belt is
necessary; in the second, if a new belt cannot be
secured readily, remove belt, dip in chloroform
and replace. Clean pulleys thoroughly of all oil
and dirt before placing belt.
OIL.

"Use specially prepared phonograph oil. Apply
one drop to all bearings once a week and on the
teeth of wheels, and on the back rod on which
the speaker arm slides. The black substance on
the wheels is graphite; do not clean off. Graphite
is an excellent lubricant for the lower works of
the phonograph, but sliouhl not be used on the
upper works.

RECORDS.

"These are best kept in cabinets. Constant
friction of placing them in and out of a felt-lined
carton is not conducive to their longevity. Never
leave record on the cylinder after playing. The
metal being colder than the record causes it to
shrink and fit snugly. If this occurs, warm the
record with the palm of hand or blow breath,
and in a short while it will have expanded suffi-
ciently to be taken off. Don't exert force in
placing record on the cylinder, as many records
are cracked that way and the dealer blamed for
it. Always open end gate as far as possible.
Many records are scratched and practically
ruined by being rubbed against the corner of the
end gate. Grasping the record with the fingers
will not hurt it — your finger nails might scratch.
The safest plan is by placing the first and second
finger inside of the record and place on machine.
"When taking record off, always start it with the
thumb and finger of left hand, and then grasp
with the right hand, as above stated, viz., by
spreading the first and second fingers inside of
the record.
SAPPHIRE.

"The small point that tracks on the record
should be watched for flat surface. Dusty records
will sometimes wear it flat, and a broken
sapphire will play a record while at the same
time ruin it. If there are thin brown shavings
on the sapphire point, have a new sapphire imme-
diately installed. It is important that a genuine
sapphire be installed, as there are many imita-
tions out, which have a short life. If machine
has suddenly lost its tone quality, look for a
broken sapphire. Brush the cotton that congre-
.gates on point frequently.

GOVERNOR.

"The small screws holding the governor
springs sometimes become loosened; this may be
noticed by the irregular revolution of the gov-
ernor. Occasional examination is necessary, and
if found loose, tighten with small screw driver.

CLAMP SCREW.

"The circular clamp screw inside of the repro-
ducer should be occasionally tightened. Hold re-
producer in left hand with limit weight up —
place thumb against word model C, press upward,
place screw driver or knife blade on ridges of
clamp screw, press to the left, which turns clamp
screw and tightens diaphragm. New machines
must always have diaphragm tightened, as the
clamp ring works itself loose in shipment. It

reproducer rattles, look for loosened clamp ring.
FEED NUT.

"The small piece of steel that engages the
screw-threaded shaft and aids in carrying the
speaker arm across the record is called the feed
nut. It sometimes wears, as it is made of soft
metal to prevent wearing out the other parts. To
replace new feed nut, fasten it loosely with the
screws, start machine, allowing the feed nut to
engage the feed shaft, which will place it in its
proper position. Stop machine and tighten
screws. The feed nut must fit snugly on shaft
without any pressure. This is important.

SPRINGS.

"Do not leave machine tightly wound in cold
weather. If a jolting sound issues from the
mechanism, the spring needs graphiting. Get a
tube of graphite, turn machine handle side down,
squeeze the graphite in the small openings on the
left side of main-spring barrel; then wash the
graphite into the spring with oil from your oil
can. Start the mechanism and repeat the per-
formance at another part of the barrel. Barrels
without openings in sides must be removed and
cover taken off.
HORNS.

"To ascertain if horn is correctly hung, slip
rubber off speaker. It should point toward cen-
ter of cylinder; remove all surplus rings from
chain."

TO PRESERVE LANGUAGES AND DIALECTS.

John A. Dailey, of East Orange, N. J., makes a
plea for the preservation of the sundry lan-
guages and dialects in the following letter:

"While it is true that voice reproduction is
not perfect, yet noting the advance of the last
few years, we are justified in believing that im-
proved methods and appliances will approach
nearer and nearer to perfection. It is for us
to provide the records and means for their care
and preservation, with suitable buildings and
thorough, comprehensive, and analytical indexes.

"While we are engaged in preserving the linea-
ments, history, and accounts of the domestic and
general life of the fast vanishing tribes of the
American Indian, should we not also preserve
the actual spoken word of the sundry languages
and dialects still extant?

"It would seem that by the free governments
and composite peoples of North America this
work should be inaugurated and efforts made
toward international co-operation in an under-
taking so broad and cosmopolitan in its char-
acter, and that no point for the origin of the
movement could be more natural and fitting
than the almost epitomized world. New York."

'URUTZER

UP-TO-DATE

AUTOMATIC

MUSICAL
IIISTIIUH[IITS

"WTTH SLOT

ylllACHMINT

VORID

SDITyiBLE

FOR AIL

PUBLIC
PUCES

OUR.

IAR6E CATAIOG

MOWING

llNE

OPtRATtB BYPtRFORAIlO WPf R ROLLS

MAILED

UPON REQUEST
' i *■'>■-> >-«

THE TALKING MACfflNE WORLD.

51

MUNCHAUSEN'S GREAT CREATION.

Gives Pointers to Inventors of New Things in
Musical Instruments — Stores the Music of
the Universe for the Twentieth Century Ear
to Hear — The "Greatest Thing Ever" if
Munchausen Is to be Believed.

Chauncey Munchausen Sellers (no connection
with any one of somewhat similar name) has
been contributing some interesting articles to
the New York Herald, from which we learn
that his relative, Colonel Munchausen, the ver-
satile and veracious historian and inventor, has
now perfected a most wonderful musical instru-
ment, information regarding which will doubtless
interest those subscribers of The Talking Ma-
chine World who are laboring upward and on-
ward toward perfection in musical reproduction.
Indeed, according to our chronicler, Colonel
Munchausen's inventions and discoveries have
created such a deep thirst for knowledge among
the Board of Aldermen that they have been en-
couraging investigations along aesthetic lines.
Among those foremost in recommending exhibi-
tions in music, fine arts and kindred topics are
Aldermen "Von McCrum, Prof. James Crystal, of
the South Brooklyn district; Alderman Von Roer-
back, Patrick Reinhauser, Carl Pretzelfeller and
Alderman Guffy, of Harlem.

This spirit of advancement enabled Colonel
Munchausen to resume certain musical experi-
ments which he had begun years before — namely,
the rediscovery of the lost art of making instru-
ments so entrancing as to inspire the coldest and
dullest of mortals — in a word, awakening them
to the joy of living and the glorious possibilities
of the every-day life around them.

With a handsome appropriation at his com-
mand. Colonel Munchausen bought seven lots and
a big factory at Steinway, L. I., and after a
period of unceasing experiment he was able to
produce music of the most extraordinary char-
acter. The philosophy of it all was simple
enough. He proceeded on the lines laid down

by Sir Isaac Newton, that nothing is ever lost,
whether it he sound, color or thought.

Colonel Munchausen not only discovered that
somewhere in the universe is stored away all the
beauty, joy and sunshine known to man since
mundane things began, but that the very
murmur of the ancient seas and forests,
as well as the music of Orpheus, might be re-
produced for the twentieth century ear to hear
to its enravishment.

By putting a mediaeval violin into his electrical
music cabinet and turning on the current the
Colonel was able to reproduce the music of the
dead masters. This was not only repeated with
astounding eifect, but its sweetness was greatly
enhanced by the mellowing and ripening effects
of time, just as the rare and wondrous quality
of colors and certain woods are increased in
beauty as the years go on. Colonel Munchausen
found that the most exquisite melodies were im-
proved as the sun enriches the old carvings and
frescoes of ancient days.

A violin of Swedish wood gave the weird songs
of the Northland just as they were played by
the minstrels of thousands of years ago. A fiddle
of Irish birch sang the wondrous melodies heard
in the halls of the Irish kings. A violin of Cali-
fornia redwood filled the room with the far-away
tremolo of those primeval forests in the days
when elephants roamed the wilderness that
stretched unbroken on the mighty plateaus up-
heaved and sunk where the Pacific now rolls.

A violin of Oregon coastwood reproduced the
roar and murmur of the ancient sea. The very
noise of the marine mastodons, sea serpents and
whales lashing the water with thunderous report
could be heard punctuating the loveliest of
earthly music.

But the event of the preliminary exhibition
was a test of instruments made from trees
grown in classic lands. From cedars of Lebanon
you heard the songs of the Israelites, evidently
at the evening hour. The altos and sopranos
rose as clear and beautiful as liquid ivory
above the deep bass of the male voices, which

jruxcnAnsEN's wondkufui. ixvention.

was evidently back under the trees of Lebanon.

From the beeches and sacred sassafras trees
of old Greece came the melting melodies and war
chants as described by writers of ancient his-
tory. From certain Assyrian woods brought
over by the recent expedition of the Pennsylvania
University and manufactured into violins by
Colonel Munchausen's experts were heard the
wailing harp tones and songs of the captives as
they were heard at the close of a long, hard day,
when they hung their harps on the willows and
sat down and wept by the rivers of Babylon.

As may be imagined, all this was greeted with
wonderment. Nothing like it had ever been,
heard under the skies before. It seemed as If
the fables of the ancients had more than proven
true. The very grain of the old trees spoke
of the past — of the lands, the people and their
music of ages and ages ago.

But the marvel of marvels was kept for the
last. From early boyhood Colonel Munchausen
had been an earnest student of the classics and
had always dreamed of some day being able to
reproduce something of their departed glory and
greatness. It was with feelings of agitation that
the pale-faced Colonel carefully placed an ancient
looking lyre in position in his-electrical cabinet.

With his voice trembling with emotion, he
said a few words, in effect that he had made a

ATTENTION, MR. JOBBER AND DEALER!

The New Muivsoiv Folding Horn

PATENTED

RETAILS $7.00

RETAILS $7.00

OFFERS YOU GREATER SALES AND LARGER PROFITS

From its inception this company's efforts have been directed tow^ard the improvement of its horns. That the
result has warranted the cost and labor involved, is vouched for by the increased orders we are receiving
from all who have inspected the new product.

THE NEW MUNSON FOLDING HORN is not only superior in appearance but through some mechanical
changes In its construction its tonal qualities have been greatly improved.

FOR DISC AND CYLINDER MACHINES is the only one-piece indestructible Folding Horn on the
market. Made of the finest quality of selected Leatherette — in plain solid colors — Gold, Black or Red,
inside and out.

WHEN FOLDED AND CARTONED it occupies a space only 28 inches long by 3| inches square — an
ideal parcel for carrying or handling and impervious to damage.

Dealers Must Order Through Their Jobbers

Further Pa-rticulaLrs and Discount Sheet on Application

FOLDING PHONOGRAPHIC HORN CO.

650-652 Ninth Aveiwie

NEW YOR.K CITY

TORONTO PHONOGRAPH CO., Toronto, Ont., Canadian Agents

52

THE TALKING MACHINE WORLD.

careful model of the famous lyre played on by
Orpheus when he charmed the multitudes. At
this a deep blush fell upon the committee of vis-
iting Aldermen and spectators who crowded the
assembly room of the music-torium.

When all was ready word was given for the
experiment to proceed. With his own hands
Colonel Munchausen adjusted the electrical ap-
paratus and turned the button releasing a cur-
rent from a specially manufactured battery of the
most delicate construction. For an instant there
was a buzz, a flutter and a murmur in the ma-
chine, then from its depths came ethereal strains
of music so sweet and ravishing that every one
seemed entranced. Rough men were moved to
tears. Strangers from Hoboken, Jersey City,
Perth Amboy and even Seabright clasped hands,
while women embraced and invited one another
to visit their homes and stay a month.

Under the influence of this rapturous music
all the world seemed really kin, and when the
exhibition closed it was already getting dusk, and
the people could hardly believe that they had been
under the influence of the magic tones for four
solid hours without refreshments or programs
to break the spell.

The news of Colonel Munchausen's unparalleled
discovery brought a multitude to hear the next
day's concert. Hundreds could not get near the
door. Fortunately the music, like the X-ray, had
the magic quality of penetrating all substances,
and it filtered through the heaviest walls of brick
and stone as through gauze.

But this is not all. The enchanting quality of
the music was unlike anything of earth. The
ecstacy of it fell upon the place like heavenly
Incense, pervading all space and filling the soul
until the great audiences became so exalted that
they lost all sense of their surroundings and
did not know whether they were in Steinway,
L. I., or the golden temples of the new Jeru-
salem.

At the final demonstration, when Colonel Mun-
chausen connected his machine with two fresh
batteries, the effect became so overpowering that
the people burst into song — a sort of paraphrase
of the magic lyre music.

Every note was clear and distinct, and yet
the people of untrained voice, and mostly
strangers to one another, sang in marvelous uni-
son, keeping exact time with the murmuring
cadences of Colonel Munchausen's musical cabi-
net, so that every voice seemed a part of it,
answering like an evening breeze on land to the
roar and murmur of the sea.

As a sort of triumphal finish to the perform-
ance the machine was tried on different nation-
alities. This closing experiment was the greatest
success of all. The people of East New York
and South Brooklyn, about six thousand of them,
were packed in one of the big armory buildings,
when Colonel Munchausen began his last song.
The effect was beyond words to describe. Every-
body, pawnbrokers, real estate speculators, trol-
ley conductors and members of the local govern-
ment, whose highest ambition was a sharp deal
and 300 per cent, profit, crowded around the mu-
sical cabinet like mourners at a Methodist re-
vival, and also burst into song. So sweet and
beautiful was the music that even the plumbers
and pushcart men outside the building crowded
in and joined in the universal sort of hallelujah
chorus that rounded up the evening performance.

The result of all this was most marked. In
a few days a decided improvement was noted in
the political atmosphere of the City Hall in
Brooklyn and New York. Men became almost
human in their dealings. Trolley conductors
stopped their cars at the corners, and even the
bell failed to start the car until the motornian
had seen the women and children safely on the
sidewalk, and that no cripples or helpless ones
were hanging to the rail when the car started.
Perhaps no greater triumph ever greeted the
life-long struggles of an Inventor than was re-
ceived by Colonel Munchausen.

The Board of Aldermen appointed a musical
committee to entertain all visiting musicians in
New York and to found a chair of music with an
appropriation, guaranteeing the free education
of the musical poor and struggling geniuses who

were considered worthy to play with Paderewski
or sing with Melba in the Metropolitan Opera
House were to be specially educated at public
expense.

Colonel Munchausen had now become so

wealthy that he declined further appropriations
for six months, and asked that all money voted
to him be turned over to the musical fund for
educating gifted children of New York and
suburban origin.

RECORD BULLETINS FOR JANUARY, 1909

NEW VICTOR RECORDS.

NO. SIZE.
SOUSA'S BAND.

odtll "Fairest of the Fair" Marcli Sousa 10

31722 Venus on Eartli Waltz Lincke 12

.UtTHUR PKYOR'S BAND.

5602 Italian Riiiemen March Buccalosi 10

5607 Georgia Sunset (Cakewalk) .. .Brown-Lampe 10

TICTOK OKCHESTBA (WALTER B. BOGEESj CONDUCTOR).

5600 Madeleine Waltz Georges 10

VICTOR DANCE ORCHESTRA (WALTER B. ROGERS. CONDR. I.

31711 Pamplona Waltz Gauwin 12

CORNET SOLO BY HERBERT L. CLARKE ACCOMP. BY
SOUSA'S BAND.

31721 Caprice Brilliante Clarke 12

ORCHESTRA BELL SOLO BY ALBERT ilULLER WITH OKCH.

52902 Black Forest Polka 10

BANJO SOLO BY VESS L. OSSMAN WITH ORCH.

5622 Fun in a Barber Shop Winne 10

WHISTLING SOLO BY GUIDO GIALDINI WITH ORCH.

52013 Habanera. (From ••Carmen") Bizet 10

TENOR SOLO BY HARTCY HINT)ERMEYER WITH ORCH.

559S When Jack Comes Sailing Home

Bayes-Norworth 10
TENOR SOLO BY HARRY MACDONOCGH WITH ORCH.

5630 There Never Was a Girl Like You

Williams-Van Alstyne 10

CHORUS WITH YODEL BY THE PIRCHER ALPENSINGERS OF
BERLIN.

52010 "With Us in Tyrol" (Bei uns in Tirol) 10

SCOTCH SONG BY HARRY LAUDER WITH ORCH.

5S002 When I Get Back Again to Bonnie Scotland. 12

DUET BY MISS JONES AND MB. MURRAY WITH ORCH.

5625 When We are M-A-R-R-I-E-D. From "Talk

of New York" • Cohan 10

COMIC SONGS BY NAT M. WILLS WITH OBCH.

5616 Our Boarding House Wills 10

31720 The Flag He Loved So Well (Burlesque

Military Ballad) Wills 12

BY BOBLEY D. EVANS.

5632 Farewell Address to the Navy 10

WHITNEY BROTHERS QUARTET.

5628 Sally in Our Alley Carey 10

5629 The Little Bed Drum (Poem by Eugene

Field) Gibson 10

31723 (a) •■Excelsior" Up-to-date; (b) Fishing... 12

BILLT MURRAY AND HAYDN QUARTET WITH ORCH.

5617 Sullivan. From '•The American Idea". Cohan 10
5624 Sweetheart Town Mahoney-Morse 10

COMIC SONG BY BILLY MURRAY WITH ORCH.

5631 Over on the Jersey Side Norworth 10

DUET BY COLLINS AND HARLAN WITH ORCH.

5618 Alabam'. From "The Broken Idol"

Williams-Van Alstyne 10

IRISH SPECIALTY BY STEVE PORTER.

5620 Flanagan's New Year's Call Porter 10

YANKEE TALK BY CAL STEWART.

5619 Moving Day at Pun'kin Center 10

TENOR SOLO BY HAROLD .lARVIS WITH ORCH.

31714 The Ninety and Nme Campion 12

BARITONE SOLOS BY ALAN TURNER WITH ORCH.

5610 Annie Laurie Scott 10

31719 Thy Sentinel Am I Pinsuti 12

DUET BY MISS STEVENSON AND MR. STANLEY WITH ORCH.

5627 Good Evening. Caroline! Yon Tilzer 10

GIUSEPPINA HUGUET^ SOPRANO^ WITH ORCH.

5S407 Huguenots — O vago suol della Turenna (Fair

Land of Touraine!) Meyerbeer 12

TWELVE-INCH, WITH ORCH.

92057 Madama Butterfly — Un bel di vedremo (Some

Day He'll Come). In Italian Puccini

92058 Aida — O Vaterland (Oh. My Fatherland). In

German Verdi

MAECELLA SEMBHICHj SOPRANO. TWELVE-INCH, WITH
ORCH. IN ITALIAN.

88141 Semiramide — Be) raggio lusinghier (Bright

Gleam of Hope) Rossini

88142 Linda di Chamounis — O luce di quest' anima

(Guiding Star of Love) Donizetti

88143 Vespri Siciliani — Bolero. "Merce dilette

amiche" (Dear Friends, We Now Must
Part) Verdi

ERNESTINE SCHUMANN-HEINK, CONTRALTO. TEN-INCH,
WITH ORCH.

87021 Treue Liebe (True Love) (German Folk

Song). In Gei-man

87022 Irish Love Song. In English Lang

EVAN WILLIAMS., TENOR. TEN-INCH. WITH ORCH. IN

ENGLISH.

64096 Queen of Sheba — Lend Me Your Aid (Part

II) Gounod

VIOLIN SOLO BY MISCHA ELMAN. TWELVE-INCH.

71038 Rondo Capriceioso — Introduction .... Saint-Saens

NEW DOUBLE RECORD ZONOPHONE DISCS
10-INCH.

NEW RED SEAL RECORDS.

EMMY DESTINN, SOPRANO. TEN-INCH, WITH ORCH.

91083 Mignon — Kennst du das Land? (Knowest

Thou the Land?) In German Thomas

91084 Madama Butterfly — Sai cos" ebbe euore (Do

You Know, My Sweet One). In Italian

Puccini

5151
5152
5153

5154

5155
5156

5157

5158

5159
5160

5161
5162

5163
5164

ZONOPHONE CONCERT BAND.

A — Funiculi Funicula March F. Baselt

B — Egyptian March J. Straus.s

A — Solitude Waltz E. Waldteufel

B — Sizilietta F. von Blon

A — Spanish. From '•Foreign Lands" . Moszkowski
B — Fanfare (Soldier's Chorus). From "Faust"

G. Gounod

ZONOPHONE ORCHESTRA.
A — Harry Lauder Medley (Two-Step.
B — Yankee Dude (Characteristic March and

Two-Step) Lampe

A — Sphinx (Valse de Genre) Popy

B — Senorita (Spanish Waltz) Moore

A — John Chinaman (March and Two-Step)

Fessler

B — Rainbow (An Indian Intermezzo) .. .Wenrich

VOCAL SELECTIONS WITH ORCH. ACCOMP.

(Henry Burr.)
A — Nita Gitana (A Spanish Serenade) . .DeKoven
B — If You'll Remember Me (Song from
Chauncey Olcott's new play "Ragged

Robin" Ball

(Arthur Collins.)

A — Mister Dinkelspiel Moran-Helf

B — Father is a Judge Moran-Helf

VOCAL SELECTIONS WITH ORCH. ACCOMP.

(Steve Porter.)
A — Finnegan's Flat (Original).
B — Pat O'Brien's Automobile (Original).

(Frank C. Stanley.)
A — Stella. Song from Edward A. Paulton's

Operetta "The Naked Truth."
B — The Cherry in the Glass. From "The Girl
Behind the Counter."

(Alice C. Stevenson.)

A — Sweetheart Von Tilzer

B — Carissima Penn

(Arthur Collins, and Byron G. Harlan.)
A — Down in Georgia on Camp Meeting Day..

Bevins

B — Play Dat Rag Rose-Lemonier

(Ada Jones and Billy Murray.)

A — Oh. Y'ou Coon Cohan

B — Rainbow Bryan-Wenrich

(.Ada Jones and Len Spencer.)

A — The Widow Dooley (Irish Vaudeville
Sketch).

UDELL CABINETS

For Disc and
Cylindef Records

YOU ^^''O'-il'^ sell a Cabinet to

keep the Records in every

time you sell a machine. It will
not take much talking on \ our part
to sell Udell Cabinets. They speak
for themselves. \\ e are proud of
them.

Our dealers all sell them at a fine
profit.

Write for Discount

THE UDELL WORKS

INDIANAPOLIS, IND.

Dealers don't keep Udell Cabinets, they
SELL THEM.

No. 429, Disc Record Cabinet
Hr'pht 31 inche*. width 18 inches, drpth 14 inches. Gold-
en Qyeitercd 0«k top pnd front. Mehoppny finish. Holds
140 12-in. Disc Recoids. List price $IO.CO.

THE TALKING MACHINE WORLD.

53

B— Tony and Rosetta (Italian Character
Sketch).

(Frank C. Stanley and Henry Burr.)
5105 A — On the Banks of Allan Water (Old Eng-
lish Song).

B — Wanderer's Night Song Goethe-Rubensteln

SINGLE SIDE lO-INCH ZONOPHONE
RECORDS.

.Komzak

ZONOI'HONK CONCERT BAND.

1187 Kaiser Josef (March)

ZONOPHONIO ORCHESTRA.

1188 Songs of the South (Waltz Medley).
ACCORDION SOLO PLAYED BY J. J. KIMMEL.

list) March — The Irish Boy.

BELL SOLO PLAYED BY ED. KING, OKCII. ACCOMP.

1190 Powder and Patches (Gavotte Intermezzo) . .

Aronson

VOCAL SELECTIONS WITH ORCH. ACCOMP.

ll'Jl Ask Her While the Band is Playing. From

Victor Herbert's "Algeria". . . .Dorothy ICingsIey

ll'J2 Evening Star. From "Tannhauser"

Thomas Chalmers
1103 Frieda. From "The Girls of Gottenberg" . . -

Metropolitan Triu

1194 Grandma (Snyder) Byron G. Harlan

1195 Sullivan. From Geo. M. Cohan's "American

Idea" Billy Murray

1196 Throw Out the Life Line (Sacred) (Ufford)

Peerless Quartet

COLUMBIA 10-INCH DOUBLE-DISC RECORDS

A613 A Busy Week at Pumpkin Center. Talking rec-
ord bv Cal Stewart t "Uncle Josh").
Sullivan, from "The American Idea." Cohan.
Baritone solo, by S. C. Porter, orch. accomp.
A614 Uncle Josh .and the Sailor. Talking record by
Cal Stewart.
Honey Lou. Lemonier- Tenor-baritone duet by
Byron G. Harlan and Arthur Collins, orch.
accomp.

A615 I'd Rather Float Through a Dreamy Old Waltz.
Camp. Soprano-baritone duet by Miss Stev-
enson and Frank C. Stanley, orch. accomp.
If You'll Remember Me, from "Ragged Robin."
Ball. Tenor solo by Henry Burr, orch. accomp.
A616 Arion Carnival March. Faust. Played by
Prince's Military Band.
Ring the Bells for Christmas Morn. Spence.
Sung by Mendelssohn mixed quartette, orch.
accomp.

COLUMBIA 12-INCH DOUBLE-DISC RECORDS

A5082 Rainbow. Wenrich. Played by Prince's Mili-
tary Band.

Kerry Mills Barn Dance. Mills. Played by
Prince's Orchestra.
A5083 Stille Nacht, Hellige Nacht and O Sanctissima.

Wohlfahrt. Violin, flute and piano trio by
George Stehl, Marshall Lufsky and C. A.
Prince.

Largo. Handel. 'Cello solo by Victor Sorlin,
piano accomp.

COLUMBIA "BC" CYLINDER RECORDS.

85165 The Soldier's Song, from "Sarenna." Lohr.

Baritone solo by Frederick Wheeler, orch.

accomp.

85173 Down in Georgia on Camp-meeting Day.

Bivins. Tenor-baritone duet by Byron G.

Harlan and Arthur Collins, orch. accomp.
851 7G The Phantom Brigade. Myddleton. Played by

Prince's Orchestra.
85177 A Busy Week ai- Pumpkin Center. Stewart.

Talking record by Cal Stewart ("Uncle Josh").

COLUMBIA INDESTRUCTIBLE CYLINDER
RECORDS.

926 Introduction to the Third Act of Lohengrin.

Wagner. Concert Band.

927 The Old Swing on the Lawn. Schiller. Soprano

solo by Dorothy Kingsley, orch. accomp.

928 Hark the Herald Angels Sing (Christmas carol).

Mendelssohn Vocal Quartette, male voices, orch.
accomp.

929 Are You Sincere? Gumble. Tenor solo, by Byron

G. Harlan, orch. accomp.

930 A Vaudeville Rehearsal. Original sketch, by Fred

Duprez.

931 The Nightingale and the Frog. Eilenberg. Piccolo

solo, by L. P. Fritze, orch. accomp

932 Honey Lou. Lemonier. Tenor-baritone duet, by

Byron G. Harlan and Arthur Collins, orch.
accomp.

933 Pass Me Not, Oh Gentle Saviour. Doane. Tenor

solo, by James F. Harrison, orch. accomp.

THE 1010 SPECIAL

150-Peg Cylinder

RECORD CABINET

IS A TRADE -WINNER

Write for Special List. Positively
the best value ever offered at spe-
cial price to talking machine dealers

H. A. WEYMANN & SON, Inc.

Edison Phonograph Jobbers. Victor Distributors,
Cabinets and Supplies. Manufacturers of the
KEYSTONE STATE Musical Instruments.
Publishers of Sheet Music.

Weymann BIdg., 1010 Chestnut St., Philadelphia, Pa.

934 Taffy. Von Tilzer. Soprano solo, by Ada Jones,

orch. accomp.

935 Genee Waltzes. Lew. Concert band.

936 Larboard Watch. Williams. Tenor-baritone duet,

by Frank C. Stanley and Henry Burr, orch.
accomp.

937 It's Never Late 'Til Morning. Smith. Baritone

solo, by Bob Roberts, orch. accomp.

938 Fun in a Barber Shop. Winne. Banjo solo, by

Vess L. Ossman.

939 The Meanest Man in Town. Fischer. Baritone

solo, by Arthur Collins, orch. accomp.

940 Pretty Peggy (song and dance). Cornet solo, by

John Fletcher, band accomp.

941 Turkey in de Straw. Coon shout, by Billy Golden.

942 Play dat Rag. Lemonier. Tenor and baritone

duet, by Byron G. Harlan and Arthur Collins,
orch. accomp

943 No Moon Like a Honeymoon. Gumble. Soprano

and tenor duet, by Ada Jones and Billy Murray,
orch. accomp.

944 Waltz from the Ballet "Coppelia." Delibes.

Symphony Orcliestra.

945 In Dear Old Yankee Land. Cohan. Tenor solo,

by Billy Murray, orch. accomp.

946 Medley of Reels No. 2 (original). Accordion solo,

by John Kimmel.

947 Oh, You Coon. Cohan. Soprano and tenor duet,

by Ada Jones and Billy Murray, orch. accomp.

948 Christmas Morning at Clancey's (original). Talk-

ing record, by Steve Porter.

949 High School Cadets' March. Sousa. Military

Band.

NEW EDISON STANDARD (TWO-MINUTE)
RECORDS,

10032
10033
10034
10035
10036
10037
10038
10039
10040
10041

10042
10043
10044

10045
10040
10047
10048

10049
10050
10051
10052
10058
10054
10055

NEW EDISON AMBEROL (FOUR-MINUTE)
SELECTIONS.

STAR RECORDS FOR DECEMBER.

Talking Machines,
Typewriters, Phono-
graphs, Adding Ma-
chines, Cash Regis-
ters, Guns and Tools,
and on all Polished
Instruments.

It Absolutely
Prevents Rust.

Sales Quadrupled in 1907

Nymph and Satyr Edison Concert Band

Mandy Lane Ada Jones

Uncle Josh's New Year's Pledge. .. .Cal Stewart
The Yama, Yama Man. Am. Symphony Orchestra

When I Marry You Frederic Rose

Honey Lou Collins and Harlan

Good Evening, Caroline Billy Murray

Wild Cherry New York Military Band

Some Day James F. Harrison

Paulina, Otto and Fido

Ada Jones and Len Spencer

Somebody Just Like You Manuel Romain

Father is a Judge Edward Meeker

You Can't Stop Your Heart from Beating

for the Girl Y'ou Love Bvron G. Harlan

Memories of Galilee. ... Knickerbocker Quartette

Mary Ann O'Hoolihan Edward M. Favor

Black and White Kag. .Am. Symphony Orchestra

Uncle Josh in a Roller Skating Rink

Cal Stewart

Rainbow Ada Jones and Billy Murray

Sweet Girl of My Dreams Harry Anthony

Love's Magic Spell Albert Benzler

Baby Doll Arthur Collins

Darling Nellie Gray ... .Metropolitan Quartette

Flanagan's New Year's Call Steve Porter

On Parole March.... New York Military Band

61 Glow-Worm Edison Concert Band

62 Calvary James F. Harrison

63 Aunt Dinah's Golden Wedding

Empire Vaudeville Co.

64 Elks' Minstrels.

65 Selections from "Algeria" . Am. Symphony Orchestra

66 A Comedy Dream Murry K. Hill

67 Sing Me to Sleep.. Miss Chapman and Mr. Antnony

68 I Love My Love, Waltz.. Am. Symphony Orchestra

69 A Picture of Long Ago. .Ada Jones and Len Spencer

70 Grand American Fantasia .... N. Y. Military Baud

NO. SIZE.

21 Medley March 10

22 Frou Frou 10

23 The Fairest of the Fair (March) lo

OKCHESTEA,

24 Love's Treasure 10

SASAPHONE SOLO.

25 Morceau D'Elevation 10

BARITONE SOLOS WITH ORCH. ACCOMP.

26 Jolly Good Fellows (Stein song) 10

27 The Soldier's Song. From Serenna 10

28 Somebody Lied (negro dialect) 10

TENOR SOLOS WITH ORCH. ACCOMP.

29 You have always Been the Same Old Pal. ... 10

30 Honor Bright, I Loves Yer Right, Old Pal . . . 10

SOPRANO SOLOS WITH ORCH. ACCOMP.

31 Don't Be Cross With Me. From "A Stubborn

Cinderella." 10

CONTRALTO SOLO.

32 Sing Me to Sleep (with cello obbligato) 10

BARITONE AND TENOR DUETS WITH ORCH. ACCOMP.

33 On Calvary's Brow 10

34 Throw Out the Life Line 10

35 Wishes (Comic Duet) 10

36 Rainbow 10

SOPRANO AND BARITONE DUET WITH ORCH. ACCOMP.

37 It's Up to You to Do the Rest 10

TRIO (MIXED VOICES).

38 Jack and Jill 10

QUARTET (MALE VOICES) WITH ORCH. ACCOMP.

39 Every Mother's Son There Sang "The Wear-

ing of the Green." 10

QUARTET (MIXED VOICES). UNACCOMP,

40 Where Are You Going My Pretty Maid? 10

BAND.

1260 Martha, Overture 12

1261 Humorous Paraphrase on "I'm Afraid to Come

Home in the Dark." 12

BARITONE AND TENOR WITH ORCH. ACCOMP.

1262 Down in Georgia on Camp Meeting Day.... 12

MINSTREL RECORD WITH ORCH. ACCOMP.

1263 Minstrel Record 12

MISCHA ELMAN'S SUCCESS.

Dealers Would do Well to Stock and Feature
Records by This Artist.

Following the appearance in New York of
Mischa Elman,. the young Russian violinist, who
scored such a great success in Europe, where he
played with the leading orchestras of that coun-
try, he will make a concert tour which will cover
almost every large city in the United States.

1866

1907

WILLIAM F. NYE

NEW BEDFORD, MASS.

This is a pointer for live talking machine men,
who should stock and feature the records made
by this violinist — one of the greatest who has
visited these shores in many years. Although
seventeen years of age, he plays like a veteran.
The maturity of his art, his extensive repertoire
and artistic comprehension, have enabled him to
achieve results that may be termed remarkable.
His appearance in New York was a triumph.

THE VOICE FEOM HOME.

Someone sticks it in the camn kit ; someone hopeful,
someone young,
(Let us praise the Youth who travel with the crew !)
Someone finds it, jarred and jumbled, and it's some-
times shy a lung.
While its voice is rather llmpish and askew.
In the silence of the forest, rifles stacked and camp-
fires low ;

Bronzed and bearded faces thoughtful, lighted by the
dying glow

Dear old Death, of long acquaintance, browsing some-
where in the brush — •

Comes a squeaky, squawky, squealing elbowing into
the hush —

/

"Urup ! Urup ! Br-r-r-r ! 'Stars and Stripes' — 'ever'
Played by Sousa's band — LTrup ! Br-r .'
For the bz-z-z-z-urup-phonograph

Ta-ta-ra-ra-ra-boom-ta-ratty-tat-tat !"

A grinding, gritty galloping, a grumbling at the bowels ;
It speaks of seas and cities and of teeming quays and
boats.

Then changing to another tune and mumbling all the
vowels.

It vomits words that bring a sob into unwilling
throats.

The slimy silence slides away : the campfire fades from
view;

The forest dark is lighted and old Death himself slips
through.

The voice metallic jangles on : the thoughtful faces
yearn,

While the yawping bos leers spiteful as the feeble
records turn.

"Blup-blup-br-r-r-r-blong — 'Rhore —

Sung by the Queen City-br-r-quartette —
For the bz-z-z-urup-phonograph.

Tr-r-r-The night winds are whisperlng-blong-brr- !"

Someone sighs a trifle wistful ; someone hopeful, some-
one young ;

Someone hums in nervous cadence as a dare.
Someone growls a trifle roughly as by quick emotion
stung,

While the halting needle picks a silly air.
In the silence of the forest, rifles stacked and camp-
fire low.

Growls the gibing voice metallic of the things we used
to know.

Oh, it speaks of home and dances ; of the jangling
city's stir — ■

And it brings us in the bushes quiet, holy thoughts
of Her !

"Br-r-r-r-blung ! Br-r-Forgotten !

As sung by Miss Hilda-br-r-urup-Jones

For the bz-z-z-zblong-phonograph.
If a wild wish-blong-be-r-to see and to-bz-z-z !"

Alfred Damon Runyon, in New York Sun

A whisky breath may cause some customers
to surmise that you have a cold, but most of
them, especially ladies, will simply think that
you are not the man they care to deal with.

54

THE TALKING MACfflNE WORLD.

LATEST PATENTS RELATING TO TALKING
MACHINES AND RECORDS

especially prepared for The Talking Machine World.)

Washington, D. C, Dec. 10, 1908.
Disc Gbaphophoxe. Thomas H. Macdonald,
Bridgeport, Conn., assignor to the American
Graphophone Co., same place. Patent No. 902,-
590.

The invention relates to talking machines em-
ploying records of the disc t}T)e, and specifically
to that construction known as "tone arm," in
which a bracket attached to the machine pro-
vides a horizontal hearing in which are inde-
pendently joumaled the horn and the hollow arm
that carries the sound-box.

This invention will be best understood by
reference to the accompanying drawing, which is
a side view, partly broken away, illustrating one
embodiment of the invention.

In this drawing 1 represents a portion of the
box or casing of the graphophone or other talk-
ing machine, containing the usual motor, etc. 2
is the turn-table, and 3 a disc sound-record car-
ried thereby. 4 is the bracket secured to casing

1 and providing,
in its upper por-
tion 5, a horizon-
tal bearing in
which the horn 6
is journaled or
swiveled so as to
be swung horizon-
tally; 7 is the hol-
low arm or "tone
arm" carrying the
sound-box 8 and
the stylus 9, and
suitably mounted
in the bearing 5,
10 have vertical as well as horizontal play. The
members C and 7 are connected to the bracket 4,
at the portion 5, in any suitable manner.

The construction thus far described is old and
well known. It will be observed that, the hollow
arm 7 being pivoted at 5 to swing vertically, the
weight of the other end of arm 7 and its sound-
box 8 is sustained by the point of the stylus 9,
that rests upon the surface of disc 3. The object
cf the present invention is to relieve the stylus
and disc of a part of this weight. As one means
of accomplishing this purpose, two co-acting
bearings are provided, one on the bracket 4 and
the other on the arm 7, preferably making one
of them yielding, whereby a portion of the weight
is taken up, and also preferably making one of
them adjustable.

Cabinet foe Talkixg Machines. Walter L.
Eckhardt, Brooklyn, N. Y., assignor to American
Graphophone Co., Bridgeport, Conn. Patent No.
903,364.

This invention relates to cabinets for talking
machines, and particularly those of the disc type.
The objects are to provide a cabinet which shall
e.Ttirely inclose the machine and horn and at

the same time leave the machine readily accessible
for the purpose of placing records on the turn-
table thereof and removing them therefrom; to
provide convenient compartments for the storing
of records and other articles; and, generally, to
present a cabinet which shall be a conipaci and
attractive article of furniture.

Figure 1 is a persppr'tlve: and I'Mg. 2 is a sii|.
elevation.

TALiii'.(j MACiu.Mi. Andrew Hang, Caldwell,
and Bedford G. Royal, Camden, N. J., assignor

to the Universal Talking Machine Mfg. Co., New-
ark, N. J. Patent No. 903,37-5.

This invention relates particularly to improve-
ments in that class of talking machines in

which the sound-
box communicates
with the amplify-
ing horn proper
through an inter-
mediate sound
arm, the principal
objects of this in-
vention being to
simplify the con-
struction of the
arm and of the
means connecting
the arm and the
horn, to lessen the
cost of manufac-
ture without de-
tracting from the practical utility of these parts.

In the accompanying drawings: Figure 1 is
a side elevation of a talking machine constructed
in accordance with this invention; Fig. 2 a frag-
mentary top plan
view of the same;
Fig. 3 a fragmen-
tary side elevation
partly in section of
the joint between
the aim and the
horn; Fig. 4 a hori-
zontal fragmentary
section of the
joint; Fig. 5 a ver-
tical transverse sec-
tion on line 5 — 5 of
Fig. 3; Fig. 6 bot-
tom plan view show-
ing how the sound-
box is attached to the taper arm; Fig. 7 a trans-
verse vertical section on the line 7 — 7 of Fig. 6;
Fig. 8 a front elevation in detail of the elbow
and part of its supporting bracket; Fig. 9 a
fragmentary side elevation partly in vertical
section of a modified form of this invention; and
Fig. 10 a transverse section on line 4 — 4 of
Fig. 9.

HoHX FOE Repkoduci-ng NATtRAL ToxES. Cor-
nelius C. Jadwnn, Honesdale, Pa. Patent No.
903,575.

This invention relates to horns for reproduc-

ing natural tones, the main object of the inven-
tion being to provide an article of the class
described which is applicable to any of the
sound reproducing machines now in common use
and adapted to be hinged to the cabinets contain-
ing the instrument to enable the records to be re-
moved and replaced on the instrument and the
necessary adjustments to he effected.

A further object of the invention is to provide"
a horn which embodies a plurality of sound pas-
sages combined with a common throat, and

means for varying the volume of sound waves
transmitted to the respective passages to vary
the tones finally produced by the horn.

In the accompanying drawings: Figure 1 is
a vertical sectional view of a sound reproducing
cabinet, showing a machine mounted therein and
illustrating the improved horn also sho'svn in
longitudinal section. Fig. 2 is a front elevation
of the cabinet section containing the horn. Fig.
3 is a reduced vertical section showing the horn
applied to another type of instrument.

PH0^-0GRAPH Stopping AxxACHiiEXT. Alfred
Randall, Ferryville, Wis. Patent No. 902.739.
This invention relates to improvements in

talking machines,
and the' object of
the invention is
to provide a pho-
nograph stopping
device that will
automatically stop
the operating
mechanism when
the end of each
record has been
reached.

Figure 1 is a
top view of the
well-known cylin-
der record type

o f phonograph

™-^- with the stopping

attachment applied thereto. Fig. 2 is a front
elevation of Fig. 1. Fig. 3 is a rear elevation of

MIRAPHONE

Combination
Music Box and
Talking Machine

In every respect a
superior instrument
Musically and
Mechanically.
Giving you and
your customers
splendid value. J-

Write for Catalogue, Terms and Prices

Jacot Music Box Co*

No. 39 Union Square, New York

THE TALKING MACHINE WORLD.

55

Fig. 1. Fig. 4 is a detail view of the stop-collar
which forms one of the main working parts of
the device.

Graphophone. Alice Henry, Chicago, 111. Pat-
ent No. 902,579.

The object of this invention is to provide
means wherehy the needle point of the producer
can he instantly set at any desired radial point
of the record disc for the purpose of utilizing
all the surface of the disc where the recording
is interrupted and needie removed from the disc;
and for repeating any particular part of a record
when the instrument is used for teaching or other
purposes.

Figure 1 is a top view of a box inclosing the
mechanism; the record disc mounted thereon;
the supporting bracket; the horn and reproducer
and a scale supported above the disc adjacent to
the line of travel of the needle. Fig. 2 is a de-

tail showing an adjustable screw pivoted on the
center shaft of the mechanism and supporting
one end of the scale. Fig. 3 is a detail view of
an adjustable screw pivoted in the top of the
box and adapted to support the other end of the
scale.

Producing Phonographic Records. Isidor Kit-
sie, Philadelphia, Pa. Patent No. 903,198.

This invention relates to an improvement in
producing phonographic records in a simple and
efficient manner.

In practicing this, the invention, the inventor
prefers to make use of a vibrating diaphragm

with the aid of
■which a non-con-
ducting material is
deposited on a con-
ducting surface in
accordance with
the vibrations of
said diaphragm
produced by the
generated sound
waves.

In the drawing
Figure 1 is a plan
view in conventional form illustrating the con-
ducting material on which the lines of record are
later on to be marked. Fig. 2 is a similar view of

the same material with the sound record marked
tnereon. Fig. 3 is a similar view of the conduct-
ing material having marked thereon the lines of
record and provided with the electro-plate as
later on to he more fully explained. Fig 4 is a
cross section of a recording mechanism provided
with the preferred means of depositing the ma-
terial on the conducting plate.

1 is the conducting support; 2 the lines of
record and 3 the electro-deposit on said plate.

In Fig. 4, 5 represents the mouth piece; 6 the
diaphragm; 7 the stylus attached to the dia-
phragm. This stylus is here partially supported
by the movable lever 8 attached to the bar 9
held in position here by the support 10. 11 is the
reservoir containing the non-conducting fluid 12.
13 is the fluid outlet here shown as connected
with the reservoir with the interposition of the
flexible tube 14. 15 are the means to stop the
flow of the fluid.

Phonography. Isidor Kitsie, Philadelphia, Pa.
Patent No. 903,199.

This invention relates to an improvement in
phonography. Its object is to produce original
records in a simple and efficient manner, and it
is also one of its objects to produce direct from
said original records copies of same.

The first step in practicing the invention is to
"^produce the original record. It is preferred that

the lines of record
should be marked
on the support
without actual
contact of the sty-
lus or writing means, and it is necessary to illus-
trate mechanical means adapted to produce such
lines of record, so that persons versed in the art
may practice the invention, there is illustrated in
the accompanying drawing a device with the aid
of which records may be produced without actual
contact of the stylus with the material on which
the lines of record are to be produced, it being
obvious that the mechanical arrangement may
differ without departing from the scope of the
invention.^

In practicing the invention, it is necessary to
produce two identical records and the inventor

J~^URING the next Exposition at Grand
Rapids in January we want every
talking machine dealer who can to meet us
on the sixth floor, new Manufacturers
Building, to see some new interiors. We
are untiring in our eflbrts to furnish the
most convenient, roomy and economical
cabinet interiors possible, and will always
be found in the front ranks.

Right through the busiest season we
have been able to handle all orders promptly
and our customers have profited by this.
We can't get along without your business,
and we want you to keep in touch with
our line and always know the latest on the
market.

Write to

Rockford Cabinet Co., 1920-30 12th street, Rockford, III.

No. 688 Closed

X

5 AnotX. suejcc:

has recourse to means whereby identical lines of
record may be simultaneously produced on two
independent plates or discs.

In the drawing, Figure 1, is a cross section of
a recording mechanism with the device attached
thereto. Figs. 2, 3, 4 and 5 are perspective views
of plates having marked thereon the lines of
record in their different stages. Fig. 6 is a
vertical transverse sectional view of an elec-
trolytic apparatus employed in practicing the
invention.

In Fig. 1, 1 is the mouth piece of the usual
sound-box; 2 the diaphragm; 3 the stylus at-
tached to the diaphragm. This stylus is here
partially supported by the movable lever 4 at-
tached to the har 5 and held in position by the
support 6.

PnoNOGEApny. Isidor Kitsie, Philadelphia, Pa.
Patent No. 903,200.

This invention relates to an improvement in
phonography. The first step in practicing this
invention is to produce the lines of record with a
non-conducting material on a conducting support.

For the purpose of the invention, it is imma-
terial if the non-'conducting material consists of
a fluid or a solid and it is immaterial if these
lines of record are marked on the support with
actual contact of the stylus or writing means, or
without actual contact of
said stylus; but it Is neces-
sary that the support should
be conducting and the lines
of record non-conducting,
and it is preferred that the
support should be a metallic
plate, such, for instance, as '
a plate of copper, and if a fluid is used for mak-
ing the lines of record, the same may consist of
a liquid containing dissolved shellac or other
resinous matter, and it is preferred that this
fluid should be colored so that the lines of record
may be made visible to the eye of the operator.

Automatic Cut-off foe Sound-Reproducing Ma-
chines. Joseph Eifel, Chicago, 111. Patent No.
904,187.

This invention relates to sound-reproducing in-
struments wherein sounds are reproduced through
the medium of a reproducer actuated by a record
in motion, and more particularly to the me-
chanism employed to control the starting and

stopping of the
record, and its
objects are: to
I provide a cheap,
"■'^ safe, and accurate
means for auto-
matically s t o p -
ping the mecha-
""^ nism at the end
of the record, or
I"-*" at any predeter-
mined point when
the complete rec-
ord is not used;
to provide means
for actuating the
cut-off mechanism
which may be located at any desired point upon
the record, and to generally improve the efficiency
and to reduce the cost of automatic cut-off de-
vices for sound-
reproducing m a -
chines. While this
device is adaptable
to all forms of
sound - reproducing
machines in which ^ ^'
a moving record is
employed to actu-
ate the reproducer,
it is particularly
well adapted for
use in connection
with music boxes
or talking ma-
chines employing a disc or cylindrical record, and
in order to more clearly illustrate the above ob-
jects and other advantages it is shown in con-
nection with both types of machines, in the ac-
companying drawings, wherein —

56

>

THE TALKING MACHINE WORLD.

Figure 1 is a plan view, with parts broken
away, of a disc phonograph having the improve-
ments applied thereto; Fig. 2 is a vertical sec-
tion on the line 2 — 2 of PMg. 1, through the disc
and mandrel carrying the same, with the repro-
ducer in position thereon, in elevation; Fig. 3
is a sectional detail of a portion of a disc record,

showing one form
of means employed
to operate the cut-
off mechanism;
Fig. 4 is a vertical
section on the line
4 — 4 of Fig. 1, show-
ing one form of
stopping mecha-
nism, consisting of
a brake shoe and
disc, together with
the mechanism for
operating the same
when it is desired
to start the ma-
— chine; Fig. 5 is a

similar section on
the line 5 — 5 of Fig. 1, showing the mechanism
employed to automatically operate the cut-off
when the machine Is to be stopped; Fig. 6 is a
section on the line 6 — 6 of Fig. 1, showing the
catch employed to hold the stopping machanism
open when the machine is in operation; Fig. 7
^^^^^ is a front eleva-

^^^^^^ I I tion of a cylin-
drical machine
adapted to cut-off
at two points,
with a portion of
the reproducer
broken away to
show the roller
and its lever,
which serve to
operate the cut-off
^ mechanism; Fig.
8 is a detail per-
spective view of
one end of a
cylindrical record adapted to operate the cut-off
mechanism top-ether with the system of levers
constituting the latter; Fig. 9 is a plan view of
the cut-off mechanism; Fig. 10 is an end view
partly in section, showing the parts in their run-
ning or open position; Fig. H is a side elevation
of one end of a record and mandrel, together
with the stop or projection carried upon the end
of the mandrel, and Figs. 12 and 13 are an end
and plan view respectively of the mechanism il-
lustrated in Fig. 1.

Graphophone Att.\chmext. Winfleld S. Roden-
berger, Linton, Ind. Patent No. 904,453.

This invention relates to graphophone attach-
ments, and has for its object to provide means
for quickly removing the old needle and insening
a new one in its place.

Another object of the invention is to provide
a magazine containing needles and to provide

means whereby
said needles may
be quickly inserted
in the stylus holder
of the sound-box,
and at the same
time drive out the
old needle.

In the use of
graphophones it be-
comes necessary to
insert a new needle
"> after one or two
reproductions, and
these needles being
small, it is quite
difficult to feed them in place properly by hand.

Figure 1 is a foot elevation of a graphophone
sound-box or reproducer having the attachment
connected thereto. Fig. 2 is a perspective view
of the supporting bracket for the needle maga-
zine. Fig. 3 is a side elevation of the attach-
ment. Fig. 4 is a vertical section on the line 4 —
4 of Fig 1. Fig. 5 is a sectional view of the
stylus holder. Fig. 6 is a detail rear side eleva-
tion of the magazine and the plunger.

Diaphragm foe Talking Machines. William
W. Young, Springfield, Mass. Patent No. 904.110.

This invention relates to improvements in
sound reproducing and modifying devices de-
signed to be employed with phonographs and
other so-called talking machines, and consists es-
sentially of a disc of comparatively thick fabric
and means to support the same in the horn or
other sound conduit of a machine, together with
such other features as it may be deemed ex-
pedient to associate therewith. For this pur-
pose a felt disc has been found to give as good
if not better results than discs of other materials,
such disc being supported in a flanged ring or
collar with a wire-gauze disc on one or both sides.
The wire-gauze disc or discs not only serve to
support the fabric disc in the collar, but also
advantageously modify the tone to some consider-
able extent, as well as the last mentioned disc.
Other discs, preferably of stiff gauze fabric as
horsehair, may be added, if desired, with the
same end in view.

The object of this invention is to provide, in
a convenient form for use in connection with

talking machines, a diaphragm which will soften
and mellow the sounds produced by such ma-
chines. This device breaks up the sound waves
which pass through it, takes out the metallic
ring and the rumbling and rasping sound often
present, and transforms
the vibrations into clear
and distinct tones. This
object is attained by the
means fully and compre-
hensively illustrated in
the accompanying draw-
ings, in which —

Figure 1 is a cross-
section of the dia-
phragm, showing the
same supported in the
horn of a talking ma-
chine; Fig. 2, a side
view of said dia-
phragm as it appears in the goose-neck of a ma-
chine; Fig. 4, a cross-section of a slightly modi-
fied form of the de^'ice, and. Fig. 5, a side view
of the latter.

Phonograph Reproducer. Frank L. Dyer,
Montelair, and Frank D. Lewis, Elizabeth, N. J.
assignors to New Jersey Patent Co., West Orange,
N. J. Patent No. 904,853.

This invention relates to phonograph repro-
ducers and has for its object the production of a
reproducer having two styluses carried by a
single lever, said lever being pivoted to a support
which is carried by a floating weight and capable
of being moved with respect thereto so as to
bring either of said sty-
luses into and out of
operative position with
respect to the record
surface, and said sty-
luses being adapted to
operate upon phono-
graph records of differ-
ent pitch; for example,
one stylus may be suit--^^'^
able for operating upon
records having one hun-
dred turns or threads
per inch and the other
stylus may be suitable
for records having two hundred threads per inch.
Indicating means are also provided for designat-
ing which of the styluses is in operative position.

Figure 1 is a side elevation, partly in section,
of a reproducer constructed in accordance with
our invention, and Fig. 2 is a bottom plan view
of the same.

Automatic Stop Attachment for Phonographs.
Edgar B. Hyatt. Portland, Ore. Patent No.
904.875.

This invention has for its object to provide
simple means whereby the motor mechanism of
a phonograph may be automatically stopped at
the end of the selection being rendered. To this
end this improvement
essentially consists of
a breaking element ar-
ranged to engage with
one end of the cylin-
der, and automatically
thrown into action Dy
contact devices carried
by the carriage, ar-
ranged to act at the
end of the selection
being rendered. The
slojjping devices being

THE TALKING MACHINE SUPPLY CO.,

funhermore so designed that they can be readily
applied to any standard phonograph of the type
in mind.

Fi.gure 1 shows a perspective detail of a phono-
graph with the attachment applied thereto as in
practice, and Figs. 2 and 3 are details of con-
struction of the attachment.

I'lioNOGRAPH Rkproducer. Frank D. Lewis,
Elizabeth, N. J., assignor to New Jersey Patent
Co., West Orange, N. J. Patent No. 904,884.

This invention relates to phonograph repro-
ducers which are provided with a pair of repro-
ducing styluses adapted to track records of dif-
ferent pitch, as, for example, records of one-

THE TALKING MACHINE WORLD.

57

hundred and two hundred threads per inch re-
spectively, said styhises being mounted in a sup-
port which may be moved or shifted so as to
bring either of said styluses into and out of
operative position with respect to the record
surface as desired. ^Such a reproducer is dis-
closed and broadly claimed in an application
filed by Peter Weber, March 26, 1908, Serial No.
423,383, wherein it is proposed to mount styluses
of this character upon separate levers which are
separately pivoted to a support which is
rotatably mounted upon the floating weight of
the reproducer.

According to the present invention, only one
stylus lever is used and the same is pivoted di-
rectly to the float-
ing weight in the jt^.y
usual manner, and
a support for both
styluses is movably
counted on or car-
ried by one end of
said lever.

Figure 1 is a side -^''^^
elevation, partly in
section, of a phono-
graph reproducer
constructed in ac-
cordance with this
invention; Fig. 2 is a plan view of the stylus
lever of Fig. 1, and Figs. 3 and 4 are side eleva-
tions of modified forms of stylus lever and stylus
support.

Phonograph Reproducer. Delos Holden, Upper
Montclair, N. J., assignor to New Jersey Patent
Co., West Orange, N. J. Patent No. 904,959.

This invention relates to phonograph repro-
ducers which are provided with a pair of repro-
ducing styluses adapted to track records of dif-
ferent pitch, as, for example, records of one liun-
dred and two hundred threads per inch respec-
tively, said styluses being mounted in a support
which may be moved or shifted so as to bring
either of said styluses into and out of operative
position with respect to the record surface as
desired. Such a reproducer Is disclosed and
broadly claimed in an application filed by Peter
Weber, March 26, 1908, Serial No. 423,383, wherein
it is proposed to mount styluses of this character
upon separate levers which are separately pivoted
to a support which is rotatably mounted upon
the floating weight of the reproducer.

According t o
the present in-
vention, only one
stylus lever is
used, and the
same is pivoted
on a horizontal
axis to a ful-
crum, which lat-
ter is pivoted on
a vertical axis to
the floating
weight, and both
'ji styluses are car-

ried by said lever, being preferably mounted on
points at opposite sides of the fulcrum and equi-
distant therefrom.

Figure 1 is a side elevation, partly in section,
of a phonograph reproducer constructed in ac-
cordance with this invention, and Fig. 2 is a
bottom plan view of the stylus lever, fulcrumal
support therefor and adjacent portion of the
floating weight.

SouND-Box FOR Talking Machines. Alex.
Fischer, Kensington, London, England. Patent
No. 904,523.

This invention relates to improvements in the
construction of sound-boxes for talking machines
of the disc type.

Hitherto' in nearly all sound-boxes the plate
carrying the stylus and stylus bar is placed on
knife edges or points and is pressed against the
same by springs or 'by some other devices. These
springs or other devices also perform the func-
tion of holding the stylus bar in position. Unless
these springs or other devices press the plate
against the knife edges, etc., tightly, there is
jarring, when the sound-box is played and in con-
sequence the reproduction is bad. But this pres-

sure also makes the stylus and the stylus bar
rigid and, therefore, they are not free and sensi-
tive enough to reach the fine impulses of the stylus
produced hy the turning record. To improve this,
there is placed a spindle carrying the stylus bar
on two sensitive hinges or in the known form
of simple hinges or on center points which enter
center holes in the plate; an arm is formed on
the spindle which takes 'between two spiral or
other springs. By
these means the
spindle will be quite
free to react to the
finest impulses, the
springs having no
other function than
to hold the stylus
and the stylus bar in
position. The repro-
duction, therefore,
becomes broad in
tone, soft and natu- n<j5
ral and full of shad-
ing. There are, how-
ever, other advan-
tages as well as this
construction

te regulated to a nicety by pushing the arm
backwards or forwards as it is maintained in
position by means of the springs. Both springs
may be screwed tighter or looser according to
the requirement of the record to be played or
the nature of the diaphragm.

Figure 1 shows a front elevation of a sound-
box constructed according to the improved in-
vention. Fig. 2 is a side view of the same, partly
in section. Fig. 3 is an edge view thereof. Figs.
4 to 13, inclusive, show modifications and details.

Phonograph Reproducer. Peter Wetoer,
Orange, N. J., assignor to New Jersey Patent Co.,
West Orange, N. J. Patent No. 905,033.

This invention relates to phonograph repro-
ducers and has for its object the production of a
reproducer having two styluses, preferably car-

The tension of the diaphragm can

ried by levers which
are pivoted to a float-
ing weight, and said
styluses being adapted
to operate upon phono-
graph records of dif-
ferent piich, for in-
stance, one stylus may
be suitable for records
having one hundred
turns or threads per
inch, and the other
stylus suitable for rec-
ords having two hun-
dred threads per inch.

both of said styluses, however, being connected to
and adapted to impart vibrations to the same
diaphragm.

Figure 1 is a bottom plan view of a phono-
graph reproducer constructed in accordance with
the invention; Fig. 2 is a section on line 2 — 2 of
Fig. 1, and Fig. 3 is a detail view, partly in sec-
tion, showing the index finger for indicating
which of the s'' uses is in operative position.

Talking Machine Sound-Box. Andre Junod,
Fruitvale, Cal. Patent No. 905,082.

This invention relates to sound-boxes for talk-
ing machines, and especially to novel means for
mounting the sty-
lus bar of such a ,
sound-box in such
a manner as to
make the apparatus
extremely s e n s i -
tive, and to accu-
rately reproduce
the recorded vibra-
tions.

Figure 1 is a
plan view of the
reproducer. Fig. 2
is a vertical sec-
tion of the same,
taken through x — x
of Fig. 1. Fig. 3 is a view looking toward
the side of the apparatus in line with the stylus
bar. Fig. 4 is a diagrammatic view showing the
position of the pins and their combination. Figs.
5, 6 and 6a are modifications of the tensioning
means. Fig. 7 is a section tranverse to the groove

of one of the bear-
ing studs. Fig. 8
is a sectional view
through the bear-
ing points. Fig. 9
is a similar view
showing straight
knife edges, and a
U - shaped spring.
Fig. 10 is a sec-
tional elevation of
: the same through
the center of the re-
producer. Fig. 11
is a plan view
showing the sound-
box ring used as a tension lever. Fig. 12 is a
sectional elevation of the same on lines y — y
of Fig. 11. Fig. 13 is a diagrammatic view of the
stylus bar. Figs. 14, 15, 16 and 17 are views
showing modified forms of bearings for the ring.

The man who cannot obey orders will never
be fit to give them.

WE TOLD YOU SO

Last month we advised dealers to get under cover with big orders,
because a wave of demand would be let loose immediately after election that
would keep everybody hustling.

Find it so, don't you

We do. From the way orders are coming in there must be a deluge of
business rolling in on the trade. This is going to be the biggest Christmas
business, we believe, in the history of the Edison Phonograph.

You want Edison Phonographs. You want Amberol Records. We
have 'em. You want Horns and Cranes. We have 'em. Anything you
want — we have it. Right in stock. No delay, no bother. Goods shipped
the same day your orders are received, whether you write, wire or telephone.

Don't you know it's awfully satisfactory to do business with a house that
has what you want when you want it, and ships promptly. Again we say,
send in the orders.

American Phonograph Co.

106 Woodward Avenue,. Detroit, Mich.

58

THE TALKING MACHINE WORLD.

Leading Jobbers of TalKing Machines in America

THE

DIXSOIM

TradeHark

Are delivering the most wonderful
TALKING MACHINE

NEEDLES

ever manufactured.

Thej- come in four sizes, No. 1, Loud
Tone ; No. 2, Happj- Medium Tone ; No.
3, Medium Tone and No. i. Soft Tone.
They are packed in most attractive boxes
and envelopes, especially intended to
help the Small Dealer make profitable
sales of GOOD NEEDLES.

A SYMPOSIUM on the subject, with
wholesale prices, will be mailed to any
address, from either of our three stores

OLIVER DITSON COMPANY

150 Tremont Street, BOSTON, MASS.

Chas. H. Ditson & Co. J. E. Ditson & Co.

IVos. g, 10, 12 East 34th Street No. 1632 Chestnot Street
NEW YORK, N. Y. PHILADELPHIA, PA.

m

TRADE-MARK

BROADWAY and 17th ST., NEW YORK

Western Branch:
259 Wabash Ave., Chicago

Factorj' :
Rahway, N. J.

WHOLESALE AND RETAIL

REGINA MUSIC BOXES REGINAPIANOS
REGINAPHONES SUBLEMA PIANOS

O.STRIBUTCRS IN NEW YORK FOR

Victor Talking Machines and Edison Phonographs

Complete Stock. Prompt Deliveries.

HARGER & BLISH

JOBBERS

VICTOR
EDISON

Fit's worth while knowing we never
substitute a record. If it's in the catalog
we've got it.

Des Moines IOWA Dnbnque

Peter Bacigalupi & Sons

SAN FRANCISCO, CAL.

WnOLESALE RETAIL
102J-23 Golden Gate Ave. 1113-15 Fillmore St.

JQ^^^ Edison, Zonophonc
P^gR Victor

All Kinds of Automatic Musical Instnuneots
and Slot Machines.

BABSON BROS.

19Qi SIreet and Marshall Boulevard
CHICAGO, ILL.

EDISON JOBBERS

LARGEST STOCK OF EDISON PHONO-
GRAPHS AND RECORDS in tbe U. S.

STANDARD TALKING MACHINE COMPANY

ED X 5 O PI TiaB U R G , PA. VICTOR

"// ifs made we ship it the same day order is received"

Jacot Music Box Co.,

59 Union Sq.. New York.

Mira ojfici Stella Music Boxes.

Edison and Victor Machines
and Records.

You Can Get Gouds Here

KDISOiV VICTOR

JOBBERS DISTRIBUTORS

Our wholesale depot is a mile from our retail store.
Records are not mauled over for retail customers
and then shipped out to dealers. Dealers bnylng
from us get brand new goods just as they come
from the factory.

LAWRENCE McGREAL, Milwaukee, Wis.

NEW ENGLAND

JOBBING HEIADQUARTERS

EDISON AND VICTOR

Me^chtnea, Records axid Svippllea.
THE EASTERN TALKING MACHINE CO.

177 Tremant Street BOSTON. MASS.

D. K. MYERS

3839 Finney Avenue ST. LOUIS. MO.

Oolr Excluiive Jobber In U. S. of

Zon-o-phone Machines and Records

We Fill Orderi Complete Give ui ■ Triil

JOHN F. ELUS & CO.

WASHINGTON. D. C.
Distributor

and RECORDS Wholesale and KelaU
Lnrgcat Stock In the Sontli

PEBBY B. WHITSIT L. M. WELLER

PERRY B. WHITSIT CO.,

213 South Bloli Street.

Columbus, Otilo.
Victor Talking

Edison inDDrnO Vlo^o'* Talking

Phonoeraph* ,l||nnrni\ Maohlnoa
and Raoorda UUUULIIU and Raoords

COLUMBIA JOBBERS

N. W. IOWA. NEBRASKA and SOUTH DAKOTA

Write to-day for terms nec-
essary to become dealers

W. A. DEAN COMPANY '^s^J^g.^cixf

F. IVi. AXWOOD

123 MONROE AVENUE

iv/ie:ivif>his, tenim.
EDISON eJOBBER

L F. DROOP & SONS CO.

925 Pa. Avenue
WASHINGTON. D. C.

231 No. Howard Street
BALTIMORE, MD.

Distributors of

Edison Phonographs

Victor Talking Machines

Records, Cabinets and Supplies

LARGEST STOCK SOUTH OF NEW YORK

PRICE PHOMOGRARH CO.

54-36 Cllnlon Street. NEWARK. N. J.

Victor Distributors S^s""-""

Send us your Order, you get the Goods

We don't retail. We take care of the Dealer.
Laree Stock — Quick Service

BIFFALO • N. Y.

NEAL,
CLARK &
NEAL CO.

O

EDISON
VICTOR
COLUMBIA

FINCH & HAHN.

Albany, Troy, SoKeneotA.dy.

Jobbers of Edlaon, Victor and Columbia

MaLcIiin.es and Records

300.000 R-ecords
Complete Stock Quick Service

C. B. HAYNta W. V. YouMANa

C. B. HAYNE8 & CO.

WMOLCSALE DiaTRIBUTORB

EDISON PHONOGRAPHS and RECORDS

ALL SUPPLIES

603 East Main St., Richmond, Va.

PACIFIC COAST "t'o^SI^^f"
Victor Taliung Machines recSrds

STEINWAY PIANOS-LYON & HEALY
" OWN MAKE •• BAND INSTRUMENTS
San Francisco Portland

Los Angeles

Sherman, Clay & Co. S12,IS3"

Baltimore Zonophone Jobber
the new twentieth century talking
machine co.

L. MAZOR, Proprietor

Talking Machines and Records. The Biggest
Assortment of Hebrew Records.
1423-25 E. Pratt Street, BALTIMORE, MD.

KLEIN & HEFFELMAN CO.

Canton, omo.

Edison Victor

MACHINES, RECORDS AND SUPPLIES

Quickest service and most complete stock In Ohio

IF YOU'RE IN WESTERN MICHIGAN
it will be money in your pocket to order

Victor Machines and R-ecords
JULIUS A. J.°FiR.IEDRICH

30-32 Cartal Street. Grand Rapids, MichUarv

<-> mi ' Quick Service and a Saving

Our Motto: , N Transoortation Chareet

Every Jobber In this country staonld be represented In this department. The cost Is slight and the advantage Is great.

Be sure and have your lirm In the January list.

THE TALKING MACHINE WOULD.

59

Leading Jobbers of TalKing MacKines in America

iSticRaPininTHis!

1 We reler all retail inquiries from our
Dealers' towns to them lor attention.

f We positively will not sell a Talking
Machine or Records at retail in a town
where we have a Dealer,
f We do not refer the innuiry to you and
then oiler to pay express if the customer
will buy direct.

The Rudolph Wurlilzer Co.,

Cincinnati and Chicaco.

2 points ol supply on Victor ft Edisoo. Order Irom Ibe nearer.

EVERY JOBBER in tbls country
should be represented in tliis depart-
ment. Tbe cost is slight and the ad-
vantage is great. Be sure and have
your firm in the January list.

COLUMBIA AGENCY FOR NEBRASKA

Goes to the Schmoller & Mueller Music Co. of
Omaha Who Absorb Local Columbia Store.

(Special to The Talking Machine World.)

Omaha, Neb., Dec. 2, 1908.

Tlie branch of the Columbia Phonograph Co.,
maintained for a number of years at 1621 Far-
nam street, with a manager and a large force
of salesmen, has been absorbed by the Schmoller
& Mueller Music Co., who have secured the
agency for Nebraska, and the entire stock re-
moved to the salesrooms of the latter company,
where half the lower floor will be given over to
talking machines.

The news of the transfer created quite a sen-
sation in the local trade, especially in view of the
fact that the Schmoller & Mueller Co., the oldest
piano house in Omaha for years, did not handle
any line of musical instruments outside of
pianos. William Burr, the local Columbia man-
ager, has gone with the Schmoller & Mueller
Music Co., as manager of the department.

TO INCREASE RECORD SALES.

Some Pointers on How to Encourage Your Cus-
tomer to Buy and Then Buy Again.

In a recent issue of the "Voice of the Victor,"
the Victor Talking Machine Co., in discussing
methods by which dealers may increase their
business dwell at length upon the library plan
and say: "In making record sales it is a good
plan to encourage your customer to buy with the
object of amassing a musical library. It re-
quires time, no matter how enthusiastic he may
be, for him to fully realize the great and varied
repertoire of music listed in the 126 pages of the
Victor record catalog. In the first moments of
Victor 'fever' he is sometimes inclined to buy
records at random, and regrets are apt to follow
some of these impulsive purchases. If he had
only bought this or that record instead! — is some-
times the afterthought of the customer who has
made his selections too hastily.

"Give your customer ample opportunity to
learn the broad scope of the Victor record cata-
log .by playing for him the best selections from
the different departments. Many a musical gem
that cannot be adequately described in cold type
is hidden in the pages of the Victor catalog.
Sound your customer's taste and let him hear
these records.

"Don't try to sell and don't encourage your
customers to buy records in a haphazard way.
Impress on every customer the idea that each
new record bought is an addition to his 'library
of music' Get him interested in forming a 'col-
lection' of records. He will suhdivide the col-
lection himself, according to his own inclinations,

E. T. WILTON & COMPANY

HOUSTON, TEX.

Wholesale Distributors "Star" Talking
Machines, Records, Horns, Cranes, Etc.

We have everything you need, also
JEWELRY and WATCHES

Southern California Music Co.

EVERYTHING FOR TALKING MACHINES

Edison and Zon-o-Phone Jobbers

LOS ANGELES, CAL.

CHICAGO

Paste This Where You Can Always See It !

Mr. Dealer:

We refer all Talking Machine inquiries coming from towns
where we are represented by dealers to the dealer or dealers in
that town.

VICTOR and EDISON JOBBERS

into opera, sacred music, old-time ballads, popu-
lar airs, overtures, marches, dance selections,
violin solos or what not.

"Once started on tnis basis he has a fixed ob-
ject in view — to make his collection as complete
as possible. He becomes a careful buyer, but a
better buyer. He places an artistic value on his
records, and, what is more, prides himself on his
selections, which naturally enough keeps his en-
thusiasm alive. You will find this kind of a
buyer will go the financial limit in order to make
additions to his collection."

VICTOR'S SANTA CLAUS POSTER.

Early in the month the Victor Talking Machine
Co. sent out to their dealers copies of the large
handsome Christmas poster in colors, depicting
our good friend Santa Glaus, whiskers and all,
about to climb down a chimney with a Victor
machine in his arms. The poster should prove a
valued addition to the most elaborately arranged
Christmas window. They are most artistically
conceived and executed.

BEWARE OF A RUT.

There's one of the most profitable questions
any merchant can ask himself every little while.
It isn't always easy to tell whether you are in a
rut or not. In fact, few of us are likely to be
able to say that we are not in a rut until we
change scenes for a little while. In that very
human fact lies the chief reason for making a
trip to market every little while.

Moreover, a trip to market is the one form in
which a merchant can do a little traveling that
will surely be a profit and not an expense. Even
though he may not buy a single dollar's worth of
goods while there — in market he will get new
thoughts started which he can profitably develop
after he gets back home. It is easily possible
that a merchant may get from one hour in mar-
ket a suggestion from which profits enough will
result to pay the cost many times over of all
the traveling expenses he may be called upon to
pay in his entire life.

Try this experiment once, and you will need
no urging to "repeat the dose." Are you in a
rut? If the answer be either Yes or In Doubt —
try the cure of a trip to market this season.

JOIN BLACKMAN'S SEinNG STAFF.

Another addition to the selling staff of the
Blackman Talking Machine Co., New York, is
Harold J. Robbins, who will look after the local
trade. He was placed on the roll last week.
Walter Ewing and Geo. G. Blackman, secretary
of the company, have been on their terri-
tory for a couple of weeks, recording a great
Thanksgiving dinner under their own fig tree.

"Alas," confessed the penitent man, "in a mo-
ment of weakness I stole a carload of brass fit-
tings." "In a moment of weakness!" exclaimed
the judge. "Goodness, man! what would you
have taken if you had yielded in a moment when
you felt strong?" — Judge.

Meet your ..uftomer with a cheerful good
morning. If you are cheerful and happy you
will reflect it, it is contagious.

To American
Dealers:

HERE IS YOUR OPPORTUNITY
TO SECURE TRADE
WINNERS

If you desire a splendid line of talk-
ing machines which challenge any on
the American market so far as tone,
quality and finish are concerned, in-
vestigate THE KLINGSOR MA-
CHINES. They are made in a variety
of models and are especially adapted
for export trade.

We have just issued a superb cat-
alogue, showing the various styles
which we manufacture and this will be
mailed free upon application to any
name, to any part of the world.

The "KLINGSOR " is an original
talking machine, for which patents
have been issued in America. The
case designs are unique and striking.
They will attract attention in any ware-
room. The scientific combination of
the strings with double sounding board
enhances the natural tone. Disc
records of any size or make can be
used on the "KLINGSOR " machine,
some of which are fitted with coin-
operating attachments.

This is a marvelous product, original in every
way, and American dealers who desire some-
thing absolutely striking and in every way a quick
seller should lose no time in communicating
with us.

H. LANGE'S Successors,

ESTABLISHED 1854

21 Little Portland St., Oxford Circus,
LONDON, W., ENG.

60

THE TALKING MACHINE WORLD.

I
I

I

Side Lines for the Talking Machine Trade

Some of the Many Specialties which will Interest Talking Machine Men are Treated of in this Department

No oue, perhaps, in the talking machine in-
dustry is so closely in touch with conditions in
this trade as the staff of The World. For the last
four years our entire force of editors and corre-
spondents in all the leading centers of this
country and Europe, have devoted their entire
thought and energy to the study of trade condi-
tions. What this concerted effort has accom-
plished is vouched for by the thousands of con-
gratulations and good wishes that have been re-
ceived by this office from loyal members of
this trade. No one is more enthusiastic or
confident of the future, but at the same time no
one more fully realizes the limitations of the in-
dustry, than those who have studied the situa-
tion.

* * * *

Manufacturers, jobbers and dealers have built
up an enormous business; a business which, when
one takes into consideration those limitations,
finds no comparison in the history of commercial-
ism. Let us for a moment look at the bare facts.
In the first place, while the talking machine has
won for itself an enviable reputation in both so-
cial and educational circles, it is not a necessity,
like food, but a luxurj^ and as such must be a
thing of secondary importance. From the stand-
point of sales, the main possibilities lie in but
one direction, and that is the record end. Once
a dealer sells a machine and possibly a cabinet,
he must then rely wholly for future business on
his records, and with the enormous competition .
now in the field, that is scarcely big enough to
prove exceptionally attractive in itself. Take the
camera and photographic supply trade as a com-
parison, there the scheme is the same as in our
own field. One sells a camera and relies on the
film business, which is fully as large as the rec-
ord trade, and yet the men in this business have
long since given up the idea of relying wholly on
these reproducers of nature for their livelihood.
The talking machine business, without the slight-
est doubt, is in its infancy, and will continue to
grow and expand, but the day for exclusive deal-
ers is fast passing, to the betterment may it be
said, of the entire structure in that the more arti-
cles one has to sell the more people one attracts
and more patronage means increased prosperity.

• • * •

For the past two years The World has been
testing out the expansion policy through this
Side Line Department. So well has the idea
caught on and so fast has it spread, that it has
gotten beyond the department, and working as
we ever are in the interests of this trade, we are
compelled to enlarge our scope, and, therefore,
beginning with our January number, are bring-
ing out what will be known as The Side Line
Section, a magazine within a magazine, separate
in every way from The World, its sole aim being
to bring the jobber and dealer into close touch

with various other lines, and treating them in
an unbiased manner, hold a mirror to the entire
commercial world in which our trade may read
and learn, we hope to their unlimited profit.

* * * *

The open weather this fall has greatly stim-
ulated the demand for guns and ammunition, as
well as other seasonable sporting goods, humanity
at large taking advantage of the mild tempera-
ture and reveling in all sorts of outdoor pastimes;
this, however, cannot last, winter will soon be
shutting in on us, and with it will come a lively
demand for skates, sleds, skies, etc., for outdoor
recreation and games of all kinds to while away
the long evenings by the fireside. Jobbers and
dealers handling these goods here are looking
forward to a brisk winter trade, and by reports
this condition is apt to be true of all parts of the
country.

* * * *

Now is the time, if ever, to devote especial
care in the dressing of windows. The buying
public is on the warpath for scalps. Their palms
are just itching to get rid of their loose change
and all you have to do is to display your bait
temptingly.

4 * * *

The great secret of mercantile success is to
foresee a demand and set about supplying it
sanely.

» X * *

Every man can't be an advertising genius, and
it's no disgrace to adapt others' ideas to your
own purposes, for in all likelihood the other fel-
low has only rehashed old material. Start a
scrap-book; it will pull you out of many a hole
and may pave the road to success.

* if * *

In placing orders with your factories be spe-
cific— misunderstandings cause confusion and de-
lays, likewise lost business.

* * * »

Don't knock your competitor. When you have
to paint his character black to make your own
look white — well, we would advise a liberal dose of

hot water and sapolio.

* • • •

An ideal side line is anything that is a neces-
sity to a large proportion of humanity, and
inasmuch as one-third of the population of the
globe shave. Safety Razors seem to us to about
fill the bill.

* * « «

The secret of the increasing demand for post
cards lies not so much in the fact that they are
constantly changing but because they are a great
saver of time and labor. Even lovers who are
credited with writing volumes find more elo-
quence in a sentimental picture than in a whole
bottle of ink.

* * • •

No more are we compelled while away from

The VIASCOPE SPECIAL

NOW READY

#IT After years of study we have perfected
" a moving picture machine void of all
vibration and absolutely flickerless. All
working parts of mechanism encased in a highly
polished nickel-plated steel case. Its construction
is so simple that it can withstand the hardest usage
without getting out of order.

Write lor Catalogue.

VIASCOPE MFG. CO. - CHICAGO

Department A, 112 East Randolph Street

the habitations of man with the thermometer at
P. Q. X. to long and crave in vain a cooling
draught, or be aroused from a warm bed in the
middle of the night to heat baby's milk to just
98 degrees. The vacuum bottle has done away
with all such aggravating inconveniences. What
a seller it will be!

* • • «

Many argue "that any article well displayed is
half sold." The World would suggest the advisa-
bility of adding the word seasonable.

* * » *

We notice that a New York house has just
brought out what they call "Little Clincher Ice
Creepers," which will fit any shoe and eliminate
all danger of falling. Having had several memo-
rable experiences of his own in this line, the
writer should think this little article would be
well worth a dealer's attention.

^ ^ ^

A Chicago company have just marketed a fold-
ing sled, with Bessemer steel runners. Substan-
tially built and of attractive design, it should
prove popular with all young folk.

4c 4: ^ 4:

The white fiyer roller skate is another new
venture in the Windy City. The action construc-
tion is the turntable principal, not on an angle,
but in an upright position, thereby centering the
weight of the skater directly over the bearings;
this assures an equal distribution of wear and
strain on movable parts. The oscillating or
action mechanism is so sensitive that it instantly
responds to the slightest wish of the skater and
yet so scientifically constructed that it is at all
times under absolute control.

4: 4: 4: 4:

Salesmanship used to be measured by a man's
drinking capacity. In employing men now, how-
ever, forget the former standard. It has been
learned that orders, not whiskey bills, make for
a substantial commercial foundation.

* * * *

Every retail dealer, large or small, who sells on
credit is deeply interested in the cash system,
and it may be said there Is not a single mer-
chant who would not prefer to abandon credit
for cash if he thought it could safely be done.
The question is one which concerns particularly
the dealer in the small town, for here credit is
deeply rooted and there is an element of the pop-
ulation which must be delicately handled in
breaking away from the time honored customs.
In the first place the man who can adjust his
business so as to get down to a strictly cash
basis will have an advantage over his brother
who gives credit that will fortify him against
every possible chance of failure. That is, he will
if he is a business man. No tradesman can have
as satisfactory and money-making an occupation
as the one who deals for cash or its equivalent.
Men may argue that it is possible to grow rich
and succeed in giving credit, but look over the
cause of business failures and 90 per cent, of
them will be found to have done an abnormal
amount of credit giving to irresponsible parties.

THE PICTURE SHOW SINGER

Ballads. Pathetic or Humorous, Thrown in With
the Views.

One of the features of the cheap moving pic-
lure show entertainment is the singer of low
comedy or pathetic ballads. If it is a man ten
(■li;iii(c> to 0110 the song is funny, so-called. If
;i woman the lyrics will ho all full of weeps.

The bosi thins about those songs is that they
arc acconipauiod by biijhly colored views, de-
sisnod apparently to fit the text. Almost in-
variably a song about New England is run along

THE TALKING MACHINE WORLD.

61

"New Process" GniEHE Blades

Have You Got Them In Stock?

" New Process" Gillette blades have
proved an instantaneous success.

They differ in price, quality, ap-
pearance and style of package from
the previous kind, and the public is
being notified of the change by full
page advertisements in all the lead-
ing magazines.

More than tv^o million GILLETTE
users will now accept only " New
rrocess ' GILLETTE blades. If you
have them in stock before other deal-
ers in your locality you will get the
business, and at the new price your
profit is a very liberal one.

"New Process" blades are manu-
factured by newly-invented machines
and processes, making them superior
in appearance, operation and endur-
ance to any blades ever produced by
anyone.

These machines are automatically
regulated, and grind, hone and sharpen
each blade individually with the ut-
most precision.

Every cutting edge is perfect, and
possesses a degree of keenness not
produced by any other process.

"New Process" blades are finished
with a high polish that renders them

easy to clean. Since dust and mois-
ture do not dins readily to a polished
surface, these blades are practically
immune from rust.

"New Process" blades are packed
in a handsome nickel-plated box which
seals itself hermetically every time it is
closed. This shuts out all dampness
and effectively protects the blades
from rust in any climate, land or sea.
When empty, the box forms an at-
tractive waterproof match safe.

The set now contains 12 blades.

The Retail Price is $1.00 per set.

Twelve sets are packed in a carton.

To those who are not handling the
GILLETTE, we suggest "Get Busy."
Get the sales resulting from our huge
advertising campaign — the increased
business and profits that the co-oper-
ation of our Sales Department will
bring you.

YOUR customers are continually
seems GILLETTE advertisements
and they want the razor. Eventually
they buy it somewhere.

WHY NOT OF YOU?

Write us for catalog and liberal
discounts to dealers.

HOLIDAY GOODS NOW READY FOR DEALERS. SEND FOR CATALOG

GILLETTE SALES COMPANY

BOSTON
702 Kimball Building

NEW YORK
702 Times Building

CHICAGO
702 Stock Exchange Building

62

THE TALKING MACHINE WORLD.

with a scene of truly tropic vegetation and in a
bright sunlight that almost makes one see lizards
running along a wall and peons slumbering.
There are winter scenes, too, which look like
nothing so much as the skating chromos or the
"Frost Bound Brook" we are all used to;

The singer arises and in a voice that sug-
gests the need of filing or cultivating intones
through her nose or rather speaks through that
part of her — it is generally a she — the words of
the song. The pictures change from time to time,
customarily illustrating her going through one
grapple after another with a thoroughly uncom-
fortable appearing young man, who is the light
of her heart at least in the first three pictures,
but who turns cold in the fourth picture and the
chorus.

The chorus after the first rendition by the
singer is thrown upon the picture screen with
an exhortation at the top, "All join in." A few
feeble or all too strong voices accede, and the
resultant discord Is generally a nickel's worth —
which is the customary charge for seeing the
show and hearing the singer.

PAYS TO BE MENTALLY ALERT.

VOLCANO MOVING PICTUHES.

(Special to The Talking Machlue World.)

Honolulu, T. H., Nov. 20, 1908.
One of the most remarkable series of moving
picture films ever made have just been completed
by R. K. Bonine, an expert who has been in this
Territory for the past year. It is a reproduction
of the tremendous activity of the "Volcano of Kil-
auea, on the Island of Hawaii, and is one of the
most striking things of the kind ever produced.
The pictures were secured after several weeks of
difficult work and exceeded the expectations of
the artist himself. The films will be used in con-
nection with the Alaska- Yukon-Seattle Exposi-
tion next year, though they will probably be put
on the market before that time.

CANNOT GIVE AWAY PKEMITJMS.

In an article in this department last month
referring to musical merchandise and sheet
music as an excellent side line for talking ma-
chine dealers, it was further stated that it would
be "a good plan to advertise to give away a sheet
of music to each customer who purchased a stipu-
lated amount of talking machine goods in con-
nection with a sale of one specific article."

Regarding this matter we are in receipt of a
letter from Wm. Pelzer, of the legal department
of the National Phonograph Co., to which we call
the attention of readers of this department:

"We wish to point out that under the condi-
tions of sale attaching to goods of our manu-
facture, as well as to the Victor Co.'s product,
it is not permissible to give away an article of
any character as an inducement to the sale of
talking machines or records. Inasmuch as we
believe the trade, and particularly the dealers,
look to The Talking Machine World as good
authority on talking machine matters, we fear
that this suggestion may mislead the dealers
into the belief that this practice is permissible.
We, therefore, ask that you kindly modify this
suggestion at the earliest opportunity."

Don't play "Drink with me" for the clergyman,
or "I'm on the water wagon now" for the dis-
tiller. Remember the old proverb, "Consistency,
thou art a jewel."

New Ideas Are the Life of Business — How They
May be Developed.

The introduction of new ideas is the life and
soul of any business. One of the best and sim-
plest methods of obtaining them is to "take a day
off" now and then and visit the neighboring cities,
and towns, keeping one's eyes open and taking
notes. Reading trade papers is productive of
splendid results, as it not only gives one a
broader scope, but original schemes tried with
success in other sections can be adopted to one's
own needs. Failure is in nine cases out of ten
caused by stagnation, and this condition can only
be fought by installing new life and energy in
your affairs.

SALES AND THEIR CONDUCT.

Legitimate Special Sales Help and Vice Versa.

AVheu a dealer starts out to have a sale —
whether it be called clearance, fire or anything
else — he should see to it that it is in fact a sale,
and that the public get the goods at the reduc-
tion named — the word "Bargain" should not be re-
stricted to the headline of his advertisement. For
while this will bring people to his doors, if on in-
vestigation they find they have been deceived,
rest assured they won't give him a second oppor-
tunity. Now, while special sales are a splendid
advertisement and a good thing once in a while,
there is such a thing as overdoing it. Human
nature is a funny thing and once let the public
get the idea that you sell cheap, and the next
thing they will be saying that your goods are
cheap, and then, well, your hope of success is
mighty slim. The great trouble with most deal-
ers is that they are afraid to mark their goods
high. They get the impression that if they can
undersell the man down the street 5 per cent.,
they will run him out of business. To dem-
onstrate the practicability of this method they
point out the success of the modern department
store. Poor, misguided beings! True the "big
stores" do feature innumerable articles at
slaughter prices, but a careful inventory of their
stock will show a proportionate increase on other
lines. Where the little man is making his 15
and 25 per cent, profit and worrying himself sick
on how he can reduce his expenses and cut this
margin to 10 and 20 per cent., the man higher up is
making his 50 to 200 per cent., and the people
are falling all over themselves to trade with him.
Get a reputation for selling not the cheapest, but
the best goods in town; don't be afraid to charge
big prices, and then once in a while have a rous-
ing big sale. Dame fortune is a fickle jade, and
so is public fancy — ^both can be won by a bold
front, but never by half-hearted methods.

A NEW INGERSOLL WATCH.

Robt. H. Ingersoll & Bro. have just placed on
the market a new watch which will be known as
the "Universal." The watch is the regular Yan-
kee fitted to a metal holder about two inches
high, which is made in nickel, gun-metal, and
burnished copper finishes. The watch is held
firmly in the holder and makes a splendid desk
watch and paper weight, and is a most practical
timepiece for traveling. When desired it can

IF YOU ARE IIVXERESTED

IN

Wf ite us lor Latest List of Up-to-date and Popular Selections In

PERFORATED-PAPER MUSIC ROLLS

THE F»IA.IMOVA. CO., ItV-iZS Cypress Ave, IM. Y,
Largest Mlrs. ELECTRIC PLAYERS and MUSIC ROLLS

readily be removed from the case and worn in
the regular way. "With so much to recommend
it, the "Universal" should prove a big seller.

THE SCIENCE OF BUYING.

Some Pointers on a Most Important Subject of
Interest to Talking IVlachine World Readers.

The science of buying necessitates much
thought and experience. Men who are new at the
game and in many cases old-timers, hamper their
progress by their lack of knowledge of the art.
How many orders are lost daily by firms who,
having bought light are caught short without the
goods? Again how many have their shelves
loaded down with unsalable stuff, which leads
up to the question as to which is better, to under
or overbuy? Of course, like in everything else,
there is the happy medium which is always the
safest — ^^but how few are competent to judge when
they are right? Lacking this knowledge, it is
much better to stock too much than too little, as
it is always ' possible to use this surplus, if
handled rightly, and turn it to good account as an
advertisement and new trade gatherer. Make it
a point in business, at certain periods, to have a
clearance sale, get together all your odds and
ends, marking them down to cost and advertise
the sale well in your local dailies. You will find
that you are drawing new people to your store,
who, once they are there, can often be interested
in your staple lines. Make it a point to get all
purchasers' names and addresses, and then every
now and then drop them a line or send a new
catalog; in this way you can hold them and by
so doing increase steadily your patronage.

A PAYING SIDE LINE.

When the name "Durro" is mentioned in the
musical merchandise trade the dealer immedi-
ately brings to mind the line of violins and
strings handled by Buegeleisen & Jacobson, New
York, which have won a high position in the
esteem of the trade, which they well merit.
Imagine the opportunity thrown in the way of
the talking machine dealer to carry such goods
as a side line. No gamble, for the merits of both
violins and strings have been amply proven.
Ample profits for quick sales mean a rapid turn-
over of capital and a pleasing balance at the end
of the year. Durro violins are offered for the
discriminating trade who know what a really
good violin is, and want only that kind. The
talking machine man will find that such a line,
well advertised, will bring a high class of people
to his store for either violins or strings and
afford him an opportunity of making sales of
"talkers" and records or of other specialties he
may handle as side lines. Now is the time to
get the side lines installed and well started, so
that there will be no lull in your trade.

A meeting of moving picture film manufactur-
ers was held in the office of the National Phono-
graph Co., 10 Fifth avenue. New York, Novem-
ber 24. S. Lubin, of Philadelphia, Pa., who re-
cently returned from Europe, was in attendance.
William Pelzer and W. T. Moore, of the Edison
Kinetoscope department of the National Co.,
were also present.

60 YEARS'
EXPERIENCE

I RADE mARKS

Designs
, . Copyrights Ac.

Anyone sending a sUetcli and description may
quickly ascorlalii our opinion free wlielher an
Invention Is probably vatenttihle. Coniinunlca-
tlonsstrlcdycoiitlilontlal. HANDBOOK on I'atenta
sent free. Oblcst niiency for Pocurlnp patents.

Pntonts tulion tnroimli Munn A Co. receive
gpeciat notUe, wlibout climve. in tbo

Scientific JIttierican.

A hant^stinioly lUnatrntod wopklv. I.nrKest clr-
riilniloii I'f iinv Bi-leiiilUc louriml. Terms, $3 a
v>iir: Iiuir nionlhs, $1. Sold by all tiewedealors.

IVIUNN&Co.36'Broadwa,, New York

Braiicb Office. 626 F St., WaahlagtOD, D. C.

THE TALKING MACHINE WORLD.

63

(3/)e o/)/y co/rj'Operateof
6t four h/'or/c/^ <^xpo5/t/or)3

'Hf ^UrrALO, 1901 <5T'L0UI3, 1904

PORTLANP, 1505 UaMESTOWN. 1S07

£>ecau3e —
rC ey^emp/if/es abso/c/te. mus/ca/,
artistic, and mec/)ar)/ca/ perfect/on

> ?im\JtSS PIANO PLAYER CO

proprietors

Wir)Jc'^r drcacfe -hftf) dye ~ T)eh
' fbctories - \3t' c''ohn3Vj/'e -

64

THE TALKING MACHINE WORLD.

tr

MULTIPHONES

TO BE SOLD

THE MULTIPHONE

7 feet high, 3'.> feet wide, 18 inches deep

Multiphones are now for the first time offered
for sale outright. Heretofore they have been rent-
ed out on commission.

The Multiphone has a large magazine wheel
carrying 24 records. Either Edison, Columbia or
indestructible records may be used. The instru-
ment is purely automatic, and operates for a nickel.
A spring motor supplies the power. One winding
is sufficient to reproduce from 20 to 25 records.

The Multiphone can also be adjusted in a mo-
ment to automatically play all of the 24 records,
passing automatically from one to the next without
any attention other than winding at the start.

The cabinet is furnished in solid mahogany or
bronze. All exposed parts are nickeled, and are re-
flected in a fine French plate-glass mirror at the
rear. The horn is concealed.

There is no slot machine manufactured that
compares with the Multiphone in earning capacity.
None approaches it in perfection of mechanical con-
struction.

Persons desiring to buy and operate a number
of Multiphones, or to form subsidiary companies,
will be protected in their territory.

If you want to make an investment that will
pay you an exceedingly handsome return, we will
make you an interesting proposition.

MULTIPHONE OPERATING CO.

141 BROADWAY

Near Liberty Street

NEW YORK CITY